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Track: Boosting Internal Productivity

Thursday, November 8, 2012

2:00 PM - 2:45 PM
Putting your Teams in Hyperdrive: Tools, Targeting and Techniques that Accelerate Business Banking Growth
Campbell Edlund, President, EMI STRATEGIC MARKETING
Christy Schmitt, SVP, RBG Small Business Segment Manager, BANK OF THE WEST

Productivity in sales and service comes down to how effective your front-line teams are at understanding client needs, matching these to your solutions, and exceeding expectations. But while you can’t take the humans out of the equation, you can provide them with tools, materials, and performance-building techniques that drive measurable results in client acquisition, cross-sell and loyalty. This panel will provide practical techniques including: “Teamification” best practices—getting branch, business banker and call center teams to…

2:45 PM - 3:30 PM
Optimizing Channel Productivity: Making the Elephant Dance
John Barlow, President, BARLOW RESEARCH ASSOCIATES
John L. Guy, Jr., Director, Business & Professional Banking, WEBSTER FINANCIAL CORPORATION
Quincy Miller, Executive Vice President Head of Sales for Business and Commercial Enterprise Banking, RBS CITIZENS FINANCIAL GROUP, INC.

Small business customers are the heaviest users and cost drivers of all bank delivery channels - bankers, branches, internet banking, call centers, and more. Learn what small business customers expect from these channels and how two leading small business bankers maximize return and reduce expenses by matching the optimal mix of delivery channels to each customer segment. You will also hear about three proven fixes for the most common customer experience challenges.…

4:00 PM - 4:45 PM
Capturing the Small Business TM Opportunity
Mike Betty, Senior Vice President, Bancorp Treasury Management Sales Manager, BB&T
Steve Ledford, Partner, NOVANTAS
Gregory Wright, Vice President, Small Business and Personal Financial Management, INTUIT FINANCIAL SERVICES

This is one of the best opportunities we see to boost small business fee income. While small business is already a robust TM market, with approximately 15% of TM revenue from companies with less than $10MM sales, most banks aren't getting anyway near their fair share. SmB segment TM revenues can be lucrative, from $1K – 4K+/year, depending on business complexity and size. Research shows that up to 65% of companies use TM in some…

4:45 PM - 5:30 PM
Professional Practice: Building a Productive 1st Class Business Banking Model.
Dan Allen, Vice President of Business & Agriculture, ATB FINANCIAL
Steve Zink, Vice President of Growth and Productivity Strategies, Business & Agriculture, ATB FINANCIAL
Stephen Gregory, Founder, ISAIX

Today, competition in Business Banking challenges us to streamline our organizations and processes, profitably grow our business, and yet deliver the highest quality customer experience. At ATB Financial - Business and Agriculture we had the added challenge of a long history of an outstanding service culture yet the need for greater sales and the establishment of a sales and service culture. These competing challenges required creative and engaging solutions to undertake this transition, while not…