JUST ABOUT every banker knows that mutual funds will be critically important in the 1990s. The tougher questions are: How much potential does each local market have? What kind of resources should a banker devote to the sales campaign?

Earlier this year, these questions were nagging Joseph Middleton, general manager of California Federal Bank, the Florida arm of CalFed Inc.

Limited Time Offer

Save $400 off your subscription. Special offer ends April 30, 2017.

14-Day Free Trial

No credit card required. Complete access to articles, breaking news and industry data.