Insurance brokers who specialise in recreational vehicles will be accustomed to the fact that around this time each year the amount of leads they receive starts to decline. Generally, the peak season for the motorhome industry is the summer months (between June and August), however if the weather is mild throughout spring and potentially autumn brokers can benefit from a few extra leads before the traditional off-peak period.
While autumn may have begun there is something that affects the motorhome insurance market more than the changing of the seasons and that is children going back to school. In the last few weeks motorhome insurance brokers, manufacturers and even caravan parks would have started to see a decrease in demand as children go back to school for the new year. However, this doesn’t mean that there aren’t a number of high-quality leads out there that you can’t benefit from, they just may come from a different demographic.
For example, couples without children and retirees tend to prefer going on holiday during September and October due to the fact that popular destinations are usually quieter and potentially even cheaper to visit. Therefore, instead of receiving leads for families looking to take their annual motorhome holiday you are more likely to receive leads for a more discerning motorhomer that has experience when it comes to motorhome insurance and the type of cover they require.
What this means for insurance brokers is that they may have to work slightly harder over the next few weeks to gain the last few high-quality leads before winter begins. Customer service is therefore key here, especially when you consider the fact that retirees are generally happy to spend more on their holidays and therefore their motorhome insurance policies. However, this is not the only demographic that you will likely encounter over the next few weeks and months, as even though fewer people are planning on going away in their motorhomes a growing number are considering storing them for the winter.
Laid up cover will be one of the main insurance products that motorhome owners will be looking for over the next few months, especially if they own expensive models. Unfortunately, motorhomes can be prone to damage during the winter months from natural causes such as mould and damp, which means that most owners will be willing to purchase an extensive policy that will pay out should they find their vehicles are affected. Naturally, even though your customers will want to protect their motorhomes they will still be after a great deal, which means that you may have to advise them on how to reduce their laid up premiums.
Most consumers forget that risk exists regardless of whether their vehicles are on or off the road, in fact during the winter months motorhomes can be more prone to theft due to the fact that they are left untouched for an extensive period of time. You may therefore want to advise your customers that they should lock their motorhomes in a garage during the winter, or if this is not possible try and find a suitable storage facility. Generally, motorhomes are vulnerable when left on the roadside; not only to theft but also damage caused by other road users who may cause accidents while driving past.
The autumn months can often be precarious for motorhome insurance brokers as it’s a time where consumers are less likely to purchase traditional motorhome insurance policies and focus on laid up cover or protection for late holidays instead. As a broker you should not dismiss the value of such leads as they can help your cash flow during the months where leads will fall to yearly lows. It may also be advisable to investigate the types of holidays that some motorhome owners will be willing to take in the colder months, such as skiing holidays, and then cater your services to them.
The fact that insurance leads for recreational vehicles decrease during the autumn and winter months is something that brokers have to accept, however what they don’t have to accept it that there is no way they can adapt their businesses to find niches in the market that can help them succeed through previously believed ‘difficult’ periods.
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