Internet Acquision Strategy of Bankinter
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The document discusses the internet acquisition strategy for Bankinter, detailing its evolution as a multichannel bank and growth through online banking initiatives. It includes a SWOT analysis, customer acquisition tactics, and profitability considerations, highlighting the importance of targeting and incentive structures. Recommendations focus on leveraging CRM and targeted marketing to improve customer retention and profitability.
Internet Acquision Strategy of Bankinter
- 1. Group 3 –Nataraj Pangal | Shankari G | TajanJosesph | VinithGopalakrishnanInternet Acquisition Strategy
- 2. Case Facts..
- 3. BankinterSmall Independent National Bank282 Branches2964 Employees1230 AgentsEURO 21.4b Assets
- 5. GrowthStarted in 1965Organic GrowthForayed into Online BankingFirst Multichannel Bank37% of transactions - Internet
- 6. Internet StrategyPartnering - PortalsInternet BranchTransform into Multichannel
- 7. Internet Acquisition GrowthDec 00 – 40,000 CustomersDec 01 – 120,000 CustomersFormalized CustomersNon-Formalized Customers
- 10. Internet Customer Acquisition Strategy…
- 11. Alliance StrategyHigh upfront Annual Fee
- 14. Customer Profitability AnalysisProfitability.xlsUnformalized Customers - 33000
- 15. Increase ProfitabilityIncrease Retention of ProfitableIncrease Attrition of Non ProfitableDecrease Ratio of Non-Profitable to Profitable2.12 NonProfitable to Profitable Ratio - Profitable
- 16. InsightsEURO 30 IncentiveCredit Card 50% UsersLow Internet Penetration - Spain
- 17. RecommendationsFocused TargetingBanners on Sites related to SegmentGive Incentive in InstallmentsLeverage on CRMRebates & Cross SellLoyalty Programs
- 19. Assumptions – Worst Case Scenario100 Clients67 – Affluent | 33 - StudentsAll Students are unprofitableCF – Affluent CF – Profitable 8700 SegmentCF – Students CF – UnProfitableeClbtr SegmentAttrition Rates remain constant
- 21. RecommendationsMinimum 24% Acquisition rateDisplay Banners only on AffluentDisplay Banners based on Number of TransactionsIncentivize Customers to use Bank for Wine Transactions
- 22. THANKYOU