Trade Services

Targeting Corporates That Shop Among Banks
An analysis of buying patterns and needs, allowed us to identify top targets for specialized electronic trade services. The study yielded a database of target contact names prioritized by their need and likelihood of buying our client’s unique service for shopping among trade banks.

How Exporters Perceive Risk and What They Do About It
Sophisticated analysis of exporter decision-making identifies six key risks that exporters must tackle. The solutions they adopt to meet these risks, whether appropriate or not, are identified. Bank strategies for meeting exporter needs in a coherent manner flow from the findings.

Revenue & Profitability in the US trade finance market
Total volumes and transaction profitability of US trade transactions were estimated in this study. The study relied on a combination of survey data, SWIFT transaction reports, secondary research and proprietary information from our client bank to estimate market segment size, revenue & profitability.

Global Trade Services (Multiple Studies)
On behalf of a syndicated research firm, developed and produced a 35-country study discussing the bank trade services used by mid-market and large corporations. The study covered usage of existing products, product trends, bank positioning, and buyer behavior that affects bank success in these markets.

Organizational Structure for a Global Trade Bank
Brondesbury provided recommendations for organization of management structure, deployment of sales staff, handling of front and back office, product differentiation, and electronic delivery capabilities for a global trade bank. Strategy was based on a major competitive intelligence initiative.

Positioning for Correspondent Banking (Multiple Studies)
Correspondent banks usually don't know about the business their clients give to other banks in their country, nor do they know how their service compares. These studies aimed to answer both of these questions through a series of interviews with bankers. At the same time, they identified areas of business growth and the potential for new services. Resulting information proved a boon to strategy, especially since more than half of the banks allowed us to identify them by name.

Technology Uptake by Exporters & Importers
This was a multi-country study of large corporations’ use of technology. This included online execution of a variety of transactions, as well as the use of online information services. Looking toward the future, we looked at corporate use of the Internet for issuing & receiving payments. Market uptake of specialized solutions like TradeCard, Identrus and Bolero was also assessed.

How Can Asian Banks Compete
In-hand survey information was combined with market statistics and a thorough analysis of competitive forces to identify areas of practice where domestic and regional Asian banks can compete successfully with global banks in the large corporate and multinational market. Our analysis developed several strategies that should meet with success in the major Asian markets.

Banking Services & Country Economic Development
The base for this study was a statistical analysis of financing needs in developing versus industrialized markets. Recognizing the risk issues for lending in developing economies, we developed strategies for the bank that helped meet client needs while considerably reducing the bank’s risks.

Building Bank Revenue from Open Account Sales
Open account sales are often viewed as a detriment to the profitability of trade businesses. Using a base of information on risk management needs, we advised our client how to package and market a collection of their existing products in a way that would attract new and profitable business. The strategy proved quite successful for our client – a major US-based global bank.

Restructuring to Meet Client Needs
Using existing information on client needs, we developed an organizational structure based on client needs rather than the traditional structure of the bank. The core of our organizational concept was the ‘Trade Center’. The bank now has more than 70 of these centers around the world and they are performing well above market standards.