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They focus on CRM, customer relationship management, to keep up with the different customer trends. Banks continue to build relationships with their customers through the ATM channel, which is the highest traffic area. The CRM allows the bankers to take advantage of the extensive data collections to "craft" individual marketing programs aimed directly at the customer. According to Alan Falconer, director of global system sales at Diebold, Financial institutions have been preparing for targeted marketing by collecting data. Now the intense competition in those financial markets and the push to sell more products to existing customers are leading bankers to discover the hidden value of the data warehouse (Diebold...
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