{"version":"1.0.0","segments":[{"speaker":"Dan Wentz","startTime":22.378999999999998,"endTime":25.769,"body":"Is there a smoother"},{"speaker":"Dan Wentz","startTime":22.378999999999998,"endTime":25.769,"body":"ride ahead for primary auto? In"},{"speaker":"Dan Wentz","startTime":25.769,"endTime":28.799,"body":"this episode of the podcast we"},{"speaker":"Dan Wentz","startTime":25.769,"endTime":28.799,"body":"talked with two transportation"},{"speaker":"Dan Wentz","startTime":28.799,"endTime":32.159,"body":"specialists from CRC group to"},{"speaker":"Dan Wentz","startTime":28.799,"endTime":32.159,"body":"discover the latest trends in"},{"speaker":"Dan Wentz","startTime":32.159,"endTime":35.549,"body":"trucking and commercial auto."},{"speaker":"Dan Wentz","startTime":32.159,"endTime":35.549,"body":"Pete Feeney lead CRC"},{"speaker":"Dan Wentz","startTime":35.549,"endTime":38.549,"body":"transportation as regional"},{"speaker":"Dan Wentz","startTime":35.549,"endTime":38.549,"body":"director is located in"},{"speaker":"Dan Wentz","startTime":38.549,"endTime":41.729,"body":"Scarborough, Maine. Law Stewart"},{"speaker":"Dan Wentz","startTime":38.549,"endTime":41.729,"body":"Brown is the Senior Vice"},{"speaker":"Dan Wentz","startTime":41.729,"endTime":45.748999999999995,"body":"President and Senior broker and"},{"speaker":"Dan Wentz","startTime":41.729,"endTime":45.748999999999995,"body":"CRC transportation Southwest"},{"speaker":"Dan Wentz","startTime":45.748999999999995,"endTime":49.169,"body":"regional manager. We'll check in"},{"speaker":"Dan Wentz","startTime":45.748999999999995,"endTime":49.169,"body":"with him both next, right here"},{"speaker":"Dan Wentz","startTime":49.199,"endTime":53.159,"body":"on the placing you first"},{"speaker":"Dan Wentz","startTime":49.199,"endTime":53.159,"body":"podcast. This is the placing you"},{"speaker":"Dan Wentz","startTime":53.159,"endTime":57.32899999999999,"body":"first podcast I'm Dan Wentz. And"},{"speaker":"Dan Wentz","startTime":53.159,"endTime":57.32899999999999,"body":"this podcast features news and"},{"speaker":"Dan Wentz","startTime":57.32899999999999,"endTime":60.929,"body":"insights from CRC his vast"},{"speaker":"Dan Wentz","startTime":57.32899999999999,"endTime":60.929,"body":"knowledge base of 2000 plus"},{"speaker":"Dan Wentz","startTime":60.929,"endTime":64.499,"body":"associates who write in excess"},{"speaker":"Dan Wentz","startTime":60.929,"endTime":64.499,"body":"of $10 billion of freemium"},{"speaker":"Dan Wentz","startTime":64.499,"endTime":67.199,"body":"annually, and we're giving you"},{"speaker":"Dan Wentz","startTime":64.499,"endTime":67.199,"body":"insider access to what's"},{"speaker":"Dan Wentz","startTime":67.199,"endTime":70.529,"body":"happening in our company and the"},{"speaker":"Dan Wentz","startTime":67.199,"endTime":70.529,"body":"types of insurance we place."},{"speaker":"Dan Wentz","startTime":70.739,"endTime":73.829,"body":"This is the placing you first"},{"speaker":"Dan Wentz","startTime":70.739,"endTime":73.829,"body":"podcast."},{"speaker":"Dan Wentz","startTime":76.56,"endTime":80.37,"body":"Okay, so we're joined by Pete"},{"speaker":"Dan Wentz","startTime":76.56,"endTime":80.37,"body":"Feeney and Stuart Brown, both"},{"speaker":"Dan Wentz","startTime":80.42999999999999,"endTime":84.87,"body":"great transportation producers"},{"speaker":"Dan Wentz","startTime":80.42999999999999,"endTime":84.87,"body":"with us here at CRC group wanted"},{"speaker":"Dan Wentz","startTime":84.87,"endTime":87.06,"body":"to pick their brains a little"},{"speaker":"Dan Wentz","startTime":84.87,"endTime":87.06,"body":"bit about what's going on in the"},{"speaker":"Dan Wentz","startTime":87.06,"endTime":91.8,"body":"primary auto market. A lot has"},{"speaker":"Dan Wentz","startTime":87.06,"endTime":91.8,"body":"happened in the past 12 months,"},{"speaker":"Dan Wentz","startTime":91.83,"endTime":96.3,"body":"the pandemic, its effects on"},{"speaker":"Dan Wentz","startTime":91.83,"endTime":96.3,"body":"transportation at large. I'm"},{"speaker":"Dan Wentz","startTime":96.3,"endTime":100.14,"body":"interested in what you guys have"},{"speaker":"Dan Wentz","startTime":96.3,"endTime":100.14,"body":"to what your opinion is on the"},{"speaker":"Dan Wentz","startTime":100.14,"endTime":102.51,"body":"primary auto market right now."},{"speaker":"Dan Wentz","startTime":100.14,"endTime":102.51,"body":"And if we could, let's start"},{"speaker":"Dan Wentz","startTime":102.51,"endTime":106.17,"body":"with P. P, what's going on? What"},{"speaker":"Dan Wentz","startTime":102.51,"endTime":106.17,"body":"are you guys seeing? Well, right"},{"speaker":"Dan Wentz","startTime":106.17,"endTime":110.58,"body":"now, we're seeing kind of the"},{"speaker":"Dan Wentz","startTime":106.17,"endTime":110.58,"body":"freight levels are back to the"},{"speaker":"Dan Wentz","startTime":111.12,"endTime":114.69,"body":"where they were pre pandemic,"},{"speaker":"Dan Wentz","startTime":111.12,"endTime":114.69,"body":"which is great. So we're seeing"},{"speaker":"Dan Wentz","startTime":114.69,"endTime":117.21000000000001,"body":"a nice bounce back. And"},{"speaker":"Dan Wentz","startTime":114.69,"endTime":117.21000000000001,"body":"certainly in the long haul"},{"speaker":"Dan Wentz","startTime":117.21000000000001,"endTime":118.41,"body":"transportation segment."},{"speaker":"Pete Feeney","startTime":119.46000000000001,"endTime":123.15,"body":"As everybody knows,"},{"speaker":"Pete Feeney","startTime":119.46000000000001,"endTime":123.15,"body":"when pandemic hit a year ago, we"},{"speaker":"Pete Feeney","startTime":123.15,"endTime":127.35000000000001,"body":"saw just a quick drop in"},{"speaker":"Pete Feeney","startTime":123.15,"endTime":127.35000000000001,"body":"freight, you know, the economy"},{"speaker":"Pete Feeney","startTime":127.35000000000001,"endTime":131.91,"body":"came to a halt. motor carriers"},{"speaker":"Pete Feeney","startTime":127.35000000000001,"endTime":131.91,"body":"had depart vehicles, it was a"},{"speaker":"Pete Feeney","startTime":132.93,"endTime":135.96,"body":"very difficult time, but we"},{"speaker":"Pete Feeney","startTime":132.93,"endTime":135.96,"body":"actually start quite a bit of"},{"speaker":"Pete Feeney","startTime":136.07999999999998,"endTime":141.48,"body":"bounce back in the second half"},{"speaker":"Pete Feeney","startTime":136.07999999999998,"endTime":141.48,"body":"of 2020. And into 2021. Right"},{"speaker":"Pete Feeney","startTime":141.48,"endTime":144.81,"body":"now, freight levels are good."},{"speaker":"Pete Feeney","startTime":141.48,"endTime":144.81,"body":"We're still in an increasing"},{"speaker":"Pete Feeney","startTime":144.81,"endTime":148.92,"body":"rate environment. marketplace is"},{"speaker":"Pete Feeney","startTime":144.81,"endTime":148.92,"body":"still pushing rate, I would say"},{"speaker":"Pete Feeney","startTime":150.06,"endTime":153.98999999999998,"body":"mid single digits to low double"},{"speaker":"Pete Feeney","startTime":150.06,"endTime":153.98999999999998,"body":"digits, depending on the quality"},{"speaker":"Pete Feeney","startTime":153.98999999999998,"endTime":157.38,"body":"of the account. We are seeing"},{"speaker":"Pete Feeney","startTime":153.98999999999998,"endTime":157.38,"body":"increased competition."},{"speaker":"Dan Wentz","startTime":158.13,"endTime":160.41,"body":"That's great. And"},{"speaker":"Dan Wentz","startTime":158.13,"endTime":160.41,"body":"steward. You know, are you"},{"speaker":"Dan Wentz","startTime":160.41,"endTime":163.2,"body":"seeing the same thing? Or"},{"speaker":"Dan Wentz","startTime":160.41,"endTime":163.2,"body":"things? Uh, you know, you're out"},{"speaker":"Dan Wentz","startTime":163.2,"endTime":166.95,"body":"there in Seattle? What's going"},{"speaker":"Dan Wentz","startTime":163.2,"endTime":166.95,"body":"on? What do you What's your"},{"speaker":"Dan Wentz","startTime":166.95,"endTime":168.26999999999998,"body":"opinion on what's going on right"},{"speaker":"Dan Wentz","startTime":166.95,"endTime":168.26999999999998,"body":"now?"