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BofA Launches New Ad Campaign on Retirement

By Matt Ackermann
January 25, 2010
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In an effort to capitalize on opportunities in the retirement market, Bank of America Corp. plans to spend between $15 million and $20 million on a new marketing campaign over the next four months.

The “help2retire” campaign, which launched Monday, will include print and television advertising as well as billboards nationally. The print ads will launch this week and the television ads are expected later this month. Bank of America said that the campaign encourages individuals to work with a Merrill Lynch advisor to find areas of their lives that they “wish to put an end to” when they retire.

Among the slogans in the campaign are: Help2Retire confusion surrounding Roth IRA conversions, Help2Retire rush hour, and Help2Retire the rat race.

The company would not say how large a percentage of its overall marketing budget it is spending on this campaign.

"From the context of the legacy companies, this type of marketing and advertising effort behind retirement is unprecedented,” said Andy Sieg, the head of retirement and philanthropic services for Bank of America Merrill Lynch.

Though the company doesn’t have any specific targets, Sieg said he expects the campaign will help the company rapidly increase its retirement assets under management this year.

Analysts said this campaign is an effort by the bank to increasingly blend itself with Merrill Lynch and its corps of financial advisors. Geoffrey Bobroff of Bobroff Consulting in East Greenwich, R.I., said that this mean a considerable increase in assets for BofA. "There was the obvious cross-selling opportunity that everyone realized when BofA bought Merrill, but beneath that, there are a lot of opportunities for BofA and Merrill to co-venture," he said.

Adding retirement assets has been a major initiative at Bank of America since the company hired Sallie Krawcheck in August as the $2.39 trillion-asset company's head of wealth management and brokerage operations. In October, BofA rolled out My Retirement Income, a group of products that let customers nearing or in retirement automatically transfer funds from a Merrill Lynch cash management account into a BofA deposit account monthly or quarterly.

Sieg was hired by Krawcheck from Citigroup Inc. to lead Bank of America's retirement growth initiative. The company had $450 billion in retirement assets under management at the end of last year and is looking for ways to cross-sell Merrill Lynch’s products and services to BofA's existing corporate and middle-market customers.

Sieg said the new marketing campaign is a major part of this cross-selling effort. “We are really putting our marketing muscle behind the retirement opportunity,” Sieg said. “If you think strategically, the retirement marketplace is one of the largest opportunities for our company.”

According to the Charlotte banking company’s research, there are $330 billion of retirement assets that are eligible to be rolled over this year and 13 million households are eligible for Roth IRA conversions. “It is a new game in the retirement market and it is a game that we think that we are uniquely positioned to win,” Sieg said.

Other analysts said Bank of America is not alone. Other large financial services companies, including Newark, N.J., -based Prudential, have introduced advertising and marketing campaigns that center on retirement assets. Sieg said for Bank of America Merrill Lynch this is a very unique campaign. “In the wealth management space, client acquisition is traditionally driven by referrals not by advertising,” he said. “Therefore, this is a very different approach.”

Justine Metz, the head of marketing for retirement and philanthropic services at Bank of America Merrill Lynch, said that in 2008 Bank of America spent “quite of bit” of its advertising budget on retirement, but “we didn’t achieve as much as we wanted to” as a result of that campaign. “The bank didn’t have an investment on the advice side unto itself and Merrill Lynch didn’t emphasize retirement at all in its marketing or advertising campaigns,” she said. “They never did an explicit campaign around retirement. They focused their advertising on advice and the thundering herd.”

Bank of America plans to lead the campaign with Merrill Lynch’s advisor force because, Metz said, the “financial advisors are a major differentiator.”

Sieg said that Bank of America is offering additional training to advisors and new tools. “We are supporting and encouraging them to seek designation,” he said. “We are trying to create the most retirement ready advisor force in the industry.”

Can BofA stand out with its new marketing campaign or will "help2retire" be lost in the jargon?

Postby Community Manager >> Mon Jan 25, 2010 2:16 pm

Can BofA stand out with its new marketing campaign or will "help2retire" be lost in the jargon?

Community Manager
Joined:
Thu Nov 13, 2008 10:30 am
Postby FinancialWiser >> Mon Jan 25, 2010 5:54 pm

Somehow us independent small fishes need to find a way to leverage and direct the interest these advertisement and promotions will create.

FinancialWiser
Joined:
Mon Jan 25, 2010 5:53 pm
Postby Bradly T. >> Mon Jan 25, 2010 6:05 pm

Agreed.....where's the indie practitioner association??? Have you seen the indepedent insurance agent national advertising (decades old and very effective)???? "Local, independent, no inventories, no quotas, no free trips or BONUSES, no proprietary products!! Leave those loser wirehouses putting lipstick on their pigs to sell to you!! Come to where YOU are the boss and the advisor has your best interests in mind (by law actually!). Bailed out banks....wall street bonuses and thievery....who needs it?? Come in for a free visit with your local and independent advisor....we do it better!! We serve Main Street...they serve Wall Street....who do you want to get your advice from?"

Bradly T.
Joined:
Mon Mar 30, 2009 3:35 pm
Postby Bob H >> Mon Jan 25, 2010 6:58 pm

OK.... Here's the script. Free. You don't have to send me any money (though a nice bottle of red wine is appreciated.) Talking to your client. "Have you seen those ads lately run by BigCo concerning retirement fears?" (Client says yes.) "As you recall, those were exactly the same fears you had three years ago. By working with us, you now know exactly where you stand and the steps you need to follow to insure you never run short of income in retirement. Doesn't that help you to sleep at night?" (again.. client says yes.) "Do you have any friends/co-workers/family members with those concerns?" "We are looking to add 8 new clients to our firm in 2010. We would be honored if you could introduce them to our firm......" And so on... You just used THEIR ads... And you get the new clients. How cool! (Prefer heavy California Cabs ) Bob

Bob H
Joined:
Thu Nov 13, 2008 10:30 am
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