 Attendee InformationResourcesCorporate |
 CONFERENCE AGENDA
Sunday, April 27, 2008
 Collaborate or Die: Growth Through Innovative Collaborative Business Models Credit unions may be growing in assets, but their future may lie in returning to the types of collaboration that has been a historical strength. This session will examine traditional and virtual CUSOs, Alliances, Partnerships and Syndications to increase revenue, reduce operating expenses and enhance growth across the enterprise and the credit union community. Dan Kampen President Rochdale Group 2:00 PM - 3:00 PM Research and Growth: Lessons from the field Research suggests the No. 1 tool of organic growth is Word of Mouth (WOM). This session will highlight four key drivers of WOM: Focus; distinction; and exceptional employee and member experiences. CU growth comes from the applications of these principles. Lesson as to how to grow your CU from the members' perspective will also be shared. Come gain insights on why members join and use credit unions, why they don't, and measurements you can implement to grow your success. Neil Goldman President Member Research 3:00 PM - 3:15 PM Break 3:15 PM - 4:15 PM Using Members to Drive Marketing and Sales All enduring brands are built upon a great story. Who better to create and share your story than your own actual members? Using your own members, telling their own stories is a compelling way to market the credit union brand and difference. Creating spokesperson positions and rewarding members for being your advocate is also great way to extend your brand and generate actual, measurable results. Adding the power of the internet to your social marketing mix makes a powerful combination that can truly differentiate your brand in the crowded marketplace. Andy Mattingly Vice President, Marketing FORUM Credit Union
Monday, April 28, 2008
Registration and Breakfast Sponsored by:  8:00 AM - 8:05 AM Conference Welcome Frank J. Diekmann Publisher Credit Union Journal 8:05 AM - 9:00 AM REAL Solutions, REAL Growth: How Serving Low-Wealth Households Leads to Growth and Greater Value Wal-Mart has staked its future on providing financial services to low-wealth households. If the world's largest retailer and 25th largest economy sees a viable market, shouldn't credit unions? The National Credit Union Foundation (NCUF) through its REAL Solutions program has discovered a growing number of credit unions embracing low-wealth households and developing viable, replicable products, services and strategies. Hear why and how credit unions are achieving success serving these untapped markets. Lois Kitsch Director REAL Solutions 9:00 AM - 9:15 AM Travel Time To Individual Tracks Business Development Track 9:15 AM - 10:00 AM Bring on New SEGs by Offering Business Services Almost every large employer either has a credit union or isn't currently interested in offering credit union services to its employees. There is still great opportunity to serve the employees of small to medium size businesses, but getting to the decision maker can be very difficult. By leading with credit union business services, you open the door to the SEG relationship. Gary Lanier SVP, Sales and Member Services Eastern Financial Florida Credit Union 10:00 AM - 10:45 AM Growth is Good, Right? - Developing and Utilizing Metrics to Help Measure and Manage Growth How do you measure growth, and is all growth good? In this session, John Dolan-Heitlinger, former CEO of Keys FCU, will examine those issues and more, including how much growth should be expected, what metrics should be used, how to measure growth at the branch level, what kind of incentives should be used, are all branches the same, and why is a comparison to local competition important? John Dolan-Heitlinger Management Consultant and former CEO Keys FCU 10:45 AM - 11:15 AM Networking Break Sponsored by:  11:15 AM - 12:00 PM What Works, and What Doesn't: The Success and Failure Factors in your Marketing Campaigns Journey along as we discover marketing campaigns that succeeded and some that did not. This example-filled session will compel you to examine more closely your current marketing. The session will also include a look at trends in marketing and advertising today, along with tactics you can easily employ right now to make your marketing more measurable and work harder for you and your credit union. This fast-paced and interactive session will examine both on-line and off-line marketing and offer tips on how to integrate your efforts for maximum effectiveness. Grant Johnson President Johnson Direct 12:00 PM - 1:15 PM Industry Innovation Session Cultivate Your Membership and Your Profits Through New Delivery Systems Gain and retain members, all while reducing costs and maximizing profits. Jim Hanisch, Executive Vice President for CO-OP Financial Services will present an actionable review of new delivery systems and how they can build explosive growth for your credit union. James Hanisch EVP Co-Op Financial Services 12:00 PM - 1:15 PM Networking Lunch 1:15 PM - 2:00 PM Speed Networking With Solution Providers 2:00 PM - 2:45 PM Sizzle or Fizzle? It's all in your Approach: Rethinking your Current Business Development Tactics Are the "tried and true" business development tactics no longer producing the member growth results they once did? Businesses have changed. Consumers have changed. Has your approach changed? In this session, you'll get a peek into an exciting new approach to growing members, deposits and loans through your SEGs that will create buzz with employees and turn your liaison into a raving fan. Speaker to be announced 2:45 PM - 3:30 PM Growth in New Members-How City County Does It If belonging to a credit union is such a good deal, why does our industry's average membership growth continue to languish at between one and two percent per year? How do we stop being "the best kept secret in the world of financial services" and start growing membership at a healthy rate? Perhaps we should change our marketing strategies and give potential members a reason to join; and perhaps we should make better use of our most effective sales force - our current members. Jack Flatley SVP, Lending City County Credit Union 3:30 PM - 3:45 PM Afternoon Break Sponsored by:  3:45 PM - 4:30 PM Dancing with the Stars, or Should I Say SEGs? So many credit unions pursue new SEGs with the belief that membership growth will happen automatically once the rollout is over. Not true! Just like anything else to be successful, SEG development takes focus, dedication, internal resources and continually deepening and expanding the relationship web. Eileen will share creative business development efforts and experiences in a unique, motivational style. Three key points will be covered: Effectively developing SEGs; providing helpful strategies to quickly grow SEG participation via no-cost communication channels; and deepening SEG relationships. Eileen Cherry Clark Director, Business Development Baxter Credit Union Grow Show Track 9:15 AM - 10:00 AM Firing on all Cylinders! - Designing a Business Model to Support Growth What type of credit union will survive and thrive in today's market? Take a hard look at the business and consumer landscape. What needs to be in place to support sustained growth? It's not a product or a program - it's a completely different credit union business model. You'll receive insights on the market and will get a picture of a whole new credit union that's built for growth and firing on all cylinders! Teresa Y. Freeborn President and Chief Executive Xerox Federal Credit Union 10:00 AM - 10:45 AM Best Practices for Attracting Young and Retired Members Studies repeatedly show that credit unions that do not continue to grow their asset size and membership are much more likely to be merged or disappear. Credit union growth strategies take a myriad of forms, but at root they all seek to increase the wallet share and grow membership. This session will explore successful growth strategies for the youth and retiree segments. Jeffrey R. Hunt Consumer Program Manager CUNA Mutual Group 10:45 AM - 11:15 AM Break Sponsored by: 11:15 AM - 12:00 PM To Get Community Buy-In, Buy into the Community Success does not come from controlling your cost and risk. Success comes from building relationships at both the community and member levels. If you want your community and members to buy into the credit union then you need to buy into them. The key to having success with longevity is much more basic than you may think. Focus on doing things that are visible and meaningful to your community and members. Your community and your members will respond when you value them and you show it! Ray Boss CEO Midland Community Credit Union 12:00 PM - 1:15 PM Industry Innovation Session Cultivate Your Membership and Your Profits Through New Delivery Systems Gain and retain members, all while reducing costs and maximizing profits. Jim Hanisch, Executive Vice President for CO-OP Financial Services will present an actionable review of new delivery systems and how they can build explosive growth for your credit union. James Hanisch EVP Co-Op Financial Services 12:00 PM - 1:15 PM Networking Lunch 1:15 PM - 2:00 PM Speed Networking With Solution Providers 2:00 PM - 2:45 PM Are You Ignoring The Money? If you are not investing in your credit card portfolio, you are ignoring a portfolio that delivers an average of 4.6% pretax ROI throughout the credit union industry. Even a very modest investment in this high-performing asset can yield dramatic results. It may be time to evaluate your credit portfolio and begin to use all the tools available to optimize its profit potential. Tom Chandler Director of Strategic Portfolio Consulting PSCU-FS 2:45 PM - 3:30 PM Remote Deposit Capture: Can You Survive Without It? Whether your growth plans are focused on member deposits, business deposits or both, remote deposit services are a must. Gain insights on where the industry is headingincluding updates on merchant and member capture. Hear how other financial institutions have successfully implemented remote deposit technologies. And learn the critical components of successful remote deposit launch. Brad