},{"speaker":"Stewart Brown","startTime":169.2,"endTime":172.38,"body":"Yeah, we're"},{"speaker":"Stewart Brown","startTime":169.2,"endTime":172.38,"body":"definitely seeing still carriers"},{"speaker":"Stewart Brown","startTime":172.38,"endTime":175.67999999999998,"body":"continuing to push rate on the"},{"speaker":"Stewart Brown","startTime":172.38,"endTime":175.67999999999998,"body":"renewals, we're definitely"},{"speaker":"Stewart Brown","startTime":175.67999999999998,"endTime":180.54,"body":"seeing increased competition. I"},{"speaker":"Stewart Brown","startTime":175.67999999999998,"endTime":180.54,"body":"think it's combination of some,"},{"speaker":"Stewart Brown","startTime":180.89999999999998,"endTime":184.79999999999998,"body":"you know, slightly improving"},{"speaker":"Stewart Brown","startTime":180.89999999999998,"endTime":184.79999999999998,"body":"loss ratios in some cases, and"},{"speaker":"Stewart Brown","startTime":184.79999999999998,"endTime":189.06,"body":"then getting, you know, beat up"},{"speaker":"Stewart Brown","startTime":184.79999999999998,"endTime":189.06,"body":"a little bit in premium writing."},{"speaker":"Stewart Brown","startTime":189.06,"endTime":192.11999999999998,"body":"And some of the carriers are"},{"speaker":"Stewart Brown","startTime":189.06,"endTime":192.11999999999998,"body":"trying to make up some of that"},{"speaker":"Stewart Brown","startTime":192.14999999999998,"endTime":196.61999999999998,"body":"in, in writing new business"},{"speaker":"Stewart Brown","startTime":192.14999999999998,"endTime":196.61999999999998,"body":"renewals continue to see a lot"},{"speaker":"Stewart Brown","startTime":196.61999999999998,"endTime":201.63,"body":"of pressure from competition"},{"speaker":"Stewart Brown","startTime":196.61999999999998,"endTime":201.63,"body":"with the incumbent carriers"},{"speaker":"Stewart Brown","startTime":201.63,"endTime":206.64,"body":"trying to continue to push rate."},{"speaker":"Stewart Brown","startTime":201.63,"endTime":206.64,"body":"So a lot of renewals are moving"},{"speaker":"Stewart Brown","startTime":206.64,"endTime":210.83999999999997,"body":"from one carrier to another."},{"speaker":"Stewart Brown","startTime":206.64,"endTime":210.83999999999997,"body":"We're trying to maintain those"},{"speaker":"Stewart Brown","startTime":210.83999999999997,"endTime":214.14,"body":"as best we can and or find a"},{"speaker":"Stewart Brown","startTime":210.83999999999997,"endTime":214.14,"body":"different market to put them"},{"speaker":"Stewart Brown","startTime":214.14,"endTime":217.53,"body":"with if that's what needs to"},{"speaker":"Stewart Brown","startTime":214.14,"endTime":217.53,"body":"happen. And that's, that's a"},{"speaker":"Stewart Brown","startTime":217.53,"endTime":219.51,"body":"little bit different than what"},{"speaker":"Stewart Brown","startTime":217.53,"endTime":219.51,"body":"we've seen in the past couple of"},{"speaker":"Stewart Brown","startTime":219.51,"endTime":222.6,"body":"years. Yes, sir. Do you think"},{"speaker":"Stewart Brown","startTime":219.51,"endTime":222.6,"body":"that things are overall"},{"speaker":"Stewart Brown","startTime":222.6,"endTime":226.14,"body":"improving, or at least heading"},{"speaker":"Stewart Brown","startTime":222.6,"endTime":226.14,"body":"in that direction? I think it's"},{"speaker":"Stewart Brown","startTime":226.14,"endTime":229.58999999999997,"body":"probably improving somewhat,"},{"speaker":"Stewart Brown","startTime":226.14,"endTime":229.58999999999997,"body":"some of it has to do again, with"},{"speaker":"Stewart Brown","startTime":229.73999999999998,"endTime":234.03,"body":"the pandemic and the lack of"},{"speaker":"Stewart Brown","startTime":229.73999999999998,"endTime":234.03,"body":"travel on the roads for part of"},{"speaker":"Stewart Brown","startTime":234.03,"endTime":239.42999999999998,"body":"the year last year. In addition,"},{"speaker":"Stewart Brown","startTime":234.03,"endTime":239.42999999999998,"body":"there, there is more adaptation"},{"speaker":"Stewart Brown","startTime":239.42999999999998,"endTime":241.56,"body":"of telematics and cameras,"},{"speaker":"Stewart Brown","startTime":242.79,"endTime":248.42999999999998,"body":"cloud based cameras, for"},{"speaker":"Stewart Brown","startTime":242.79,"endTime":248.42999999999998,"body":"improving some of the the loss"},{"speaker":"Stewart Brown","startTime":248.42999999999998,"endTime":249.54,"body":"results. However,"},{"speaker":"Stewart Brown","startTime":250.92,"endTime":253.23,"body":"you know, the carriers are still"},{"speaker":"Stewart Brown","startTime":250.92,"endTime":253.23,"body":"struggling to make money in"},{"speaker":"Stewart Brown","startTime":253.23,"endTime":255.81,"body":"commercial auto. So we're still"},{"speaker":"Stewart Brown","startTime":253.23,"endTime":255.81,"body":"seeing some of that pressure in"},{"speaker":"Stewart Brown","startTime":255.81,"endTime":256.32,"body":"price."},{"speaker":"Dan Wentz","startTime":256.92,"endTime":259.8,"body":"So Peter, you see in"},{"speaker":"Dan Wentz","startTime":256.92,"endTime":259.8,"body":"competition from carriers"},{"speaker":"Dan Wentz","startTime":259.8,"endTime":263.43,"body":"increasing? And specifically,"},{"speaker":"Dan Wentz","startTime":259.8,"endTime":263.43,"body":"you know, like on what type of"},{"speaker":"Dan Wentz","startTime":263.43,"endTime":264.15,"body":"risks?"},{"speaker":"Pete Feeney","startTime":264.3,"endTime":267.36,"body":"Yeah, absolutely. I"},{"speaker":"Pete Feeney","startTime":264.3,"endTime":267.36,"body":"mean, I think, certainly in the"},{"speaker":"Pete Feeney","startTime":267.42,"endTime":270.66,"body":"in a better than average"},{"speaker":"Pete Feeney","startTime":267.42,"endTime":270.66,"body":"category. We're definitely"},{"speaker":"Pete Feeney","startTime":270.66,"endTime":273.93,"body":"seeing more competition this"},{"speaker":"Pete Feeney","startTime":270.66,"endTime":273.93,"body":"year than we saw last year. I"},{"speaker":"Pete Feeney","startTime":273.93,"endTime":275.73,"body":"think it's important to note"},{"speaker":"Pete Feeney","startTime":273.93,"endTime":275.73,"body":"too, when you when you think"},{"speaker":"Pete Feeney","startTime":275.73,"endTime":278.49,"body":"about the pandemic last year, I"},{"speaker":"Pete Feeney","startTime":275.73,"endTime":278.49,"body":"think most motor carriers out"},{"speaker":"Pete Feeney","startTime":278.49,"endTime":281.15999999999997,"body":"there had a lot on their plate,"},{"speaker":"Pete Feeney","startTime":278.49,"endTime":281.15999999999997,"body":"whether they were losing"},{"speaker":"Pete Feeney","startTime":281.15999999999997,"endTime":285.09,"body":"freight, because they weren't"},{"speaker":"Pete Feeney","startTime":281.15999999999997,"endTime":285.09,"body":"carrying essential goods, or"},{"speaker":"Pete Feeney","startTime":285.57,"endTime":288.15,"body":"they were picking up additional"},{"speaker":"Pete Feeney","startTime":285.57,"endTime":288.15,"body":"freight because they didn't have"},{"speaker":"Pete Feeney","startTime":288.15,"endTime":291.39,"body":"the capacity to carry essential"},{"speaker":"Pete Feeney","startTime":288.15,"endTime":291.39,"body":"goods. And that's due to take"},{"speaker":"Pete Feeney","startTime":291.39,"endTime":295.02,"body":"more. A lot of carriers didn't"},{"speaker":"Pete Feeney","startTime":291.39,"endTime":295.02,"body":"market their business last year."