Nantong Postal Bank cooperates to cultivate the home textile market
China Dieshiqiao International Home Textile City is the largest textile production and sales base in China. It has more than 6,500 supporting production companies and nearly 20,000 operating shops. Its home textile products have a national market share of 50%. . Dieshiqiao home textile market services involve 4 branches of Haimen District Postal Branch, Tongzhou District Postal Branch, Nantong City, Jiangsu Province, Nantong City Branch of Postal Savings Bank of Jiangsu Province, Dieshiqiao Postal Delivery Division, and a number of grassroots businesses under their jurisdiction mechanism. As of the end of 2022, the Haimen District Sanxing Branch has 25,000 customers and total financial assets of 604 million yuan, the Haimen District Dieshiqiao Branch has 28,200 customers and total assets of 805 million yuan, and the Tongzhou District Zhihao Branch has 28,200 customers and total financial assets of 805 million yuan. It has 10,500 households and total assets of 261 million yuan; Dieshiqiao Mailing Division has 98 leading customers; the Nantong Home Textile Branch has a loan balance of approximately 750 million yuan.
Jiangsu Post Bank strengthens collaborative organizational leadership, clarifies the main body of responsibilities, and establishes four major mechanisms of “industry communication, collaborative development, data support, and evaluation follow-up” for the Dieshiqiao home textile market, giving full play to Nantong Post Bank’s three-party brand and With channel advantages, relying on the core products and resources of the three parties, we can achieve comprehensive development of customers in the Dieshiqiao home textile market, and improve the level of collaboration among the three parties and the market share of Dieshiqiao home textiles.
The Nantong Branch (including mailing and delivery) is led by the Marketing Department, and the Nantong Branch is led by the Personal Finance Department. They collect potential customer information every month and provide it to the other party for follow-up development. Potential customers refer to Dieshiqiao home textile customers with potential business needs such as loans, public accounts, bill acquisition, simple insurance, delivery, live streaming, and text communication.
After receiving the potential customer information, the Nantong Branch and the Nantong Branch will issue business development indicators to the professional business support department within the organization based on the customer’s potential business needs, and the centralized professional department will carry out marketing. Before carrying out marketing work, each centralized professional department will conduct a comprehensive survey of customers and contact their account managers to efficiently and quickly build relationships with customers, gain trust, and achieve development.
During the customer development process, for those who need further analysis of basic information, attributes, viscosity (number of types of business already handled), business overlap and other information, Nantong Postal Bank will cooperate with them to ensure information security and compliance. Process the data and support customer marketing and comprehensive services through data.
The three parties of China Post and Banking Express regularly collect statistics on the collaborative development of potential customers, promptly provide information on new potential customers, and clarify the current development progress, successful development time, specific performance, etc. During the customer development follow-up process, if new potential needs from customers are discovered, they will be provided to the corresponding specialized departments. The Nantong Branch regularly reports the results of collaborative development to customers through collaborative quarterly meetings, huddles, etc.
Nantong Post and Bank Express established a collaborative development group for the Dieshiqiao home textile market. The team leader is the general manager of the marketing department of the Nantong branch and the general manager of the personal finance department of the Nantong branch. The team members are the Nantong branch and the Nantong branch. Coordinating specialists from relevant departments of branches and municipal delivery divisions. The collaborative development team has a market attack team, whose members include Dieshiqiao branch, Sanxing branch, Zhihao branch, home textile branch and all members of the 9 Dieshiqiao delivery business department quasi-franchise grid, responsible for specific customer visits and development.
The first is to expand customers by overlaying all businesses. China Post Bank Express has sorted out its existing high-quality customers, and through industry presentations, symposiums, industry gatherings and other forms, invited business backbones from various professional sectors to give presentations and promotions to participating customers, expand customer acquisition channels, and establish a superior image of the company’s full products. Postal Bank Express Sanfang successfully held the Dieshiqiaoe-commerce live broadcast customer promotion meeting. The event was organized by the home textile branch to promote e-commerce live broadcast customers in detail. “Yousu Loan” and other products, At the same time, ByteDance was specially invited to promote the home textile live broadcast. This event provided e-commerce customers with comprehensive services integrating delivery, finance, and e-commerce, and achieved an increase in customer expansion.
The second is to conduct comprehensive visits to promote cooperation. The three parties of Postal Bank and Express carry out coordinated visits on a regular basis. During the period of high business volume for each sector in the fourth quarter, we jointly visited the Dieshiqiao home textile market, visited powerful local customers such as Daiheng Yuncang and Mengjie Home Textiles, and worked with the company leaders in the field of financial business expansion, deepening cooperation in mailing and delivery business, and collection Conduct in-depth communication on the construction of single business scenarios and other aspects, fully explore potential customer needs, demonstrate the advantages of postal services in multiple formats and professional services of collaborative teams, and actively create conditions for business implementation.
Third, the whole process is coordinated to improve quality and efficiency. For the key potential customers discovered during the collaborative visit, Postal Bank Express has formed an efficient attack model in which delivery salesmen “knock on the door”, postal branch directors “cut in”, and bank account managers “rush to support”. Taking a certain cloud warehouse customer as an example, after the delivery salesperson facilitated the first visit to Postal Bank Express, the branch director completed the second visit within 3 working days and collected information from the public account. Subsequently, the account manager of the home textile branch came to conduct an on-site investigation of the public households. Through the full cooperation of the three parties of Postal Bank, within one week of the first visit, the customer account was completed and the agency business was entered.Streamlined processes greatly improve business processing efficiency and customer experience.
The three parties of Postal Bank Express have developed collaboratively and successfully achieved complementary advantages and resource sharing. As of the end of 2022, 19 operating loan businesses were recommended by the Post, 6 of which were successfully completed, with a cumulative credit amount of 15.47 million yuan; 15 non-housing consumer loan businesses were recommended and successfully credited, with a cumulative credit amount of 3.2 million yuan; 2 companies were recommended to open accounts. ;Recommended 1 small business loan customer. The Home Textile Branch sorted out the existing credit customers and recommended 25 target customers for the mailing business. Among them, 7 customers had business needs, 4 customers successfully signed express delivery service agreements, and the average daily shipment volume was 2,100 pieces.
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