Telemática y seguros UBI: clave en el sector asegurador

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CLAVES:

  • La irrupción del big data, analytics y los seguros personalizados definirán la industria aseguradora el próximo año.
  • La tecnología telemática permite a las aseguradoras ofrecer estas pólizas personalizadas en función de los patrones de conducción.
  • Los programas UBI han mostrado niveles de satisfacción en los clientes significativamente mayores a los niveles comunes de satisfacción aseguradora.
  • La expansión de la telemática a nuevas líneas de seguros, como Hogar, Salud y Vida, va a empujar al smartphone al centro de todas las estrategias, como nexo común de ellas.
  • Numerosos fabricantes de vehículos como BMW, Daimler, Ford, GM y PSA han puesto en marcha programas UBI con aseguradoras o brokers.

Según Gartner, este año 2016 habrá ya más de 6.400 millones de dispositivos conectados en todo el mundo. Y en sólo 4 años más, cuadriplicaremos las cifras, con 9.000 millones de personas y 25.000 millones de dispositivos conectados a Internet. El mercado del IoT será más grande que el PIB de China. En este nuevo escenario, el coche se sitúa a la cabeza del primer gran desarrollo tecnológico de la conectividad, con 1 de cada 5 vehículos conectados en 2020.

IMAG1
Fuente: Gartner

La tecnología se sitúa por delante de la seguridad o el consumo en las motivaciones de compra de un nuevo vehículo: es un argumento determinante en el 16% de las operaciones, frente al 9% que suponen los otros dos. Por eso, los vehículos inteligentes tendrán que mirar más allá de su industria para identificar el nuevo potencial de la conectividad e invertir o asociarse con compañías tecnológicas, para poner en marcha alternativas que les permitan obtener ventaja sobre sus competidores. En este sentido, la irrupción del big data, analytics y los seguros personalizados definirán la industria aseguradora del siglo XXI.

GARTNER. Gartner Says 6.4 Billion Connected "Things" Will Be in Use in 2016, Up 30 Percent From 2015. 10 de noviembre de 2015 [consultado 28-03-2016]. Disponible en: http://www.gartner.com/newsroom/id/3165317

[section label=”Seguros UBI: clave en la retención del cliente ” anchor=”Seguros UBI: clave en la retención del cliente “]

Seguros UBI: clave en la retención del cliente

Se impone el pago por uso. Son productos personalizados que se basan en el correcto conocimiento que las compañías tienen del usuario. Y la tecnología telemática permite a las aseguradoras ofrecer estas pólizas personalizadas en función de los patrones de conducción del asegurado.

Siguiendo la huella digital, las compañías serán capaces de proporcionar a sus clientes productos a medida mejores y más justos. “Hoy en día se utilizan muchos indicadores imprecisos, como el código postal o la edad, dando por descontado que solo por vivir en un barrio o tener unos años concretos estás expuesto a mayores (o menores) costes en el seguro. Llegará el día en el que la Unión Europea obligará a prescindir de los datos referidos al tomador y se fijará solamente en los datos del conductor, independientemente de quién sea: no será importante saber el género, la edad… lo único relevante será saber cuándo, dónde y cómo se usa el coche” dijo Davide De Sanctis, country manager de Octo Telematics en España y Portugal, en el Mobile World Congress 2016 celebrado en Barcelona.

Los programas UBI (seguros basados en el uso) han mostrado niveles de satisfacción en los clientes significativamente mayores a los niveles comunes de satisfacción aseguradora.

A veces, los bajos niveles de satisfacción han llevado a más del 10% de los clientes a cambiar de compañía cada año para obtener lo que ellos creen que es inicialmente una prima menos costosa. De media, adquirir un cliente es cinco veces más difícil que retener a uno existente, debido a los tan delgados márgenes en la industria de seguros, por lo que la retención de clientes resulta fundamental.

Con los programas UBI, las aseguradoras pueden reducir la tasa de insatisfacción mediante la capitalización de la inversión que los conductores han hecho en el programa, el cual demuestra una actitud de conducción segura durante un período de tiempo para obtener mejores tasas. Una vez que han bajado sus tasas de esta manera, es poco probable que cambien a otra aseguradora en la que tendrían que demostrar su valía de nuevo.

