(Source: The New York Post)

By KAJA WHITEHOUSE
Tensions are on the rise again between Bank of America's brass
and Merrill Lynch's 15,000-person brokerage force known as the
"thundering herd" as the company pushes them to sell checking
accounts and other retail-banking products to their clients. In an
effort to boost its banking deposits, sources told The Post that
BofA has been pressing its army of brokers and advisers to convince
investor clients to move their savings and checking accounts and
other banking services to the embattled financial giant. Some
brokers have resisted the effort, arguing that selling retail-
banking services is neither profitable for them nor terribly useful
to their clients, who are often wealthy individuals. "I want to
focus on the markets - and that's challenging enough," said one
broker who asked not to be identified. "It's the job of the branch
managers" to help build up the bank's deposits, said a second
broker. This round of rancor between the brokers and BofA bosses
intensified last week over financial rewards to broker assistants
who'd signed up clients as consumer-banking customers. They were
offered $50 per sale, at least double what they'd been offered in
the past, sources said. The move irritated some brokers, who say
the tactic interferes with their ability to control what products
are presented to clients. "We are proud to offer one of the
deepest and most sophisticated portfolios of financial solutions in
the industry," Lyle LaMothe, head of Merrill's US Wealth Management,
said in an e-mailed statement, "and as advisers our job is to make
sure our clients are aware of the full breadth of resources and
tools available to them." Brokers say they're also annoyed by a
mass e-mail campaign pitching BofA's banking services to their
clients - although they can remove client names from the list before
letters are distributed. "Moving your banking to Bank of America
is easy," one letter declares, with a promise of an undisclosed cash
bonus for accounts with at least $10,000 in new funds. It's not
the first time bank bosses have had to deal with unhappy Merrill
brokers. Earlier this year, many brokers bemoaned how the bonus-
payment flap, which eventually led to the dethroning of BofA chief
Ken Lewis, was tarnishing their otherwise sterling reputation.
Later, grousing spiked over retention bonuses that paled in
comparison to what rivals were offering. Nestor Vicknair, a
Merrill branch manager in Houston and an advocate of the campaign to
bring clients under one roof, dismissed the complainers as
"antiquated" in not being able to see that the industry is headed in
that direction. He added that while banking services aren't very
profitable for brokers, they do help to retain their clients. ---
Red flag Merrill's "thundering herd" of investment managers are
making noise about Bank of America's push to have them sell retail-
banking products to their clients. BULLS' HEARD FROM: 'I want to
focus on the markets and that's challenging enough.' 'It's the job
of the branch managers [to help build up the bank's deposits.]' -
two Merrill Lynch brokers who spoke on the condition of anonymity
Originally published by KAJA WHITEHOUSE.
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