Case Study

Shaping Spaarbeleg: Real and unreal

20 pages
January 1993
Reference: IMD-3-0537

The 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 philosophy.

Keywords
Structural Change, Insurance, Financial Services
Settings
Netherlands
Spaarbeleg, AEON Insurance Brokers, Finance and Insurance, Financial Services, Finance and Insurance
Copyright
© 1992
Related material
Teaching note, Video
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