Dual price lenders defend position

Cheltenham & Gloucester, West Bromwich, Britannia, Leeds and Principality have defended their decision to offer differential pricing stressing intermediaries are still a valued part of their business.

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This follows a story by Mortgage Adviser published last week where Halifax, Woolwich, Nationwide and Abbey came under fire for widening the gap between direct to client and intermediary products.

Statistics obtained by Mortgage Adviser show as of 2 May as many as 12 lenders were offering more competitive products through their direct to client channels than through intermediaries.

West Bromwich Building Society had a two-year fixed rate at 5.89 per cent direct and at 6.09 per cent through intermediaries while Leeds Building Society currently offers a discounted three-year fixed rate product at 5.9 per cent available direct if the customer also takes out the lender's home insurance compared to an intermediary product at 6.44 per cent.

Gary Brook, PR manager for Leeds Building Society, said: "We have different products for different channels because there are different costs associated with the different channels.

"We are committed to the intermediary market. That is why since the market has been more difficult we have constantly had a mortgage range out for our introducers."

Paul Field, divisional director for residential lending for West Bromwich Building Society, said: "We have not turned away from our support of the intermediary channel and we have no intention to exit that market.

"However, given the nature of the credit crunch has had on our ability to lend we have had to reaccess how we price our products and where we place them."

Eleanor Ross, media relations manager for Cheltenham and Gloucester, said: "This is not a deliberate strategy to offer higher prices. It is a genuine response to market conditions.

"We are very committed to the intermediary channel and value the business it gives us."

She said the lender had repriced a week ago and things were much more "on par" than previously.

James Wright, marketing director for Principality Building Society, said: "Our differing rates through our intermediary and direct channels is a deliberate decision to ensure we maintain our high customer service levels.

"In recent weeks a number of lenders have chosen to price according to the product channel and this has significantly reduced the number of competitive products available through the intermediary channels.

"As a result, it is important that our position in the current market is in line with our competitors to ensure our inflows do not increase to a level that risks a lapse in service standards."

Neville Richardson, group chief executive of Britannia, said it was "entirely valid" for lenders to offer differential pricing.

He said: "We have offered different pricing for many years through Platform and direct through Britannia and the reality is an intermediary is allowed to use Britannia, we just do not pay a procuration fee. So they are not blocked from these rates, they just do not get a fee."

John Cupis, head of mortgages and general insurance for Sesame, said: "Lenders should be in no doubt that how they act today, in response to difficult times such as these, will be remembered by mortgage advisers for years to come.

"Only by working in partnership will we be in a strong position to ride out the storms that are battering our industry."