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Venue

Boca Raton Resort
501 East Camino Real
Boca Raton, FL 33432

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Monday, March 12, 2012

3:45 PM - 4:30 PM
Track: Customer View Track

SMALL BUSINESS FOCUS: SO HAPPY TOGETHER: ATTRACTING BUSINESS OWNER PERSONAL AND BUSINESS RELATIONSHIPS

Ginger Siegel, Executive Vice President, PNC BANK
Doug Kohlbeck, SVP, Director of Business Banking, ASSOCIATED BANK

Conceptually, bank senior executives understand the power of small business relationships to drive broader product sales and significant balance sheet and profit growth. Small business relationship profitability can more than double when banks capture the full mixed household – business + employees + personal. When considering the full impact of mixed households, small business relationships can drive 40% to 60% of retail bank profits. But many of these opportunities are lost or missed for want of asking, for insufficient staff expertise to provide value, or for lack products and services aren’t priced or configured to attract full relationships. This session will focus on developing the value proposition and selling it in the field. 

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