Use of Data Bases as Marketing Tools Spreads

By Nathan, Sara | American Banker, November 3, 1997 | Go to article overview

Use of Data Bases as Marketing Tools Spreads


Nathan, Sara, American Banker


Banks are beginning to use their data bases to identify profitable small-business customers, cross-sell products, and find new prospects.

"Without a data base, you are basically looking in Yellow Pages to find businesses to call on," said John Menke, senior vice president and marketing data base manager at Webster Financial Corp., Waterbury, Conn.

Data bases even help bankers set prices and cater to different customers.

"You can't mass market or price your products the same for everyone anymore," said Robert James, group executive for market planning and customer development at Centura Banks Inc., Rocky Mount, N.C. "Customers use your services differently."

The proliferation of data bases is another sign of how bankers are grappling with the transformation of small-business banking into a high-volume field.

While large banking companies such as PNC Corp., KeyCorp, and Fleet Financial Group are already using data bases, smaller ones like Webster and Compass Bancshares, Birmingham, Ala., are just setting them up.

Information on individual customers, such as personal deposit accounts, business loans outstanding, and demographic data, is culled from various data bases maintained by the bank. A new data base is built, focused on small-business customers.

The banks use software systems from companies such as Harte Hanks Data Technologies to analyze how customers use the bank's products and determine which customers generate the most profits.

"You need intimate knowledge of your customers to market as many products as possible," said Jeffrey Brown, Webster's executive vice president for marketing and communication. …

The rest of this article is only available to active members of Questia

Sign up now for a free, 1-day trial and receive full access to:

  • Questia's entire collection
  • Automatic bibliography creation
  • More helpful research tools like notes, citations, and highlights
  • A full archive of books and articles related to this one
  • Ad-free environment

Already a member? Log in now.

Notes for this article

Add a new note
If you are trying to select text to create highlights or citations, remember that you must now click or tap on the first word, and then click or tap on the last word.
One moment ...
Default project is now your active project.
Project items

Items saved from this article

This article has been saved
Highlights (0)
Some of your highlights are legacy items.

Highlights saved before July 30, 2012 will not be displayed on their respective source pages.

You can easily re-create the highlights by opening the book page or article, selecting the text, and clicking “Highlight.”

Citations (0)
Some of your citations are legacy items.

Any citation created before July 30, 2012 will labeled as a “Cited page.” New citations will be saved as cited passages, pages or articles.

We also added the ability to view new citations from your projects or the book or article where you created them.

Notes (0)
Bookmarks (0)

You have no saved items from this article

Project items include:
  • Saved book/article
  • Highlights
  • Quotes/citations
  • Notes
  • Bookmarks
Notes
Cite this article

Cited article

Style
Citations are available only to our active members.
Sign up now to cite pages or passages in MLA, APA and Chicago citation styles.

(Einhorn, 1992, p. 25)

(Einhorn 25)

1

1. Lois J. Einhorn, Abraham Lincoln, the Orator: Penetrating the Lincoln Legend (Westport, CT: Greenwood Press, 1992), 25, http://www.questia.com/read/27419298.

Cited article

Use of Data Bases as Marketing Tools Spreads
Settings

Settings

Typeface
Text size Smaller Larger Reset View mode
Search within

Search within this article

Look up

Look up a word

  • Dictionary
  • Thesaurus
Please submit a word or phrase above.
Print this page

Print this page

Why can't I print more than one page at a time?

Help
Full screen

matching results for page

    Questia reader help

    How to highlight and cite specific passages

    1. Click or tap the first word you want to select.
    2. Click or tap the last word you want to select, and you’ll see everything in between get selected.
    3. You’ll then get a menu of options like creating a highlight or a citation from that passage of text.

    OK, got it!

    Cited passage

    Style
    Citations are available only to our active members.
    Sign up now to cite pages or passages in MLA, APA and Chicago citation styles.

    "Portraying himself as an honest, ordinary person helped Lincoln identify with his audiences." (Einhorn, 1992, p. 25).

    "Portraying himself as an honest, ordinary person helped Lincoln identify with his audiences." (Einhorn 25)

    "Portraying himself as an honest, ordinary person helped Lincoln identify with his audiences."1

    1. Lois J. Einhorn, Abraham Lincoln, the Orator: Penetrating the Lincoln Legend (Westport, CT: Greenwood Press, 1992), 25, http://www.questia.com/read/27419298.

    Cited passage

    Thanks for trying Questia!

    Please continue trying out our research tools, but please note, full functionality is available only to our active members.

    Your work will be lost once you leave this Web page.

    For full access in an ad-free environment, sign up now for a FREE, 1-day trial.

    Already a member? Log in now.