Q2 2023 Banco Santander Brasil SA Earnings Call
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Great Alright. Thank you good morning, everyone. Thank you Gustavo for taking my question also.
A couple of questions I guess.
Mario you mentioned moving into higher income segments. Just wanted to ask you about how you view the competitive environment.
Both in the high income segment and the low income segment.
Following up on previous questions, you're talking about Principality and gaining that so just wanted to see how you feel something there is positioned relative to your peers in the two different segments.
And also following up a little bit on the capital question, Yeah, you're around 11% core tier one more or less but with ROE around 11%.
Do you feel your position, particularly in once rates start to come down.
For for future growth in these segments from from a capital perspective, and you compared to your peers. Thank you.
Sure Tito so I'll kick it off with the perspective on competitive advantages our competitive landscape on high income you asked about low income as well so I'll cover both <unk> and Gustavo comment on capital.
So on high income and we've talked about it a couple of months ago. When we met in New York. How are you guys positioning yourselves, how do you guys differentiate its a very fair question, we ask ourselves everyday.
Not obvious and we keep we should keep asking and repeating the answers.
Any hints in them there.
There is a few answers our approach assess for why we believe we have consolidated franchise. It's not that we're building something where we are reaping the benefits of having built through the last decade, and we are now reaping the benefits we're not satisfied we want a double so we're going to be much bigger in high income.
Income slash investments right. So we cover clients in select which are not necessarily employee, but they are employed but they are but they are investors. So the approach is a.
The lowest load per advisor per IFA across the industry. So we kickoff triple way with 100 clients per adviser on.
On average our competitors, both broker dealers or banks. They have between 600 700, sometimes even more so obviously, it's a mathematical thing when you have 100 clients took over you can cover much faster much quicker much closer.
Obviously, we cant hanks that low towards maybe close to 200, but we're always going to have in our.
Operating model for Triple way, a lower comp load and therefore much more severity derives from the relationship. We also invested a lot in.
In digital it in the apps.
The investment platform, there's still a lot to be done, but we believe we are very possible with with peers on the digital front on the remote side.
On being able to talk with a human not necessarily with the bricks of a store we offer 24 seven personal.
Our response via chat via telephone and obviously the stores in the open hours. So we believe we are multichannel in our high income segment in a way that some of our competitors, which are for example, fully digital they cannot offer.
The behavior of our ice across the country Tito as NOL, but in most of the regions, where we have select stores customers actually do like to go to the stores and talk to the specialist. So we believe those those things combined are differentiating factors and very soon.
Sharing the Spider here very soon we're going to join the international accounts debit cards et cetera front.
And hopefully with that we're going to complement the offer even further on low income it's a different answer.
Like I said before we're not looking at open six type of client acquiring and after debt, becoming the principal bank. We have a lot of low income clients in our base, which are the clients were mostly focus on payroll clients. There are a lot of payroll clients that base of apartments of all companies. They are low income on average and with the.
Knowledge, we have about the employer the behavior, the sort of fixed income type of.
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Even more.
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