Method and system for analyzing and handling the customer files of a ...

FIG. 3

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NUMBER TEXT

110 6. CD MATURITY

Display Message: CD MATURING: EXPLORE NEW PRODUCTS

Sample Action: Explore new or additional investment services

and products.

112 7. NEGATIVE BALANCE FLUX

Display Message: NEGATIVE BALANCE FLUCTUATION:
CROSS-SELL RELATIONSHIP PRICING
PRODUCTS

Sample Action: Plan, proactively, to retain customer; offer

additional services and products.

114 8. INVESTMENT SERVICES POTENTIAL

Display Message: INVESTMENT SERVICES CUSTOMER

POTENTIAL: EXPLORE INVESTMENT NEEDS

Sample Action: Suggest investment service products.

116 9. SECOND MORTGAGE

Display Message: SECOND MORTGAGE POTENTIAL: STRESS
TAX ADVANTAGES

Sample Action: Discuss the potential for a second mortgage,

include information about tax advantages.

118 10. STEADY INCREASE TO SAVINGS PRODUCT

Display Message: EXPLORE INVESTMENT/LONG-RANGE
PRODUCTS

i Sample Action: Suggest investment service and product

offerings.

FIG. 4

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NUMBER TEXT

120 11. PREFERRED LINE

Display Message: UPSELL TO SECOND MORTGAGE PRODUCT

Sample Action: Customer has a high credit line utilization, suggest

a second mortgage product.

122 12. HEAVY CHECK WRITER

Display Message: HEAVY CHECK ACTIVITY: STRESS

ELECTRONIC ALTERNATIVES

Sample Action: Suggest electronic access services.

124 13. PREMIUM CREDIT CARD POTENTIAL II

Display Message: HIGH PURCHASE VOLUME ON CREDIT CARD:

REFER TO PREMIUM EXEC. FOR FOLLOW-UP

Sample Action: Refer customer to a premium executive for follow

up on this customer's potential to become a premium card customer. Also, refer for premium card telemarketing or direct mail promotions.

126 14. LIFE TIME VALUE

Display Message: CUSTOMERS IN THE HIGHEST PROFIT

POTENTIAL DECILE

Sample Action: High revenue customer; explore additional

service and product needs.

FIG. 5

(BLOCK NUMBER TEXT

128 15. ATTRITION/CUSTOMER NET REVENUE

Display Message: CUSTOMERS LIKELY TO ATTRITE WITH

HIGHEST CUSTOMER NET REVENUE
CONTRIBUTION

Sample Action: Plan, proactively, to retain customer; offer

additional services and products.

130 16. COMPETITIVE FINANCIAL SERVICES

CUSTOMER USES COMPETITOR:
INVESTIGATE SERVICE NEEDS

Offer services that may bring over the customer's
competing services business.

132 17. BANKING ON PERSONAL COMPUTER

Display Message: CUSTOMER ENROLLED IN DIRECT ACCESS

SERVICE

Sample Action: Customer uses high end services; market

additional upscale products.

134 18. PHONE BANKING

CUSTOMER ENROLLED IN PHONE BANKING
BILL PAYMENT SERVICE

Customer uses high end services; market
additional upscale products.

Display Message:
Sample Action:

Display Message:
Sample Action:

FIG. 7

fBLOCK
NUMBER TEXT

144 23. SAFE DEPOSIT BOX

Display Message: CUSTOMER HAS SAFE DEPOSIT BOX:

EXPLORE INVESTMENT OPPORTUNITIES

Sample Action:

Suggest investment service and product offerings.