},{"speaker":"Pete Feeney","startTime":295.44,"endTime":299.72999999999996,"body":"And, you know, they went through"},{"speaker":"Pete Feeney","startTime":295.44,"endTime":299.72999999999996,"body":"this in the carriers that came"},{"speaker":"Pete Feeney","startTime":299.72999999999996,"endTime":302.09999999999997,"body":"through it are on pretty solid"},{"speaker":"Pete Feeney","startTime":299.72999999999996,"endTime":302.09999999999997,"body":"ground now. But they're"},{"speaker":"Pete Feeney","startTime":302.09999999999997,"endTime":305.46,"body":"marketing their business and"},{"speaker":"Pete Feeney","startTime":302.09999999999997,"endTime":305.46,"body":"make no mistake about it. If"},{"speaker":"Pete Feeney","startTime":305.46,"endTime":309.53999999999996,"body":"you're good account, good driver"},{"speaker":"Pete Feeney","startTime":305.46,"endTime":309.53999999999996,"body":"profile, good loss history."},{"speaker":"Pete Feeney","startTime":310.26,"endTime":313.11,"body":"There's plenty of capacity out"},{"speaker":"Pete Feeney","startTime":310.26,"endTime":313.11,"body":"there that wants to quote your"},{"speaker":"Pete Feeney","startTime":313.11,"endTime":316.26,"body":"business. And so we're seeing"},{"speaker":"Pete Feeney","startTime":313.11,"endTime":316.26,"body":"increased competition on those"},{"speaker":"Pete Feeney","startTime":316.26,"endTime":319.97999999999996,"body":"types of accounts, both non"},{"speaker":"Pete Feeney","startTime":316.26,"endTime":319.97999999999996,"body":"fleet and fleet and certainly"},{"speaker":"Pete Feeney","startTime":320.13,"endTime":322.14,"body":"more so in the fleet space"},{"speaker":"Pete Feeney","startTime":320.13,"endTime":322.14,"body":"because"},{"speaker":"Pete Feeney","startTime":322.32,"endTime":325.22999999999996,"body":"You know the fleets are, or"},{"speaker":"Pete Feeney","startTime":322.32,"endTime":325.22999999999996,"body":"there's larger premiums"},{"speaker":"Pete Feeney","startTime":325.22999999999996,"endTime":328.77,"body":"involved, their fleets tend to"},{"speaker":"Pete Feeney","startTime":325.22999999999996,"endTime":328.77,"body":"have better safety practices."},{"speaker":"Pete Feeney","startTime":328.92,"endTime":331.92,"body":"And as Stuart alluded to, you"},{"speaker":"Pete Feeney","startTime":328.92,"endTime":331.92,"body":"know, you're gonna see more"},{"speaker":"Pete Feeney","startTime":331.92,"endTime":336.99,"body":"telematics on the fleet side."},{"speaker":"Pete Feeney","startTime":331.92,"endTime":336.99,"body":"And each year we pass, we'll see"},{"speaker":"Pete Feeney","startTime":336.99,"endTime":340.62,"body":"more and more telematics get"},{"speaker":"Pete Feeney","startTime":336.99,"endTime":340.62,"body":"into the fleet space. still kind"},{"speaker":"Pete Feeney","startTime":340.62,"endTime":345.36,"body":"of early in that process. But"},{"speaker":"Pete Feeney","startTime":340.62,"endTime":345.36,"body":"But every year, you see more of"},{"speaker":"Pete Feeney","startTime":345.36,"endTime":345.65999999999997,"body":"them."},{"speaker":"Dan Wentz","startTime":345.75,"endTime":349.83,"body":"Stuart, are you"},{"speaker":"Dan Wentz","startTime":345.75,"endTime":349.83,"body":"seeing that? The competition is"},{"speaker":"Dan Wentz","startTime":349.86,"endTime":354.18,"body":"helping rates so far is are we"},{"speaker":"Dan Wentz","startTime":349.86,"endTime":354.18,"body":"still a little bit off from"},{"speaker":"Dan Wentz","startTime":354.18,"endTime":354.53999999999996,"body":"that?"},{"speaker":"Stewart Brown","startTime":354.65999999999997,"endTime":358.40999999999997,"body":"Yeah, I mean, I"},{"speaker":"Stewart Brown","startTime":354.65999999999997,"endTime":358.40999999999997,"body":"think that, in some cases, you"},{"speaker":"Stewart Brown","startTime":358.40999999999997,"endTime":361.68,"body":"know, we might be talking about"},{"speaker":"Stewart Brown","startTime":358.40999999999997,"endTime":361.68,"body":"still a rate increase from year"},{"speaker":"Stewart Brown","startTime":361.68,"endTime":366.0,"body":"to year overall, for the"},{"speaker":"Stewart Brown","startTime":361.68,"endTime":366.0,"body":"insured. However, instead of a"},{"speaker":"Stewart Brown","startTime":366.03,"endTime":370.2,"body":"15, or 20%, increase, it might"},{"speaker":"Stewart Brown","startTime":366.03,"endTime":370.2,"body":"be a five or a 7% increase,"},{"speaker":"Stewart Brown","startTime":370.65,"endTime":374.61,"body":"because of competition. So there"},{"speaker":"Stewart Brown","startTime":370.65,"endTime":374.61,"body":"might be some improvement rates."},{"speaker":"Stewart Brown","startTime":374.61,"endTime":377.94,"body":"But let's, let's not get"},{"speaker":"Stewart Brown","startTime":374.61,"endTime":377.94,"body":"confused with that versus, you"},{"speaker":"Stewart Brown","startTime":377.94,"endTime":381.93,"body":"know, a year over year price"},{"speaker":"Stewart Brown","startTime":377.94,"endTime":381.93,"body":"differential, we're still seeing"},{"speaker":"Stewart Brown","startTime":382.17,"endTime":385.22999999999996,"body":"some of those rate increases,"},{"speaker":"Stewart Brown","startTime":382.17,"endTime":385.22999999999996,"body":"even if they're a little less"},{"speaker":"Stewart Brown","startTime":385.22999999999996,"endTime":387.57,"body":"aggressive than they were in"},{"speaker":"Stewart Brown","startTime":385.22999999999996,"endTime":387.57,"body":"previous years, I think on the"},{"speaker":"Stewart Brown","startTime":387.57,"endTime":390.9,"body":"distressed business, that's"},{"speaker":"Stewart Brown","startTime":387.57,"endTime":390.9,"body":"certainly the case where we were"},{"speaker":"Stewart Brown","startTime":391.11,"endTime":396.06,"body":"regularly seeing 15 30%"},{"speaker":"Stewart Brown","startTime":391.11,"endTime":396.06,"body":"increases on accounts year over"},{"speaker":"Stewart Brown","startTime":396.06,"endTime":399.99,"body":"year. Now, that's, that's become"},{"speaker":"Stewart Brown","startTime":396.06,"endTime":399.99,"body":"more commonplace in the 10 or"},{"speaker":"Stewart Brown","startTime":399.99,"endTime":404.15999999999997,"body":"15% range. And then in some"},{"speaker":"Stewart Brown","startTime":399.99,"endTime":404.15999999999997,"body":"cases, as we mentioned earlier,"},{"speaker":"Stewart Brown","startTime":405.06,"endTime":409.8,"body":"we are seeing some, you know,"},{"speaker":"Stewart Brown","startTime":405.06,"endTime":409.8,"body":"flat renewals or flat rate"},{"speaker":"Stewart Brown","startTime":409.8,"endTime":413.88,"body":"changes for the client because"},{"speaker":"Stewart Brown","startTime":409.8,"endTime":413.88,"body":"of competition, either the"},{"speaker":"Stewart Brown","startTime":413.88,"endTime":416.55,"body":"incumbent, you know, trying to"},{"speaker":"Stewart Brown","startTime":413.88,"endTime":416.55,"body":"keep the business in keeping the"},{"speaker":"Stewart Brown","startTime":416.55,"endTime":419.82,"body":"rates flat, or competition,"},{"speaker":"Stewart Brown","startTime":416.55,"endTime":419.82,"body":"knowing what was out there last"},{"speaker":"Stewart Brown","startTime":419.82,"endTime":423.42,"body":"year, and trying to match up"},{"speaker":"Stewart Brown","startTime":419.82,"endTime":423.42,"body":"with that and try to write a"},{"speaker":"Stewart Brown","startTime":423.42,"endTime":424.14,"body":"piece of new business"},{"speaker":"Dan Wentz","startTime":424.14,"endTime":427.2,"body":"about, that's great."},{"speaker":"Dan Wentz","startTime":424.14,"endTime":427.2,"body":"What about capacity and"},{"speaker":"Dan Wentz","startTime":427.22999999999996,"endTime":428.76,"body":"underwriting? Right now?"