mid-market Motor Trade

Your guide to
mid-market Motor Trade
standards
Insuring one in four Motor Trade businesses, AXA is
one of the largest Motor Trade insurers in the UK. This
demonstrates that brokers and Motor Trade clients find our
Claims service, Underwriting expertise and Risk Management
support very appealing. We have consistently supported the
Motor Trade sector for many years. With the knowledge and
expertise we have amassed, we have developed a tailored
proposition for your mid-market clients.
Simon Baker
Head of Commercial Intermediary Underwriting
AXA Insurance
Contents
AXA Vantage – our mid-market proposition
Motor Trade Market Insight
Why choose AXA for mid-market Motor Trade? Our mid-market Motor Trade proposition
What trades are we keen to write?
Claims Excellence and Transparency
How can our Risk Management enhance the service you offer?
Value Added Services
Your key Motor Trade contacts
AXA Vantage / your guide to mid-market Motor Trade
AXA Vantage – our mid-market proposition
Introducing AXA Vantage
Branch Network
Value Added Services
Claims Excellence
We recognise and understand
that when you place your
customer’s mid-market
business, you need more from
your insurer than just a good
product at a competitive price.
¡¡ Every one of our 12 branches has specialist
mid-market knowledge across a variety of
trade sectors.
We’ve introduced a fantastic range of value
added services for you and your clients:
AXA is ranked 1st amongst its peer group
of large composite insurers for mid-market
Claims service quality by Gracechurch
Consulting.
That’s why we’ve created
AXA Vantage, our exciting
proposition for mid-market
commercial business between
£10k and £100k.
Here we outline the key
components of our proposition
which we believe demonstrate
our significant appetite and
expertise in mid-market.
¡¡ We have given unprecedented levels of
empowerment to our branches to make
decisions locally.
¡¡ Individual case level support will be
provided to help you secure the right
mid-market case
Mid-market brokers and clients can expect
a first-class service from their dedicated
Claims Relationships Manager and our trusted
external partnerships. Our commitment to
claims transparency ensures that customers
have the best possible experience with our
award-winning Claims team in the event of
a claim.
¡¡ We welcome the opportunity to meet
with your key clients to create mutually
beneficial tripartite relationships.
¡¡ We can offer selected brokers CII
accredited structured learning through
seminars, training and workshops as well
as mid-market events
¡¡ We will commit to having a meaningful
dialogue with you within 48 hours of
receiving your mid-market enquiry.
¡¡ We offer you access to digital tools and
marketing consultancy delivered by Ignition,
AXA’s wholly-owned marketing agency.
Risk Management
Trading Tools
Get in touch
We help you manage your own risks by
minimising your clients’ exposure to the risks
they face working in their sector.
Our branches are empowered to apply a
number of trading tools including:
Unlike other insurers, we don’t outsource our
Risk Management service. This means that
our Surveyors can build strong relationships
with you and ensure that we are consistent
and focussed in our approach and delivery of
risk assessments.
¡¡ Net Rating
¡¡ Risk Management
Fund
We have an extensive range of competitive
products and solutions designed for your midmarket clients, from easy-to-trade online products
to bespoke wordings and cover extensions.
¡¡ Long Term
Agreements
¡¡ Flexible
Instalment Plans
¡¡ Low Claims Rebates
¡¡ Rate Stability
Agreements.
¡¡ Exclusives
¡¡ Tripartite
Agreements
To arrange a meeting to discuss specific
mid-market opportunities or for more information,
please get in touch.
Contact your local branch Sales Manager.
Motor Trade Market Insight
The Motor Trade industry is
competitive, with thousands of
mid-market businesses buying,
selling, servicing and repairing vehicles.
There are over half a million people working in the sector which has
over 67,600 businesses and was valued at £164.8 billion in 2013.
The majority of the market was engaged in the maintenance and
repair of motor vehicles, accounting for 54.3%. The sale of cars and
light motor vehicles made up the second largest section, accounting
for 28.9%.*
Key sector trends
The sector had its fair share of ups and downs during the recession.
Consumers tightened their belts and cut back on new car
purchases, choosing instead to repair and maintain their older cars,
so businesses specialising in vehicle maintenance remained in a
healthy state.
Forecasters predict a positive few years ahead, as the UK economy
continues to improve and disposable incomes rise. New car and
light commercial vehicle (LCV) registrations were forecast to rise
slightly in both 2014 and 2015.**
Spending on automotive services continues to benefit from the
continual rise in the number of vehicles on UK roads, in addition
to the increasing number of vehicles taking and failing Ministry of
Transport (MOT) tests.
