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 />
GE Money exploits full potential of customer needs<br />
via cross sell<strong>in</strong>g – Professional CRM program<br />
GE Capital Multiservis Czech Republic<br />
Basic Idea Realization by Multiservice<br />
Customer applies<br />
for sales f<strong>in</strong>ance<br />
account at POS<br />
to buy e.g.<br />
wash<strong>in</strong>g mach<strong>in</strong>e<br />
Once acquired<br />
customer gets<br />
"converted"<br />
Cross sell<strong>in</strong>g<br />
Customer life<br />
cycle program<br />
% of open<strong>in</strong>g balance<br />
100%<br />
90%<br />
80%<br />
70%<br />
60%<br />
50%<br />
40%<br />
30%<br />
20%<br />
10%<br />
1<br />
2<br />
3<br />
Card issued: 4th-6th month<br />
4<br />
x-sell<br />
loans<br />
revolvers<br />
0%<br />
1 4 7 10 13 16 19 22 25 28 31 34 37 40 43 46<br />
Month on file<br />
1<br />
2<br />
3<br />
4<br />
Drive customer<br />
acquisition by "sales<br />
f<strong>in</strong>ance loan"<br />
products<br />
Drive high conversion<br />
rate by automatic flip<br />
to revolv<strong>in</strong>g credit<br />
Drive revolv<strong>in</strong>g by<br />
strong cash card<br />
access functionality<br />
Drive x-sell and reactivation<br />
by targeted<br />
offers/ products<br />
VIE-1789-90000-017-415<br />
21
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