Masterclass: Amazon DSP Insurance Renewal

Adam Smith (00:00)

Good morning and thank you for joining us at the Flock Amazon DSP webinar. So yeah, very busy season for us coming up. Lots of Amazon DSPs with their insurance renewing at the end of this month. So we thought it'd be a really good time to jump on, do a of a webinar around the Flock proposition. So we're to tell you bit about that, what's changed. We're going to walk you through some of the hints and tips heading into the pricing and renewal period and some best practices, give you bit of a view of what's changed from our claims proposition and then ultimately how we

reward customers as well. So some good topics to cover and hopefully give you a view of benefits to the flop proposition and how we can help the SPs, which is something we've been doing for a good few years in this space. So I'm not going to do it alone. I've got some colleagues joining me. So I'll hand over to Ben Allen to introduce himself first.

Ben Allen (00:49)

Thanks Adam. name is Ben. I'm the Senior Customer Success Manager here at Flock. I used to be a broker before and then joined Flock around four years ago when we launched Intimota. I'll explain some of the exciting things I do with fleets today. But essentially I run the safety review sessions with our customers. And me and my team will guide all of our customers at brokers through a policy with Flock. And I look forward to talking about that today.

Adam Smith (01:15)

Great stuff. Thanks, Ben. Yeah, I'm sure a lot of the Amazon delivery partners will recognize Ben's face already. He's a very popular and well liked guy, both in flock and out of flock. So yeah, I'm sure you'll be seeing lots of him. And then last but not least, hand over to Tom Rogers, who's our head of underwriting. Tom, I'll leave you to introduce yourself.

Tom Rogers (01:32)

Thanks Adam. Yeah, as I mentioned, Tom. I've on the underwriting team at Flock. I've been at Flock now for four years. I've probably been working with a of DSPs from the start. Although my face won't be as familiar as Ben's. I've always been in motor fleets. I've worked in the Lloyds and Under market for 16 years before joining Flock. We have a busy task ahead of us. I think I've got lots of existing customers that we're looking after the fairest prices on and we'll be sitting down and I've already been joining a number of you on calls. And also we're looking to

to work with the team to get lots of new DSPs on board and hopefully meet a lot of you in the coming weeks.

Adam Smith (02:08)

Great stuff. Thanks Tom. Yeah, busy period for Tom and his team, but one that we're really looking forward to. So let's get cracking. Ben, I'm to start with you. So tell us about the Flock proposition for those who don't know too much about it. What are the main features of Flock and how do we help clients?

Ben Allen (02:23)

Thanks, Adam. Well, would say that Flock is not your traditional insurance company. Any Amazon DSP who's been with Flock already or one who's going to come to us will know that we are leveraging data and telematics to try and make your business as safe as possible and to get all of the benefits that we provide by doing that. We take a very digital approach into what we do. So we have an online portal that will help all of our customers manage their policies in real time and to get everything they need out of their insurance.

in a very transparent way. So as you can see on the screen, what you're able to do is do vehicle MTAs. So you can add and remove vehicles to your policy in real time, 24 hours a day, take away any onus from a broker, for example, and give you full control over that. If you're able to see all of your progress in terms of the rebate, which is something we're going to talk about later, track all your drivers behavior. So it's not big brother is watching you. It allows you as the fleet controller.

to gain insights into your driver's behavior. And then as well, we also allow the ability to look at your claims in real time. So don't need to have a listing. You can monitor and actively manage your claims as you move through the policy. And as well, we give you access to your documents page, whereby you'll be able to get access to your certificate of motor insurance schedules and anything like that that you need. And then finally, one of the new things that we've got is the ability to report claims digitally through the portal. Again, something we'll go through later.

My role here at Flock is to provide safety review sessions to our customers. And these have massively helped our fleets and brokers over the last two years, where we will dive into all of the things that help you to save money and make your business profitable in the long term by leveraging all of the data we have around your business to achieve the shared goals and to make your business as profitable as possible. And then finally, one of the main things we work towards is to incentivize you as a business where we will give you actionable insights and then allow

to gain some of that rebates, earn some money back by improving your claims costs, improving your reporting and building a safer business for everyone.

Adam Smith (04:28)

Awesome. Thanks, Ben. Yeah, really useful. I'm going to dive into that one. Tell me practically what happens in those safety review sessions. You do a load of those. Your diary is always booked up, seeing loads of our customers and helping them. Really practically, what do those sessions look like for our customers?

