Agenda

*Agenda subject to change7:30 a.m. – 8:30 a.m.
Breakfast + Registration
Sponsored by:  PricewaterhouseCoopers LLP 

8:30 a.m. – 8:40 a.m.
Welcome
Al Dominick, President, Bank Director
Kelsey Weaver, Publisher, Bank Director 
To welcome attendees to the Ritz-Carlton, Al and Kelsey explain the drivers behind this year’s program — from opportunities that “remake” an institution to the risk of doing nothing in a fast changing world.

8:40 a.m. – 9:10 a.m.
Really, What Is Franchise Value?
Frederick Cannon, Director of Research, Keefe, Bruyette & Woods
The concept of building franchise value is core to this event.  Clearly, banks with dedicated customer bases enjoy significant advantages over any potential competitors.  So how should a bank’s CEO and board think about franchise value — both in current terms and with an eye to the future.

9:10 a.m. – 9:40 a.m.
Developing YOUR Reputation
Ron Samuels, Chairman & CEO, Avenue Bank
Yes, the general public’s perception of banks has been less than favorable; however, some institutions have successfully transformed public perception of their businesses.  This session shines a light on one bank that recently went public that has grown both its business and its brand.

• Mobile Banking Powered by BaZing
  Dave DeFazio, Partner, StrategyCorps
  Give mobile banking the power of BaZing and go beyond the basics to connect better with today’s mobile lifestyles.  BaZing’s location aware coupons will help your customers shop local and save local with the world’s largest merchant discount network – over 360,000 deals anywhere that you live, work or travel.
• Bringing a Mobile Banking Experience to the Desktop
  Robb Gaynor, Founder & Chief Product Officer, Malauzai Software, Inc.
  Danny Piangerelli, Founder & Chief Technology Officer, Malauzai Software, Inc.
  Designed for an exceptional user experience with superior economic value, SmartwebbApps delivers the next generation of mobile banking, leveraging the power of an app-like experience on any device, desktop or browser.

10:00 a.m. – 10:30 a.m.
Readjusting Your Business Model
David Schiff, Director, PwC Advisory, PricewaterhouseCoopers LLP
Big has long been synonymous with great in corporate America; however, banking today is more “who can be smartest the fastest.”  This session focuses on the key elements of building an appropriate operating model for financial institutions.

10:30 a.m. – 10:50 a.m.
Refreshment Break + Exhibit Time 

10:50 a.m. – 11:40 a.m.
Breakout Sessions (select one)
The following three breakout sessions examine how community and regional banks achieved growth with the support and services of an outside firm.  These town-hall like conversations engender an open dialogue about what is working today and how collaboration pays off.

Breakout I:  Working in “Other” Lines of Business
Van A. Dukeman, President & CEO, First Busey Corporation
Steven P. Kent, President, River Branch Capital LLC
U.S. community and regional banking companies continue to be challenged by so called “new normal” influences that have resulted in a reduction in returns on assets and equity.  This session will discuss both alternative lending strategies and fee-based non-interest income alternatives being utilized to increase shareholder return. Specific alternative lending tactics and fee-based service and product alternatives will be examined, supported by community and regional bank case studies.

Breakout II:  Interest Rate Risk and Community Bank Survival
Robert DiGangi, Managing Director, BMO Capital Markets Corp.
Patrick Lawton, Senior Vice President, Director of Investment Real Estate Lending, Bank Mutual
Gerrit van de Wetering, Director, BMO Capital Markets Corp.
This panel discussion will explore methods for finding the best lending asset mix that will produce the highest yield while keeping interest rate risk at acceptable levels.

Breakout III:  Banking Millennials
Drew Edwards, Founder & CEO, Ingo Money, Inc.
Spend and save… Buy and sell… Pay and get paid.  In this session, learn how to address the “just-in-time” expectations of your Millennial consumers (and potential customers) in light of ever-intensifying competition from non-bank providers.

11:50 a.m. – 12:20 p.m.
Crafting A Culture Of Innovation
Declan Denehan, Managing Director – Strategic Growth Initiatives, BNY Mellon
Moderated by:  Jack Milligan, Editor, Bank Director magazine
Yes, its tough to grow organically.  But if you want to stay both relevant and viable, creating a culture that encourages creativity and calculated risk taking is essential.  For those looking for inspiration on how BNY Mellon has encouraged its team to surface ideas that leads to growth, this is a session you can’t miss.

