Business Analysis: The Wells Fargo Fraud Case

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Wells Fargo Fraud Case Recently, Wells Fargo gained a lot of media attention due to its illegal sales practices scandal. In order to understand the fraud, it is important to shed light on how it all started.
Employees at Wells Fargo were forced to meet impossible sales quotas or else lose their job. They were asked to hunt for potential customers, even at bus stops and retirement homes.
In 2014, the bank held a meeting in Florida to scold lower-level managers for opening accounts for nonexistent people. However, one manager in the room believed otherwise and urged her employees to ignore the bosses and increase sales at any cost. Thus, selling more products to meet aggressive sales targets …show more content…

Yet, John Stumpf, CEO of Wells Fargo, denies that the bank’s culture is obsessed with nonstop selling. According to him, the scandal resulted because some employees did not honor the bank’s values (Glazer). It was recently disclosed that Wells Fargo fired 5300 employees in the past few years, including the manager who forced employees to meet sales targets (Peck). Yet, questionable sales tactics persisted and were an open secret in several of the bank’s branches. The branch managers regularly monitored the employees’ progress toward achieving sales targets and reported it to higher-ranking managers. Meeting targets resulted in hefty bonuses, which bankers used to compensate for low salaries. On the other hand, employees who failed were asked to open accounts for their mother, siblings or friends (Glazer).
Some employees reached sales goals by using wealthy, existing customers preselected for credit cards. These customers were called and told that Wells Fargo wanted to send them a new credit card in appreciation of their business with the bank. If a customer refused the card, he was told to cut and discard it upon arrival. However, they were not informed that issuing each new card required a credit check, which can lower a person’s credit score …show more content…

In 2011, Jabbari opened savings and checking accounts with Wells Fargo. However, after two years he found out that there were seven unauthorized accounts in his name. Soon, he started receiving notices for unpaid fees on those accounts. While some of the accounts had been opened with forged signatures, others were opened with no signatures at all (Hiltzik).
Heffelfinger had a similar experience. In March 2012, she opened a checking and a savings account with Wells Fargo. However, Wells Fargo had opened fake accounts in her name in January that year. She ended up with seven accounts, opened with forged signatures and fake Social Security numbers (Hiltzik). According to the lawsuit, bank employees at Wells Fargo were informed that an average customer tapped six financial tools. However, the employees were to push the customers to use eight products, because “eight is great” (Kelly).
In May 2015, the LA city attorney’s office declared a lawsuit against Wells Fargo for pressuring its retail employees to commit fraud, opening accounts for nonexistent people and charging customers for products without authorization. In response, the bank hired the consulting firm PricewaterhouseCoopers for an in-depth analysis. After almost a year, PwC employees confirmed the fraudulent sales practices

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