A special article by Ann Horan, Managing Director, Bank of Ireland Commercial Finance and Chairman of the Factors & Discounters Association of the UK and Ireland (2003/04)
A special article by Ann Horan, Managing Director, Bank of Ireland Commercial Finance and Chairman of the Factors & Discounters Association of the UK and Ireland (2003/04) Cross sales is a much discussed and debated subject in banking today. Put simply, cross selling is selling more products to existing customers to boost the average number of products held by each customer. As banks are increasingly becoming part of larger financial services organisations, you can begin to see the appeal of this; and the obvious tangible benefits for the invoice finance industry. Firstly, with many banks now recommending invoice finance as a credible alternative to the traditional overdraft there are real opportunities for cross selling factoring and invoice discounting products along with their core products.
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A special article by Ann Horan, Managing Director, Bank of Ireland Commercial Finance and Chairman of the Factors & Discounters Association of the UK and Ireland (2003/04) Cross sales is a much discussed and debated subject in banking today. Put simply, cross selling is selling more products to existing customers to boost the average number of products held by each customer. As banks are increasingly becoming part of larger financial services organisations, you can begin to see the appeal of this; and the obvious tangible benefits for the invoice finance industry. Firstly, with many banks now recommending invoice finance as a credible alternative to the traditional overdraft there are real opportunities for cross selling factoring and invoice discounting products along with their core products.