When:
March 14th, 2002 at 2:30 Eastern Time
For about 1 hour

Speaker:

Les Dinkin - Managing Principal - NBW Consulting

Session Description:

For many banks, small businesses and their owners represent the most profitable, yet under-resourced, retail financial services segment: individually and in aggregate. Using a patented branch shopping technique, StrategicShop, NBW Consulting explores this complex relationship with 150 detailed surveys and will discuss specific practical, creative and provocative revenue and earnings growth opportunities -- by better meeting current client and prospective client needs.

Les Dinkin, NBW Managing Principal, will discuss specific strategy, program and tactical revenue growth opportunities:
Market: Mixed households (businesses + business owners)
Product: Deposit pricing techniques, including sweeps
(Wachovia/First Union CAP account and Merrill WCMA results)
Channel: Very disappointing relationship profile model sales shop results; includes oft-touted
Commerce Bank (N.J.) Increasing branches' small business focus.

Presentation Agenda:
I. Small business clients drive retail revenues and profits
II. Deposit products are the core
III. Recent branch shops indicate much sales revenue is ‘left on the table’
IV. Dueling branch sales models: relationship vs. simple product, which is best?
V. Better integrating small business into retail to increase earnings

This program is appropriate for senior financial executives with responsibility for Small Business, Retail Banking, Affluent Marketing, Market Research and Strategy Teams.

Attendance Fee:

$275 plus $50 per telephone line used

About Les Dinkin

Les Dinkin (mailto:ldinkin@nbw.consult.com) is the Managing Principal at NBW Consulting Group, a retail financial services consultancy based in Westport, CT. The firm has a particular expertise in marketing/sales, channel management and pricing. His personal experience encompasses banking, the securities industries and consumer products.

About NBW Consulting

Retail financial service clients more quickly accelerate their immediate and ongoing sales revenue and profit growth with NBW’s quick payback, implementation-driven program support. Founded in 1988, NBW helps generate faster and higher revenue growth from greater retention, increased

cross-sell and more effective new customer acquisition -- with a specific small business segment expertise. Clients benefit from NBW’s collegial, hands-on and fact-based approach, analytical tools and extensive experience-based insights as consultants, former line banker practitioners and business owners that are brought to bear on each client’s unique market, customer, operational and organizational situation.

NBW is frequently invited to speak at industry conferences, last month at the American Banker Best Practices Conference. Upcoming presentations focus on sales growth via sales strategy and sales process improvements at the BAI Sales and Branch Banking and the BAI Small Business conferences. More background details on NBW at www.nbwconsult.com