Session Description:
Maintaining customer share of wallet is increasingly
difficult as a wider range of competitors target small business
deposits with a variety of innovative products and services
- both with the aggressive personal sales efforts and via
the online channel. This presentation will address the following
issues:
- What does the primary relationship mean
for deposit retention?
- What impact do CRM initiatives have on
deposit retention?
- What is the role of package accounts? Interest-bearing
checking?
- What is the impact of Sweep account product
design and pricing on deposit retention?
- How do competitors like Merrill Lynch and
Charles Schwab compare to leading banks in retaining share
of wallet among customers using CMAs?
- What level of wallet share can you reasonably
expect to retain?
- Are online tools spurring more price-shopping
behavior?
This program is appropriate for senior financial
executives with responsibility for Retail Banking, Small Business,
Product Development, Marketing, Market Research and Strategy
Teams.
Attendance Fee:
$275.00 plus $50.00 per telephone
line used.
About Maria Erickson
Maria Erickson is responsible for the commercial
research line of business at the NFO WorldGroup, one of the
largest research firms globally. Her responsibilities include
custom and syndicated research focused on the commercial,
small business and SOHO sectors as well as retail relationships
with business owners and affluent consumers. Her projects
focus on market share/share of wallet, image and satisfaction,
market segmentation, price elasticity and pricing strategies,
customer needs identification, channel strategy and demand
estimation. Maria has led the commercial research group at
PSI Global, an NFO company for seven years. Prior to joining
PSI Global, Maria was an analyst with Salomon Brothers. She
is a Certified Cash Manager (CCM) and has an MBA from the
University of Central Florida.
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