List Of Metrics – R&C Bank Survey 2018-2019

Survey Metrics

Penetration of the Opportunity

• Deposit Revenue Penetration (gross revenue per million of institution’s self-reported consumer deposits)
• Deposit Revenue Penetration (gross revenue per million of institution’s FDIC non government deposits)
• Household Revenue Penetration (gross revenue per institution’s retail household)
• Year-over-Year Revenue Growth
• Net Income Contribution Margin (net income before corporate G&A allocation as a percent of gross revenue)
• Pre-tax Net Income Margin (net income after corporate G&A allocation as a percent of gross revenue)
• Pre-tax Net Income Growth (after corporate G&A allocation)
• Efficiency Ratio (direct and allocated expenses divided by revenue)
• Efficiency Ratio Fully Loaded (including G&A allocation)
• Deposit Profit Penetration (net income contribution per million of institution’s self-reported consumer deposits)
• Deposit Profit Penetration (net income contribution per million of institution’s FDIC non government deposits)
• Household Profit Penetration (net income contribution per institution’s retail household)

Advisor Productivity

• Gross Revenue per Advisor
• Advisor-Produced Revenue per Advisor
• Licensed Banker-Produced Revenue per Licensed Banker
• Investment Assets per Advisor 
• Transaction Revenue per Advisor
• Advisory Revenue per Advisor
• Trail Commissions per Advisor
• Recurring Revenue per Advisor
• Gross Revenue per FTE
• Investment Assets per FTE

Management Metrics

• Referrals from Institution Staff per Advisor
• Deposit Referral Penetration (referrals per million in institution’s FDIC non-government deposits)
• Household Referral Penetration (referrals as a percent of institution’s retail households)
• Advisor Deposit Coverage (millions of institution’s self-reported consumer deposits per FA)
• Advisor Deposit Coverage (millions of institution’s FDIC non government deposits per FA)
• Advisor Household Territory (institution’s retail households per FA)
• Advisors per Sales Assistant
• Percent of Advisors who are Associate (Jr) Brokers
• Advisor Deposit Coverage

Asset and Product Composition

• New Assets as a percent of Total Assets
• Managed Assets as a percent of Total Assets
• Share of New Assets that are Managed Assets
• Transaction Revenue as a percent of Total Revenue
• Life Insurance Revenue as a percent of Total Revenue
• Advisory Revenue as a percent of Total Revenue
• Trail Commissions as a percent of Total Revenue
• Recurring Revenue as a percent of Total Revenue

Expense Profile

• Effective Financial Advisor Payout Rate
• Average Financial Advisor Compensation
• Direct Expenses per Financial Advisor
• Allocated Expenses per Financial Advisor
• Total Expenses per Financial Advisor
• Sales Force Comp as a Percentage of Total Revenue