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Printable Handouts
Navigable Slide Index
- Introduction
- Overview - dynamics in distressed financial market
- What is happening in the financial market?
- What the financial crisis does to customers?
- The foundations of customer value are shifting
- How do we protect the bottom-line?
- Investment income is a fickle friend
- The disastrous impact of the volume hunt
- Cost discipline: a must, but where does it take us?
- Simon-Kucher's: levers for insurance business
- The enormous power of pricing
- Pricing is the most important profit driver of all
- Overview: customer value drivers
- Introduction to power pricing
- The value concept
- Bottom-up approach and power pricing
- Value is created within the strategic triangle
- Customers decide based on price and value
- Two target groups: customers and sales staff
- What drives customer value? (1)
- Direct and indirect questioning
- Frequent problems with direct questioning (1)
- Indirect questioning: conjoint measurement
- Setting up the research design (1)
- Setting up the research design (2)
- How does it look in practice?
- What drives customer value? (2)
- Optimal level for each of the main value drivers
- Maximising profit: cost-benefit analysis
- Using the information to outcompete
- Overview: customer willingness to pay
- Deriving the aggregated price-response function
- Essential: knowing the price elasticity
- Measuring customer willingness-to-pay
- Historical market data: econometric analysis
- Price experiments: laboratory and test markets
- Expert judgment
- Expert judgement: PRICESTRAT example
- Direct questioning: Van Westendorp method
- Frequent problems with direct questioning (2)
- Translating conjoint analysis output into WTP
- What fees should be charged?
- Overview: preparing for the recovery
- Preferences differ across customers and over time
- Product differentiation over time
- Segment specific product differentiation
- Monitoring customer value drivers
- What we need to do
Topics Covered
- Dynamics in a distressed financial market
- Investment income: a fickle friend
- The disastrous impact of the volume hunt
- Pricing in the most important profit driver of all
- Introduction to power pricing
- Value is created within the strategic triangle
- What drives customer value?
- Deriving the aggregated price-response function
- Price experiments
- What fees should be charged?
- Preparing for the recovery
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Talk Citation
Schmidt-Gallas, D. (2009, June 25). Protecting the bottom-line in a downturn [Video file]. In The Business & Management Collection, Henry Stewart Talks. Retrieved August 31, 2024, from https://doi.org/10.69645/YMTQ7344.Export Citation (RIS)