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Why Are You Getting the Business You Are Getting? ...And not more?

Why Are You Getting the Business You Are Getting? ...And not more?. BAFT 11th Annual Conference Chicago, 26 October 2001 The Brondesbury Group. Four Topics for Today. What you get from a Trade Relationship Bringing in Business Keeping Business Competing Effectively. The Focus of this Talk.

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Why Are You Getting the Business You Are Getting? ...And not more?

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  1. Why Are You Getting the Business You Are Getting?...And not more? BAFT 11th Annual Conference Chicago, 26 October 2001 The Brondesbury Group

  2. Four Topics for Today • What you get from a Trade Relationship • Bringing in Business • Keeping Business • Competing Effectively The Brondesbury Group

  3. The Focus of this Talk • Large locals and MNC’s in North America • At least $250 million in revenue • Exporters and/or importers • Trade and Related Business Lines • Info gathered QII-QIII 2001 The Brondesbury Group

  4. What You Get from a Trade Relationship OR Why most banks don’t know their clients as well as they think they do

  5. Four Levels of Relationship More (60%) Lead First call for Cash mgmt, Trade, Financing, etc. First call for Trade-related business only Trade Lead % Business Other major supplier for Trade-related business Secondary One country/region - One product Niche Less (6%) The Brondesbury Group

  6. Are these relationship banks? The Brondesbury Group

  7. Some business visible - Most is Not * >15% market penetration % of client’s total volume The Brondesbury Group

  8. Four Other Lines Bought (If Trade Lead) The Brondesbury Group

  9. Estimated Revenue per Client** Co.Size: $1 billion + Co.Size: $250-999mn * Includes all forms of trade financing plus trade-related term loans and operating lines * Excludes FX and FX hedging revenue The Brondesbury Group

  10. Bringing in Trade Business New Sales and Cross-Sell

  11. Three Types of New Business • Bringing in new clients • Capturing more volume from clients • Selling new trade products to clients The Brondesbury Group

  12. New Clients - More Volume:What Companies Say The Brondesbury Group

  13. Lost Clients - Lost Volume:What Companies Say The Brondesbury Group

  14. Top Five Impacts* on Buying More -- Clients Only • Size of credit line • Local branch access • Regular account manager contact • Lower processing cost • Up-to-date technology * Note: This is an average. Top impacts differ by company size and whether an exporter or importer The Brondesbury Group

  15. Keeping Business Managing Loyalty

  16. Clients Open to New Banks? % Open to a New Banking Relationship The Brondesbury Group

  17. Top Five Impacts on Keeping Clients • Local branch access to service • Size of credit line extended • Fast transaction processing • Comprehensive statements & reports • Account rep gets things done quickly * Note: This is an average. Top impacts differ by company size and whether an exporter or importer The Brondesbury Group

  18. Competing Effectively What REALLY differentiates trade banks

  19. What Differentiates Banks-International Image The Brondesbury Group

  20. What Differentiates Banks-Account Management The Brondesbury Group

  21. What Differentiates Banks-Bank Positioning The Brondesbury Group

  22. Changing Differentiation--1999 versus 2001 The Brondesbury Group

  23. Summary & Conclusions • Difficult to really know the client • Banks miss 50-60% of client trade biz • Economic trade-offs grow more important • Technology and processing are giving way to relationships and advice • As technology grows in impact, people will increasingly be the basis for success The Brondesbury Group

  24. THANK YOU The Brondesbury Group and Brendan Wood International

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