DSG Announces Results of Trust Distribution Research

March 14, 2003, Wayne, PA — The Diversified Services Group, Inc. (DSG) today publicly announced the completion of the ninth report in its ongoing research series focused on the "retirement management market." The study, The "New" Trust Industry: Practices, Implications and Opportunities for Building Growth, is composed of four separate research modules. The newly-issued report covers a comprehensive market "mapping," senior executive interviews, financial advisor interviews, and a survey of consumers over age 50 who have established trusts.

Among the findings from the various research modules, the study determined:

• The trust market has a far broader scope than is captured by published banking industry statistics.
• Banks or S&L’s no longer dominate the market as the primary providers of trust services. More trusts are now established through "non-traditional" trust services providers.
• While only about 10% of financial advisors promote trusts with their clients, the amount of trust assets that trust-oriented advisors represent can be substantial.
• Among the 50+ population, about 12% of consumers have established a trust.
• More than half of trust users would consider switching to a different trust provider.
• Although many trust companies use referrals from centers of influence as their primary source of business, other approaches are more conducive to rapid growth.

According to Wm. Borden Ayers, a DSG Principal and leader of its retirement market practice, "Even though we completed a similar study in 1998, we were surprised to see how much business models and distribution methods have evolved. We are more positive than ever about the growth possibilities for non-traditional trust approaches, particularly for firms that are intent on successfully addressing the retirement income marketplace. Our research causes us to expect that companies with access to financial advisors will have a significant advantage in the new trust marketplace.

This trust study is part of an ongoing series of syndicated research projects, known as the RM2 Reports™ that focus on issues that clients face as they develop services, products and marketing initiatives to reach individuals and compete at and after the Retirement Inflexion Point™.

DSG provides consulting, research and information services to the financial services industry. DSG’s mission is to help clients achieve their full potential by defining their appropriate position on the financial services industry map, and then developing and implementing optimal strategies to achieve that position. Combining a financial services focus, senior executive experience, and a distinctive industry perspective enhanced by ongoing research, publishing and consulting; DSG represents a unique resource to our clients.

For further information, contact:

James Sholder, Principal

Ph: 610-889-1792
Fax: 610-989-1730

The Diversified Services Group, Inc.
303 West Lancaster Avenue
Suite 1A
Wayne, PA 19087-3938

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