VantageAXA Vantage / Motor Trade

Your guide to mid‑market

Motor Trade

Contents

AXA Vantage – Our mid‑market proposition . . . . . . . . . . . . . . . . . . . . . . . . . . . . . . . . . . 3

Why choose AXA for mid‑market Motor Trade? . . . . . . . . . . . . . . . . . . . . . . . . . . . . . . 4

What trades are we keen to write? . . . . . . . . . . . . . . . . . . . . . . . . . . . . . . . . . . . . . . . . . . . . 5

Our enhanced mid‑market Motor Trade proposition . . . . . . . . . . . . . . . . . . . . . . . . . 6

How can our Risk Management enhance the service you offer? . . . . . . . . . . . . . . 10

Claims Excellence and Transparency . . . . . . . . . . . . . . . . . . . . . . . . . . . . . . . . . . . . . . . . .11

Value Added Services . . . . . . . . . . . . . . . . . . . . . . . . . . . . . . . . . . . . . . . . . . . . . . . . . . . . . . . . 14

AXA Vantage / Your Guide to mid‑market Motor Trade

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transport, distribution & logistics

construction

wholesale & retail

hotel, hospitality & leisure

motor fleet

services

motor tradereal estate

manufacturing

What is AXA Vantage?

We understand that when you place your client’s mid‑market business, you need more from your insurer than just a good product at a competitive price.

AXA Vantage is our exciting sector specific proposition for mid‑market commercial business between £10k and £250k. Here we outline the key components of our proposition which we believe demonstrate our significant appetite and expertise in mid‑market.

AXA Vantage Our refreshed mid‑market proposition

Risk Management

¡ 50 in‑house business resilience experts.

¡ 12 chartered liability specialist surveyors.

¡ 24 in‑house specialists delivering motor fleet surveys.

¡ We’ve designed a new Risk Management proposition for mid‑market, find out more.

Branch Network

¡ Specialist mid‑market knowledge across a variety of trade sectors.

¡ Unprecedented levels of empowerment to make decisions.

¡ Desire to support mutually beneficial tripartite relationships.

¡ A commitment to having a meaningful dialogue with you within 48 hours of receiving your mid‑market enquiry.

Trading Tools

Our branches are empowered to apply a number of trading tools including:

¡ Exclusives ¡ Net Rating ¡ Low Claims Rebates ¡ Tripartite Service Agreements ¡ Long Term Agreements ¡ Risk Management Fund ¡ Flexible Instalment Plans ¡ Rate Stability Agreements.

Claims Excellence

¡ We’ve designed a new Claims proposition specifically for mid‑market, find out more.

¡ Dedicated Claims Relationship Managers.

¡ Trusted external partnerships. ¡ Transparent approach to claims.

Value Added Services

¡ Comprehensive case level support to win and retain business.

¡ Range of technical training events for supporting brokers.

¡ Access to market‑leading digital tools and apps.

¡ Support from Ignition (AXA’s in‑house marketing agency).

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AXA, ranked the No.1 global insurance brand

by Interbrand from 2009 to 2018

We have proven expertise and experience in mid‑market Motor Trade.

Why choose AXA for mid‑market Motor Trade?

¡ Winner of ‘Brokers Insurer of the Year’ 2017 at the UK Broker Awards.

¡ Motor Trade specific underwriting expertise and knowledge.

¡ A desire to trade, with increased local empowerment to write, trade and provide tailored customer service.

¡ Committed to mid‑market growth and profitable long term partnerships.

¡ Award‑winning claims service delivering award‑winning initiatives.

¡ Ranked the largest insurer in the world by gross written premium by global ratings agency AM Best.

¡ AXA was one of the first insurers to achieve Chartered Insurer status from the Chartered Insurance Institute (CII) in 2011.

Why should you place your mid‑market Motor Trade business with AXA?

We understand that you and your mid‑market clients want and expect a first class Claims service. Our dedicated and award‑winning Motor Trade Claims team is based at one single site meaning all claims including road risks, material damage and personal injury can be dealt with quickly and efficiently.

We work closely with a number of recognised organisations and third party suppliers to broaden our knowledge and provide you and your clients with access to the best services and Motor Trade industry experts.

Our aim is to provide support to you and your Motor Trade clients by sharing valuable expertise and insight to achieve and maintain a successful partnership.

