Retail Banking

Much of DIBC's work is concerned with retail banking. Key themes include distribution strategies (especially branches, franchising, direct banking by post and telephone, and internet banking), cross-selling (insurance and mutual funds), customer segmentation (by income, wealth, age, etc) and branding. Other work has involved cross-border opportunities and cross-border competition.

Representative assignments:

• Strategic study for a major Nordic bank, covering customer segmentation, distribution channels and cross-selling of non-bank products
• Development of a strategic plan for a Slovak bank, recommending target markets and customers, new products and services, sources of capital and joint venture partners
• Analysis of the euro's impact on the Irish retail banking market, focusing on potential competition from banks in other euro countries
• Several studies for foreign banks of UK retail banking opportunities, identifying target customers, products, methods of delivery and possible acquisitions
• Evaluated best practice for a leading Scandinavian bank in marketing retail investment products to a mass affluent client base
• Surveyed leading bank analysts, consultants and heads of strategy to identify possible areas of sustainable organic growth in the light of declining alternative sources of earnings growth

Publications:

Share of wallet - European Bank Insight
(Salomon Smith Barney)

Main Contacts:

Steve Davis
Brenda Jenner