},{"speaker":"Pete Feeney","startTime":429.21,"endTime":432.15,"body":"Pete, you want to"},{"speaker":"Pete Feeney","startTime":429.21,"endTime":432.15,"body":"take that one? Sure. Yeah, I"},{"speaker":"Pete Feeney","startTime":432.15,"endTime":435.45,"body":"think there's plenty of capacity"},{"speaker":"Pete Feeney","startTime":432.15,"endTime":435.45,"body":"in the marketplace. And I would"},{"speaker":"Pete Feeney","startTime":435.45,"endTime":438.53999999999996,"body":"say that goes all across the"},{"speaker":"Pete Feeney","startTime":435.45,"endTime":438.53999999999996,"body":"board, both in the distressed"},{"speaker":"Pete Feeney","startTime":438.53999999999996,"endTime":443.90999999999997,"body":"area. And in the Better Business"},{"speaker":"Pete Feeney","startTime":438.53999999999996,"endTime":443.90999999999997,"body":"or the standard area, there's"},{"speaker":"Pete Feeney","startTime":443.90999999999997,"endTime":446.58,"body":"plenty of capacity, you know,"},{"speaker":"Pete Feeney","startTime":443.90999999999997,"endTime":446.58,"body":"rate levels right now are as"},{"speaker":"Pete Feeney","startTime":446.58,"endTime":450.21,"body":"high as we've ever seen them"},{"speaker":"Pete Feeney","startTime":446.58,"endTime":450.21,"body":"think about, you know, per unit"},{"speaker":"Pete Feeney","startTime":450.36,"endTime":454.46999999999997,"body":"premium levels. And and that's"},{"speaker":"Pete Feeney","startTime":450.36,"endTime":454.46999999999997,"body":"attracting capacity. And if you"},{"speaker":"Pete Feeney","startTime":454.46999999999997,"endTime":458.03999999999996,"body":"look at, you know, from a loss"},{"speaker":"Pete Feeney","startTime":454.46999999999997,"endTime":458.03999999999996,"body":"standpoint, for the industry,"},{"speaker":"Pete Feeney","startTime":458.15999999999997,"endTime":462.47999999999996,"body":"the industry hasn't made a"},{"speaker":"Pete Feeney","startTime":458.15999999999997,"endTime":462.47999999999996,"body":"underwriting profit since 2010."},{"speaker":"Pete Feeney","startTime":463.08,"endTime":469.14,"body":"Now, we saw the results come in,"},{"speaker":"Pete Feeney","startTime":463.08,"endTime":469.14,"body":"for 20, around about 102, less"},{"speaker":"Pete Feeney","startTime":469.14,"endTime":473.43,"body":"than 102 combined ratio, still"},{"speaker":"Pete Feeney","startTime":469.14,"endTime":473.43,"body":"not under 100, quite a bit"},{"speaker":"Pete Feeney","startTime":473.43,"endTime":478.56,"body":"better than the 109, that was"},{"speaker":"Pete Feeney","startTime":473.43,"endTime":478.56,"body":"posted in 2019. But again, that"},{"speaker":"Pete Feeney","startTime":478.59,"endTime":482.64,"body":"was really driven by, you know,"},{"speaker":"Pete Feeney","startTime":478.59,"endTime":482.64,"body":"dropping frequency because there"},{"speaker":"Pete Feeney","startTime":482.64,"endTime":485.88,"body":"wasn't as much traffic on the"},{"speaker":"Pete Feeney","startTime":482.64,"endTime":485.88,"body":"road. So will that replicate"},{"speaker":"Pete Feeney","startTime":485.88,"endTime":491.67,"body":"itself in 2021? That remains to"},{"speaker":"Pete Feeney","startTime":485.88,"endTime":491.67,"body":"be seen. But roll that all up."},{"speaker":"Pete Feeney","startTime":491.67,"endTime":494.19,"body":"And there's plenty of capacity,"},{"speaker":"Pete Feeney","startTime":491.67,"endTime":494.19,"body":"there's plenty of players out"},{"speaker":"Pete Feeney","startTime":494.19,"endTime":498.71999999999997,"body":"there, there's people that are"},{"speaker":"Pete Feeney","startTime":494.19,"endTime":498.71999999999997,"body":"entering the marketplace. You"},{"speaker":"Pete Feeney","startTime":498.71999999999997,"endTime":501.09,"body":"know, all that being said, we're"},{"speaker":"Pete Feeney","startTime":498.71999999999997,"endTime":501.09,"body":"still in an increasing rate"},{"speaker":"Pete Feeney","startTime":501.09,"endTime":504.18,"body":"environment, there's a lot of"},{"speaker":"Pete Feeney","startTime":501.09,"endTime":504.18,"body":"competition on the new bid side,"},{"speaker":"Pete Feeney","startTime":504.45,"endTime":506.82,"body":"there are instances out there"},{"speaker":"Pete Feeney","startTime":504.45,"endTime":506.82,"body":"where you'll you'll find a"},{"speaker":"Pete Feeney","startTime":507.09,"endTime":510.21,"body":"really good account that will"},{"speaker":"Pete Feeney","startTime":507.09,"endTime":510.21,"body":"see a year over year decrease."},{"speaker":"Pete Feeney","startTime":510.96,"endTime":513.9,"body":"For the most part, like Stuart"},{"speaker":"Pete Feeney","startTime":510.96,"endTime":513.9,"body":"just mentioned, it's more along"},{"speaker":"Pete Feeney","startTime":513.9,"endTime":516.36,"body":"the lines of the account that"},{"speaker":"Pete Feeney","startTime":513.9,"endTime":516.36,"body":"was getting, you know, 15%"},{"speaker":"Pete Feeney","startTime":516.75,"endTime":519.66,"body":"increase that ends up moving"},{"speaker":"Pete Feeney","startTime":516.75,"endTime":519.66,"body":"covered somewhere else ends up"},{"speaker":"Pete Feeney","startTime":519.66,"endTime":521.34,"body":"with a two or 3% increase."},{"speaker":"Dan Wentz","startTime":521.73,"endTime":524.4300000000001,"body":"So what about some of"},{"speaker":"Dan Wentz","startTime":521.73,"endTime":524.4300000000001,"body":"these issues, you guys have"},{"speaker":"Dan Wentz","startTime":524.4300000000001,"endTime":529.83,"body":"mentioned, telematics a lot of"},{"speaker":"Dan Wentz","startTime":524.4300000000001,"endTime":529.83,"body":"bunch stir, do you want to kind"},{"speaker":"Dan Wentz","startTime":529.83,"endTime":532.65,"body":"of go into that a little bit and"},{"speaker":"Dan Wentz","startTime":529.83,"endTime":532.65,"body":"expand on that exactly what that"},{"speaker":"Dan Wentz","startTime":532.65,"endTime":533.85,"body":"is and what that means?"},{"speaker":"Stewart Brown","startTime":534.36,"endTime":538.71,"body":"Sure. telematics,"},{"speaker":"Stewart Brown","startTime":534.36,"endTime":538.71,"body":"specifically, meaning things,"},{"speaker":"Stewart Brown","startTime":538.74,"endTime":543.1800000000001,"body":"you know, with the adaptation of"},{"speaker":"Stewart Brown","startTime":538.74,"endTime":543.1800000000001,"body":"the electronic driver logs, a"},{"speaker":"Stewart Brown","startTime":543.1800000000001,"endTime":547.32,"body":"lot of that got integrated with"},{"speaker":"Stewart Brown","startTime":543.1800000000001,"endTime":547.32,"body":"GPS systems, that monitors"},{"speaker":"Stewart Brown","startTime":547.32,"endTime":551.94,"body":"location, and speed and all"},{"speaker":"Stewart Brown","startTime":547.32,"endTime":551.94,"body":"those kinds of things. So that"},{"speaker":"Stewart Brown","startTime":551.94,"endTime":556.5600000000001,"body":"would be the the non video"},{"speaker":"Stewart Brown","startTime":551.94,"endTime":556.5600000000001,"body":"capabilities of"},{"speaker":"Stewart Brown","startTime":557.61,"endTime":561.24,"body":"motor carrier operations, being"},{"speaker":"Stewart Brown","startTime":557.61,"endTime":561.24,"body":"able to monitor what their"},{"speaker":"Stewart Brown","startTime":561.24,"endTime":562.5,"body":"trucks and drivers are doing."},{"speaker":"Stewart Brown","startTime":563.58,"endTime":566.6400000000001,"body":"Now add to that we would have"},{"speaker":"Stewart Brown","startTime":563.58,"endTime":566.6400000000001,"body":"the cloud based cameras, which"},{"speaker":"Stewart Brown","startTime":566.6400000000001,"endTime":571.83,"body":"are a lot of times paired with"},{"speaker":"Stewart Brown","startTime":566.6400000000001,"endTime":571.83,"body":"the telematics and that some are"},{"speaker":"Stewart Brown","startTime":571.83,"endTime":574.26,"body":"inward facing and outward facing"},{"speaker":"Stewart Brown","startTime":571.83,"endTime":574.26,"body":"and some are outward facing"},{"speaker":"Stewart Brown","startTime":574.26,"endTime":574.71,"body":"only."