Ben Allen (04:43)

Great. Thanks. So, ⁓ for 30 minutes, whether that's once a month or every three months, you can decide you'll get to meet me. And what I will do is I will work with you specifically to save your business money. These sessions are designed to build relationships with customers, not just have a laugh, but to actually provide valuable insights and understanding around your business. As you move through your policy with Flock. One thing you don't get from other insurers is transparency throughout the policy. So you as the fleet controller can understand.

the individual metrics that are counting towards your renewal at the end of the year and to work with us proactively to get your policy in the right place before you get to renewal at the end of the year. So this is risk aligned engagement. What we're trying to do is to help you understand the risks that your business face, mitigate those risks and therefore see the benefits in the future. So improving policy performance metrics like loss ratios, time to report claims and safety. What you can do is understand

All of the things that constitutes your renewal and then act on them throughout the year with the work that we do so that you get premium stability at the end. I do hundreds of these sessions every single month. But one customer that stuck out to me specifically was a DSP who came to flock last year. They got a really high quota renewal and had to a lot of work to try and bring that down over time. They're a little bit skeptical at first, if I may say so myself, but for a monthly active engagement.

what they did, they managed to increase their safety scores to become one of the highest, if not safest DSPs that we hold. And their loss ratio this year was sub 30 % and they're on track for a 25,000 pound rebate through the engagement that they've had with us. And even a couple of months before and all what they said was almost, can we renew now? We wouldn't want to go anywhere else. And that's what we want to do, drive value with every interaction. And if you engage, you'll perform.

And if you perform, you should stay. And by doing that, you can build up the benefits of continuity, not just with me as a friendly face, but with us as an insurance business to help you remain profitable in the long run.

Adam Smith (06:52)

Yeah, I've sat in some of those sessions and yeah, one customers do really like you, which is great, but you add a lot of value to what you do. I sort of describe Ben as a risk manager without the suit. And I think it's because you're very, you describe stuff in really simple, actionable language, which is what we're about. We don't try and sort of fluff around in lots of technical detail. It's how can we help you in order to believe, you know, get that reward that the flop products offer. So you said you've referenced one DSP there that you've worked with in particular.

If you have to say sort of two or three points, like what are the main things that separate a really good well performing DSP courier fleet from a not so well performing one?

Ben Allen (07:29)

I think in terms of that, what's really important is the understanding around engagement and what engagement means. By engaging with what we do, you've got a willingness to change the way you perceive insurance, the way that you enact your processes internally. So one of the main things that I see from the best fleets is that they're willing to change processes to align with what we're trying to do to achieve those shared goals, such as moving away from a bums on seats exercise, beginning to drill down into risk management from onboarding.

all the way through the year, both with new drivers and existing drivers, those fleets who say, you know, ⁓ there's nothing I can do, drivers will be drivers. That's what we're trying to move away from. And those fleets who actually engage with what we do and implement new things are the ones who do the best. Now, obviously there is an element of luck involved, right? And always there's going to be that unfortunate circumstances where accidents do happen, but the more you mitigate them, the better it is. So one thing I tend to see the best fleets do is get the director involvement.

It's their money, it's their processes, it's their business. Culture is a top down thing. So the more you can embed safety into your business, your fleet managers and all the way down to your drivers. And that's how you get the best results at the end of the year through better training, improvement, et cetera, to try and mitigate those risks. And then of course, make sure that you do the best when it comes to claims management and making sure those claims are moving throughout the year.

Adam Smith (08:55)

That's really useful. I think we've spoken around it. It's like with the best will in the world, you can't stop claims from occurring. They're to happen. But what we're trying to do is reduce the severity and the frequency of those. And I think if you can have those behaviors, you give yourself the best chance of doing so. Tom, over to you. So obviously we talk around the product and how good it is and what we can do. Let's move to the underwriting side to what that actually means. So when it comes to renewal time, obviously we're heading into a lot of the fleets that we talk around in the Amazon space here being due for renewal.

What are some of the best practices that fleets can follow going into this renewal period?

