By James Fleming, Head of Underwriting – Transportation
I’m heading off to the WSIA conference in San Diego with reports that much of the discussion will be around capacity, or the lack of it in some markets. From our perspective we are open for business and along with my colleagues Lauren Stevens and Marcus Tobin we will be actively seeking new trucking risks through wholesalers.
In a challenging market, we would love to help you. To do that, you can help us to give you the decision you want by considering the following three things:
1. Have a business plan
We are interested in building long-term relationships. In fact, as we celebrate our 10th anniversary next year it is a tangible reminder of just how many of our customers we need to thank for being with us on the journey so far.
Getting to know more about you makes it easy to understand your business and philosophy. A good starting place is to see a business plan. This is the most straightforward way to get an overview of your firm, what you do, how long you have been doing business and your background and history in trucking.
2. Know your history
You have probably picked up that we are in it for the long-term. It doesn’t help you if carriers’ step into and out of markets. Trucking is what we do, and it benefits everyone if we do this in a sustainable way. This is why we place an emphasis on understanding historical data and the more you can provide the better. As a guide we suggest:
- 5 years of results and more if you have been in business longer.
- Granular data beyond top line figures. We love to get into the detail so that we can give you the right products and best rates.
- Information about how your business might have changed over time and the mix of higher and lower risk exposures. For example, Flatbed truck firms are a lower risk than a sand and gravel haulier. By collaborating and understanding your appetite it makes it easier for us to write the business you see.
3. Take this personally
We live in a digital age – if you have got this far you will probably be reading these words on a smartphone, tablet or desktop. Technology is a powerful enabler and we embrace its importance in doing business efficiently and effectively. However, we also believe in talking to clients, meeting face-to-face and building a relationship and understanding one another. That’s one of the reasons why we are looking forward to seeing you at WSIA – we hope to see you there.