MBD Consultores - Business Intelligence

MBD Consultores. Business Intelligence.
 
Industries
Telecom →
In an industry that is constantly converging and continues to broaden the base of products and services sold through the terminals, and thus, enters new markets and accumulates competitors; acquiring, developing, increasing loyalty and / or holding?, it is key to know the customer.

Insurance →
The insurance industry has clearly differentiated market stages. In each of these stages insurance companies must adapt their business and customer strategies

Financial →
In an extremely competitive environment, with both "traditional" and new players (internet based banks, mixed...), very similar products and services, having a clear knowledge of current and prospective customers is crucial.

Retail →
In this market, the key is no longer the product but the customer.....it is essential for companies to know the customer, his lifestyle and tastes in order to be of service to him.

Tourism →
In this sector differentiation based solely on price is no longer an option... At MBD we help companies manage their real competitive advantage based on using customer intelligence data.

Mass market products →
Mass marketing is no longer a guarantee of success for communication strategies. What is, however, is knowledge of the customer on an individual level and segmenting the portfolio into homogeneous groups .

Automotive Industry →
We see a multiplication in the number of campaigns to attract customers. These non-personalised multiple messages saturate potential clients...it is not impossible to reach them with the right customised message.

Utilities →
This is no longer a market of "captive customers". In order to successfully manage this new scenario, it is essential to know the customer, his behaviour in relation to our company and the competition.

Subscription services →
In this sector, every year a decisive milestone looms in the relationship between the company and the subscriber: the renewal of the service. This is the moment when the client reassesses his or her original purchase decision.

Private Equity →
Customer value is not just past and present. The ability to predict the future value of the client portfolio increases the buyer´s ability to estimate the price he intends to pay more precisely.

Telecom
In an industry that is constantly converging and that has drastically changed the way in which people communicate and relate with the others and continues to broaden the base of products and services sold through the terminals, and thus, entering new markets and accumulating competitors; acquiring, developing, increasing loyalty and / or Holding?, indeed it is key to know the customer.Operators know it is key to know their customer and business intelligence is essential for that goal.

In the traditional voice business, the maturity gained by the consumer, the emergence of virtual operators and the current situation of market have increased the price orientation of many customers, so it is essential to develop accurate segmentations by motivation patterns. This enables operators to adapt marketing strategies with the customer profile, with the main objective of retaining and increase their loyalty.

In the data business line which is now a reality thanks to the convergence of technology and development of devices, the priority is now to win new customers and develop value to the existing ones towards the use of new services this technology offers.

MBD has extensive experience in the telecom industry continuously since 1998, delivering operational knowledge that has enabled companies to maximize customer value and optimize the marketing tools applied.

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Insurance
The insurance industry has clearly differentiated market stages. In each of these stages insurance companies business objectives vary and they must adapt their business and customer strategies accordingly in order to achieve their goals.

During the growth stage in the market, insurance firms concentrate on growing their portfolios, implementing aggressive client acquisition policies in price and cover. It is essential to ensure an appropriate segmentation of the potential market, to design and define the optimum size of the sales etwork and to effectively apply the policies for retaining clients.

The low growth stage is characterised by an improvement in margins in the portfolios gained during the growth phase. To accomplish this, a solid management of the client portfolio according to present and potential value is essential, as are obtaining the loyalty of high value clients and developing the portfolio through cross selling.

MBD has a long track record in the insurance sector through the development of numerous projects for various insurance companies who we have helped to maximise the profitability and value of their business.


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Financial
In a very competitive environment, with both “traditional” and new players (internet based banks,mixed...) and in which clients are dealing with more and more information about similar products and services, a personal service and the productive management of business and marketing resources are becoming the only differentiating factors.

Having a clear knowledge of current and prospective customers is crucial. This is the only way to develop segmentation strategies and enhance the value of these customers.

At MBD we have the skills to guide financial institutions through the process of effectively implementing client focussed management policies and programmes with goals such as:

- Knowledge generation
in key areas such as the type of valuable clients for the institution.
- Estimating client potential.
- Design of retention
and loyalty building actions.
- Optimizing the performance
of the channels which are most relevant to the customers in their relationship with the institution.
- Develop methods of analysis
for finding social networks and other forms of networking used by high value clients to detect similar types of customer.

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Retail
In this market, the key is no longer the product but the customer. There is an ever increasing number of competitors, sales channels (internet, buying groups…). Confronted with this scenario, it is essential to know the client, his tastes, lifestyle, what s/he wants; even what s/he will want in the future.

This insight and its efficient exploitation is the only differentiating variable for businesses in the medium and long term. Loyalty is achieved through a pleasurable buyer experience, and this can only be delivered by connecting emotionally with the client.

We therefore recommend that retail businesses use the services of MBD to get to know their clients, their tastes and preferences in order to be of greatest service to them.

