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The Key To Maximizing
Consumer RelationshipsGabe Krajicek
CEO
© 2016 Kasasa. All rights reserved. Not for distribution.
© 2016 Kasasa. All rights reserved. Not for distribution.
Consumer Challenge
Oh, I want to buy that
now!
Ah! Another
fee
Let me compare
rates
Need to pay my
bills
Difficult To Acquire Engaged, Young
Customers
Consumer Expectations For A
Seamless, Meaningful Experience
© 2015 BancVue. All rights reserved. Not for distribution.
Challenging Mega Competition
Large Marketing Budgets
Product Innovation
Research Department
Dedicated Resources
Marketing Expertise
Training Programs
Difficult for community banks to compete
© 2015 BancVue. All rights reserved. Not for distribution.
Banking Product Innovation
© 2016 BancVue. All rights reserved. Not for distribution.
How To Compete In This New Reality?
Adopt A Consumer-Centric Retail Strategy
1
Leverage A Relationship Platform
2
© 2016 Kasasa. All rights reserved. Not for distribution.
© 2016 Kasasa by BancVue. All rights reserved. Not for distribution.
1. Get Noticed.
Grab people’s attention with
comprehensive, consumer
research–based messaging
designed to draw in your
target market.
© 2016 Kasasa by BancVue. All rights reserved. Not for distribution.
2. Introduce
Yourself.
Make it easy for people to
learn about who you are,
what you’re about, and what
you can do for them.
© 2016 Kasasa by BancVue. All rights reserved. Not for distribution.
3. Build the
Relationship.
Compel people to action – in
a way that drives value.
© 2016 Kasasa by BancVue. All rights reserved. Not for distribution.
4. Strengthen The
Relationship.
Connect account holders
with information, products
and services that they care
about at the moment that it is
the most valuable to them.
© 2016 Kasasa by BancVue. All rights reserved. Not for distribution.
5. Inspire Fandom.
Become a topic of
conversation online, around
the water cooler, and at the
dinner table and get the
profit that comes with it.
© 2016 Kasasa by BancVue. All rights reserved. Not for distribution.
Get Noticed
Grab people’s attention with
comprehensive, consumer
research–based messaging
designed to draw in your
target market.
© 2015 BancVue. All rights reserved. Not for distribution.
The Average American Is
Exposed To 5,000 Marketing
Messages A Day.
How Do You Get Them To
Hear Yours?
Source: Yankelovich Partners Study
© 2015 BancVue. All rights reserved. Not for distribution.
Formulate Your Target Market(s)
“Successful Mid-Lifers”Young
“Main Street Families”Family
“Conservative Matures”Mature
Demo: Singles and couples in their 30s
and 40s with executive jobs. College
educated households who are career
minded and seek social status. Located
in the Second Cities, Exurbs and
Suburbs.
Ave. HH Income: $82,255
Demo: Families living in the Second City
and Suburban areas. This is the home of
the legendary “Soccer Moms” with
activities heavily geared to the kids and
family functions. Take advantage of their
surroundings and do a lot of activities
outdoors.
Ave. HH Income: $92,800
Demo: Empty Nesting Couples over the
age of 55. Living comfortably in older
homes in the Second City and older
Suburban areas. Enjoy routine-based,
upper-middle class lifestyles.
Ave. HH Income: $76,700
Cut Through The Clutter
© 2016 Kasasa. All rights reserved. Not for distribution.
© 2016 Kasasa. All rights reserved. Not for distribution.
Consumers who don’t have an account
with a community bank say its because
they haven’t thought about it, or were
unaware that the bank existed
Source: Consumer Banking Insights Study 2015
4 10out of
© 2015 BancVue. All rights reserved. Not for distribution.
They Think All Banks Are The Same
The number one reason (58%) people don’t end up switching banks, is
that they feel they are the same.
21%
40%
58%
Haven't found a better bank
Too much of a hassle
Lack of differentiation
Source: Making The Switch. AOL Study, 2015
© 2015 BancVue. All rights reserved. Not for distribution.
78%Of Millennials
agree
71%Say Brand Name is
important in choosing
where to bank
Source: Consumer Banking Insights Study 2015
© 2014 BancVue. All rights reserved. Not for distribution. a BancVue
solution* Neil Howe, co-author of Millennials Rising
AVG 10-YR-OLD KNOWS 400 BRANDS
& CALL PRODUCTS BY BRAND NAME
92% OF THE TIME.
© 2015 BancVue. All rights reserved. Not for distribution.
The Power of a BrandRazny + Rolex
© 2016 Kasasa by BancVue. All rights reserved. Not for distribution.
Introduce Yourself
Make it easy for people to
learn about who you are,
what you’re about, and what
you can do for them.
