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More Coach Seats Needed for Retail Sales

Affluent customers can’t pay for the entire flight; instead, a high-volume sales effort to mass market consumers is critical in covering the fixed costs of retail banking. Since the recession there has been a pronounced flight to quality in consumer banking, particularly in the checking business. But has the trend gone too far? Many retail players have consciously deemphasized mass market consumer banking, further intensifying a trend of significant decline in new customer relationships and account origination. The average regional bank branch booked only 70 new accounts per month in 2012, down from 100 per month in 2008, and the ...

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