Your Financial Future

PP: How has the financial market changed for distributors over the last year?

Clarke: Banks continue to merge, and within this process, new community banks are also chartered as experienced individuals develop new banking entities. These conversions and new bank openings create a good opportunity for distributors with supplier partners experienced in this area of the sales process.

PP: There have been a lot of changes to the size, success and/or ownership of financial companies in the last year. Has this affected the distribution of products?

Willman: No. Wilmer sells checks and other related financial products. When companies merge, change ownership, etc., normally [it] translates into the demand for new check-related supplies and products.

PP: How can financial distributors keep up in a market that is constantly in flux?

Clarke: Distributors can bring nontraditional bank products … to those in charge of marketing with the banks. … With a foot in the door providing these products, the forms distributor can build trust and earn opportunities for the more technical internal bank documents.

Willman: They can talk and work with their manufacturing companies, either by contacting [them] directly or reading their newsletters or website material.

PP: Does the financial sector require promotional products? What kinds of promotional products are the most popular?

Willman: [In Wilmer’s case], presentation folders [are the most popular]. Organizations can provide their clients [with] information about their products, projects and portfolios.

Clarke: Promotional products are in high demand with the financial sector, as banks look to appeal to their local communities. Apparel and ad specialty items, which promote good will on behalf of the banks, are often utilized by bank marketing personnel. Unique giveaways, such as dog biscuits for customers who bank via the drive-up teller with family dog[s] on board, is one example of banks relating to their customer[s] through the use of promotional products.