Selling insurance telematics to commercial fleets

Jessica Royer Ocken argues that making the commercial sale should be as much about selling insurance cover as about big-picture risk management to mitigate uninsured losses.

Selling insurance telematics to private motorists is a no-brainer. The less or more responsibly they drive, the more money they save on insurance premiums.

Fleet managers need a bit more education.

They too understand the part about saving on insurance premiums. But what they often fail to consider is uninsured losses, things like vehicle downtime, late-delivery penalties or damage to the brand, which can easily amount to twice the cost of a claim.


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