Tom Rogers (09:28)

So think one of the most important things for me is probably working out what you're looking to achieve this year and being open with your broker about it. We all know that price is probably one of the number one drivers and a lot of these DSPs have got to manage some big businesses and the price of their insurance is one of their major costs. But outside of that, think a lot of things that get hidden under the surface quite often impact price in the longer term and things like claims service.

chasing up brokers, doing lots of adjustments. I think some of the things we've kind of mentioned about the product, it kind of puts a lot of it into the client's hands. So are these important factors? I'd probably sit down and work out what you're looking to achieve with your broker. Just as important, if not slightly more important, it would be not to try and leave it to last minute. I think give yourself adequate time. Finding the right insurance partner is important. And looking for partner we possibly have a long-term relationship with.

and a long-term partnership we have to unlock future savings is very important. If you pick the wrong partner, it could be very, very costly in the longer term. So giving yourself adequate time to make that decision is very important. A flock, if we can, we sit down with fleets early and hopefully a lot of DSPs have already seen this. I think we've renewed a number of them already. We like to sit down early in the renewal process. We will try and make things a bit more efficient and seamless where possible. We know it's a bit of a stressful time for everyone involved.

And we'd to try and that approach with not only on our renewals, but obviously with new customers as well. So if we can meet as many DSPs as we can, if we can get your stuff in early, if we can take some of the stress out of this period, we will do our best to do that. So let's engage early and talk to your brokers early and let's get all that information out front and we can see if we can help.

Adam Smith (11:13)

Yeah, I think just to echo that, one of the things that, so I look after the broker side of things at and our distribution in that space. We work with brokers to offer joint product demos of the Flock portal. So yeah, if your broker hasn't mentioned that at the moment, or if it's something you're thinking around, Flock is a potential option. Reach out to your broker, they'll get in touch and we can just literally give you a 10, 15 minute run through of the Flock portal and some of the features and how we can help and any questions that you might have. yeah, definitely make sure you do that. And we're more than happy to engage nice and early.

So we've talked about safety a lot. Obviously, it's a really key part of our product. But from an underwriting standpoint, what kind of safety signals are you looking at when you're pricing at Amazon DSP risk?

Tom Rogers (11:54)

I think obviously Ben's mentioned that obviously he has a lot of these sessions and I think obviously we're not personally always involved. do attend and Ben gives us a really great write up at every renewal. So we do get a full report. So we do use from a moral perspective because if we can see you're engaged and you're attending and you're really trying hard to improve your risk and reduce claims costs, that does go a long way. And we know it's hell of an effort that has to go into that. But we also use the term entry date obviously for technical pricing.

know, telemetry allows us to accurately price based on where you're driving rather than when we assume you're driving, which is quite important. Post codes are one of the major rating factors across motor in general. And we have the most accurate way of pricing that, is brilliant. There are many more, obviously many more elements you can pull from telemetry, but another one, which is quite significant, that I probably touched on now is obviously speeding and particularly speeding in things like urban areas where it's built up and some.

highly populated, can be very dangerous, an accident was to occur and potentially result in a serious incident will add quite a significant cost onto your claims experience. So we can measure sort of the percentage of urban speeding or doing those areas and that feeds straight into our technical model. But there's many, many factors. I think I've mentioned the reports, I mentioned the technical elements and the moral elements of that. But ultimately, we get a feel and bring that all together. And where we can, we try and give you the most fair and most accurate price, but we don't just

As an underwriting team, we don't just use that data and you don't understand what we're doing. We walk you through a lot of that. So in some of these pre-renewal sessions and some of the safety sessions you have with Ben and pre-renewal sessions, we'll take you through these metrics. So we're upfront on what the pricing you want. You can see it. You can see where it's great. You can see what's not so good. You can start building a plan for the next year to have how to improve this particular metrics. And then that tail of price will be unique to each one of you because

I think sometimes you can get bracketed into a pool of business and sometimes be unfairly penalized by potentially other fleets performance, but at FLOC, your telemetry data is your telemetry data. So I don't think it would be any fairer than pricing you based on your own fleet and how you drive. And I think that's quite important because we're not looking to massive rate increases on fleets have been working hard and bringing that down. Some of these fleets have been working with us for three years, I've seen.

steady stream of rebates but also a steady stream of reductions because they've turned the fleet around. We're pricing a completely different fleet today and we're going to continue to do that and we'll talk a bit more about that in some of the questions in the webinar.

Adam Smith (14:27)

Yeah, I'm going to dive straight into that. I a lot of people at Flock have been working very hard for a new sort of element of pricing that we're looking at at the moment, which is a new business telemetry pricing. So you've talked around telematics data. We've historically done that for renewal customers where we've got that data and it's an influencing factor that we can use with our pricing model. We're now doing that for new customers with a link we've built into GeoTab. Tom, do you want to tell us a bit around kind of what we're looking at with the new business telemetry pricing? And I guess also kind of why Fleet should be interested in doing that as well.

