Do any of your "Commercial" customers buy their auto policy separate and from another agent? Do some customers often save $$$ by shopping their GL, Business Auto, WC ect. from one or more agents ??
The only companies that seem to shop their auto fleet on it's own are truckers, produce distributors, sanitation companies, security firms, etc. Most shop their auto, inland marine, and property together if their GL cannot be written by a standard carrier. You will occassional see split accounts with the most common split being different agencies for the PKG(GL,Prop,IM,Auto) and WC and or Benefits.
You also often see accounts split when a non profit or publicly traded account has a big management liability (D&O,E&O, EPLI, etc) exposure. They will deal with a big city national broker for those lines and then keep the PKG/WC with a local agent. Many of the national brokers (Willis, AON, Marsh, etc) have special practice groups for managment liability and many local guys can't compete.
CC Writer, you seem to ask this question a lot but from different angles and different verbiage. Read very closely what Bertolinoins posted. Read it very carefully and take it to heart. I will add to it further, if you go out prospecting strictly for commercial auto, for the vast majority of accounts you will be disappointed. All lines of commercial accounts are almost always written with the same agent.
Air Jer, I agree with what you say and appreciate the VERY much the post from Bertolinoins. My post was meant to "fish" out information from fellow agents on persuing a "niche market" for myself. I am VERY aware that most customers do NOT like the hassle of more than one agent and MORE paperwork ect...
I agree with your thoughts on niche marketing but I would choose an industry class as opposed to an insurance line. Go after restaurants, contractors, used car dealers, or any other niche that appeals to you. Work it for awhile and soon you will be an expert in that industry.
Good luck with whatever you decide!