AXA Vantage / your guide to mid-market Motor Trade
Insurance considerations for the sector
So while this is positive news for the sector, there are issues that
may affect cover levels that insurance brokers need to be aware of.
First of all, as consumer interest in new car purchase increases,
dealers will need to have insurance in place to cover a rise in stock
levels. They should ensure that their insurer offers a seasonal uplift
during peak periods.
Then we need to consider the updated Motor Vehicle Block
Exemption Regulations (MVBER) which were introduced with the
intention of improving competition in the automotive services and
repair market.
The regulation ensures that independent garages have access to
technical information and spare vehicle components, in addition to
restricting car manufacturers’ warranties from being conditional that
services be provided in authorised garages only.
This means many of your mid-market customers will have purchased
the necessary technology to offer services, bringing about the need
to assess sums insured.
Sources: HSE, Institute of the Motor Industry
*Ignition market analysis
**ONS Labour Force Survey, August 2014
Motor Trade Market Insight
Key Motor Trade facts and figures
7,000
INJURIES
Between 2007/2008 and 2011/2012
there were over 7,000 motor vehicle
repairer injuries reported to the HSE
and local authorities
1,600
SERIOUS
Of these 7,000 injuries, around
1,600 were deemed ‘major/
serious injuries’ to employees and
self-employed persons
33FATAL
INJURIES
During the stated period there
were 33 fatal injuries
(including employees, self employed
persons and members of the public)
35m
At the end of 2013 there
were 35 million vehicles
licensed for use on the road
in Great Britain
Vehicle licensing and employee safety
Other changes affecting the sector include vehicle licensing. When
motor traders buy a vehicle it will no longer come with a valid tax
disc, so trade plates will be needed to facilitate vehicle movement,
demonstration or road testing following servicing or repairs. Motor
traders who fail to inform the DVLA when they sell a vehicle could be
fined and liable to any speeding or parking fines and vehicle tax for a
vehicle they no longer own.
Safety of employees is a key concern for anyone working in this
industry. Inhalation of fumes is a serious risk that’s increasingly
reported along with hearing problems due to noise levels, upper
limb disorders, skin problems such as dermatitis caused by oil,
chemicals, slips and trips. So it’s vital that your clients have access
to first-rate risk assessment and have adequate employers’ liability
insurance in place, particularly if they have plans to expand the
business and increase staff numbers.
The future
£150bn
TURNOVER
The industry turns over £150 billion and
generates £25 billion gross value added (GVA) from
vehicle sales, maintenance, repair, recovery, parts
distribution, leasing and rental
Source: HSE
AXA Vantage / your guide to mid-market Motor Trade
The UK is making headlines with the introduction of new
technologies like telematics and driverless cars.
Driverless cars may be some way off, particularly for commercial
use, but the industry has been given the green light for testing on
UK roads.
However, it’s the day-to-day needs of your Motor Trade clients that
are key as well as the need to assess cover levels to protect an
evolving business.
Why choose AXA for mid-market Motor Trade?
We understand that you and your mid-market clients want and expect a
first class Claims service. Our dedicated and award-winning Motor Trade
Claims team is based at one single site meaning all claims including
road risks, material damage and personal injury can be dealt with quickly
and efficiently.
We work closely with a number of recognised organisations and
third party suppliers to broaden our knowledge and provide you and
your clients with access to the best services and Motor Trade
industry experts.
Our aim is to provide support to you and your Motor Trade clients
by sharing valuable expertise and insight to achieve and maintain a
successful partnership.
Our Risk Management team has the in-house expertise to carry out
all site inspections without the need for third parties. This means our
surveyors can build strong relationships with you and your mid-market
clients and ensure that we are consistent and focussed in our approach
and delivery of risk assessments.
Finally, our locally empowered experts
across our network of branches have
significant Motor Trade knowledge and
are available to support you and your
mid-market clients.
Our dedicated and
award-winning
Motor Trade Claims
team is based at
one single site.
AXA Vantage / your guide to mid-market Motor Trade
10,500
AXA UK
APPROX
We have proven expertise and experience
in mid-market Motor Trade.
EMPLOYEES
Why should you place mid-market business
with AXA?
