An in-depth benchmark report produced by American Brokerage Consultants,
St. Petersburg, Florida.
American Brokerage
Consultants is proud to present the 2007 Study of Bank Brokerage
& Retail Investment Services. This detailed report analyzes data
provided by banks of all sizes all across the U.S.
This benchmark report analyzes all aspects of the bank-
brokerage business including business profitability, important
success factors, sources of customers and funds, product mix,
various operating statistics, business policies, program structures, products and services offered, sales force data including commissions generated and rep compensation payouts, and statistical customer data. The report contains hundreds of charts, tables, graphs with explanatory commentary which dissects bank-brokerage in extraordinary detail.
In addition, the 2007 Study provides bankers’ report cards on
the third-party marketing companies (“TPMs”) that provide
brokerage services to bank customers. The report cards provide
an overall letter grade for each TPM plus letter grades in 22
individual service categories. The report cards are designed to help banks assess the breadth and quality of services provided by these companies who provide a critical link between bank customers and the securities market place.
Table of Contents
Section 1: Statistical Data
Business Results:
- Profitability
- Income statement (+TPM comparisons)
- Program success factors
- Program success: a self-evaluation
- Outlook for growth in reps, sales, profitability
Operating Statistics:
- Source of customers (+TPM comparisons)
- Source of funds (+TPM comparisons)
- Source of referrals
- Product sales mix
- Ticket size by product
Business Policies:
- Reasons banks offer investment services
- Policies re recommending specific products
- Policies re accepting unsolicited orders
- Policies to ensure compliance with disclosures
Program Structure, Products, Services:
- Program delivery vehicles
- Types of brokerage services provided
- Types of investment products sold
- Product and vendor due-diligence
- Types of investment services provided
- Types
- Most important
- Most potential
- Promotional Activities
Sales Force Data:
- Number of sales reps
- Types of registrations
- Rep comp. as % of gross commissions
- Referral compensation
- Full-time and part-time reps:
- Number per bank
- Assets per rep
- Gross commissions per rep (+TPM comparisons)
- Rep compensation structure
- Source of rep compensation
- Support personnel
- Methods of completing sales
- Sales closing rates (+TPM comparisons)
Customer Data:
- Number of customers
- Customer assets in accounts
- Bank assets per customer
- Bank deposits per customer
- Number of customers per rep
- Number of customers per FTE
- Assets per customer
- Commissions per customer
- Age of customers
Section 2: Bankers Report Card on Third-Party
Marketing Companies
- Final Report Card for 2007
- Scoring & Grading
- Service Categories
- Report Cards on Individual TPMs
- Report Cards on Individual Service Categories
Section 3: Vendor Directory & Appendix
- Directory of vendors
- How the study was conducted
- Profile of study participants
BONUS SECTION: Reprint of 2006 Bankers Report Cards on:
- Mutual Fund Companies
- Variable Annuity Providers
- Fixed Annuity Providers
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Study of Bank Brokerage & Retail Investment Services |
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