AXA Vantage / Your Guide to mid-market Motor Trade

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Motor Trade: What trades are we keen to write?

For more information on our appetite for every AXA Vantage sector – please download our appetite guide

We would decline these trades/processes

Accident management or credit hire vehicle services

Finance brokers and specialist vehicle sourcers/importers

Tyre wholesalers/manufacturers including second hand or part worn tyres

Bus, Coach and Haulage operators

Kit car assembly/sales/servicing/build specialists

Vehicle manufacturers and/or vehicle part manufacturers

Car breakers and scrap dealers

Motor spares/factors/accessory retail shops

Vehicle racing, rallying or motor sports preparation or support*

Self‑drive vehicle hire operators (unless incidental)

Our core mid‑market Motor Trade product accommodates larger Motor Trade risks with premiums of £10k and above.Here we give you an insight into our appetite to trade. We will consider many businesses that demonstrate a proactive approach to risk management and risk control.

We’re very keen to write more of these trades/processes

Bodywork repairers

Franchised dealers

Windscreen/sunroof fitting specialists

Classic/vintage/veteran car specialists

Mechanics/auto‑electricians

Specialist fitters (clutch, gearbox, brakes and exhaust)

Car/motorcycle/small van sales/ service/repairers

Motorcycle franchised dealers

Tyre, battery and/or exhaust fitters

Commercial vehicle sign writing

MOT testing stations

Car supermarkets and vehicle sales only

Vehicle alarm/security systems specialists

We’re interested but need more underwriting information from you

Agricultural and mechanical plant specialists

Coachbuilders

Motor conversion specialists

Breakdown recovery specialists

HGV (Over 7.5t GVW) sale/service/repair

Sports and high performance vehicle specialists

Car cleaning and valeting

Petrol filling stations with motor garage workshop or vehicle sales

Taxi servicing or repair specialists

Caravan and Motorhome dealers

Prestige vehicle specialists

Vehicle auctioneers

Vehicle transportation/collection and delivery specialists* Includes motor sports by directors/partners/family members involving support from the business or active sponsorship with service support or vehicle ownership

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AXA Vantage / Your Guide to mid-market Motor Trade

Our enhanced mid‑market Motor Trade proposition

Our priority is to understand your needs and the needs of your clients. We recognise that each Motor Trade client is different and so we tailor our approach accordingly.

That’s why we’ve shaped our mid‑market Motor Trade proposition to use our expertise to provide flexible solutions. This means that you’ll get the right cover at a competitive price all serviced to a high standard.

Underwriting Approach

¡ Ability to customise our offering to incorporate rate stability agreements, profit share and risk management funds.

¡ Significant capacity available to accommodate 100% placements (no need for coinsurance support but we can write on this basis if required).

¡ Clear and stable underwriting philosophy which is aligned between Underwriters and Business Resilience Managers.

Policy Wording

¡ Clear and jargon‑free policy wording, designed to transfer balance sheet exposure from Motor Trade clients to AXA.

¡ We have the ability to apply flexible limits to many extensions of cover

¡ You can choose between specified perils and all risks and have the ability to select the sections you require

¡ Flexible excesses and deductible limits. ¡ Flexibility to adapt to changing market needs (e.g. legislation and emerging risks).

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AXA Vantage / Your Guide to mid-market Motor TradeAXA Vantage / Your Guide to mid‑market Motor Trade

Our mid‑market Motor Trade proposition – product overview

Our dedicated and competitive Motor Trade product is designed to meet the needs of your mid‑market clients and offers a broad and flexible range of covers.

Road Risks

Unlimited legal liability for death or injury to others

£10 million limit for damage to other people’s property

A complete range of driving and use options available with discounts for restrictions

Competitive standard excess of £250 and £100 for windscreens if replaced, nil for repairs

Discounts available for increased excesses or deductibles

Unlimited EU cover for SD&P use

Uninsured loss and motor prosecution defence as standard up to £100k any one event

Contract sale price (includes material damage)

Customers’ vehicles loss of use claims without inner limit

Automatic contingent motor liability e.g. covering employee occasional business use and courtesy vehicles

Driving other vehicles extension as standard for directors, principals and partners SDP use only

Option to extend cover to include vehicles privately owned by directors, principals and partners

