Conference Agenda
Sunday, October 18, 2009
4:00 PM
Registration Opens
4:45 PM - 5:45 PM
Economic Overview Keynote Address
This keynote address will present two renowned economists. Learn more.
After The Fall:" What's Next For The Economy And The Financial Market After The 'Panic of '08'?"
What are the chances for a return to "normal" after the upheavals of the past year? Will the next economic recovery be as strong as it usually is after a deep recession?
Gary Schlossberg
Vice President & Senior Economist
Wells Fargo Capital Management
Small Business Is Not "Small"
The SBA estimates that firms with fewer than 500 employees (98% of all employers, 90% have fewer than 20 employees) produce half of private GDP and employ a majority of private sector workers.
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William Dunkelberg
Professor of Economics, College of Literature and Arts
Temple University
Co-Founder and Chairman of the Board
Liberty Bell Bank
5:45 PM - 7:00 PM
Opening Night Reception
Monday, October 19, 2009
7:45 AM - 8:15 AM
Registration and Continental Breakfast in Exhibit Hall
8:15 AM - 8:25 AM
Chairman's Opening Remarks
8:25 AM - 8:55 AM
Keynote Address
2008-2009 were the most pivotal years in U.S. banking since 1929, resulting in a dramatically different landscape. Banking is a business of trust: Reputation matters. A bank's reputation for capital strength and balance sheet appetite are key concerns for clients, prospects, regulators, lawmakers and citizens. The bank's reputation for consistently providing credit will affect its performance for years to come. Reputation is a complex matter, and it can be lost in an instant. Simultaneously, middle market companies are questioning the financial system and their banks. Firms are paying down debt and establishing a credit discipline that may affect bank lending for the foreseeable future. Companies also are reassessing their banks and considering changing banks or taking on "back-up" banks. What does this mean for banks? Wells Fargo Eastern Commercial Banking Executive Carlos Evans will discuss the changed Middle Market Banking landscape and the outlook for the industry.
Carlos Evans
Head of Eastern Commercial Banking
Wells Fargo
8:55 AM - 9:15 AM
Middle-Market: Research Presentation
Novantas will present research findings related to the current and future state of Sales Management. With most banks focused on driving growth, enhancing sales management is a key lever. The research targeted top commercial banks to understand how banks organized RMs, managed the sales processes and measured success. Key questions included:
- How are the sales teams organized?
- What are the current staffing levels? Do you anticipate these levels increasing?
- How has the role of the RM changed?
- What key competencies are required?
- Are sales management processes and activities standardized?
- How is account loading accomplished?
- What key measures of success are used?
- How are incentives structured? How have they changed in the last 2 years?
Michael Rice
Managing Director
Novantas LLC
9:15 AM - 10:00 AM
Leveraging Treasury Management to Drive Client Retention and Profitability in Uncertain Times
Bank management focus has evolved to filling up a shrinking loan pipeline of "high quality" prospects as well as problem loan identification/workout. We believe the next evolution will be the realization that client loyalty has become much more transactional, as many companies feel taken advantage of or unsupported by their current provider and will look to switch. This emerging time of switching should become more visible in the third and fourth quarters. Treasury Management is a key driver of profitability, makes relationships much stickier, and drives much more frequent client touch. In short, leadership teams for treasury management will play perhaps the most important role in determining the winners and losers during this tumultuous time.
David Trotter
Head of Treasury Sales
Wells Fargo
Chris McDonnell
Vice President
Greenwich Associates
Don Raftery
Vice President
Greenwich Associates
10:00 AM - 10:30 AM
Morning Networking and Refreshment Break in Exhibit Hall
10:30 AM - 11:15 AM
Emerging Sales Strategies: Positioning for the Recovery
During the global recession both banks and customers hunkered down in the face of tough credit and business conditions. As we look forward to the recovery, successful commercial sales organizations will begin to position themselves now for the post-recession environment. Will it be business as usual or has the customer outreach fundamentally changed? How do we build a roadmap to best align the sales model to the post-recovery environment? Panelists from leading middle market banks will discuss how their sales models - processes, resource alignment, and roles - changed during the financial crisis, and how they see these models evolving post-recovery. Will corporate customers once again become transactional in bank relationship management as conditions ease? Are recent product and sales realignments to transaction-based products here to stay? What will be the role of the trusted advisor in the new environment and how do we support success?
