Choice ARM internal sales piece.

Institution: Charter One Bank, Cleveland

Assets: $43 billion, 580 locations

Agency: The Arras Group, Cleveland

In the third quarter of 2002, Charter Bank decided to launch an internal promotion to encourage its loan officers to sell more of its Choice ARM product.

The agency came up with a "Monopoly game" promotion designed to motivate loan officers through a "top performer gift certificate drawing." The piece also acted as an educational tool, providing loan officers with additional training about the ARM.