Los 100 bancos: los bancos latinoamericanos tratan de crecer en medio de una baja.
Author | Brown, Greg |
Para hacer negocios, hay que concentrarse en crecer. Y los nuevos clientes pueden garantizar el crecimiento explosivo que esperan los accionistas.
Y los banqueros lo saben mejor que nadie. Al consolidarse las fusiones y reducir costos, algunos amplían sus horizontes. ¿Cómo pueden crear nuevos mercados?
El Second Federal de Chicago abrió el sistema bancario a los extranjeros ilegales, aprovechando un mercado de US$15,000 millones anuales en remesas a familiares en América Latina. Más de la mitad de estos extranjeros son mexicanos. Citibank no tardó en seguir el ejemplo.
En México, el Grupo Elektra convirtió su larga relación con clientes leales en un negocio. Ahora la tienda es un banco.
Los bancos están haciendo lo que sea para sacar a los clientes de las sucursales, afirma Miguel Cela, asesor de KPMG. Cela pronostica la proximidad de una nueva generación de servicios en línea. "El 60% de los costos del banco se generan en las sucursales", dice Cela. "Y se consideran costos, no oportunidades para vender algo o mejorar el servicio al cliente".
En Brasil, el mayor banco, Bradesco, lleva esa contienda al espacio cibernético. Candido Leonelli, jefe de tecnología de esa institución, dice que no quiere menos que el equivalente virtual de la atención personal en la...
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