Tom Rogers (14:57)

Yeah, yeah, I can. And so I think what I just mentioned there was pretty much leaning towards the renewal bias slightly, but I think historically, if I'm honest, it's it was probably restricted primarily to renewals because we had that data for 12 months, we can ingest it over time, we could analyze it and trying to get all that data in what is typically a very short quoting window is quite difficult. But we've been working on it for a of a lot of time and a lot of lot of efforts gone in from the teams at Flock.

And I'm pleased to say that that's now not the case. We're able to do exactly the same as what we do for renewals and feed this information in at the quoting stage. Simply by completing a quick form, we can go straight to the DSP provider, ingest that data, load it into our technical models, pull out the mobile factors I just mentioned and give you a more specific tailor price. Where historically our new business pricing may have been a little bit more traditional in the sense of it has lent towards claim experience and our own exposure to the data that we've got.

across all our fleets, but now we've got a more tailored price that we can offer you at the new business stage as well. And as mentioned, it's one small, simple, quick form. I think if I can give you any reason to do it, think we've already seen in the early stages that we've been able to unlock some decent savings for fleets. And more importantly, we've been able to validate where we know that risk management investment has gone in and we've seen some improvements in the claim experience of risk that we've not held. We're able to validate the more recent years where that improvements come in.

that the telemetry data is able to back that up and say that in the main urban speed is great, in the main driving in better areas, all looks good. And that we should be pricing more fairly based on the current years where there's been major improvement. And we've been able to unlock savings of up to 20 % for some of those fleets, which is great. And more importantly, obviously reduced risk for us generally will result in a reduced price for a DSP.

Adam Smith (16:51)

Yeah, that's really powerful. And we think we're the only people in the world doing this at the moment on motor fleets. So is really, really powerful. One of the things that we've got as well, I kind of going to flash it up in the background. So using the tape data that we do from New Business Slemmetry, can also, and we're quite uniquely positioned to do this. We can look at profiles of fleets versus our wider pool. So we can kind of give an initial assessment of how you're performing versus our kind of wider pool of obviously anonymized data.

So one, we can understand where the improvements are so that if we do obviously pick up your business, Ben's got a head start to come and work with you and we're all on the same page from day one, but also give a bit of an underwriting perspective. Again, like what are the high risk areas from certain post codes or speeding data? So it's a really nice feature that we've got. can produce and walk you through this report as part of our initial checks as well. So yeah, as I said, something unique that we don't think anyone's doing at the current time.

Tom, last question for you in this section at the moment. You've said about price sensitivity. think everybody, not just in this space, but I think across lots of markets at the moment, we're always looking for the best part in things. In terms of DSP asking you, how can I get a better quote for this year, what are the biggest levers DSPs can pull to kind of influence that long-term pricing?

Tom Rogers (18:11)

Yeah, think it's obviously aside from price, think the effort has to go in. think the DSPs have seen the biggest savings with us of putting that effort on the management side of 10 of the sessions with Ben. And I think they're starting to see that. DSPs have been with Flock for a while. We'll hopefully be able to back that up and tell you that we're pretty very different for most insurers. And I think the differentiators that we keep mentioning are there for to see. But I think what that does is we want to help DSPs save money.

We sit down with them every month and tell them where, what they can do to unlock the biggest cost savings. And we help to make those changes to monopolize the future savings for them and give them a rebate. think it's not just an endorsement we stick on every fleeting and hope that we don't have to pay it like some insurers. It's one that we actually display on screen every time you log in and then pull up the metrics and then throw it in your face, but Ben then goes through them and turns that into real changes that can be made. ⁓

So if you want to see longer term reductions and better premiums next year, I think there's three or four key things that you can do. I'm not going to steal Ben's thunder, but we go through it and it's things like claims reporting and monitoring your driver behaviors and stuff like that. But I think it's finding the right partner because you won't get that with everyone and not everyone is willing to help you try and, well, I don't think everyone wants to money back at DSP, but we really do. And we measure ourselves on those metrics as well.

So finding the right partner, hopefully one you can be with in the long term and making those small incremental changes that can improve your claim to experience and see future cost savings.

Adam Smith (19:48)

Cool, you've teed that up nicely. It's almost like we've planned this. We've mentioned claims. It's obviously where the cost comes. It's a very stressful thing to go with some of the claims that we see as well. Ben, from your perspective, why is it so important that DSPs jump on claims early and really try and control those costs?

