Since Bankinter restructured its business for legal entities, companies with between 5 million and 50 million euros in annual turnover receive special treatment in their relationship with the Bank. There are 72 business centres for this purpose, covering the main population areas and have corresponding managers, controllers and commercial staff.
These teams, which include a total of almost 400 professionals, were consolidated in 2017 after the reassignment of customers carried out in 2015 and 2016, which affected 75% of the portfolio. As a result of this reassignment, managers now know their customers better than ever and are therefore in a position to offer them services tailored to fit their needs.
The main objective is for medium-sized enterprises to be global Bankinter customers, not just occasional customers, and for them to trust in the Bank not only to cover their occasional financing needs, but for everything that makes their lives easier, from daily collection and payment operations to guarantees or underwriting insurance.
In 2017 this effort translated into a significant increase in income from fees, which contributed to improving the business's gross operating income by 6.4%, along with the collection of interest.
During the implementation of this new type of relationship with medium-sized enterprises, the Bank continued to attract new customers at a good rate, attracting 4,393 customers last year, to reach a total of 23,306 active customers.
Despite the downturn in the banking market as a whole, Bankinter's loans to medium-sized enterprises rose significantly in 2017, from 5.331 billion to 5.974 billion euros.
The challenges for 2018 are to continue improving customer management, to hit the market share targets for each company and centre, and to achieve the most balanced composition possible between, among others, term loans and working capital financing.
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