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Road Assistance in Major Global Markets

  • January 2015
  • -
  • Finaccord
  • -
  • 200 pages

Road Assistance in Major Global Markets is about the market for this type of assistance – sometimes referred to as breakdown recovery insurance – acquired by individual consumers in Australia, Brazil, Canada, China, India, Japan, Mexico, South Africa, South Korea and the US.

With revenues valued at almost USD 10 billion from close to 800 million contracts in force across the ten countries in 2014, this type of cover is distributed in several different ways, including via direct sales by automotive clubs and other providers, motor (auto) insurance policies, automotive manufacturer factory warranties, and extended warranties and prepaid service contracts.

The research is based on a primary survey of just under 900 actual and potential distributors of road assistance in these categories. For each of these organisations, it establishes whether they offer road assistance in any format or not and, if they do, the partner assistance firms with which they work if they do not report managing the service themselves.

Table Of Contents

Road Assistance in Major Global Markets

0.0 EXECUTIVE SUMMARY 1
More than 750 million road assistance policies are in force through six separate distribution channels. 2
.meaning that there are more road assistance policies in force than private cars on the road 2
Across the ten countries, expenditure on road assistance was almost USD 10 billion in 2014. 2
.of which 70% came from direct sales and automobile clubs 3
The most rapid future growth is predicted for Brazil, China, India and Mexico 4
Almost all car manufacturer brands have an arrangement for offering road assistance 4
Operating models for partners offering road assistance vary greatly from country to country 4
Allianz (Global Assistance) holds the highest number of partnerships across the ten countries. 6
. followed by Cross Country Group and MAPFRE. 6
. in a market in which international competitors account for about 25% of total combined revenues 6
In total, eight groups are active in two or more of the ten countries researched 6
1.0 INTRODUCTION 9
What is this report about? 9
Rationale 9
The road assistance markets of these ten countries are collectively worth nearly USD 10 billion. 9
.but the complexity of their distribution landscapes makes this the first ever study of its kind 9
Methodology 10
Primary research 10
The survey covers almost 900 organisations that are relevant to the distribution of road assistance 10
Market data 12
Competitor data 12
External sources 13
Definitions 13
Terms and abbreviations 13
Operating models 13
Currencies, exchange rates and inflation 14
PartnerBASE 14
Finaccord 15
2.0 MAJOR MARKET OVERVIEW 17
Introduction 17
Distribution through key partner organisations 17
Provision rates 17
Car manufacturer brands: in five markets, road assistance is available from every brand surveyed 17
Motor insurance brands: provision by motor insurers is fairly high in all but two countries 19
Independent warranty providers: this channel is used in all countries except India and South Korea 20
Automotive clubs: road assistance remains a core activity for the majority of these organisations 21
Operating models 22
Almost a half of the schemes identified by the research involve the use of a single external provider 22
Internally-managed initiatives are most apparent in China, Japan and South Korea 22
Competitive landscape 24
In terms of distribution agreements, India and South Korea have the most concentrated markets 24
80 partnerships in five countries are attributable to Allianz Global Assistance. 26
. and 59 in six to assistance subsidiaries of MAPFRE 26
More than 20 distribution partnerships are also attributable to several other providers 27
Cross-border activity of leading competitors 27
Road assistance markets are largely dominated by organisations that are active only in their home market 27 Both Allstate and Cross Country Group earn the vast majority of their revenues from the US 28
China is the leading market for the assistance arms of both Allianz and MAPFRE 28
Other providers involved in more than one country include AXA Assistance and Innovation Group 28
Distribution linked to payment cards and bank accounts 29
Packaging road assistance with credit cards occurs most commonly in Mexico and the US. 29
.whereas distribution with value-added bank accounts is limited to a couple of cases in South Africa 29
Market size and segmentation 30
Underlying private passenger car parc 30
The passenger car parc of the US is more than twice that of any other country investigated 30
Policy numbers and value of premiums 31
