The panel “The Future of Insurance Distribution: Impact of Technology and Shifting Consumer Behavior” at FIAR 2025 brought together brokers, insurers, insurtech leaders, and European association representatives to explore how the distribution of insurance is being transformed by technology, changing regulation, and evolving customer behavior. While opportunities abound, speakers agreed that regulatory rigidity, misaligned consumer expectations, and bureaucratic hurdles remain major barriers to progress.

Nic DE MAESSCHALCK (BIPAR): A Call for Reasonable Regulation
De Maesschalck likened regulation to a traffic light: it should ensure order, not paralyze movement. Overregulation, he warned, could hinder insurers’ ability to sell in ways that align with customer expectations. He stressed that upcoming AI regulations will reshape many aspects of the business and called for “hybrid thinking”—a blend of human expertise and tech capabilities—as the key to future success.

Viorel VASILE (PRBAR & SAFETY Broker): Adaptability is Our Strength
With over two decades in brokerage, Vasile noted the industry's remarkable progress. He confirmed that the cap on commissions is expected to be lifted by the end of June—a move welcomed by many intermediaries. He emphasized the need to adapt EU directives like the IDD to local market conditions, rather than applying them verbatim. Despite technological change, price remains the dominant consumer driver - a paradox that brokers must navigate through their adaptability.

Victor SRAER (UNSICAR & OTTO Broker): Compliance Fatigue Hinders Innovation
Sraer voiced concern over a “zero-tolerance” regulatory environment that discourages experimentation. Romania’s long-awaited RCA reform remains stalled, while secondary legislation is overly rigid and bureaucratic. He warned against overly simplified purchasing paths that could lead to overlooked contractual clauses, stressing that insurance purchases should never be rushed.

Cătălin VASILE (NN Asigurări de Viață): Meet Clients Where They Are
Vasile noted that rapid operational change is reshaping both distribution and service. While digital tools are essential, most clients still need personal assistance. He argued that success lies in offering personalized support—online or offline—based on individual preference. Looking ahead, he envisions a shift toward holistic financial advisors offering “one-stop” support for clients’ full range of financial needs.

Cristian FILIMON (Life is Hard): Smarter Tech, Smarter Clients
From an insurtech perspective, Filimon underlined how digital tools are simplifying the intermediaries’ role and improving client experiences. The pandemic transformed how people research and purchase insurance, producing more informed customers—and thus more complex expectations. Distribution must evolve to match this growing sophistication.

Sergiu COSTACHE (XPRIMM): Regulatory Volatility Is a Major Obstacle
Concluding the panel, Costache highlighted the inflexibility of Romania’s insurance legislation, often hampering innovation and an efficient response of the industry to the changing environment. Frequent and numerous legal changes disrupt continuity and leave industry players scrambling to keep up, dampening innovation and reducing the space for strategic planning.

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Across the board, panelists agreed: the future of insurance distribution will rely on flexibility, balanced regulation, and customer-centric technology. Brokers and insurers must become agile consultants, not just sales agents, while regulators are urged to support—not stifle—innovation. As distribution models evolve, success will hinge on the industry’s ability to adapt without losing sight of trust, transparency, and long-term value.