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招商银行“财富账号”上市推广活动

时间:2023-02-29 理论教育 版权反馈
【摘要】:招商银行希望借“财富账户”产品的推出,更好地确立招商银行在个人网络理财服务上的权威地位,并进一步提升招商银行的公众形象。在招商银行的战略部署中“财富账户”推出是重要的一步,是银行发展个人业务的模式之一。
招商银行“财富账号”上市推广活动_公关传播案例评析

案例一 招商银行“财富账号”上市推广活动

一、项目背景

2004年底,招商银行在北京地区推出了网上银行“财富账户”,这是以网络银行为基础,针对中高端储户设计的一款网上金融产品。产品主要特点是将储户的多个账号合并到一个账户中,方便储户进行个人现金和其他产品管理。

招商银行跟四大国有银行相比,规模较小,网点的数量少,因此招商银行推出了以网络为核心的网上银行,并取得了很大成功。招商银行在发展网上银行业务的同时,进一步确立以发展个人理财业务为核心,网上银行为依托的业务发展模式。招商银行希望借“财富账户”产品的推出,更好地确立招商银行在个人网络理财服务上的权威地位,并进一步提升招商银行的公众形象。招商银行账户在5—10年内将是招商银行的核心服务产品。

中国工商银行在之前已经发布其“理财金账户”,在服务内容上类同于招商财富账户的部分内容,给“财富账号”的推广带来了一定的难度。

二、项目调研

金融行业发展迅速,仅各大银行推出的网上银行对私业务产品每个月就有十数种之多。一款金融新产品推出,很难引发媒体和公众的关注。如何在竞争激烈,独特卖点不明显的情况下引起媒体兴趣是本案的传播关键。

机会分析

优势:“财富账户”是一款先进的网上银行个人业务产品,其先进性表现在摆脱了个人业务对“卡”的依赖,储户将不需要持无数张卡来进行个人理财。网上银行是招商银行相较于其他竞争对手最明显得优势。招商银行所推出的“葵花”卡曾将作为卡推广的先锋,带动了整个银行业的个人业务以各种“借记卡”作为主要依托,逐步放弃了“存折”。

劣势:作为一款全新的金融产品,内容相对枯燥不容易理解。“账户”的概念在个人理财业务中是全新的,在没有体验的情况下让媒体和公众完全理解有一定的难度。

机会:媒体从对金融对公业务的关注转向金融个人业务的关注。招商银行以“个人业务”为发展方向的战略将引发媒体的关注。

威胁:各种银行产品相继推出,新产品推出已经不能引发媒体的关注。媒体对网络银行的技术安全存在一定的疑虑。

三、项目策划

公关目标

1.树立招商财富账户在银行中较高的市场地位和革命性产品的形象。

2.优化招商银行的企业形象。

3.促进招商财富账户业务销售的发展。

四、目标受众

招商财富账户的进入门槛初步设定为5万元,定位于中端客户群。

核心受众包括:目标用户(重点北京区域);行业意见领袖;行业媒体,财经类、用户类媒体;合作伙伴。

五、公关策略

“财富账户”的推出是招商银行的个人业务发展战略的一部分,因此“财富账户”的推广是否成功将直接影响到整体的战略推出。将“财富账户”的推出上升到企业发展的战略和行业发展的规范层面将会有效推动产品的推广和媒体的报道力度。因此,提出“金融服务3G”的新概念,把公关的落脚点放在“我国一种新的银行业务模式的推出”,可以大大增强信息的可传播性。招商银行“侧重个人银行业务做中国最好的零售银行”战略是富有远见并体现招商银行实力的,“财富账户”的推出不仅是招商银行实现此战略的里程碑式事件,同时是中国现代银行第三代(中国金融服务3G)个人业务服务的开山之作,同时是中国现代银行业务服务的发展趋势。招商银行新战略的核心原则是掌握市场发展趋势,发挥招商银行的优势,集中资源,实现卓越。中国现代银行三代个人业务的服务特色体现了中国经济发展的面貌。“财富账户”的基本特色迎合用户需要的发展。

六、“财富账户”推广的三大战略

战略一:从“新产品推出”到“行业发展里程碑”

银行个人业务的发展经历了两个重要阶段,第一阶段是“存折时代”,储户的主要理财平台是存折,理财方式也相对单一,即活期和定期存款。随着经济的发展和个人化银行业务增加,各种定活期存款的发展和支付的丰富,推动了理财方式逐渐多元化,因此银行个人业务业进入了第二阶段,即“卡时代”。招商银行发行了中国银行业的第一张借记卡“葵花卡”,这对于当时的个人银行业务来说,是一次革命性的变革。在此之后,所有银行相继推出了自己的借记卡业务。而借记卡的首发银行招商银行业因此确立了锐意创新的企业形象。

随着各种基金、股票、债券业务和个人短期信贷,多种支付平台的出现和发展,借记卡逐渐不能支撑个人银行业务的发展,因此招商银行推出了“财富账户”这一产品,它不仅仅是同一储户下多张卡的功能集合,更是一种全新的个人理财平台。

账号的理财方式是中国银行业个人业务的发展方向,现在招商银行推出“财富账户”,将引领中国银行业进入“账户时代”。将“财富账户”的推出定义成“行业发展的里程碑”,从此金融行业将结束“卡时代”,进入“账户时代”。存折时代,卡时代,账户时代组成了中国个人银行业的“3G”时代。

战略二:从“新产品推出”到“公司的战略部署”

