Pictured above: Brian Hall

Midlands-based employee benefits provider, BHSF, has announced strong growth in the volume of business being placed through its intermediary channel.

The BHSF Group which comprises both employee benefits provision and the underwriting of personal accident and health cash plan benefits has confirmed that 2010 saw further compound growth in the amount of business written through its intermediary channel.  

The channel which was founded in 2002 as an alternative to the Group's traditional worksite marketing activities has taken time to gain the attention of the intermediary community but in recent years has played a significant role in the growth of the organisation.

In a recent interview, Brian Hall, Sales & Marketing Director, at BHSF, confirmed that approximately 40 per cent of the Group's new business is now written with intermediary-introduced clients.

Hall, speaking at the Group's Birmingham head office, said: "It has been an exciting area in which to operate and one that has required the development of new skills.

"Intermediaries are demanding clients with reputations and service standards to uphold and, therefore, it is important that you have all your 'ducks in a row' before seeking to service this important market.  

"We have been very fortunate, in that we have now been appointed as the preferred provider to three of the UK's top broking firms.  We are also the preferred choice of a number of the regional broking houses and interest from others continues to promise further growth in the future". 

On the competitive nature of the current market, Hall said: "It is not helpful when some underwriters are producing quotes at unsustainable prices and we have fought hard not to be drawn down that route.  

"That said, our growing scale and efficient systems allow us to compete at the sharp end on price while still offering both quality and price stability.  Despite the recession there is still a professional approach among intermediaries and I am glad to say that the judgement of which provider to recommend goes far beyond just the price".  

The growth in intermediary revenue written by BHSF has been matched with a corresponding growth in the group's service team.

One of the recent converts to the BHSF approach has been Heath Lambert which has placed a number of major clients with them.  

Speaking at their London offices, Karen Gamble, Director of Health & Wellbeing at Heath Lambert, said: "I think the word to use is 'refreshing'.  BHSF's approach to business is one of 'customer first' and they are prepared to look for the solution rather than to offer a set product and try to sell their way to success.  It means that we can be open and honest with both client and provider and the whole thing generally runs much more smoothly". 

Looking ahead to 2011, the Group is keen to talk about what is new and that there is more to come, emphasising that their not-for-profit ethos allows them to deliver deals to intermediaries that perhaps more commercial insurers would not be able to contemplate.

"The best is yet to come", says Brian Hall.