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Recent Analyst's Journal Articles:

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...

Jul

3

2018

Analyst's Journal

Happy Independence Day from Barlow Research!

By Barlow Research

Best wishes for a safe Independence Day from your friends and colleagues at Barlow Research Associates, Inc. Please note that the next Barlow Analyst's Journal column will be published in our newsletter on Thursday, July 12th, 2018.

Jun

27

2018

Analyst's Journal

Wells Fargo’s Laura Oberst Examines an Unconventional Business

By Emily Anderson

At Barlow Research, we follow the voice of the business customer. We survey small businesses ($100K-<$10MM in sales) and middle market companies ($10MM-<$500MM in sales) to better understand their point of view of the business banking industry and how financial institutions can better service them. At our annual Barlow Research Business Banking Conference, we had the privilege to hear insights firsthand from a progressive business owner while being interviewed by a banking leader...

Jun

20

2018

Analyst's Journal

How to Avoid Becoming Obsolete in the Age of Fastest Growing Technological Advancements

By Dustin Greelis

Barlow Research held its annual Business Banking Conference on May 21st and 22nd this year. While several of the presentations were digital-focused, one in particular was more narrowly focused on artificial intelligence (AI), robotics, virtual reality, augmented reality and cryptocurrencies. Gene Munster, a Managing Partner and Co-founder of Loup Ventures with 21 years of prior experience at Piper Jaffray as a Research Analyst, presented on the history of these technologies and their present...

Jun

13

2018

Analyst's Journal

Bank of America, U.S. Bank and Wells Fargo Weigh-in on the Opportunities and Challenges for Middle Market Transformation

By Donna Arce

The middle market banking segment (companies $10MM-<$500MM in annual sales) is ripe for transformation. While there are strong ties between clients and Account Officers who navigate the bank for the client, friction still finds its way into the customer journey. This year, at the Barlow Research Business Banking Conference, we invited banking experts to participate in a Middle Market Panel discussion to identify and discuss opportunities to streamline internal and customer facing interactions. Our...