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Talking Stick Resort
9800 E. Indian Bend Road
Scottsdale, AZ 85256

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Thursday, November 10, 2011

2:30 PM - 3:15 PM
Track: Marketing & Product View Track


Colleen Taylor, Executive Vice President, Head of Treasury Management & Merchant Services, CAPITAL ONE BANK
Joe Chasteen, Executive Vice President - Business Banking Treasury Management, PNC BANK
Mike Toth, Senior Vice President, Director of Strategy Implementation and Integration, Business Banking, KEY BANK

Especially with the onset of Reg Q regulation, Treasury Management/Cash Management products and services are becoming increasingly important in the small business space, particularly as banks design products specifically for the small business space rather than adapting and downsizing products that were developed for commercial or corporate banking clients.  Banks including PNC, CapitalOne, and Key Bank have demonstrated the critical connection between offering treasury management services and Business Banking profitability and ability to attract and retain deposits for this segment. To this point, cash management sales are typically handled by sales forces separate from business bankers, small business bankers, or the branches, resulting in a range of sales and service challenges.  In this session, we will have two perspectives: strategy and product development and field sales. You will hear a leading bank's point of view about the trajectory of small business cash management product development that responds to known and emerging small business needs, and about sales force structure to sell and service  small businesses.

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