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How
Banks Can Avoid
Small Business Brand Experience Failures!
When:
February 27, 2003 at 2:30pm Eastern Time.
For about 1 hour.
Register |
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Speakers:
Les Dinkin
Managing Principal
NBW Consulting |
Nicholas
T. Miller
President
Clarity Advantage Corporation
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Description
Primary
sales battlegrounds for small business, middle market and
consumer banking profits are deposits and invest able assets
… and the best sales weapons will not be product features
and mass media advertising that create a marginal advantage
-- it is the sales experience. Deposit and investment
decisions are made locally by individuals. At this local individual
level, the main competitive advantage will be the sales experiences
your clients and sales prospects have. To generate immediate
and ongoing client value, banks need to translate their macro
brand positioning into local day to day sales reality, with
specific sales behaviors that build client trust.
As
the sales battle intensifies, we hear senior managers asking:
1.
Why are we attracting so many unprofitable clients?
2. Why can't we keep clients we want and persuade them to
buy more?
3. Why don’t our marketing expenditures meaningfully increase
sales?
Drawing
on key insights from our research and client work with leading
financial institutions across North America, we will share
specific examples and best practices that can support your
execution of the three critical brand sales experience strategies
to attract, sell to, and retain profitable clients:
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Define your desired higher value clients
- Develop practical sales value propositions for each target
segment
- Deliver the sales value propositions through a structured
sales experience process, then track the sales experience
realities
This
brand sales experience program is appropriate for senior financial
executives with responsibility for Branding, Retail Banking,
Small Business, Product Development, Marketing, Market Research
and Strategy Teams.
Attendance
Fee:
$275.00 plus $50.00 per telephone line used.
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About
Nick Miller
Nicholas T. Miller is the President of Clarity Advantage
Corporation . During
the past 26 years, Nick has helped financial services,
high technology, and professional services firms save
time, reduce sales costs, and increase profit margins
as they accelerate sales. His accomplishments include
accelerating year over year loan production rates 20%
for a small business banking group.
His
clients have included investment companies (Fidelity
Investments, Massachusetts Financial Services, Fleet
Investment Services), major business-to-business financial
services companies (Wachovia Bank, National City Bank,
SouthTrust Bank, Bank of Nova Scotia, Fleet Bank, GE
Capital), and technology companies (Compaq, Microsoft,
Oracle), as well as over 50 other financial services,
professional services, and technology companies.
He
writes frequently about sales management, selling, and
marketing and has been published or quoted in Sales &
Marketing Management magazine, Banking Strategies magazine,
The RMA Journal, The American Banker, Bank Loan Officer's
Report, and the Journal of Commercial Bank Lending. He writes a popular e-mail column that is distributed to sales
managers around the world.
(You can read these or subscribe at www.clarityadvantage.com).
His book of sales thoughts, The Sales Accelerator,
Fuel for More Sales Faster, is available on Amazon.com.
About
Les Dinkin and NBW Consulting
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| Les
Dinkin (ldinkin@nbwconsult.com)
is the Managing Principal at NBW Consulting Group, a retail
financial services consultancy based in Westport, CT.
NBW helps its clients profitably speed-up immediate
and ongoing sales demand and profits among current customers
(retention and cross-sell) and acquire new customers --
with practical, quick payback sales and marketing programs.
Mr.
Dinkin has over 26 years of consulting, line banking
and consumer brand management experience at Oliver,
Wyman & Company (Small Business Partner for North
America), KPMG Peat Marwick, Amex, Citibank and Nabisco.
He consults to financial institutions in the U.S., Canada,
Europe and South America.
Client
support includes NBW’s proprietary Sales Value PropositionSM<
program and its comprehensive StratShopSM
(branch staff, Relationship Manager and Business Banker)
sales experience benchmarking and assessment, in addition
to:
·
Sales target segmentation
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Small business financial center branches
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Deposit growth
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New products
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Pricing effectiveness
·
Reg. Q deregulation impact and opportunities
Mr.
Dinkin frequently speaks at financial services conferences
on sales growth topics and is published and quoted in
the Wall Street Journal, New York Times, American
Banker, Business Strategies magazine, Dow Jones
Newswire, Bloomberg radio and wire services and National
Public Radio, among many others. Examples of recent
presentations and articles include:
- Shopping
for Personal and Small Business Sales Growth
- Accelerating
Core Retail and Small Business Deposit Growth
- Which
is the Best Branch Sales Model: 'Relationship Probe'
vs. 'Reactive Retailer'?
- How
to Increase Branch Small Business Sales Growth
- Reg.
Q Commercial Deposit Deregulation: Friend or Foe?
Mr.
Dinkin also applied for a patent-pending multi-financial
institution shared sales and service facility approach
targeted to small business and affluent segments. He
taught at the Columbia University Graduate School of
Business as an adjunct marketing professor and has also
taught Pricing at the BAI and the America’s Community
Bankers Retail Banking Graduate School programs. He
earned an MBA from Columbia University and studied Computer
Science and Electrical Engineering at Brown University.
The
firm's collegial, hands-on and fact-based practical
approach, analytical tools and extensive experience-based
insights as consultants, former line bankers and business
owners are all brought to bear on each client’s unique
market, customer, operational and organizational situation.
Call Mr. Dinkin directly at 203.221.1020 for more information
and visit NBW Consulting at www.nbwconsult.com
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