As a broker , one of your main missions is to best advise your clients on the insurance best suited to their activity. For VTC drivers, comprehensive insurance offers complete coverage that protects not only the vehicle, but also their activity and their peace of mind. However, many drivers hesitate to subscribe to this formula, often perceived as too expensive. In this article, we offer you convincing arguments to demonstrate to your clients the importance of comprehensive insurance for their VTC.
1. Explain the difference between Third Party Insurance and Comprehensive Insurance
To convince your customers, it is essential to start by explaining the difference between third-party insurance and comprehensive insurance:
- Third-party insurance : This is the mandatory minimum coverage, which only covers damage caused to third parties (other vehicles, pedestrians, passengers). It does not cover damage suffered by the driver's vehicle in the event of an accident for which the driver is responsible.
- Comprehensive insurance : It offers much more extensive coverage, including not only damage caused to third parties, but also damage to the driver's vehicle, whether the accident is the driver's fault or not. It also covers events such as vandalism, theft, and natural disasters.
Highlighting this distinction helps your customers understand why comprehensive insurance is more comprehensive and offers broader protection.
2. Illustrate with Concrete Cases
Using real-world examples and realistic scenarios helps show your clients the value of comprehensive insurance:
- At-fault accident : A driver hits another vehicle at an intersection. With third-party insurance, the VTC driver will have to pay for the repairs to his own vehicle out of his own pocket, which can be a significant expense. With comprehensive insurance, these costs are covered by the insurer.
- Vandalism : Imagine that your customer discovers one morning that his vehicle has been vandalized (scratches on the bodywork, broken windows). Comprehensive insurance covers this type of damage, while third-party insurance would not.
- Vehicle theft : In the event of theft, comprehensive insurance can compensate the driver for the loss of their vehicle, allowing for rapid replacement and a rapid resumption of activity.
These examples show that the potential costs associated with claims can far exceed the cost of a comprehensive insurance premium.
3. Emphasize Financial Protection and Business Continuity
VTC drivers depend on their vehicle for their income. In the event of a serious incident, comprehensive insurance provides financial protection that allows them to maintain their business:
- Rapid compensation : In the event of a claim, the insurer quickly compensates for repairs or replacement of the vehicle, thus reducing the impact on the driver's activity.
- Replacement vehicle loan : Some comprehensive insurance policies include a replacement vehicle, allowing the driver to continue working while their vehicle is being repaired.
- Reduced Financial Stress : Unexpected costs can be very stressful for a self-employed person. Comprehensive insurance minimizes these financial risks, providing valuable peace of mind.
4. Highlight Additional Guarantees
Comprehensive insurance does not just cover damage to the vehicle. It often includes additional guarantees that provide additional protection:
- Legal protection : Coverage of legal costs in the event of a dispute, such as contesting a fine or a conflict with a customer.
- Driver's Guarantee : Coverage of medical expenses and compensation in the event of injury to the driver in an accident, even if the driver is at fault.
- 0 km breakdown assistance : Assistance in the event of a breakdown, even at home, with towing to the nearest garage.
These additional guarantees strengthen the coverage and offer extensive protection that VTC drivers cannot ignore.
5. Addressing the Cost Argument: A Worthwhile Investment
Many VTC drivers are hesitant to take out comprehensive insurance because of the perceived high cost. It is important to reposition this expense as an investment in their safety and their business:
- Cost vs. Benefits : Show your clients that comprehensive insurance premiums, while higher, are more than offset by the benefits in the event of a claim. A single at-fault accident could cost far more than several years of premiums.
- Available Discounts : Discuss possible discounts (bonus-malus, safety device installations, etc.) that can help reduce the cost of premiums.
- Avoid business interruptions : Comprehensive coverage ensures rapid recovery after a disaster, minimizing revenue losses due to business interruption.
6. Share Customer Testimonials and Reviews
Nothing is more compelling than testimonials from customers who have already experienced the value of comprehensive insurance. Share stories of customers who avoided major expenses or were able to continue working quickly thanks to their comprehensive coverage.
- Case Studies : Present real case studies showing how comprehensive insurance has made a difference for VTC drivers in difficult situations.
- Customer Reviews : Use positive customer reviews to strengthen your pitch. Personal testimonials add credibility and show the real value of comprehensive coverage.
7. Educate on Legal Obligations and Customer Expectations
VTC passengers expect drivers to be fully insured, especially for urban journeys where risks are higher. Comprehensive insurance demonstrates the driver's professionalism and commitment to ensuring a safe experience.
- Compliance and professional image : Explain that having comprehensive coverage builds customer confidence and can even be a selection criterion for certain VTC platforms.
- Regulation : Although comprehensive insurance is not mandatory, it meets the growing expectations of customers and platform partners.
Conclusion
Convincing your clients of the importance of comprehensive insurance for VTC relies on good communication of the concrete benefits and protections offered. By illustrating with real examples, addressing the financial advantages, and emphasizing the importance of safety and business continuity, you can help your clients see beyond the immediate cost and understand the strategic investment that comprehensive insurance represents for their business.
At KT Courtage, we are at your side to provide you with the arguments and support necessary to best advise your clients. Contact us today to learn more about our all-risk VTC insurance solutions for your clients, and enter into a partnership together !