An in-depth benchmark report produced by American Brokerage Consultants,
St. Petersburg, Florida.
American Brokerage
Consultants is proud to present the 2009 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 2009 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
Part 1: Statistical Data
Business Results:
- Program profitability
- 2008
- Historical perspective
- Distribution of profits
- Income statement
- 2008
- Historical perspective
- Net income, TPM comparisons
- Program success factors
- Ranked
- By peer group
- Detailed
- Historical perspective
- Program success
- A self-evaluation
- Peer group comparisons
- Historical perspective
- Prognosis
- Expected change in sales force
- Expected change in sales volume
- Expected change in profitability
Operating Statistics:
- Source of customers
- By peer group
- Historical perspective
- By TPM
- Source of funds
- By peer group
- Historical perspective
- By TPM
- Source of customer referrals
- By peer group
- Historical perspective
- Product sales mix
- By peer group
- Historical perspective
- Ticket size:
- Mutual funds, variable annuities
- Fixed annuities, stocks
- Bonds, historical perspective
- Growth in ticket size by product
- Methods of completing sales
- Sales closing rates
Business Policies:
- Reasons investment services are offered
- Policies re delivery vehicles
- By peer group
- TPMs listed
- Policies re product & vendor due diligence
- Policies re product recommendations
- By peer group
- Historical perspective
- Procedures to ensure disclosures are made
- Policies re financial planning fees
- Policies re source of rep compensation
- Policies re referral compensation
- Policies re amount of referral compensation
- Referral compensation
- By peer group
- Historical perspective
- Policies re 12b-1 fees
- Policies re cross-selling activities
- Cross-selling
- With lending department
- With commercial bankers
- With private bankers
- With bank trust departments
- Policies re contract
Products & Services:
- Brokerage services provided, by peer group
- Products sold
- By peer group
- Historical perspective
- Investment services provided
- Relative importance of investment services
- Investment service with most future potential
- Promotional Activities
- Ranked
- Detailed
- Historical perspective
Sales Force Data:
- Number of sales reps:
- Per bank
- Full-time,part-time
- Full-time distribution
- Part-time distribution
- Bank assets per rep
- Types of registrations
- Investment advisory and supervisory registrations
- Program management
- Rep production
- Historical perspective
- Distribution
- By TPM
- Rep compensation
- Rep compensation structure
- Full-time reps
- Part-time reps
- Amount of salary or draw
- Support personnel, by peer group
- Number of reps per support employee
Customer Data:
- Number of program customers per bank
- Number of program customers per rep
- Assets in customer accounts per bank
- Gross commissions per customer
- Average age of customers
Part 2: Bankers Report Card on Third-Party
Marketing Companies
- The TPM Industry - 2008
- Final Report Card - 2008
- Scoring & Grading
- Prior year numbers
By Third-Party
Marketing Companies
- Essex National Securities, Inc.
- Infinex Financial Group
- Invest Financial Corporation
- Investment Professionals, Inc.
- LPL Financial Institution Services
- Primevest Financial Services, Inc.
- Raymond James Financial Services, Inc.
By Service Category
- Introduction
- Report Card on Categories - 2008
- Accuracy of Sales Processing
- Banking Knowledge
- Compliance Expertise
- Compliance Procedures
- Customer Service
- Diversity of Products
- Due-Diligence Expertise
- Ease of Sales Processing
- Effectiveness of Sales Management
- Investments Knowledge
- Management Reporting
- Marketing Effectiveness
- Marketing Expertise
- Marketing Materials
- Marketing Scope
- Problem Resolution
- Quality of Automation
- Quality of Products
- Quality of Sales Management
- Quality of Training
- Sales Rep Recruiting Ability
- Scope of Automation
- All Categories Combines
Part 3:
- Advertisers
- How the study was done
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Study of Bank Brokerage & Retail Investment Services |
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