BANK INVESTMENTS - Banks rethink sales structure - Bankers are reorganizing around market segments: Tapping into the mass affluent market for the first time in a significant way as they continue to address high net worth requirements. New research explores the success of platform reps, broker-dealers, and newer wealth management units in reaching such segments.

INSURANCE SALES - Bank annuity sales at a crossroads - The author looks at the ebb and flow of bank sales of fixed and variable annuities and presents the case for their future.

Kehrer, Kenneth, (2006)

SECURITIES SALES - Untapped potential - In selling investment products, community banks hold their own in revenue generated per broker, but lag in some key measures including profit generated by that revenue, according to a new study. The authors address the shortfalls and what banks can do to change them.

Kehrer, Kenneth, (2005)

BANK INSURANCE SALES REPORT - Progress is in the eye of the beholder - New life insurance premium volume by banks is up 32%, mainly from single-premium sales.

Kehrer, Kenneth, (2004)