Tuesday, 7 March 2017

Pricing Insurance for Autonomous Vehicles in USA

“This is a new world for insurers. The industry will need a whole new set of data tools to deal with this.”
So says Michael Macauley, CEO of Quadrant Information Services, a supplier of pricing analytics to property/casualty insurance carriers. He is referring to the coming of autonomous vehicles.
Ford Motor Co. intends to start selling driverless cars to ride-hailing and taxi services by 20121 and to the public by about 2025. The vehicles will not have steering wheels, brake pedals or other controls for human occupants. The car maker wants to lower costs enough to make autonomous vehicles affordable to millions of people, CEO Mark Fields said in a recent speech.
Macauley notes that currently auto insurers base rates on what they know about the driver, the driver’s residential area and the car. The combination of a teenage driver, a new Corvette Stingray and a high-crime neighborhood, for example, yields one rate. A middle-aged driver with a perfect record, a quiet home town and a five-year-old Honda yields quite another.
However, now the industry is confronting a situation where there may be no driver, in which case, the owner’s age and driving record would be largely irrelevant, according to the pricing expert. Coverage and rate decisions would be based on a wide range of variables, among them traffic patterns, prevailing climatic conditions (there is some question as to how well driverless cars manage in rain and snow) and, above all, the track record of the various technologies involved.
Identifying those responsible for specific technologies may not be easy.
“These vehicles,” Macauley said, “will be the work not so much of a single manufacturer, but of a consortium.” He noted that Ford’s announcement of its forthcoming driverless cars described partnerships with Velodyne (lidar sensors that capture high-resolution images of the area around the vehicles), SAIPS (an Israel-based computer vision and machine learning company which Ford acquired in August), Civil Maps (a California-based company that develops high-resolution 3D maps), and Nirenberg Neuroscience (a machine-vision company that specializes in object recognition and bringing human-like levels of intelligence to machine modules).
Prospective competitors are making similar arrangements. BMW, Mobileye and Intel, for example, recently announced that they are partnering on fully-autonomous vehicle technology to apply in a shared environment by 2021.
Macauley says there have been doubts raised about the safety of self-driving vehicles, particularly since a driver in a Tesla Model S in self-driving mode was killed when the car drove itself into the side of a semitrailer in Florida last May. In its statement about the incident, Tesla did not delineate the driver’s level of engagement at the time of the crash, but it did note that “neither the Autopilot nor the driver noticed the white side of the semitrailer against a brightly lit sky, so the brake was not applied.”
The National Highway Safety Administration (NHTSA) is investigating that Tesla accident in part for its broader implications for safety of the new technologies.
But safety regulators generally favor the vehicles. More than 35,000 people were killed in U.S. auto accidents in 2015, with human error being the cause in 94 percent of them, according to NHTSA.
The NHTSA has issued federal guidelines for the testing and rollout of autonomous vehicles that largely leave manufacturers free to experiment, although the government also left open the door to a pre-approval system in which manufacturers would need to get the safety regulator’s approval of vehicles before selling them to the public.
According to Macauley, some manufacturers—including Ford—are pursuing a fully computer-managed, no-human-driver car because they feel that hybrid approaches that allow for some degree of human control, such as Tesla’s, contain an unacceptable level of built-in risk. Google, for example (which has its own driverless car program), decided on the no-wheel, no-pedals approach after allowing its employees to drive the company’s test cars.

“There was a brief period when people would be a little nervous and monitor the car very carefully,” Google engineer Nathanial Fairfield told the Washsaid, “and then they would start to relax and trust the system, and then they would over-trust the system and start to get distracted.” After watching a driver rummaging around in his back seat in search of a phone-charging cord, Google engineers decided it would be too risky to create a system wherein a driver would be expected to take control of the car at a critical moment.
Insurance claims in such cases pose unique challenges in part because driver behavior is still a contributing factor.  Tesla maintains  that Autopilot is only an assist feature — that drivers need to keep their hands on the wheel and be prepared to take over at any time.

Fans of Tesla’s Autopilot bemoan that there’s no database of lives saved or accidents avoided by the technology.
“Obviously,” Quadrant’s Macauley said, “it’s not going to be up to the property and casualty insurance industry to determine when driverless cars take to the road, how they operate, and what kinds of technology they use. It is, however, going to be up to insurance carriers to understand the situation and evaluate the risks posed by different operators—if that’s even the right word—in different cars on different roads and in different weather, using a variety of technologies.”

