A driver pulls into a truck stop, heads inside to shower and eat — and then discovers his fully loaded trailer gone when he returns.

A truck disappears from a storage lot and is found a week later, cargo gone and vehicle parts stripped.

Electronic merchandise is delivered to a warehouse and consolidated with other loads. Upon the truckload's arrival at its final destination, the shipment is discovered to be short thousands of dollars worth of product.

These scenarios, unfortunately, are examples of an all-too-common dilemma faced by those who have goods to move and those who are in the business of the delivery of goods.

Agents and brokers know they need to recommend insurance that will best protect both groups from the financial repercussions of cargo theft. Understanding the resources that insurers are actually able to provide, versus what they market as capabilities, will strongly enable agents and brokers to deliver solutions that go beyond writing a check to cover losses.

Specialty Investigation Services

Cargo theft is big business for criminals. The National Cargo Security Council estimates that businesses lose $25 billion a year to cargo theft. FreightWatch International reports that the theft of full truckloads of goods rose 13 percent in 2008.

Sometimes the theft of cargo is a singular event, made easier by opportunity (keys left in the truck cab, for instance) or collusion (a truck driver or a warehouse worker has some involvement in an "inside job" and a pallet of goods disappears). Increasingly, cargo theft also is the work of sophisticated gangs who repeat their tactics once they are successful.

Law enforcement agencies are the first line of response when cargo has been stolen. They not only carry out local investigations, they use interagency databases to be aware of regional activity and repeat methods used by criminals. Because of increasing budget pressures, few law enforcement organizations have all the resources necessary to manage the many different types of crime that come their way and cargo theft often becomes a lower priority.

Insurers who offer specialty investigation units can bring depth and expertise to a case. These special investigators can use their knowledge to tie together crime scene details, which can help law enforcement solve the case.

While many insurers may advertise such assistance, some provide more effective help than others. Insurers who have their own in-house investigative team, as opposed to contracted services, can dedicate a unit to a specific type of crime, such as cargo theft. This distinction is of importance to those who use cargo and transportation insurance products. These investigative specialists are constantly updating their knowledge and skills specific to cargo through industry involvement. They develop strong relationships with law enforcement officials, which can sometimes help in moving an investigation along expeditiously. Recovery rates are much higher if the investigation begins within 72 hours of the reported theft.

Additionally, the investigative specialists' familiarity with emerging patterns of cargo theft from claims filed across the United States offers them insight that they can share with customers and utilize to plan against similar thefts. Look for an insurer who can provide regular releases on local, regional and national crime conditions, such as recent thefts, gang activity and fraudulent schemes. This service can help shippers and carriers take more effective preventive action.

The Total Network

From underwriting expertise, to risk control services and claims handling specialization, an insurer has the opportunity to demonstrate to customers that their special needs are a key focus.

It begins with underwriting, where experts in cargo insurance underwriting and coverages know how to avoid coverage gaps that can leave customers exposed to losses. They understand the types of contractual liability agreements that are part of the daily life of shippers and carriers.

Underwriters work with agents and brokers to plan out services specific to their customer's needs. This may include reviews with risk control consultants who have specific experience in cargo loss prevention. These specialists visit sites and prepare recommendations that bolster anti-theft protection and management procedures. Their input on these items can bring value to a customer.

Finally, an insurer's claims handling professionals can make a significant difference that goes beyond investigative services. Insurers who have claims staff who are experts in the complex liability exposures and contract provisions that shippers and carriers face are in a better position to make sure claims are handled correctly and in a timely manner. Agents want to make sure their customers are paid quickly, so that they can keep business operations going. A quick claim payment also averts a potential loss of customer that results from slow payments.

Having an understanding of the industry challenges faced by their customers can advance the capabilities of agents and brokers and help them to meet those needs. Find out which insurers talk a good game and look for those that truly offer insurance solutions. Focus on those who know the logistics industry, emphasize reducing cargo theft and can continue to deliver services over time as your customers operations change. Over the long haul, this extra value can deepen your relationship with your existing customers and bring new business your way.