How are banks taking advantage of the upturn in the securities market? Are they expanding retail investment services? Increasing the size of their sales forces? Experiencing new or revived investment program profitability?

Answers to these and other vital questions concerning investment products and services are available in the National Survey of Bank Retail Investment Services 2003/2004, Volume I, from the ABA Securities Association (ABASA). For a description of Volume II: Bankers Report Card on Vendors of Investment Products and Services click here. 

Boasting more than 250 easy-to-read charts, the survey report examines the main reasons banks offer investment products, from the desire to increase fee income to the need to remain competitive with other banks. It also looks at key factors such as sources of funds, customer data, sales closing rates and product sales mixes. Data is grouped by asset size and even by state, enabling you to compare your bank's performance and activities with those of your peers—those with and without retail securities programs. 

Among the report's highlights:

• A third-party marketing company is still the most common delivery method—82 percent-- used by banks to provide full-service brokerage services. Only 15 percent of banks use their own broker-dealer subsidiary.
• In 2003, nearly all banks offering retail investment products included mutual funds, variable annuities, fixed annuities, and fixed income offerings. Around 38 percent offer managed accounts, and 16 percent offer indexed CDs.
• Banks consider cross-selling by bank employees to be the most important investment product promotional activity; referral programs came in second.
• The overall average number of investment services customers at each bank is 1,000 (2003); the average aggregate investment assets at each bank is $50 million.

An essential window on the criteria that banks should consider as they assess past consumer investment product offerings and plan the future, ABA National Survey of Bank Retail Investment Services 2003/2004, Volume I, will benefit bank CEOs, CFOs and all senior management involved in choosing consumer products, overseeing a sales force and planning for future profitability. Whether your bank already offers retail investment products, or is thinking about entering the field, you need the information in this survey report to help you achieve and maintain the competitive edge. So order your copy of ABA National Survey of Bank Retail Investment Services 2003/2004, Volume I, today!

Release date: April 2004

Click here to view the table of contents of volume I (PDF Format).

Click here to view the table of contents of volume II (PDF Format).

Click here to order and access the two volume set through e-DATA.
Click here to order and access just Volume I through e-DATA.