BROKERAGE IMPACT REVISITED - Deposits vs. investments: Time to settle this debate - Who is cannibalizing whom? Actually, recent data supports the notion that many banks are benefitting from both businesses, with patterns of disintermediation that may surprise you.

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 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.

Kehrer, Kenneth, (2004)