¡¡ Motor Trade specific underwriting expertise and knowledge
¡¡ A desire to trade, with increased local empowerment to write, trade
and provide tailored customer service
¡¡ Committed to mid-market growth and profitable long term partnerships
¡¡ Valuable broker support and tailored Motor Trade training available
¡¡ Award-winning Claims service delivering award-winning initiatives
10 MILLION
CUSTOMERS
¡¡ Motor Trade is part of AXA Insurance’s wider Commercial Motor
account which looks after the insurance needs of over 350,000
vehicles and settles over 75,000 claims a year
¡¡ Ranked No.1 in Brokerbility’s insurer performance survey for the 12th
consecutive time in 2015
¡¡ Ranked the largest insurer in the world by gross written premium by
global ratings agency AM Best
¡¡ AXA was one of the first insurers to achieve Chartered Insurer status
from the Chartered Insurance Institute (CII) in 2011
¡¡ Ranked in the Top 3 for mid-market Claims service quality by
Gracechurch Consulting in 2014.
AXA, ranked the No.1 global
insurance brand by Interbrand
from 2009 to 2015
We’re the first insurer to get
the coveted Investor in Customers
(IIC) three-star Exceptional rating
across both personal and commercial
lines broker businesses
¡¡ Winner of the Commercial Insurer of the Year award at the 2015
Insurance Times Awards
Shared expertise across 59 countries, 161,000
employees and 103 million customers worldwide.
Our mid-market Motor Trade proposition
Our priority is to understand your
needs and the needs of your clients.
We recognise that each Motor Trade
client is different and we tailor our
approach accordingly.
That’s why we’ve shaped our mid-market Motor Trade proposition to use
our expertise to provide flexible solutions. This means that you’ll get the
right cover at a competitive price all serviced to a high standard.
Underwriting Approach
Service Standards
¡¡ Ability to customise our offering to incorporate
rate stability agreements, profit share and risk
management funds.
¡¡ Dedicated Underwriters and Account Managers who
specialise in Motor Trade and understand both you and
your clients’ needs.
¡¡ Significant capacity available to accommodate
100% placements.
¡¡ A consistently high level of service delivery incorporating
Service Level Agreements where required.
¡¡ Clear and stable underwriting philosophy which
is aligned between Underwriters and Risk
Control Surveyors.
Claims
Added Value Services
Policy Wording
¡¡ Add-on options such as, Engineering Inspection Services
and Management Liability are available.
¡¡ Clear and jargon-free policy wording, designed to
transfer balance sheet exposure from Motor Trade
clients to AXA
¡¡ Additional services at specially agreed prices from third
party companies such as valuation advice from Gleeds,
electrical inspections from British Gas, vehicle security,
driver education and awareness training from AA Drivetech
(AXA does not derive income from these services).
¡¡ Instalment facility.
»» We have the ability to apply flexible limits to many
extensions of cover
¡¡ Dedicated, experienced Claims Handlers based in one
location providing a tailored claims service.
¡¡ A transparent, reliable Claims handling service resulting
in prompt and fair settlements.
¡¡ A recognised and award-winning motor vehicle Claims
management service.
»» You can choose between specified perils and all risks
and have the ability to select the sections you require
»» Flexible excesses and deductible limits.
¡¡ Flexibility to adapt to changing market needs (e.g.
legislation and emerging risks).
Risk Management
¡¡ Pre-cover surveys available to help us to better
understand complex Motor Trade businesses.
¡¡ In-house surveyors who can make pragmatic decisions
on-site to improve risk.
AXA Vantage / your guide to mid-market Motor Trade
Our mid-market Motor Trade proposition – product overview
Our dedicated and competitive Motor
Trade product is designed to meet
the needs of your mid-market clients
and offers a broad and flexible range
of covers.
As one of the UK’s leading insurers operating in the Motor
Trade market, we take great pride in our product offering and
service delivery.
We have a wide acceptance criteria and offer tailored Motor Trade
insurance solutions to clients that provide a varying range of
services and specialisms.
We have recently enhanced our product for mid-market customers,
adding new covers and increased a number of limits across a range
of extensions.
The following information will provide you with a flavour of some of
the key standard and optional covers available to your clients. Our
offer provides an integrated and seamless package of compulsory
and optional covers designed around your clients’ business needs.
