Insurer looks to leverage tech tools to aid both direct shoppers and independent-agency channel
BY ROBERT REGIS HYLE
PROGRESSIVE Insurance, which of- fers coverage both through its di- rect channel and via independent
agencies, is now leveraging its technology
investments in order to maximize its buyer
experience—regardless of platform.
“We are having success in tools that cross
over,” says Matt Lehman, mobile business
leader for Progressive. “As we build out
certain capabilities, clearly we are looking for
those to be channel-agnostic.
“When you look at the servicing and
claims capabilities that are built into both
our apps as well as our mobile Web—
things like severe-weather text alerts or
the ability to view policy coverage—we
want those to be available to all customers,
regardless of how they choose to work
with us,” he adds.
Lehman believes it all comes down
to ways for customers to use mobile
technology to make the insurance-buying
“If a customer chooses to work with
one of our 35,000 independent agents,
that’s great, and we want to put tools like
the new FAO (ForAgentsOnly) effort into
agents’ hands so they can be mobile,” says
Lehman. “On the other hand, if a customer
wants to work directly with us and use the
We want to put tools like
the new FAO (ForAgentsOnly)
effort into agents’ hands so
they can be mobile.”
Matt Lehman, Mobile Business Leader,
device in their hands, we want to offer tools
that will make that easy as well.”
For instance, Progressive recently went
outside its own research and development
area to purchase software from technology
vendor Mitek to help boost the direct line
by allowing customers to submit a photo
of their driver’s license and the VIN for a
particular car and get a rate back through
The image capture allows a customer
or potential customer to take a picture of
their driver’s license for prefill and another
picture of their insurance card to get the
VIN or scan the VIN off the car itself.
Marsh & McLennan
Agency Acquires KSPH
BY STAFF WRITER
MARSH & MCLENNAN Agency LLC, a subsidiary of insurance broker Marsh Inc., has acquired KSPH
LLC, a $5-million-revenue, employee-benefits
agency based in Glen Allen, Va.
Launched in 2000, KSPH offers a range
of employee-benefit and retirement-plan
services to middle-market clients in Virginia.
KSPH will operate within Rutherfoord, a Marsh
& McLennan Agency (MMA) company.
Marsh says the acquisition will further expand
Rutherfoord’s Richmond, Va. market position
and add to its employee-benefit capabilities.
The deal is the third acquisition for
Rutherfoord, which MMA acquired in 2010
to serve as its mid-Atlantic hub, Marsh notes.
Terms of the transaction were not disclosed. NU