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Commercial Auto Training Web Cast


Eligibility For Non-Fleet Commercial Auto (Policies With 1-4 Vehicles) ... Cowboy's and Cowgirl's Saddle Up! YEEHAW! Thank You For Attending! Questions? ... – PowerPoint PPT presentation

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Title: Commercial Auto Training Web Cast

Commercial Auto Training Web Cast
  • Welcome!

Todays Topics
  • Eligibility For Non-Fleet Commercial Auto
    (Policies With 1-4 Vehicles)
  • Coverage
  • Quoting

  • Non-Fleet New Business Risk Mgmt Policy
  • Allstate Insurance Company (Co 10)
  • Processing Line 11
  • Vehicle Type and Weight
  • Driving Experience
  • Prior Insurance
  • Radius
  • Hazard Grade/CIDUG (Eligibility of Business
  • Driving Record

Vehicle Type and Weight Trucks
  • Light GVW
  • Up to 10,000 lbs
  • Medium GVW
  • 10,001 to 20,000
  • 750,000 Minimum Liability Limit Reqd
  • Heavy GVW
  • 20,001 to 45,000 lbs
  • 750,000 Minimum Liability Limit Reqd
  • Class B License 26,001 GVW
  • Gross Vehicle Weight Weight of Truck Load
  • Obtain VIN to Identify GVW

Light GVW Truck Up to 10,000
Medium GVW Straight/Box Truck 10,001 to 20,000
Heavy GVW Straight/Box Truck 20,001 to 45,000
Vehicle Type and Weight Medium Heavy Trucks
With Attached Equipment
  • Dump Trucks
  • Cherry Pickers
  • Boom or Hoist Trucks
  • Tank Trucks
  • Water Trucks
  • Scissor Lift Trucks
  • Conveyor Belt Trucks
  • Extra Heavy Trucks or Tractor-Trailer Trucks
  • Ok when policy includes minimum of 4 vehicles
  • Trucks described do not exceed 25 of total
  • Extra Heavy Trucks and Tractor-Trailer Trucks
    require Underwriter Approval

Truck with Bucket Lift
Dump Truck
Single Axel Tractor and Trailer 10 Tires Max!
Tandem Axle Semi Truck/Trailer Ineligible
Vehicle Type and Weight Private Passenger Types
  • Corporate or Partnership Titled Only
  • Does not apply to trucks
  • Vehicles Up To 100,000 Original Cost New
  • Over 100,000 contact Underwriting for approval

Private Passenger Car (PPT)
Vehicle Type and Weight No Special Type Vehicles
  • Airport Bus
  • Ambulance
  • Bus
  • Cement Trucks
  • Charter Bus
  • Cranes
  • Drilling Rigs
  • Driving Training (Commercial)
  • Driving Training (Educational)
  • Fire Department
  • Golf Mobile
  • Inter-City Bus
  • Law Enforcement
  • Limousines
  • Mobile Home
  • Motorcycle
  • Motor Home
  • School Bus School District
  • School Bus All Other
  • Sightseeing Bus
  • Snowmobile
  • Taxis
  • Urban Bus
  • Van Pools Employee Furnished
  • Van Pools All Other

Driving Experience
  • 3 Years U.S./Canada
  • Driver experience calculated from age 16
  • Driver under 19 is Inexperienced
  • If 4 Drivers with 1 inexperienced driver refer
    to Underwriting
  • 2 Years Driving Same Type Truck
  • Applies to Medium GVW Trucks
  • Verify experience with applicant
  • Information entered in PQB

Prior Insurance Radius
  • Prior Insurance
  • No prior applicants are ineligible
  • Prior personal auto insurance on vehicles to be
    quoted ok
  • New in business ok (no prior, no need)
  • Lapse of prior coverage up to 30 days ok
  • Radius
  • Vehicles operated within 200 miles of garaging

Hazard Grade Eligible Business Operations
  • Contractors
  • Plumbing
  • Electrical
  • Carpentry
  • Heating A/C
  • Painting
  • Concrete
  • Tile
  • Drywall/Plaster
  • Glass Installation
  • Fence Installation
  • Garage Door Installation
  • Landscaping
  • Pool Spa Installation
  • Inland Marine Available For Tools/Equipment
  • Services
  • Carpet Cleaning
  • Computer Repair/Installation
  • Appliance Repair
  • Locksmiths
  • Janitorial
  • Mobile Auto Service
  • (No ENOC or Hired)
  • Auto Glass Replacement
  • Auto Detailer
  • Dent Removal
  • Stereo/GPS/Alarm Installation
  • Also eligible business operation for Customizer

Hazard Grade Eligible Business Operations
  • Wholesale Distributors
  • Clothing
  • Furniture and Home Furnishings
  • Office Equipment, Stationery, Supplies
  • Motor Vehicle Supplies and Parts
  • Sporting and Recreational Goods
  • Flowers, Nursery Stock Florists Supplies
  • Plumbing and Heating Equipment/Supplies
  • Toys, Hobby Goods and Supplies
    Electrical Appliances, TVs and Computers
  • All are eligible businesses for Customizer!
  • Retailers
  • Bakeries
  • Furniture Stores
  • Grocery Stores
  • Electrical Appliances(TVs etc)
  • Flooring Showrooms
  • Auto Parts
  • Household Appliances
  • Meat/Fish Markets
  • All are eligible businesses for Customizer!

