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Thursday, November 8, 2012

2:45 PM - 3:30 PM
Track: Boosting Outside Productivity View Track


Mary Beth Sullivan, Managing Partner, CAPITAL PERFORMANCE GROUP
Brian Edwards, EVP & Managing Director of Retail Banking Group, ASTORIA BANK

The small business segment remains highly attractive in terms of its potential profitability.  Unfortunately, for many banks, the strategies needed to build deep and profitable relationships remain elusive.  We will explore how successful banks are enhancing their value propositions for this market, executing new strategies to deliver on those propositions, marketing to the segment in more effective ways, and building real franchise value in the process.  We will look at how large banks, community banks, and non-bank financial services companies are delivering more value – often centered around service or product/payment functionality – to drive higher revenue growth in small business banking.  Astoria Federal Savings in New York will provide a case study on how enhanced value propositions, delivered by an engaged front line staff and communicated via an integrated marketing strategy, are helping to grow the bottom line.

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