Banks could face fines on perks that promote mis-selling
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The City watchdog is to issue a damning verdict on the way staff at financial services companies are encouraged by sales incentive schemes to pressure customers into buying inappropriate products.
Such schemes led to the mis-selling of payment protection insurance to hundreds of thousands of consumers, which ended with a £9billion compensation bill.
The Financial Services Authority report is the culmination of a year-long investigation into the incentive schemes operated by 20 of the country’s biggest banks, insurance companies and building societies.
Mis-selling: The FSA report is unlikely to result in new rules or guidance
Although the regulator has yet to make a final decision on the matter,
it is unlikely to result in new rules or guidance, with the FSA hoping
instead that companies will change their schemes voluntarily.
However, it is understood that some of the worst offenders could face enforcement action and be hit with large fines.
The ‘rewards project’ has been overseen in recent months by Martin Wheatley, who will head the new consumer-focused Financial Conduct Authority when it spins out of the FSA early next year.
It is a sign of his determination to
get companies to build business models in which the fair treatment of
customers is central.
He wants to put an end to the
mis-selling scandals – which include credit card protection insurance as
well as PPI – that have plagued the financial services industry in
recent years and seriously damaged consumer confidence.
All the mis-selling has centred on
high- margin, low-value products from which banks in particular can make
large profits and where there is scope for branch staff to be receive
generous sales incentive payments.
One staff reward scheme uncovered by
the investigation meant that for every five loans arranged by a bank
adviser, four had to be made along with a payment protection insurance
sale.
Should advisers miss this target, they lost all their incentives,
increasing the pressure on them to sell PPI irrespective of whether it
suited the customer.
The report will also highlight the fact that few financial services companies have in place systems that are able quickly to identify staff who are selling aggressively – so called rainmakers – with their actions resulting in a spike in complaints.
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What is the point of fining a bank (or any large institution for that matter) they just pass the fine onto the customers.
- NG, France, 17/6/2012 19:49
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