Compulsory and standard covers include:
¡¡ New: 72 hour cover
¡¡ Material Damage, covering all risks including theft (FVEE) plus
full theft options available
¡¡ New: Inadvertent omissions cover of £100k
¡¡ Road Risks with a £10m TPPD limit as standard, covering all of
your business vehicles including cover for customers vehicles in
their custody or control in connection with the business, plus a
range of optional driving extensions to facilitate demonstrations
and courtesy vehicles or other incidental services
¡¡ Public and Products Liability at £5m including defective
workmanship and rectification cover as standard with the option
to increase limits up to £25m
¡¡ Equipment breakdown and commercial legal expenses covers
up to £50k included as standard
The additional key product features and optional covers are
detailed below:
Material Damage
¡¡ Theft cover for vehicles stolen with keys
¡¡ New vehicle replacement cover for their own and customers
vehicles (including road risks)
¡¡ Automatic seasonal increases for their vehicles during peak
registration periods
¡¡ Financial losses on damaged new vehicles (including road risks)
increased to £10k per vehicle
¡¡ Cover for the Motor Trade customer’s commercial loads of £100k
¡¡ Cover for property in transit increased to £15k and employees
tools away from the premises now £5k
¡¡ Exhibition cover of £50k standard with no limit on vehicles
¡¡ New: Reduction in customer vehicle value up to £10k per
vehicle (including road risks and public and products liability)
AXA Vantage / your guide to mid-market Motor Trade
¡¡ New: Theft of motor vehicles by deception £10k any one period
of insurance
¡¡ New: Debris removal recycling to £10k
¡¡ New: Public relations expenses cover £5k
¡¡ New: Environmental protection and involuntary betterment covers
Road Risks
¡¡ Unlimited legal liability for death or injury to others
¡¡ £10 million limit for damage to other people’s property
¡¡ A complete range of driving and use options available with
discounts for restrictions
¡¡ Competitive standard excess of £250 and £100 for windscreens
if replaced, nil for repairs
¡¡ Discounts available for increased excesses or deductibles
¡¡ Automatic unlimited EU cover for SD&P use
¡¡ Uninsured loss and motor prosecution defence as standard up
to £100k any one event
¡¡ Contract sale price (includes material damage)
¡¡ Customers’ vehicles loss of use claims now without inner limit
¡¡ Automatic contingent motor liability e.g. covering employee
occasional business use and courtesy vehicles
¡¡ Driving other vehicles extension as standard for directors,
principals and partners
¡¡ Option to extend cover to include vehicles privately owned by
directors, principals and partners
Our mid-market Motor Trade proposition –
product overview
As well as the usual range of road risks covers, we also offer
semi-comprehensive cover. Your Motor Trade client will benefit
from a discount in the premium but will self-insure the labour costs
associated with damage repairs to their own vehicles. We will
cover the cost of parts and sundries. Customers’ vehicles and all
total loss vehicle claims will also be covered in full.
Public & Products Liability including Defective Workmanship
and Rectification cover
Key optional covers include:
¡¡ Employers Liability up to £10m as standard (option to increase
up to £25m)
¡¡ Business Interruption including loss of profit following damage
to vehicles on the road
»» MOT loss of licence cover option
»» UK, EU and Worldwide Suppliers extension as standard
¡¡ Operates worldwide
»» Exhibition sites, property stored, customers supply
undertakings and public utilities supplies including terminal
ends apply automatically
¡¡ Products financial loss up to £250k
»» New: Essential employees cover to £100k
¡¡ Customers’ vehicles loss of use claims now without inner limit
»» New: Murder, suicide and disease cover.
¡¡ Standard limit of £5m (options range from £2m to £25m)
¡¡ New: Environmental clean up costs cover to £1m
¡¡ Money, assault and wrongful conversion
¡¡ New: Defective workmanship extension now including
rectification cover up to £25k
¡¡ Engineering inspection services at a flat premium per
location basis
¡¡ Access to Management Liability cover
¡¡ New: Cover match extension
»» We have every confidence our product is market-leading.
However, to provide you with absolute peace of mind if the
previous cover was broader than the cover provided under
AXA Motor Trade we will cover the difference in the event of a
claim up to £10k.
AXA Vantage / your guide to mid-market Motor Trade
Our mid-market Motor Trade proposition
– Management Liability
How Management Liability supports our
mid-market Motor Trade proposition
Our Management Liability product and services are significantly
different and provide comprehensive areas of cover not included
by other insurers. These include:
Are you legally compliant and have
you got everything covered?
¡¡ All UK regulators including full company cover
In addition to providing the right cover for your clients’
Motor Trade business, we want to make sure its people are
properly covered too. Our Management Liability policy is an
important addition to your clients’ Motor Trade insurance and
offers market-leading cover with the flexibility to adapt your
clients’ needs.