Ben Allen (20:08)

For a DSP and like we mentioned before, know, claims may be inevitable at some point, but the faster you can get them to flock, ideally within an hour, then the faster we can come to your assistance and help to control those costs. Now this is mutually beneficial. If we don't get the claim quickly, then we are overspending in the process, but so are you. So when you're looking to control your loss ratio and the amount of claims you have in a year, what you want to do is get them at the right price, which would be our price.

And the faster you can get it to us, the quicker we can capture the person that you've had an incident with, the third party, and get those services for things like alternative vehicles, so their courtesy cars, and the repairs of their vehicles at our cost. If we don't receive the claim quickly, then we may be at the mercy of whoever they put their, whichever insurer they go to, we'll be at the mercy of their costs. Which generally, know, especially after the 48 hour period, we don't capture that claim.

those costs can go up 40%. So these are avoidable costs. And if you engage with us in the first session we have, it will be to educate you around the time to report claims. But not only does it do that, it feeds into your rebates. So the faster you report claims, then the more we'll pay you back. But also from an underwriting perspective, like Tom mentioned, when I go to give my report about you at the end of the year, what we want to see is a level of diligence. So fleets who report claims quickly.

show that they are more in control of their business, which number one allows us to give more accurate pricing, but as well, it eliminates the risk of claims coming in late that we don't know about. So if you're not reporting claims, the story tells that there's more likelihood that a claim is going to come in. That's already happened. So that's what we're trying to do is to try and make your business not only control your cost of your claims and not have really high reserves, but also to make sure that you don't look risky as well and that we can control your pricing at the end of the year as a result.

Adam Smith (22:10)

Yeah, super important. think a lot of people we speak to us do understand this. think what we can really do is actually help give you the tools to facilitate quick claims reporting. On that note, it'd be remiss for us not to talk around a really big development. Again, a lot of people have worked very hard to launch something that makes reporting claims, I'm going to say really easy, kind of less than three minutes, and kind of tell us a little bit around our digital claims reporting solution.

Ben Allen (22:34)

Of course, mean, in terms of that, you know, flock out of the powerhouse of the digital transformation of what we're trying to do when it comes to claims reporting. Like I just mentioned, what we're trying to do is capture that third party as soon as possible. And by creating a more digital approach, what we're doing is we're trying to become the best in the market at interventions, capturing those third parties as fast as possible. So how do we do that?

Well, gone are the days of you having to spend an hour on hold and then speaking to a sleepy teenager to report a claim or sending 15 emails. We have created an online form, which is available 24 seven on your phone or your laptop to report a claim within three minutes. You can get all of the information we need over to us as fast as possible to allow for us to do that intervention and pick up that claim. So as a result, it means.

You know, we give all of the tools to get those claims in as fast as possible in a really streamlined manner as well throughout our calls. What we can also do is give you more content around it, not just education, but you know, QR code stickers for your drivers, which will give them a checklist of the information they need to get to the scene to speed up that process. We give you PDF handouts about why reporting is important so you can educate your own drivers about it and then leverage some other things. So for example, with our Admiral policy,

you would get a £250 excess reduction for claims involving damage to your vehicle reported within 24 hours. So if drivers don't tell you, they're also costing you money as well. A new thing we're also working on is a direct to insurer from a driver claims reporting solution whereby we can leverage an online form where your driver can report the claim to you. And then rather than going to us, you control the element of the claim if you want to.

And then you can forward that onto Flot to speed up the process even more, which is something we deep dive with you into the sessions. It does revolve, you know, it does involve a lot of operational change and a lot of change in terms of thinking. But once you've nailed it and you get all your claims in quickly, you will definitely see the benefits in terms of claims costs and your pricing at Renewal as well.

Adam Smith (24:45)

Yeah, definitely. It's a really good solution. think we're ultimately again, back to that point of giving control. So getting the claim reported, but also if DSPs are getting drivers to report that claim, as a fleet manager, you still get oversight of what you do and don't want reporting, which is really, really interesting. think we try to take a lot of technology, make it really, really simple. So once you kind of have made that change, we try and make that as efficient as possible for you. So yeah, really, really useful.

And I'm going to talk around the exciting stuff of the product to finish. So the reward element, I get taken the mick out internally a little bit. use the phrase Kara over stick a lot when I'm talking to people around the flock product, because we reward rather than punish a lot of behaviors. Like tell us that's basically the rebate for the product. So Ben, just give us a quick overview of how the rebate works.

