Summary Banks have been forced to retreat from several markets in recent years, cutting off revenue streams. This has prompted a renewed focus on the consumer market. Providers are recognizing the importance of increasing the breadth and depth of their customer relationships, which are ultimately key to product sales.
Synopsis - Learn how well the UK's biggest providers are doing at cross-selling their savings products. - Understand more about the different consumer segments attracted to each provider. - Identify the right strategies for maximizing product sales to your existing customers.
Reasons To Buy - How do UK banks compare to each other when looking at savings product cross-selling? - What factors have the most impact in driving cross-selling? - What actions can you take to improve your cross-selling performance?
Key Highlights Nationwide and Lloyds have the best overall records in the UK for cross-selling savings products. Nationwide has benefited from its strategy of offering preferential rates to its current account customers.
Savings account cross-holders with Barclays and HSBC are the most likely to be technophiles who view their provider as innovative. Nationwide cross-holders are the most likely to be fairness seekers in search of providers with simple products, that reward loyalty, and inform them of better deals.
In order to improve cross-selling performance, providers should improve integration between current accounts and savings accounts, offer monetary rewards to longstanding customers and those who hold multiple products, and introduce personal financial management tools that help consumers make the most of their money.