By Patrick Dahmen

The retail monetary prone is present process primary adjustments, as larger educated and extra difficult clients come to a decision for themselves how, while and the place they buy personalized product options. Distribution, i.e. dealing with the trade methods with the buyer, continues to be the single sustainable aggressive virtue. Multi-channel recommendations have for this reason been designed to enhance the administration of purchaser relationships and at the same time to minimize total distribution costs.

Patrick Dahmen analyses the interior and exterior dimensions of multi-channel techniques. in line with his expert event within the and the result of a world benchmarking examine he develops a administration framework for the strategic layout and operational implementation of multi-channel concepts. Case stories illustrate the underlying managerial demanding situations.

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Additional info for Multi-Channel Strategies for Retail Financial Services: A Management-Framework for Designing and Implementing Multi-Channel Strategies

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This trend is designated by the term 'open product architecture'. About 64% of mutual fund assets in Germany are distributed via bank branches. This share, however, is expected to decrease in favour of independent financial advisors and the direct distribution channel of mutual fund companies. In addition, unit-linked life product's will become increasingly important. 8l Citibank Germany has identified advice and sales as their core competence in retail banking and was one of the first banks to introduce the open-product architecture concept for mutual funds.

36. , Wheeler, B. and Abernathy, C. 1999, pp. 140-152. Hoock, R. and Luer, C. 2002, p. 980. Academic and Empirical Relevance of the Research Subject 21 ings, so that the classical branch concept 'one-size-fits-all' is increasingly being replaced by more focussed types of branches. As of today, a distinction can be made between three types of branches: (i) technology or direct branches, (ii) service branches and (iii) advisory branches. These three separate categories often exist inside the traditional bank branch, but are considered as separate distribution channels.

This share, however, is expected to decrease in favour of independent financial advisors and the direct distribution channel of mutual fund companies. In addition, unit-linked life product's will become increasingly important. 8l Citibank Germany has identified advice and sales as their core competence in retail banking and was one of the first banks to introduce the open-product architecture concept for mutual funds. g. mutual funds sales or insurance, they distribute third-party products. Consequently, non-proprietary funds represent about 80% of the entire mutual funds sales.

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