20th anniversary Q&A: Changes in distribution

What for you has been the biggest protection innovation over the past 20 years and why? We've seen innovation, maybe not enough, in products, in processes, in technology and in marketing, but for me the most impactful has been in advice and distribution. In 1997 protection sales were dominated by a mixture of IFAs, banks and insurance company direct sales forces. Over the last 20 years the number of people so employed has shrunk dramatically. That protection sales haven't shrunk commensurately is due in no small part to the rise of the specialist protection adviser and a model pi...