Growth strategies in retail banking Study - Roland Berger
Growth strategies in retail banking Study - Roland Berger
Growth strategies in retail banking Study - Roland Berger
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Staff, strategy, market<strong>in</strong>g & sales, distribution are<br />
seen as key success factors <strong>in</strong> CEE<br />
Top success factors <strong>in</strong> CEE bank<strong>in</strong>g<br />
Staff<br />
Strategy<br />
Market<strong>in</strong>g & Sales<br />
Distribution network<br />
Speed/Time to market<br />
Pragmatism<br />
Customer base<br />
Risk management<br />
Front office processes<br />
Back office processes<br />
Cost management<br />
Products<br />
Internal organization<br />
IT<br />
8%<br />
8%<br />
12%<br />
19%<br />
19%<br />
25%<br />
25%<br />
25%<br />
31%<br />
38%<br />
50%<br />
58%<br />
58%<br />
Source: "Key factors for success of banks <strong>in</strong> CEE" by EFMA and zeb/<br />
77%<br />
Comments<br />
Staff: management talent is scarce<br />
Strategy: universal bank or niche<br />
bank<br />
Market<strong>in</strong>g & Sales: transform<br />
branch staff from adm<strong>in</strong>istrators<br />
<strong>in</strong>to sales-driven, customer oriented<br />
Distribution:<br />
– Usage of alternative channels is<br />
high <strong>in</strong> CEE<br />
– Modern trends regard<strong>in</strong>g branch<br />
locations: malls, supermarkets<br />
– Invest <strong>in</strong> branch expansion to<br />
close gap with EU <strong>in</strong> terms of<br />
branch density<br />
VIE-1789-90000-017-415<br />
14
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