},{"speaker":"Stewart Brown","startTime":576.48,"endTime":579.2700000000001,"body":"And as Pete said, that's it's"},{"speaker":"Stewart Brown","startTime":576.48,"endTime":579.2700000000001,"body":"definitely more of a thing in"},{"speaker":"Stewart Brown","startTime":579.2700000000001,"endTime":582.99,"body":"the fleet side of things,"},{"speaker":"Stewart Brown","startTime":579.2700000000001,"endTime":582.99,"body":"especially in operations that"},{"speaker":"Stewart Brown","startTime":582.99,"endTime":587.22,"body":"are asset based where they own"},{"speaker":"Stewart Brown","startTime":582.99,"endTime":587.22,"body":"the trucks and they are hiring"},{"speaker":"Stewart Brown","startTime":587.22,"endTime":589.83,"body":"drivers. And it's a way for them"},{"speaker":"Stewart Brown","startTime":587.22,"endTime":589.83,"body":"to you know, monitor their"},{"speaker":"Stewart Brown","startTime":589.83,"endTime":593.5500000000001,"body":"workforce, monitor their trucks,"},{"speaker":"Stewart Brown","startTime":589.83,"endTime":593.5500000000001,"body":"see how they're performing,"},{"speaker":"Stewart Brown","startTime":593.5500000000001,"endTime":595.98,"body":"where they're driving, where"},{"speaker":"Stewart Brown","startTime":593.5500000000001,"endTime":595.98,"body":"they're going. And then of"},{"speaker":"Stewart Brown","startTime":595.98,"endTime":598.5600000000001,"body":"course, in the event of an"},{"speaker":"Stewart Brown","startTime":595.98,"endTime":598.5600000000001,"body":"accident, importantly, you know,"},{"speaker":"Stewart Brown","startTime":598.5600000000001,"endTime":600.9300000000001,"body":"what are the events that led up"},{"speaker":"Stewart Brown","startTime":598.5600000000001,"endTime":600.9300000000001,"body":"to the accident what happened"},{"speaker":"Stewart Brown","startTime":600.9300000000001,"endTime":603.57,"body":"during the accident and what's"},{"speaker":"Stewart Brown","startTime":600.9300000000001,"endTime":603.57,"body":"happened post accident with"},{"speaker":"Stewart Brown","startTime":603.57,"endTime":607.11,"body":"cameras and the telematics being"},{"speaker":"Stewart Brown","startTime":603.57,"endTime":607.11,"body":"able to monitor things like"},{"speaker":"Stewart Brown","startTime":607.1400000000001,"endTime":611.6700000000001,"body":"brake pressure or rapid braking"},{"speaker":"Stewart Brown","startTime":607.1400000000001,"endTime":611.6700000000001,"body":"and you know, or is it with the"},{"speaker":"Stewart Brown","startTime":611.6700000000001,"endTime":613.74,"body":"cameras, of course, the actual"},{"speaker":"Stewart Brown","startTime":611.6700000000001,"endTime":613.74,"body":"video evidence of what's"},{"speaker":"Stewart Brown","startTime":613.74,"endTime":614.1600000000001,"body":"happening."},{"speaker":"Dan Wentz","startTime":614.61,"endTime":616.9200000000001,"body":"And Stewart the the"},{"speaker":"Dan Wentz","startTime":614.61,"endTime":616.9200000000001,"body":"pandemics been mentioned a"},{"speaker":"Dan Wentz","startTime":616.9200000000001,"endTime":620.2800000000001,"body":"couple times as well. COVID and"},{"speaker":"Dan Wentz","startTime":616.9200000000001,"endTime":620.2800000000001,"body":"all that. I mean, it's it's"},{"speaker":"Dan Wentz","startTime":620.2800000000001,"endTime":622.44,"body":"slowly going away right now, but"},{"speaker":"Dan Wentz","startTime":622.71,"endTime":625.8000000000001,"body":"Did it have that big of an"},{"speaker":"Dan Wentz","startTime":622.71,"endTime":625.8000000000001,"body":"effects and really, I guess"},{"speaker":"Dan Wentz","startTime":625.8000000000001,"endTime":629.94,"body":"slowed down transportation"},{"speaker":"Dan Wentz","startTime":625.8000000000001,"endTime":629.94,"body":"enough that, you know that that"},{"speaker":"Dan Wentz","startTime":629.97,"endTime":633.57,"body":"insurance now is a little bit"},{"speaker":"Dan Wentz","startTime":629.97,"endTime":633.57,"body":"less expensive, or I guess the"},{"speaker":"Dan Wentz","startTime":633.7800000000001,"endTime":636.96,"body":"carriers were getting Well,"},{"speaker":"Dan Wentz","startTime":633.7800000000001,"endTime":636.96,"body":"we're having less losses last"},{"speaker":"Dan Wentz","startTime":636.96,"endTime":638.82,"body":"year because less people were on"},{"speaker":"Dan Wentz","startTime":636.96,"endTime":638.82,"body":"the road."},{"speaker":"Stewart Brown","startTime":639.48,"endTime":642.69,"body":"Sure, there was"},{"speaker":"Stewart Brown","startTime":639.48,"endTime":642.69,"body":"that aspect. And SP kind of"},{"speaker":"Stewart Brown","startTime":642.69,"endTime":644.82,"body":"alluded to a little bit, you"},{"speaker":"Stewart Brown","startTime":642.69,"endTime":644.82,"body":"know, right when, when"},{"speaker":"Stewart Brown","startTime":644.82,"endTime":647.6700000000001,"body":"everything got shut down,"},{"speaker":"Stewart Brown","startTime":644.82,"endTime":647.6700000000001,"body":"everybody was unsure of what was"},{"speaker":"Stewart Brown","startTime":647.6700000000001,"endTime":651.51,"body":"going to happen once they"},{"speaker":"Stewart Brown","startTime":647.6700000000001,"endTime":651.51,"body":"realized that, let's just say"},{"speaker":"Stewart Brown","startTime":651.51,"endTime":655.0500000000001,"body":"things like groceries and then"},{"speaker":"Stewart Brown","startTime":651.51,"endTime":655.0500000000001,"body":"later on in the pandemic, in the"},{"speaker":"Stewart Brown","startTime":655.0500000000001,"endTime":658.6800000000001,"body":"last six months, you know, Home"},{"speaker":"Stewart Brown","startTime":655.0500000000001,"endTime":658.6800000000001,"body":"Improvement goods, such as you"},{"speaker":"Stewart Brown","startTime":658.6800000000001,"endTime":663.4200000000001,"body":"know, building materials and"},{"speaker":"Stewart Brown","startTime":658.6800000000001,"endTime":663.4200000000001,"body":"things like that became not only"},{"speaker":"Stewart Brown","startTime":663.57,"endTime":667.08,"body":"backup to normal rate levels,"},{"speaker":"Stewart Brown","startTime":663.57,"endTime":667.08,"body":"but in fact, in some of these"},{"speaker":"Stewart Brown","startTime":667.08,"endTime":669.9000000000001,"body":"cases, increased freight levels"},{"speaker":"Stewart Brown","startTime":667.08,"endTime":669.9000000000001,"body":"for the costcos. And Home"},{"speaker":"Stewart Brown","startTime":669.9000000000001,"endTime":674.01,"body":"Depot's and in grocery stores of"},{"speaker":"Stewart Brown","startTime":669.9000000000001,"endTime":674.01,"body":"the world, we went from, you"},{"speaker":"Stewart Brown","startTime":674.01,"endTime":678.0600000000001,"body":"know, insurance companies having"},{"speaker":"Stewart Brown","startTime":674.01,"endTime":678.0600000000001,"body":"to you know, give back money on"},{"speaker":"Stewart Brown","startTime":678.0600000000001,"endTime":682.44,"body":"trucks that were either turned"},{"speaker":"Stewart Brown","startTime":678.0600000000001,"endTime":682.44,"body":"in or shut down or part and"},{"speaker":"Stewart Brown","startTime":682.59,"endTime":685.38,"body":"trying to help out insurance to"},{"speaker":"Stewart Brown","startTime":682.59,"endTime":685.38,"body":"stay in business to all of a"},{"speaker":"Stewart Brown","startTime":685.38,"endTime":688.59,"body":"sudden you seem insured's, not"},{"speaker":"Stewart Brown","startTime":685.38,"endTime":688.59,"body":"only adding all those vehicles"},{"speaker":"Stewart Brown","startTime":688.59,"endTime":691.59,"body":"back onto the schedule, but"},{"speaker":"Stewart Brown","startTime":688.59,"endTime":691.59,"body":"increasing some of their freight"},{"speaker":"Stewart Brown","startTime":691.59,"endTime":693.7800000000001,"body":"and things like that. So, you"},{"speaker":"Stewart Brown","startTime":691.59,"endTime":693.7800000000001,"body":"know, from the pandemic"},{"speaker":"Stewart Brown","startTime":693.7800000000001,"endTime":696.6,"body":"standpoint, there's been pluses"},{"speaker":"Stewart Brown","startTime":693.7800000000001,"endTime":696.6,"body":"and negatives, the negative of"},{"speaker":"Stewart