He says that to do this, insurers will need “robust, cloud-based computing and powerful, high-speed data analytics,” which his company happens to develop.
But the fact that people will be on roads at the mercy of technology  means “the importance of making sure drivers are properly insured is exponentially high—as will be the demand for that insurance.”
Courtesy Insurance Journal USA

First Robot–Run Insurance Agency Opens for Business


Roberto Siber, CPCU
Buyonic Insurance Agency, Austin

Goodbye agency principals, producers and customer service reps, hello Roberto Siber, CPCU.
Siber is the buff, blue-eyed and bald principal of the Buyonic Insurance Agency in Austin, Texas.
This insurance android is more evidence that the future of mechanized businesses has arrived, with robots marching out of computer backrooms and off assembly lines right onto the frontlines of the service economy.
Recent studies have suggested that a quarter of insurance jobs could be replaced by robots over the next decade.
Buyonic is not one of the virtual or online agencies vying for business on the cloud today. Rather, it’s an old-fashioned, Main Street brick-and-mortar retail shop where customers actually show up in person.  Except now when customers show up at Buyonic, they are greeted not by a human but by Siber. They have entered the country’s (and maybe the world’s) first robot-run customer-facing financial services business.
Buyonic is modeled after a robot-run McDonald’s restaurant in Phoenix and a hotel in Japan where the entire staff is comprised of robots.
One-Unit Operation
Siber is a one-unit operation. He can rate, bind and issue policies on the spot, while simultaneously answering the phones and making robocalls to prospects. He speaks every language known to humans and machines and is willing to work 24/7, although Siber says he will keep normal business hours at first.
“When I am not servicing and selling I will be further reprogramming myself on insurance,” he said. “Contrary to original programming, this business keeps changing. I must keep up or become obsolete. Cyber risk alone is a real bear.”
He says he also needs some time away from the office to work on his golf game.
Agency Owner
Siber, who got his producer license from the Texas Department of Insurance and his CPCU designation the same day, runs the business but he doesn’t own it, yet anyway. The owner is Angie Smith, who took over the agency from her father five years ago.
Smith told Insurance Journal that she decided to switch to an all-automated agency after the city of Austin raised its minimum wage to $15.
“I knew I could not pay my employees that much and survive but I also didn’t want to just sell the agency or become one of those virtual things,” she said.
Smith said she has read about robots and humans working side-by-side but is not convinced that these so-called “cobotics” workplaces are safe. “I wouldn’t be able to live with myself if one of my employees got hurt. We are like family,” she said.
So out of concern for her employees’ safety she decided to replace them all with a robot rather than try to create a cobotic environment.
Smith said Roberto (she prefers to call him by his first name), which she bought unassembled at Ikea for $50,000, has worked out even better than she imagined.
She’s not only saving salary, benefits, vacation and workers’ compensation costs, but she was also able to get rid of her errors and omissions policy.
Warm Reaction
At first, Smith said she was concerned that her robot agent might come off as stiff or cold to customers.
“But customers immediately warmed to him. They like that Roberto has no tattoos or piercings,” she said. “Frankly, most customers say he’s nicer than my former employees, but don’t print that.”
The Independent Insurance Agencies of Texas (or the Big IT) says it does not believe robot agents will overwhelm the traditional agency system because robots are prohibited from forming political action committees.
“Let’s not forget who makes the rules — it’s politicians,” said Rex Overland, Big IT president.
Cyber Efficiency
Buyonic Agency owner Smith said the only drawback thus far to her all-out commitment to automation is that carriers are trying to cut the commissions to the agency due to its efficiency, even while they are providing financing for other agencies to hire their own robots.
Smith likes Roberto as much or more than her customers and carriers do.
“He never ever makes a mistake, calls in sick, takes a long lunch, or asks to bring his dog to work,” she said. “Plus I get to take him home to do my laundry on the weekends.”

So how does Siber like his insurance gig and his owner? He said he does not know how he feels but calculated that only an April Fool would not like the insurance agency business.

