Bank Marketing Strategies

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Thursday, October 21, 2010

The Sales Funnel Revisted

For my whole career, both in marketing and sales, I have understood the concept and importanceof the sales funnel. Conceptually speaking, the traditional sales funnel starts with awarenessbeing generated at the top of the funnel (the widest part) and then having the prospect workdown the funnel through the stages of interest, consideration, commitment and eventually havinga sale made at the narrowest part of the funnel. The funnel framework worked fairly well inproviding the foundation for understanding what metrics should be concentrated on and whereresources should be deployed.

But what happens in a world where prospects have so many more tools at their disposal to

evaluate your offerings on their own or where they skip stages of the process all together?Read more

Posted by Jim Marous at 4:41 AM1 commentsEmail ThisBlogThis!Share to TwitterShare to FacebookShare to Google BuzzLabels: acquisition, cross-sales, demand generation,small business

Tuesday, October 19, 2010
http://jimmarous.blogspot.com/2010/10/sales-funnel-revisted.htmlhttp://jimmarous.blogspot.com/2010/10/sales-funnel-revisted.htmlhttp://jimmarous.blogspot.com/2010/10/sales-funnel-revisted.htmlhttps://www.blogger.com/comment.g?blogID=8930153101988441660&postID=8281756217693822159&isPopup=truehttp://www.blogger.com/share-post.g?blogID=8930153101988441660&postID=8281756217693822159&target=emailhttp://www.blogger.com/share-post.g?blogID=8930153101988441660&postID=8281756217693822159&target=bloghttp://www.blogger.com/share-post.g?blogID=8930153101988441660&postID=8281756217693822159&target=twitterhttp://www.blogger.com/share-post.g?blogID=8930153101988441660&postID=8281756217693822159&target=facebookhttp://www.blogger.com/share-post.g?blogID=8930153101988441660&postID=8281756217693822159&target=buzzhttp://jimmarous.blogspot.com/search/label/acquisitionhttp://jimmarous.blogspot.com/search/label/cross-saleshttp://jimmarous.blogspot.com/search/label/demand%20generationhttp://jimmarous.blogspot.com/search/label/small%20businesshttp://jimmarous.blogspot.com/search/label/small%20businesshttp://jimmarous.blogspot.com/search/label/small%20businesshttp://www.blogger.com/post-edit.g?blogID=8930153101988441660&postID=8281756217693822159http://www.blogger.com/email-post.g?blogID=8930153101988441660&postID=8281756217693822159http://1.bp.blogspot.com/_IbqWoK68H2A/TMIRiBGdHzI/AAAAAAAAAUg/5s1bA7IrlIE/s1600/aida.pnghttp://jimmarous.blogspot.com/2010/10/sales-funnel-revisted.htmlhttps://www.blogger.com/comment.g?blogID=8930153101988441660&postID=8281756217693822159&isPopup=truehttp://www.blogger.com/share-post.g?blogID=8930153101988441660&postID=8281756217693822159&target=emailhttp://www.blogger.com/share-post.g?blogID=8930153101988441660&postID=8281756217693822159&target=bloghttp://www.blogger.com/share-post.g?blogID=8930153101988441660&postID=8281756217693822159&target=twitterhttp://www.blogger.com/share-post.g?blogID=8930153101988441660&postID=8281756217693822159&target=facebookhttp://www.blogger.com/share-post.g?blogID=8930153101988441660&postID=8281756217693822159&target=buzzhttp://jimmarous.blogspot.com/search/label/acquisitionhttp://jimmarous.blogspot.com/search/label/cross-saleshttp://jimmarous.blogspot.com/search/label/demand%20generationhttp://jimmarous.blogspot.com/search/label/small%20businesshttp://jimmarous.blogspot.com/2010/10/sales-funnel-revisted.html


2/12

Banks Need to Build Foundation for Effective Multichannel Marketing

While the BAI Retail Delivery Conference in Las Vegas doesn't officially begin until today,hundreds of attendees participated in a series of pre-conference workshops, including a sessionentitled, "Improving Acquisition, Onboarding and Cross-Sell Effectiveness with MultichannelCommunication" which I was lucky enough to present withMatt Wilcox from Zions BankandTal Harry from Richter7. The workshop was attended by representatives from banks of all sizesand in various stages of multichannel marketing development.