Ben Allen (25:30)

One of the main things that we're going to be focusing on is earning you back as much money with Flock as possible. Hence why we incentivize you to earn back a rebate with Flock. And it's something that we will be tracking and talking about in every session that we have. The reason we do this is so you as the business owner can earn back some money from your policy, which you can spend within the business or take your team on holiday, or you can give it to me, Tom and Adam, whatever you would prefer.

And ultimately the idea is to incentivize you to improve your policy performance metrics. And you do this through connecting your vehicles across the entire policy above 75%. But in our sessions, we would make sure you would always have that driver data coming into our system. And we've got to keep your loss ratio, which is the amount of premium paid divided by claims. You would keep that below 50%. So for example, if you pay a hundred thousand premium.

you'd have to keep your claims below 50,000 pounds to qualify for the rebates. We incentivize you to keep your loss ratio low. If you get below 30%, then of course you would get the most amount of rebate back for that section you can see in the bottom left, which would be 4 % out of the 10%. And how do you do that? By improving safety, which is where we have the safety score element, and by improving your reporting. So the safer you are and the faster you report your claims, you should reduce your frequency, so how often they happen.

and then the cost of those claims by letting us control them. And by doing that every single year, you can earn back the money that you're getting, because it tells a story. If you're getting a rebate, it's working for you and you're doing well. So you get with both hands, you can take from your previous year and then apply that into the following year as well. So if you are thinking about moving for maybe slightly cheaper price, well, you would factor the rebate in because if you renew with FLOC, you would actually get that back, which would mitigate any reductions you may see elsewhere as well.

And by engaging fleets every month into what we're doing, we get to the end of the year and build champions in what we're doing. So many fleets have now achieved rebates. And because they have done that, they see no reason to leave Flock and want to achieve that every single year.

Adam Smith (27:32)

Yeah, that's great. think I really like the debate is the fact that it's that short term incentive. We're rewarding the right behaviors with a kind of shorter term view that ultimately if you do achieve that you're helping yourself in the longer term. So you kind of win twice over with it, which is great. Tom, I'll let you kind of finish up with our last question today. Just closing thoughts really for our DSPs from an underwriting perspective. If there's a couple of things you just want to leave people with from ⁓ that underwriting view, what would you kind of, what do you say?

Tom Rogers (28:03)

Yeah, I think probably hinted at this in this talk really. I've mentioned quite often that obviously picking a partner for the longer term where possible. I think there's been a lot of change in this space. Obviously, we've been quoting now for four years and continue to be quoting DSPs and want to remain very active. We've even launched long term agreements, three year long term agreements this year, more often some of our DSPs that already. So I don't think we're planning on going anywhere.

We want to partner you with a longer term. want to make savings. Ben's been hitting that home quite often in this talk. But, you know, we've got the steps. I think you can see in the portal where we keep showing it out, like, but you're getting claims reported quicker, reducing your costs will improve your claim experience. We're seeing it. It's proves in the pudding. And that will improve your price over time. I think there's a habit for the odd rogue quote to come out potentially. And it looks really, really appealing on the surface. So quite often we've seen historically that the foundations aren't there.

And that falls away and it causes all sorts of problems. So find the right partner, work out what you want. I think we mentioned that all along. Try and get as much of it as you can. Hopefully without, well, I'm definitely biased, but hopefully I'll give you all of the elements. And I think just make sure you don't lose too much and don't lose too much sleep and be overly stressed. Try and get the right partner. Sit down with your bro, cause talk to him about the product. Come and speak to us about our products. We talk about it all the time and we'll show you.

lot more detail if you like and can talk you through any elements you have questions on. yeah, find a partner, hopefully for the long term and don't get too stressed. I think it's the key one because I know it's a stressful period so and hopefully we can help.

Adam Smith (29:44)

Yeah, absolutely. Thanks. Yeah. Nice closing thoughts. I hopefully it comes across, but we know the space really well. I think we enjoy working in the space as well. You know, we really like helping customers. It's a mission statement on the wall of Flock to kind of make the world of Quantiflux 5 safer. But when you put that into practice, it's stuff like this where we actually give people the tools and work in really a partnership for you.

So yeah, hopefully that comes across and looking forward to getting in front of more DSPs and helping ultimately control insurance costs for the long term. So we're going to close it there. So really appreciate that. We're Bob on the half an hour. So yeah, really useful. Please reach out if you haven't already to your broker, get a session in with a team, we'd be more than happy to meet and yeah, helping you through what will be a busy insurance window for all. So we'll close it there. Tom, thanks very much. Ben, as always we'll reconvene again in future, I'm sure.

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