We have teamed up with law firm rradar to offer comprehensive
cover and free expert legal, regulatory and risk management
advice. rradar focuses on providing access to legal and
professional support for businesses to help anticipate and
avoid problems wherever possible. If a problem does arise,
they are immediately on hand around the clock with a team of
experienced professionals to give confidential legally privileged
advice to handle any problem or manage any crisis or incident.
¡¡ All investigations
Through rradar, we offer a range of
advisory and legal services that provide
comprehensive cover for the following areas:
¡¡ All prosecutions
¡¡ Employment and HR issues
¡¡ No prospects of success clause or advice warranty
¡¡ Pension disputes
¡¡ Pollution claims clean-up costs up to £25k
¡¡ Cyber Liability including legal and forensic investigation
support
¡¡ Regulatory mitigation cover
¡¡ Lifetime ‘run off’ cover for retired directors
¡¡ Portable cover to directors and officers that carry out
charitable and not for profit activities
¡¡ Action by Vehicle and Operator Services Agency.
We’ve partnered up with law firm
rradar to offer comprehensive cover
and free expert legal, regulatory and
risk management advice and support
for businesses to combat issues
before they arise and settle them
when they do.
AXA Vantage / your guide to mid-market Motor Trade
rradar
¡¡ Regulation
Access to legal expertise to support the business, its
directors and employees. Legally privileged advice is available
from lawyers, accountants and a range of experts around the
clock. rradar provide cover for all regulatory investigations
and prosecutions, including; tax, environmental, Trading
Standards, competition, fraud, road traffic act and licensing
¡¡ Employment
rradar offer cover for disputes involving ACAS, including unfair
dismissal, race, sex, age, disability and other harassment
and discrimination. Where rradar is contacted and advised for
any matter that could lead to a claim, there is no excess to
pay. If you are unable to take advice but rradar is still able to
successfully defend your claim your excess will be waived
¡¡ Contractual
£100k of cover as standard for expert legal defence costs for
contractual disputes
¡¡ Employee dishonesty
£100k of cover as standard for theft of stock and funds by
any employee, including directors.
For further information on our Management Liability
product, visit axaconnect.co.uk/mlp or contact your
AXA representative.
What trades are we keen to write?
Our core mid-market Motor
Trade product accommodates
larger Motor Trade risks with
premiums of £10k and above.
Here we give you an insight into our appetite to trade.
We will consider many businesses that demonstrate a
proactive approach to risk management and risk control.
To help you write more mid-market business, we’ve
changed our underwriting structure to be more aligned to
specific trade segments. As part of this, we have dedicated
Motor Trade specialists sitting within our 12 branch
locations across the UK.
For more information on our trading appetite or to
discuss specific Motor Trade risks, please contact your
local AXA branch.
We’re very keen to write more of these trades
Bodywork repairers
Franchised dealers
Windscreen/sunroof fitting specialists
Classic/vintage/veteran car specialists
Mechanics/auto-electricians
Specialist fitters (clutch, gearbox,
brakes and exhaust)
Car/motorcycle/small van sales/
service/repairers
Motorcycle franchised dealers
Tyre, battery and/or exhaust fitters
Commercial vehicle sign writing
MOT testing stations
Car supermarkets and vehicle sales only
Vehicle alarm/security systems specialists
We’re interested but need more underwriting information from you
Agricultural and mechanical plant specialists
Coachbuilders
Motor conversion specialists
Breakdown recovery specialists
HGV (Over 7.5t GVW) sale/service/repair
Sports and high performance
vehicle specialists
Car cleaning and valeting
Petrol filling stations with motor garage
workshop or vehicle sales
Taxi servicing or repair specialists
Caravan and Motorhome dealers
Prestige vehicle specialists
Vehicle auctioneers
Vehicle collection and delivery specialists
We would decline these trades
Accident management or credit hire
vehicle services
Finance brokers and specialist
vehicle sourcers/importers
Tyre wholesalers/manufacturers including
second hand or part worn tyres
Bus, Coach and Haulage operators
Kit car assembly/sales/servicing/
build specialists
Vehicle manufacturers and/or vehicle
part manufacturers
Car breakers and scrap dealers
Motor spares/factors/accessory retail shops
Vehicle racing, rallying or motor sports
preparation or support*
Self-drive vehicle hire operators
(unless incidental)
* Includes motor sports by directors/partners/family members involving support from the business or active sponsorship with service support or vehicle ownership
AXA Vantage / your guide to mid-market Motor Trade
Claims Excellence and Transparency
Our award-winning Claims service
¡¡ O
nline claims tracking capability for brokers via our ‘eServe’
claims portal
Our dedicated Relationship Management and Handling team truly
understand your clients’ needs in the event of a claim.
