Growth strategies in retail banking Study - Roland Berger

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Levers to grow profitably – cheaper distribution, product innovation, sales effectiveness 1. Choose the right strategic positioning 2. Excellent client segmentation/focus on target groups Positioning as a universal bank only if significant market share can be achieved; otherwise pursue niches Development of new segments (e.g. low income segment, agribusiness) Focus on SME client segments 3. Product Innovation Using one product as an anchor, then cross sell New innovative products (e.g. savings+ mortgage loan) 4. Optimize distribution Use alternative distribution channels via third party agents, mini offices Customize branch format to target clients and location Periodically reevaluate branch locations 5. Execution Increase of sales efficiency in integrated multi channel concept Strengthening of marketing/communication Increase of sales resources and cross selling leverage of sales channels Sales focus on performance (Incentives, activity controlling, etc.) Tight processes; shortening response time Risk management VIE-1789-90000-017-415 38
Roland Berger Strategy Consultants worldwide Amsterdam Barcelona Beijing Berlin Brussels Bucharest Budapest Detroit Düsseldorf Frankfurt Hamburg Kiev Lisbon London Madrid Manama Milan Moscow Munich New York Paris Prague Riga Rome São Paulo Shanghai Stuttgart Tokyo Vienna Warsaw Zagreb Zurich Roland Berger Strategy Consultants d.o.o. Trg bana JelaSiTa 5 10000 Zagreb Croatia VIE-1789-90000-017-415 39
Page 1 and 2: LJUBLJANA BELGRADE PRAGUE TALLINN R
Page 3 and 4: LJUBLJANA PRAGUE BELGRAD TALLINN RI
Page 5 and 6: Bank privatization is almost comple
Page 7 and 8: A second wave of M&A activities is
Page 9 and 10: Croatia is the leading CEE country
Page 11 and 12: Shrinking margins will force banks
Page 13 and 14: CEE banking markets are selling mar
Page 15 and 16: STRATEGY Most banks offer universal
Page 17 and 18: STRATEGY EXAMPLE Lukas bank of Pola
Page 19 and 20: STRATEGY EXAMPLE Polish credit unio
Page 21 and 22: STRATEGY EXAMPLE GE Money exploits
Page 23 and 24: DISTRIBUTION Alternative distributi
Page 25 and 26: DISTRIBUTION 10% of all mortgage lo
Page 27 and 28: DISTRIBUTION PKO BP, the large savi
Page 29 and 30: MARKETING AND SALES EFFECTIVENESS L
Page 31 and 32: MARKETING AND SALES EFFECTIVENESS V
Page 33 and 34: Growth in retail lending is expecte
Page 35 and 36: Branch density is at par with matur
Page 37: Credit cards and mortgages will be

Growth strategies in retail banking Study - Roland Berger

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