Ganey Director of Item Processing Southwest Corporate Credit Union 3:30 PM - 3:45 PM Afternoon Break Sponsored by: 3:45 PM - 4:30 PM Earn Reward Points. Then, Go Shopping! How do you reward members? Discover a new online store strategy that rewards members for choosing your credit union. Reward points are earned for new accounts, loans, and convenience services used. Points are redeemable for financial perks, gift cards and merchandise. Attend this rewarding session and learn how this cyber shopping strategy can benefit your credit union. Yanna Kruse Director of Marketing AEA Federal Credit Union Laura Sorenson Sagelink Credit Union Vice President Marketing 4:30 PM - 5:15 PM Tired of Dog Paddling? It's a dog eat dog world in financial services these days. For the future, the choice is to grow, dog paddle, or shrink. According to the Bureau of Economic Analysis, innovation is the number one contributor to growth and profits of U.S. businesses. In this session, you'll learn how to build and implement a culture of innovation and leave dog paddling behind. No bones about it, you'll walk away from this session knowing how to swim and grow and more importantly, how to make innovation part of your daily diet. Scott Moriarity VP, Lending Virginia Credit Union Caroline Redmann VP, Innovation Heritage Credit Union 5:15 PM - 6:00 PM Big First Day Q&A 6:00 PM - 7:00 PM Networking Reception Sponsored by: 
Tuesday, April 29, 2008
Registration and Breakfast Sponsored by:  8:00 AM - 8:05 AM Recap of Day One Frank J. Diekmann Publisher Credit Union Journal 8:05 AM - 9:00 AM Keeping your Eye on the Ball Setting your sights on growth takes your eyes off the ball. A consistent and imperative attitude toward the member value and the service experience will bring more members in and grow the credit union. Looking for new ways of doing things, and doing them better supplements the existing advantages and opportunities of the credit union model. Gary Oakland CEO BECU 9:00 AM - 9:45 AM Challenging Sacred Cows of the Credit Union Business Model: The interlocking nature of earnings and growth This session will explore the impact of the evolving economy and consumer/competitive behavior on the CU business model while developing a case for identifying and selecting the "sacred cows" creating the stiffest headwinds on earnings and building market share. The objective of the session is to provide a fair and balanced look at the factors in/out of CU control that inhibit the leveraging of a CU's most valued core competency--putting the member first, with conviction. This fact-based perspective investigates what issues have kept CUs from capitalizing on their outstanding culture of putting the member first and offers various suggestions that, in part or whole, can lead to the unleashing of the CU brand. A discussion evolves that gives clarity to the interlocking/mutual dependency of earnings and growth. Specific earnings strategies will be modeled on a CU balance sheet. Peter Duffy Associate Director Sandler O'Neill + Partners 9:45 AM - 10:00 AM Networking Break Sponsored by:  10:00 AM - 10:45 AM Managing a Billion Dollars in Expenses! Expense management starts before a dollar is ever spent. Navy Federal Credit Union will share its process for cost controls from semi-annual planning to monthly reporting of results. Learn how Navy Federal manages annual operating expenses of $1.0 billion. John C. Pleasants, CPA Manager, Annual Financial Plan and Management Accounting Navy Federal Credit Union 10:45 AM - 11:30 AM Making your Website your Biggest Branch The secret to Coast Capital Savings' online success has been the creation of an online experience equivalent to (or better than!) the retail experience. Find out how they've revolutionized their website with the award-winning Julie, Canada's first Online Greeter, whose interaction rates are quadruple the industry average. You'll also learn how small, cost-effective solutions have tripled the effectiveness of Coast Capital's site in retention and acquisition proving that simple can be better. Wendy Lachance e-Business Development Coast Capital Savings 11:30 AM - 12:30 PM What do Cows and Credit Unions Have in Common? Plenty! Learn how Cabot Creamery Cooperative started in the mid 80s with no branded sales and limited distribution to thrive today with national distribution and plenty of consumer loyalty by featuring dairy farmer owners. Appreciate the difference marketing your cooperative advantage can make. Take away impactful tactics to complement your marketing strategy. Learn to implement straightforward public relations, advertising, promotions and more on a shoe-string budget to garner sales in excess of $350 million dollars in less than 20 years. Starting from scratch, Cabot cheddar built a marketing program so simple and so worth sharing that you are welcome to steal, borrow and improve for your own credit union's powerful community impact. Roberta MacDonald Vice President, Marketing Cabot Creamery Cooperative, Inc. 12:30 PM Conference Concludes Frank J. Diekmann Publisher Credit Union Journal |