Finaccord's analysis segments the distribution of road assistance into six categories. 31
. the importance of which varies from country to country 32
Overall, the motor insurance channel accounts for around one fifth of all road assistance policies 32
The US market is by far the largest of the ten researched 34
The strength of direct sales in Australia means it ranks much higher by value than by volume 35
As a ten-country average, direct sales generate roughly 70% of all road assistance revenues 36
Market metrics 37
Penetration rates exceed 100% of passenger cars in four countries, thanks to packaged cover 37
Many consumers seek to obtain more comprehensive cover in the form of a second policy 38
Australia and Mexico are characterised by comparatively low rates of penetration 38
Average revenues per car are highest in Australia and Canada and lowest in India and Mexico 38
Market forecast 40
The underlying passenger car parc is expected to growth by 5% a year or more in four countries 40
Across the ten countries, the market will rise in value by more than USD 2 billion by 2018 42
. with real-terms growth peaking at 11% per annum in India and 10% in China 42
3.0 AUSTRALIA 45
Introduction 45
Distribution through key partner organisations 45
Summary of organisations researched 45
Provision rates 47
Just over a half of motor insurance brands are distributors of road assistance… 47
…and many only offer it as a stand-alone product 47
Operating models 48
A number of insurance brands and warranty providers make use of captive assistance firms 48
Partnerships with car manufacturer brands 49
Only three assistance firms hold mandates in this very concentrated market 49
AGA Assistance Australia benefits from a mixture of individual and group-level contracts… 49
…with Assist Australia its most significant competitor in this segment 50
Partnerships with motor insurance brands 50
Ultra Tune and International SOS each hold a number of partnerships in this area 50
A number of assistance firms have captive distribution partners 51
Partnerships with independent warranty providers 52
Some independent warranty providers operate captive road assistance firms 52
Partnerships with automotive clubs 53
Australia's mainstream automotive clubs all operate their own road assistance services for members… 53
.while several specialist clubs use the same broker for cover bundled in motor insurance… 53
.including NACC, which offers its members the NACC Benefits Card 53
Other distribution channels 53
Direct distribution and other online brands 53
Beyond the traditional automotive clubs, several providers and online brands sell direct to the public 53
Payment cards and bank accounts 54
Packaging with banking products is not a significant distribution channel for road assistance in Australia 54 Online aggregators and brokers 54
Few online aggregators intermediate road assistance, and some that do favour particular providers 54
Other types of distributor 54
Market size and forecast 55
Direct sales by assistance firms and automotive clubs account for the vast majority of the market value… 55
…with most of the rest due to cover bundled within motor insurance policies 55
Leading competitors 58
The largest two automotive clubs are likely to account for over 50% of the market value… 58
.whilst leading commercial providers include AGA Assistance Australia, International SOS and Ultra Tune 59
4.0 BRAZIL 61
Introduction 61
Distribution through key partner organisations 61
Summary of organisations researched 61
Provision rates 62
Road assistance is available from all motor insurers and independent warranty providers… 62
.plus all but two car manufacturer brands 62
Operating models 63
Use of a single external road assistance provider constitutes the most regular operating model 63
Three of the largest insurance groups have established captive assistance firms in this area… 63
.and one in every five schemes identified is managed on a purely internal basis 63
Partnerships with car manufacturer brands 65
Three providers are prominent in this relatively concentrated sector… 65
…with Europ Assistance Brasil the leader in terms of number of partnerships 65
Tempo Assist claims just one relatively important manufacturer brand partnership… 66
.and Fácil Assist one relatively unimportant one 66
Partnerships with motor insurance brands 67
Two assistance companies account for almost a half of partnerships … 67
…with six others dividing the rest between them 67
Partnerships with independent warranty providers 68
The potential also exists to bundle road assistance with extended warranties 68
Partnerships with automotive clubs 69
Several small automotive clubs are also active in the Brazilian market 69
Other distribution channels 70
Direct distribution and other online brands 70
