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1. Introduction
2. Overview - dynamics in distressed financial market
3. What is happening in the financial market?
4. What the financial crisis does to customers?
5. The foundations of customer value are shifting
6. How do we protect the bottom-line?
7. Investment income is a fickle friend
8. The disastrous impact of the volume hunt
9. Cost discipline: a must, but where does it take us?
10. Simon-Kucher's: levers for insurance business
11. The enormous power of pricing
12. Pricing is the most important profit driver of all
13. Overview: customer value drivers
14. Introduction to power pricing
15. The value concept
16. Bottom-up approach and power pricing
17. Value is created within the strategic triangle
18. Customers decide based on price and value
19. Two target groups: customers and sales staff
20. What drives customer value? (1)
21. Direct and indirect questioning
22. Frequent problems with direct questioning (1)
23. Indirect questioning: conjoint measurement
24. Setting up the research design (1)
25. Setting up the research design (2)
26. How does it look in practice?
27. What drives customer value? (2)
28. Optimal level for each of the main value drivers
29. Maximising profit: cost-benefit analysis
30. Using the information to outcompete
31. Overview: customer willingness to pay
32. Deriving the aggregated price-response function
33. Essential: knowing the price elasticity
34. Measuring customer willingness-to-pay
35. Historical market data: econometric analysis
36. Price experiments: laboratory and test markets
37. Expert judgment
38. Expert judgement: PRICESTRAT example
39. Direct questioning: Van Westendorp method
40. Frequent problems with direct questioning (2)
41. Translating conjoint analysis output into WTP
42. What fees should be charged?
43. Overview: preparing for the recovery
44. Preferences differ across customers and over time
45. Product differentiation over time
46. Segment specific product differentiation
47. Monitoring customer value drivers
48. 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

Links

Series:

• Financial Services Marketing

Categories:

• Finance, Accounting & Economics
• Marketing & Sales

Talk Citation

Publication History

• Published on June 25, 2009