Revenue & Growth Workshops
The following is a preliminary list with brief descriptions of educational workshops. (subject to change)
The Branch of the Future: How to Plan for it Today*
Banks of all sizes must rethink the role of the branch as more transactions move to digital channels and customer expectations for sales and service excellence challenge traditional branch models. The quest for efficiency also has banks re-evaluating their branch footprint for better alignment with their market and customer base. Learn about the key trends shaping the “Branch of the Future” and walk through a process banks can use to evaluate its existing branch strategy. Hear the tough questions about the future and pinpoint areas of opportunity for each location that will help improve profitability, and discover how to set the franchise up for a position of strength in the future.
Speaker: Andrew Grinstead, Senior Vice President, Fiserv
Building a Sustainable Performance Culture*
Sales cultures are dead. Sales training won’t work. Learn what high performing community banks are doing to create a top-down performance environment built to last. Hear about coaching, metrics that matter and meetings that are “get to go” not “have to go.” Leave knowing exactly what to do to create a Performance Culture.
Speaker: Jack Hubbard, Chairman and Chief Sales Officer, St. Meyer & Hubbard
Does Culture Trump Strategy in Your Efforts To Improve Bank Performance?*
As banks work to improve their performance in these challenging times, we need to keep sight of the importance of developing an energized work environment. Discover strategies to improve your bottom line performance and how the right culture can supercharge those strategies. Two banks with the exact same strategies can have different results simply based on their culture.
Speaker: Mark Stenson, President, Stenson Management Consulting Inc.
EMV 101: What All Banks Need to Know NOW!*
EMV is an acronym that bankers will need to know in the coming years. It stands for Europay, MasterCard and Visa, and is a set of standards related to the chip cards and its acceptance devises. Discover what you need to know to prepare for the next innovation in payments.
Speaker: Fred Csaky, Product Manager, FIS
Fee Income and Fighting the NIM Battle: It’s Not a Choice, It’s a Critical Necessity!*
Hear about the declining profitability of community banks from traditional “blocking and tackling” strategies that is to say, managing the ever difficult Net Interest Margin (NIM). New challenges require new ideas, and we certainly have new challenges, including competition, price awareness and the ever-present demands of Congress. Where do we find loans and fee products that meet customers’ needs, are profitable, and fit in the “new” political matrix? We have adjusted in the past and will do so in the future.
Speaker: Mike Woody, Principal, J. Michael Woody, Inc.
Balance Sheet Hedging in a Post Dodd-Frank World*
The Dodd-Frank Act has brought about many changes to the derivatives market in terms of documentation, reporting and transparency-with more rules to be written before full implementation. While most of these changes only impact Swap Dealers and Major Swap Participants, some will impact community banks. Discover the processes, strategies and products that community banks can employ to compete with the big banks without taking on out-sized interest rate bets and staying in compliance with the new Dodd-Frank rules.
Speaker: Rick Redmond, Senior Vice President, Vining Sparks Interest Rate Products
Growing Fee Income and Commercial Loans Using a Proven Strategy: SBA Lending*
For some banks, the past few years have brought on new challenges. For other banks, old worries gained greater intensity. Losses of non-interest fee income, loan concentrations in high-risk industries, strapped resources and increased competition for available business are just some of the different concerns of banks nationwide. Yet a single strategy—SBA Lending—answered all these needs. Learn how banks are addressing such issues as these through effective use of SBA lending, and present examples of the results realized. For example, government guarantees offered by the SBA help banks mitigate their capital leverage issues.
Speaker: Arne Monson, President and Co-Founder, Holtmeyer & Monson
New Rules for Profitable Bank Marketing*
Old, traditional bank marketing tools and tactics aren’t working with today’s bank prospects. They are smarter, more confident, better informed and are looking for instant gratification on THEIR wants. Reaching them with a message that gets attention and action is difficult but not impossible. Discover the major changes in marketing and advertising and the new ways to quickly connect and close the deal with high value prospects in YOUR markets. Also learn how to measure the ROI of your marketing budget.
Speaker: Rick Wemmers, Senior Partner, Wemmers Consulting Group, Inc.
Where’s the Value in the Bond Market?*
Quantitative Easings and Operation Twist have wrung out all of the value from the debt markets. Or have they? Learn about the securities that have performed well and those that have lagged. Discover some tools that will help you identify bonds that may be suitable for your community bank’s investment portfolio.
Speaker: Jim Reber, President, ICBA Securities
12 Tips for Finding, Signing and Keeping Small Business Customers*
Let’s face it, small-business relationships are the backbone of community banking. In increasingly competitive times, community banks need to secure and maintain small-business customers. Discover creative ways to enhance your small-business strategy.
Speaker: Lee Groom, President, Credit Card Division, First Interstate Bank
Developing Deposit Products Aimed at a Younger Generation*
Younger customers have never known a world without the Internet and rely on email, text messages and social media more than the post office. Discover how much tech-savvy customers value online and mobile channels in the deposit suite. Leverage online marketing channels and social networking sites to market these products and services to prospective customers who rarely step into a bank.
Speakers: Rhonda Foxworth, Vice President and Marketing Manager, Bank of Ann Arbor; Billy Freesmeier, Assistant Vice President and Media Development Specialist, MainStreet Bank
Moderator: Claudia Swendseid, Senior Vice President, Federal Reserve Bank of Minneapolis
Customers for Life- Increase your Value Proposition*
Banks are a cornerstone to the business success equation and the banking relationship your customers have with your bank is an important element to their success. As business owners, your customers want to focus on growing their business rather than spending time handling back office tasks that are impediments to accelerated business performance. In recent years, banks have expanded their value proposition and deepened their relationships by meeting the needs of their customers through expanded financial offerings. Insperity will showcase to ICBA member banks how they can increase revenue while leveraging their value proposition to acquire and keep customers for life!
Speakers: Heath Butler, Managing Director of Adjacent Business Development, Insperity; John Kennedy, Divisional President Insperity Payroll Services, Insperity
Transaction Accounts Today: Balancing Revenue and Regulations*
With less opportunity to boost income through loan growth today, the fee income generated by transaction accounts is more important than ever. The largest driver of that income remains overdraft revenue, despite all of the challenges created by new regulatory guidance. Explore how to make your transaction accounts more active and drive increased non-interest income. We also will provide insight into proactively managing overdraft services in ways that will reduce regulatory scrutiny while also preventing the erosion of fee income.
Speaker: Christopher Leonard, President, Velocity Solutions, Inc.
Bank Assetpoint-Where Buyers and Sellers Can Connect*
Promontory will provide a first-look, pre-launch demo of Bank Assetpoint. This new service will allow banks, lenders and other eligible buyers and sellers to view or post listings for a variety of loans, commercial real estate (REO) and other bank assets. In addition, the service enable banks to find brokers to help post or manage the purchase or sale of an asset and to identify specialty service providers to assist with valuation, due diligence and other activities.
Speaker: Steve Kinner, Sr. Managing Director, Promontory Interfinancial Network
* These workshops/sessions qualify for one continuing professional education credit. To qualify, you must attend the entire session. Name badges will be scanned at the end of the session.
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