Conference Agenda
Tuesday, June 23, 2009
9:00 AM
Welcoming Remarks
Conference Chairman
Mark Sievewright
Corporate Senior Vice President
Fiserv, Inc.
9:15 AM - 10:00 AM
Keynote Address
Finding the Right Balance Between Growth and Profitability While Maintaining a Balanced Use of Technology and Innovation
Hear Aubrey B. Patterson and Michael Lindsay, discuss BancorpSouth's balanced approach to measuring growth while keeping a consistent level of profitability. BancorpSouth's business model is based on a combination of technological innovation and expertise with personalized service. Learn about the best practices executed at this leading bank and how you can apply these principles to your financial institution.
Aubrey B. Patterson
Chairman and CEO
BancorpSouth, Inc.
Michael Lindsey
Head of Retail Banking
BancorpSouth, Inc.
10:00 AM - 10:30 AM
Calculating FDIC Deposit Insurance Coverage: What every banker needs to know
This presentation includes an overview of the FDIC rules for calculating deposit insurance coverage including a discussion of significant rule changes occurring in the 4th quarter of 2008 and on May 20th, 2009. Any bank with individuals, businesses or government depositors who are attempting to deposit and have fully insured funds in excess of $250,000 in one bank will benefit from the information provided in this presentation.
Martin Becker
Senior Consumer Affairs Specialist
FDIC
10:30 AM - 10:45 AM
Morning Networking Break
10:45 AM - 11:15 AM
Now More Than Ever....Listen to Your Customers
Betty Rengifo Tucker, executive vice president of Comerica Banks western market, manages the Dallas-based banks retail division in California and Arizona. She will be drawing on her experience as a banker and small-business owner in discussing how banks can grow deposits by embracing a more customer-centric focus. She will show how retail managers can grow deposits by going back to basics. By understanding customers' personal concerns as well as their financial needs, managers and their entire teams can address critical issues of soundness and stability in light of the current economy. By focusing on the daily struggles of small business owners -- their families, customers, micro-markets and vendors -- and implementing an integrated deposit strategy across all lines of business -- retail, private banking, small business lending, treasury management -- banks can demonstrate real value for customers.
Betty Rengifo Tucker
Executive Vice President
Comerica Bank Western Market
11:15 AM - 12:15 PM
Small Business Deposits: Looking for Love in the Wrong Places?
Banks' voracious appetite for and strident calls "to arms" to sell deposits reflect both economic reality and failure to understand the problem. Marketing, product, and sales management focus on "the deposit" as an objective rather than a performance measure leads straight to product instead of relationship conversations. Competitive product features and pricing are table stakes. Given branch location and density, choosing target segments; developing value propositions and service standards based on their challenges; and executing an informed, consistent service and sales process day to day are the critical components to attracting customer commitment and sticky relationships which bring with them.... deposits. The panel will share insights from efforts to compete based on targeting, value propositions, and service/sales.
Moderator:
Nick Miller
President
Clarity Advantage
Panelists:
Christy Schmitt
Senior Vice President, Small Business Banking
Union Bank of California
Frank Schellenbach, Sr.
Manager, Small Business Deposit Strategy
Scotiabank
12:00 PM - 1:00 PM
BREAK FOR LUNCH
12:15 PM - 1:15 PM
INDUSTRY INNOVATION SESSION
Top Performing Retail Checking Strategies
Learn what's out there now, what's working the best and what's not (and why). Delivered from the plain-spoken vantage point of former retail banking professionals that work with hundreds of banks, study the top performers, mystery-shop tons of branches, talk to hundreds of checking customers, and analyze millions of checking accounts. Have your retail checking line-up in front of you to quickly and clearly find out what performance gaps you need to fill to become a top performing retail checking bank.
Presenters:
Mike Branton
Partner
StrategyCorps
Dave DeFazio
Partner
StrategyCorps
1:15 PM - 1:45 PM
How Will NSF/OD Mandates Impact Your Bank?
With all the negativity regarding banks in Washington right now, there is ever increasing pressure to legislate how banks charge NSF and OD fees. Virtually every bank has significant reliance on these fees as a source of income. If the government is successful in legislating these fees, banks could be vulnerable to a significant reduction in revenue. Banks need to understand the how the change will affect their business, what can be done to mitigate the impact and the importance of diversifying revenue with other fee income sources.
Terry Zink
President
Fifth Third Bank
1:45 PM - 2:30 PM
What You Need To Know To Grow Deposits Faster
Capturing deposits is the most important priority for most banks today. With consumer trust eroding, and interest rates near all-time lows, it's important to understand what you can do to drive deposits and how competitors are winning. This session will:
- Describe best practices in the four key types of deposit generation programs--who they target and why they work
- Understand how and why online direct competitors are encroaching on bricks-and-mortar banks
- Outline trends and innovations in deposit marketing including specific examples This session will combine new research with specific case studies to help you stay ahead in the battle for deposits.
Judy Cohen
Vice President and Deposit Practice Leader
EMI Strategic Marketing
Bill Stamp
Senior Vice President, Consumer Deposit Products
National City
2:30 PM - 3:15 PM
Fee Regulation Speech
The "free checking" model, favored by banks for over a decade, is showing strain. The aggressive punitive fees (primarily overdraft) that are associated with free checking have harmed organic growth, damaged customer satisfaction, and are pushing legislators to impose regulation on what are perceived to be unfair and deceptive account practices. A segment of "Unhappily Banked" customers has emerged. Unless banks adapt their models to serve them, they might either defect to non-banks or alter their behavior. Either way, the "free checking" with high overdraft fee model is approaching the end of its lifecycle. Banks need to think of the next generation checking account lineup.
Theo Moumtzidis
Managing Vice President, Retail Banking Practice
First Manhattan Consulting Group
Richard Goeden
VP, Retail Product Management
Harris Bank