RENO, Nev. — When it comes to core deposit strategy, CDs are about as fashionable as gas guzzling SUVs in a $4 per gallon economy.
"I never felt CDs were a wise move, but when I needed to raise funds, I didn't know what else to do," said Ritch Van Duzer, CEO of Clearstar Financial Credit Union. Clearstar is one of about 100 credit unions that now use reward checking to control the ebb and flow of core deposits.
Special CD rates are usually a guaranteed source of new money, but they send CU chief financial officers scrambling when they drain right back out of an institution as soon as the promotional term ends.
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Dennis Dollar, principal partner at Dollar Associates, said that in 2006 credit unions, for the first time, had more deposits in CDS than in regular share accounts.
"This is a fundamental shift that seems to be saying that credit unions are having to buy their deposits more and more," he said.
Dollar said he's noticed a trend of credit unions creating "wow factors" in their checking accounts, because they have a better return than CDs.
"Both are necessary, but credit unions have proven better at marketing CDs than checking accounts. There is a lot of emphasis on ways to improve that balance," he said.
Reward checking programs are gaining in popularity as a way to attract the high-dividend shopping CD crowd, as well as those who are less fortunate. And, checking accounts are gateways to additional business like lending products.
"The CD will always be the primary way of bringing in new deposits in a larger dollar amount; however, the checking account is the best earning account that most financial institutions offer," Dollar said.
"Likewise, the growth in the importance of fee income will keep financial institutions looking for additional ways to build checking accounts."
Dollar stopped short of saying checking would replace CDs on balance sheets. In his experience, checking account growth will be in addition to, not at the expense of, CDs.
Not likely at Clearstar Financial, though.
"Let somebody else offer a CD promotion. We're after the relationship and that's what you get with checking," Van Duzer said, "whereas with CDs, they're just rate shoppers."
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