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The
Sale of the Company:
When: Speakers:
Session Description:
Over the 1990s, owning your own business was the best ticket to affluence. By 2000, approximately 40% of affluent households reported that the head of the household was a business owner. Many of these owners must now confront how to successfully extract this wealth from the business as they approach retirement. Not only do they need to effectively plan their exits from the business, but they also should be putting in place business succession insurance, updating their estate plans for the increased value of their businesses, and looking at how to diversify their assets away from near total reliance on their business. However to date, most well-off business owners have done little beyond putting in place retirement plans. Using results from a combination of quantitative and qualitative research activities, Roger will present a segmentation of the affluent and emerging affluent business owner market based on self-reported exit planning priorities. The descriptions of the groups that emerge through this segmentation provide a clear sense of the different reasons why most owners are not yet prepared to make important business transition issues, and how each segment may be influenced to change. These findings are drawn from multiple research studies conducted over 1996 to 1999. In 2001, the key exit planning priorities were tested through a phone survey, and found to be still valid.This program is appropriate for senior financial executives with responsibility for Affluent Marketing, Small Business, Product Development, Market Research and Strategy Teams. Attendance Fee:
About Roger Winsby
About John Barlow
Since 1980 Barlow Research Associates has conducted extensive research in the banking and financial services industry, using techniques John has personally developed, such as Optimal Product Configuration, the Customer Relationship AuditTM and the Customer Rebate Questionnaire. Prior to starting Barlow Research Associates in 1980, John spent four years working for Norwest Bank Minneapolis, where he was responsible for the Commercial, Trust and International Marketing activities. Prior to this, John spent four years as a commercial lender in Grain & Milling and the Financial Institution Divisions of the bankšs Corporate Banking Department, managing accounts such as IDS, Bankeršs Life, Dain Bosworth and the Minnesota Twins. John holds a BBA from the University of Iowa and is a graduate of the American Bankers Association School of Commercial Lending. He is a frequent speaker at bank meetings and the past President of the Minnesota Chapter of the Bank Marketing Association. John recently wrote a chapter on the topic of Service Quality in the Cash Management Handbook published by Warren, Gorham & Lamont. John is Chairman of Board and Chief Executive Officer of the Iowa Falls State Bank, a family owned community bank in Northern Iowa. John lives with his wife and two children on Lake Minnetonka near Minneapolis. He is an avid E-scow sailor. About bizownerHQ.com
About Barlow Research Associates Inc
If you have any questions about BRAI, its services, or about the use of satisfaction data in the management of financial institutions' customer relationships, please contact us in Minneapolis. 952-545-6620 or online at www.barlowresearch.com |
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