During the session, we had several formal and informal surveys to determine where this limitedcross section of the banking industry was with regard to their marketing mix.

Read more

Posted by Jim Marous at 5:45 AM0 commentsEmail ThisBlogThis!Share to TwitterShare to FacebookShare to Google BuzzLabels: ATM, direct marketing, email,Facebook,mobile,multi-channel,onboarding, Twitter,YouTube

Thursday, September 16, 2010

New Smart Card Geared to Convenience and Safety Conscious Consumers

As banks continue to innovate around the use and rewards structure of both debit and creditcards, the penetration of smart cards in the United States has lagged other countries. That maysoon change, however, after Pittsburgh-basedDynamics, Inc. won the first prize ($1,000,000)'DemoGod' award at this week's Demo tech start-up conference in Silicon Valley.

Leveraging a programmable magnetic stripe that can be changed at any time (but still able to be
http://jimmarous.blogspot.com/2010/10/banks-need-to-build-foundation-for.htmlhttp://www.bai.org/retaildelivery/index.aspx?utm_source=rd_banner_bug_bai_home&utm_medium=banner&utm_campaign=rd10_prospects&utm_content=rd_homepage_bannerhttp://www.mattwilcoxpro.com/http://www.mattwilcoxpro.com/http://www.zionsbank.com/http://www.richter7.com/http://jimmarous.blogspot.com/2010/10/banks-need-to-build-foundation-for.htmlhttp://jimmarous.blogspot.com/2010/10/banks-need-to-build-foundation-for.htmlhttps://www.blogger.com/comment.g?blogID=8930153101988441660&postID=4171104990138541963&isPopup=truehttp://www.blogger.com/share-post.g?blogID=8930153101988441660&postID=4171104990138541963&target=emailhttp://www.blogger.com/share-post.g?blogID=8930153101988441660&postID=4171104990138541963&target=bloghttp://www.blogger.com/share-post.g?blogID=8930153101988441660&postID=4171104990138541963&target=twitterhttp://www.blogger.com/share-post.g?blogID=8930153101988441660&postID=4171104990138541963&target=facebookhttp://www.blogger.com/share-post.g?blogID=8930153101988441660&postID=4171104990138541963&target=buzzhttp://jimmarous.blogspot.com/search/label/ATMhttp://jimmarous.blogspot.com/search/label/direct%20marketinghttp://jimmarous.blogspot.com/search/label/emailhttp://jimmarous.blogspot.com/search/label/Facebookhttp://jimmarous.blogspot.com/search/label/Facebookhttp://jimmarous.blogspot.com/search/label/Facebookhttp://jimmarous.blogspot.com/search/label/mobilehttp://jimmarous.blogspot.com/search/label/multi-channelhttp://jimmarous.blogspot.com/search/label/multi-channelhttp://jimmarous.blogspot.com/search/label/multi-channelhttp://jimmarous.blogspot.com/search/label/onboardinghttp://jimmarous.blogspot.com/search/label/Twitterhttp://jimmarous.blogspot.com/search/label/Twitterhttp://jimmarous.blogspot.com/search/label/YouTubehttp://jimmarous.blogspot.com/2010/09/new-smart-card-geared-to-convenience.htmlhttp://www.poweredcards.com/http://www.poweredcards.com/http://www.demo.com/http://4.bp.blogspot.com/_IbqWoK68H2A/TJRoo13CTeI/AAAAAAAAATo/lHTXrlRD7mg/s1600/card-2-0.jpghttp://www.blogger.com/post-edit.g?blogID=8930153101988441660&postID=4171104990138541963http://www.blogger.com/email-post.g?blogID=8930153101988441660&postID=4171104990138541963http://2.bp.blogspot.com/_IbqWoK68H2A/TMISBg6raKI/AAAAAAAAAUk/S1cw7D69OS4/s1600/Retailution.pnghttp://jimmarous.blogspot.com/2010/10/banks-need-to-build-foundation-for.htmlhttp://www.bai.org/retaildelivery/index.aspx?utm_source=rd_banner_bug_bai_home&utm_medium=banner&utm_campaign=rd10_prospects&utm_content=rd_homepage_bannerhttp://www.mattwilcoxpro.com/http://www.zionsbank.com/http://www.richter7.com/http://jimmarous.blogspot.com/2010/10/banks-need-to-build-foundation-for.htmlhttps://www.blogger.com/comment.g?blogID=8930153101988441660&postID=4171104990138541963&isPopup=truehttp://www.blogger.com/share-post.g?blogID=8930153101988441660&postID=4171104990138541963&target=emailhttp://www.blogger.com/share-post.g?blogID=8930153101988441660&postID=4171104990138541963&target=bloghttp://www.blogger.com/share-post.g?blogID=8930153101988441660&postID=4171104990138541963&target=twitterhttp://www.blogger.com/share-post.g?blogID=8930153101988441660&postID=4171104990138541963&target=facebookhttp://www.blogger.com/share-post.g?blogID=8930153101988441660&postID=4171104990138541963&target=buzzhttp://jimmarous.blogspot.com/search/label/ATMhttp://jimmarous.blogspot.com/search/label/direct%20marketinghttp://jimmarous.blogspot.com/search/label/emailhttp://jimmarous.blogspot.com/search/label/Facebookhttp://jimmarous.blogspot.com/search/label/mobilehttp://jimmarous.blogspot.com/search/label/multi-channelhttp://jimmarous.blogspot.com/search/label/onboardinghttp://jimmarous.blogspot.com/search/label/Twitterhttp://jimmarous.blogspot.com/search/label/YouTubehttp://jimmarous.blogspot.com/2010/09/new-smart-card-geared-to-convenience.htmlhttp://www.poweredcards.com/http://www.demo.com/