A significant number of assistance firms sell directly to consumers in Brazil… 70
.including automotive services companies and dedicated assistance firms 70
Payment cards and bank accounts 70
Where available, road assistance can usually be taken out as an optional upgrade 70
Online aggregators and brokers 70
A number of insurance brokers have selected a particular provider for road assistance 70
Other types of distributor 71
'Associaçãos de proteção veicular' provide an alternative to insurance and include road assistance 71
Road assistance is also available from Vivo, the country's largest mobile network operator 71
Market size and forecast 71
Finaccord expects that the market will deliver fairly robust growth in real terms. 71
…with cover included in motor insurance accounting for the majority of this diverse market 72
Leading competitors 75
The two leading firms claim roughly equal shares of the Brazilian road assistance market… 75
…and are followed by two other assistance specialists 76
The fifth-ranked provider is an insurer rather than a specialised assistance firm 76
5.0 CANADA 78
Introduction 78
Distribution through key partner organisations 78
Summary of organisations researched 78
Provision rates 79
Road assistance is available from all major car manufacturer brands and independent warranty providers… 79
.and also from many motor insurers where it is invariably embedded in a wider policy 80
Operating models 80
Use of a single external road assistance provider constitutes the most regular operating model 80
Several large insurance groups have established captive assistance firms in this area 81
Partnerships with car manufacturer brands 82
Only three providers hold mandates in this very concentrated market… 82
.with Sykes Assistance Services the leader in terms of number of partnerships 82
Partnerships with motor insurance brands 83
Most motor insurance brands provide limited cover organised on an internal or captive basis… 83
.with the drivers themselves sometimes required to contact tow truck drivers independently 84
Partnerships with independent warranty providers 84
Nation Safe Drivers benefits from distribution agreements with several warranty providers 84
Partnerships with automotive clubs 85
Road Canada has secured a partnership with a specialist club for owners of recreational vehicles 85
Other distribution channels 86
Direct distribution and other online brands 86
A significant number of assistance firms sell directly to consumers in Canada 86
Payment cards and bank accounts 86
Two providers have secured particularly significant partnerships with major banks 86
Online aggregators and brokers 86
Other types of distributor 87
Road assistance is also available in Canada from mobile phone providers. 87
.major retail brands… 87
.and various other associations and companies… 87
.including automotive parts and servicing franchises 87
Market size and forecast 88
In spite of its maturity, Finaccord expects that the market value will grow in real terms. 88
…with direct sales continuing to account for the majority of this diverse market 88
Leading competitors 91
Together, clubs belonging to the CAA account for a very large share of the total market… 91
.and even more when Club Auto Roadside Services is included in the equation 92
Driven Solutions (the parent of the DAA) was acquired by Innovation Group in September 2014 92
Sykes Assistance Services is another significant competitor… 92
.as are Agero, Allstate Roadside Services, AXA Assistance, Nation Safe Drivers and Road Canada… 92
6.0 CHINA 94
Introduction 94
Distribution through key partner organisations 94
Summary of organisations researched 94
Provision rates 95
Road assistance is available from more than 90% of motor insurance and car manufacturer brands 95
Operating models 96
Over 40% of active distributors work with one or more external partners for road assistance 96
Partnerships with car manufacturer brands 98
Allianz Global Assistance claims the most partnerships with car manufacturer brands in China… 98
.albeit many claim to organise road assistance on an internal basis… 98
.in which case assistance is provided on a pay-as-you-use basis rather than as an automatic benefit 99
Partnerships with motor insurance brands 99
Road China Assistance is slightly ahead of Allianz Global Assistance in terms of number of partnerships. 99
.with this duo followed by AA China, An Ji, AXA Assistance, CAA and PAAC 100
Partnerships with independent warranty providers 101
Partnerships with automotive clubs 101
Other distribution channels 101
Direct distribution and other online brands 101
Apart from the automotive clubs, only two providers sell directly to consumers 101
Payment cards and bank accounts 101
Road assistance is quite often packaged with credit cards in China 101