Material Damage

Theft cover for vehicles stolen with keys

New vehicle replacement cover for their own and customers vehicles (including road risks)

Automatic seasonal increases in the declared value of their vehicles during peak registration periods

Financial losses on damaged new and unused vehicles held for sale (including road risks) up to £10k per vehicle

Cover for the Motor Trade customer’s commercial loads up to £100k

Cover for property in transit up to £15k and any one employee’s tools away from the premises up to £5k

Exhibition cover of £50k standard with no limit on vehicles

Reduction in the value of any one customer’s vehicle value up to £10k and £25k in any one period (including road risks and public and products liability)

72 hour cover for storm or flood

Inadvertent omissions cover of £100k

Theft of motor vehicles by deception of up to £10k in any one period

Debris removal recycling to £10k in any one period

Public relations expenses cover £5k in any one period

Environmental protection and involuntary betterment cover

The tables below set out the range of covers and limits we’ve added to our Motor Trade product. For full product details, visit AXA Connect or talk to your local AXA contact.

Compulsory and standard covers include:

Material Damage, covering all risks including theft (FVEE) plus full theft options available

Road Risks with a £10m TPPD limit as standard, covering all of your business vehicles including cover for customers vehicles in their custody or control in connection with the business, plus a range of optional driving extensions to facilitate demonstrations and courtesy vehicles or other incidental services

Public and Products Liability at £5m including defective workmanship and rectification cover as standard with the option to increase limits up to £25m

Equipment breakdown and commercial legal expenses covers up to £50k included as standard

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AXA Vantage / Your Guide to mid-market Motor Trade

As well as the usual range of road risks covers, we also offer semi‑comprehensive cover. Your Motor Trade client will benefit from a discount in the premium but will self‑insure the labour costs associated with damage repairs to their own vehicles. We will cover the cost of parts and sundries. Customers’ vehicles and all total loss vehicle claims will also be covered in full.

Our mid‑market Motor Trade proposition – product overview

Key optional covers include:

Employers Liability up to £10m as standard (option to increase up to £25m)

Business Interruption including: ¡ loss of profit following damage to vehicles on the road ¡ MOT loss of licence cover option ¡ UK, EU and Worldwide Suppliers extension as standard ¡ Exhibition sites, property stored, customers supply undertakings and public utilities supplies including terminal ends apply automatically

¡ Essential employees cover to £100k ¡ Murder, suicide and disease cover.

Money, assault and wrongful conversion

Engineering inspection services at a flat premium per location basis

Access to Management Liability cover

Cover match extension ¡ We have every confidence our product is market‑leading. However, to provide you with absolute peace of mind if the previous cover was broader than the cover provided under AXA Motor Trade we will cover the difference in the event of a claim up to £10k.

Public & Products Liabilityincluding Defective Workmanship and Rectification cover

Standard limit of £5m (options range from £2m to £25m)

Operates worldwide

Products financial loss up to £250k

Customers’ vehicles loss of use claims without inner limit

Environmental clean up costs cover to £1m

Defective workmanship extension now including rectification cover up to £25k

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AXA Vantage / Your Guide to mid-market Motor Trade

Our mid‑market Motor Trade proposition – Management Liability

As a true Management Liability specialist, our cover offers your clients comprehensive coverage significantly beyond the market standard and exclusive access to expertise to prevent and/or mitigate claims.

Our comprehensive Management Liability Policy (MLP) provides any one claim sections for D&O, EPL and CLL and includes cover for:

¡ All regulatory investigations and prosecutions ¡ Fees for intervention (FFI) charges ¡ Employment claims (unfair dismissal, harassment, discrimination etc.) ¡ Defence and pursuit of contract disputes ¡ Pollution defence costs and clean up costs ¡ Employee dishonesty claims ¡ Pension claims

We’ve recently strengthened our MLP, so we’re offering you our best cover yet:

¡ New: Brexit cover ¡ New: Tax investigation cover ¡ New: Third party and telephone fraud cover

And now whether you trade online through our Connect Extranet, Acturis or Applied or through your local branch, you’ll get the same first class cover.

For further information on our Management Liability product, visit axaconnect.co.uk/mlp or contact your AXA representative.

We have teamed up with law firm rradar to offer expert legal, regulatory and risk management advice for MLP clients at no additional cost.rradarrradar is a specialist commercial and litigation law firm that combines legal expertise and digital tools to proactively manage, advise and deliver business solutions to reduce business risk.

