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 />
MultiBank built up its client base as an <strong>in</strong>ternet<br />
bank only – Outlets to support client acquisition<br />
Product<br />
Very <strong>in</strong>novative solution <strong>in</strong> the mortgage loan<br />
offer – mechanism of balanc<strong>in</strong>g the loan amount<br />
with client sav<strong>in</strong>gs with<strong>in</strong> the Multiplan<br />
High product flexibility – no fees required for early<br />
repayment and currency change<br />
Target: middle and affluent segment - clear<br />
separation of VIP clients (Aquarius Club) and small<br />
enterprises<br />
Customer<br />
Distribution<br />
Internet bank with<br />
branches for client<br />
acquisition<br />
Multichannel access to the current account –<br />
<strong>in</strong>ternet, branches (51), telephone bank<strong>in</strong>g, SMS,<br />
WAP<br />
Attractive branch style and equipment give clients<br />
the impression of high service quality and<br />
„closeness" to client<br />
Cooperation with the ma<strong>in</strong> <strong>in</strong>termediaries is<br />
centrally coord<strong>in</strong>ated – the bank cooperates mostly<br />
with big <strong>in</strong>termediaries – Expander, Open F<strong>in</strong>ance<br />
Promotion<br />
VIE-1789-90000-017-415<br />
20
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