Bank Marketing back issues from April 1998:
The same, but different. (product commodification and branding of Quicken)(Editorial)
Apr 01, 1998; ... A confession: I live for moments when the Zeitgeist is manifested in a telling flash of real life. OK, so I also live for Seinfeld and pre- Titanic Jim Cameron flicks, but that's beside the point.Zeitgeist Moments are the vital, often breathtaking cousins of that old ...
There's room in the stock market for smaller banks.
Apr 01, 1998; ... The big news in the financial industry continues to boil down to one word: consolidation. Merger and acquisition activity continues at a record pace and with record dollar figures. Privately held institutions may be tempted to stay out of the way of the titans, but industry experts say this ...
And the answer is...? (advertisement for First Indiana Bank)
Apr 01, 1998; ... First Indiana Bank has taken the idea of a marketing "philosophy" to a new level.The bank's latest television campaign features copy written according to the Socratic method, which means teaching by asking questions. The answers are left entirely to the viewers."The idea ...
Packaged programs: the ties that bind. (packaged accounts and loyalty programs offered by banks)
Apr 01, 1998 ... Research into loyalty programs and packaged accounts indicates that customers who have multiple relationships with or receive awards from a financial institution tend to be loyal customers. One marketing officer from a community bank called the Center for Banking Information to determine if ...
How well do you communicate? (banking service)
Apr 01, 1998; ... Globalization. The rise of the Internet. The search for new markets. The increasing use of customer information to gain competitive advantage. The priority of being fast-to-marketplace.These are just a few of the trends driving rapid and sometimes disordered change in business ...
Walk it like you talk it. (sales culture)
Apr 01, 1998; ... The odd wisdom of Steely Dan - that staple of late-'70s FM radio - is rarely seen as business advice - although "Rikki, Don't Lose That Number" makes every bit as much sense as what spews from the mouths of certain consultants. 'In the above shard of lyrics, however, Messieurs Fagen and ...
The teamwork of sales culture. (includes related article on research on sales culture)(Cover Story)
Apr 01, 1998; ... Why is it that nearly one-half of the FORTUNE 100 companies from the 1970s are no longer in business today? While there may be many varied and complex answers to this question, the bottom line is that each failed to maintain the growth curve necessary for long-term success. To put it another ...
Charging up the team. (employee motivation)
Apr 01, 1998; ... Managers need new ways to get employees to do their best because the traditional carrots and sticks of management no longer work. Employees today are looking for more meaning in their work. they also want their managers to have their best interests at heart.Effective managers ...
Incentive plan home runs. (banks' incentive schemes for employees and customers)
Apr 01, 1998; ... Have customers you want to do more business with?Have prospects you want to make loyal customers?Have employees you want to set new sales records?Well, haven't you heard carrots were good for you?Today, many financial institutions are using incentive ...
Coaching championship sales. (how to encourage non-sales staff to contribute to bank sales)
Apr 01, 1998; ... Every sales opportunity missed is a sale that got away; and a sale missed is profit lost. It would be neat and tidy if sales opportunities always knew to present themselves to employees who are designated "sales persons." But the world is not very neat - and it's never really tidy. ...
The cards in the future. (credit card companies' direct mail)
Apr 01, 1998; ... Today's credit card marketers are facing a number of simultaneous challenges: an increasingly competitive marketplace, skyrocketing delinquencies and charge-offs due to the rapidly rising bankruptcy rate. Paradoxically, an important synergy between credit card companies and the business ...
Personal lines online: insurance over the Internet. (includes related article on banks' insurance business)
Apr 01, 1998; ... Consumer preferences and cent advances in technology ave placed banks in a powerful position to expand into the electronic sales of auto insurance and other types of insurance products on the Internet. The opportunity for banks in the $100-billion auto insurance market promises to radically ...
Myth #5: sales management means "process."
Apr 01, 1998; ... "So much of what we call management consists of making it difficult for people to work." Peter DruckerVirtually every major bank has identified sales management as a core competence and installed sales management practices. Most banks have weekly goal setting, coaching, and sales ...
Strategic internal partnerships.
Apr 01, 1998; ... How marketing uses internal resources to execute ideas or programs is crucial to their success. This is true at any time, but it is especially important to remember when making changes that directly impact customers. The marketing department may have excellent ideas that benefit the bank, ...