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Tuesday, October 29, 2013

2:00 p.m. - 2:45 p.m.
Using Quantitative Metrics to Improve Bank Performance
Moderator: Charles Wendel, President, FIC ADVISORS, INC. (FIC)
Brian Mauntel, SVP, Business Banking Executive, FIFTH THIRD BANK, CENTRAL OHIO AFFILIATE
Martin Roussel, MBA, CFA, Executive Director, Small Business Banking, RAIFFEISEN BANK INTERNATIONAL
William Samuelson, Senior Vice President, PEOPLES

As banks struggle to generate revenue growth, metrics need to change and become more aligned with the new priorities, guiding banker action and providing an effective feedback mechanism to achieve proper performance. Performance management systems have been around for decades but rarely have they been properly, if at all, implemented. At many banks the analytic focus is out of synch with reality, often directing banker action away from strategic priorities or setting goals that are…

2:45 p.m. - 3:15 p.m.
Transformational Sales Leadership
Pete Appello, EVP, National Specialty Sales Executive, CAPITAL ONE BANK
Cheryl Foilb, SVP, Sales and Service, Business and COFA Sales Strategy Executive, CAPITAL ONE BANK

Understanding the art and analytic science related to driving high performing sales teams can be quite a balancing act.    Information is important but driving the right sales performance management routines creates the right environment to set expectations, understand skill levels and drive sales strategies for growth.   How do you keep your sales force at peak performance, focused on clients, without having a team of mercenary bankers?    What sales leadership routines should be non-negotiable?  Hear from executives…

3:15 p.m. - 3:45 p.m.
Passionate Followings
Jim Wullschleger, Senior Vice President, CITY NATIONAL BANK
Charles McCombs, Executive Vice President. Emerging Companies Champion, BBVA COMPASS BANK

“Sure, you can grow today,” wrote Gary Hamel in his book, Strategies, “but only if you bring something unexpected and exciting to your customers.” The biggest challenge facing banks in the 21st century will be to differentiate themselves from everyone else – to create passionate followings among customers who have too many choices. How do we create that kind of following? Our panel shares ideas drawn from diverse experiences, banks, and geographies including developing banker expertise in specific target industries, cause-based or activity-based marketing initiatives, and expanding mobile tools beyond banking services.

4:15 p.m. - 5:00 p.m.
Through the Cloud – Accelerating Cash Flow for Banks and SMBs
Eileen McDonell Poss, Managing Director/ North America Product Sales and Solutions Specialists, BANK OF AMERICA, MERRILL LYNCH
Keri Gohman, Senior Vice President, Small Business Bank, CAPITAL ONE
Mark Johnson, Founder, CHECKFREE

Cloud computing now automates business owners’ tedious manual payables, receivables, and cash flow management.  And now banks can offer this to their customers, linking business owners’ accounting software and their bank accounts, creating new revenue opportunities, and retaining customers.  What strategies should banks consider…or not?  How can banks best harness this new automation to enable customers to manage cash flow and transact on mobile devices? Bank and industry executives will share views on the impact of cloud automation of these manual processes on businesses and banks.

5:00 p.m. - 5:45 p.m.
Winning with Analytics: What Banks Can Learn from Moneyball
Ted Triplett, President & CEO, TED TRIPLETT CONSULTING
Robin Roberts, Senior Vice President & Director of Marketing, MIDCOUNTRY BANK

For a baseball franchise, analytics play a vital role in developing strategy, tactics and techniques. Banks can apply this same approach to small business banking to gain a competitive advantage, improve performance and drive growth and profitability. This entertaining and lively session will share the story from the movie Moneyball through the eyes of a bank. You need not know anything about baseball to discover how to hit home runs by turning data into insight…