With a track record of strong yields for its retirement products, this client outperforms most of its competitors in terms of both assets under management and consumer-ranked quality of service. Yet competition is fierce in these saturated markets, where customers can easily move governmentmandated and voluntary retirement accounts (AFORE) to other providers. Plus, the client’s main competitors—Latin America’s top banks—have extensive networks of branches staffed for selling and servicing retirement accounts. With its much smaller footprint, this client’s competitive strategy is to use analytics to drive targeted actions, increasingly through digital channels.
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