Proposal Regarding ATM Service Fee Policy


Customers should base on monthly and annual spending on goods and services of the cardholder, transaction frequency and bank assessment to classify customers into each class, specifically as follows:

+ Potential customers

+ Visitor

+ Regular customers

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+ Important customers

2.2.3.1 – Potential customers

Proposal Regarding ATM Service Fee Policy

Target: Potential customers of ATM card service are individuals of working age who have not participated in the service, have the need to use it, have finance and other potential customers. However, BIDV Hoa Binh should first focus on developing the customer group of students and workers, especially in private enterprises and cooperatives.

Policy: Provide preferential policies suitable for this group of people according to the Bank's regulations, approach and guide them on how to use the most convenient and suitable services.

+ For students:

Open a free card, or a symbolic fee for the moving card class

Issue additional cards for relatives with these subjects, because issuing additional cards will help parents manage their children's spending and the cost is insignificant.

Introduce and offer competitive fees for some services such as: phone top-up (Vn-Topup), game card top-up (BIDV-VNG), text messages (BIDV-SMS), ... and at the same time offer small incentive packages: Free service subscription, increase text messages for phone numbers, accumulate bonus points to give phone money ... to meet the age psychology and wishes of families.

+ For workers who already have income:

Opening a card according to the customer's income limit creates a sense of suitability with the customer's personal finances.


Introduce and offer competitive fees for some services: phone top-up (Vn-Topup), game card top-up (BIDV-VNG), text messages (BIDV-SMS), ... and at the same time offer preferential packages: Free service subscription, free text messages for phone numbers, accumulate bonus points to get phone credit, reduce money transfer service fees ... to build trust and appropriate mentality when using the service.

2.2.3.2 – Visitor customers

Target: This is the group of customers who need to use BIDV's services and have independent decisions and are willing to give up the service if their needs are not met. However, this is a group of customers who account for a relatively large proportion of BIDV Hoa Binh's ATM services.

Policy: This is a group of customers with wide spread, they can also be customers of competitors, so the most important thing is the service style of the staff, the way of guiding about benefits and depending on the needs of customers to offer suitable products and services to meet the needs of customers such as: fee policy; added services; preferential policies in sales of the Bank. Note the policies that promote and advertise the brand and image to customers. To encourage customers to use cards, it is necessary to implement regular, quarterly, monthly promotional programs through the forms of waiving card issuance fees, annual fees, even giving money in the account to make customers feel that the bank always has incentives for customers at all times of the year.

2.2.3.3 – Regular customers

Target: This group of customers is mainly employees at agencies and enterprises using BIDV's payroll service via accounts and paying for basic goods and services such as: electricity, water, telecommunication fees, etc. This is a group of customers with a fairly good foundation at the Bank, because from 2010 to now, BIDV Hoa Binh has focused on developing payroll services via accounts.

Policy: Pay attention to accompanying services that fit your finances.

Customers, prioritize using other support services aimed at trust and use


Closed services with banks such as: Account overdraft, salary loan, loan

Consumption: buying a house, buying a car, repairing a house...

For payroll units, most of which are public service units and enterprises, including many customers at different income levels with many subjects, the need to use ATM cards is very necessary if the service is improved, BIDV Hoa Binh both introduces the image of the bank and has the ability to gain stable profits from these customers, the ability to serve well, the revenue from these units is very high. Therefore, BIDV Hoa Binh should proactively have a customer care policy so that customers can use the service better, on holidays, ... should have a reasonable and practical care policy, customers feel that they are cared for so the benefits will be gained from ATM card service are very large.

2.2.3.4 – Important customers

Target: Customers who bring many benefits to the Bank, using a variety of products and services of the Bank: loans, deposits, money transfers, payments. Customers who have influence on many people or make decisions for many people such as: Directors of units, departments, agencies ...