12:20 p.m. – 1:30 p.m.
Networking + Peer Lunch 

1:30 p.m. – 2:00 p.m.
Building, Not Buying, Growth
Peter Capello, 1st Vice President/Director of Insurance Services, Kearny Federal Savings Bank
Mark Funke, President & CEO, Southwest Bancorp
Wayne Gore, Director, BancAlliance Partners
For the past few years, mergers and acquisitions have played a prominent role in a bank’s growth plans.  While much discussed, loan growth proved harder to come by.  Nonetheless, some of the most successful and top performing banks show a consistent ability to grow through non-acquisitive means and this session lays out various opportunities for bankers and board members to consider when it comes to expanding one’s loan portfolio.

• Impacting Profitability in Your Sales Culture
  Mitchell Orlowsky, CEO, Ignite Sales
  With Ignite Sales, uncover the relationship potentital of each customer, sell without “product pushing,” see an easy way to implement end to end process – all while providing best practices for CSRs to succeed.
• If These Data Could Talk – Turing Client Data into Big Revenue
  Lindsey Prowse, Marketing & Communications Manager, Yseop Inc.
  We are deluged with data and this leads to mistakes, misguided advice and unhappy customers.  Imagine, instead, if we could turn your data into clear, concise and compliant narratives and recommendations.  It’s not magic, it’s Yseop.  It’s the power of a Smart Machine and artificial intelligence.

2:30 p.m. – 3:20 p.m.
Breakout Sessions (select one)
The following breakout sessions bring a bank executive and service provider together to share specific examples of how to introduce new products that benefit a bank’s top and bottom lines.

Breakout I:  Targeting Shareholders
Tyson McCabe, Senior Director of Advisory Services, Nasdaq Corporate Solutions
Do you know your shareholders?  What are their shared characteristics?  Are their investors available to you that can positively impact your valuation and shareholder base?  This breakout session helps banks — both public and private — understand how to attract and retain shareholder interests.

Breakout II:  You CAN Grow Your C&I Portfolio
David Brooks, Senior Vice President, Membership, Alliance Partners
John J. Finn, III, SVP, Senior Credit Officer, Gulf Coast Bank & Trust Company
Aaron Otten, Vice President and Director, Elkhorn Valley Bank
For many, expanding a Consumer & Industrial loan portfolio exposes a bank to a number of risks.  However, the upside is a more diversified institution with stronger growth potential.  In this breakout session, the conversation centers on those banks newly entering, and those expanding, a C&I lending program by evaluating the inherent risks, both credit and regulatory, and assessing progress beyond just growing the percentage of a loan portfolio devoted to C&I.

Breakout III:  Social Media Workshop
Mika Moser, Senior Vice President, Bank Director
This 101 session provides insight on the social media tools and resources available that you and your bank should be using today.

3:20 p.m. – 3:40 p.m.
Refreshment Break + Exhibit Time

3:40 p.m. – 4:10 p.m.
The Analysts’ View on Growth
Bryce W. Rowe, Senior Research Analyst, Equity Research – Financial Institutions, Robert W. Baird & Co.
Moderated by:  Jack Milligan, Editor, Bank Director magazine
Is it possible to develop a sustainable, differentiable business strategy that has strong organic growth?  This session makes clear that the ability to grow is an important element in building a valuation that leaves all options available to a bank in the future.

• Ingo Money:  Banking in an Era of Instant Gratification
  Matthew Frye, Executive Vice President, Business Development, Ingo Money, Inc.
  Lisa McFarland, Executive Vice President, Product Strategy & Chief Marketing Officer, Ingo Money, Inc.
  Help your customers manage their cash flow when they need it and satisfy their desire for immediacy when they want it.  Ingo Money provides lightweight, low risk, omni-channel solutions for a new generation of instant, non-provisional banking and money transfer services that deliver a new source of recurring, non-interest fee revenue.
• Deluxe eChecks
  Paul Doyle, Vice President ePayment Product & Business Development, Deluxe Corporation
  Deluxe is giving the paper check, the world’s most-used payment transaction, an online makeover for the 21st century.  Using an unprecedented secure platform and patented fraud prevention, Deluxe eChecks can lower an organization’s costs while increasing efficiency, sustainability and financial security with every payment.

