Pavlo Tsaruk: In a few years we will become the absolute market leader!

What allows TAS Insurance Group to withstand competition on the OSCPV market?

For several years, SG "TAS" has been the undisputed leader of the mandatory "autocivilka" market. And we managed to achieve such results, as well as to maintain leadership, primarily due to the high quality of services. Unlike other insurers, which delay payments under OSCPV policies based on the fact that they pay other people's clients, we pay quickly, because we understand that tomorrow this client can become ours if he sees that we work well. SG "TAS" pays 3 million hryvnias in compensation every day, i.e. half a million per hour! And thanks to the automated settlement system, payments are made in the shortest possible time: it takes only 35 minutes to calculate the amount — and a person receives money within a day or two after its approval! By the way, in terms of settlement speed, we are among the Top 5 of the MTSU rating.

Such a service is well appreciated, and considering the fact that the car owner also receives payment, that is, our potential client, the number of our policyholders is constantly growing. Currently, every eighth car owner in Ukraine buys an OSCPV policy from us.

Of course, high-level automation of business processes is required for high-quality service to such a large number of customers. And in order to ensure maximum convenience for the client, we are constantly improving them. Yes, you don't need to go to the office to settle losses with CASCO. It is enough to report the incident by phone, drive to the recommended service station and later pick up the repaired car (reconciliation of invoices, damage assessment is carried out online from the service station).
Soon we plan to launch a settlement project via Viber. To receive compensation, the car owner will only need to call the contact center, where they will register the case and immediately name the amount of the payment, upload a photo, agree on the method of payment — and receive the money!

Our second cardinal difference is that we do not try to impose anything on the client. We are talking to him! Paradox: the mandatory "auto civil" is already 15 years old, and many still believe that the policy is just a "paper for the traffic police", without thinking about its content. It is precisely because of ignorance that car owners reluctantly buy a "autocivilka". No one explained to them that for a conditional 500 hryvnias they receive protection for an amount that would be problematic to find on their own in the event of a road accident. What is better: to pay half a thousand hryvnias or later to look for 130 thousand to repair someone else's car? And if there is no policy, you will still have to go through all the "circles of hell": courts, the possibility of forced recovery of the damages you caused - up to the confiscation of property, threats from the victims, etc. Is it worth those 500 UAH?

The answer is obvious. And for an additional 500-600 hryvnias, our client can get protection not for 130 thousand hryvnias, but for one million!
In addition, it should not be forgotten that at least two cars are damaged in an accident. So if you even manage to find the money to repair someone else's car, what will you do with yours?

And here, in fact, our third significant difference is revealed: we offer comprehensive protection in the event of a road accident, which, in addition to "autocivilka", includes the protection of your car for 130,000 UAH and the protection of the driver's health for 100,000 UAH. This is in addition to UAH 1 million, which I already mentioned! And this protection for UAH 1.23 million costs plus or minus like two "civilkas". People understand the benefits of such a decision. If, of course, it is correct to explain everything to them.

What do you consider the company's victory in 2019 and what plans do you have for your team for the current year?

Despite the fact that in the last two years, unscrupulous companies have become active, which actively dump, offering insurance at low prices (and after collecting money, later disappear from the market), we are steadily increasing our sales volume. We've tripled in size over the last four years, while the market is growing at 15-20% per year. Our goal is to maintain these growth rates. And we will succeed! We have the largest regional network in the country, and our sellers, unlike their colleagues from other companies, do not run away, do not go abroad in search of earnings, because they can earn here too.

As part of the annual trainings held with my participation, we teach them how to talk to the client correctly, practice methods aimed at increasing sales volumes and, accordingly, their earnings. We usually offer five or six ideas, and each seller chooses the one that suits him best.

SG "TAS" does not have sales plans, so there is no penalty for their non-fulfillment. Instead, we encourage sellers by offering tools to help them achieve better results. After all, to get a different result, you have to do something differently. We use examples to show how to do it, and a person can see: it is quite real and allows you to double or triple your income. In addition, watching how it turns out in others, she herself is inspired, tries and achieves her goals.

Our company cultivates the desire to dream. And we know that dreams do come true! I remember how in 2015, collecting UAH 400 million, we dreamed of collecting UAH 1 billion in payments in a few years. And 2017 proved: our dream is feasible! They wanted it - and they did it!

And they immediately set themselves a new goal: to collect UAH 2,222,222,222 in payments in three years, by our 22nd anniversary. In order to achieve the desired goal, starting in 2018, we had to grow by 400 million hryvnias every year. I am sure that we will take this bar: this is already confirmed by the results of January, when we grew by UAH 90 million, that is, we are moving twice as fast as expected.

How, in your opinion, will the SPLIT market be affected by the transition of insurers under the supervision of the NBU?

 It is up to the National Bank to clear the market of unscrupulous insurers. We have a lot of undercapitalized companies that are unable to meet their obligations. A capitalized market is primarily in the interests of the client. Only if only reliable and solvent insurers operate on the market, people will be able to appreciate all the benefits of insurance. Yes, clearing the market is a difficult process, but we have to go through it. Only in recent years, about 40 companies have left the OSCPV market! And almost all of them — without settling with customers! These are exactly the companies that dumped and sinned by delaying payments.

And the NBU will be able not only to prescribe clear rules of the game, but also to monitor their implementation. And it is the NBU that is able to carry out the reforms that everyone has been waiting for: to introduce the same direct regulation, but in a form acceptable to all — so that its participants (and these will be only stable companies) are all market players.

What forecast can be made for the OSCPV market (or the insurance market as a whole) for this year?

The OSCPV market will grow. Of course, the price of insurance must also increase: there are more and more new cars on the roads, the cost of repairing them is constantly increasing. And this, against the background of the growing number of road accidents, creates a dangerous situation for car owners. And increasing the cost of the policy is a requirement of today. In general, according to foreign experts, the price of a "autocivilka" in Ukraine should increase by 20-30% every year for 10-15 years.

As for other segments, according to our forecasts, the demand for "Green Card" and travel insurance policies will grow, because Ukrainians travel abroad more and more often. In our opinion, the increase in the market will be up to 15-20%, and our task is to grow twice as fast.

How do you see TAS, for example, in five to six years?

I am confident that in a few years, TAS will not only take the first place in the insurance segment, but will also become the absolute leader of the Ukrainian insurance market. We will not only be the largest insurer with domestic capital, as it is now, but we will become #1 in all indicators. And it's not just a dream, it's a reality that we will definitely bring to life.

Judge for yourself: a year ago we took fifth place on the market, and now we are already third. And during the last years, in absolute numbers, we are growing faster than everyone else on the market every year and reducing our gap with the leader! Our market share is increasing and the number of customers is growing. So, I am convinced that everything will work out for us.
"It is up to the National Bank to clear the market of unscrupulous insurers. Only if only reliable and solvent insurers work on the market, people will be able to appreciate all the benefits of insurance"