Brown","startTime":696.6,"endTime":700.08,"body":"courses in the services such as"},{"speaker":"Stewart Brown","startTime":701.22,"endTime":704.58,"body":"the public auto sector, some of"},{"speaker":"Stewart Brown","startTime":701.22,"endTime":704.58,"body":"the other transportation sectors"},{"speaker":"Stewart Brown","startTime":704.58,"endTime":708.36,"body":"that aren't involved in for hire"},{"speaker":"Stewart Brown","startTime":704.58,"endTime":708.36,"body":"over the road trucking. There"},{"speaker":"Stewart Brown","startTime":708.36,"endTime":710.82,"body":"were also some things such as"},{"speaker":"Stewart Brown","startTime":708.36,"endTime":710.82,"body":"you know, sand and gravel"},{"speaker":"Stewart Brown","startTime":710.82,"endTime":712.38,"body":"haulers that were servicing"},{"speaker":"Stewart Brown","startTime":712.83,"endTime":715.95,"body":"contracts contracting"},{"speaker":"Stewart Brown","startTime":712.83,"endTime":715.95,"body":"operations, either on the"},{"speaker":"Stewart Brown","startTime":715.95,"endTime":719.13,"body":"homebuilding side, or even some"},{"speaker":"Stewart Brown","startTime":715.95,"endTime":719.13,"body":"of the public work sides, just,"},{"speaker":"Stewart Brown","startTime":719.1600000000001,"endTime":722.5200000000001,"body":"you know, road crews. You know,"},{"speaker":"Stewart Brown","startTime":719.1600000000001,"endTime":722.5200000000001,"body":"a lot of that was shut down for"},{"speaker":"Stewart Brown","startTime":722.5200000000001,"endTime":724.7700000000001,"body":"many, many months before, they"},{"speaker":"Stewart Brown","startTime":722.5200000000001,"endTime":724.7700000000001,"body":"just determined what they could"},{"speaker":"Stewart Brown","startTime":724.7700000000001,"endTime":727.5300000000001,"body":"do as far as getting employees"},{"speaker":"Stewart Brown","startTime":724.7700000000001,"endTime":727.5300000000001,"body":"back on the on the job site. So"},{"speaker":"Stewart Brown","startTime":727.8000000000001,"endTime":730.83,"body":"there were certain segments that"},{"speaker":"Stewart Brown","startTime":727.8000000000001,"endTime":730.83,"body":"were severely impacted. Others"},{"speaker":"Stewart Brown","startTime":730.83,"endTime":734.22,"body":"were just intermittently"},{"speaker":"Stewart Brown","startTime":730.83,"endTime":734.22,"body":"impacted early on and absence"},{"speaker":"Stewart Brown","startTime":734.22,"endTime":734.88,"body":"bounce back."},{"speaker":"Stewart Brown","startTime":736.3000000000001,"endTime":739.3000000000001,"body":"Totally fine. And in fact, in"},{"speaker":"Stewart Brown","startTime":736.3000000000001,"endTime":739.3000000000001,"body":"some cases, even higher."},{"speaker":"Dan Wentz","startTime":739.4200000000001,"endTime":742.12,"body":"And Pete, what about"},{"speaker":"Dan Wentz","startTime":739.4200000000001,"endTime":742.12,"body":"driver shortages? Does that play"},{"speaker":"Dan Wentz","startTime":742.12,"endTime":745.0,"body":"into to writing this type of"},{"speaker":"Dan Wentz","startTime":742.12,"endTime":745.0,"body":"insurance?"},{"speaker":"Pete Feeney","startTime":745.45,"endTime":748.1800000000001,"body":"Driver shortage has"},{"speaker":"Pete Feeney","startTime":745.45,"endTime":748.1800000000001,"body":"been a huge issue for the"},{"speaker":"Pete Feeney","startTime":748.1800000000001,"endTime":751.4200000000001,"body":"industry for years now. And I"},{"speaker":"Pete Feeney","startTime":748.1800000000001,"endTime":751.4200000000001,"body":"think one of the things we saw"},{"speaker":"Pete Feeney","startTime":751.4200000000001,"endTime":755.38,"body":"with the pandemic was simply"},{"speaker":"Pete Feeney","startTime":751.4200000000001,"endTime":755.38,"body":"that, you know, a lot of drivers"},{"speaker":"Pete Feeney","startTime":755.38,"endTime":760.48,"body":"that were on the older side,"},{"speaker":"Pete Feeney","startTime":755.38,"endTime":760.48,"body":"ultimately chose to retire and"},{"speaker":"Pete Feeney","startTime":760.48,"endTime":763.5400000000001,"body":"to step out of the workforce."},{"speaker":"Pete Feeney","startTime":760.48,"endTime":763.5400000000001,"body":"And so that caused an issue"},{"speaker":"Pete Feeney","startTime":763.75,"endTime":765.97,"body":"that's still having some"},{"speaker":"Pete Feeney","startTime":763.75,"endTime":765.97,"body":"reverberations. Now,"},{"speaker":"Pete Feeney","startTime":767.11,"endTime":771.3100000000001,"body":"you know, the reality is, it's"},{"speaker":"Pete Feeney","startTime":767.11,"endTime":771.3100000000001,"body":"hard to train drivers while"},{"speaker":"Pete Feeney","startTime":771.3100000000001,"endTime":774.5200000000001,"body":"driving schools were shut down"},{"speaker":"Pete Feeney","startTime":771.3100000000001,"endTime":774.5200000000001,"body":"through the pandemic, and"},{"speaker":"Pete Feeney","startTime":774.5200000000001,"endTime":777.46,"body":"they're just starting to open up"},{"speaker":"Pete Feeney","startTime":774.5200000000001,"endTime":777.46,"body":"again. So there's definitely a"},{"speaker":"Pete Feeney","startTime":777.46,"endTime":781.0600000000001,"body":"huge need for additional drivers"},{"speaker":"Pete Feeney","startTime":777.46,"endTime":781.0600000000001,"body":"in the industry. And I think"},{"speaker":"Pete Feeney","startTime":781.0600000000001,"endTime":784.8100000000001,"body":"that's going to continue to be"},{"speaker":"Pete Feeney","startTime":781.0600000000001,"endTime":784.8100000000001,"body":"an issue was foreseeable future."},{"speaker":"Dan Wentz","startTime":785.5,"endTime":788.9200000000001,"body":"So those are some of"},{"speaker":"Dan Wentz","startTime":785.5,"endTime":788.9200000000001,"body":"the big issues. What about"},{"speaker":"Dan Wentz","startTime":789.19,"endTime":793.12,"body":"clients, you know, our agents"},{"speaker":"Dan Wentz","startTime":789.19,"endTime":793.12,"body":"and our insurance, they're"},{"speaker":"Dan Wentz","startTime":793.12,"endTime":795.9100000000001,"body":"trying to position themselves"},{"speaker":"Dan Wentz","startTime":793.12,"endTime":795.9100000000001,"body":"for the best deal possible in a"},{"speaker":"Dan Wentz","startTime":796.0,"endTime":799.99,"body":"challenging rate environment"},{"speaker":"Dan Wentz","startTime":796.0,"endTime":799.99,"body":"that's hopefully improving? What"},{"speaker":"Dan Wentz","startTime":799.99,"endTime":803.5600000000001,"body":"can they be doing right now to"},{"speaker":"Dan Wentz","startTime":799.99,"endTime":803.5600000000001,"body":"best position themselves?"},{"speaker":"Stewart Brown","startTime":804.13,"endTime":807.5500000000001,"body":"Yeah, I think"},{"speaker":"Stewart Brown","startTime":804.13,"endTime":807.5500000000001,"body":"right now, the the best things"},{"speaker":"Stewart Brown","startTime":807.5500000000001,"endTime":811.87,"body":"are, first of all, working with"},{"speaker":"Stewart Brown","startTime":807.5500000000001,"endTime":811.87,"body":"your agent, this is for the"},{"speaker":"Stewart Brown","startTime":811.87,"endTime":814.72,"body":"motor carrier, of course, to be"},{"speaker":"Stewart Brown","startTime":811.87,"endTime":814.72,"body":"working with their agent work"},{"speaker":"Stewart Brown","startTime":814.72,"endTime":817.1500000000001,"body":"with an agent that knows what"},{"speaker":"Stewart Brown","startTime":814.72,"endTime":817.1500000000001,"body":"they're doing in the industry,"},{"speaker":"Stewart Brown","startTime":817.9000000000001,"endTime":821.5,"body":"prepare a very detailed"},{"speaker":"Stewart Brown","startTime":817.9000000000001,"endTime":821.5,"body":"submission, get all the"},{"speaker":"Stewart Brown","startTime":821.5,"endTime":824.98,"body":"information, that's, that's"},{"speaker":"Stewart Brown","startTime":821.5,"endTime":824.98,"body":"necessary and more information,"},{"speaker":"Stewart