Customer Lifetime Value in Insurance - sasCommunity.org

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CLV based actionsFeedback-LoopHighPotentialKeep+Enhance! Cross-/Up-Selling! CustomerRetentionProfitableCustomersCustomerBaseLowPotentialKeep+Enhance! Repeat Purchase! LoyaltyUnprofitableCustomersHighPotentialEnhance+Keep! Cross-/Up-Selling! CustomerRetentionLowPotentialcancel! Limit Service! Termination of therelationshipCopyright © 2001 , SAS Institute Inc. All rights reserved.
Customer Lifetime Value Management• Identify the determinants of the CLV concerning a specificcompany• Calculate the Present Value and determine the potentialsby using the SAS Software• Segmentation of the customers concerning the twodimensions: the customer`s Present Value and it`s FutureValue• Determinate the perfect marketing-, sales- and servicesupportfor each customer according to it`s particular CLV• Determinate the target profile of the special valuablecustomers and use it for the acquisition of new customersCopyright © 2001 , SAS Institute Inc. All rights reserved.
Page 5: Definition Customer Lifetime ValueT
Page 8 and 9: Run of the CLVCLVValuePresent Value
Page 10: Present Value of an insurance custo
Page 14: Determination of the potentialsCanc
Page 18 and 19: Copyright © 2001 , SAS Institute I
Page 20 and 21: Combination of all componentswhich
Page 24 and 25: Thank you for your attention!contac
Page 26 and 27: But these less profitable customers
Page 28 and 29: The limited resources in a company
Page 30 and 31: But the determination of a customer
Page 32 and 33: To succed this aim, it is necessary
Page 34 and 35: products, for which he has to pay d
Page 36 and 37: After having found these impacts, t

Customer Lifetime Value in Insurance - sasCommunity.org

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