Page 12 - Wells Fargo Bank (C) Teaching Note

Wells Fargo Bank’s transition from an aggressive acquirer
post crisis, of related competitors to one based on

organic growth with a now, strongly advertised customer
focus (Diagram 2) where attention has moved from

acquisition to marketing, products and services would

appear to be more illusory than real.

Banks are under
margin pressure
2007: CIT's
construction unit. leading to intense
2007: Placer competition.
Sierra Bank.
2007: Greater Bay
Bancorp, 2008:
United
Bancorporation of
Wyoming.

2008: Century
Bancshares of However, the line
Texas.
between what is
2008: Wachovia good for the
Corporation.
customer and
2009: North Coast
Surety Insurance what's best for the
Services.
bank’s sales goals
2012: Merlin is blurred.
Securities.

2012: stake in The
Rock Creek Group
LP.

Diagram 2; Wells Fargo Bank

Focus at senior level of Wells Fargo would appear to have
been on product rather than process, where margins

were more important than customers and ethics were an

ephemeral part of strategy.