© 2016 Kasasa. All rights reserved. Not for distribution.
88%Start online when searching
for a banking product
© 2015 Kasasa by BancVue. All rights reserved. Not for distribution.
© 2016 Kasasa. All rights reserved. Not for distribution.
Does Your Website Deliver?
Must Be On The “Stage”
Must Generate Demand
© 2016 BancVue. All rights reserved. Not for distribution.
Responsive Design Built For Sales
© 2016 Kasasa by BancVue. All rights reserved. Not for distribution.
Build Relationships
Compel people to action —
in a way that delivers value
to account holders.
© 2015 BancVue. All rights reserved. Not for distribution.
Nearly 40% Of MillennialsDon’t Believe You Have The Products They Need
Source: Consumer Banking Insights Study 2014
“The big banks have
money to invest in
technology and IT
departments and people...”
And Why Would They..?
© 2016 Kasasa. All rights reserved. Not for distribution.
Offer Products That Consumers Want
Free, No Fees High Interest
Rewards Cash Back
Source: Consumer Banking Insights Study 2015
More Important to Gen Y2x
© 2016 Kasasa. All rights reserved. Not for distribution.
© 2016 Kasasa. All rights reserved. Not for distribution.
© 2016 Kasasa. All rights reserved. Not for distribution.
© 2016 Kasasa. All rights reserved. Not for distribution.
© 2016 Kasasa. All rights reserved. Not for distribution.
© 2016 Kasasa. All rights reserved. Not for distribution.
© 2016 Kasasa by BancVue. All rights reserved. Not for distribution.
Strengthen
Relationships
Connect account holders with
information, products and
services that they care about at
the moment that it is the most
valuable to them.
© 2016 Kasasa. All rights reserved. Not for distribution.
Of consumers agree that community banks have
better personal service than the big
national banks.64%
Source: Consumer Banking Insights Study 2015
© 2016 Kasasa. All rights reserved. Not for distribution.
Consumer Are Shopping Around For Other Services
Auto Loans
Brokerage Accounts
Home Mortgage
70%
61%
52%
Source: Banking Reshaped by the Customer. Accenture Study, 2015
© 2016 Kasasa. All rights reserved. Not for distribution.
Consumers Are Open To Receiving More
Value-Add Services
Proactive product
recommendations52%
Source: Banking Reshaped by the Customer. Accenture Study, 2015
© 2015 BancVue. All rights reserved. Not for distribution.
We Drive More Than Kasasa Accounts
58
28
9 8 7 6
16
138
19 23 22
36 38
95
-
25
50
75
100
125
Total Deposit Kasasa Checking Money Market IRA CD Savings Total Loan
Up-sell Cross-sell
• 6,300 Mailed
• 149 Deposits for $1.8 Million
• 111 Loans totaling $2.4 Million
© 2016 Kasasa. All rights reserved. Not for distribution.
© 2016 Kasasa by BancVue. All rights reserved. Not for distribution.
Inspire Fandom
Become a topic of conversation online,
around the water cooler, and at the dinner
table and get the profit that comes with it.
© 2016 BancVue. All rights reserved. Not for distribution.
90%
Positive Experiences For Ongoing Acquisition
Source: PWC Insights for the US Retail Industry 2011
of consumers are willing to
recommend after a
positive experience
© 2016 Kasasa. All rights reserved. Not for distribution.
© 2016 Kasasa. All rights reserved. Not for distribution.
© 2016 Kasasa. All rights reserved. Not for distribution.
© 2016 Kasasa. All rights reserved. Not for distribution.
Consider 2 friends, Glen and Marie
Glen has a Kasasa account with you.
Marie banks with a megabank.
© 2016 Kasasa. All rights reserved. Not for distribution.
Glen gets his unique link and clicks to
share it on Facebook.
© 2016 Kasasa. All rights reserved. Not for distribution.
Marie clicks Glen’s link and lands on
your site. She learns about Kasasa.
© 2016 Kasasa. All rights reserved. Not for distribution.
Marie enters her email and decides to
open her Kasasa account online.
© 2016 Kasasa. All rights reserved. Not for distribution.
Marie and Glen are both emailed a
$50 Amazon.com Gift Card!
© 2016 Kasasa. All rights reserved. Not for distribution.
Now, Glen and Marie both Kasasa!
Next time you send out a Share invitation,
both Glen and Marie will be included.
SHARE KASASARefer-A-Friend For Kasasa Checking AccountsEasy to use, automated, social media refer-a-friend program for Kasasa that dramatically reduces potential for incentive-gaming.
© 2016 BancVue. All rights reserved. Not for distribution.
© 2015 BancVue. All rights reserved. Not for distribution.
@KasasaNews
/in/gmkrajicek