WHILE LOAN DEMAND continues to be sluggish in the Northeast, New York City banks are cross-selling noncredit services to their middle-market loan customers to take the pain out of a weak market.

A case in point is Bank of New York Co., which recorded a 39% increase in fees last year from services such as trade finance and investment banking for business customers, according to Joseph F. Maloney, senior vice president in charge of middle-market lending.

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