Building Greater Customer Lifetime Value. Increasing Portfolio Value One Customer At A Time
Martin Thomas & Jeff Fread
Most professionals understand why they should calculate customer and portfolio value. But often there is a breakdown and the quality of execution. And in most cases, valuable information is not leveraged to increase overall portfolio value. This webinar will address the “How To’s” of measuring customer value and how to use that information to increase portfolio value. Practical examples are used to illustrate the concepts presented by Martin Thomas and Jeff Fread.
Martin R. Thomas, Ph.D.
Founder and President
Penn Data Mining, LLC
Marty draws on his extensive skills and experience in Financial Services, where he is trained in both Statistics and Finance. His work with large financial services companies has included the development of many innovative value-based approaches to financial decision-making. He specializes in developing analytic decision capabilities in traditional businesses such as lending and insurance. Marty has held both line and staff positions in industry and has worked with Mortgage, Credit Card, Insurance, Leasing, and Retail companies.
Marty also serves on the Faculty of Drexel University where he teaches graduate Finance and Statistics in the Bennett S. LeBow College of Business. He is a two-time recipient of the Dean’s Prize for Outstanding Teaching and has been awarded the Graduate Business Association Distinguished Professor Award. He holds a Ph.D. in Finance from Penn State University where he was a Kenneth M. Carey Fellow.
Co-Founder and Principal
CDG Consulting Group
Jeff Fread has over 25 years of experience in international and domestic financial services. He is a co-founder of CDG Consulting Group. Recent projects have included litigation support, portfolio valuations, design of customer based analytic systems, loss forecasting, new account acquisition modeling, best practices benchmarking studies, and customer lifetime value studies.
Jeff spent 12 years with Advanta Corp. with specific responsibilities for Decision Support, Credit, Collections and Information Technology. Early on Advanta recognized the need to use detailed customer information to optimize portfolio performance and drive innovation. Under Jeff’s direction it implemented a customer-driven analytical database to support quality decision-making. Jeff created a separate unit to extend the skills and techniques for decision support to the Mortgage, Business Card, Insurance, Great Expectations (a relationship company) and International groups of the Company. This unit designed databases, explored potential joint venture opportunities, and developed targeting, test design, modeling, and database structures for each business.
Jeff also led the international market expansion strategy for Advanta. This included the creation of a joint venture with the Royal Bank of Scotland to market credit cards in the UK. Launched in September 1995, the unit consistently exceeded expectations. Jeff also evaluated market opportunities in Germany, Spain, Canada, Australia and Taiwan.
Prior to joining Advanta, Jeff worked for Arthur Andersen & Co. as a Manager in the Audit Division. He focused on the Firm's Profit Improvement Practice, a combination of audit and business consulting services. Jeff holds a Bachelors of Science in Economics from the Wharton School as well as a Bachelors of Arts in English from the University of Pennsylvania.