Vehicle insurance can often feel like a ‘grudge purchase’ for customers. Many of us buy insurance unenthusiastically, and we hope and sometimes even expect that we never have to use it.
At Allianz, we recognise the importance of taking out trusted insurance cover on anything that has value. Why risk the loss or damage of your shiny new vehicle, by not taking out adequate cover?
We’re also firm believers in making it easy for customers to understand the value of motor vehicle insurance. We can do this by giving customers opportune moments to consider products and enabling them to make an informed purchasing decision.
We like to call these moments ‘vehicle insurance on-ramps’. On-ramps are points along the buyer journey when dealers can raise the topic of vehicle insurance with their customers, provide useful information and help them find a level of cover that’s right for their needs.
Essentially, they are moments when car buyers are more receptive to having conversations about motor vehicle insurance.
We’ve summarised these key moments in our easy-to-read illustrated ‘Vehicle Insurance On-Ramps' guide. The guide is designed to help your sales team and Business Managers know how and when to have a conversation with buyers about insurance.
The information we’ve compiled is based on a 2020 survey on customers’ car-buying journeys and their experience of purchasing insurance.
As part of the research, we conducted in-depth interviews with customers. We then quantified our findings via an online survey with more than 4,000 customers who had either received a quote or bought insurance via a dealer.
The objective was to understand what customers are looking for at each point in their journey, their goals and expectations, where pain points lie and what the high and low points were. We’re using this information to make sure we deliver great customer experiences at every stage – and to help dealers start a conversation that adds value.