Selling against non-bank competitors.

Banks are being forced to reassess the sales efforts of their trust departments as major brokerage houses, mutual funds and insurance agents have all entered the trust market. Competing with these institutions requires banks to place a greater emphasis on training their sales staff and producing more information-based advertising that stresses the affordability of trusts. The market share of banks and the problems they have with competition are discussed.
The proliferation of investment products and services continues to impact the trust industry. This is becoming increasingly obvious in the area of personal trust, which finds itself competing against mutual [...]