By generating knowledge about such important aspects as the product mix purchased by each customer type, the buying path followed, the value generated by the different channels, behaviour relating to the standard of service received when communicating with the company and active use of loyalty cards and/or coupons, amongst others, allow the company to acquire, develop and retain valuable customers and maximise their value in the medium and long term.

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Tourism
The steep growth experienced by this sector in recent years is a reflection of the rapid rate of globalisation we are undergoing. Hotels, transport companies, etc, all hold client data and the real potential for building value resides in the intelligence which can be gleaned from this data.

The emergence on the scene of new (low cost) players, new technology (internet, smart phones) and the interaction of both (last minute websites) generate an ever more competitive environment.

At MBD we know that differentiation based solely on price is no longer an option and we help companies manage their real competitive advantage.

Developing insight is the key: segmenting clients by value in order to develop them to their full potential; defining their profiles, behaviour and aspirations to enable a personalised dialogue with them based on their needs; knowledge of their social networks to detect new valuable clients; defining which communication channels generate the greatest benefit to them and maximising the effectiveness of loyalty schemes in which they participate.


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Mass market products
For businesses operating in this sector mass marketing is no longer a guarantee of success for their communication strategy. What is, however, is knowledge of the customer on an individual level and segmenting the portfolio into homogeneous groups, thus permitting the company to respond more effectively and to create added value.

At MBD we provide businesses with valuable management information in a timely manner, with “KPIS” which helps businesses pursue a competent customer relationship management. For this task we compile data from multiple sources and analyse it to extract insight, a crucial factor in enhancing competitiveness.

Our work permits businesses acquire deep insight relating to the points of sale where their products are distributed. Performing a segmentation of points of sale by their current and potential value, scoring and classifying points of sale for new product launches, customer scoring, indentifying which are of high value in the present and in the future and which customer segments are price sensitive, etc.



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Automotive Industry
In the current marketplace mass marketing has lost much of its impact. The environment is becoming ever more competitive and complex resulting in a multiplication in the number of campaigns to attract customers. These non-personalised multiple messages saturate potential clients.

There is a large base of potential buyers and it is not impossible to reach them with the right customised message which is much more powerful than using mass market, non-segmented advertising.

At MBD we develop our services based on the certainty that, with adequate analysis and a strategy based on the intelligence extracted from client database, there are both profitable and efficient ways to achieve excellent bottom- line results. These analyses reveal the varied and complex buyer motivations, enabling the company to focus attention on capturing, retaining and developing valuable customers.


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Utilities
These are difficult times for doing business in this market: changes in regulations, increased environmental awareness amongst customers which favours new suppliers (alternative energy), and particularly, a highly competitive environment that did not exist previously. The outcome is that there is no longer a market of “captive customers”.

In order to successfully manage this new scenario, it is essential to know the customer, his behaviour in relation to our company and the competition, and to design a business strategy based on this and other knowledge.

MBD helps companies operating in this market to incorporate a management perspective focussed on customer value, portfolio segmentation, a definition of the optimum channel-customer match, and the design of client specific offers within a sound policy of cross selling.


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Subscription services
In this sector, every year a decisive milestone looms in the relationship between the company and the subscriber: the renewal of the service. This is the momento when the client reassesses his or her original purchase decision, albeit with a difference: the experience accumulated over the last 12 months in relation to the company and the service to which s/he subscribed.

Businesses in this sector should prepare for this annual examination through their ongoing strategic and tactical customer management:

- Strategic: by pursuing valid CRM strategies to develop the business-customer relationship. The company should have a thorough knowledge of their customers in order to offer each of them a service best suited to their needs in any given moment.

- Tactical: Ii is not always possible through CRM to reach the threshold required to fulfil all customer expectations and needs. In such cases, tactical retention programmes need to be established to improve the rate of renewal of unsatisfied subscribers.

MBD Consultores has developed programmes for market leaders in subscription services focused on the strategic management of customer life cycles and the execution of subscriber retention schemes which have enabled the companies we work with to increase their renewal rates and secure their position as market leaders.


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Private Equity
When weighing up the possibility of investing in a company, it is essential to have knowledge of the real and potential value of its clients.

Customer value is not just past and present. The ability to predict the future value of the client portfolio, to detect untapped potential and opportunities for gaining new clients increases the buyer’s ability to estimate the price he intends to pay more precisely.

MBD not only helps to evaluate this potential, but also to manage it once the investment has been made, by setting out management criteria and strategies aimed at obtaining excellent results, and to achieve a highly profitable divesture at a future date. Amongst other outcomes, our work allows the investor: to know what percentage of the client portfolio of the company in which he is investing generates real value, to establish the potential value prospective customers in the market, to decide whether the sales structure is the most appropriate for the market and to analyse and improve on the customer acquisition, retention and loyalty policies being developed in the business to be acquired.



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