3/12

read at today's magnetic stripe POS readers) the MultiAccount card can carry different cardaccounts on one piece of razor thin plastic.Read more

Posted by Jim Marous at 5:07 AM2 commentsEmail ThisBlogThis!Share to TwitterShare to FacebookShare to Google BuzzLabels: credit cards, debit cards,innovation,payments,rewards,security,technology

Friday, September 3, 2010

What's in Your Wallet?

In the past, bank marketers have relied on models based on demographic, geographic,psychographic and purchase variables to better understand their customers and prospects. Somefinancial institutions even use attitudinal, lifestyle or customer value segmentation to improvethe targeting of their marketing communications.

As consumers are provided more and more options as to how to transact business and makepayments, however, a better way to segment may be achieved by using advanced behavioralsegmentation based on payment decisions. In other words, when consumers open their

checkbook, reach for their wallet, turn on their computer, or use their phone, what paymentoption they choose may help bank marketers improve targeted engagement, channel andrelationship expansion communication.Read more

Posted by Jim Marous at 5:28 AM0 commentsEmail ThisBlogThis!Share to TwitterShare to FacebookShare to Google BuzzLabels: credit cards, debit cards,financial services marketing,modeling,payments, segmentation

Sunday, August 29, 2010

Demand Generation Essential for Effective Lead Management in Banking
http://jimmarous.blogspot.com/2010/09/new-smart-card-geared-to-convenience.htmlhttp://jimmarous.blogspot.com/2010/09/new-smart-card-geared-to-convenience.htmlhttps://www.blogger.com/comment.g?blogID=8930153101988441660&postID=8378715277411288550&isPopup=truehttp://www.blogger.com/share-post.g?blogID=8930153101988441660&postID=8378715277411288550&target=emailhttp://www.blogger.com/share-post.g?blogID=8930153101988441660&postID=8378715277411288550&target=bloghttp://www.blogger.com/share-post.g?blogID=8930153101988441660&postID=8378715277411288550&target=twitterhttp://www.blogger.com/share-post.g?blogID=8930153101988441660&postID=8378715277411288550&target=facebookhttp://www.blogger.com/share-post.g?blogID=8930153101988441660&postID=8378715277411288550&target=buzzhttp://jimmarous.blogspot.com/search/label/credit%20cardshttp://jimmarous.blogspot.com/search/label/debit%20cardshttp://jimmarous.blogspot.com/search/label/debit%20cardshttp://jimmarous.blogspot.com/search/label/innovationhttp://jimmarous.blogspot.com/search/label/paymentshttp://jimmarous.blogspot.com/search/label/paymentshttp://jimmarous.blogspot.com/search/label/rewardshttp://jimmarous.blogspot.com/search/label/rewardshttp://jimmarous.blogspot.com/search/label/securityhttp://jimmarous.blogspot.com/search/label/securityhttp://jimmarous.blogspot.com/search/label/technologyhttp://jimmarous.blogspot.com/search/label/technologyhttp://jimmarous.blogspot.com/2010/09/whats-in-your-wallet.htmlhttp://jimmarous.blogspot.com/2010/09/whats-in-your-wallet.htmlhttp://jimmarous.blogspot.com/2010/09/whats-in-your-wallet.htmlhttps://www.blogger.com/comment.g?blogID=8930153101988441660&postID=6378209245130632319&isPopup=truehttp://www.blogger.com/share-post.g?blogID=8930153101988441660&postID=6378209245130632