NIG to expand Scottish operations

Commercial insurer NIG has announced plans to grow its Scottish operations as it targets the SME market there.

A team of 12 underwriters in Glasgow currently handles new business, while the majority of Scottish renewals are looked after by NIG’s Manchester operation.

However, NIG will be moving the renewals handling back to Glasgow and has already begun the recruitment process. The total number of underwriters in Scotland is also targeted to grow by up to 50% over the next 12 to 24 months.

But NIG said that staff at its Manchester office would not be adversely impacted by the move as the company looks to grow in the Manchester market.

This will be supported by the recruitment of a new area business development manager for the branch to work alongside NIG’s Manchester area underwriting manager Steve Williams.

NIG’s area business development manager for Scotland Alan Kirkwood will continue to manage Glasgow sales team.

In addition to three business development managers, NIG has taken on a new sales co-ordinator and is currently recruiting an area underwriting manager who will lead the underwriting team.

The decision to invest in its Scottish operation was driven by on-going feedback from brokers operating in the Scottish market who highlighted the need for a dedicated local service for them and their clients.

In a recent survey conducted by NIG on a sample of leading brokers in Scotland, 40% said that one of the key requirements they look for from their commercial insurance partners is a ‘strong, regional office’; overall, they rated ‘fast, efficient customer service’ in first place (60%).

Asked about opportunities in the Scottish market, the majority (73%) said that commercial landlord and property owner lines are expected to show the most growth, followed by fleet/motor (46%) and tradesman (40%).

Kirkwood said: “The team of four business development staff is dedicated to visiting brokers here in Scotland and maintaining a close relationship with them. NIG understands the Scottish market extremely well and the investment being made in the Scottish office underlines how committed we are to the region.”

NIG’s director of sales and distribution Dave Parry said: “Since 2009, the work we have carried out at NIG has been very focused on our face-to-market capability.We have recruited some great people and continue to invest in the talent we need to grow our business sustainably. We have listened to our broker partners and our continued investment in the Scottish market underlines our belief that there are rewards to be earned from getting closer to the local broking operations that have a strong relationship with their clients.”