by Hisashi Kaneko
The online channel accounts for a much larger share of investment trust sales at regional banks than at megabanks or brokerages. Many regional banks offer preferential sales commission rates to customers who purchase investment trusts online. Looking ahead, however, the key to regional banks' success as investment trust distributors may lie in differentiating themselves by combining online and staffed services. Regional banks must turn their attention to flexibly coordinating face-to-face and online sales systems posthaste.
*Organization names and job titles are current as of the publishing dates
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