FOREIGN EXCHANGE | Roxanne Uy, Singapore

How can banks customize their service model to cater to each client's needs?

Bankers say there is no 'one size fits all' solution nowadays.

ABF: With the Corporate treasurers/financial controllers at varying levels of maturity when it comes to managing their FX exposure across the different Asian markets, how can banks customize their sales/service model to cater to the different needs?

CITIC Bank International: Woody Chan, Treasurer
Banks are moving towards a tailor-made service model to our clients. No "onesize fits all" solution nowadays. Banks need to have a better equipped / all-round marketers to deal with clients.

Probably when the bank sends a representative to a client, they may become a profit advisor and then a strategist, and then marketers. Marketers could be just relationship managers, could be just marketing people. So i know there's quite a number of terminologies and titles for those kinds of people, but just look at the functions. I think it all boils down to the fact that no product is so generic that it can fit every single client.

DBS: Teo Kang Heng, Managing Director, Corporate Advisory, Treasury & Markets
Most commercial banks have numerous distribution channels to cater to the different hedging requirements and expectations of their customers. Customers can conduct simple hedging activities through the branch network, cash management system, FX portal or call an FX specialist directly. For customers with more sophisticated hedging needs, DBS has product specialist and corporate advisory teams to provide structured solutions to meet their needs.

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