Un buen ejemplo es el programa Snapshot, introducido por Progressive Insurance, el cual incorpora una amplia combinación de información que incluye tanto datos tradicionales como datos telemáticos para perfeccionar y afinar la segmentación de clientes y medir con mayor precisión los riesgos.

Progressive indicó que había alcanzado sus mejores tasas de predicción a través del plan de Snapshot y que, a su vez, había sido capaz de aumentar la retención de clientes de primera renovación y lograr así mayores niveles de satisfacción del cliente:

IMAG2
Fuente: IMS

Por diseño, los programas de seguros basados en el uso crean una serie de canales que mejoran la comunicación, proporcionando puntos de contacto con el cliente mensuales, semanales o incluso diarios. Estas interacciones regulares pueden incluir incentivos que recompensan la lealtad y el buen comportamiento de conducción y en general, también mejoran la gestión de relaciones con los clientes.

La retención de familias es otro aspecto importante de la lealtad del cliente y una zona donde la telemática puede mejorar las ofertas tradicionales de seguros. Cuando los miembros más jóvenes de la familia alcancen la edad de conducir y se añaden a las pólizas, esta adición por lo general hace que la prima familiar se eleve bruscamente. Esto, a su vez, puede motivar que las familias investiguen a otros proveedores de seguros. La telemática puede ayudar a gestionar eficazmente el riesgo de los conductores más jóvenes a través de la educación y la comunicación, lo cual alienta a prácticas más seguras y ayuda a la aseguradora a retener toda la cartera de la familia.

Como se destaca en un estudio de 2015 de JD Power, en Canadá, el nivel general de satisfacción del cliente está, de media, en un 750. Sin embargo, cuando se ofrece un programa UBI, salta a un nivel 767. Cuando no se ofrece, cae a 744.

El informe señala, “Mientras que el precio es una razón principal de participación, la naturaleza interactiva del producto allana el camino para una comunicación más frecuente con los clientes. En este caso, el asegurador puede educar a los clientes sobre el cálculo de la prima y, simultáneamente, discutir cómo sus hábitos de conducción pueden verse afectados por su velocidad”.

JD POWER. Auto Insurers Continue to Miss the Mark to Improve the Customer Experience in Canada. 1 de mayo de 2015 [consultado 28-03-2016]. Disponible en: http://www.jdpower.com/sites/default/files/2015054%20Canadian%20Auto%20Insurance%20Press%20Release_Final.pdf

[section label=”Algoritmos” anchor=”Algoritmos”]

Algoritmos

Entre las tendencias telemáticas más relevantes que han impactado o impactarán sobre el sector asegurador en 2016, cabe destacar que la conectividad será la clave del éxito de la conducción automatizada. Las tecnologías de guiado autónomo, que dirigirán a los coches sin conductor, podrían transformar el modelo de negocio y convertir a los fabricantes en proveedores de servicios de movilidad.

En este sentido, los algoritmos están en la vanguardia de la revolución telemática. Son los motores que la telemática emplea para buscar y recopilar datos, reconociendo modelos e identificando correlaciones entre causa y consecuencia.

Los algoritmos pueden utilizarse para determinar prácticamente todo: desde las primas de las pólizas de los conductores, basados en su historial de conducción, hasta las alertas de mantenimiento predictivo en los motores y mecánica de los vehículos. De hecho, los expertos en la industria predicen la llegada de garantías de vehículos basados en algoritmos que facilitan a los compradores datos infalibles sobre los coches usados, basados en los estilos de conducción de los propietarios anteriores.

[section label=”Avatares y eSIM” anchor=”Avatares y eSIM”]

Avatares y eSIM

Otro aspecto interesante proviene directamente de las redes sociales e Internet: el concepto de un avatar y la personalización instantánea. Los conductores serán capaces de registrar su propia cuenta y recuperar sus preferencias de conducción, su historial y crear marcadores en cada vehículo que conduzcan, tal como se hace en ordenadores diferentes, de modo que el vehículo se ajuste automáticamente a su comportamiento en la conducción y a sus preferencias personales.

De hecho, esta solución será especialmente popular entre la generación de los millennials, que también han mostrado su preferencia de compartir o alquilar, en lugar de comprar vehículos.

La SIM virtual, que se ha presentado en el World Congress Mobile de Barcelona, vendrá a agilizar todo este proceso, al facilitar que se pueda prescindir del vínculo hardware que hay hoy en día.