4:30 p.m. – 5:15 p.m.
How One Bank Elevated Their Sales Process & Results
Mitchell Orlowsky, CEO, Ignite Sales
James H. Weber, Executive Vice President, Corporate Marketing and Corporate Communications, Comerica Incorporated
In this session, hear how one bank took their sales to the next level by discovering 21% improvement in conversations, 27% increase in account conversion and 40% improvement from top performers.  Hear examples from the interactions, and learn how people, processes and technology can come together to produce results.

5:15 p.m. – 6:30 p.m.
Networking Cocktail Reception
Sponsored by:  Paladin fs, LLC 

8:00 a.m. – 9:00 a.m.
Breakfast 

9:00 a.m. – 9:15 a.m.
Welcome Back
It has been said that the best way to predict the future is to invent it… and today’s sessions look at what’s around the corner.

9:15 a.m. – 9:45 a.m.
Beyond the Basics in 2015 – What’s Next for Mobile Banking
Dave DeFazio, Partner, StrategyCorps
Over 75% of people in the U.S. will own a smartphone in the year 2015, making it more important than ever for bank marketers to grasp how the latest mobile trends will impact retail banking.  In this session, we’ll study the mobile habits of today’s consumers, including the latest app usage trends and how today’s best retailers have adjusted their strategies to capitalize.  This will be an entertaining and interactive session with mobile app demonstrations, man-on-the-street style customer research videos and a variety of industry case studies from both bank and non-banking retailers.

• BizEquity One
  Michael M. Carter, CEO, BizEquity, Inc.
  The BizEquity One Valuation Cloud helps to connect financial service providers to their small business owner clients by anwering the most important questions to a business “What’s Your Business Worth?TM.” Boasting several new and revolutionary features such as a zillow-esque “Pre Valued Valuations” covering over 28 million businesses, and the “Intelligent Advisor” feature, the BizEquity One Valutation Cloud will prove to be a powerful tool for identifying and attracting potential small business client leads for banks.
• Commercial Loan Pricing Solution
  Joel Rosenberg, Vice President, Delivery & Client Success, PrecisionLender
  PrecisionLender’s Profitability Wizard can help lenders instantly see ways to make any deal work for both the bank and the borrower.  Behind the scenes, the Profitability Wizard is constantly solving for and suggesting alternative rate and fee structures and factoring in the impact of additional deposits and other fee-based business.  It is truly a negotiation tool that will help lenders win more deals, increase profitability and strengthen relationships.

10:05 a.m. – 10:25 a.m.
Refreshment Break + Exhibit Time

10:25 a.m. – 11:15 a.m.
Breakout Sessions (select one)
These breakout sessions focus on strategies, structures, people, processes and controls to grow and become more profitable.

Breakout I:  Taking the Right Risks
Jennifer F. Burke, Risk Consulting Partner, Crowe Horwath LLP
The banking industry is full of risks, from considering whether to acquire or be acquired and what types of products and services to offer, to what investments to include in the portfolio and more.  The importance of taking the right risks can mean the difference between success or failure.  During this session, learn about risks in the industry, how selectively choosing the right risks to take can impact the bottom line and the best ways to determine the right risks to take for your institution.

Breakout II:  How Compensation Plans Can Facilitate Smart Growth of Your Bank
Gayle J. Appelbaum, Principal, McLagan
Organic employee growth or infusing talent from outside your organization?  However you decide to grow your firm you will need a compensation strategy that fits not only budgetary constraints but also your bank’s culture, business strategy and willingness to accept risk.  Join in the discussion of how to approach your bank’s compensation and facilitate smart growth for your firm’s needs.

11:25 a.m. – 11:55 a.m.
Changing the Game: Negotiating Against the Core IT Vendor Oligopoly
Aaron M. Silva, President, Paladin fs, LLC
This non-techie session designed for senior executives will provide for a unique and different conversation about a subject for which few bankers can admit to being an expert.  The second largest non-interest expense below payroll is the cost for outsourced core & IT services.  These multi-year, multi-million dollar contracts with critical vendors are onerous, complex and heavily favored toward vendors.  You only get one shot every 5 to 7 years to negotiate a renewal.  With 85% of the market controlled by just 3 vendors, it’s a daunting task unless you have hard market intelligence and pricing data in your back pocket.  Attendees will leave this final session with strategies and tactics that could shave millions off of your data processing contracts. 

11:55 a.m. – 12:00 p.m.
Final Thoughts
Al Dominick, President, Bank Director