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BCDEFGKLMNOPde$h ij&klmnpq8R$I4[BR$@4-#WN<R$$&g* mM4DNR$NaRA G @W$$$$$$$$$$$$$$$$$$$$$$$$$$$$$$$$$$$$$"$T @h/ o.?b 0e0e    f A@  A5% 8c8c     ?1 d0u0@Ty2 NP'p<'pA)BCD|E||s " 0e@        @ABC DEEFGHIJK5%LMNOPQRSTUWYZ[ \]^_ `abN E5%  N E5%  N F   5%    !"?N@ABC DEFFGHIJK5%LMNOPQRSTUWYZ[ \]^_ `ab 3fPP@3dʚ;5:ʚ;4LdLdnO 0pppoppfpV p}<4dd<v 0pP0<4dddd<v 0pP0 <42d2d< 0pg4ddoO 02 p po|0___PPT10 pp<___PPT9n"Damas e cavalheiros: os queijos suios". (Imagen: SCM)j F/ @ D c *F *H J N P pT V h r ?  O<<Correios - SP - 22/23-08-2006 Ricardo Coelho - Consultoria e Treinamento www.bancodevarejo.com.brHz <Reflexes e Contrapontos Planejamento Estratgico 2.010 =Z)))-0)  j  Material desenvolvido para aguar as reflexes dos executivos Seu uso aconselhado em reunies prvias do PE de 2.010 Contedo ordenado aleatoriamente, haja vista todos serem relevantes Desenhado com base nos 10 tpicos do artigo postado no site: % Planejamento Estratgico de 2.010 com Winston Churchill % Oriento leitura prvia para melhor uso deste material Mais subsdios para o PE 2.010. Vejam os artigos postados em meu site: Sobra Eficaz  A nica proposta aceita pelo mercado. CDI  Amor platnico do martelo por um prego Planejamento Estratgico 2.009  O sorriso do imperador Cooperativa de Crdito  A miopia de um grande nmero Cooperativa de Crdito  Planej. Estratgico 2.008  11 reflexes Cooperativa de Crdito: 2.007  Revendo para Competir ... zZZLZZ3)3=3 34& &8  &  &  &  & . ' 3)3K335 3 3HB 7 Vamos comear, mas antes... algumas Reflexes prvias P8$$$$$ /  Reflexes: O formato do PE simples/prtico/gil como sua singular precisa? O tempo gasto na sua construo, justifica sua utilidade? Ser anual o melhor intervalo para sua Singular? coerente comercialmente come-lo em setembro do ano anterior? O PE de 2.008 foi o maior alicerce do PE de 2.009? Todas as decises tomadas durante 2009 tiveram base no PE 2.009? Algum validou o grau de assertividade do PE de 2.008? Quantas vezes o PE 2008 foi questionado durante 2.009? Houveram fatos relevantes que o colocaram em xeque (cdi, safra, leis...)? Quantas vezes em 2.009 o PE foi manuseado pelos executivos? Onde est guardado seu PE 2009? Sugesto: Sejamos crticos construtivos desta interessante ferramenta. S com esta atitude, seremos realmente teis a nossa Singular. Assim, no mais o faremos apenas para respeitar o ciclo do calendrio Juliano, baseando-nos em uma plstica e formalstica 100% acadmica, em muitos casos, tudo no  piloto automtico . b PyPIP  - C&9).8   fJ& 6 1 Informaes do BC sobre as riquezas de uma praa <7$1$ D@  Elementar: Foram criadas unicamente p/atender controles do BC. Ento: Realmente validamos sua estrutura antes de us-la em nosso PE? Algumas ponderaes: 1)  Desconsidera a montanha de dinheiro aplicadas nos F.de Investimentos 2)  Esquece a riqueza informal, algo enorme em sua praa 3) No respeita se a riqueza foi criada ou no na praa. Importa apenas onde foi depositada Riqueza de uma filial, pode estar na praa da matriz 4) No computa riquezas para cidades que no tem agncia bancria, concentrando seus dados no plo bancrio mais prximo (sua agncia?) 