fleet management

Protective Insurance Launches Digital Safety Marketplace

November 19, 2020 – Carmel, Indiana

digital safety marketplace

Protective Insurance has launched the Protective Marketplace, a unique platform providing top safety and risk management resources all in one place. The Protective Marketplace can be reached at marketplace.protectiveinsurance.com.

The rapid growth of safety solutions for the trucking industry has made the job of fleet safety manager both easier and more difficult. The tools available help improve safety and make companies more efficient; however, finding the right tool for the job can be a challenge.

The Protective Marketplace, powered by Roadz, provides fleet safety managers with a digital marketplace to research and buy third-party solutions through an integrated and seamless experience.

“This new capability speaks to where we’re going as an organization – this is focused on making the roads, and people, safer,” said Harry Storck, Director, Risk Controls. “We are enabling efficient access to impactful safety solutions, increasing the value Protective delivers to clients and prospective clients.”

The types of resources available through the Protective Marketplace include:

  • Distracted Driving
  • Driver Behavior
  • Camera & ADAS
  • Driver Training
  • HR Solutions
  • Driver Gamification
  • Roadside Assistance
  • Asset Tracking
  • Regulatory Compliance

About Protective Insurance

Based in Carmel, Indiana, Protective Insurance Company is a property-casualty insurer specializing in transportation and workers’ compensation through its underwriting companies, Protective Insurance Company and Sagamore Insurance Company. With a 90-year tradition of delivering the highest-quality, customized insurance products, Protective Insurance Company offers coverages for trucking fleets, workers’ compensation, and independent contractors through its agency partners retail distribution channels and program businesses. For more information, visit www.protectiveinsurance.com.

About Roadz

Based in Palo Alto, California, Roadz connects commercial fleets to an ecosystem of smart fleet solutions through a data-enabled marketplace. Roadz marketplace can be embedded into the existing customer portals of telematics service providers, insurance carriers, fleet management companies, vehicle manufacturers and others to enable their fleet customers to discover, buy and use smart fleet solutions to achieve their goals. For more information visit www.roadz.com.

Media Contact

Danielle Marsh
VP, Marketing & Communications
dmarsh@protectiveinsurance.com

What Your Fleet Customers Really Want (Part I): Why Relevance & Choice Are Critical for Fleets

This inaugural blog is the start of a series that focuses on What Fleets Want in 2021 and Beyond. As we approach the final months of 2021, you may be starting to think about your business goals and aspirations for next year. Businesses that fail to understand and meet their customers’ changing needs, choosing to move into 2022 with a passive “business as usual” approach, will struggle to remain relevant and competitive in the industry. Through our own research and the findings of other reputable sources, we’ve identified six key areas that fleet customers are looking for in fleet management solutions: 

  • Relevance
  • Choice
  • Integration
  • ‘One-stop shop’
  • ‘Single-pane-of-glass’
  • Engagement & advice

Achieving your goals requires you to help customers achieve theirs

You want to provide your customers with the best services and support, while also prioritizing your business’s own growth goals. You’re probably working toward growing your subscriber base, increasing your customer retention rate, figuring out how to earn more revenue per customer, or increasing profitability. 

Your goals are unique to your business, but at the root of your strategy for achieving them, it’s absolutely critical to have a thorough understanding of your customers’ ever-evolving needs. Getting inside the heads of your customers allows you to effectively plan for how you can uniquely address their business challenges and help them grow. By prioritizing customer growth, you prioritize your own. 

Fleets today are demanding variety when choosing fleet management solutions. They want choices across multiple solution categories and an ability to pick custom applications that are relevant to their business needs and challenges. We’ll begin this series by first diving deeper into what it means for fleet management solutions to offer choice and relevance to customers.

Fleets want a broad selection of relevant third-party solutions integrated with their fleet management platform 

Fleet managers want custom solutions to choose from across multiple relevant categories, and the data proves it:

  • 73% of fleet survey participants would prefer to subscribe to a GPS fleet management platform that offers a broad selection of applications from third parties that would be easily integrated with their own GPS fleet management platform (C.J. Driscoll and Associates). 
  • 69% of SMBs are looking for applications that are relevant and specific to their industry, rather than apps that are “one size fits most” (SMBs and Cloud Service Adoption).

