Corporation Bank Presentation by : Shri B. Sambamurthy

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Corporation Bank
Presentation by
Shri B. Sambamurthy
Chairman Managing Director
Welcome
Segmentation and Differentiation Blurred to
Focused
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LIFE STYLE
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All Customers are not the same
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One size does not fit all
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Effective way of meeting Customer Needs
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Do we know tomorrow's opportunities ?
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Do we know future needs of Customers ?
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MRP VS EMI
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WHERE DOES SEGMENATION START?
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LIVING STANDARDS
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CHIEF INISGHT OFFICER
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GENDER SEG AND MICRO FINANCE ACROSS STATES
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What are the objectives ?

• Cross Sell
• Retain
• Improve customer profitability

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Why Segmentation Product Profitability to
Customer Profitability

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Market Share ? or Wallet Share ?
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Bank Branch Financial Supermarket
From Electricity bills to Selling Gold
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Differentiation In Commoditised world
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CONVERGENCE OF TELCO,BKG AND LOGISTICS
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Belief level Segmentation
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• Customers
• Life time value
• Life Cycle
• Life Style

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SEGMENTATION Evolution Strategies
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• Traditional way
• Move towards best Practice
• Strategic Tiering

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Banking Trend Demographic Variables To Psychograph
ics
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Segmentation Behavior based vs Value based
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What drives Banking Product Purchasing
decision ?
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Consumer Beliefs Drive Consumer Behavior
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Strategic Tiering

Tier I strategic Partnership
Tier II Major Provider Relationship
Tier III Diversified Relationship
Tier IV Niche relationship
Tier v Transactional/ competitive relationship
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Measure on Multiple Dimension

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Segmentation Development Exercise

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What Next ? Operationalisation
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Segmentation is a Journey
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Customer Differentiation Vs Social Mandate
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Thank You
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