Distribution Bank
In the wake of the financial crisis, many financial institutions refocus on their old strengths in retail banking. This strategic revival, however, does not automatically lead to success. Tough competition for each client is to be expected so that the right paths need to be taken. Forgotten strengths have to be redeveloped and new potentials have to be exploited in the market.
Reputational risks and lost trust among customers are issues to be addressed by banks. Confidence-building measures have to be taken, and customer loyalty programmes need to be launched. Those who win back the customers’ trust now in a sustained fashion will emerge stronger from the crisis.
As long as the current turbulence on the market persists, the following supplementary issues are raised for sales control: In how far can classic concepts of sales control be applied without any modifications given the changed credit and liquidity spreads? Should the current market distortions be partly passed on to the distribution system? In this context, methods of transaction calculation and sales control are needed that are adjusted to the situation on hand.