These findings should come as no surprise, given that:

  • The fleet industry is made up of different types of fleets with various operating models and sizes. All of these require their own unique flavors of fleet tech solutions. In order to find solutions that are relevant to the business problems they’re facing, fleets expect to see multiple options of solution providers that span multiple categories and verticals.
  • Solution saturation results in hours spent researching applications, distracting managers from their actual business priorities. Fleet managers have long experienced the pressures of improving productivity, safety, and compliance, while simultaneously reducing operating costs. There’s an expanse of fleet solutions out there to help address those pain points, but researching and validating them can be overwhelming and time-consuming. 

The power of choice among solutions that are relevant to the needs of fleets is essential to identify and harness as you define your business goals. Your ability to streamline discovery efforts for your fleet customers by providing them with an abundance of vetted and relevant solutions across a variety of categories will set you apart from competitors, enable you to attract customers across multiple fleet segments, improve your retention rate, and ultimately boost your growth. 

Are you effectively addressing the need for choice and relevance? 

Fleet management solution providers often attempt to address customer needs in a couple of ways that aren’t necessarily effective: 

  • Some take a horizontal approach and offer only one solution in each solution category. While some providers may try to build their own add-ons, or add a handful of white-labeled solutions to their platform, evidence shows there is typically very little adoption of those add-ons among existing customers. The main reason for the limited adoption is, you guessed it…choice and relevance. As already mentioned, customers want to know that they have a choice, and if they are not offered a choice, they will look elsewhere. They also need to find solutions that are relevant to them, and it is very rare that one solution or add-on in a solution category can meet the needs of a significant percentage of your customer base. Another reason that home-grown add-ons see very little adoption is that they are usually not that good. It’s hard to compete with providers of point-solutions that know their solution category in and out. 
  • Some focus vertically and create highly specialized offerings. This works great for that specific fleet segment. The problem with this approach is that once such specialized providers become established in the market and look for growth opportunities, they lack the breadth of solutions and relevance needed to attract a wider base of varying customers.

Focusing on either of these approaches won’t fully address the issues of choice and relevance for your customers. Rather, finding a blend in which you can provide your customers with multiple highly specialized choices across a comprehensive array of categories will. 

A Roadz-powered “Ecosystem in a Box” provides the choice & relevance customers are demanding 

Offering an ecosystem of smart fleet solutions can help you address both choice and relevance for your fleet customers, while also giving your company opportunities to: 

  • Increase customer acquisition
  • Improve customer retention
  • Increase revenue 

If we agree that it is essential to provide fleets with choice and relevance, and that the best way to do that is to offer an ecosystem of solutions across multiple categories, available through a marketplace, then the question becomes: how do you build such an ecosystem?

Building such a marketplace and ecosystem on your own could take several years and millions of dollars. You must also consider the tech and dev resources needed for ongoing management of the marketplace. What would take a company years to build in-house, Roadz can launch for you within weeks, with no development resources required on your end, and no upfront costs. 

Roadz “Ecosystem in a Box,” is designed to help fleet management solution providers, including vehicle OEMs, telematics providers, fleet leasing companies, mobility providers, fuel card providers and others, meet their customer expectations while positioning themselves as a leader in the market. 

Why launch a Roadz-powered marketplace for your fleet customers?

  • You’ll retain existing customers while also attracting new ones. Select from a catalog of carefully curated, integrated third-party solutions across dozens of fleet categories. This will enable you to meet the ever-evolving needs of your existing customers while also attracting a new base with a ‘future proofed’ offering.
  • You can upsell. Upsell/cross-sell your own proprietary solutions, features, and add-on modules in a more effective way.
  • Roadz does the work for you. With no development work required on your end, it’s easy to create a custom marketplace, expertly curated to fit the exact needs of your fleet customers no matter their size, class, or vertical. The goal is to give every customer that visits your unique marketplace the power to choose what works best for them. In just a few weeks, you can have a customized marketplace. 
  • Billing is simple. Worried about the complexity of billing for 3rd-party solutions? Roadz can manage billing and collection for you. 

Prioritizing choice and relevance as focal points for your strategy will help guide your business goals, keep you relevant and competitive in the space and ultimately lead to growth for both you and your customers. However, those aren’t the only important concepts to consider! Stay tuned for our next blog in the series, where we’ll dive into the importance of data integration, why fleets are demanding it, and how to implement it.

