Research On The Maintenance Of Long-Tail Retail Customers By Commercial Banks Under The Background Of Fintech

In recent years,with the slowdown in the growth of commercial banks' net profits,various commercial banks are struggling to find new profit growth points.Due to the limited resources of commercial banks,the "80/20 Rule" has always been regarded as an important rule for banks to maintain customers.20% of high-end customers are fiercely competitive by various commercial banks.The maintenance cost of high-end customers caused by banks The profit contribution space has been compressed narrower and narrower.In 2014,Internet financial products represented by "Yuebao" posed serious challenges to the operation and development of commercial banks,but at the same time,commercial banks began to pay attention to large-scale long-tail retail customers.Long-tail retail customers refer to individual customers with low financial assets and low contribution levels,in addition to high-quality customers.They are characterized by a large number of customers,personalized and diversified financial needs,and a low net worth of individual long-tail retail customers.Based on factors such as personnel and cost,commercial banks have long been valued at 80% of the value of long-tail retail customers,and are basically in a state of ineffective maintenance or unmanned maintenance.In recent years,with the rapid development of big data,artificial intelligence,blockchain and other technologies,commercial banks have a strong technical foundation for maintaining longtail retail customers;at the same time,the fierce competition among commercial banks for high-end customers has caused commercial banks to It has practical significance to start to pay attention to and explore the value of long-tail retail customers.Based on the theories of fintech and long-tail theory,this article analyzes and summarizes the development of fintech at home and abroad,the value of long-tail retail customers and the significance of fintech in maintaining long-tail retail customers,and the application of fintech in maintaining long-tail retail customers.The status and problems of fintech maintenance of long-tail retail customers,the strategy of fintech maintenance of long-tail retail customers,and so on,and then analyzed by the case of ICBC 's T-branch behavior,introduced the specifics of T-branch maintenance of long-tail customers in actual operations Strategies and main problems existed,from the three aspects of system construction,product innovation,and channel construction,strategic suggestions for commercial banks' fintech maintenance of long-tail retail customers were put forward.The research direction of this paper is in line with the hot spots of commercial banks' transformation and development,and has certain research value and practical significance.First,from the perspective of financial technology,it summarizes the maintenance strategy of long-tail retail customers of ICBC T sub-branch;second,it provides reference and reference for similar problems of commercial banks;third,it enriches the relevant theoretical research in this field.