2018 Sales and Service Models for the Mass Affluent – Canada

This report provides a strategic and competitive assessment of the branch advice delivery models employed by each of the Big Six banks. As such, the report serves dual objectives. The first is to provide an in-depth analysis of the strategic objectives, the structure and the success of individual bank models. This is done both on an individual bank and cross-bank comparative basis. The findings of this detailed analysis are mobilized to identify key success factors in establishing and managing a branch advice organization. The key perspectives addressed in this detailed view include: -Branch advice personnel profiling (the types, qualifications and number of personnel) -Product composition -The product shelf and responsibilities docket -Financial planning capabilities and degree of commitment to the financial planning process -Branch advisor compensation models -The client relationship management structure -The client triage process -Referral strategies -Individual bank asset rankings and degree of vertical integration