319&target=emailhttp://www.blogger.com/share-post.g?blogID=8930153101988441660&postID=6378209245130632319&target=bloghttp://www.blogger.com/share-post.g?blogID=8930153101988441660&postID=6378209245130632319&target=twitterhttp://www.blogger.com/share-post.g?blogID=8930153101988441660&postID=6378209245130632319&target=facebookhttp://www.blogger.com/share-post.g?blogID=8930153101988441660&postID=6378209245130632319&target=buzzhttp://jimmarous.blogspot.com/search/label/credit%20cardshttp://jimmarous.blogspot.com/search/label/debit%20cardshttp://jimmarous.blogspot.com/search/label/debit%20cardshttp://jimmarous.blogspot.com/search/label/financial%20services%20marketinghttp://jimmarous.blogspot.com/search/label/modelinghttp://jimmarous.blogspot.com/search/label/modelinghttp://jimmarous.blogspot.com/search/label/paymentshttp://jimmarous.blogspot.com/search/label/segmentationhttp://jimmarous.blogspot.com/2010/08/demand-generation-essential-for.htmlhttp://www.blogger.com/post-edit.g?blogID=8930153101988441660&postID=6378209245130632319http://www.blogger.com/email-post.g?blogID=8930153101988441660&postID=6378209245130632319http://2.bp.blogspot.com/_IbqWoK68H2A/TIDz-az6P9I/AAAAAAAAATY/nn3a9qEpHiM/s1600/wallet.jpghttp://www.blogger.com/post-edit.g?blogID=8930153101988441660&postID=8378715277411288550http://www.blogger.com/email-post.g?blogID=8930153101988441660&postID=8378715277411288550http://jimmarous.blogspot.com/2010/09/new-smart-card-geared-to-convenience.htmlhttps://www.blogger.com/comment.g?blogID=8930153101988441660&postID=8378715277411288550&isPopup=truehttp://www.blogger.com/share-post.g?blogID=8930153101988441660&postID=8378715277411288550&target=emailhttp://www.blogger.com/share-post.g?blogID=8930153101988441660&postID=8378715277411288550&target=bloghttp://www.blogger.com/share-post.g?blogID=8930153101988441660&postID=8378715277411288550&target=twitterhttp://www.blogger.com/share-post.g?blogID=8930153101988441660&postID=8378715277411288550&target=facebookhttp://www.blogger.com/share-post.g?blogID=8930153101988441660&postID=8378715277411288550&target=buzzhttp://jimmarous.blogspot.com/search/label/credit%20cardshttp://jimmarous.blogspot.com/search/label/debit%20cardshttp://jimmarous.blogspot.com/search/label/innovationhttp://jimmarous.blogspot.com/search/label/paymentshttp://jimmarous.blogspot.com/search/label/rewardshttp://jimmarous.blogspot.com/search/label/securityhttp://jimmarous.blogspot.com/search/label/technologyhttp://jimmarous.blogspot.com/2010/09/whats-in-your-wallet.htmlhttp://jimmarous.blogspot.com/2010/09/whats-in-your-wallet.htmlhttps://www.blogger.com/comment.g?blogID=8930153101988441660&postID=6378209245130632319&isPopup=truehttp://www.blogger.com/share-post.g?blogID=8930153101988441660&postID=6378209245130632319&target=emailhttp://www.blogger.com/share-post.g?blogID=8930153101988441660&postID=6378209245130632319&target=bloghttp://www.blogger.com/share-post.g?blogID=8930153101988441660&postID=6378209245130632319&target=twitterhttp://www.blogger.com/share-post.g?blogID=8930153101988441660&postID=6378209245130632319&target=facebookhttp://www.blogger.com/share-post.g?blogID=8930153101988441660&postID=6378209245130632319&target=buzzhttp://jimmarous.blogsp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4/12