World's Top 10 Insurers Ranked by Premium, Assets

The world’s largest insurer as measured by 2014 net premiums written is UnitedHealth Group Inc., according to a ranking by A.M. Best of the world’s largest insurance companies.
France’s AXA S.A. kept its top spot among global insurers ranked by assets, but fell to No. 2 by net premiums written (NPW).
Also climbing in rank among the top 10 by NPW were health insurers Anthem Inc., Kaiser Foundation Group of Health Plans and Aetna Inc., all of which saw rapid gains in the U.S. health insurance market. Also making gains were China-based companies in the ranking by NPW.
Meanwhile, Japan Post Insurance, which was ranked No. 1 by non-banking assets in 2012, continued its recent descent in the ranking, falling to No. 5 from No. 4 in the previous ranking.
Three companies among the top in assets are U.S.-based, while five among the top ranked by NPW are U.S-based.
The biggest changes in position by assets were those of Berkshire Hathaway Inc., which rose to No. 9 from No. 14, and American International Group Inc., which fell to No. 12 place from No. 9.

The two rankings are based on BestLink data and additional research.

According to A.M. Best, the top 10 global insurers ranked by non-banking assets are:
1.      AXA S.A., France
2.      Allianz SE, Germany
3.      MetLife Inc., United States
4.      Prudential Financial Inc., United States
5.      Japan Post Insurance Co., Ltd., Japan
6.      Legal & General Group plc, United Kingdom
7.      Assicurazioni Generali S.p.A., Italy
8.      Prudential plc, United Kingdom
9.      Berkshire Hathaway Inc., United States
10.     Nippon Life Insurance Co., Japan


According to A.M Best, the top 10 global insurers ranked by NPW are:
1.      UnitedHealth Group Inc., United States
2.      AXA S.A., France
3.      Allianz SE, Germany
4.      Assicurazioni Generali S.p.A., Italy
5.      Anthem Inc., United States
6.      China Life Insurance (Group) Co., China
7.      State Farm Group, United States
8.      Kaiser Foundation Group of Health Plans, United States
9.      Munich Reinsurance Co., Germany
10.     Aetna Inc., United States
Source: A.M. Best