Brown","startTime":824.98,"endTime":828.61,"body":"the better. And then, of course,"},{"speaker":"Stewart Brown","startTime":824.98,"endTime":828.61,"body":"partnering with somebody like"},{"speaker":"Stewart Brown","startTime":828.6400000000001,"endTime":833.8000000000001,"body":"CRC, who knows the marketplace"},{"speaker":"Stewart Brown","startTime":828.6400000000001,"endTime":833.8000000000001,"body":"knows the markets to access can"},{"speaker":"Stewart Brown","startTime":833.8000000000001,"endTime":836.95,"body":"figure out if they fit better"},{"speaker":"Stewart Brown","startTime":833.8000000000001,"endTime":836.95,"body":"with, you know, a more preferred"},{"speaker":"Stewart Brown","startTime":836.95,"endTime":840.01,"body":"market, or perhaps a more"},{"speaker":"Stewart Brown","startTime":836.95,"endTime":840.01,"body":"distress based market based on"},{"speaker":"Stewart Brown","startTime":840.01,"endTime":843.13,"body":"the characteristics of the risk,"},{"speaker":"Stewart Brown","startTime":840.01,"endTime":843.13,"body":"and then work with the agents on"},{"speaker":"Stewart Brown","startTime":843.13,"endTime":848.1400000000001,"body":"how to get them from, you know,"},{"speaker":"Stewart Brown","startTime":843.13,"endTime":848.1400000000001,"body":"a, let's say, either"},{"speaker":"Stewart Brown","startTime":848.1400000000001,"endTime":850.63,"body":"unattractive, or moderately"},{"speaker":"Stewart Brown","startTime":848.1400000000001,"endTime":850.63,"body":"attractive account to a"},{"speaker":"Stewart Brown","startTime":850.63,"endTime":854.2900000000001,"body":"preferred account and get into"},{"speaker":"Stewart Brown","startTime":850.63,"endTime":854.2900000000001,"body":"the better markets, the better"},{"speaker":"Stewart Brown","startTime":854.2900000000001,"endTime":856.69,"body":"they can make their account,"},{"speaker":"Stewart Brown","startTime":854.2900000000001,"endTime":856.69,"body":"look, the certainly more"},{"speaker":"Stewart Brown","startTime":856.69,"endTime":858.61,"body":"competition they're going to"},{"speaker":"Stewart Brown","startTime":856.69,"endTime":858.61,"body":"have for their business, which"},{"speaker":"Stewart Brown","startTime":858.6700000000001,"endTime":861.46,"body":"would result in improved rates"},{"speaker":"Stewart Brown","startTime":858.6700000000001,"endTime":861.46,"body":"for that. If you"},{"speaker":"Dan Wentz","startTime":861.46,"endTime":863.47,"body":"What about our"},{"speaker":"Dan Wentz","startTime":861.46,"endTime":863.47,"body":"agents? What should they be"},{"speaker":"Dan Wentz","startTime":863.47,"endTime":865.6600000000001,"body":"doing? What should they be"},{"speaker":"Dan Wentz","startTime":863.47,"endTime":865.6600000000001,"body":"talking to their clients about?"},{"speaker":"Dan Wentz","startTime":865.6600000000001,"endTime":869.44,"body":"And what can they be doing, from"},{"speaker":"Dan Wentz","startTime":865.6600000000001,"endTime":869.44,"body":"their viewpoint to improve"},{"speaker":"Dan Wentz","startTime":869.44,"endTime":869.98,"body":"things?"},{"speaker":"Pete Feeney","startTime":870.01,"endTime":872.08,"body":"Yeah, I mean, I"},{"speaker":"Pete Feeney","startTime":870.01,"endTime":872.08,"body":"think they, you know, need to"},{"speaker":"Pete Feeney","startTime":872.08,"endTime":875.1400000000001,"body":"continue to talk to their agents"},{"speaker":"Pete Feeney","startTime":872.08,"endTime":875.1400000000001,"body":"about the rate environment, it's"},{"speaker":"Pete Feeney","startTime":875.1400000000001,"endTime":877.84,"body":"still an increasing rate"},{"speaker":"Pete Feeney","startTime":875.1400000000001,"endTime":877.84,"body":"environment, as Stewart just"},{"speaker":"Pete Feeney","startTime":877.84,"endTime":881.2,"body":"said, you know, safety is really"},{"speaker":"Pete Feeney","startTime":877.84,"endTime":881.2,"body":"the name of the game right now,"},{"speaker":"Pete Feeney","startTime":881.2900000000001,"endTime":885.9100000000001,"body":"if you look at the motor carrier"},{"speaker":"Pete Feeney","startTime":881.2900000000001,"endTime":885.9100000000001,"body":"of the insurance companies, that"},{"speaker":"Pete Feeney","startTime":885.9100000000001,"endTime":888.97,"body":"right motor carriers, you know,"},{"speaker":"Pete Feeney","startTime":885.9100000000001,"endTime":888.97,"body":"they've spent a great deal of"},{"speaker":"Pete Feeney","startTime":888.97,"endTime":892.84,"body":"time capital, developing their"},{"speaker":"Pete Feeney","startTime":888.97,"endTime":892.84,"body":"data, their analytics, their"},{"speaker":"Pete Feeney","startTime":893.0500000000001,"endTime":897.2800000000001,"body":"risk selection tools, they want"},{"speaker":"Pete Feeney","startTime":893.0500000000001,"endTime":897.2800000000001,"body":"to ensure accounts that are"},{"speaker":"Pete Feeney","startTime":897.2800000000001,"endTime":900.94,"body":"proactive from a loss control"},{"speaker":"Pete Feeney","startTime":897.2800000000001,"endTime":900.94,"body":"standpoint. So those accounts"},{"speaker":"Pete Feeney","startTime":901.1800000000001,"endTime":905.5,"body":"that are putting the time the"},{"speaker":"Pete Feeney","startTime":901.1800000000001,"endTime":905.5,"body":"effort the money back into their"},{"speaker":"Pete Feeney","startTime":905.5300000000001,"endTime":908.86,"body":"operations, and that's where the"},{"speaker":"Pete Feeney","startTime":905.5300000000001,"endTime":908.86,"body":"agents can really help out their"},{"speaker":"Pete Feeney","startTime":908.86,"endTime":911.2,"body":"insurance. You know, those"},{"speaker":"Pete Feeney","startTime":908.86,"endTime":911.2,"body":"accounts are going to be the"},{"speaker":"Pete Feeney","startTime":911.2,"endTime":914.1700000000001,"body":"accounts that are really"},{"speaker":"Pete Feeney","startTime":911.2,"endTime":914.1700000000001,"body":"competed for, and so agents"},{"speaker":"Pete Feeney","startTime":914.1700000000001,"endTime":915.9100000000001,"body":"should be talking to their"},{"speaker":"Pete Feeney","startTime":914.1700000000001,"endTime":915.9100000000001,"body":"accounts about that."},{"speaker":"Pete Feeney","startTime":916.9000000000001,"endTime":920.6800000000001,"body":"And I think most are, this is no"},{"speaker":"Pete Feeney","startTime":916.9000000000001,"endTime":920.6800000000001,"body":"surprise we've been in an"},{"speaker":"Pete Feeney","startTime":920.6800000000001,"endTime":922.2700000000001,"body":"increasing rate environment for"},{"speaker":"Pete Feeney","startTime":920.6800000000001,"endTime":922.2700000000001,"body":"a while."},{"speaker":"Pete Feeney","startTime":922.36,"endTime":926.26,"body":"By now, and I think those agents"},{"speaker":"Pete Feeney","startTime":922.36,"endTime":926.26,"body":"need to be working with with a"},{"speaker":"Pete Feeney","startTime":926.38,"endTime":930.01,"body":"wholesaler as the breadth of"},{"speaker":"Pete Feeney","startTime":926.38,"endTime":930.01,"body":"experience in the transportation"},{"speaker":"Pete Feeney","startTime":930.01,"endTime":931.9000000000001,"body":"market, but we do here at CRC."},{"speaker":"Dan Wentz","startTime":932.71,"endTime":934.51,"body":"Okay, well, let's"},{"speaker":"Dan Wentz","startTime":932.71,"endTime":934.51,"body":"talk about that a little bit."},{"speaker":"Dan Wentz","startTime":934.51,"endTime":939.1600000000001,"body":"How does the CRC producer best"},{"speaker":"Dan Wentz","startTime":934.51,"endTime":939.1600000000001,"body":"help? Like why? Why does working"},{"speaker":"Dan Wentz","startTime":939.1600000000001,"endTime":942.37,"body":"with someone at CRC why what"},{"speaker":"Dan Wentz","startTime":939.1600000000001,"endTime":942.37,"body":"advantages do we have?"