“GROUND ZERO” FOR INSURANCE ADVERTISING LAW
Although many insurance advertising regulations exist on the state level, most of these rules apply to life, annuity and health insurance products. Property/casualty insurers have very little to be concerned with in this area. Conversations with advertising reviewers for P/C advertising indicate they mostly rely on “not misleading” guidelines of the states’ Unfair Trade Practices acts. Some additional discussion of the basis for advertising law may be helpful. Although other insurers have numerous laws to follow for general advertising, all insurers might want to review the notes on internet advertising at the end of this article.
DIRECTIONS FROM THE FTC
One of the main regulators of all types of business advertising is the Federal Trade Commission (FTC). Under the primary Act, the FTC indicates that advertising in general must
1. Be truthful (not deceptive)
2. Be provable
3. Be fair
Truthful and Not Deceptive
The FTC has a Deception Policy Statement to explain this concept. An ad is deceptive if it contains or omits information that is material, or important to the consumer’s ability to make a good decision, and is misleading, or would cause a “reasonable consumer” to make their decision based on false conclusions. Materiality has to do with the product’s benefits or cost, for instance.
In general, when the FTC is reviewing advertising to determine whether or not it is deceptive, the reviewers take the viewpoint of a “reasonable consumer” (not unlike the “reasonable person” standard used in legal cases). Looking at the entire ad in context, rather than a word-by-word analysis, the FTC looks at both “express” (literal) and “implied” (inferred) claims. For instance, these two could be demonstrated such: “This policy will save you money.” Or “This policy has saved Americans like you thousands of dollars each year.”
If an advertisement leaves out language that is material for the consumer to make a valid decision, it is also considered deceptive. For example, an ad offering benefits but neglecting to mention the ages for which the benefit is payable would not be an acceptable ad. And, the FTC is generally more interested in investigating a pattern of deception by a company, rather than a specific disagreement between one consumer and one advertisement. If, however, an advertisement might cause widespread economic injury to consumers, the FTC will also be concerned.
Be Provable
The insurer using statistics, quotes, sources or other types of data or information must be able to show the regulator where they got the information. In practice, it is far better to follow the life and health insurance regulations that require disclosure of the source and date of any statistics. The law requires the information be provable before an ad is published by an insurer. The insurer must be able to verify the information if challenged – which means at least maintaining the source and date in the historical ad file. One way to put this concept is, “If you can’t prove it, you can’t print it!”
In looking at “express” and “implied” claims, regulators expect insurers to be able to prove either. Evidence must provide a “reasonable basis”, meaning objective evidence that supports the claim. The FTC may review what experts in the field think will support such a claim. Any substantiating surveys or comparisons must have been conducted by accepted industry standards.
The FTC focuses on national advertising that claims safety or health benefits, and claims that consumers probably could not evaluate themselves, such as “lowest cost in the industry”. An ad that states, however, “we may lower your cost”, receives less attention.
Be Fair
According to the FTC’s Unfairness Policy Statement, there are two measures of fairness. One is a question of balance – if the benefit to the consumer is outweighed by the misstatements in an ad, then it is deemed to be unfair.
Also, if the statements cause or are likely to cause the consumer substantial injury, it is unfair. In insurance terms, this might be causing financial injury to the consumer through penalties or additional charges because of misstatements.
DISCIPLINARY TOOLS FOR THE FTC
If a company is found to be in violation of these tenets of the FTC’s guidelines, there are several penalties that can be imposed.
Cease and Desist
Legally binding, this penalty requires companies to stop running that particular ad or stop engaging in deceptive practices. The companies under this order may also be required to have substantiation for claims in future ads and report that documentation periodically. The FTC has the authority to impose a fine of $11,000 per day if the company engages in the same practices in the future.
Monetary Remedies
Civil penalties can range from thousands to millions of dollars, depending on the severity of the company’s violation. Companies have also been ordered to give full or parti