5) etc etc etc Pergunto: Estando em uma guerra, aceitaria informaes com tantas imperfeies? Ento, porque seu PE aceita estes dados como verdade irrefutvel? Oriento dar pouca relevncia a este balizador, pois nos deixa cegos para pontos bvios, relevantes e urgentes. ?PFPPZP0PpZ 3343  , 33= 1Z*X 3 332   34PoIC 2 Base atual de associados 2((( JD  Reflitamos: Qual seria o balizador da frmula para crescimento de associado? O que sua Singular quer/precisa? Grandes nmeros ou qualidade? O conceito de cliente ativo que sua Singular usa sensato? Uma movimentao na C/C no ms? E se fosse no mnimo 5? Responda: Qual a qualidade de sua carteira de clientes? Ateno: Sua base tende a ser um Queijo Suo? Imaginemos que tem 1.000 Associados  ativos . Concluso: erro crasso usar 1.000 como balizador da meta de novos clientes no PE de 2.010. l PP8PkP.PPPPpP 3  5+ 8   3 3&3 KKE ( 3 Nmeros brutos de novos associados L) ((#(( yc  zCenrio: Sua singular tinha 1.000 associados em 2.008 Meta no PE de 2.009 Crescer 20% (200 novos associados) Resultado em 12/2.009 Novos 200 associados E da. Comemorar ou no? Premiar ou no? Depende... da qualidade destas novas contas Prerrogativas para considerar contas novas no PE 2.010 S computar novas C/C na qual sua fora de venda consiga em seis meses  colocar , pelo menos, 60% do que  cabem nela. No sero considerados as solues  casadas pelo crdito dado Tem que ser venda de  reais solues,  percebida como de qualidade e no  empurrologia ou feita porque s vantagem para o associado No esquecer de: Monitorar e descontar as perda de boas contas Cuidar/Focar todos esforos em fazer o timo e bvio junto ao  FIL da base atual6PfP*P-P7PxPPPP63 3/ 3 3$3&73G3333 333!3t3- MG # 4 Solues que definam aderncia <$((  LF  Prerrogativa bsica: Esqueam  fidelizao . Isto no existe onde h R$ envolvido Tenha astcia ao definir quais so as solues de aderncia Lembre-se. Sua Singular algo simples como seu mercado local Arroz, feijo e ovo frito. Que seja o melhor da cidade. Bsico para o PE de 2.010 Colocar o mximo de solues simples e aderentes na atual base. O que j um enorme desafio Desenhem no PE de 2.010 apenas aes para que direcionem suas energias comerciais (j limitadas) para fazerem o bvio. Esqueam modismo ou seletividade: Conta Universitria, Cmbio, Crdito Imobilirio, Carto Prprio, Previdncia etc. No hora. Ateno: O mercado no ir lhe perdoar, s porque sua singular grande, algo socialmente  correto , dobrou suas sobras ....ZZ8ZZ@ZZZZ3  333% 33633' 333O3 3U 3 -3 03OI 9 5 Sejamos dissimulados na confeco de nosso PE 2.010 <:(4 NH  Pontos de ateno: Estamos em uma guerra comercial (nada mais, nada menos). Cuidado com as percepes e com o uso/acesso das informaes Lembre-se de respeitar os vrios nveis de informao e hierarquia % O Soldado acredita no Sargento e atira para frente. % O Sargento recebe ordens do Capito e comanda soldados % O Capito aceita cenrios do General e define onde alocar os Sargentos % O General analisa informaes e decide a estratgia macro. Este informa o Capito, que orienta o Sargento, que alinha seus Soldados Ateno: Soldados desertam mais facilmente que generais. Suas informaes estratgicas detalhadas esto acessveis a soldados? O inimigo  mercado/concorrente  acessando seu PE ter clara noo de sua estratgia e ttica? Cuidado: Sejamos dissimulados em nossos documentos impressos e em nossos depoimentos pblicosZ:Z=ZDZZFZaZ>Z2F3    (&    ,  &-&> & $$$$L$$$$$$$$$$$$$$$$31$$F$$ $$$$@$$$$$$3$$$$S$$QK & 6 Ateno ao atrelar crdito ao CDI 2'$# PJ  (Conceitualmente perfeito: Emprestar atrelado em CDI e em perodo menor a captao. Seja sincero: Realmente sua captao est alinhada ao prazo da grande maioria do seu crdito de varejo? Com a queda do CDI neste ltimo ano, voc repensou esta ttica? At quando continuar c/ esta estratgia? CDI em queda e/ou estagnado! Contabilizou a perda de receitas no ltimo ano em seus crditos, pelas parcelas cada vez memores atreladas ao CDI? Os clientes adoraram as reduo das parcelas. Mas se as parcelas sobem. Voc analisou o estresse e o novo risco de crdito do cliente? Se a maioria dos clientes de varejo querem saber quanto a prestao, como fazer se atrelada ao CDI? Segurana s da sua Singular? Risco inerente a seu negcio. Sempre haver. Que o precifiquemos na taxa de juros e definamos parcelas fixas para a maioria do crdito(varejo) Uma opo: TAXREL - Taxa de Juros por Relacionamento. Vejamos UPZZZ ZZAZ3<3a  = >! O +}e  * Bons e antigos clientes Taxa prox. Mnima * Novos e/ou maus clientes Taxa prox. Mxima 30P  3SM 3 7 CDI a 8% a.a. Como mtrica de competitividade >4$$0 # TN  Reflexo  CDI a 8%a.a. Por quanto tempo, suportariam na ponta captadora, CDI a 8%a.a.? Quais outras reas seriam afetadas neste cenrio? Quais aes sero disparadas para conter este cenrio de estresse? Viso dos aplicadores: Estariam eles dispostos a ter apenas 4%a.a. de receita liquida? * Como gerar cultura de que 4%a.a. uma boa renda lquida? Como mant-los cativos e  tranqilos nesta posio investida? Seria soluo: Continuar premiando-os fortemente ainda mais nas sobras? Reduzir a zero suas despesas com tarifas/taxas? Dar-lhes crditos a taxa subsidiadas, caucionados pela aplicao? Outras aes? Quais?ZZZZZZ* '     *6,P;4(UO H 8 Cada agncia  Um micro-mundo Z%$$ VP  XPonderaes: % Cada agncia um micro-mundo e deve ser respeitado como tal. % Fujamos do arrastar frmulas do Excel. Isto mortal. % Adeus ao IPP- ndice de Penetrao de Produtos - ex 30% Carto de Crdito. A identidade de cada agncia fruto de: 1) Existncia ou no de histria desabonadora do coop. de crdito na praa/regio 2) Qual a colonizao do povo daquela cidade/regio 3) A economia da praa de poucos/nico produto/cliente. Sua histria/tendncia 4) Se ou no a nica agncia bancria da praa (esquecer corresp. bancrios) 5) Se h previso de entradas ou aes agressivas de concorrentes 6) Qual o  time da instalao da agncia na praa, frente a concorrncia local 7) Quais foram os perfis dos dois ltimos gerentes que antecederam o atual 8) Qual a maturidade profissional e comercial do seu gerente/quadro da praa 9) Quais foram as metas estipuladas nos dois ltimos anos e seus resultados 10) Qual a poltica de alada da singular para o atual gerente da praa ... ENTO: Por que pasteuriz-las sobre um mesmo critrio? -Z 3& ! &  &%)32(JE &?'