Industry
Banking & Financial Institutions
Company Profile
- German regional bank with >50% market share in its region
Situation and Objectives
- Increase margins in a competitive environment with aggressive price wars
- Keep or even extend market share at the same time
- Shift focus from interest rates to value of products, advice and services, and increase cross-selling
Approach
- Approach consists of three steps: 1. A smart price anchor as a lock-in-step, 2. An up-selling step using flexibility modules, 3. A cross-selling step using a security module
Holistic modular Sales Tool
Results
- Developed a modular price/product/sales approach
- Implemented concept with a digital sales tool, leading the sales force all the way through the process
- Embedded sales tool into existing sales process infrastructure
Impact
- 25 bp margin increase
- 60% of customers buy additional packages
- 30% volume increase
