Banks gives a lift to the business “carrot and stick”
an effort to retain existing customers, legal persons, the banks go to any tweaks - from bonuses to financial sanctions …
an effort to acquire new and retain existing clients, legal entities, banks are any tricks - from bonuses to financial sanctions. Nevertheless, companies are ready to change one financial institution to another, if there will be more advantageous terms of service. The only way to keep customers certainly is the ability of the bank to give him a business loan.
Customers all want
Today banks are fighting harder than ever for each client, especially for legal entities. The fight is on two fronts - for the preservation of existing and attract new ones.
“Today is not a time when banks can not afford to dissipate our clients. The challenge now for many of the financial institutions - to keep the customer at any price” - confirms the head of the supervisory board of bank “National Credit Andrei Onistrat. Analyst company Prostobank Consulting Vladimir Payuk adds that the growth of its customer base is one of the priorities of each bank.
exceptions as clarifies Head of Corporate Business Bank
“Khreschatyk Alex Manzi, constitute only customers with a dubious reputation, suspected in money laundering. “Their reputation is reflected badly on the bank. On the other hand, care of” good customer “may be regarded as improper operation of the financial institution employees. It happens that companies are trying to understate the cost of the operation or service to a level below the cost of the product. It is clear that the bank is on the go can not. But in any case it is advantageous to negotiate and compromise, than to go to break relations “, - the expert believes.
Balancing on the brink of good business relations with customers and risk losing them, banks have increasingly used method of “carrot and stick”. To meet enterprises, they are willing to lower tariffs, increasing interest rates on balances in current accounts, apply an individual approach. “Recently a very popular among the banks are integrated” package “program for customer service to the same companies that are in need of additional funding may be eligible for a loan mainly in the facility, which served for a long time. And some lending companies are not their clients under the transfer of part or all rotations in their bank “- provides examples of V. Payuk.
On the other hand, packages are often imposed on customers regardless of their wishes.
“scheme” kreditueshsya - are served in our “is used by almost all banks”, - says A. Onistrat. His coll1000eague, A. Manzi confirmed - many banks in the loan agreements specify the conditions of the settlement and cash services exclusively in the bank, and require the client to refuse services other finuchrezheny.
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But companies now have to save every hryvnia, and pay more for services (particularly those with hidden fees), they do not want. Therefore, despite the fact that they prefer the stability of the financial relationship, if necessary, change your bank quite easily.
The observations of A. Manzi, at this time, many clients, legal entity opening additional accounts in multiple financial institutions to be able to respond quickly to changing situations in the financial sector.
“Today, the main factor in changing the bank is the deterioration of his ability to pay, reduction in liquidity. In addition, always important are tariffs, service quality, relationship with the leadership of (primarily in regard to large customers),” - said the expert.
segment of customers who are ready to change or are in search of new financial institutions to find a more secure platform for their own funds for banks is a very interesting and promising, believes AG Onistrat.
“As part of the loan such clients are often looking not so much a bank capable of refinance as a way to increase the amount of credit for business development” - he says. Most likely to get new customers in this are the banks that have the means.
However, a significant role in deciding on the severance of one relationship to other play and subjective factors. For example, the director of law firm
“Platan Igor Krakovny traded one of the largest banks in the other smaller, because he was dissatisfied with the quality of service. “Prevents the constant turnover of staff, because of what for me was not secured a permanent manager, who would have been aware of my affairs. Besides, I did not like their own offices - small one-room premises with queues that are not given the opportunity to quietly negotiate with the employee Bank “, - he says. Increasingly, customers are not satisfied and the low level of technical equipment, typical for the majority of Ukrainian the financial institutions.
Loans vs. deposits
Efficient handling deposits is most important to their main customers - insurance companies, AMC, private pension funds. They are seeking a stable investment income and decide on the deployment of reserves in the bank ranking for their preservation and enhancement.
According to observations
A. Manzo, many companies in the financial crisis are in the process waiting and looking for investment destinations with acceptable level of risk. During this period they need a wide range of investments - both short-term (a few days) and longer. Also on observations of the expert, more and more customers use in their work documentary operations: security, including Tender, letters of credit, and the like. Gains popularity lending bail deposits, overdraft loans.
much in demand deposits to business loans remain.
“Today the most popular services among clients yurilicheskih persons is lending. a variety of ways. The greatest demand is observed on the overlap of cash gaps and perekreditovku other banks”, - said A. Onistrat.
Choosing the financial institutions willing to take the company money, not so great, so sometimes clients over in this case, particularly not necessary. Ability to lend legal persons has now become a major asset of banks in dealing with business, and deposit rates, discounts and bonuses were more pleasant additiabcon, as a decisive factor when choosing a bank.
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