-# ,,YS - 9 Crescimento das Sobras & SOBRA EFICAZ 2. ,)$ ZT  6Bsico: Grandes nmeros escondem imperfeies, assim... Que critrios iro utilizar para definir qual deve ser a sobra de 2.010? Provavelmente ser crescer 30% (ex) sobre a sobra de 2.009. Cuidado Mximo se esta for a resposta, pois... : No ser sinalizao de nenhuma eficcia comercial Em breve esta rotina minar a perpetuao da Singular SOBRA EFICAZ - Analisemos sua coerncia e aplicabilidade O que ? o resultado da saturao saudvel de cada cliente da sua base Objetivo: Identificar o resultado lquido da Singular se 100% de seus associados concentrassem todas as solues financeiras necessrias e saudveis na Singular. Algo esperado, ainda mais que ele  Dono . Uma parceria ganha-ganha. O prximo slide sintetiza didaticamente o que seja: Sobra Eficaz :8Jsj:R B1j , -A:3 Hf  \Utilidade da Sobra Eficaz: Explicita as riquezas saudveis (vendas, aderncia e longevidade) Subsidia capacitaes eficazes Potencializa a rentabilidade lquida do Pac, singular e central Baliza metas comerciais bimestrais/trimestrais Revisa as prerrogativas sobre o que sejam boas sobras Pense na sua sobra de 2.008 sob a tica de Sobra EficazbZ Z8Z   "  #/ [U 4 10 Remunerao varivel e Definio de campanhas<5((0 \V  Para um bom vendedor: Motivador quando bem acordado, prazo curto e fruto de seu esforo Desmotivador quando sobre as Sobras: Lento e massificado Foco da remunerao varivel: 100% ajustada a realidade e momento da Singular Para 2.010, no atrel-la as sobras realizadas em 2.009 Reconhecer e respeitar a verdade de cada agncia  ela um franquia Definir com o mximo de envolvimento dos gerentes e seus  quadros Ser uma conseqncia natural de uma poltica salarial oxigenada Premiar com valores discretos a retaguarda, incentivando-os a ir para vendas Prerrogativas de uma Campanha de Vendas eficaz: Apenas imagin-la no PE 2.010.  Estrutur-la na  vspera do lanamento Envolver os que iro fazer acontecer e incentivar a participao da retaguarda Ter curta durao (bimestral - no mximo trimestral) 100% atrelada a remunerao varivel Nome sexy, bom suporte visual, acompanhamento dirio,... Premiao individual discreta (nunca pblica), grupal festiva ...ZZZ0ZMZ0ZJZOZZZ9ZBZ3    '3 / R'0)03$/ )  g  PE 2.010 Sugesto de formato8 ((( h  Sugesto Sejam simples Deleguem cada um destes 10 tpicos a seus parceiros para sugestes Encurtem em 50% o tempo da reunio do PE.2.010 -em 50% o n folhas Se der tempo, pensemos em pontos forte/fracos, Balanced Scoredcard,... Foco 100% no estratgico, ttico e fortssimo alinhamento comercial Definir um bvio norte comercial (ex: 70% da Sobra Eficaz em 2.010) Traar 4 PAC  Plano de Ao Comercial trimestrais e complementares Iniciar aes j no dia seguinte para o 1 PAC - esqueamos ano contbil Desenhar desafios para cada agncia em uma folha A4  frente e verso Cuidar para que o nvel de informao/sigilo seja coerente ao cargo Sejam crticos deste atual processo e oxigenem-se focando no comercial Sejam Simples ZZCZCZZ[ZUZ 3,   ; !   O  %!, vr  Sucesso a vocs e sua SingularJY)7'   /Eu} E i j k l n o q r! z( ~* + , - P   0` ` ̙33` 333MMM` ff3333f` f` f` 3>?" dd@ 3?" dd@   " @ ` n?" dd@   @@``PR    @ ` ` p>> :2Z( (  6  0 "p`  dClique para editar os estilos do texto mestre Segundo nvel Terceiro nvel Quarto nvel Quinto nvel.   e D 0?"6@ NNN?N N <A* ??"6@ NNN?N$<  W Nyd?"6@ NNN?N  Y <\f ?"6@ NNN?N3  bPLANEJAMENTO ESTRATGICO 2.010(vZH  0޽h ? ̙33y___PPT10Y+D=' ,= @B +  Estrutura padro 0 B:0T(  T T N\>UeUe O3  . 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Como conseguimos absorver e utilizar a nosso favor o que a sociedade nos ensina (S a tcnica, cpias e pesquisas no resolve) Mercado comprador (eficiente mas no eficaz) dLEH  U 0whg ? ̙33$/  0 !W4(  Wd W c $Tpo    W s *Te .1    H W 0whg ? 3380___PPT10.)