$28 Billion

National Savings Bank

Objective

     •  Increase retail bank cross-sell, and, ultimately, customer retention, from the mortgage unit

 

Target

     •  Mortgage customer

 

Solution

     •  Automatic account opening and line of credit extended to newly approved mortgage   

        customer

Program Overview

     •  Recommend concept, develop budget, manage costs and project

     •  Identify process to download customer-approved files on a weekly basis for telemarketing

        and direct mail

     •  Manage telemarketing and direct mail program

     •  Obtain approvals from mortgage and retail bank business units to cross-sell products and

        release customer data internally to support program objectives

     •  Supervise program tracking, test-call scenarios

     •  Recommend and manage rollout process

Results

     •  Increased cross-sell to retail bank by 17% at time of mortgage approval

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