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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STRATEGY EXAMPLE<br />
Lukas bank of Poland focuses on consumer f<strong>in</strong>ance<br />
to build up a large customer base<br />
Product<br />
Installment loans to <strong>in</strong>dividual customers, for<br />
products and services purchase, cash and car<br />
loans, mortgage loan with a free of charge analysis<br />
of a loan application with<strong>in</strong> short period<br />
Target: mass clients, high number of clients over 50<br />
years – low risk group as far as loan repayment is<br />
concerned<br />
Plans to enter the segment of small enterprises<br />
Implementation of a new central IT system<br />
Customer<br />
Distribution<br />
Consumer f<strong>in</strong>ance<br />
(Credit Agricole)<br />
large customer base<br />
Branch location <strong>in</strong> the centers of large and smaller<br />
towns, areas close to shopp<strong>in</strong>g centers and block<br />
of flats settlements<br />
Co-operate with more than 31,000 shops, service<br />
po<strong>in</strong>ts and networks of big department stores<br />
where customers can buy and f<strong>in</strong>ance the goods<br />
Extensive promotional campaigns and high<br />
spend<strong>in</strong>g on market<strong>in</strong>g<br />
Substantial <strong>in</strong>crease of revenue and profitability <strong>in</strong><br />
2004; ROE 73%, net profit EUR 68 m<br />
Results<br />
VIE-1789-90000-017-415<br />
17
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