9:00 a.m. – 9:45 a.m.
BEST PRACTICES FROM CONSUMERS’ BEST BANKS
If you want to keep and grow your customer base, you need to be keenly attuned to what they actually want from your institution. Using double-blind surveys of tens of thousands of consumers throughout New England, Customer Experience Solutions produces a comprehensive Banking Benchmarks report quarterly. These reports give deep insight into which banks consumers’ like, which ones they’re looking to leave, and why. We’ve put together a panel of bankers whose institutions consistently rank at the top in independent consumer surveys.
Panelists include Stephen Lewis, president of Thomaston Savings Bank and chairman of the Connecticut Bankers Association; Todd Tallman, president and treasurer of Cornerstone Bank in Massachusetts; Mark Bodin, president of New Hampshire’s Savings Bank of Walpole; and Monica Curhan, Chief Marketing Officer, Florence Bank in western Mass. CES President Bruce Paul will moderate.
9:45 a.m. – 10:30 a.m.
YOU CAN KEEP WASTING MONEY…OR DOUBLE THE IMPACT OF YOUR MARKETING SPEND
Too many credit unions and community banks are wasting money every day on advertising, marketing, social media, and even employee training because they don’t know what makes them special. Why should a potential new customer trust you? What makes you so special? For many organizations, this question has no answer…yet.
In this powerful talk, world-class brand strategist Glenn C. Van Deusen reveals how a strong brand compels your target audience to make you their first choice. His message has the power to awaken your bank or credit union’s full brand potential and multiply the impact of your marketing spending. You will learn how to leverage strengths your organization already possesses to create a brand story that rationally and emotionally connects with your audience.
10:45 a.m. – 11:30 a.m.
DRIVING SUCCESS IN A CHALLENGING RETAIL BANKING ENVIRONMENT
A decade of historically low interest rates, vanishing fee income, aggressive competitors, and stubborn legacy costs have diminished the profitability of the retail business line. Demographic changes have created a new generation of consumers and small business owners that question the very relevancy of a bank. Still, for many banks, the retail franchise remains one of the most valuable parts of the institution. However, growth in retail banking today typically lags growth in other business lines. Transformational strategies that respond to changing profit dynamics, consumer preferences, and competitive pressures are now needed to revitalize and grow the business.
In this session, Mary Ellen Georgas-Tellefsen, Managing Director of Washington, DC-based Capital Performance Group will review the current state of retail banking and the challenges that threaten long-term success in this business. We will consider how successful retail banks are now shifting to focus on those segments, products, and markets where growth and profit opportunities exist – and retooling their businesses to compete more effectively.
11:30 a.m. – 12:30 p.m.
BUILDING A BEST BANK, FROM THE GROUND UP
One way to build a best bank is from the bottom up. De Novo banks, after a lengthy period of dormancy, are returning to New England with three currently in the process and more in the incubator stage. We’ve put together a panel of De Novo bankers that currently includes J. Jeffrey Sullivan, president and CEO of New Valley Bank in Springfield, Mass., and G. Frank Teas, president and CEO of Millyard Bank in Nashua, New Hampshire. They’ll discuss why is the best time for de novo banks, as well as the hurdles to overcome with capitalization, regulation, and hiring, and the other issues to tackle for forming the best de novo banks.
12:30 p.m. – 1:30 p.m.
NETWORKING LUNCHEON & BANKING CHOICE AWARDS
Join us as we celebrate New England banking institutions who have been chosen by consumers as the leaders in their industry.
1:30 p.m. – 2:30 p.m.
PLANNING FOR ACTION:
COMMUNITY BANK M&A PREPAREDNESS
Whether your current strategy is to be a buyer or seller, it is critical that you are prepared for all scenarios. This discussion focuses on best practices for pre-deal preparation to position your company for a successful outcome. Gain an advantage by being thoroughly prepared to demonstrate to the other party why your deal makes strategic and financial sense.
Kim Snyder is president of KBS Results, a consulting firm that partners with financial institutions to effectively analyze their business to ensure they are being proactive in shaping their future. They assist in the development of essential planning tools, analyze business for earnings enhancement opportunities and develop human resources strategies that result in the proper alignment of employee and shareholder interests. Prior to starting KBS Results in September 2015, Kim served as Executive Vice President and Chief Financial Officer of Valley Financial Corporation / Valley Bank, a $900 million publicly traded bank in Roanoke, Virginia, where she was instrumental in the success of the Bank which led to the acquisition by BNC Bancorp at a 173% premium to tangible book value. Kim served as the Chair of the Virginia Bankers Association CFO Committee from 2012 – 2015.
Kim earned the banking graduate degree and leadership certificate from the ABA Stonier Graduate School of Banking and served as the student advisor to the ABA Stonier Graduate School of Banking Board of Directors in 2014. She graduated magna cum laude from James Madison University, is a licensed Certified Public Accountant in the state of Virginia, and a CGMA Designation Holder.