One of the biggest challenges for new entrants in the financial market is calculating the cost of acquiring customers. CAC must be worthwhile so as not to harm the growth of other business areas.
Last year, Inter managed to reduce this indicator by almost 20%. And, according to Inter executives, it makes sense to grow the number of customers a lot.
With 30.4 million customers, Inter’s CAC fell to R$24.6. In the previous year, in 2022, the digital bank spent R$30.4. Another important indicator is the average monthly revenue per active customer (Arpac), which was R$45.9 gross at the end of last year. As a result, the net margin per customer (after interest and expenses) reached R$17.7.
“Inter has the capacity to bring in many customers. It’s worth it at the cost we achieved, which is much lower than would be tolerable”, says Alexandre Riccio, senior vice-president of Inter&CO. “We were able to pay the customer’s cost practically in the first month after the acquisition. So, it makes perfect sense to expand the customer base and invest in acquisition.”
In the interview with Numbers Falam, from NeoFeed, Riccio says that the ability to bring in new customers at a low price is linked to the investment made in the product. Innovations help engage the customer base and, as a consequence, generate referrals to family and friends.
“A few years ago, customers spent R$200 to R$400 per year to pay with fees and cards. Today, he doesn’t pay and, in fact, wins. Our superapp generates value for the customer to have a smarter financial life. In a way, we are deflating their lives”, says the vice-president of Inter&Co.
The digital bank’s credit portfolio grew 26.4% in 12 months, around four times more than the market average, and reached R$31 billion at the end of 2023. The projection is to reach R$100 billion in 2027.
“The 26% growth was good for a year that was still cautious. And with all the positive dynamics, we see room for greater growth this year”, says Riccio.
Traded on the Nasdaq, Inter&Co’s shares are stable this year, down 0.1%. The company’s market value is US$1.6 billion.