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In this thesis, methods that are capable of improving the revenue and profitability of a financial services company are presented. Of particular interest is the use of customer specific information for pricing insurance products and segmenting a customer population based on the expected profitability of the customers. A prerequisite is the possibility for customers to have many different financial services products from the same provider. The thesis presents multivariate credibility models for how customer specific information from one (or many) financial services products is related to customer specific information from another financial services product. The models are foremost applied to the context of cross-selling (selling additional products to existing customers) where customer specific information from the offered cross-sale product is not available before the sale. As products are related, it is reasonable to use an appropriate (credible) amount of customer specific information from another product (or products), for estimating the profitability expected to emerge from the offered cross-sale product. In four separate but related articles, it is shown that having appropriate models for pricing and customer segmentation is of great importance for a financial services company aiming at running a profitable and growing business. |
