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Recent Analyst's Journal Articles:

Apr

24

2019

Analyst's Journal

Regions Upholds the Top Score in Barlow Research’s Small Business CAMELS™ for Third Consecutive Year

By Sandy Hanson

In Barlow Research’s most recent 2018 data, large banks (assets >$50B) were identified as primary by 53% of the small business ($100K-<$10MM in sales) market. While there are approximately 30 large banks in the U.S., the Top 10 banks (Bank of America, Wells Fargo, Chase, U.S. Bank, PNC, TD Bank, BB&T, SunTrust, Citizens and Regions) accounted for most of this share. Collectively the Top 10 banks totaled up to 41% primary share; other...

Apr

17

2019

Analyst's Journal

There Are Three Ways to Enhance Small Business Stickiness

By Joel Mueller

Many banks have focused on providing sticky solutions for their small business customers ($100K-<$10MM in annual sales revenue). To operationalize this term, “sticky” refers to the product/service strategy a bank uses to make sure clients don’t (want to) leave the bank or seek alternative solutions from another institution. This often includes the enrollment in bill pay, direct deposits, etc. However, there is more to long-lasting stickiness than enrolling clients in account features...

Apr

10

2019

Analyst's Journal

Through Proactive Discussions, Account Officers Can Influence Small Businesses’ Ratings on Their Primary Bank Keeping Up with Innovations to Products

By Emily Cade

The rate of innovation and change continues to accelerate in financial services given the consistent and growing demand for digital solutions among small businesses ($100K-<$10MM in annual sales). Not only is it vital to keep up with this change but communicating the benefits of innovation is key to adoption of new solutions among your clients. Barlow Research conducts an annual analysis to determine which brand attributes and channels explain the variation in overall primary...

Apr

3

2019

Analyst's Journal

Mobile Banking Channel Set to Become Second Most Frequently Contacted Channel Among Small Business Digital Users

By Youa Yang

Since mobile banking came to market, the industry has wondered when it would overtake online banking usage or that of the other major channels at the bank for businesses. Currently, financial institutions are investing heavily in digital technologies and banking on the mobile device as the device of choice. Some financial institutions are working towards being device agnostic in order to allow their business banking customers the ability to interact with their bank on their...

Mar

27

2019

Analyst's Journal

Being Proud of a Primary Bank Relationship Leads to Greater Degrees of Loyalty

By Emily Anderson

There are many factors that drive a middle market company (companies with $10MM-<$500MM in sales) to be satisfied with their primary financial institution. Annually at Barlow Research, we track what those items are. We consistently find that being easy to do business with is a top driver of satisfaction with the bank as well as other attributes such as appreciating their business and getting things right the first time. But in just the last...

Mar

20

2019

Analyst's Journal

Bank of America Launches Business Advantage 360 to Help Small Businesses Manage Their Cash Flow

By Allison Haley

Staying on top of cash flow is essential for any company, regardless of the size of business. However, efficiently managing cash flow is a challenge unto itself. Managing cash flow can often tie up the business owner and prevent them from getting back to the heart of the matter, that is, running their company. There are many methods that business owners use to manage their cash flow, from using manual processes with paper and pencil...

Mar

13

2019

Analyst's Journal

BB&T Earns Highest Rating on Account Officer Performance Attribute: Makes Effective Use of My Time

By Donna Arce

Middle Market companies ($10MM-<$500MM in annual sales) are lucrative and often have complex banking relationships. Because they offer high net potential revenue to the bank, middle market clients have the luxury of having a dedicated Account Officer assigned to manage each relationship. The Account Officer’s role is to navigate the bank on behalf of the customer and keep friction out of the customer journey. With this intent, making effective use of the customer’s time...

Mar

6

2019

Analyst's Journal

Failing to Keep Up with Innovations to Business Products/Services Is a Key Indicator of Potential Attrition

By Sandy Hanson

There is no doubt the banking industry is evolving. The digital transformation curve is steep and traditional financial institutions have not only each other as competitors, but many fintechs as well. Keeping up with all the new customer expectations is a difficult task as things are ever changing. In Barlow Research’s most recent data (1Q2018-4Q2018), we found that only 40% of small businesses ($100K-<$10MM in sales) agreed strongly that their primary bank keeps up...

Feb

27

2019

Analyst's Journal

Organic Growth in Small Business Customers Lowest in Nearly a Decade

By Joel Mueller

According to Barlow Research’s latest Pulse data, only 1% of small businesses ($100K-<$10MM) changed primary banks in the last 12 months. This is the lowest attrition rate seen for several years. This type of low attrition metric can be viewed either positively by reassuring financial institutions that there is a foundation of loyalty in the small business market, or negatively, as low attrition can be a major hurdle for new customer acquisition. Small businesses...

Feb

20

2019

Analyst's Journal

An Assigned Account Officer May Help to Lower Primary Bank Defection Rates of Small Businesses in Ownership Transition

By Emily Cade

In 2018, Barlow Research asked a new question to learn what percent of small businesses ($100K-<$10MM in annual sales) had already transitioned ownership of their company, either fully or partially in the past five years. In the latest rolling four quarter data, 12% of small businesses indicated they experienced total or partial company ownership transition in the last five years. This increased with sales size from 11% among companies with $100K-<$500K to...