One of the biggest challenges facing small business bankers, mortgage loan officers, corporatebankers and trust officers is the ability to keep pipelines filled with qualified, sales ready leads.While marketing may execute programs that feed the funnel at the top, sales teams within thebank are still tasked with determining which leads are qualified and nurturing these leads in anenvironment where buyer behavior is less predictable and the evaluation of alternatives is beingdone more and more online and through social media.

In many cases, bank marketing and sales team are executing with conflicting strategies whileworking toward a common goal of generating sales. Leads are often provided by marketing

before they are 'sales-ready', while sales is accused of not closing enough leads generated bymarketing. This creates departmental conflict and lower sales team engagement due to theexpectation of poor lead quality. In most cases, if a lead is not immediately sales-ready, nonurturing of the lead ev ntakes place resulting in program failures.

Read more

Posted by Jim Marous at 1:16 PM0 commentsEmail ThisBlogThis!Share to TwitterShare to FacebookShare to Google BuzzLabels: B2B,demand generation, small business

Friday, August 27, 2010

Post Financial Reform Checking: Fee, Free or Wait and See?

With August 15 in the rear view mirror, the impact of the new regulations around overdraftprotection (Reg E) are beginning to be played out in the marketplace. While most of the largerbanks, such as Bank of America, Chase and Wells Fargohave declared an end to free checkingwithout stipulations, most small and some regional banks such as US Bank, Suntrust and CapitalOne have left the product unchanged while many of the large regionals such as PNC,KeyBank
http://jimmarous.blogspot.com/2010/08/demand-generation-essential-for.htmlhttps://www.blogger.com/comment.g?blogID=8930153101988441660&postID=3108317631680461068&isPopup=truehttps://www.blogger.com/comment.g?blogID=8930153101988441660&postID=3108317631680461068&isPopup=truehttp://www.blogger.com/share-post.g?blogID=8930153101988441660&postID=3108317631680461068&target=emailhttp://www.blogger.com/share-post.g?blogID=8930153101988441660&postID=3108317631680461068&target=bloghttp://www.blogger.com/share-post.g?blogID=8930153101988441660&postID=3108317631680461068&target=twitterhttp://www.blogger.com/share-post.g?blogID=8930153101988441660&postID=3108317631680461068&target=facebookhttp://www.blogger.com/share-post.g?blogID=8930153101988441660&postID=3108317631680461068&target=buzzhttp://jimmarous.blogspot.com/search/label/B2Bhttp://jimmarous.blogspot.com/search/label/B2Bhttp://jimmarous.blogspot.com/search/label/demand%20generationhttp://jimmarous.blogspot.com/search/label/small%20businesshttp://jimmarous.blogspot.com/2010/08/post-financial-reform-checking-fee-free.htmlhttp://www.bankofamerica.com/http://www.chase.com/http://www.wellsfargo.com/http://www.wellsfargo.com/http://www.usbank.com/http://www.suntrust.com/http://www.capitalone.com/http://www.capitalone.com/http://www.pnc.com/http://www.pnc.com/http://www.keybank.com/http://1.bp.blogspot.com/_IbqWoK68H2A/THjUgYq1Z6I/AAAAAAAAASI/AZDYheN4dJM/s1600/Clay+man+on+red+arrows.jpghttp://www.blogger.com/post-edit.g?blogID=8930153101988441660&postID=3108317631680461068http://www.blogger.com/email-post.g?blogID=8930153101988441660&postID=3108317631680461068http://1.bp.blogspot.com/_IbqWoK68H2A/THqNwOhYluI/AAAAAAAAATA/L1UbEgFn_Pk/s1600/flowchart-on-glass.jpghttp://jimmarous.blogspot.com/2010/08/demand-generation-essential-for.htmlhttps://www.blogger.com/comment.g?blogID=8930153101988441660&postID=3108317631680461068&isPopup=truehttp://www.blogger.com/share-post.g?blogID=8930153101988441660&postID=3108317631680461068&target=emailhttp://www.blogger.com/share-post.g?blogID=8930153101988441660&postID=3108317631680461068&target=bloghttp://www.blogger.com/share-post.g?blogID=8930153101988441660&postID=3108317631680461068&target=twitterhttp://www.blogger.com/share-post.g?blogID=8930153101988441660&postID=3108317631680461068&target=facebookhttp://www.blogger.com/share-post.g?blogID=8930153101988441660&postID=3108317631680461068&target=buzzhttp://jimmarous.blogspot.com/search/label/B2Bhttp://jimmarous.blogspot.com/search/label/demand%20generationhttp://jimmarous.blogspot.com/search/label/small%20businesshttp://jimmarous.blogspot.com/2010/08/post-financial-reform-checking-fee-free.htmlhttp://www.bankofamerica.com/http://www.chase.com/http://www.wellsfargo.com/http://www.usbank.com/http://www.suntrust.com/http://www.capitalone.com/http://www.capitalone.com/http://www.pnc.com/http://www.keybank.com/