¡¡ Our award-winning ‘One & Done’ initiative is recognised in the
market as leading the way in proactive claims settlement. With
the relevant information at notification, we will settle claims
within 24 hours
¡¡ Your dedicated Claims Relationship Manager with tailored
MI will ensure the smooth-running of the account, holding
quarterly review meetings to discuss risk advice, claims trends
and performance
31% of all claims settled
on a ‘One & Done’ basis
within 24 hours
85% of all AXA Approved
Repairer cases are
auto authorised
¡¡ We have university accredited fraud technical experts with
qualifications which are recognised within the insurance and
fraud industries
Our commitment to transparency is to ensure that customers have
the best possible experience with our award-winning Claims team in
the event of a claim.
For further information on our award-winning Transparency initiative,
visit axaconnect.co.uk/makingclaimsclear or contact your
AXA representative.
The trophy cabinet
Our broker partners and clients tell us that we’re getting it
right. This is reflected in the recognition that we are getting from
the industry.
2015 Insurance Times Awards - Claims Initiative
of the Year
¡¡ Dedicated Claims Handlers to aid and track claims service
¡¡ Courtesy cars and vans are provided when using AXA
approved repairers. A mobile repair service including catalytic
converters is also available.
2015 National Agile Awards - Best Agile Team,
eServe Claims team
Making Claims Clear
83% of all vehicle total
loss claims agreed and settled
within 10 days
Staff handling motor trade
claims have an average of
15 years of industry experience
The moment of truth for any insurance customer is when they have
to make a claim.
This is the service you can expect from AXA if one of your Motor
Trade clients needs to make a claim:
AXA has launched a market-leading and award-winning Transparency
initiative. It is designed to give you and your customers clarity on
how our claims processes work, what is and is not covered in a
policy and explanations of complex insurance jargon.
¡¡ A ‘One Stop Shop’ motor trade claims experience, with all
claims including road risks, material damage, personal injury,
being serviced from one office
By making our Claims service more transparent, customers will
have a better understanding of what they are buying and be better
prepared in the event of a claim.
AXA Vantage / your guide to mid-market Motor Trade
2015
WINNER
2015 CII Public Interest Awards – Best Campaign
in the Public Interest (Marketing or Advertising)
category – Claims Transparency
2015 British Insurance Awards – Insurer Claims
Initiative of the Year
2014 Winner – Vehicle Damage Assessor of the
Year (awarded by Bodyshop)
Claims case study 1: Total Loss
In the early hours of Christmas day, a river flowing nearby one of our motorcycle
trader clients burst its banks. Water subsequently flooded the premises and, in
total, 90 motorcycles were submerged.
A claim was made under the AXA policy on 27 December. The Claims team
quickly responded by validating cover and an in-house engineer was appointed to
inspect the vehicles.
On inspection, all 90 motorcycles were beyond economical repair and so values
had to be agreed on a total loss basis. Our customer provided the engineer with
suitable information and documentation and values were quickly agreed. An
interim payment of £300,000 in respect of all the motorcycles was made by EFT
straight into our customer’s bank account on 10 January.
The payment was made within nine working days of receiving notification
of the incident. Our customer was “highly impressed with the speed and general
service from AXA” and, in particular, “how quickly we valued the vehicles.”
AXA Vantage / your guide to mid-market Motor Trade
Claims case study 2: Fraud
A collision occurred between an AXA policyholder’s vehicle and a third party
vehicle in the Halifax area. The incident was reported by the AXA policyholder.
The named driver stated that she had stopped at a set of traffic lights in a
queue of traffic at a pedestrian crossing. When the lights changed, the vehicles
in front of her started to move off.
Without notice, and for no apparent reason, the third party vehicle braked
suddenly. The insured vehicle was unable to stop and collided with the third
party at very low speed, causing minimal damage.
At the scene, the insured driver noted that only the driver was present in the
third party vehicle.
Immediately following the collision, the insured driver contacted her husband,
whom attended the scene shortly after, and was able to verify those present.
The third party mentioned no injury at the time, and so when initially called, the
Police refused to attend. It was only when the third party declined to exchange
insurance details that the Police were again contacted and attended the scene.
A claim was subsequently received from the third party driver alleging whiplash
style symptoms, along with claims for two other “phantom” passengers.
