By Patrick Bouchard, Insurance Broker, CIP and RCCAQ Chairman

2016 may have only just begun, but two insurance companies that have long supported the brokerage sector, Aviva and Economical, have made headlines by adding a direct sales component to their business models.

In the case of Economical, the company has created a direct sales division. As for Aviva, which recently launched its direct line, the company will now be distributing RBC insurance products within its business model.

Over the past few years, we have witnessed a market trend towards a multiple-channel distribution strategy. This applies to a whole host of consumer products—and insurance is no exception.

We have no reason to challenge this business decision as many other insurance companies have already gone the same route. However, we should point out that rates must stay the same for insurance products derived from the same source and that there must be no negative impact on brokers. Consumers should have access to the same rates and the same service quality.

We must also ensure that the direct channel and the brokerage sector remain separated by a    "Chinese Wall" to restrict exchanges or communication that could lead to conflicts of interest. We must always bear in mind that we're talking about OUR clients, not theirs.

Yes, times are changing and markets continue to evolve and open up. But will we ever see the day when a direct insurer invests in the brokerage sector?