Moderator:
Stephen Baird
Director
Novantas
Panelists:
Dan McCarty
Senior Vice President
Comerica
Tom Gregory
Senior Vice President, Business Banking, Cash Management Services
Harris Bank
Colleen Kelty, CTP
Managing Directory, Treasury Management
The Private Bank
11:15 AM - 12:00 PM
Enhanced Approach to Commercial Loan Pricing
The rationale for systematic commercial loan pricing is well understood: improved loan yields and margins, more fee income, stronger earnings, better credit risk management, and more profitable customer relationship management. Most banks have developed a thoughtful and thorough approach to understanding the cost of capital and pricing for risk. However, this approach establishes the pricing floor (i.e., supply side) and doesn't account for a customer's price elasticity (i.e., demand side). The presentation takes a look at a more holistic approach to loan pricing by integrating both the supply and demand side perspectives. By leveraging existing bank data, elasticity modeling and market information, pricing recommendations can be developed to optimize each opportunity.
Om Kundu
First Vice President
SunTrust Bank
12:00 PM - 1:00 PM
Luncheon for all Participants
1:00 PM - 1:30 PM
Dessert in Exhibit Hall
1:30 PM - 2:15 PM
Government Interventions - Future Outlook
The government has established the alphabet soup of stimulus efforts - TARP, TALF, PPIP to provide liquidity and unfreeze the credit markets. These programs have helped stabilize the markets and reassure investors. However, we are in unchartered territory including the doubling of the Federal Reserve's balance sheet and with the expansion entail some risks. Some of the items on the Fed's balance sheet can be easily phased out, while others are more "persistent". The presentation will address potential Fed actions as the crisis subsides. Drawing down the Fed's balance sheet to its pre-crisis levels will require some delicate maneuvering. Do it too soon - and in so doing drain some of the liquidity from the market - and central bankers may short-circuit all their efforts to put us on the path toward recovery. Waiting too long, though, may cause a lot of inflation.
Richard Rosen
Economic Advisor
Federal Reserve Bank of Chicago
2:15 PM - 3:15 PM
Middle Market Company Executive Panel
Join us for an interactive session highlighting new provocative insights into key drivers of success for middle market banking. Based in part on interviews with thousands of middle market business executives regarding their use of financial services, hear what is separating the winners from the challengers, and the implications for successful bank strategies and service delivery.
Robert Neuhaus
Executive Vice President, Financial Services
TNS North America
John McDonnell
Chief Financial Officer
SAVO
Raymond M. Neihengen
Morris Anderson
Jon Paul
President, Harvard MBA, CPA, CMC, CM&AA
Value Added Finance Resources
3:15 PM - 3:45 PM
Afternoon Networking and Refreshment Break in Exhibit Hall
3:45 PM - 4:30 PM
Sharpening Customer Insight
Understanding the current commercial client portfolio is critical to establishing targeted customer strategies. Through centrally-generated customer analytics, for example, progressive banks are improving their ability to systematically identify high-potential commercial customer groups and model their likely needs, which in turn enhances prospecting, cross-sell and overall sales management. Such analytically-based strategies can be invaluable in the smaller end of the middle market, the heart of which encompasses roughly 150,000 companies with annual revenues ranging from $10 million to $250 million. Leading practices in strategic marketing is the focus of this session. Topics to be covered include data acquisition, data integration, modeling (e.g., revenue, wallet, customer profitability) and technology platforms. In addition, encouraging front line usage is a key success factor that will be reviewed.
John Brazzalle
Senior Vice President
Northern Trust
4:30 PM - 5:00 PM
Linking Commercial Banking and Wealth Management
Going forward, management will place increased emphasis on generating increased fee income and higher returns on risk-adjusted assets while at the same time strengthening the client relationship. Selling Wealth Management to commercial banking clients will accomplish these goals and more. This session focuses on discussing how the two groups can develop and execute on a growth strategy that captures the owner and key employees' personal investments while maintaining the commercial relationship. Topics include:
- How to link Wealth Management with the middle market group
- Determining roles and responsibilities
- Dealing with compensation
Charles Wendel
President
Financial Institutions Consulting
Mike Stanton
Director, Wealth Advisor, Harris Private Bank
Harris Bank
Additional panelists to be announced