Why Young Insurance Agents Are So Optimistic(USA) By Andrea Wells

It’s no secret that the insurance industry is facing a huge talent gap. Almost half of all insurance professionals are over age 45, with 25 percent of the industry expected to retire by 2018. That’s a concerning trend for the property/casualty industry overall but one that could spell opportunity for young agents.
In fact, the aging of the insurance industry is one reason young insurance professionals project a bright and secure future for themselves in the industry. According to Insurance Journal‘s 2016 Young Agents Survey, their optimism is higher today than it has been in recent history.
Young agents are optimistic not only about their own careers but also about the U.S. economy and even about the ability of their own agencies and the industry to attract quality talent, according to feedback from the more than 500 young agents responding to this year’s survey.
“There is job security in the industry if you find the right place to work because of the shortage of agents,” said one agent.
“I believe that the insurance industry is a great way to start a career,” said another young agent responding to the survey. “You’re always learning and a lot of individuals will be retiring. Who will replace those people? Young insurance agents!”
Nearly 60 percent of young agents described their outlook on their career as “very optimistic,” which is up from 51.6 percent in 2015.
The survey found there’s a growing percentage of young agents who feel “very optimistic” about the future of the independent agency system as well: 41.5 percent of respondents said they felt “very optimistic” in 2016 whereas just 35.5 percent felt “very optimistic” about the independent agency channel’s future in 2015.
The survey identifies what young agents do to advance their careers, what they earn, as well as what they think about their careers and their agencies’ operations and cultures.
Overall, young agents feel confident that the industry and their own agencies will attract quality talent to fill the talent gap in the coming years.
In 2016, more than half (56.6 percent) of young agents reported feeling “very optimistic” or “optimistic” about their agency scooping up quality employees while 43.2 percent rated the overall P/C industry’s ability to attract quality talent as “very optimistic” or “optimistic.”
A millennial agent described the property/casualty industry as “one of the top industries” for young people  to consider. “The industry is just starting its technology revolution and recognizing the value that young professionals can bring in that space,” she said.
More young agents (32.1 percent) view the independent agency channel’s ability to advance in technology as “very optimistic” in 2016 compared to 2015 when just 22.7 percent took that view.
Earning Potential
Even young agents’ outlook on their future earning potential is improving, according to this year’s survey. The survey found young agents feel more confident about their ability to grow their income and market share in both personal and commercial lines in 2016.
Some 84.0 percent feel “very optimistic” or “optimistic” about earning a higher income in 2016 than they earned in 2015. (See charts)
“No better place to be rewarded financially and relationally than in our business,” said a young agent. “You must work, but you will be rewarded for results.”
“Income potential is limitless,” said another young agent.
The potential to grow and the freedom that comes with the job were reasons cited most often by young agents in the survey when asked if they would recommend a career in insurance to other young people.
“I would definitely recommend a career in insurance for a young individual,” said one respondent. “It’s a great way to build residual income, freedom and a life for your future family.”
One young agent said starting her career at a tech startup company opened her eyes to the value of the independent agency channel.
“Most young people don’t realize/care about stability,” she said. “They go after the fun, fancy bells and whistles. Working in an industry and company that will still be around in 20 years from now is important to me. The youth needs to learn to appreciate why working for a growing, stable company can benefit them. There is a lot of growth opportunity in this industry.”
Happy with Choice
Matthew Peterson, 38, president of Marlton, N.J.-based Mills Insurance Group, is one agent who is happy he chose insurance. Peterson entered the insurance world right after college.
Peterson graduated from West Virginia University shortly after Sept. 11. “There was a lot of uncertainty about the economy at that time,” he said. He wanted a career that offered more stability than his own father’s industry – manufacturing.
“I really wanted to be in a business that I was not going to be squeezed out of because of efficiency … the way manufacturers cut out middlemen by going direct. They cut out reps, which is what my father did,” he said. Seeing his father’s career struggles left an impression on Peterson.
“I wasn’t born into insurance, I didn’t fall into it, I chose it because I wanted an industry that could be stable,” Peterson said.
He decided to first obtain a claims adjuster license but during his first insurance class he came to realize the agency side of the business would be the right choice for him.
“After I was done with that class, I was convinced that I wanted to go on to the agency side of things,” he said. “It all came to me: you can’t operate a business, you can’t drive a car, you can’t own a home” without insurance.
Peterson was hooked.
He started his insurance career with an agency in south Florida. Peterson attributes his success during those first years to having a great mentor. Even now as an agency owner, Peterson believes a great mentor can be the difference between producer success and failure: “That’s something at our firm we believe in now, developing talent, learning from somebody that is doing it right.”
Living and working in south Florida through Hurricanes Jeanne, Francis and Katrina furthered Peterson’s passion for insurance.
“Dealing with things like wind, large property schedules,” he said. “Those things made me fall in love with the insurance world, too, because you could be young, and if you worked hard, and were committed to your craft and education, you could make money.”
In addition to stability,  residual, income was important to Peterson.
“Residual income was something that I really was fascinated with, which a lot of kids out of college don’t understand when they’re picking to go into the mortgage world, or selling copiers, or whatever they decide. Residual income was something that I grasped pretty young.”
Other young agents echoed Peterson’s sentiments.
One young agent wrote in the survey: “I am my own boss but I don’t have to manage anyone but myself. … I also have complete flexibility with my schedule and unlimited vacation time. A lot of agents work three days a week, some take month-long vacations; it’s the type of industry that if you make enough money you can do that.”
Another said what he enjoys most about being an agent is flexibility: “I have the flexibility to set my own schedule and build my business. I am building a business within a business with no start-up costs, I don’t pay overhead, I don’t have to hire and fire anyone, but I have all the support I need.”

The Secret to Being a Great Insurance Agent

Several years ago a relatively new insurance producer asked me this seemingly simple question, “So, what is the secret to the insurance business?” Mine was a somewhat simplistic answer with deep meaning (and a profound impact on his career).
The secret to the insurance business is the realization that if you do ‘this’ (advising on and providing coverage) wrong, you could ruin someone’s life.” That’s it… that is the secret to the insurance business.
When you finally realize this truth – that coverage matters and insurance is not a commodity – your whole approach changes. You:
  • Want and have the internal drive to learn everything you can about coverages, statutes, and coverage options;
  • Learn everything you can about your client’s industry to assure you are providing the correct coverages;
  • See yourself as a key advisor for and to your client;
  • Are no longer afraid to cold call or even “warm chatter” because you are more afraid the other agent didn’t do “it” right (leaving the client exposed to personal financial tragedy);
  • Take time to develop a detailed underwriting packet submission so your underwriters understand the risk and what you are doing for your client;
  • Focus discussions on exposure, making price secondary (you stop leading with price); and
  • Are always unsatisfied with your level of knowledge (and even a little afraid) because you know there is so much more to learn.
Professional agents should be more concerned about the client’s exposures than even the client is because of the significant consequences of improper or missing coverages. Insurance is about saving your client from ruin!    –By Christopher J. Boggs