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Venue

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

Thursday, November 10, 2011

1:45 PM - 2:30 PM
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.

2:30 PM - 3:15 PM
When Rubber Meets Road: Improving Small Business Traction in the Branches
Mary C. Bintz, Small Business Sales Executive, BANK OF AMERICA
Todd Hollander, Executive Vice President, Business Banking Group, UNION BANK, N.A.

The challenges of attracting, retaining, and expanding small business relationships in the branches are well known: ‘deer in the headlights’ fear of business conversations, low conversation frequency, incentive compensation plans that favor consumer sales, insufficient information systems, etc. This session will focus on efforts by two banks to surmount these issues.

4:00 PM - 4:45 PM
At the Top End of the Street: Wealth Management and Affluent Small Business Owners
LuAnne Kingston, Senior Vice President, National Premier Executive, HSBC

Imagine having one comprehensive personal banking, small business banking, and wealth management relationship that small business owners could access from wherever they live, work, or vacation around the world – in 40 countries and territories worldwide. Now imagine the headaches of working across disparate operating models, goals, and compensation as well as client ownership and silo management issues. In this session, we will hear from a bank that has successfully taken significant steps to build and deliver a national and international ‘Premier’ value proposition by reducing internal barriers and providing "one team" client experiences.

4:45 PM - 5:30 PM
Best Practices in Engaging Small Businesses Online
Stu Richards, CEO, BREDIN
Richard Weeks, Senior Vice President, Internet Services Group, WELLS FARGO & COMPANY
Audrey Hendley, VP of Marketing & Strategic Partnerships, AMERICAN EXPRESS OPEN

To attract new clients and increase operating revenue, bank marketers are adjusting their marketing strategies. “On line” is shifting from information and client transaction management to attraction and retention tactics at all points in the sales cycle. This session will present both original research on small business on line behavior and proven tactics and tools for engaging small businesses on line to generate leads, nurture prospects, and create long-term relationships with valuable customers.