¡ UK wide coverage ¡ Full legal privilege ¡ Qualified solicitors and specialist practitioners

¡ All investigations, prosecutions and defence coverage

¡ 24/7 crisis service ¡ rradarstation: phone and email advisory service and 24/7 web portal

rradargraceFor legal questions ‘on the go’ or in the office, rradar’s voice activated legal support app ‘rradargrace’ links to rradarstation and can answer an ever‑expanding range of legal FAQs at the click of a button.

rradarstationMany regulations affect your business. rradarstation is a proactive web portal, phone and email service providing legal advice and access to over 1000 guidance pages, downloadable templates, videos and check lists covering but not limited to:

¡ Human resources and employment ¡ Health, safety and environment

¡ Risk management ¡ Company, business and commercial

rradarreportThe rradarreport app enables businesses and their employees to record near misses, incidents and accidents in real time, wherever they are working. Real time data collection can make a huge difference to risk recording, management and evidential procedures under claims, potentially minimising claim damage.

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AXA Vantage / Your Guide to mid-market Motor Trade

How can our Risk Management enhance the service you offer?Our Risk Management team is highly experienced in all aspects of Motor Trade Risk Management.We know your clients will want to avoid anything unexpected, so where required, we can inspect your client’s premises at quotation stage after indicative terms have been provided.

Health and Safety

The Motor Trade sector continues to face challenges relating to injury and lost time. Lifting and manual handling, common slips, trips and falls as well as being struck by objects all contribute to the problem.

Our Risk Management team has the expertise to support your clients and reduce the impact on injury and lost time.

What we can offer you

50 Business Resilience experts located throughout the UK supporting single, multi‑site or European location programmes.

One of the most experienced loss prevention teams of any UK insurer with more than 875 combined years of experience.

12 chartered liability specialist surveyors with Level 3 food safety qualifications, 90% of the total survey team hold formal Health & Safety qualifications.

3 fully trained and qualified sprinkler engineers that are backed up with an additional 10 team members who can also undertake annual sprinkler testing.

Specialist People

You will have the same Business Resilience Manager expert for the duration of your policy which means that we can respond quickly to any process modifications or location changes your business may encounter.

Bespoke specialist services to provide high quality risk solutions, such as electrical inspection, reinstatement valuations and protection of vacant buildings.

We offer advice on areas such as fire, business interruption, weather, security, motor and liability risks.

Our 24 in‑house motor fleet specialists make things easy for you by delivering standalone or combined surveys.

Clients can access a multitude online of assessments and training courses online as well as a legal helpline where all advice is provided under privilege.

Specialist knowledge on the protection of vehicle compounds and forecourts with regard to intruder alarms, CCTV and physical barriers ensuring we understand the importance of customer access outside normal business hours.

Specialist Service

To find out more about our full Risk Management proposition download our new guide

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AXA Vantage / Your Guide to mid‑market Motor Trade

Claims Excellence and Transparency

¡ Feefo – Live feedback from our customers sharing their claims experience publically online. Complete transparency around our service.

¡ Faster Payments – Transfer of cash payments up to £250k will hit your customers accounts in minutes.

¡ eWitness – Market‑leading innovation through bespoke online video interactions.

¡ Grace – An on demand dynamic app that provides quick and convenient access to information for employment, HR and health and safety enquiries. Using machine learning technology, Grace can deliver legal support, tools and templates via smart devices on the go.

¡ eServe – Online Claims tracking tool, allowing the broker and/or client access to claims information at any time and on the go via smartphone or tablet.

¡ Technical Excellence – Claims development framework establishing claims handling excellence through our people.

¡ University Accredited Fraud Specialist – Qualified handlers across all classes of business approved by the Counter Fraud Professional Accreditation Board.

¡ CII Qualifications – Majority of Claims staff hold a CII qualification. AXA is a Chartered insurer, dedicated to promoting high standards of professionalism in the industry.

¡ Aligned Handling Expertise – Dedicated Claims teams in Motor Trade, Real Estate, Personal Injury, Farming, European Specialisms and Large Loss unit (Claims >£300k).

¡ AXA Approved Repairer – 85% of all cases are auto authorised.

