View more on these topics

69% of firms forecast rise in sales through intermediaries

Financial services companies predict an increasing amount of their future sales revenues will come from intermediaries, according to figures from the Financial Services Forum.

The FSF asked banks, building societies, life and pensions firms and fund managers where they thought increases in future sales would come.

It questioned 34 companies about each sales channel and asked whether they thought sales would increase or decrease in that area.

The research shows that 69 per cent expect an increase in sales through intermediaries, with only 10 per cent expecting a decrease.

None of those interviewed expected a decrease in internet sales and 62 per cent predict there will be an increase as customers become more computer literate.

The FSF has carried out research in conjunction with Outlook Research and research and planning consultancy Judy Jones on marketing effectiveness in financial services.

Only 45 per cent of providers expect an increase in fund supermarket sales but 70 per cent of fund managers predict a rise in this area.

Forty-eight per cent believe that there will be an increase in sales generated by direct salesforces and only 24 per cent saw sales in branches increasing.

Aifa director of policy and technical services Fay Goddard says: “These results are positive and very encouraging. I cannot say that I am surprised by the figures.

“We are quite a way off seeing the internet as a dominant distribution channel. Consumers use it as a means of research but tend to be reluctant to buy over the net. It is a confidence factor. People still feel more comfortable seeing an adviser face to face.”


Legal & General – Protected Index Plan 3

LEGAL & GENERAL Protected Index Plan 3 Type: Guaranteed equity bond Aim: Growth linked to the performance of the FTSE 100 index Minimum-maximum investment: £1,000-no maximum, £7,000 Isa Term: Five years six months Guarantee: Capital returned in full regardless of the performance in index Return: 100 per cent of growth up to 55% Closing date: […]

Merve takes an ethical swerve

Some of my friends see managing the stars of the Halifax/ Bank of Scotland advertising campaign as a cushy job and it can be a lot of fun but it can also be stressful and is definitely not 9 to 5. With a team of just two people – myself and the most organised lady […]

35 jobs may be axed as Widows reviews marketing

Scottish Widows has concluded a strategic review of its marketing operations which could bring up to 35 redundancies over the next two months, according to sources close to the provider.Money Marketing understands the results of the review were presented to staff last week with the message that up to 35 jobs in its 180-strong marketing […]

Mortgage firm b&w appoints marketing director

The black&white mortgage company has appointed Thomas Reeh as its new marketing director. Reeh joins the mortgage broker from AMP Bank UK where he was head of sales & distribution.Reporting to b&w&#39s chairman Christopher Ollerenshaw, Reeh&#39s role will be to expand the current salesforce to 500 from its present 200 by the end of the […]


News and expert analysis straight to your inbox

Sign up


    Leave a comment


    Why register with Money Marketing ?

    Providing trusted insight for professional advisers.  Since 1985 Money Marketing has helped promote and analyse the financial adviser community in the UK and continues to be the trusted industry brand for independent insight and advice.

    News & analysis delivered directly to your inbox
    Register today to receive our range of news alerts including daily and weekly briefings

    Money Marketing Events
    Be the first to hear about our industry leading conferences, awards, roundtables and more.

    Research and insight
    Take part in and see the results of Money Marketing's flagship investigations into industry trends.

    Have your say
    Only registered users can post comments. As the voice of the adviser community, our content generates robust debate. Sign up today and make your voice heard.

    Register now

    Having problems?

    Contact us on +44 (0)20 7292 3712

    Lines are open Monday to Friday 9:00am -5.00pm