Н $@  0  FOCO --> Matriz desenha --> SIGAM-NO (eles ganham para saber para onde levar este porta- avies (e nunca um titanic) b        P 8 $Y NTtUeUe o 0TECNOLOGIA: Reduzem custos e erros. Automatizam as receitas. Maximizam o uso da rede de agncias. Menor interferncia humana funcional (DOC, aplicaes, saques. Pagamentos,..). AUTOMAO PREJUDICA O RELACIONAMENTO .Favorece um menor contato humano.Os julgamento da qualidade do cliente dada pela mquina e automatizado. A avaliao do risco de crdito depende do sistema de  score . SOLUES SO COMUNS Os concorrentes tendem a ter as mesmas solues, por serem de fcil aquisio. As inovaes sero facilmente copiadas com melhorias (benchmark). No acessveis a toda a carteira (internet banking). PLATAFORMA AGREGA VALOR AO CLIETNE FINAL O cliente passa a ver as solues tecnolgicas bancrias como algo indispensvel ao seu negcio. Permite mais foco no negcio  tempo (pessoal ou empresarial) CLIENTE A segmentao ajusta o esforo comercial a um pblico focado (soluo ajustada). A segmentao facilita qualificar o relacionamento. O mercado bancrio j  batizou bons clientes (bons bancos - bons clientes). No existem bons clientes sobrando. ALTO GRAU DE INFORMAO DOS CLIETNES Os clientes esto bem informados em especial sobre seu negcio ou valores (seu e do banco). O gerente deve conhecer bem o negcio do cliente, para depois propor solues. Por sorte. Clientes no querem trocar de banco por absoluto comodismo e crena que no haver diferena significativa (cultura no se muda por decreto ). A QUASE TOTALIDADE SATURADA A grande maioria dos clientes j rentabiliza o banco de forma satisfatria. Conhecer o grau saudvel de saturao de cada cliente determinante para um bom relacionamento. Vida agitada ajuda a bater metas Compra por impulso se presentear , etc. Os prprios clientes tambm se auto-limitam quanto ao nvel de relacionamento comercial MERCADO: ALTOS CUSTOS OPERACIONAIS PARA OS BANCOS Os bancos esto com custos operacionais elevadssimos (buscar informao)(folha). O que devem buscar menor custo sem perda do servio ganhos de escala. ATM ociosas, Caixas humanos sem atender, Grandes ags sem eficincia,(BBV, Bradesco agncia  out-door muito bem localizada, pequena, sinalizada 6 pessoas muitas mquinas). TEMPO E PREO DETERMINAM A SOLUO Os clientes procuram soluo a um bom preo e no seu prazo (efeito tecnologia). Percepo de preo ( commodities ) definio de preo acima da mdia. CONCORRENCIA FORTE Os bancos devem entender/admitir esta realidade para ofertar solues certas. PROBLEMA Agregar valor percebido pelos clientes, sem que comprometa a aderncia e rentabilidade. Benefcios generalizados aos clientes sem que estes o demandassem Centro de custo. BAIXO DIFERENCIAIS DE PREO E SERVIOS Commodities (Mercado maduro, excesso de oferta, baixo diferenciais, preos comuns). Para conquista de mercado e/ou de um cliente especfico. encontraremos aes comerciais cada vez mais agressivas. Sobram poucos players \ $(5$Go(f"f+"t%O&{ .t )+H $Y 0whg ? ̙3380___PPT10.)q|$f  0 ,Y4(  ,Yd ,Y c $TR~ m   ,Y s *MTe ?1    H ,Y 0whg ? ̙3380___PPT10.)qK~$h  0 8Y4(  8Yd 8Y c $Tpo    8Y s *t*Te .1    H 8Y 0whg ? 3380___PPT10.)Н $j  0 DY4(  DYd DY c $Tpo    DY s *tTe .1    H DY 0whg ? 3380___PPT10.)Н Hox Meu{B2d,) M"I%"C ! 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