Bupa is in "discussions" with advisers about reopening the adviser market for individual PMI products after going direct to consumer in July, COVER can exclusively report.
Delegate questions to Tony Wood, sales and marketing director at Bupa, dominated a panel session at the Association of Medical Insurance Intermediaries (AMII) autumn conference, with advisers querying the insurer's decision to sell individual PMI direct to consumers.
Wood said pulling the intermediary-distributed PMI channel was a "difficult" decision and understood the disappointment, adding: "We are having a lot of discussions with advisers about re-opening the opportunity and we are listening to that.
"Product development is not easy in this market but we are looking at different ideas."
An adviser asked Wood what the answer to clients should be when they asked about Bupa's decision.
The delegate said: "Comparison websites can look across the whole product suite but I cannot sell those Bupa products now. How do I explain it to my client? They see it as a negative decision against advisers."
Wood said existing individual PMI business prior to the change could still be continued and on the issue of new business Bupa was working with advisers on further options.
He added Bupa had not worked "that closely" with AMII in the past but that would change moving forward.
Other delegate questions to the panel showed concern about open referrals; David Priestley, sales director at PruHealth, was also on the panel.
Roger Stagnall, principal of HCM Health Care Management, said of the developments: "Bupa could be getting worried. Bupa is rather like the London Eye, slowly going around and around; broker friendly then not.
"The wheel seems to be revolving much quicker than I thought."
