Survey: Mobile Now the Dominant Retail Banking Channel
Mobile devices are now the dominant channel when it comes to banking, according to a new survey.
Bain & Company, in its fifth annual report on customer loyalty in retail banking, Going DigicalSM: Customers Love the Smart Fusion of Digital and Physical Assets, found that for the first time, mobile usage accounted for almost a third of all transactions in 13 out of 22 countries surveyed, and the share of survey respondents using mobile applications has risen by 19% in the past year. However, mobile remains an untapped tool for influencing bank product purchases, opening the door for more than one-third of bank customers to buy a new product from a competitor. Banks that accelerate the development of their mobile selling capabilities and implement an advanced ‘digical’ strategy – one that fuses digital and physical channels – are better equipped to stem this hidden defection and increase customer engagement with their products and services.
According to Bain’s survey of more than 80,000 banking consumers worldwide:
“We’ve seen greater changes in customers’ banking behaviors in the past year than we have at any time during the five years that we’ve been publishing our research. This change is, of course, led by mobile, which is now the dominant banking channel in most of the 22 markets we surveyed,” said Gerard du Toit, lead author of the research and a Bain partner. “However, our research also revealed that mobile is not the whole story. In retail, telecoms and nearly every other sector, customers still place a high value on in-person contact. Some banks have made great progress in successfully reimagining their customer experiences across human and digital channels. Others still struggle to integrate their channels in the ways customers are rapidly coming to expect.”
Despite mobile’s dominance, most banks are not yet using it as effectively as a sales tool, particularly for high-margin products, including mortgages and credit cards. Bain’s survey shows that as people research and buy new banking products, only 19% consult a bank’s mobile app. In contrast, 47% consult their primary bank’s website, and 37% speak with bank employees. Deploying mobile apps that make it easy for customers to connect to the right bank resources and employees during their shopping process could stem the rampant “hidden” customer defection to competitors. More than one-third of customers bought a new product from a competing bank or other provider during the last year. Yet, this defection often goes unnoticed because banks are usually not aware their customers were shopping in the first place and seldom know they lost the sale. As more digital startups and specialist firms enter the market and siphon off business, banks stand to lose even more customers and profits.
While digital technology is critical to banks’ sales methods, traditional channels, such as in-person interactions, contact centers and bank branches, still play a significant role in effective service and selling. Approximately 60% of survey respondents said they used a combination of digital and physical channels – what Bain refers to as ‘digical’ behavior. Thus, banks that have a more advanced ‘digical’ approach stand to benefit from higher customer loyalty and more products per customer. The survey found that customers who interact more with their banks, regardless of channel, are typically more loyal, in part because they feel more engaged and hold more products with that bank – an average of 1.0 more products than digital-only customers and 1.3 more than branch only customers. They are also more likely to stay with their bank longer and recommend it to other people. Bain estimates that the lifetime value of a promoter is worth 2 to 2.5 times the value of a detractor in retail banking, depending on the national market, type of bank, and wealth of a customer.