When:
April 15th, 2004 at 2:30pm Eastern Time.
For about 1 hour.Register |
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| Speakers:
Les
Dinkin
Managing Principal
NBW Consulting
John Rosen
Executive Director
Marketing Consulting Associates
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Session
Description:
In their quest for deposits and other product
sales, banks are increasingly looking to
transform their branches into retail stores –
with a focus on delivering a superior sales and
service experience to customers and prospects
alike. Except for a few banks such as Commerce
Bank and WaMu,
this transition to retail represents a new approach.
Outside banking, this intensive
retailing focus is commonplace, especially
for Power Retailers. Since banks’ products/services,
prices and service are perceived to be the same
for most institutions, the branch experience
remains the critical competitive battleground.
And the area where Power Retailers can teach
bankers a lesson or two.
For
decades, retail bankers have tended to think of
their customers as costs, not
as opportunities. Until
recently, banks have literally prided
themselves in how many customers
they have driven out of their branches
and into remote or electronic venues.
However, for Home Depot, Borders, Starbucks,
Payless ShoeSource, Walgreen, Disney,
and, above all, Wal-Mart, bricks and mortar
– and the
more people in them – are very
good, not bad, things.
Bankers can and should learn from these
Power Retailers so that they, too, can turn their
branches into bigger profit drivers
and sources of competitive advantage.
What
are the implications for institutions' consumer,
small business and affluent market franchises
-- for all size financial institutions? How
are some leading retail financial institutions adapting
these power retailing principles to increase their
competitive position, boost brand awareness and
accelerate sales growth? Learn how your
institution can accelerate its new customer acquisition,
convert satisfaction & loyalty to revenue
retention and increase wallet-share with this
thought-provoking and practical session.
This
retail banking sales and marketing strategy 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
John Rosen
John is the head of the Consumer Practice Area for Marketing
Consulting Associates, with over 25 years experience
in marketing and consulting for major retailers.
He has assisted many such firms achieve real
unit growth, significantly increasing same-store sales
growth. With a focus on
understanding consumers’ true – often unstated
– needs and economic analysis of key metrics,
Mr. Rosen has helped companies introduce new products
and services, increase traffic and dollars per transaction,
and solidify consumer loyalty.
He has also applied these lessons and techniques
– serving and satisfying customers, delivering
differentiated products and services to meet their real
needs, and above all, listening to those customers –
to retail banking, resulting in volume and profit growth
for retail banks in the U.S., Europe, and Asia.
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
·
Small business financial center branches
·
Deposit growth
·
New products
·
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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