[section label=”4G y más” anchor=”4G y más”]

4G y más

Se espera que la tecnología estándar de conexión de ordenadores a una red usada en oficinas y en la industria en todo el mundo llegue a los vehículos este 2016. Supondrá un importante paso adelante, que hará mucho más rápida la carga y descarga de los tiempos de transmisión de vehículos en movimiento.

Esto no sólo constituirá un mayor avance en términos de conectividad de coches y en sistemas de información y entretenimiento, sino que también tendrá una mayor repercusión en la protección y la seguridad.

El sistema de actualización inalámbrica de todos los vehículos será más rápido. Por otra parte, si un coche autónomo o incluso semi-autónomo tiene que depender del frenado automático y otros sistemas de gestión de riesgo, cuánto más rápido pueda transmitir, recibir y analizar los datos, se reflejará también en un mayor cumplimiento en términos de seguridad.

OCTO TELEMATICS. Tendencias de telemática para el 2016. 22 de enero de 2016 [consultado 28-03-2016]. Disponible en: http://www.octotelematics.com/es/news/noticias/tendencias-de-telem

[section label=”Nivel de madurez UBI” anchor=”Nivel de madurez UBI”]

Nivel de madurez UBI

Recientemente, Ptolemus ha publicado un nuevo estudio, “UBI Global Study 2016”, donde señala los hitos más importantes vistos en los últimos 2 años en relación a UBI a nivel mundial. Esto ha permitido que el mercado de seguros UBI alcance un nuevo nivel de madurez. Algunos de los hechos más destacados:

  • Progressive ha duplicado su número de clientes UBI hastaa 2,8 millones.
  • En la actualidad hay 14 compañías de seguros/brokers con más de 100.000 clientes telemáticos (el doble que en 2013).
  • Las aseguradoras están lanzando programas de telemática en China, Tailandia, Nueva Zelanda, Columbia o de Eslovenia.
  • A raíz del primer programa UBI de Desjardins en 2013, en la actualidad hay 10 programas de UBI en Canadá.
  • Desde el primer paso dado por Autoline en relación al UBI móvil en Irlanda del Norte, ahora existen 13 programas UBI en smartphones a nivel mundial y por lo menos 20 probar el producto antes de comprarlo aplicaciones, lo que demuestra que el smartphones ha entrado en juego en el mercado UBI.
  • Después de que Renova comprase Octo Telematics, los proveedores de servicios de telemática se han convertido en una propiedad muy valiosa: Wunelli fue adquirida por LexisNexis, Masternaut por FleetCor, Cobra por Vodafone, Enigma por Viasat, DriveFactor por la CCC, MyDrive por Generali…
  • Numerosos fabricantes de vehículos como BMW, Daimler, Ford, GM y PSA han puesto en marcha programas UBI con aseguradoras o brokers.

[section label=”¿Qué necesitan saber las compañías?” anchor=”¿Qué necesitan saber las compañías?”]

¿Qué necesitan saber las compañías?

Las compañías de seguros de automóviles que compiten sin ofertas telemáticas se verán afectadas por una selección de clientes negativa y verán crecientes desequilibrios en su cartera.

Mientras que el éxito UBI está basado inicialmente en propuestas de valor atractivas, de extremo a extremo, el nuevo diferenciador será la capacidad de predecir con eficacia los riesgos reales de conducción utilizando “Big Data Analytics”.

El paradigma del seguro evolucionará hacia la seguridad. La protección se convertirá en el objetivo conforme las aseguradoras busquen evitar los accidentes por completo mediante incentivos, feedback del conductor y funciones ADAS.

Las compañías también aprovecharán cada vez más el potencial de la telemática mediante la conexión con sus sistemas de gestión de reclamaciones.

La situación terminará obligando a las aseguradoras a crear ofertas de servicios conectados. Las aplicaciones que tengan que ver con temas como el diagnóstico de vehículos en tiempo real, bCall, eCall, recuperación de vehículos robados, eco-driving (conducción ecológica) y gestión de flotas van a generar 500 millones de euros para 2020 en todo el mundo.

Para terminar, la expansión de la telemática a nuevas líneas de seguros – Hogar, Salud y Vida – empujará a que los smartphones se sitúen en el centro de las estrategias de manera transversal. Es decir, las compañías de seguros integrarán la recopilación de datos telemática en una sola aplicación, centrada en el cliente.

