Broker Spotlight
Kevin Davies

21st November 2018

This month we caught up with Kevin Davies, Managing Director of Riviera Insurance, based in Torquay, Devon, which was established in 2016 and specialises in niche, non-standard insurance.

What core business lines does your brokerage cover?

Public and Private Hire, but only in the South West of England, SME and Small Commercial, Household and Property Owners and Minibus on a national basis and we are just set to launch or Motorhome and Horsebox products.

How do you generate new business enquiries?

We have three main channels, business development, digital and lead procurement; currently 40% of the business is generated via business development using various methods such as, networking and recommendation referrals where the lead to quote is in excess of 90%and an above average conversion rate.

Digital marketing which we carry out in-house, is currently 35% of our enquiries and for the balance lead procurement, we expect a lower lead to quote and conversion rate so we have filters in place to ensure we secure leads that are quality, not quantity.

What do you foresee as the biggest challenges at your brokerage at the moment?

We are still growing business having only started on 2016, so we are on an upward trend. As a result, the biggest challenges are in two key areas: additional staff, we currently employ 14 most of whom have in excess of ten years broking experience and, we are putting in place a recruitment process to seek people to join us that will be new to the industry. Secondly, ensuring we generate sufficient leads/quotes to support our business plan and growth expectations for each of our products.

How do you plan to grow in the coming year?

By the three main channels of generating new business enquiries, new products all supported by our business plan and budget which we review each month to ensure the business is on target to meet our goals and we are also looking at an acquisition strategy to grow a network of offices in the South West. If you look at the demographics in the South West area, many brokers looking at an exit strategy, we have several models we have developed to complement this and would be happy to talk to anyone wishing to consider this.

What are your marketing plans this year?

Our marketing strategy is mainly focused around business development and complemented by digital marketing and lead procurement. We have recently recruited a member of the team to carry out business development to support or SME and Small Commercial growth, and at the same time we can also generate leads for Public and Private Hire; this would be supported by both digital marketing which we will continue to develop and expand our new products and with lead procurement.

Which Blink products or services have been most beneficial to your business?

Public and Private Hire facilities, SME and shortly Household and Property Owner Products

If there’s one thing we’d like more of from Blink it’s...

Nothing really, Steve Horner and Richard Harrison were very supportive of my original business and now Blink have done the same in the new venture; if we want something, we approach our Blink IS BDM, Antony Nash as one of our ports of call.

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