Introduction
Intense competition to win and retain business governs the SME general insurance market. This report provides a unique insight into the purchasing behavior of SMEs based on two Datamonitor SME surveys, giving the reader an edge in this important market.

Scope
A unique insight into SMEs' attitudes to commercial insurance based on responses to Datamonitor's two SME surveys
An evaluation of the potential for growth for direct insurers and bancassurers in the SME sector
Action points detailing potential strategies for different providers wishing to target SME business
Highlights
Nearly 40 per cent of SMEs would consider buying commercial insurance via the Internet.

45 per cent of respondents would not consider buying from banks or building societies. 23 per cent of those believe that banks lack specialist expertise. Banks must therefore focus on combating the perception that they do not have the required expertise to deal with SMEs' commercial insurance requirements.

Norwich Union is one of the most recognized direct providers of commercial insurance among SMEs.

Reasons to Purchase
Improve customer loyalty by understanding SMEs' reasons for staying with a provider, as well as their reasons to switch providers
Improve customer acquisition by understanding what attracts SMEs to different providers and what reasons they have for avoiding certain channels
Understand the current competitive environment of the SME sector in relation to premium rate movements and competitor strategies