Global provider of risk management solutions needed competitive intelligence in order to develop a value positioning

Insurance company needed competitive intelligence of the vehicle service contract market in order to develop a new value proposition and a go to market approach that would best fit different product categories and customer types.

13 qualitative in depth interviews (IDIs) with automotive OEMs, large automotive dealer groups, property and casualty insurance companies, competitors, and third party administrators.

Client received a meticulous report of the vehicle service contract market and the current trends.  Included was an evaluation of how customers view company and competitors; overall strengths and weaknesses; and key drivers that cause customers to change in suppliers.  Report also provided insights on how competitors go to market and position themselves; their sales approach; selling points emphasized; how they compare and contrast themselves to client; pricing models that are most appealing to customers; and why competitors have achieved advantages in the marketplace. Study led to design of a strategic message and consolidation of key offerings that reinforced the value proposition and strategic positioning.