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Recent Analyst's Journal Articles:

Sep

12

2018

Analyst's Journal

Monumental Changes in Business Banking Require Being Agile

By Emily Cade

At the 2018 Barlow Research Business Banking Conference, Tim Welsh, Vice Chairman at U.S. Bank, presented a strong message on the importance of Keeping Up with Our Customers. As part of the presentation, Mr. Welsh discussed how expectations of customers are often changing faster than what we anticipate. In order to keep up with these changing expectations and not be left behind, it’s important for the financial institution to incorporate an agile work environment. Customer...

Sep

5

2018

Analyst's Journal

Bank of America and Chase Lead in Mobile Check Deposit Usage Among Small Business Primary Bank Customers

By Youa Yang

Mobile check deposit has been around for the better part of the last five years; in fact, it was one of the most advanced features that brought value to the mobile device helping mobile banking apps gain traction amongst financial institutions and small businesses ($100K-<$10MM) alike. Looking back into our archives, in the 2010-2011 timeframe, we found that Chase and PNC were leading the charge with mobile check deposit for their small business customers. Fast forward to...

Aug

29

2018

Analyst's Journal

Middle Market Products with the Fastest Growth Are Utilized Outside of the Primary Bank

By Emily Anderson

Middle market companies ($10MM-<$500MM in sales) are lucrative customers. Just five of these companies could generate $1MM dollars in net potential revenue for a financial institution. But these companies are typically spreading their business by using multiple financial institutions. According to 1Q18 data, on average, they are using two financial institutions for their banking needs. Only about 1 in 10 middle market companies have added a banking relationship in the last year, but their...

Aug

22

2018

Analyst's Journal

Digital Banking: An Everyday Touchpoint for Middle Market Companies

By Dustin Greelis

On August 3rd, Barlow Research recorded a podcast aimed at discovering how middle market companies ($10MM-<$500MM in annual sales) use digital banking. Digital banking is a crucial and heavily used channel among middle market companies. Gaining a better understanding of the middle market customer’s opinions on different digital channels, products and services will facilitate more targeted solutions to the needs of those customers. To achieve this goal, Youa Yang, Director of Barlow Research’s Digital...

Aug

15

2018

Analyst's Journal

Higher Rates of Entrepreneurship by Acquisition Found Among Younger Middle Market Business Owners

By Donna Arce

Everyone is gearing up for the next generation of business owners. There is more to know about the younger generation aside from anticipating a stronger interest in interacting digitally. An examination of middle market ($10MM-<$500MM) companies by age of the business owner/largest shareholder revealed several telling learnings. Barlow Research has taken a closer look at middle market companies across four different age groups: <45 years old, 45-59 years old, 60-64 years old and...

Aug

8

2018

Analyst's Journal

Small Business Ownership Transitions Are Becoming a Reality, but Bankers Might Be Left Out of the Discussion

By Sandy Hanson

The recession caused many owners of small businesses ($100K-<$10MM in sales) to rethink and postpone retirement and succession plans. Until recently, the average age of the small business owner had continued to increase since many owners held onto their companies through the economic recovery. However, since 2010, we’ve also seen the percent of businesses planning to transition the ownership of their company in the next five years increase. Barlow Research’s most current data (2Q17-1Q18...

Aug

1

2018

Analyst's Journal

Business Bankers Must Go One Level Deeper to Increase Product Purchases

By Joel Mueller

Since the mid-2000s, fewer and fewer small businesses have purchased new banking products and services. Barlow Research’s latest rolling four-quarter data finds only 8% of small businesses have made new product purchases from any bank. This metric has consistently trended down from 18% in 2006. Given the low incidence of new product purchases by existing customers, many financial institutions have focused outward on new customer acquisition, rather than inward on harvesting value from...

Jul

25

2018

Analyst's Journal

Understanding the Small Business Customer’s Expectations of Business Banking Services

By Emily Cade

Managing the small business ($100K-<$10MM in annual sales) customer’s expectations of their banking service needs is one of the most important aspects of the customer and primary bank relationship. Like any business, customers are pleased when they can rely on a timeframe for expected outcomes. The financial industry is no different. The small business customer enjoys having contact with the financial institution to keep lines of communication open. When a small business customer is...

Jul

18

2018

Analyst's Journal

Bank of America, Chase and SunTrust Are Focused on Digital Transformation

By Youa Yang

At Barlow Research’s 2018 Annual Business Banking Conference, I had the pleasure of hosting a discussion panel focused on how financial institutions have transformed customer interactions through digital channels. We discussed digital transformation philosophies, digital banking adoption benchmarks and the next frontier of digital banking. Representing their banks on the panel were: Will Barr, SVP, Small Business Banking Deposits Executive at Bank of America, Chris Fritz, SVP, Head of Digital Solutions at SunTrust and Kevin...

Jul

10

2018

Analyst's Journal

Learning Regions Bank's Winning Formula for Small Business

By Linda O'Connell

Covering 15 states in the South and Midwest, Regions Bank has received more than its share of recognition recently for its quality customer service. In the American Banker/Reputations Institute Survey of Bank Reputations, they were among the few large banks that received an excellent score (above 80) in the customer rankings. In Barlow Research's Small Business (companies of $100K-<$10MM in sales) CAMELS™ analysis, they achieved the #1 ranking among the top 10 market...