Selling the one-stop shop

Article Abstract:

The concept of financial supermarkets or one-stop financial services shopping appeals to the banking industry which has been trying to create such business models with relatively little success. The primary sticking point appears to be a perception by consumers that acquiring all their financial services from one company is akin to placing all their eggs in one basket, which is not a sound strategy by way of price, selection and risk. Despite a general resistance from banking clients, however, the industry is making some progress with the one-stop financial services shopping concept. An improvement of banks' knowledge and understanding of their customers and of the customer's knowledge and trust of the bank as well as segmentation strategies are enabling institutions to promote the right offer to target client groups.

Banking Institutions, Financial Services, Finance and Insurance, DEPOSITORY INSTITUTIONS, Financial services industry, Services, Banks (Finance), Marketing, Financial institutions, Bank marketing

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Prudence and panic

Article Abstract:

Banks that have entered the mutual fund business are compelled to take measures to maintain the confidence of mutual fund investors. Given the current turbulence of the stock market, bank mutual fund companies must openly recognize and respond appropriately to the bearish sentiments of some of their customers if they want to maintain these relationships and preserve their revenues. While it is not certain whether the recent stock market volatility is a harbinger of a long bear market, bank mutual fund marketers must be prepared for this possibility. After years of substantial growth, the share prices of mutual funds have started to fall since reaching their peak in Jul 1998. Bank mutual fund companies will be in serious danger if investors begin to panic and withdraw their money.

Investment Banking and Securities Dealing, Investment Banking, Investment Companies, Open-End Investment Funds, Security brokers and dealers, Investment banks, Customer relations

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Handle with care

Article Abstract:

Banks that have entered the mutual fund business have always struggled to recruit the right money managers who will handle the new operations. While it is common in the mutual fund industry to lose important managers to rivals, cultural and compensation issues exacerbate the problem in banks with mutual fund operations. Some are dealing with this difficulty by offering huge salaries for these managers, who are used to great amounts of compensation in the nonbank sector. They are also allowing adopting an entrepreneurial management style because such managers are accustomed to autonomous decision making authority. In addition, others are trying to institute innovative ownership structures to attract and retain money managers.

Mutual Fund Mgmt Companies, Portfolio Management, Money Management Accts & Svcs, Human resource management, Mutual funds, Asset management accounts

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