In the meantime, click here to download our resource for more information about What Fleets Want in 2021 and Beyond


If you’re interested in scheduling a free demo with our team of experts, complete the form here and we’ll connect with you to discover your best path for offering choice and relevance to your fleet customers.

How Gamification Leads to Safer Driving

App-based driver behavior management solutions are shifting to a carrot rather than stick approach with game-based features.

Motivating commercial drivers to be safer behind the wheel can present a sticky challenge. With a shortage of qualified drivers, it’s often better to seek improvement rather than pursue termination. Using a carrot approach can also improve morale and company culture.

Mobile apps that enable a fun approach to safer driving, known as “gamification,” provide an effective way to improve driving behavior and improve morale.

You’ll also likely create a more engaged driver pool, while collecting plenty of actionable insights around fleet trends and risky drivers.

What is Gamification?

In 2019, mobile games such as Candy Crush, Fruit Ninja, and others generated $49 billion in revenue, according to industry sources. The popularity of these games has led fleet driver safety providers to incorporate game-based features into driver safety apps.

Using a game-based approach can encourage engagement, motivation, and loyalty. Gamification taps into our inborn impulse to compete either with ourselves or others.

It’s important to remember that people are motivated differently – some are motived by extrinsic factors (external awards such as money), intrinsic factors (such as job satisfaction), or a combination of the two.

By rewarding the new, and safer, driving behavior in some way, managers are increasing motivation within each driver.

Foundations of an Initiative

The only way a gamification works is to get the drivers to “play.” Once drivers begin engaging with the mobile app, it can start collecting useful data. This driver behavioral data will underpin the initiative.

So, the first step will be overcoming the driver’s reluctance to use a driver behavior app. Drivers enjoy playing and earning rewards, as long as they understand and accept the initiative and its value.

Brightmile, one of the solution providers on the Roadz marketplace platform, uses five strategies to get drivers to use its gamification app:

  1. The driver’s location isn’t reported to company managers.
  2. Driver behavior is only assessed on business trips.
  3. Good drivers receive rewards and positive reinforcement.
  4. A private mode gives drivers control of their data.
  5. The app consumes minimal battery life and data consumption

Accomplishment Propels Safer Driving

Simple data visualizations in the app engage drivers in an immediate, transparent way. They allow drivers to monitor their own behavior and self-coach on a regular basis. These can be pop-up charts, rising or falling arrows, or other trending events.

Apps that serve data visualizations every day will help drivers remain engaged. Ideally, the apps will send a daily report card that allows the driver to see how the day compared with other days.

An effective gamification app will provide drivers with daily, weekly, or monthly challenges or missions akin to the levels of a video game. Accomplishing the missions should provide rewards that can be redeemed.

Some apps allow drivers to compete with their peers to unlock the reward.

Stay Committed to the Process

Changing ingrained driving habits, especially among a veteran driving pool, will take time. Much of a driver’s behavior was ingrained when they first learned how to drive — in some cases 20, 30, or 40 years earlier.

Humans are great at setting goals, and less successful at attaining them. Changing behavior requires our brains to use something psychologists refer to as “executive function,” meaning that we must use conscious attention.

The driver must be actively thinking about the behavior change, rather than pushing it into the background of their mind. Gamification keeps drivers engaged because they’re motivated to achieve rewards. It keeps safe driving in the forefront.

The approach isn’t a quick fix, however, it can bring significant improvement when implemented and retained for the long haul.

The Fleet Safety Marketplace: A New Paradigm in Commercial Auto Insurance

If you’re a commercial auto insurance company, it’s possible you’ve yet to hear about a new and exciting development in commercial fleet insurance – the fleet safety marketplace – brought about by the Roadz marketplace platform. A Fleet Safety Marketplace is an ecosystem with integrated 3rd-party solutions across multiple fleet safety and risk management categories. 

Some of the leading commercial auto insurance carriers in North America have already launched a Roadz-powered marketplace of their own. Why?

A fleet safety marketplace helps insurance carriers achieve 3 very important goals (quickly, and with minimal resources):

  1. Improve fleet safety and reduce loss ratios by offering insureds a curated set of safety and risk management solutions at discounted prices.
  2. Improve risk selection, pricing, and claims adjusting by gaining access to unique fleet datasets across multiple safety solutions.
  3. Increase customer engagement and loyalty by providing ongoing engagement and education offered by an ecosystem of safety and risk management solution providers.  

