Distribution, the perennial challenge of insurance services. The model of more recent years is the adviser group, and as AIA New Zealand's Head of Distribution and Marketing Darrin Franks explains, some comparisons with the real estate industry highlight what will separate the short-term players from the lasting success stories.

We in the insurance industry have done a laudable job of promoting our brands to one another. However, taking brands to the end consumer seems to have been an unconquered hurdle, and one consequence is the sinister-sounding ‘consumer terrorist'. AIA New Zealand's Head of Distribution and Marketing Darrin Franks explains.

A few days at a Bay of Plenty marae proved a watershed interlude for a new sponsor, and showed where brand and community intersect, says AIA New Zealand's Head of Marketing and Distribution, Darrin Franks.

Despite injecting capital close to $1 billion in claims and maturities last year, insurers continue to fail New Zealanders in critical ways. Darrin Franks, AIA New Zealand's Head of Distribution and Marketing, says if the sector wants to survive and thrive, it needs to start paying real attention to consumers.