Online aggregators and brokers 102
Other types of distributor 102
Market size and forecast 102
Finaccord expects this market to grow at 13% per annum in nominal terms between 2014 and 2018 102
Road assistance cover sold through motor insurance firms makes up most of the market value 102
Leading competitors 105
The largest two providers jointly account for around half of the market. 105
.and a further five competitors hold most of the other half between them 105
7.0 INDIA 107
Introduction 107
Distribution through key partner organisations 107
Summary of organisations researched 107
Provision rates 108
Road assistance is available through all of the car manufacturer brands surveyed in India 108
Operating models 109
In India, just under half of distributors make use of one or more external road assistance partners 109
Partnerships with car manufacturer brands 111
Allianz Global Assistance holds the highest number of partnerships with manufacturer brands in India… 111
.followed by MyTVS, Europ Assistance and India Assistance 111
Partnerships with motor insurance brands 112
MyTVS and India Assistance claim the most partnerships with motor insurance brands. 112
.with eight reportedly managing their own road assistance services 112
Partnerships with independent warranty providers 113
The Warranty Group has initiated a joint venture with TVS Automobile Solutions 113
Partnerships with automotive clubs 113
The Western India Automobile Association is the largest of four automotive clubs 113
Other distribution channels 114
Direct distribution and other online brands 114
Beyond the traditional automotive clubs, only MyTVS sells directly to the public 114
Payment cards and bank accounts 114
ICICI Bank packages road assistance automatically with some of its banking products 114
Online aggregators and brokers 114
Other types of distributor 114
Market size and forecast 115
In real terms, the value of the market could grow at 11% annually between 2014 and 2018 115
Well over 80% of the total market value is accounted for by two distribution channels 115
Leading competitors 118
MyTVS is likely to claim the highest share of the market… 118
.ahead of a variety of competitors from different sectors 118
8.0 JAPAN 121
Introduction 121
Distribution through key partner organisations 121
Summary of organisations researched 121
Provision rates 122
The vast majority of motor insurance brands act as distributors of road assistance. 122
…as do most car manufacturers, albeit usually on an additional-fee basis 122
Operating models 123
The majority of distributors in Japan organise their schemes on a purely internal basis. 123
.which means that less than a fifth of all arrangements involve one or more external assistance firms 123
Partnerships with car manufacturer brands 125
The majority of car manufacturer brands operate their own road assistance schemes. 125
.albeit several have one or more direct or indirect partnerships for this product 125
Toyota has arrangements with multiple motor insurance providers for the provision of road assistance 126
Both JAF and JRS are also present in this part of the market 126
Partnerships with motor insurance brands 127
Captive provider Anshin Dial holds the greatest number of partnerships in this area 127
Other firms working with motor insurance brands include Prestige International and Times Rescue 127
At least eight motor insurance brands organise road assistance on a purely internal basis 128
Partnerships with independent warranty providers 129
Several warranty companies provide road assistance, either internally or via an external partner 129
Partnerships with automotive clubs 129
JAF has a customer base that is more than four times the size of that of JRS 129
Other distribution channels 129
Direct distribution and other online brands 129
Beyond the automotive clubs, certain other brands also sell directly to the public 129
Payment cards and bank accounts 130
A significant minority of credit card products feature road assistance, which is often included by default 130
Online aggregators and brokers 130
Japanese aggregators do not compare road assistance as a distinct product 130
Other types of distributor 130
Market size and forecast 130
This market is expected to grow at more than 3% per year in nominal terms between 2014 and 2018 130
Direct sales by automotive clubs and assistance firms account for the bulk of the total market value… 131
.and bundled cover with banking products is also quite significant 131
Leading competitors 134
JAF leads this sector and its road assistance revenues are rising in spite of the maturity of the market 134
Other prominent providers include Anshin Dial, JAWS and JRS 135
9.0 MEXICO 136
Introduction 136
Distribution through key partner organisations 136