招商银行一直以来非常重视个人业务的发展,并在2004年确立了个人银行业务的发展方向。针对这一经营战略,推出了“财富账户”的产品。

账户理财在国外银行中并不新鲜,很多境外银行在很早以前就开始经营账户理财的业务。在境外银行中账户理财是针对高端客户开设的,客户可以通过账户理财享受到银行理财专家的服务并可以通过专属账户进行多种金融产品的买卖操作和资金变更。随着中国金融业进一步开放,境外银行将逐渐走入国门,而账户服务业务必将成为境外银行与中国银行业竞争的重要手段之一。

国内的个人理财业务业日益激烈,各大银行推出了多种金融理财产品和平台,而网络在金融业的应用也受到越来越多的重视。招商银行根据自身的业务发展状况和行业优势,制定了以个人理财业务为核心发展方向。作为网络技术金融运用的创新者,招商银行每一次在金融技术领域的创新都引入到了行业发展的方向。“财富账户”的推出业成为招商银行在国内银行业强化技术领先地位的有力支撑。

在招商银行的战略部署中“财富账户”推出是重要的一步,是银行发展个人业务的模式之一。在“财富账户”的平台上,招商银行将进一步推动相关业务的发展,并取得行业内银行个人业务的领先地位和绝对优势,做好与境外银行在中国金融开放平台上的同台竞争。

战略三:避开对产品的具体使用描述,强化产品的使用感受

金融产品不同于日用消费品,在消费者和媒体没有体验的情况下,希望通过简单的文字描述,让公众对产品的功能,结构和使用方法有很明确的认知,是非常困难的。因此,尽量避免以生涩的专业术语对产品的功能,使用方法的细节描述,转而对产品的使用感受进行强化的传播攻略将加强公众对产品正面的认知。

作为一个全新的网络金融平台,“财富账户”在技术应用,产品设计等方面都融入了先进的理念。但是这些理念对于普通的消费者和大众媒体而言,是非常难以理解的。因此,让媒体产生最直观的体验感受,并加强媒体对网络安全性和产品使用便捷程度的认同,成为产品传播的关键要素。

七、项目执行

执行方案要点

1.树立银行服务“3G”,准确地划分心理界限,使招商财富账户别于其他银行服务,排除竞争性产品的相近性给塑造招商财富革命性产品形象带来的干扰。

2.提升推广信息层面,将产业信息,社会信息和产品信息相结合,有效运用社会热点事件和新闻。

3.合理运用招商银行马蔚华行长和其他高层人员较高的个人知名度和特色,召开新闻发布会并安排会后答记者问。

4.利用行业意见领袖,促进市场对“财富管理”和“账户管理时代”概念的接受。

5.利用事件结合招商银行的发展战略(集中于个人银行业务,做最好的零售银行),企业文化(创新,服务),个人特色(一卡通之父)进行推广。

6.新闻发布会后与记者就媒体需求进行多角度的观点沟通,并提供大量相关资料供记者参考。

八、媒体规划

1.“財富账户”是一种充分运用网络技术的银行产品,在本次发布中主要针对北京地区高端用户,为他们提供贴身的个人理财服务。因此制定了大量覆盖强势大众媒体,强化专业金融媒体,选择性针对IT媒体作为本次传播的媒体策略。

2.媒体类型商运用了多种不同类型组合,包括平面媒体,网络媒体,影视媒体等不同的媒体类型。以北京的财经、金融、证券、大众传媒为主,以全球发行的财经、金融、证券媒体相配合的平面媒体传播范围,其中报纸54家,杂志34家。此外,还邀请了3家国内重点网络媒体,以及7家国内重点影视媒体。

传播方式

发布期:

11月8日,召开新闻发布会,马蔚华行长在会上讲话,并对产品,公司策略等作详细阐述。新闻发布会后,邀请记者参加“答记者问”,回答记者相关问题。马蔚华行长,北京分行行长,IT技术负责人都参与了答记者问。

持续期:

在会后的一个月内,持续与记者保持密切联系,为记者收集和提供行业的相关资料,最终达成记者对事件的正面理解。

九、项目评估

2004年11月18日发布会结束后,招商银行“财富账户”以及会议提出的“中国金融服务3G”概念间得到了媒体的广泛宣传,招商银行勇于创新,“因您而变”的企业形象得到众多媒体的一致认同,招商银行的公众认知度和美誉度得到进一步提升。发布会现场参会媒体达94家,媒体到会率95%以上。已监测到的媒体传播总量超过30万字,多个媒体从金融发展,消费者使用和网络安全的角度对“財富账户”进行专题报道。创下了金融产品上市的传播记录。媒体在报道中,将“財富账户”称为“中国个人金融产品发展的里程碑”。“开创了个人银行服务的开山之作”,大量的报道篇幅都在800字以上,个别的媒体还进行了跟踪报道。配合广告和渠道的推动,“財富账户”迅速被北京的消费者接受。

(资料来源:蓝色光标公关顾问公司)

案例评析:

这个公关案例是很有特点的。金融服务做广告的虽然很多,但做得好的项目却并不多见。

1.本案例中,招商银行的“金融服务3G时代”这个口号提炼得好,颇有时代气息。3G属于计算机通讯业的一个术语。正切合了金融业逐步智能化的趋势,促使公众对这个产品感兴趣。

2.“因您而变”的口号新颖别致,体现了对顾客需要的了解和尊重,增添了亲和力。

3.媒体也是根据产品定位而有所选择的,都是高端人群经常接触的媒体,针对性强。

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