Intelligence searches revealed that the third party had previously been involved
in an accident just 15 days prior to the accident in question. When the Insurers
of this incident were contacted, it became apparent that they were also
investigating their claim due to concerns that it may have been staged.
AXA’s insured driver and her husband provided both Statements of Truth
confirming that there were no passengers in the third party vehicle. These
statements were presented to the third party’s solicitors, alongside evidence of
the claimant’s incident two weeks prior. The claim was not pursued.
AXA Vantage / your guide to mid-market Motor Trade
How can our Risk Management enhance the service you offer?
Our Risk Management team is highly
experienced in all aspects of Motor
Trade Risk Management.
trips and falls as well as being struck by objects all contribute to the
problem. Our Risk Management team has the expertise to support
your clients and reduce the impact on injury and lost time.
What we can do for you
Major/specified injuries in Motor Vehicle Repair (MVR)
¡¡ AXA qualified engineers can review business continuity plans
and offer additional supporting tools where appropriate
We know that your clients take Risk Management seriously and
that it plays a key role in the service you offer your customers. The
AXA Risk Management team is highly experienced in all aspects of
Motor Trade and will strive to understand your client’s business in
a practical way to support the systems they have in place. We also
know that they will want to avoid anything unexpected, so where
required, we can inspect your client’s premises at quotation stage
after indicative terms have been provided. We believe our Risk
Management service sets us apart in the market:
According to the Health and Safety Executive, there have been over
7,000 injuries and 33 deaths in the Motor Vehicle Repair (MVR)
industry over the last 5 years.
¡¡ Unlike other insurers we don’t outsource our Risk
Management service
Kinds of major/specified injury to motor vehicle repair employees
11,000
33%
21%
Lifting and
handling injuries
Slip, trip, fall
same level
¡¡ We have approximately 50 loss prevention experts located
throughout the UK and carry out all site inspections ourselves
¡¡ We have one of the most qualified loss prevention teams of
any UK insurer with 810 combined years of experience in Motor
Trade sectors
¡¡ We have the expertise to offer advice on areas such as fire,
business interruption, weather, security and liability risks
¡¡ We employ two specialist fire protection engineers backed up
by 15 loss prevention experts who can evaluate and test
sprinkler systems.
Health and Safety
The Motor Trade sector continues to face challenges relating to
injury and lost time. Lifting and manual handling, common slips,
AXA Vantage / your guide to mid-market Motor Trade
7%
16%
Struck by
object
Fall from
height
3%
Struck by a
moving vehicle
Source: HSE, Health and Safety in MVR in Great Britain in 2014
¡¡ We offer support to single or multi-site location programmes
¡¡ You will benefit from having the same loss prevention expert for
the duration of your policy which means that we can respond
quickly to any process modifications or location changes your
business may encounter
¡¡ AXA provides bespoke specialist services to provide high quality
risk solutions, such as electrical inspection, reinstatement
valuations and protection of vacant buildings
¡¡ We can provide CIEH (Chartered Institute of Environmental
Health) accredited training
¡¡ Fire protection systems, such as sprinklers will be evaluated to
give you confidence that they are appropriate for the risk and
exposure they protect
¡¡ The majority of our loss prevention experts are multi-skilled
however, where appropriate, individual experts will be made
available to your client
¡¡ We can offer you and your clients access to a range of driver
education and awareness training provided by AA Drivetech
¡¡ AXA have specialist knowledge on the protection of vehicle
compounds and forecourts with regard to intruder alarms, CCTV
and physical barriers ensuring we understand the importance of
customer access outside normal business hours.
Value Added Services
We’ve introduced a host of additional
services for brokers who are actively
committed to working with us to grow
our mid-market Motor Trade book of
business. It’s not just brokers who
benefit; clients will also have access
to a range of valuable services.
Client value added services –
support for the right risk
¡¡ Risk management contribution – to support agreed risk
control improvements
¡¡ Rate stability agreement – to enable clients with a superior
loss ratio to accurately budget for their insurance premiums
¡¡ Preferential instalment plans – to support cash flow planning
¡¡ Building Valuation Service from Gleeds – removes the risk
of underinsurance
¡¡ Availability of AA Drivetech – driver education and
awareness training
¡¡ Unoccupied buildings/VPS – specialist protection services
which can widen cover available and reduce ongoing third party
security costs (average security guard costs £1,500 per week).
