Relationship Pricing Does it work?

Recently a credit union manger described his frustration with a key part of his business strategy that was not working—relationship pricing. About six years earlier his predecessor had started a program that tried to be more equitable in how members paid for services. If a member did not use a certain set of products or maintain minimum balances, then a $4 per month fee was charged.

 
 
 

 

 

Sept. 1, 2002


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