¡ Staff handling motor trade claims have an average of 15 years of industry experience.

Innovation Relationships People Payer to Partner

For more information on our AXA Vantage Claims specific proposition – please download our guide

98,251claims viewed on eServe by brokers and customers

40%of all brokers have registered to use eServe

32,352customers have registered to use eServe

71 .5%of claims were retained in the MOJ Portal

¡ Claims Relationship Manager – A dedicated Claims Relationship Manager to work alongside the broker and/or client.

¡ Claims Review Meetings – Tailored large case quarterly or mid term claims review meetings discussing claims trends and service performance.

¡ Panel Expertise – Access to trusted external partnerships including solicitors, loss adjusters, rehabilitation experts and mediation specialists.

¡ A ‘One Stop Shop’ motor trade claims experience, with all claims including road risks, material damage, personal injury, being serviced from one office.

¡ Claims MI – The client will be supplied with monthly bespoke MI, enabling us to analyse claims performance and trends on large cases.

¡ Training and Risk Development – AXA Risk Management, Panel Solicitor and Loss Adjuster training and risk support for clients.

¡ Risk Prevention Strategy – Risk Management and Claims partnerships.

¡ External Bodies/Forums – We work closely with several external bodies such as IFB, IFED and ABI to share and collaborate on claims intelligence.

¡ Courtesy cars and vans are provided when using AXA approved repairers. A mobile repair service including catalytic converters is also available.

All statistics are for January to June 2018

Our award‑winning Claims serviceOur dedicated Claims Relationship Management team truly understand your clients’ needs in the event of a claim. This is the service you can expect from AXA if one of your Motor Trade clients needs to make a claim:

AXA Vantage / Your Guide to mid-market Motor Trade

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Claims case study 1: Total Loss

A claim was made under the AXA policy on 27 December. The Claims team quickly responded by validating cover and an inhouse engineer was appointed to inspect the vehicles.

On inspection, all 90 motorcycles were beyond economical repair and so values had to be agreed on a total loss basis. Our customer provided the engineer with suitable information and documentation and values were quickly agreed. An interim payment of £300,000 in respect of all the motorcycles was made by EFT straight into our customer’s bank account on 10 January.

The payment was made within nine working days of receiving notification of the incident. Our customer was “highly impressed with the speed and general service from AXA” and, in particular, “how quickly we valued the vehicles.”

In the early hours of Christmas day, a river flowing nearby one of our motorcycle trader clients burst its banks. Water subsequently flooded the premises and, in total, 90 motorcycles were submerged.

AXA Vantage / Your Guide to mid-market Motor Trade

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Claims case study 2: Fraud

Without notice, and for no apparent reason, the third party vehicle braked suddenly. The insured vehicle was unable to stop and collided with the third party at very low speed, causing minimal damage.

At the scene, the insured driver noted that only the driver was present in the third party vehicle.

Immediately following the collision, the insured driver contacted her husband, whom attended the scene shortly after, and was able to verify those present. The third party mentioned no injury at the time, and so when initially called, the Police refused to attend. It was only when the third party declined to exchange insurance details that the Police were again contacted and attended the scene.

A claim was subsequently received from the third party driver alleging whiplash style symptoms, along with claims for two other “phantom” passengers. Intelligence searches revealed that the third party had previously been involved in an accident just 15 days

prior to the accident in question. When the Insurers of this incident were contacted, it became apparent that they were also investigating their claim due to concerns that it may have been staged.

AXA’s insured driver and her husband provided both Statements of Truth confirming that there were no passengers in the third party vehicle. These statements were presented to the third party’s solicitors, alongside evidence of the claimant’s incident two weeks prior. The claim was not pursued.

A collision occurred between an AXA policyholder’s vehicle and a third party vehicle in the Halifax area. The incident was reported by the AXA policyholder. The named driver stated that she had stopped at a set of traffic lights in a queue of traffic at a pedestrian crossing. When the lights changed, the vehicles in front of her started to move off.

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We’ve introduced a host of additional services for brokers who are actively committed to working with us to grow our mid‑market Motor Trade book of business. It’s not just brokers who benefit; clients will also have access to a range of valuable services.

Value Added Services

Business Interruption Calculator ¡ Designed to simplify a BI sum insured/limit of indemnity periods. ¡ Can be used by the broker employee or the client/accountant.

