Today’s mobile plant and machinery landscape is evolving rapidly. Equipment is becoming more specialised, operational environments more complex, and client expectations around coverage and service much higher. UAA Group’s Marc Crossman, Executive General Manager, Distribution Strategy explains why deep practical industry knowledge matters more than ever in today’s plant and machinery insurance space.
“Practical industry knowledge ensures that insurers can accurately assess risk, structure coverage that genuinely protects the asset, and support clients when claims occur. Without that depth of understanding, there’s a real risk of insurers either underinsuring or mispricing risk, both of which can have devastating consequences for businesses that rely on these critical assets to operate,” said Marc.
Marc shares examples where a lack of specialist understanding – whether by a broker or an insurer – has led to poor outcomes for clients in the mobile plant sector.
“We’ve seen examples where mobile cranes were incorrectly insured under general commercial motor policies, rather than through tailored mobile plant policies – leaving critical lifting operations completely uninsured. Another common scenario is failing to recognise the operational differences between a dry-hired excavator and a wet-hired (operator-supplied) one, leading to claims disputes because the wrong liability cover was in place. These examples highlight that without specialist knowledge, even well-intentioned solutions can leave serious gaps that only become apparent when clients need to claim – by which time, it’s too late,” he said.
He goes on to explain how UAA’s specialist knowledge, such as understanding the various types of cranes, influences underwriting decisions.
“At UAA, our underwriters know that typically a pick-and-carry crane has a different risk profile to a crawler crane for example, which provides stability on rough terrain for lifting heavy loads. This practical knowledge directly influences how we assess operational hazards, loss scenarios, and appropriate terms and conditions for coverage. It also impacts rating structures: for example, franna cranes may be more exposed to road risk, whereas crawler cranes are more exposed to load stability issues on site. That’s the level of nuance we bring to every decision – and it ensures clients get the right cover, at the right price, for the specific asset they operate,” he said.
From a distribution and market strategy perspective, Marc explains how UAA is equipping brokers to navigate increasingly sophisticated client demands in the mobile plant sector.
“UAA, proudly part of the wider UAA Group, recognise that brokers are facing clients who expect more tailored advice, deeper industry insight, and faster, more flexible solutions than ever before. Our strategy is built around partnering with brokers as an extension of their advisory teams, not just as a product provider.
“We equip brokers by:
• Delivering bespoke market intelligence: We regularly share industry insights, claim trends, and emerging operational risks specific to mobile plant, helping brokers anticipate client needs before they arise.
• Providing agile underwriting support: Our specialist underwriters are accessible and empowered to collaborate with brokers directly on complex risks, ensuring speed, flexibility, and technical depth in every interaction.
• Investing in digital capabilities: We are evolving our platforms and broker tools to streamline submissions, quotes, and policy management, giving brokers faster turnaround times and greater visibility into the underwriting process.
• Focusing on specialisation: Through targeted training, field-based insights, and ongoing development of our internal expertise, we ensure brokers can offer clients not just insurance products, but true specialist advice tailored to the nuances of mobile plant operations.
“Ultimately, UAA’s approach is about empowering brokers to be trusted industry advisors, equipped with the insights, speed, and technical depth needed to meet – and exceed – the growing sophistication of client expectations,” he said.
Marc explains where UAA sees gaps in industry knowledge that can lead to misaligned insurance solutions and UAA is working to close these gaps.
“One major gap is understanding how plant is operated rather than just what plant is owned. For example, whether machinery is used solely on private work sites, used in public road operations, or hired out under various agreements can all dramatically change the risk profile – and therefore the insurance needs. We close these gaps by not only educating brokers, but by asking the right questions during underwriting. Our teams are trained to dig deeper beyond asset lists – into how, where, and under what conditions machinery is used – ensuring solutions are fully aligned with real-world operations,” he said.
Marc explains how UAA ensures its underwriting and claims teams gain practical, field-based insights into plant and machinery operations.
“UAA’s commitment to maintaining practical, field-based knowledge is closely tied to our strong involvement with leading industry bodies across the construction, crane, and mobile plant sectors. By actively participating in associations and technical working groups, our underwriting and claims teams stay connected to frontline operational developments, regulatory changes, and emerging risks.
“For example, our involvement with crane and construction industry bodies provides direct access to real-world insights on lifting standards, operational safety practices, and evolving machinery technologies. This active engagement ensures our underwriting and claims professionals bring not only technical insurance expertise but also an informed, practical understanding of how our clients work, resulting in more relevant coverage, smarter risk advice, and better outcomes for brokers and clients alike.”
Looking ahead, Marc explains how UAA will continue to deepen its niche expertise to support brokers and clients as plant and machinery technology evolves including automation and hybrid machinery.
“At UAA, we see ongoing collaboration with manufacturers, brokers, and industry associations as critical to staying ahead of technological change in the plant and machinery sector. As equipment evolves – with automation, hybrid drive systems, and advanced telematics becoming more common – we are working closely with industry partners to inform our product development, refine risk frameworks, and anticipate emerging coverage needs.
“By maintaining active involvement in technical forums, regulatory discussions, and operator training initiatives, we ensure our underwriting and claims strategies are shaped by real-world developments, not just theoretical trends.
“This collaborative, forward-looking approach means that brokers and clients can continue to rely on UAA for specialist insurance solutions that keep pace with the operational realities of a rapidly changing industry,” said Marc.