Posts Tagged ‘ money issues

Spread that solely mirrors credit risk

23Based on historical data on defaults we can derive the fraction of the spread over riskless bonds for different rating classes and maturities, that is solely due to the probability of default and loss given default. The expected loss rate is derived from these two factors. Market participants who have a buy-and-hold perspective must decide on whether the current spread of a corporate bond sufficiently compensates for default and migration risk.

This is rather the perspective of a private than an institutional investor, because the latter in general has a short- to medium-term investment horizon and rarely holds a bond to maturity. In general, the institutional investor tries to achieve an excess return against a benchmark with a trading oriented management approach.

However, for the calculation of the required spread from a buy-and-hold perspective reliable default probabilities and recovery rates have to be used. If the issuer has an agency rating, Moody’s historical database is a good starting point. This database compiles expected default probabilities on a historical basis which is updated annually and also average recovery rates depending on the seniority of a bond. Those values allow to calculate a “fair” spread that solely mirrors credit risk.

Key credit questions you should ask

Sales, marketing and brand management decisions can be as difficult as they are important. Below are some of the issues that may need to be considered on a regular basis.

  • How elastic are product prices? Could prices be increased without reducing revenue?
  • When is the next price rise planned? Could it happen sooner?
  • Are forces driving down prices in your market? What are they and how can you counter them?
  • Who fixes prices in your organisation? How do they do it and could the process be improved?
  • Are discounts targeted at the right sectors, or are they needlessly eroding profitability?
  • Could pricing be used more aggressively?
  • What are the barriers to entry in your market? How much of a barrier are they? Could you make it even harder for competitors to enter the market?
  • When is the best time to enter or leave the market? Can action be taken to discourage and reduce the effectiveness of competitors entering?
  • If you are planning to enter a new market, what makes your offer distinctive and likely to succeed?
  • Are other firms entering the market? If not, why?

Ways to build credit loyalty

If you build trust and rapport with customers by listening to, understanding and helping them, they are more likely to be loyal. And the more you are able to tailor information and special offer promotions to individual customers the more likely they are to remain loyal. The Holy Grail of marketing has long been the ability to meet the needs of individual customers to drive revenue and profit; this is now easier to achieve, especially online.

Try to build on the initial purchase so that it is not simply a once-only transaction but provides an opportunity to make further offers that will be attractive to the customer.