The number of price comparison websites is set to shrink to five
within two years, according to business advisory firm Deloitte.
Price comparison sites, known as aggregators, are more likely to
struggle if they specialise in motor insurance.
The motor insurance market generated its 14th consecutive
underwriting loss last year and although price comparison sites are
an established part of the industry, Deloitte is predicting an
'aggregator crunch'.
Matt Perkins, partner and head of financial services for
Deloitte in the Midlands, said: "Within two years it is likely that
there will only be five major players in the motor insurance arena
unless a new aggregator enters with a significant marketing budget
or a highly innovative offering.
"At present there are a small number of aggregators that
dominate the market and barriers to entry, such as demanding
advertising spend, leave smaller players unable to compete unless
they are focussed on specific niches.
"Aggregators have aggressively increased their advertising
spend. The 'Big 5' aggregators, Go Compare, Confused.com,
Moneysupermarket, Tesco Compare and Compare the Market, increased
their combined TV advertising spend by 90 per cent in 2008 to
£80m. This represented nearly 2.5 per cent of total TV
advertising in 2008, which is a significant amount.
"Having a well known and respected brand is vital for insurers
to enjoy success on aggregators."
Research conducted by YouGov for Deloitte in May found that 66
per cent of consumers are unlikely to purchase insurance online
from an unknown brand.
Further more, last year 38 per cent of new motor insurance
business came via aggregators.
"Aggregators have been successful as they offer price
transparency to consumers at a time when price is a major criterion
for people buying on the internet," said Mr Perkins.
"The larger aggregators have developed strong brands through
innovative advertising campaigns, such as the infamous Compare the
Market meerkat mascot.
"But insurers face challenges regarding their strategies to
increase their sales volume and profitability, and with so many
comparison sites, customer retention is becoming increasingly
difficult.
"They could 'go it alone' without aggregators and directly
compete with them, although only businesses with strong brands and
significant market share could attempt this.
"To survive, insurers in today's market must have a clear
aggregator strategy whilst relentlessly reducing costs, continuing
to innovate as well as develop strategies to improve
retention."