Hazard Grade Ineligible Business Operations
  • Local and Long Haul Trucking Couriers
  • Passenger Transportation - For Hire and Not for
  • Tow Truck Operations
  • Auto Repair Operations Providing Road Side
  • Chemicals/Flammables/Fertilizers/Waste
  • Hauling

Driving Record
  • 1 Operator Eligibility
  • Up to 2 At-fault/minor incidents in 3 years ok
  • Multiple Operator Eligibility
  • 2 drivers Up to 3 total at-fault/minor
    incidents ok
  • 3 drivers Up to 4 total at-fault/minor
    incidents ok
  • 4 drivers Up to 7 total at-fault minor
    incidents ok
  • All drivers cannot have 2 incidents and be
  • All Drivers
  • No Majors in 5 years
  • No Current License Suspensions
  • Closed license suspensions have no impact on
  • No Expired License
  • Incident date used to determine age of minor and
    major violations
  • At-fault accidents and minor violations are not

  • Annual Policy
  • Combined Single Limit of Liability
  • Broader coverage with no per person or property
    damage sub limit
  • Higher limits available to protect the business
  • Loading and Unloading Coverage
  • Liability protection for bodily injury or
    property damage from the loading onto or
    unloading from a covered vehicle
  • Medical Payments Coverage
  • Can be selected by vehicle
  • Does not coverage 1st party injury to employees
    while driving covered vehicles for business

Coverage Endorsements
  • Non-owned Auto
  • Liability coverage for vehicles not owned by the
    insured when used by others in the business like
  • Hired Auto
  • Liability/physical damage coverage for vehicles
    the insured rents or borrows
  • Additional Insured
  • Liability protection for other entities the
    insured does work for
  • Rental Reimbursement
  • Reimbursement for cost of renting a replacement
    vehicle when a covered vehicle is out of service
    after a covered coll/comp loss.
  • Flexible choices available for per day and number
    of days reimbursement
  • Drive Other Car
  • Provides coverage for the insured and specified
    persons in a business for vehicles rented or
    borrowed for personal use.
  • Added when insured does not personal auto
    insurance to cover this exposure

Coverage For Passenger Vehicles Only
  • Waiver of Collision Deductible
  • Uninsured Motorist for Property Damage
  • Towing Coverage
  • These coverages are not available for trucks

Coverage Why Should I Put My Vehicles on a
Commercial Policy?
  • The Right Coverage
  • Business pursuits may be excluded from a personal
    auto policy
  • More Coverage to Protect the Business Owner
  • Higher limits of liability available (up to 2
    million combined single limit)
  • Business vehicles can be a target for higher
    losses, especially with signs on vehicles
  • Coverage Available Not Provided on Personal Auto
  • Loading and Unloading
  • Employers Non-owned Auto Liability
  • Hired Auto
  • Additional Insured Endorsements and Certificates
    of Insurance Available at No Charge

  • Alliance or ALSTAR?
  • Information Gathering
  • Rating Basics
  • Live Quote Example

Quoting Alliance or ALSTAR?
  • Either system can be used for quoting
  • Alliance has quote capability only
  • ALSTAR must be used to complete PQB, Risk Assess
    and Application
  • Alliance has features not available in ALSTAR
  • Fewer input screens
  • Down payment information
  • E-mail/FAX capability
  • Alliance and ALSTAR Systems are Linked
  • Quote saved in one system is automatically saved
    in the other system

Quoting Information Gathering
  • Meet with your prospect to gather quote
  • Description of Business Operations
  • Ownership Entity
  • Number of employees
  • Rent vehicles for business?

Quoting Information Gathering
  • Request a Copy of the Prior Ins Dec
  • Vehicle VINs and Yr/Model Information
  • Current Coverage
  • Renewal Date
  • Develop Additional Vehicle Information
  • Usage
  • Garaging zip code
  • Attached equipment on trucks? Value?
  • Radius
  • Any vehicles leased?

