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Session Description:
The
retail banking industry has been hit by
a perfect storm in its core deposit
business, which has been buffeted by
shrinking margins and slowing balance
growth. And branch networks are facing
the added pressure of growing online
competition as well.
Yet even as managers reconsider their
options, many are ill-equipped to
refocus strategies and resources.
Accustomed to broad initiatives based on
companywide averages, they lack the
tools to identify and tap remaining
pockets of opportunity in the overall
market.
This session will show how retail banks
can gain competitive advantage by
centering on micro-markets, or areas
where target customers live, work and
shop. Equipped with the right blend of
centrally-generated analytics and
strategies, progressive institutions are
learning how to pinpoint situations
within the overall branch network where
local refinements will significantly
improve growth in balances and revenues.
Participants will learn how
locally-tailored decision-making can
dramatically improve:
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Deposit pricing strategies
-
Product promotions
-
Level
and type of marketing spend
Specific
performance improvement ideas for 2008
and 2009 will be provided, including
variations for smaller and larger
institutions.
This program is appropriate for senior
financial executives with responsibility
for Retail Marketing, Advertising,
Channel Marketing Product Development,
Market Research and Strategy Teams.
About Marion R. (Robin) Foote:
During her 35+ year career, Robin has
pioneered design, development and
implementation of customer-centered
strategies that quickly translate into
incremental revenue, profit and
shareholder value. She started her
career as a consultant with McKinsey,
and subsequently honed her skills as a
senior executive at Bank of America,
First Chicago NBD, and AT&T.
Robin graduated magna cum laude and Phi
Beta Kappa from Smith College in 1967
and as a Baker Scholar with High
Distinction from the Harvard Business
School in 1969.
Robin is a director of Opticor, Inc. and
also serves on the company’s Advisory
Board. As well, she serves on the
Advisory Boards of two other start-ups.
She served as a director of CFSBdirect
and chaired its Audit and Compensation
Committees while it had public
ownership. A 1989 graduate of Leadership
Greater Chicago, she is a past director
of that organization as well numerous
other civic and professional
associations. She is also an avid hiker
and reader and enjoys music and the
arts.
About Kevin S. Travis:
Kevin S. Travis is a Principal at
Novantas LLC, where he leads the firm’s
retail banking sales and distribution
practice area, including branch and
online performance improvement. He has
more than 15 years of management and
consulting experience in financial
services across a range of disciplines,
including strategic planning, customer
relationship management, marketing,
operations and risk management.
Prior to joining Novantas, Kevin held a
variety of international posts with
Citibank, including stints in Europe and
Africa. He also was a co-founder and
chief operating officer of an online
financial services company.
Kevin holds a Bachelor of Arts in
History and French from Tufts
University, and attended the College of
Law in London.
About Novantas LLC:
Novantas LLC is a New York-based
management consultancy that serves the
majority of the largest banking and
financial services companies in North
America. Areas of particular expertise
include retail and small business
banking, branch sales performance,
credit cards and electronic payments,
insurance, brokerage and wealth
management, and commercial and
investment banking.
The Firm is the acknowledged leader in
customer science and revenue strategy in
the financial services industry. It
specializes in investigating and
interpreting customer needs, attitudes
and behaviors to help companies refine
decisions, customer strategies, and
sales and service activities.
Through disciplined analytics,
pragmatism and deep industry experience,
the Firm ensures that the resulting
performance improvements are effective
and enduring.
Along with consulting services, Novantas
also provides computer-based services
that support major marketing
applications. The MindSwift® platform,
for example, is used by clients to
improve interactions with customers over
the phone and the Internet. Qualytix, a
Novantas subsidiary, is a leader in
performance benchmarking.
www.novantas.com
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