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Venue

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

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Thursday, November 10, 2011

1:45 PM - 2:30 PM
Track: Sales & Channels View Track

I CHALK THE LINE – SALES MODELS, SALES CHANNELS, AND WHO GOES WHERE

John Barlow, President, BARLOW RESEARCH ASSOCIATES
Christy Schmitt, SVP, RBG Small Business Segment Manager, BANK OF THE WEST
Kamal Rajan, Senior Vice President, Market Analytics, Business Banking, WELLS FARGO
Chris Ward, EVP, Global Director of the Small Business Segment Group, BBVA COMPASS

Segment demarcations among branch, small business banker, business banker, and middle market bankers continue to change, influenced by market composition, delivery economics, distribution strategies and internal politics. Why are any set of sales and credit size chalk lines the ‘right’ ones?  This session focuses on potential factors besides sales and credit size that should influence where your bank draws the lines, whether they are solid or dotted, and how you know when it’s time to move them.

 

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