Quoting Information Gathering
  • Driver Information (optional for quoting)
  • Obtain for owners employees that drive vehicles
  • Name, license number, date-of-birth
  • Field Underwrite Drivers
  • All drivers have 3 years experience?
  • Any drivers with tickets/accidents/major

Quoting Rating Basics
  • Set Coverage Pre-Sets Prior to Quoting
  • Quote in Allstate Insurance Company
  • Obtain Vehicle VIN Numbers
  • Understand Rating Selections for Trucks Vs PPTs
  • Vehicle Usage
  • Driver Class
  • Industry Code
  • Radius Classification

Quoting Rating Basics
  • Trucks
  • Vehicle Usage
  • Service Intended for contractors and service
  • Retail - Home deliver/pick-up
  • Commercial - Transporting property other than
    defined by service or retail
  • Driver Class
  • Always None

Quoting Rating Basics
  • Trucks
  • Industry Code (Most Common Choices)
  • Contractors
  • Common Special Trade Contractors-830
  • All Other Contractors-890
  • Businesses Other Than Contractors-990
  • Other Codes Used
  • Locksmith 920 (account code required)
  • Carpet Cleaning 960 (account code required)
  • Eligible Dump Truck -790
  • Food Delivery Various 300 codes
  • Radius
  • Local Up to 50 miles
  • Intermediate 51 to 200 miles

Quoting Rating Basics
  • Private Passenger Types
  • Vehicle Usage
  • Business (most common choice) Used for
    business purposes including sales calls,
    appointments, deliveries, errands, etc.
  • To and From Work Used to drive to and from work
  • Pleasure Not used for business or to and from

Quoting Rating Basics
  • Private Passenger Types
  • Driver Class
  • Adult (most common choice) Vehicle driven by
    drivers over 21 for business, to and from work or
  • Basic Vehicle not used in business, over 25 of
    annual mileage driven by drivers under 21.
  • Restricted Vehicle not used in business, 25 or
    less of annual mileage driven by drivers under
  • Industry Code
  • Does not apply
  • Radius
  • Does not apply

  • Live Quote Example

PQB/Risk Assess/Application
  • PQB
  • Start PQB From ALSTAR Action Menu at the end of
    ALSTAR quote
  • Commercial Auto is processing line 11
  • Run PQB separate from risk assess (enter no to
    risk assess)
  • Interactive MVR ordering for up to 9 drivers
  • Reconcile MVR activity then complete Risk Assess
  • SSN/Tax ID not needed. Ok to enter dummy
  • Loss information system report (LIS) run for
    individual and partnership entities only

PQB/Risk Assess/Application
  • Risk Assess
  • Time Frame to Complete
  • Same day in 2-3 hours to next day within 24 hours
  • Numeric code that represents business operations
    being quoted
  • Contact underwriting for assistance if unable to
    find code that matches business operations
  • Risk Assess Result
  • Accept risk is ok for binding
  • No decision contact underwriting for approval
  • Reject risk ineligible, contact underwriting
    with questions

PQB/Risk Assess/Application
  • Application
  • Slot completed risk assess to new business
  • 80 of completed applications with accept risk
    assess decision are issued by the processing
    system in 24 hours
  • TDOCs
  • Uninsured motorist waiver only (4-5 pages)
  • No registrations or vehicle inspections required
  • Fax UM Waiver with Commercial separator page
  • Need a separator page? Contact the Commercial
    Auto Growth Team
  • Retain signed application/binder in agency

Whats Next Time to Prospect!
  • Suggestion - Complete 15 minute LRN course Tips
    For Selling a Commercial Auto Policy (code
  • Set a premium goal and begin prospecting for
    Commercial Auto Business!

Whats Next Time to Prospect!
  • Look For Business Owners Among New Customers and
    Existing Insureds
  • Consistently ask customers what they do for a
    living looking for self-employed customers
  • Consider Prospects in Your Circle of Influence
  • Businesses youve used
  • Friends and family
  • Telemarket businesses from the Target Classes
  • Use internet phone directories for free leads
  • Scrub phone numbers on DNC tool
  • Daytime activity
  • Carry a recorder and record prospects while
    driving for telemarketing leads
  • Measure activity weekly - contacts, x-dates,
    quotes, policies sold

COMMERCIAL AUTO Western Round-Up Promotion
  • February 1 March 13
  • Rope… Your 1st Mustang…a Commercial Auto Policy
  • During promotion period
  • Well reward you 20 in Best Buy
    Silver Dollars
  • Rope… Your 2nd Mustang…a Commercial Auto Policy
  • During promotion period
  • Well reward you 20 in Best Buy
    Silver Dollars
  • Lasso… For every Herd of Mustangs … Commercial
  • During promotion period
  • Well reward you 50 Best Buy
    Silver Dollars
  • Are you Ready to Capture Your Share of the West

Thank You For Attending!
  • Questions?
  • I will mail you Commercial Auto reference guide.