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Sales and Distribution Case Study

Case Title:

Wells Fargo’s Cross Selling Strategies

Publication Year : 2004

Authors: Firdaus Maldar, G Srikanth

Industry: Banking, Insurance and Financial Services


Case Code: SDN0002

Teaching Note: Available

Structured Assignment: Available

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Wells Fargo, established in 1852, is one of the US’ largest financial services companies. Subsequent to a merger with Norwest Corporation of Minnesota, Wells Fargo's product portfolio was broadened offering a scope for cross selling.

Pedagogical Objectives:

  • To discuss the efficacy of Wells Fargo’s cross selling strategies
  • To discuss the benefits and pitfalls of pursuing such a strategy.

Keywords : Wells Fargo's cross selling strategies; Gramm-Leach-Bliley Act; Mergers and acquisitions; Norwest Corporation; Going for gr-eight; Distribution channels; Banking and financial services; Wholesale banking group; Investment banking; Treasury management; Strategy; Growth Strategies Case Study; Community banking; Home buyer's package; Wells Fargo packs; Business service packages


  • Introduction
  • Evolution
  • Merger of Equals
  • Cross-selling

  • 'Going for Gr-eight'
  • Financial Performance
  • Competition

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