Dear reader, The efficiency of Spanish banking has been a banner that we have always raised with pride, but the truth is that those times have passed. We must therefore direct our efforts not towards a mere cost reduction, but towards a real improvement in productivity, a new way of doing things mo...

Dear reader, We started the last period of 2012 still immersed in a complicated economic situation, which will most likely condition the growth of the insurance sector in the coming months. At an international level, especially in the eurozone, the results of investments will continue to be affecte...

Currently, banking is one of the sectors with the highest degree of customer infidelity. Some measurements reveal rates of between 2% and 4% in total cancellation of contracts. All in all, these data provided by some entities show an overly optimistic attitude towards the problem, since it must be...

Three years ago we carried out the first edition of the study “Client Management in Spanish Insurers”. Thanks to the participation of 39 entities, we had the opportunity to offer a detailed view of the situation of customer management in the Spanish insurance sector. In 2012 we have decided to ...

1. What are the sectors and products most affected by the VAT increase? The OCU predicts a contraction in consumption because in this situation “every time a product goes up, the consumer stops consuming.” However, it will affect the sectors unequally. Among the most affected will be t...

1. Introduction The commercial productivity of a bank depends on many factors. The size of your network of managers, their training, their positioning, their culture, their internal processes and tools, etc. The business generated and retained by the branch network can have variations of more than...

Dear reader, The latest revision of the forecasts handled by the International Monetary Fund for Spain throws up few surprises in terms of the direction and meaning of the crisis. According to the IMF, Spain’s gross domestic product will contract this year by 1.5%. This forecast is worse tha...

Dear reader, The total annual volume of non-life and life insurance policies sold through digital channels in Europe was €12 billion in 2012, expected to double in 2016. It is estimated that policies sold through this channel will represent an average 18% of the total volume of new premiums from E...

Introduction Price management is one of the most powerful tools that financial institutions can use to increase the profitability of their business. The correct implementation of a price strategy differentiated by customer segments can generate margin growth of between 10% and 30%. However, obtaini...

In recent years, banking entities have made an effort to build a commercial organization equipped with a powerful marketing campaign factory with a clear customer orientation. For this reason, in this issue of our traditional newsletter Wake up!, we wanted to focus our attention on optimizing the m...