Summary of organisations researched 136
Provision rates 137
Road assistance is available through all distributors researched… 137
Operating models 138
.with most making use of a single, external partner for this purpose 138
Partnerships with car manufacturer brands 140
Ike Asistencia holds the highest number of partnerships with manufacturer brands in Mexico… 140
…in a highly concentrated market featuring only two other competitors 140
Partnerships with motor insurance brands 141
Beneficia claims nearly a quarter of partnerships with motor insurance brands 141
Other players in this area include AMA, ANA, AXA Assistance, MAPFRE Asistencia and Multiasistencia 142
Partnerships with independent warranty providers 142
Independent warranty providers also act as intermediaries of road assistance in Mexico 142
Partnerships with automotive clubs 143
Mexico's two automotive clubs both offer internally-managed road assistance to their members 143
Other distribution channels 143
Direct distribution and other online brands 143
Beyond the traditional automotive clubs, no road assistance provider sells directly to the public 143
Payment cards and bank accounts 144
Road assistance is frequently offered with credit cards either automatically or for an additional fee 144
Online aggregators and brokers 144
Road assistance is rarely available as a stand-alone product from aggregators or brokers 144
Other types of distributor 144
Alternative distributors of road assistance in Mexico include mobile network operators and retailers… 144
.with both AXA Assistance and Club de Asistencia active in the latter segment 144
Market size and forecast 145
In real terms, the value of the market could grow at 8.0% per annum between 2014 and 2018 145
Almost a half of the total market value is accounted for by a single distribution channel… 145
.and over 20% by another 145
Leading competitors 148
Ike Asistencia is likely to be the market leader by revenues by a fairly comfortable margin… 148
.although both AMA and ANA have been active in the market for far longer 149
Spanish bank BBVA is the owner of one competitor in the Mexican road assistance market 149
10.0 SOUTH AFRICA 151
Introduction 151
Distribution through key partner organisations 151
Summary of organisations researched 151
Provision rates 152
Road assistance is seemingly available from all car manufacturer and motor insurance brands 152
Operating models 153
A majority of distributors make use of external road assistance providers. 153
.although more than a quarter of all schemes are run on a purely internal basis 153
Partnerships with car manufacturer brands 155
The AA holds nearly half of all distribution partnerships with car manufacturer brands… 155
…with Tracker also having several distribution partners in this segment of the market 155
Other external providers active here include Europ Assistance and First Road Emergency 155
18 car manufacturer brands operate road assistance schemes internally 156
Partnerships with motor insurance brands 157
Europ Assistance distributes road assistance via a number of significant motor insurers… 157
.as does the AA 157
Other providers in this segment include Allianz, AutAssist, Club McCarthy and Izinga Access 157
Partnerships with independent warranty providers 158
The AA is also strong as a road assistance supplier to independent warranty providers 158
Partnerships with automotive clubs 159
The AA has amassed around 2.2 million corporate and personal members 159
A few specialist clubs provide road assistance only as part of regular motor insurance policies 159
Other distribution channels 159
Direct distribution and other online brands 159
In addition to the AA, a number of South African assistance providers sell direct to the public… 159
.including vehicle tracking companies Matrix and Tracker 159
Payment cards and bank accounts 160
Only a small proportion of banking products feature optional road assistance 160
Online aggregators and brokers 160
South African aggregators do not compare road assistance as a distinct product 160
Other types of distributor 160
Vodacom offers road assistance to its customers as part of a combined assistance package 160
Market size and forecast 161
The rising popularity of vehicle trackers continues to benefit South Africa's road assistance market 161
Three segments make up the bulk of the market between them, led by the motor insurance channel 161
Leading competitors 164
The AA leads the South African market through direct sales and partnerships. 164
.and there is then a long tail of other smaller competitors of various types 165
11.0 SOUTH KOREA 166
Introduction 166
Distribution through key partner organisations 166
Summary of organisations researched 166
Provision rates 167
All motor insurers in South Korea offer road assistance to their customers. 167
