Has your Relationship Pricing Lost its Spark?
October 17, 2017, 2 p.m. Eastern
Banks have a long history of rewarding existing lending customers with discounts under the assumption that lower rates will make them more loyal. But it seems counterintuitive to keep discounting your best customers until they are no longer profitable, especially when you don’t understand their price sensitivity. On the other hand, some banks follow the cable television model, offering temporary discounts to attract new customers before converting them to the baseline price. It’s possible that those banks are throwing away discounts on customers who might not maintain balances at the end of the promo period. So what’s the right approach to building meaningful customer relationships?
In this webinar, Rutger van Faassen, VP of US Lending at Nomis Solutions, will illustrate new ways banks are using data analytics to identify opportunities for redesigning lending products to reduce price sensitivity and achieve profitability. Attendees will learn how banks can manage the tradeoffs between relationship pricing for customer retention and customer acquisition and ensure that they are measuring the right KPIs when it comes to profitability targets. The session will focus on customer perception of value and levers other than price that banks can use to meet their portfolio goals.Read More »