[section label=”Caso de éxito: App Octo u” anchor=”Caso de éxito: App Octo u”]

Caso de éxito: App Octo u

Octo Telematics es líder a nivel mundial en servicios telemáticos para compañías de seguros y fabricantes de automóviles, cuenta ya con la base de datos más grande del mundo en este sector: 380 mil millones de kilómetros de conducción. Además, representa el 36% de cuota de mercado en pólizas de “pago por uso” y ha alcanzado el hito de los cuatro millones de usuarios conectados en las carreteras de todo el mundo.

IMAG3
Fuente: OCTO telematics

El producto de la compañía, OCTO U, es una app gratuita para smartphones que usa algoritmos propios para ofrecer seguros personalizados de “pago por uso” o “pago como conduzco” a sus usuarios, basándose en su comportamiento al volante. La aplicación estima el comportamiento al volante de los conductores antes de instalar un dispositivo en el coche, lo que permite obtener perfiles de riesgo para calcular las primas de los seguros. Este producto ha sido premiado en todo el mundo, y ya ha conseguido 130.000 usuarios, de los cuales casi 10.000 están en España.

Además, Octo Telematics y General Motors han firmado recientemente un acuerdo de colaboración para recopilar datos y proporcionar servicios avanzados de resultados UBI para compañías de seguros, así como una solución completa y competitiva en la gestión de flotas y empresas de alquiler en toda Europa.

Cada vez veremos mejores soluciones telemáticas con innovaciones basadas en el big data y analytics, que están produciendo ya un cambio repentino en el corto plazo en la industria aseguradora, permitiendo al asegurador reaccionar más rápidamente frente a los riesgos y capitalizar las oportunidades del mercado“, señala Davide De Sanctis, country manager de Octo Telematics en España y Portugal.

OCTO TELEMATICS. La aplicación de seguros Octo U recibe un premio. 15 de enero de 2016 [consultado 28-03-2016]. Disponible en: http://www.octotelematics.com/es/news/noticias/aplicaci

[section label=”El futuro asegurador” anchor=”El futuro asegurador”]

El futuro asegurador

Vivimos en un mundo caracterizado por un incremento exponencial en las innovaciones tecnológicas. Las modificaciones están omnipresentes. La revolución telemática, que comenzó a finales de siglo, está en pleno desarrollo. El mundo de los seguros está experimentando nada menos que un cambio de paradigma, ya que integra las nuevas tecnologías y se prepara para un futuro de ciudades y vehículos inteligentes, y seguramente, también sin conductor, como vehículos autónomos.

Y no es solo la tecnología la que está impulsando esta revolución, sino también las tendencias socioeconómicas y demográficas. Como indica el informe “El Futuro del Seguro”, publicado por TrustMarque, por un lado, el mercado de los seguros ha dejado de ser sólo sobre productos y servicios dirigidos a clientes y negocios locales. Por otra parte, sin embargo, el centrarse solamente en los mercados emergentes es también tradicional.

Además, la nueva generación, los millennials dominan mucha más información que las generaciones anteriores. Son expertos en encontrar las primas más bajas posibles y son mucho menos leales a las marcas que las generaciones precedentes.

Como Mauro Cantoni, Vicepresidente del Departamento de Seguros de Octo Telematics, ha señalado recientemente en la Cumbre Europea del Seguro del Automóvil 2016, el mercado debe abordar este cambio de esquema que está transformando rápidamente la industria de los seguros. Las aseguradoras deben empezar a ser más agiles y flexibles, y tomar ventaja en las modificaciones tecnológicas ya en curso para proporcionar nuevos servicios y productos que satisfagan las demandas de las empresas y los clientes en todo el mundo.

TRUSTMARQUE. The Future of Insurance. Julio de 2015 [consultado 28-03-2016]. Disponible en: http://docs.media.bitpipe.com/io_10x/io_102267/item_465972/The%20Future%20of%20Insurance.pdf
IMS. Usage-based Insurance (UBI) Programs Have Demonstrated Significantly Greater Levels of Customer Satisfaction Than Typical National Levels of Insurance Satisfaction. 2015 [consultado 28-03-2016]. Disponible en: http://www.intellimec.com/increasing-insurance-customer-retention/
PTOLEMUS. UBI Global Study 2016. Enero 2016 [consultado 28-03-2016]. Disponible en: http://www.ptolemus.com/ubi-study/

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