The world is getting smaller – that’s the word from one regional travel broker that’s seeing success in a niche area of coverage for those with pre-existing medical conditions.
While once upon a time travelling to the far-flung corners of the world was the domain of young people on their gap year, now a generation of retirees have more disposable cash than ever, and are prepared to spend it on international travel.
“Tour operators and travel agents are always promoting new destinations – people are keen to explore the world,” Andrew Jackson, managing director of Sunderland-based Just Travel Cover, told Insurance Business.
Just Travel Cover, a trading name of Just Insurance Agents, began life selling a range of personal lines products including home and motor, but made the decision some years back to sell that side of the business and specialise on travel only.
“We did find it difficult years ago,” Jackson said of the challenging personal lines market. “Hence we made the decision to sell the motor and the home book, because we just couldn’t compete… You have to be of a certain size to get the right deal, but you need that deal to grow your book – so what comes first, the chicken or the egg?”
The decision to specialise in travel cover, particularly cover for those with pre-existing medical conditions, has proved a lucrative one for the company, which recently signed a fulfilment deal with Arthur J.
Gallagher and the Flysure brand to provide medical screening services.
“We’re very much a broker and that actually makes us quite different within the travel insurance arena, because as a broker we work with multiple insurers, unlike the vast majority of travel providers out there who tend to work with one insurer. We find one size doesn’t fit all, especially in an-ever changing travel market,” Jackson commented.
The business operates via a range of different distribution channels both online and offline, which Jackson said is designed to offer a choice of communication channels to the customer.
“You can find us online, but the journey can always be completed over the phone,” he said. “We’re almost a large version of a traditional high street broker, because that’s how we got into this industry back in the day and we know that journey works.”
While the modern business world places huge emphasis on e-commerce, not all of Just Travel Cover customers want to do everything online, Jackson said.
“People will always do their research online, that’s a given, but if you’re a certain age, if you have an ailment, I think there’s always an element of doubt or maybe you’re not quite sure of a question,” he explained. “‘Joe Public’ always feels better speaking to someone. People always want that reassurance.”
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