Subject category:
Strategy and General Management
Published by:
International Institute for Management Development (IMD)
Version: 16.12.2002
Abstract
This case describes the total transformation of a wholly owned subsidiary of Aegon, one of the largest insurance companies in the Netherlands, that deals in the sale of financial instruments, such as annuities, savings and investment products. The new managing director forms a management team, and together they segment the market, introduce a variety of distribution methods and increase sales by dramatic amounts, while keeping the number of staff constant. The main issues in the case include team building, market segmentation by focusing on customer values, distribution strategy and management philsophy. A video 'IMD-3-0537-V' is available to accompany the case. There is a German translation available (D394-083-1).
Teaching and learning
This item is suitable for postgraduate and executive education courses.Time period
The events covered by this case took place in 1991.Geographical setting
Region:
Europe
Country:
The Netherlands
Featured company
Spaarbeleg
Industry:
Insurance; Financial services
Featured protagonist
- Johan van der Werf (male), Managing Director
Subject category:
Strategy and General Management
Published by:
International Institute for Management Development (IMD)
Version: 31.03.2003
Length: 25 pages
Data source: Field research
Subject category:
Strategy and General Management
Published by:
International Institute for Management Development (IMD)
Notes: File size 3.59GB. Click for more information.
About
Abstract
This case describes the total transformation of a wholly owned subsidiary of Aegon, one of the largest insurance companies in the Netherlands, that deals in the sale of financial instruments, such as annuities, savings and investment products. The new managing director forms a management team, and together they segment the market, introduce a variety of distribution methods and increase sales by dramatic amounts, while keeping the number of staff constant. The main issues in the case include team building, market segmentation by focusing on customer values, distribution strategy and management philsophy. A video 'IMD-3-0537-V' is available to accompany the case. There is a German translation available (D394-083-1).
Teaching and learning
This item is suitable for postgraduate and executive education courses.Settings
Time period
The events covered by this case took place in 1991.Geographical setting
Region:
Europe
Country:
The Netherlands
Featured company
Spaarbeleg
Industry:
Insurance; Financial services
Featured protagonist
- Johan van der Werf (male), Managing Director
Related
Subject category:
Strategy and General Management
Published by:
International Institute for Management Development (IMD)
Version: 31.03.2003
Length: 25 pages
Data source: Field research
Subject category:
Strategy and General Management
Published by:
International Institute for Management Development (IMD)
Notes: File size 3.59GB. Click for more information.