---
title: Understanding PCW trade performance
description: We wanted to help clients understand why pricing differs from one PCW to another when the client’s desired pricing strategy is to be consistent​
---

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Understanding PCW trade performance

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The objective

To support the client in understanding their trading performance, specifically when they have experienced much higher PCW conversion than was in their plan.​

Client saw no change in their PCW 'times top' data and made no significant rate changes so were unable to understand why they had written more volume than expected.

 

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The approach

Our data uniquely allows us to view whole market performance of all the clients' group brands giving us greater visibility of competitiveness outside of rank 1.​

We used week on week analysis of the position and premium density of the clients' group brands to understand the top 5 prevalence and frequency of position.

 

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The impact

We found that although the client rightly saw no change in their rank 1 competitiveness; they had reduced the distance in premium between their group brands giving them increased 'stacking' of their brands in the top 5 competitive positions.​

In addition we established that the rank 1 brands they competed against most often were 'essentials' type products that were less feature rich than their lead product.​

This resulted in greatly increased PCW conversion.

 

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The value

Our data allowed them to identify that this was due to density of group brands (how they stack).​

 

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Get in touch

 

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