Ad Campaign Revs Up Marshall & Ilsley Fund Sales

By Keenan, Charles | American Banker, October 6, 1997 | Go to article overview

Ad Campaign Revs Up Marshall & Ilsley Fund Sales


Keenan, Charles, American Banker


One year into a $1 million national advertising campaign for its mutual funds, Marshall & Ilsley Corp. is seeing its dollars pay off.

The campaign has helped lift the Milwaukee-based banking company's Marshall Funds' assets from $2.7 billion to $3.5 billion over the last 12 months. And call volume is four times greater than what it was before advertising, said Catherine A. Voss, the funds' marketing director.

A handful of big banking companies run national advertisements for their mutual funds, but it is rare for banks with smaller fund families to do so. Marshall & Ilsley ranked 37th among the 119 banks and thrifts that managed mutual funds at midyear, according to Lipper Analytical Services, Summit, N.J.

By placing the ads, bank executives said, they aimed to emulate larger competitors and grab attention from them.

"The primary objective in the first year was to raise awareness and get that brand name identification," said David Schultz, managing director of Marshall Funds Investor Services.

The ads, which tout the performance of Marshall & Ilsley's Small-Cap Growth Fund, have been running weekly in The Wall Street Journal and regularly in magazines geared toward financial advisers.

Using the fund's performance as the center of the campaign is another noteworthy-and somewhat risky-step, analysts said. The fund, too young to be rated by Morningstar, has outpaced the Russell 2000 index since its inception in September 1996. But a market downturn could always take a toll. …

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