Speaker:

Michael Marselli
Business Markets Analyst
Informa Research Services

Session Description:

This is one of the more important trends in the industry to have emerged in the small business marketplace for some time. Many financial institutions either now offer, or are considering offering, truly free business checking. While competitive forces are driving much of the decision whether to offer these accounts, the more fundamental issue of whether they are right for the market needs to be addressed.

Are these accounts driving customer acquisition?

Do small business customers view these as an important option, or are other elements of the value proposition (service, provider reputation, premium services) more important?

Will customers switch providers to gain access to this option, or will they motivate customers to switch?

Do customers perceive free business checking as a bait and switch offer, or do they perceive them as they actually are (free)?

This session will address these important trends, especially in the larger perspective of the deposit relationship. It might best be stated that free business checking is simply a niche product, which can serve to lure new customers in a portion of the market, especially the micro business.

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

Study Methodology:
Information contained in this presentation is based upon Informa’s 2003 Micro and Business Market Study.  Data in the study is based upon a nationwide telephone survey of 944 micro market companies with annual sales between $50 thousand and $999.9 thousand, and 998 business market companies with sales between $1 million and $19.9 million in sales. The survey was conducted between January and June 2003.

Attendance Fee:

$275.00 plus $50.00 per telephone line used.

About Mike Marselli

Formerly Director of Business Financial Services and Treasury Management Research at PSI Global in Tampa, Florida, Marselli has over 13 years experience in the financial services industry. He began his financial career in 1987 with Dun & Bradstreet Information Services. His background includes experience in business-to-business market strategies, industry trend forecasting, e-commerce trend analysis, and primary market research. He received his Bachelor of Arts from Vanderbilt University, TN. Mike can be reached at 1-866-546-3676, or at mmarselli@informars.com

About Informa Research Services, Inc

Informa Research Services, Inc. is the premier provider of competitive data, currently serving more than 2,100 clients including all of the nation's top 25 financial institutions. Our staff of financial researchers surveys the precise market information required to maximize income and manage expense. Since 1983, Informa Research Services has focused exclusively on the financial services industry. Based in Calabasas, CA, Informa Research Services, Inc., provides the financial industry's most extensive array of market research and decision-support information. Informa is the premier provider of fee and feature studies used to determine the competitiveness of fee-based services. In-depth studies are also available on cash management services, trust products, mystery shops, and other specialized services.

Business Market Focus
Informa Research Services' Business Markets group has expertise directly in the areas of small business and commercial market banking studies that measure market share and provide action-oriented analysis designed to improve bank revenue streams, increase customer retention and commercial customer acquisition. Our analytic approach draws upon both direct survey results and Informa Research Services' competitive market knowledge of best practices to develop strategic plans that get results.

Informa Research Services, Inc., is a division of London-based Informa Group plc (LONDON:INF). Informa Group offers "must have" business-to-business information through 3,500 conferences and seminars and nearly 1,500 print and electronic publications from offices in 19 countries.

Contact Informa Research Services at 800-848-0218 or visit www.informars.com

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