Commercial auto insurance carriers are facing big challenges

Poor loss ratios and enormous nuclear verdicts 

This challenge is nothing new; poor loss ratios and nuclear verdicts have been frustrating commercial auto insurers for about a decade. But, in the last few years, those challenges have worsened. Commercial auto insurers have tried to engage safety technology providers to help reduce loss ratios, but with minimal success. Fleet customers are diverse, and therefore want choice and relevance when choosing and buying safety and risk management solutions. Engaging more than a handful of siloed providers is challenging, let alone an entire ecosystem. 

Safety technologies could potentially help fleets reduce the number and severity of accidents, but fleet managers remain confused with the large number of safety solutions out there, and are slow to adopt. So how can you help them select the right safety solutions to jump on board?

Intense competition

Many commercial auto insurers lack a key differentiator, making it difficult to build customer loyalty. Without a unique incentive to stay, it’s easy for fleet customers to switch carriers. Very often, commercial auto insurers meet their customers only when it’s time to renew. There is very little ongoing customer engagement or added value provided during the policy term, so customer- stickiness is low. 

Limited data for sound risk selection and pricing

Insurers lack the granular data necessary for sound risk selection and pricing. Every underwriter wishes they had the right data to help them assess and price risk, but it’s been nearly impossible to access such data.

Offering your customers a “fleet safety marketplace” 

Roadz, a Silicon Valley company, provides a personalized “Fleet Ecosystem in a Box” to commercial auto insurers, customized based on the unique needs of both the carrier and their customers.

Gain access to fleet data

Launching a Roadz-powered marketplace provides insurance carriers access to data generated by the solutions offered through their marketplace, including:

  • Telematics
  • Driver behavior 
  • Video footage
  • Texting-while-driving
  • Driver training
  • Critical maintenance data
  • And more!

This data allows underwriters to better select and price the risk, and enables insurance carriers to improve claims adjusting and measure the impact of recommendations made by loss prevention teams. With integrated data, you’ll create more accurately priced policies.

Improve loss ratios

A Roadz-powered Fleet Safety Marketplace carefully curates a wide variety of safety and risk management technologies, all available in a single user interface. This enables insureds to select and find the solutions that best meet their needs, ultimately enabling improved safety, which leads to reduced losses. 

Increase customer engagement and loyalty

A Fleet Safety Marketplace allows insurance carriers, brokers and agents to provide additional value and engage their insureds on an ongoing basis, with minimal resource commitment on their part. Customers get educated about new technologies and trends through monthly webinars and newsletters crafted by Roadz especially for your customer base, in coordination with your marketing team. 

Enhance relationships with agents & brokers

Insurance brokers and agents typically work with multiple insurance carriers. How do you stand out from the rest? The marketplace gives you competitive differentiation 

Control costs 

With a one-stop-shop Roadz platform, insurance companies minimize the time and resources associated with the ongoing management of technology partners.

What value does it bring to your fleet insureds?

A Fleet Safety Marketplace – customized by you and powered by Roadz – provides unparalleled value to your fleet customers:

  • One-Stop Shop: Eliminates guesswork with carefully curated, industry-leading safety, compliance, and risk management solutions in a single interface. 
  • Open Data Platform: Integrates rich data across solutions, enabling smarter decision-making, better safety outcomes, and higher ROI.
  • Simplicity: Unified and simple billing and an end-to-end user experience.
  • Affordability: Discounted pricing and promotions on top safety solutions

What does it take to launch a Fleet Safety Marketplace?

If you want to build your own marketplace and ecosystem, you’re probably looking at several years and quite a few million dollars. Plus, you need to consider the ongoing management of the marketplace on both the technical and business development fronts. 

But, if you choose to launch a marketplace using the Roadz platform, then it will take you  weeks, with no development resources required on your end, and no upfront costs. Roadz will handle for you:

  • Partner selection and management
  • Business and tech diligence
  • Contracts and legal agreements
  • On-going management and marketplace operations
  • Data integration
  • User identity integration
  •  Multiple business and billing models
  • Turnkey marketing support

The Roadz platform was designed for a seamless process that yields maximum efficiency and ROI for commercial auto insurers. 

Become an Industry Leader with the Fleet Safety Marketplace

The leading carriers are already working on launching their marketplaces. As we near the final quarter of the year and prepare for 2022, don’t ignore it. If you want to stay in the game, consider planning to launch your own in 2022 and seize the growth opportunity.