The survey, completed by commercial insurance professionals operating primarily through brokers in the motor, property and liability sectors, highlighted some common key challenges. When asked to score the ‘pain points’ of insurers and underwriters, perhaps not unsurprisingly, the lack of a single consolidated view of all previous commercial insurance claims linked to a policyholder featured high on the agenda and was ranked as the second major concern for respondents receiving 28% of votes. This was closely followed in third position by the commercial market’s inability to share data with no existing commercial insurance fraud database gaining 21% of respondent votes. The top scoring ‘pain point’ for commercial insurers, receiving 39% of votes, was their reliance on their brokers to gather accurate information at point of sale and renewal, in order that risk could be appropriately priced. And the remaining 12% of votes went to the requirement to ask the policyholder so many questions at point of sale and renewal.
Commercial Lines v Personal Lines: The Gap
Comparing this situation to the personal lines insurance market, it is easy to both recognise and acknowledge the frustrations and challenges facing the commercial market. Personal lines insurers have a wide range of commercial and industry databases, including for example CUE, MID and MIAFTR, which they can access and interrogate to cross check and validate claims data and gain an holistic, consolidated view of the customer’s claims history. Customer profiling is also common place in the personal lines market at point of sale and renewal, with insurers using customer data to support them in establishing and competitively pricing risk and protecting their bottom line. And personal lines insurers also have access to and the support of industry collaborations like the Insurance Fraud Bureau and the Insurance Fraud Register.
It is understandable therefore that 88% of respondents felt the commercial sector was behind the personal lines sector in terms of claims fraud detection, with 49% saying by two to three years.
The result was even more extreme when participants were asked how far behind personal lines the commercial sector was in terms of underwriting fraud detection, with 31% stating five years or more. It was felt that brokers could play a far greater role in helping combat commercial insurance fraud with 47% of respondents stating that brokers could do a lot more in terms of sharing data and information. When asked to consider the overall scale of the problem faced by the commercial sector, 45% of respondents estimated that commercial insurance fraud in 2017 would total over £500million.
Turning attention to the perceived main difficulties for commercial insurance policyholders, 44% of respondents cited their dependence on the broker selling them the correct product with the correct level of cover for their needs. Ranked as the highest scoring perceived issue for policyholders, this lack of accurate information and lack of clear communication between insurers and brokers is an equally pressing problem.
Closing the Gap Now
So what can be done with the tools available now to enable the commercial insurance sector to proactively tackle fraud?
There are tools available to help address the top ‘pain point’ of reliance on brokers to gather accurate information at point of sale and renewal, in order that risk can be appropriately priced. Better business intelligence to support commercial customer profiling at point of sale and renewal is available now and accessible for insurers via services like CRIF’s Vision-Net. Insurers and/or their brokers can uncover and understand information about any business and its stakeholders including company reports and documents filed at Companies House, director searches, ownership structure, mortgages and charges, bad debt judgments, financial health checks and credit ratings. Such services can enable insurers to establish the identity and financial status of any company, business, director or sole trader in the UK or across the world. Access to this accurate business intelligence can support commercial insurers in making more informed business decisions.
To further support accuracy, sharing of information and enhance communication between commercial insurers and their brokers, a central location to manage, perform and streamline risk management with real-time data integration to optimise customer verification and provide a comprehensive view of the customer is available now. Services like CRIF’s Decision Hub bring together data, software and tools to transform available data linked to the applicant or insured into insights. Pre-population of policy application and renewal forms via accurate data sources is extensively used in the personal lines sector and could be adopted in the commercial sector when utilising a service like Decision Hub. The risk of human error is removed both in interpretation of details and re-keying of information, the customer experience is improved being both swifter and less onerous and operational costs can be reduced through improved business efficiency.
