Kehrer-LIMRA conducts proprietary research on bank distribution of insurance and investment products. The firm’s regular surveys of banks and product providers have yielded a rich base of knowledge that we tap for both published research and custom consulting projects.

Research Publications Currently Available:

2007 Kehrer Bank Investment and Insurance Services Compensation Study
This study is conducted annually to provide compensation benchmarks for sales, management, operations, and executive positions in bank investment and insurance programs. The 2007 study covers 55 banks, savings institutions, and credit unions. Compensation matrices are presented for the 23 positions studied. The report also provides a narrative discussion of the structure of incentive compensation. [More]
Price: $1,500 (discounted for participants, community banks, and BISA members)p>

Rightsizing Carrier Relationships: The Direction of Bank Annuity Distribution
This study is based on a telephone survey of product managers in major banks and third party broker-dealers, examines the annuity products provided to smaller banks. The 32 banks and third party broker-dealers that participated account for over 82 percent of all bank annuity sales.
Price: $500 (Free to banks)
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2006 Kehrer-LIMRA ENSI Credit Union Brokerage Study
2006 Kehrer-LIMRA ENSI Credit Union Brokerage Study This first-ever examination of the brokerage performance of credit unions is drawn from the annual Kehrer-LIMRA ENSI Financial Institution Investment Program Benchmarking Survey, which encompasses credit unions and banks that collectively account for over half of all financial institution sales. This study provides benchmarks of credit union brokerage performance, contrasts credit unions with commercial banks, and identifies best industry practices. Moreover, the study examines how credit union brokerages can achieve better penetration of their opportunity.
Price: $625 (discounted for BISA members)
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2006 Consumer Bankers Association Consumer Investments Study
This report presents an analysis of trends in bank retail investment programs. This study provides a unique examination of organizational issues associated with investment sales, along with statistics on sales and profitability. [More]
Price: $495

2006 Kehrer-INVEST Community Bank Brokerage Study
This report examines trends in brokerage programs in banks and credit unions with less than $4 billion in assets.
Price: $250
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Kehrer-LIMRA Bank Life Insurance Sales Study
This annual report analyzes life and health insurance sales by banks. It examines sales force productivity and revenue penetration of the bank customer base, sales force compensation and net income contribution by distribution method, program maturity, and bank size. [More]
Price: $750 (free for participants and LIMRA members, discounted for community banks)

BISA Quarterly Productivity & Performance Report
Quarterly analysis of trends in bank broker/dealer sales force productivity, revenue penetration, revenue mix, and profitability. [More]
Free to Bank Insurance and Securities Association Members.

The Impact of Bank Investment Sales on Disintermediation of Bank Deposits
Analyzes the extent to which annuity and mutual funds sales cannibalize bank deposits. [More]
Price: $625 New edition available Fall 2006

Best Practices in Platform Programs
Findings from a survey of managers of platform investment sales programs on the best way to design, implement, and manage these programs. September 2002.
Price: $500
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Best Practices in Platform Programs Revisited
Compares the actual performance benchmarks of the banks in the survey of Best Practices in Platform Programs to determine whether sales force productivity and customer penetration support or contradict the program managers’ views of best practices. July 2004.
Price: $500
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Improving Bank Investment Program Profitability
Based on an analysis of the proprietary Kehrer benchmarking database, this study analyzes the impact on profit contribution of expanding the investment sales force, improving broker productivity, reducing expenses and improving technology by outsourcing broker-dealer services, and integrating the delivery of investments, trust, and banking. Co-authored with Lynn R. Niedermeier. April 2002.
Price: $500
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