…and the cost of this optional upgrade is typically linked to the price of the underlying policy 167
Operating models 168
Many road assistance distributors organise their schemes on a purely internal basis. 168
.and only a quarter of all arrangements involve one or more external assistance firms 168
Partnerships with car manufacturer brands 170
Most of the large car manufacturer brands operate their own road assistance schemes. 170
.although GM's high-selling Chevrolet brand has two indirect partnerships for this product 170
Partnerships with motor insurance brands 171
Master and SK Speed Mate each hold a number of partnerships in this area. 171
.but several large motor insurance brands organise road assistance themselves 172
Partnerships with independent warranty providers 173
Partnerships with automotive clubs 173
South Korea is unusual in not having a national automotive club that offers road assistance 173
Other distribution channels 174
Direct distribution and other online brands 174
South Korean drivers can subscribe to SK Speed Mate's 'Happy Auto' product directly 174
Payment cards and bank accounts 174
Banking products are not used as a conduit for providing road assistance… 174
Online aggregators and brokers 174
.and nor are aggregators (apart from indirect provision via motor insurance) 174
Other types of distributor 174
Market size and forecast 175
South Korea's market is expected to grow well due to a sizable increase in its passenger car parc 175
The vast majority of road assistance revenues are generated via motor insurance policies 175
Leading competitors 178
The 'big four' non-life insurers jointly account for between 62% and 70% of road assistance revenues. 178
.leaving SK Speed Mate and Master as the leading providers not owned by insurers 179
12.0 USA 180
Introduction 180
Distribution through key partner organisations 180
Summary of organisations researched 180
Most AAA motor clubs operate full-service insurance agencies 181
Provision rates 182
Road assistance is available from most car manufacturer and motor insurance brands 182
Operating models 183
Use of a single external road assistance provider constitutes the most regular operating model 183
Several large insurance groups have established captive assistance firms in this area 183
Partnerships with car manufacturer brands 185
Comparatively few providers hold mandates in this quite concentrated market… 185
…with Cross Country Motor Club (Agero) the leader in terms of number of partnerships… 185
…followed by three assistance brands backed by Allstate Roadside Services 186
Partnerships with motor insurance brands 186
Most motor insurance brands provide road assistance arranged with an external partner… 186
…with a supply structure that fragments rapidly in the wake of category leader Cross Country Motor Club 187
Some motor insurance brands organise towing and labour cover themselves on an internal basis 187
Partnerships with independent warranty providers 188
Road America and Nation Safe Drivers claim the most partnerships with independent warranty providers… 188
…in a field populated by nine assistance firms that hold mandates with such providers 188
Partnerships with automotive clubs 189
Driven Solutions distributes road assistance cover through several captive automotive clubs… 189
…as does Fortegra (which has been acquired by Tiptree Financial) 189
Most automotive clubs organise and administer their assistance services on an internal basis 190
Other distribution channels 191
Direct distribution and other online brands 191
Only one assistance provider has developed a purely direct-to-consumer proposition… 191
…although Auto Advantage has set up AutoRoadService.com as an online brand 191
Payment cards and bank accounts 191
Three providers have secured particularly significant partnerships with major payment card issuers… 191
…and Fortegra's Auto Knight Motor Club is used by an organisation serving credit union members 192
Online aggregators and brokers 192
Other types of distributor 192
Road assistance is also available in the US from mobile network operators. 192
.and through various GPS systems such as OnStar FMV 192
A number of substantial trade unions market road assistance services to their members. 192
.as do various membership clubs serving senior citizens 192
A number of car servicing companies foster customer loyalty through road assistance schemes 193
Market size and forecast 193
In spite of its maturity, Finaccord expects that the market value will grow in real terms 193
A burgeoning connected car market has the potential to disrupt traditional distribution models. 193
…although direct sales will continue to account for the majority

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