},{"speaker":"Stewart Brown","startTime":942.7900000000001,"endTime":944.6800000000001,"body":"Well, we have a"},{"speaker":"Stewart Brown","startTime":942.7900000000001,"endTime":944.6800000000001,"body":"number of advantages, we have"},{"speaker":"Stewart Brown","startTime":944.6800000000001,"endTime":948.6400000000001,"body":"not only the access to the"},{"speaker":"Stewart Brown","startTime":944.6800000000001,"endTime":948.6400000000001,"body":"wholesale access to preferred"},{"speaker":"Stewart Brown","startTime":948.6400000000001,"endTime":952.1500000000001,"body":"markets, there aren't many"},{"speaker":"Stewart Brown","startTime":948.6400000000001,"endTime":952.1500000000001,"body":"markets out there that"},{"speaker":"Stewart Brown","startTime":952.1500000000001,"endTime":956.2,"body":"wholesalers can access that we"},{"speaker":"Stewart Brown","startTime":952.1500000000001,"endTime":956.2,"body":"don't have access to. And that"},{"speaker":"Stewart Brown","startTime":956.2,"endTime":960.19,"body":"has a lot to do with, with how"},{"speaker":"Stewart Brown","startTime":956.2,"endTime":960.19,"body":"we can help because you can, in"},{"speaker":"Stewart Brown","startTime":960.19,"endTime":963.22,"body":"some ways, get some one stop"},{"speaker":"Stewart Brown","startTime":960.19,"endTime":963.22,"body":"shopping coming here, which is"},{"speaker":"Stewart Brown","startTime":963.22,"endTime":968.6500000000001,"body":"great. The team overall has many"},{"speaker":"Stewart Brown","startTime":963.22,"endTime":968.6500000000001,"body":"decades of transportation"},{"speaker":"Stewart Brown","startTime":968.6500000000001,"endTime":972.88,"body":"experience. Many of us this is"},{"speaker":"Stewart Brown","startTime":968.6500000000001,"endTime":972.88,"body":"pretty much what we've done in"},{"speaker":"Stewart Brown","startTime":972.88,"endTime":976.75,"body":"our whole careers. On the"},{"speaker":"Stewart Brown","startTime":972.88,"endTime":976.75,"body":"insurance side is is based in"},{"speaker":"Stewart Brown","startTime":976.75,"endTime":981.3100000000001,"body":"the transportation segment it's"},{"speaker":"Stewart Brown","startTime":976.75,"endTime":981.3100000000001,"body":"a it's a big segment but"},{"speaker":"Stewart Brown","startTime":981.4000000000001,"endTime":985.0300000000001,"body":"somewhat small world. There's a"},{"speaker":"Stewart Brown","startTime":981.4000000000001,"endTime":985.0300000000001,"body":"pool of underwriters that we"},{"speaker":"Stewart Brown","startTime":985.0300000000001,"endTime":988.0,"body":"work with that many have been in"},{"speaker":"Stewart Brown","startTime":985.0300000000001,"endTime":988.0,"body":"the industry a long time as well"},{"speaker":"Stewart Brown","startTime":988.3900000000001,"endTime":991.5400000000001,"body":"not always in the same place and"},{"speaker":"Stewart Brown","startTime":988.3900000000001,"endTime":991.5400000000001,"body":"you know, we've been able to"},{"speaker":"Stewart Brown","startTime":991.84,"endTime":995.4100000000001,"body":"maintain relationships with them"},{"speaker":"Stewart Brown","startTime":991.84,"endTime":995.4100000000001,"body":"as they've switched locations"},{"speaker":"Stewart Brown","startTime":995.4100000000001,"endTime":999.2800000000001,"body":"and insurance companies that"},{"speaker":"Stewart Brown","startTime":995.4100000000001,"endTime":999.2800000000001,"body":"they work for. So relationships"},{"speaker":"Stewart Brown","startTime":999.2800000000001,"endTime":1002.07,"body":"with their underwriters is"},{"speaker":"Stewart Brown","startTime":999.2800000000001,"endTime":1002.07,"body":"certainly a positive aspect as"},{"speaker":"Stewart Brown","startTime":1002.07,"endTime":1007.98,"body":"well. And then of course our our"},{"speaker":"Stewart Brown","startTime":1002.07,"endTime":1007.98,"body":"internal data analytics we have"},{"speaker":"Stewart Brown","startTime":1007.98,"endTime":1011.13,"body":"the ability to look at our"},{"speaker":"Stewart Brown","startTime":1007.98,"endTime":1011.13,"body":"entire book of business and and"},{"speaker":"Stewart Brown","startTime":1011.13,"endTime":1015.0,"body":"sell that to an insurance"},{"speaker":"Stewart Brown","startTime":1011.13,"endTime":1015.0,"body":"company as a positive we can"},{"speaker":"Stewart Brown","startTime":1015.0,"endTime":1018.72,"body":"give them data on or book data"},{"speaker":"Stewart Brown","startTime":1015.0,"endTime":1018.72,"body":"on our writings in the different"},{"speaker":"Stewart Brown","startTime":1018.72,"endTime":1023.07,"body":"locations and territories types"},{"speaker":"Stewart Brown","startTime":1018.72,"endTime":1023.07,"body":"of businesses and they can also"},{"speaker":"Stewart Brown","startTime":1023.22,"endTime":1026.55,"body":"cross reference that with their"},{"speaker":"Stewart Brown","startTime":1023.22,"endTime":1026.55,"body":"own data with regard to losses"},{"speaker":"Stewart Brown","startTime":1026.58,"endTime":1030.69,"body":"and things such as that to make"},{"speaker":"Stewart Brown","startTime":1026.58,"endTime":1030.69,"body":"better decisions on what kinds"},{"speaker":"Stewart Brown","startTime":1030.69,"endTime":1033.54,"body":"of accounts that they want to"},{"speaker":"Stewart Brown","startTime":1030.69,"endTime":1033.54,"body":"more aggressively go after"},{"speaker":"Dan Wentz","startTime":1033.78,"endTime":1036.96,"body":"yeah that's great and"},{"speaker":"Dan Wentz","startTime":1033.78,"endTime":1036.96,"body":"no forget about already system"},{"speaker":"Dan Wentz","startTime":1036.96,"endTime":1041.46,"body":"Don't forget about you know, you"},{"speaker":"Dan Wentz","startTime":1036.96,"endTime":1041.46,"body":"mentioned the the producers"},{"speaker":"Dan Wentz","startTime":1041.46,"endTime":1043.86,"body":"coast to coast that can help you"},{"speaker":"Dan Wentz","startTime":1041.46,"endTime":1043.86,"body":"all transportation rested or"},{"speaker":"Dan Wentz","startTime":1043.86,"endTime":1046.29,"body":"super experienced while the"},{"speaker":"Dan Wentz","startTime":1043.86,"endTime":1046.29,"body":"transportation practice group"},{"speaker":"Dan Wentz","startTime":1046.29,"endTime":1049.92,"body":"right you guys are all"},{"speaker":"Dan Wentz","startTime":1046.29,"endTime":1049.92,"body":"constantly sharing information"},{"speaker":"Dan Wentz","startTime":1049.92,"endTime":1053.16,"body":"and and having discussions like"},{"speaker":"Dan Wentz","startTime":1049.92,"endTime":1053.16,"body":"this about what the markets are"},{"speaker":"Dan Wentz","startTime":1053.16,"endTime":1056.52,"body":"doing and what the latest trends"},{"speaker":"Dan Wentz","startTime":1053.16,"endTime":1056.52,"body":"are, which I think is super"},{"speaker":"Dan Wentz","startTime":1056.52,"endTime":1060.06,"body":"helpful too. Thank you both very"},{"speaker":"Dan Wentz","startTime":1056.52,"endTime":1060.06,"body":"much for joining us today. We"},{"speaker":"Dan Wentz","startTime":1060.06,"endTime":1063.15,"body":"really do appreciate it. And"},{"speaker":"Dan Wentz","startTime":1060.06,"endTime":1063.15,"body":"we'll check back in with you"},{"speaker":"Dan Wentz","startTime":1063.15,"endTime":1066.57,"body":"again soon. You know hopefully"},{"speaker":"Dan Wentz","startTime":1063.15,"endTime":1066.57,"body":"next time we talk it's going to"},{"speaker":"Dan Wentz","startTime":1066.57,"endTime":1070.65,"body":"be an even better situation as"},{"speaker":"Dan Wentz","startTime":1066.57,"endTime":1070.65,"body":"far as the the markets go and"},{"speaker":"Dan Wentz","startTime":1070.68,"endTime":1073.8600000000001,"body":"and what's going on out there in"},{"speaker":"Dan Wentz","startTime":1070.68,"endTime":1073.8600000000001,"body":"the world of transportation. So"},{"speaker":"Dan Wentz","startTime":1073.8600000000001,"endTime":1075.8400000000001,"body":"thanks a lot guys and talk to"},{"speaker":"Dan Wentz","startTime":1073.8600000000001,"endTime":1075.8400000000001,"body":"you next time."}]}