Policy: In addition to building a professional service style to create a good impression and guide the use of banking services, BIDV Hoa Binh needs to have special policies for these customers. In addition to general incentive programs applicable to all customers, specifically for this customer group, the bank needs to build a separate database, continuously updating customer information such as: information about family, income, hobbies... From there, incentive programs such as: giving gifts on birthdays, wedding anniversaries... will be effective with more practical gifts and rewards that meet the needs and preferences of each customer. In addition, it is necessary to research and calculate the benefits for each customer to make decisions.

Thus, good customer classification will help banks have separate care policies for each customer, proactively research and apply preferential programs for customers, especially VIP customers. And from there


New customers really feel the bank's care, commensurate with the benefits they enjoy.

Always innovate and improve old products, while providing new products to meet market needs.

Regularly conduct monthly surveys and investigations of ATM card service fees of other banks.

In particular, it is necessary to focus on researching promotional programs to determine the target customers of banks and the attractiveness of these programs.

The analysis results will help banks proactively adjust the applicable fee schedule and offer more incentives to increase benefits for current customers as well as attract new customers who are in need of card services but have not yet decided which bank to choose.

Promotional programs and discount incentives for customers need to be invested in a large scale from detailed planning such as: choosing a reasonable promotion time (holidays, New Year's Eve, etc.), prize structure. In particular, there should be cooperation with companies specializing in organizing events to ensure good implementation of widespread communication to customers. Moreover, promotional programs should be carried out regularly and continuously. This will create the feeling that the bank always favors customers at all times of the year, always cares about the legitimate rights of customers to "use good services at reasonable prices".

2.3 - Proposal regarding ATM service fee policy

2.3.1 – Basis for proposed solution

According to the research results, Customer satisfaction with the Bank's service fees is rated lowest: " Overall, are you satisfied with the ATM card service fees: 3.51 points".

In addition to the quality of ATM card services, customers' choices also depend on the service fees of each bank. Therefore, setting reasonable fees is very important in satisfying customers' needs and thereby


Banks can retain customers.

2.3.2 – Objective of the solution

Build flexible fee schedules, suitable for the needs of each customer, and competitive.

The fee schedule must be clear and detailed, ensuring that customers only pay for the service they use and pay for the amount they use.

As a basis for calculating the effectiveness of each customer when using the Bank's services.

2.3.3 – Contents of the solution

Fees are a constraint that requires banks to improve service quality. When fees are collected, quality requirements must be put first. This is also a resource that helps banks continue to make efforts to improve service quality. The problem of customers not being satisfied with BIDV Hoa Binh's card service fees may come from the following reasons:

+ Fees are not flexible and not competitive

+ Inappropriate fee collection method

+ Not explaining card service fee policy to customers clearly

2.3.3.1 – Develop appropriate card operating fee schedule

According to Appendix V - Decision 0095/QD-QLRR dated February 13, 2012: Card service fee schedule, it shows that BIDV Hoa Binh's fee schedule is still too rigid and not flexible for each customer group. ATM cards apply 3 different fee levels based on 3 different card classes, specifically:

+ Issuance fee

Hamorny card card issuance fee (100,000 VND/card); etrans card card issuance fee (50,000 VND/card);

Moving card card issuance fee (30,000 VND/card);

+ Annual fee: 50,000 VND/card

+ Off-net withdrawal fee: 3,300 VND/time

+ Invoice printing fee: 220 VND/time


However, this fee schedule is too rigid and can be an obstacle when customers want to switch to a new payment method. Therefore, it is necessary to improve the new fee schedule in the direction of:

Minimize initial card issuance fees for potential customers

energetic and regular

Annual fee for cardholders: Should calculate other card categories

each other to charge different fees

May reduce additional fees for first time customers

Apply preferential fees/reduced issuance fees for re-issuing customers: Customers lose their cards, or they are damaged due to physical or chemical factors...

2.3.3.2 - Improving card service fee collection methods

The current fee collection method applied at BIDV Hoa Binh shows many shortcomings, for example the two fee collection methods are issuance fee and annual fee.

