Impact & Expertise

Publications

Marketing & Sales Publications

  • Article
  • March, 2016
  • “Moneyball” in Pricing Commercial Loans: From Art to Science
  • Deepak Goyal, Sumitra Karthikeyan, Vikrant Kulkarni, Victor Noguera , Ian Wachters
  • Standard price-setting techniques give relationship managers considerable discounting discretion, which can leave a lot of money on the table. By accounting for customers’ price sensitivity when setting target prices and better managing RMs, banks can increase commercial lending revenues by up to 15%.
  • Read more on bcg.perspectives
  • Focus
  • February, 2016
  • What’s Ahead for Car Sharing?: The New Mobility and Its Impact on Vehicle Sales
  • Julien Bert, Brian Collie, Marco Gerrits, Gang Xu
  • Car sharing is disrupting the automotive market. While not a game-changer, it will reduce new-vehicle sales by about 1% by 2021, shrinking industry revenues by €7.4 billion. The car-sharing trend should make automotive OEMs reconceive their mission, at least in part, and experiment with new mobility business models.
  • Read more on bcg.perspectives
  • Article
  • February, 2016
  • How to Reap a Pricing Windfall in Retail Banking
  • Ian Wachters, Martin van den Heuvel, Marcin Kotlarek, Santiago Mazón, Sumitra Karthikeyan
  • Superior pricing capabilities offer a potential revenue windfall for retail banks caught in the industry’s cross fire of slow growth, heightened competition, price-conscious customers, and intensifying regulatory change. The payoff for dedicated pricing programs is substantial: a sustained revenue lift of 5% to 15%, all of which goes directly to the bottom line.
  • Read more on bcg.perspectives

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