Our book recommendation: Your path to PRICING EXCELLENCE
Finally, the 2nd edition of the specialist publication “Your path to PRICING EXCELLENCE – step by step to better prices and stronger customer loyalty” has been published by Finanz Colloquium Heidelberg.
Included this time: Mehrwerk. Together with Frank Hippen, I have contributed a specialist article to this issue on the topic of value-added services. The idea that price is the biggest lever for banks’ profitability is long outdated. Instead, in our article we look at the opportunities offered to banks with the “Beyond Banking” approach and point out the enormous potential for customer loyalty, increased earnings and product differentiation that can be tapped into through the use of value-added services. In addition to us, many other authors in this specialist publication present well-founded solutions for better pricing and price enforcement in banks and join us in taking a look at the dynamic development of bank pricing in the future.
Reading sample: Excerpt from our chapter
Value-added services in digital and regional ecosystems as a new playing field for banks to redefine the price-performance ratio and generate commission income
In Germany, retail banking with private customers is a commodity business: the extreme number of providers, absolute comparability and increasingly anonymous customer relationships mean that regional banks in particular are struggling with declining customer numbers and income in the long term. For years, the anchor product “current account” in particular has been “devalued” in the customer’s perception with free tempting offers. However, the price spiral can no longer be turned downwards in 2022 – on the contrary: even direct banks are being forced to introduce or increase fees in view of the new framework conditions and tense earnings situation. The era of primarily price differentiation, especially for regional banks, is rapidly coming to an end.
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Further contents of the book
With its finger on the pulse of the times, the 2nd edition has been comprehensively expanded. Among other things, current trends and the legal framework have had a detailed impact on the content of the individual articles. During the revision, for example the following topics were taken into account: Sustainability, general terms and conditions processes, data analytics, custody fees, digital applications and value-added marketing.
- Pricing excellence – key decision areas and success factors
- Better prices in the lending business – use customer-specific margin drivers!
- Increase income in the current account line through targeted interaction of interest and commitment commission
- Custody fees to establish a new source of income for banks in times of low interest rates
- Revolution in custody account prices – profitable and customer-oriented custody account models
- Price enforcement in times of increasing regulation
- Realizing earnings potential in current accounts through data-supported product and price optimization
- Open banking in payment transactions and monetization approaches
- Design and use of digital applications in pricing
- “The real elephant in the room”? – Sustainability/ESG in regional banks
- The management of special conditions – success factors from banking practice
- Revenue navigator – leveraging potential by optimizing system settings
We’ll give you a copy as a gift!
Would you like to know how you can meet the current challenges and what innovative solutions are available with regard to bank pricing?
Then request your free personal copy now from my colleague Floriana Berisha and join us in shaping the future of banking.