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Recent Analyst's Journal Articles:

Mar

29

2017

Analyst's Journal

Bank of America Continues Lead in Small Business Mobile Banking Adoption

By Youa Yang

When you think about mobile banking, what do you see? I see financial institutions leveraging an agile channel that helps them digitally service their business banking customers. Another thing I see are construction cranes. Why construction cranes? That’s because the marketplace is ripe for building and development; over the past few years, we’ve seen the mobile banking channel graduate from its infancy to the full-featured channel it is today. In fact, it’s my belief...

Mar

22

2017

Analyst's Journal

When Working with Middle Market Companies, a Product Specialist Is an Asset to the Relationship

By Emily Anderson

It is common for a middle market company (annual sales $10MM-<$500MM) to have regular contact with their Account Officer at their primary bank. Barlow Research’s 2016 data indicated that 90% of these companies have had contact with their Account Officer in the last 12 months. Whether it is for loan requests, an annual visit to their place of business or to discuss new purchases, the Account Officer tends to be the backbone of the...

Mar

15

2017

Analyst's Journal

M&T Bank Tops Barlow Research’s Middle Market CAMELS™ for Five Consecutive Years

By Sandy Hanson

Last week, we released the Barlow Research Small Business ($100K-<$10MM) CAMELSTM scores. This spurred a lot of interest among our clients and we had many inquiries about the Middle Market ($10MM-<$500MM) CAMELSTM scores that were promised for delivery this week. As we are working on analyzing the data collected from middle market companies during the four quarters of 2016 for our Annual Report, we’ve noticed a similar trend in large bank (assets >$50B...

Mar

8

2017

Analyst's Journal

Regions Takes the Top Barlow Research Small Business CAMELS™ Score, Followed Closely by Citizens

By Sandy Hanson

At Barlow Research, we are busy analyzing all of the data we have collected from small businesses ($100K-<$10MM in sales) during the four quarters of 2016 for our Annual Report. Last year at this time, we were reporting gains among large banks (assets >$50B), both in primary share, as well as performance. However, in 2016 these gains have eroded. In 2016, only 52% of small businesses indicated a large bank was their primary bank...

Mar

1

2017

Analyst's Journal

SunTrust and Chase Provide a Loan Response Quicker Than the Industry Average

By Joel Mueller

In the first quarter of 2017, small businesses ($100K-<$10MM) are feeling confident in their overall financial condition and expecting excess cash reserves to increase. Unfortunately, this appears to be contributing to a decrease in loan demand. Furthermore, the small business lending environment is growing increasingly competitive and crowded. Succeeding in small business credit involves not only locating small business borrowers, but providing the desired service experience of customers as well. SunTrust and Chase appear...

Feb

22

2017

Analyst's Journal

Look Out, Senior Banking Staff! The CSR Is Just as Important for Repeat Purchases

By Adam Johnson

At Barlow Research, we’re very interested in understanding the quality and dynamic of small business owners’ (companies $100K-<$10MM in annual sales) relationships with their primary bank. Where a business chooses to bank is a big decision; it isn’t easy to end a banking relationship and generally speaking, business owners are looking to stick around unless they have a very good reason to leave. Obviously, the dynamic of this relationship can be very different depending...

Feb

15

2017

Analyst's Journal

Account Officer Satisfaction Scores Impact Purchasing Behavior

By Emily Cade

Barlow Research’s February First Friday Web cast, “Building Exceptional Customer Relationships,” explored the effects of customers being very satisfied with their Relationship Manager or Account Officer. Delighted small businesses ($100K-<$10MM in sales) and middle market companies ($10MM-<$500MM in sales) were more likely than less satisfied companies to have purchased at least one new product from their primary bank, more likely to purchase from the primary bank the next time there is a need...

Feb

8

2017

Analyst's Journal

Regions Leads in Small Business Online Banking Adoption

By Youa Yang

As an industry, we’ve been working towards the bank omnichannel for the last few years. Many financial institutions are focused on ensuring consistency within its channels regardless of where the bank customer chooses to interact with them. We’ve seen trends moving towards digitizing the customer experience, whether it is the account opening application or getting a loan through the Web site or simplifying the process for contacting a bank’s customer service. One channel continues to...

Feb

1

2017

Analyst's Journal

When a Middle Market Company Adds a New Bank, Their Primary Bank Is More Susceptible to Change

By Emily Anderson

Less than 10% of middle market ($10MM-<$500MM in sales) companies added a new financial institution in the last year (4Q15-3Q16). These companies added an additional financial institution for several different reasons including needing different products (35%) and credit/lending (32%). At times this leads to middle market companies assessing another bank’s platform, products and services, and perhaps finding something they have been searching for in their primary bank. Their attitudes and opinions about their...

Jan

25

2017

Analyst's Journal

Middle Market Shake Up: Huntington and KeyBank Join the Ranks of the Top Banks

By Sandy Hanson

Every year about this time, Barlow Research starts work on our Annual Analysis reports for our Small Business ($100K-<$10MM) and Middle Market ($10MM-<$500MM) Banking Programs. These reports summarize all of the data that we collected in the four quarters of the previous year with one of these topics being the size of the market and primary bank market share. The small business market is a mass market compared to the middle market. Dun...

 

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Minneapolis, MN 55422

Tel: 763-253-1800 Fax: 763-253-1879