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Banking in Mexico Final Customers Identification

Customers Categorization

Based on the provided value chain analysis of the Mexican banking industry, the final customers can be categorized into two primary segments: Business-to-Consumer (B2C) and Business-to-Business (B2B).

Business-to-Consumer (B2C) Customers:

This segment comprises individual consumers who directly interact with banks and other financial institutions for their personal financial needs. They are the end-users of retail banking products and services.

  • Characteristics and Demographics:
    • Include individuals from various income levels, though a significant portion (40% as per the 2023 National Survey of Financial Inclusion) remains financially excluded.
    • Reside in both urban and rural areas, though physical infrastructure (branches, ATMs) may be concentrated in urban centers, affecting accessibility for some.
    • Varying degrees of digital literacy and trust in digital platforms.
    • Include those receiving remittances from abroad, highlighting a specific financial need in this segment.
    • Fintech companies and digital banks are increasingly targeting younger demographics and underserved segments within the B2C market.
    • Individuals utilize a range of products including checking and savings accounts (for Funding and Capitalization), mortgages, personal loans, auto loans, and credit cards (for Credit and Lending).
    • They are key users of retail payment methods such as debit and credit cards, electronic transfers (SPEI, DiMo), ATMs, and digital wallets (for Payments and Transaction Services).
    • Some individuals participate in retail investment activities, such as mutual funds and brokerage services (for Investment and Wealth Management).
    • High-net-worth individuals (HNWIs) represent a specific sub-segment within B2C, requiring personalized wealth management and private banking services.

Business-to-Business (B2B) Customers:

This segment includes various types of businesses and institutional entities that utilize banking services for their operational, investment, and financing activities.

  • Characteristics and Demographics:
    • Range from Small and Medium-sized Enterprises (SMEs) to large corporations.
    • Include governmental entities at the federal, state, and municipal levels.
    • Require diverse financial products and services tailored to their size and business needs.
    • SMEs are identified as crucial for economic growth but often present higher perceived risk for lenders.
    • Businesses are significant depositors, contributing to the Funding and Capitalization stage.
    • They are major recipients of corporate and SME lending, including working capital loans, term loans, and business lines of credit (for Credit and Lending).
    • Actively utilize wholesale payment systems for large-value transactions and corporate treasury management services (for Payments and Transaction Services).
    • Merchants, a specific type of B2B customer, require payment processing services to accept electronic payments from consumers.
    • Institutional clients such as pension funds (AFOREs), insurance companies, and endowments are key customers for institutional investment services and asset management (for Investment and Wealth Management).

References

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