Customer Cross-Sell Analysis

The customer cross-sell application is a business development tool which summarizes the customer’s risk and risk-adjusted return, along with the lender’s wallet share of the customer’s total debt obligations.

The director of marketing or relationship manager can easily create a custom designed, qualified prospect list. For example, the relationship manager can specify only customers with an acceptable probability of default rating, with outstanding loan balances greater than $500,000, and a risk-adjusted return on capital of 14%, and where the lender has less than 50 percent of the customer’s total liabilities. The application will report all profitable, credit worthy customers with opportunity of >$250,000. The relationship manager can also set up customer contact comments and user defined cross-sell codes.

The application can be used by management to create custom prospect lists to distribute to loan officers. Management could define the prospect criteria for all off the loan officers, or defined different criteria for a specific loan officer.