Regarding the issuance fee collection: After completing the procedures according to the regulations on card opening, BIDV Hoa Binh will issue 01 fee collection invoice (cash collection) and 01 account maintenance receipt, which may cause complaints from customers regarding the procedures. BIDV Hoa Binh should improve the collection method by transfer, which means that when completing the procedures, the Bank only needs to create 01 receipt into the account including the card issuance fee and account maintenance fee, then report the debt from the customer's account (the Bank automatically does it without the customer's opinion).

Annual fee collection method: Currently, BIDV Hoa Binh is implementing the automatic method on a day selected by the card staff (usually the first day of the year) for all cardholders. However, this method is revealing many disadvantages and causing more or less impact on customer psychology. Therefore, BIDV Hoa Binh needs to choose the appropriate fee collection method for each customer group.


As for other fees, BIDV Hoa Binh should deduct from the customer's account immediately after they arise.

2.3.3.3 – The card service fee policy should be clearly explained to customers.

Some complaints said: BIDV Hoa Binh ATM fees are too many or customers do not know why money is deducted from their accounts... This may be due to the fact that the Bank staff did not clearly explain to customers the related fees. For example, the fee for printing invoices, if not clearly explained, customers will still print but if explained, customers do not necessarily have to print invoices.

Classify fees according to each customer group. Accordingly, banks should apply zero fees, focusing on students and customers in units that pay salaries via card. These are knowledgeable customers, easily accessible to new and modern payment methods, and in the future will be the ones who use card services the most and most effectively.

2.4 - Proposals related to improving the quality of ATM systems and methods

tangible convenience

2.4.1 – Basis for proposed solution

Machine quality and tangible means are the only factors that allow customers to immediately feel the quality of service without having to approach the Bank. These can be the first impressions for customers, and in the service business, the first impression is quite decisive.

A well-functioning system will help the Bank save time, thereby improving labor productivity and efficiency.

2.4.2 – Solution objectives

Increase competitiveness, minimize transaction errors.

Strengthening the promotion of the Bank's image and brand in the eyes of the people, thereby being a fulcrum for developing the customer base and banking services.

Contribute to raising awareness and responsibility of employees towards the Bank's products and services, contributing to changing customer service style and attitude.


2.4.3 – Solution content

Currently, BIDV in Hoa Binh has the largest number of machines and operates most effectively. However, compared to the number of nearly 20 thousand ATM cards issued, the number of ATMs is still too small. Therefore, overloading often occurs, especially on holidays, days off... Besides, no matter how modern the technology is, there are still errors due to many factors leading to transaction errors, affecting the psychology of customers using cards. To overcome this situation, banks should implement a combination of long-term measures.

2.4.3.1- Improve the quality of ATM system

Build a separate transmission line for the ATM system, ensuring the system always operates smoothly 24/7. Doing this will have a very positive impact on customers, creating customer confidence in the safety and speed of transactions at ATMs, contributing to reducing the load on Transaction Offices and Branches.

Forming ATM clusters designed according to a common standard such as: the bank name on the light box in front of the machine room should be unified in traditional color, the light box installed on the side of the machine room should be designed to create a modern feel, to help customers easily recognize when they need to perform transactions at the machine. These clusters include at least 2 ATMs, must be fully equipped such as: camera system, air conditioner, built-in trash can... cleaned, making customers feel comfortable and excited about the quality of card services.

Research and put into operation ATMs with deposit function. Accordingly, to deposit money into the customer account, just follow the simple instructions on the screen, the account will be credited immediately after the transaction is completed. If this service is successfully deployed, it will create conditions for customers to proactively deposit money directly into their accounts quickly, 24/7 at ATMs, saving waiting time when having to go to the bank to make transactions.

Expanding the form and method of connecting the ATM system of affiliated banks. However, this connection is being implemented in the simplest form, where cardholders of this bank can only withdraw cash, view statements,

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