Pub. 2 2020 Issue 5

DAN BENNETT VICE PRESIDENT OF GOVERNMENT RELATIONS Selling Vehicle Insurance Policies at Your Dealership? “BE CAUTIOUS,” SAYS THE NH INSURANCE DEPARTMENT D uring this past legislative session, NHADA, with your help, successfully defeated a bad piece of legislation that would have significantly hampered your ability to assist your customers with obtaining financing. The bill would have made it illegal for a dealer to assist a customer in obtaining an insurance policy for their new vehicle, even if the finance source required the policy. With over 85% of vehicle purchases being financed, this function is critical. The bill was filed at the request of the NH Independent Insurance Agents and the Professional Insurance Agents of NH. This harmful legislation could also have disrupted the Voluntary Protection Product (VPP) marketplace, one that we know is of great value to consumers. The supporters of the bill used anec- dotal stories indicating that dealers force customers to purchase a new vehicle insurance policy despite one already being in place, and the coverage was either substandard or unnecessary. NHADA urges caution and trans- parency when insurance coverage is discussed at your business. The NH Insurance Department issued a bulletin on this subject in November 2018. It can be found here: https:// www.nh.gov/insurance/media/bulle- tins/2018/documents/ins18-054-ab. pdf. It includes four sample scenarios to illustrate what constitutes soliciting or selling insurance, a practice that can only be provided by appropri- ately licensed people or businesses. Please familiarize yourself with these scenarios. Example #1: Salesperson advises a consumer that he or she could save money by pur- chasing automobile insurance from insurance company A. The salesperson is “soliciting” automobile insurance because he or she is recommending or urging a person to apply for a motor vehicle insurance policy from a particular company. The salesperson would need to have an RSA 402-J license to provide this advice. Example #2: Salesperson assists a consumer with obtaining insur- ance online by using the sales- person’s computer to search for insurance for the consumer while the consumer watches. The salesperson is improperly “nego- tiating” motor vehicle insurance for the customer by assisting the customer to “obtain” it. The salesperson would need to have an RSA 402-J license to provide this service. Example #3” Salesperson offers the customer the use of a com- puter at the dealership so that the consumer can search for insur- ance, but the computer is set to the website of a particular insur- ance company. The salesperson is improperly “solicit- ing” motor vehicle insurance by virtue of asking or urging the consumer to apply for insurance with a particular company. The salesperson would need to have an RSA 402-J license to engage in such activity. Example #4: Automobile deal- ership maintains a computer terminal linked to the internet for use by consumers. A consumer may use the terminal to search for insurance as long as the salesperson does not operate the com- puter, the computer is not preset to any particular insurance company’s website, and the salesperson does not, in any way, recommend that the consumer visit a site that provides general advice on the purchase of insurance. The salesperson would not need to have an RSA 402-J license to engage in these activities. If you are using a third-party vendor/ company to assist you with insurance issues, be sure that they, too, are prop- erly registered and engage customers appropriately. Information on becoming a licensed pro- ducer with the NH Insurance Department can be found here: https://www.nh.gov/ insurance/producers/license.htm For questions on this or any other legislative or regulatory matter, I can be reached at dbennett@nhada.com or (800) 852-3372. https://www.nh.gov/insur- ance/producers/license.htm 10 D R I V E