Carlos Tusquets “Lo que vale en realidad en un banco es lo que vale el equipo”

Entrevista Carlos Tusquets: “Lo que vale en realidad en un banco es lo que vale el equipo”

El pasado mes de agosto, Carlos Tusquets, presidente no ejecutivo de Banco Mediolanum en España y consejero de la matriz italiana, concedió una interesante entrevista a Economía Digital, en la que abordó varios temas de interés para los asesores financieros.

Tusquets afirma que “el valor de un banco es la capacidad de la gente a mantener fiel al cliente. Antes un banco valía por su número de oficinas, el personal, los metros cuadrados que había… Todo eso era un activo, pero ahora es un pasivo porque hay que cerrar oficinas y despedir al personal. Lo que vale en realidad en un banco es lo que vale el equipo.  Mediolanum ya nació con esta mentalidad y esto le ha ido muy bien. Es el único banco que cotiza por encima de libros en la bolsa de Europa, todos los demás cotizan por debajo de libros”.

Sobre la concentración bancaria en nuestro país, señala que “todos los bancos grandes intentan mover un elefante y convertirlo en una gacela. Cambiar su modelo no es una cosa de cuatro días: despedir, cerrar oficinas… Luego te viene Basilea, y si das créditos a empresas sin rating te incrementa el capital. ¿Dónde se ha producido la mayor concentración bancaria de Europa? En España, de 60 grupos a una docena. En España había 42.600 oficinas en 2008, una por cada 1.000 habitantes, era el récord mundial. Nos hemos cargado la mitad de las oficinas desde 2008, ahora hay 23.000 y hemos echado a más de 100.000 personas de las oficinas, que era la gente que trataba con el cliente”.

Y añade que “como Mediolanum ya nació de otra manera, que no tenemos oficinas sino que tenemos family bankers muy preparados, full time, formados por nosotros, los controlamos y los monitorizamos. Hay una labor muy grande por parte del banco para que un tipo de Cuenca y uno de La Junquera no tengan servicios distintos”.

 

 

¿Podrá Google asesorar?

Según Tusquets, “cada vez más se desintermedializan los servicios bancarios. El servicio de gestión del ahorro y la parte crediticia no son un gran target de las tecnológicas como si son los medios de pago (tarjetas, etc). ¿Tú crees que Google puede llegar a asesoramiento? Lo veo muy difícil. ¿Pueden hacer un roboadvisor que pueda dar créditos estándar? Pues probablemente, pero no sé si nunca podrá hacer un crédito a medida. El ahorro es tu sacrificio para toda la vida. Que un señor con un robot desde California me diga lo que tengo que hacer… Prefiero tener una persona delante y que me mire a los ojos y que me tranquilice y me aconseje qué hacer. Los robots no te miran a los ojos. El contacto personal es imposible que te lo den incluso empresas como ING”.

Formar a los clientes

Tusquets indica también que “nosotros tratamos de influir en los clientes para que se diversifiquen a través de fondos. Para comprar un televisor a veces nos tiramos un mes, para el coche lo mismo, pero a veces la gente toma una decisión de inversión por lo que oye en el vecino del gimnasio que le dice que se ha forrado comprando acciones de no sé qué. No hay que hacer caso de los grandes gurús de Wall Street, porque ellos lo hacen para que muchas veces tú te contagies de eso. Hay que ayudar al cliente a pensar en grande”.

 

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