Wells Fargo's Cross Selling Strategies

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Case

Reference no. 304-363-1

Subject category: Strategy and General Management

Authors: G Srikanth (IBS Case Development Center); Firdaus Maldar (IBS Case Development Center)

Published by: IBS Case Development Center

Published in: 2004

Length: 15 pages

Data source: Published sources

Topics: Wells Fargo's cross selling strategies; Gramm-Leach-Bliley Act; Mergers & acquisitions (M&A); Norwest Corporation; Going for gr-eight; Distribution channels; Banking and financial services; Wholesale banking group; Investment banking; Treasury management; Strategy; Community banking; Home buyer's package; Wells Fargo packs; Business service packages

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Abstract

Wells Fargo, established in 1852, is one of the USA''s largest financial services companies. Subsequent to a merger with Norwest Corporation of Minnesota, Wells Fargo''s product portfolio was broadened offering a scope for cross selling. The case study enables a discussion on the efficacy of Wells Fargo''s cross selling strategies. The benefits and pitfalls of pursuing such a strategy can also be discussed. A structured assignment ''304-363-4'' is available to accompany this case.

Location:

USA

Industry:

Banking and financial services

Other setting(s):

2004