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Transition
CEO Strategies Tactics

Managing "A" Households:  Segments Have Different Needs

 

Segment Profit Source Relationship Pricing? Tactical 
Approach
Fee Driven Fee  Income No Don't wave fees; price auto loans based on risk profile
Credit Driven Auto Loans Yes Sell checking and equty loans; create loan-based package
Middle Market Equity Loans; MMA Limited sell checking and High-Rate MMA; push HELOC
Low Income Depositor Savings; CDs No Maintain stable savings rates; offer CD specials (don't push high rate CDs to these households)
Mid Income Depositor CDs; MMA; Investments Yes Sell investment services, especially annuities; create Depositor Package
Upscale MMAs, Mtg; HELOC, Investments Yes Package for highest balance households (Asset Management)
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