5/12

and others appear to be adopting a wait and see approach.

In fact, according to research released this week from Moebs Services, only 63.6 percent of thelargest banks currently offer free checking compared to 92.6 percent in 2009, while communitybanks use of free checking declined only declined from 78.3 percent to 71.7 percent.Read more

Posted by Jim Marous at 5:19 AM0 commentsEmail ThisBlogThis!Share to TwitterShare to FacebookShare to Google BuzzLabels: BAI, checking,Durbin,engagement,Free Checking,Reg E, rewards

Thursday, August 12, 2010

Small Business Acquisition Strategy Should Correlate to Potential Value

According to Barlow Research, a small business customer($100K to $10MM in sales) will bring about $5,173 in Net Potential Revenue to a bank eachyear. This revenue estimate is based the value of short-term and long-term loans, demand depositaccounts and other business banking products balances and fees paid by a small business in2010. Based on these revenue estimates, a shift in one percent of primary bank market share canincrease the Potential Customer Lifetime Value of your small business banking portfolio byapproximately $577 million.

Even with this potential, most banks are viewed as underserving the small business marketaccording to research from Barlow, Aite Group,JD Powers,Greenwich Associatesand others.The perceived brand of large banks (assets of $50+ billion) became especially tarnished dueto big banks' questionable financial stability, slower responsiveness to small business requestsand perceived dwindling appreciation for the small business customer. As a result, more smallbusinesses than ever state that they are willing to consider a change in financial institutionpartner.

Read more

Posted by Jim Marous at 5:01 AM0 comments

Email ThisBlogThis!Share to TwitterShare to FacebookShare to Google BuzzLabels: acquisition, demand generation,financial services marketing, small business

Friday, August 6, 2010

IAB Study Discusses Optimal Marketing Channel Allocation
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6/12

Gone are the days of the Mad Men, when the marketing channels were limited and mass mediawas king. Today, there are more marketing channel options available and the attention of theconsumer is more difficult than ever to capture.

As a result of this fragmented marketing mix, measuring the effectiveness of media spend andoptimizing this spend is more complicated than ever. In fact, with the interactive channels(including social media) playing a vastly increasing role in establishing brand and product

presence, and with tools like the DVR giving the consumer more control over their consumptionpatterns, the need to understand how to allocate budgets across marketing vehicles has neverbeen more important.

Read more

Posted by Jim Marous at 8:54 PM0 commentsEmail ThisBlogThis!Share to TwitterShare to FacebookShare to Google BuzzLabels: financial services marketing,integrated communication,mass media

Tuesday, August 3, 2010

Zions Bank Integrated Strategy Yields Results

I recently spent a couple days at a Marketing Summit with the Zions Bankdirect marketing teamand their interactive agency Richter7in Salt Lake City and it was exciting to see the great resultsof their integrated marketing communications programs.

