Objective

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

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Target

•  Mortgage customer

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Solution

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

customer

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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

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Results

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

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