AXA has an exclusive agreement with VPS meaning clients can
protect vacant buildings from as little as £89 per week. The
minimum contract period is 1 week whereas standard practice is
a minimum of 8 weeks
¡¡ LeakSafe Solutions – keeps premiums down by reducing
claims frequency and severity
¡¡ British Gas Electrical Inspections – for both legal compliance
and protecting employee and property
¡¡ Riskhelp.co.uk – designed to assist UK businesses gain a
better understanding of their legal responsibilities, common
business hazards as well standard market business insurance
policy wordings
¡¡ Business continuity planning – for business owners who want
to be prepared for, and minimise the impact of events that
could threaten their business
AXA Vantage / your guide to mid-market Motor Trade
¡¡ Low claims refund – rewarding clients who have superior claims
experience (as an alternative to a rate stability agreement)
¡¡ P
referential rates/discounts on Tracker vehicle security systems
(Tracker Monitor, Locate and Tracker Cat V systems)
¡¡ F
lat rate engineering inspection with access to relevant reports
via HSB’s online portal.
Broker value added services –
support for the right risk
Extensive support will be made available to all brokers to secure the
right Motor Trade mid-market case:
AXA risk control/broker pre-quote on-site customer review
¡¡ Prior to the provision of underwriting and trading terms this
enables your customer to meet with a local AXA Risk Control
Surveyor to better understand our pragmatic approach to risk
management. Involving the customer from inception has
proven to increase conversion through better pricing and
more certainty regarding the suitability of their current risk
management programme.
¡¡ Access and support from local AXA Motor Trade experts –
including help with joint pipeline prospecting, benefit selling
AXA policy and extension wordings, plus local risk management
training such as alarm specifications.
Value Added Services
Grow your people
(CII accredited structured learning)
Grow your business
(delivered by Ignition NBS Ltd.)
Supporting mid-market brokers will have access to a range of
additional benefits designed to develop your people:
Supporting mid-market brokers will have access to a range of
additional benefits designed to develop your business:
¡¡ Mid-market Motor Trade specific technical, Risk Management
and Claims training plus regular market briefings
¡¡ Subsidised access to new AXA digital tools such as
award-winning endcustomer.co.uk, which provides brokers
with real time desktop access to a range of client data sets to
help you profile and win customers
¡¡ Local team skills training on topics such as price negotiation,
customer segmentation and contact planning
¡¡ Access to leadership training events such as our popular AXA
Broker Talent seminar in Bordeaux and our AXA Broker Director
seminar in Hever
¡¡ Funding support for CII Regional Broker Academy workshops
(with top up funding if also Chartered)
¡¡ Invitations to mid-market specific broker events and seminars
with access to the Senior AXA Leadership team.
¡¡ Access to data and profiling services to help validate and enrich
your local mid-market pipeline and undertake joint prospecting
¡¡ Marketing consultancy and execution across the complete
range of marketing services, including; lead generation,
training, web and social media design and build, video
production, creative design services such as brand or email
campaigns/print solutions and access to the Ignition CRM bulk
email campaign tool
¡¡ AXA Motor Trade specific marketing campaigns.
AXA Vantage / your guide to mid-market Motor Trade
Your key Motor Trade contacts
Our mid-market Motor Trade
proposition is designed to provide
you with flexible service and tailored
cover for your clients.
We will recognise your commitment to working with us to grow
our mid-market Motor Trade business and have a range of
exclusive value added benefits that will benefit your business and
your clients that we’re excited to talk to you about.
Our branches want to talk to you about AXA Vantage, our
mid-market proposition. To discuss specific mid-market Motor
Trade opportunities, please contact your local branch specialist.
Your key Motor Trade contacts
Kenny Wilson
Andrew Nixon
David Harrison
Scotland Branch
01412 454 438
[email protected]
Manchester Branch
01619 582 330
[email protected]
Reading Branch
01189 550 014
[email protected]
Gareth Crowther
Richard Newson
Sam Knott
Birmingham Branch
01216 445 651
[email protected]
Maidstone Branch
01622 238 775
[email protected]
Ian Parnell
Richard Gregory
Bristol & Cardiff Branches
01173 734 796
[email protected]
London Branch
02032 068 399
[email protected]
Newcastle Branch
01912 064 622
[email protected]
Paul Durkin
Leeds Branch
01133 978 021
[email protected]
Andrew Greenhalgh
National Trading Centre – Bolton
01204 815 868
[email protected]
AXA Vantage / your guide to mid-market Motor Trade
Clive Stafford
Ipswich Branch
01473 337 157
[email protected]
standards