Not only have they lowered an already industry low attrition rate with their multi-touchonboarding program that uses direct mail, email and phone contacts of customers over the first
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7/12

90 days of the relationship, but they have also seen a strong increase in account engagement,cross-sales and balance enhancement. Even using very conservative estimates, the ROI of theprogram far exceeds 400%, with enhancements still being introduced to improve these results.Read more

Posted by Jim Marous at 6:13 AM0 commentsEmail ThisBlogThis!Share to TwitterShare to FacebookShare to Google BuzzLabels: cross-sales,integrated communication, multi-channel,onboarding,social media

Saturday, July 31, 2010

Post August 15 Reg E Strategy Provides Opportunity

For the past several months, every bank I visit has been workingtirelessly to educate and encourage customers to opt-in for OD coverage in response to Reg E.Multi-channel communications, including direct mail, email, outbound phone, statement inserts,online banners and in-branch literature have all been focused on helping customers understandthe potential impact of the regulation while hopefully limiting the lost fee revenue associatedwith the regulation.

While the regulation took effect on July 1 for new customers opening accounts, banks realize

that the real impact will be felt after August 15, when transactions are denied and overdraft feescan no longer be collected from current customers who have not opted-in. So what are your postAugust 15 strategies for customers who have not opted-in?Read more

Posted by Jim Marous at 2:07 PM0 commentsEmail ThisBlogThis!Share to TwitterShare to FacebookShare to Google BuzzLabels: attrition,fee income,opt-in, overdraft, overdraft protection,overdraft solution,Reg EOlder PostsHomeSubscribe to: Posts (Atom)

Jim Marous
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8/12

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Blog Archive 2010 (82)

October(2) The Sales Funnel Revisted

Banks Need to Build Foundation for Effective Multi...

September(2)

New Smart Card Geared to Convenience and Safety Co...

What's in Your Wallet?

August (5)

Demand Generation Essential for Effective Lead Man...

Post Financial Reform Checking: Fee, Free or Wait ... Small Business Acquisition Strategy Should Correla...

IAB Study Discusses Optimal Marketing Channel Allo...

Zions Bank Integrated Strategy Yields Results

July (11)

Post August 15 Reg E Strategy Provides Opportunity...
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10/12

Bank 2.0 is a Bank Marketer Must Read

Can Banks Find Ways to Make Deposits Work Harder?

Responding to the Self-Directed Bank Customer

Newly Acquired Bank Customers Need to be Onboarded...

Are Prepaid Cards an Emerging Threat to Traditiona... What Bank Marketers Can Learn From Apple

Onboarding Needs to Reflect Bank Customers' Divers...

Disconnect Seen Between Small Business Needs and A...

What is the Future of the Branch?

Cross-Selling is Key to Bank Revenue Growth

June (12)

Onboarding Communication - How Much is Too Much

Optimism and Better Results Reported in Recent DMA...

Drop in Loyalty and Impact of Premiums Should Conc...

Thinking Like Your Customer

Ten Steps to Onboarding Success

The Mobile Banking Response to Reg E

Effective Onboarding Begins with Good Insight

Mobile Banking Can Improve Customer Acquisition by...

PNC Uses Social Media to Support Reg E Efforts

Mobile Banking Summit Illustrates Topic is Hot

Chase Introduces Instant Action Text Alerts to All...

Alternatives to Online Bill Payment May Drive Stro...

May (10)

Reg E Opt In Results Better Than Expected

Use of Online Banking and Bill Payment Continues t...

Interchange Amendment Could Change Reward Programs...

Banking on Social Sites Unlikely

Comparing Results to Industry Norms

Be Careful of 'Mental Opt-Out' With Email Marketin... Banks Can Accelerate Revenue Growth by Managing Di...

Seven Predictions for the Future of Banking

Innovation as a Growth Engine

Is Cash Really King?

April (9)
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11/12

Online and Social Media Emphasis Grows

Cardlytics Introduces Bank Statement Innovation

Wells Fargo Promotes Online Statements

SIFMA Asset Management Account Roundtable Recap

Chase Uses Safety Message to Promote Signature Deb... BAI Checking 2.0 Executive Forum Recap

Banks Introduce New iPhone and iPad Applications

U.S. Bank Introduces Customizable Small Business R...

March (9)

February (7)

January (15)

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