Private customer sales at cooperative banks

Sales units in retail banking are facing a variety of challenges

In these times of digital transformation and constantly changing customer expectations, cooperative banks are confronted with critical challenges in retail banking sales.

Three key fields of action in retail banking sales address basic structures of every cooperative bank.

Adaptation of sales strategies

The implementation of wallet- and capacity-oriented sales strategies for each customer segment ensures a demand-oriented increase in share of wallet.

Optimization of omni-channel management

The optimization of a centralized sales management system and the implementation of data-driven sales processes are key success factors for cooperative banks’ retail business.

Further development into a cross-channel regional bank

The long-term anchoring of the omni-channel platform in sales and the integrated optimization of all sales channels are particularly important areas of action in the coming years.

"The future challenges in retail banking require IT solutions. The implementation of smart data and cross-channel sales strategies must be tailored to each bank“

Thorsten Ströhl, Senior Manager

Our solutions in retail banking sales

In future, retail banking will require customer-centric and wallet-oriented market development. However, the bank-specific implementation of the BVR’s key market development concepts and the use of IT solutions internal to the German Cooperative Financial Network will not happen by themselves. Our approach aims to offer strategic, innovative and efficient solutions.

Strategic foundations

Creating wallet analyses using the zeb.wallet model, strategic (re)alignment of sales in various segments. Creating wallet analyses using the zeb.wallet model, strategic (re)alignment of sales in various segments

Growth and innovation

Developing customer relationship models, end-to-end concepts, product and pricing solutions.

Data-driven sales

Implementing a modern cross-channel and data-driven sales management scheme including the practice-oriented implementation of smart data applications based on the experience gained from over 80 pilot projects.

Optimization of sales channels

Restructuring and optimizing personal, digital-personal and digital banking in line with individual region-specific customer needs, including the expansion of the OCP and CDC as well as a growth-oriented modernization of the branch network.