Broker value added services – support for the right riskExtensive support will be made available to all brokers to secure the right Motor Trade mid‑market case:

AXA risk control/broker pre‑quote on‑site customer review

¡ Proven to increase conversion through better pricing ¡ Excellent client feedback on adding value to their existing risk management programme ¡ No surprises as we identify any risk prior to cover.

Client value added services – support for the right risk ¡ AXA Valuation Service –Duff & Phelps ensure an accurate and reliable building, contents and critical plant valuations to ensure clients will not be over or underinsured. Desktop building valuations are also supported for less complex buildings.

¡ AXA Fire & Security Service – First Response Group a wide variety of solutions against fire and security risks. Dedicated pricing for AXA customers for permanent and temporary protection within occupied and unoccupied premises or a construction site environment.

¡ AXA Electrical Safety Service – Centrica Business Solutions offer electrical inspection and test for legal compliance, protecting employees and property. The service can include free of charge thermographic assessment for larger and more complex locations which further enhances safety, provides early warning of electrical issues and system efficiency.

¡ Riskhelp – designed to assist UK businesses to gain a better understanding of their legal responsibilities, common business hazards as well standard market business insurance policy wordings.

¡ AXA Slip Safety Service – Slip Safety Services (SSS) is a leading provider of end‑to‑end floorcare services and maintenance which improve floor safety and standards, that ultimately reduce the risk of slip accidents. SSS is an expert in their field, backed by scientific testing and provide specialist services to reduce the risks of slip accidents.

¡ AXA Manual Handling Service – Pristine Condition International is a leading global provider of manual handling training services. They offer a unique approach so things like zero handling incidents are no longer an aspiration but an everyday reality for many of their clients.

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AXA Vantage / Your Guide to mid-market Motor Trade

AXA Commercial appWe’ve developed a new mobile app which offers you personalised news and knowledge at your fingertips. The AXA Commercial app is available to download via the App Store for free.

The AXA Commercial app offers you multiple benefits, including:

¡ Rolling news from a range of UK industry sectors including Motor Trade

¡ A ‘My news’ section to personalise your experience and only see the industry news that interests you

¡ The latest insurance trade news ¡ Keep up to date with the latest AXA developments ¡ Refreshed content every 15 minutes, so you’ll never miss the latest stories

¡ Users can share articles by email, Facebook and Twitter ¡ Favourite interesting articles to read at a time that suits you.

Grow your business (Delivered by Ignition NBS Ltd.)

Supporting mid‑market brokers will have access to a range of additional benefits designed to develop your business:

¡ Subsidised access to new AXA digital tools such as the award‑winning endcustomer.co.uk, which provides brokers with real time desktop access to a range of client data sets to help you profile and win customers

¡ Access to data and profiling services to help validate and enrich your local mid‑market pipeline and undertake joint prospecting

¡ Marketing consultancy and execution across the complete range of marketing services, including; lead generation, training, web and social media design and build, video production, creative design services such as brand or email campaigns/print solutions and access to the Ignition CRM bulk email campaign tool

¡ AXA Motor Trade specific marketing campaigns.

Grow your people (CII accredited structured learning)

Supporting mid‑market brokers will have access to a range of additional benefits designed to develop your people:

¡ Mid‑market Motor Trade specific technical, risk management and claims training plus regular market briefings

¡ Local team skills training on topics such as price negotiation, customer segmentation and contact planning

¡ Access to leadership training events such as our popular leadership seminars in Bordeaux, Paris and the UK

¡ Funding support for CII Regional Broker Academy workshops (with top up funding if also Chartered)

¡ Invitations to mid‑market specific broker events and seminars with access to the Senior AXA Leadership team.

Value Added Services

Download the app today via the App Store. Search “AXA Commercial”

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App Store is a service mark of Apple Inc., registered in the U.S. and other countries.

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AXA Vantage / Your Guide to mid-market Motor Trade

AXA VantageMotor Trade

AXA Insurance UK plc Registered in England and Wales No 78950. Registered Office: 5 Old Broad Street, London EC2N 1AD. A member of the AXA Group of companies. AXA Insurance UK plc is authorised by the Prudential Regulation Authority and regulated by the FinancialConduct Authority and the Prudential Regulation Authority. FCA number 202312. Telephone calls may be monitored and recorded.