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Agenda

The Growth Conference

The Growth Conference

May 1-2, 2014
The Ritz-Carlton
New Orleans, LA

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DAY ONE | THURSDAY | MAY 1

*agenda subject to change7:30 a.m. - 8:30 a.m.
Breakfast + Registration

8:30 a.m. - 8:40 a.m.
Welcome
Al Dominick,
 President, Bank Director
Mika Moser, Senior Vice President, Bank Director
Al and Jack welcome attendees to the Ritz-Carlton with a look at the next two days' agenda, one that focuses on strategies, structures, people, processes, controls and technologies.

8:40 a.m. - 9:30 a.m.
What's Working?
Thomas K. Brown,
CEO, Second Curve Capital
This opening session "sets the table" for the next two days of conversations with an outlook for banks across the country.  This presentation reviews the current capital market and operating conditions and provides financial context to the next two days' presentations.

9:30 a.m. - 10:20 a.m.
What Makes a Bank Standout?
Joshua Carter, Partner, PricewaterhouseCoopers LLP
Business areas that traditionally provided revenue growth for financial institutions are not growing sufficiently to overcome new capital and regulatory requirements.  In this light, times couldn't be more challenging for growth in community or regional banking.  Or are they?  During this session, we cover what some of the fastest growing banks are doing, both those who have grown through acquisition, as well as digging a level deeper into those who are successfully growing organically.

10:20 a.m. - 10:40 a.m.
Refreshment Break + Exhibit Time
Sponsored by:  DirectorCorps
Most financial institutions know consumers want more than what is currently offered.  But staying on top of emerging trends and seeing new tools and technologies proves challenging for most.  During our refreshment breaks, we encourage bankers to get to know some of the financial industry's top product and service providers to see what's working — and what's available.

10:40 a.m. - 11:30 a.m.
The Strategic Side of Growth (select one)
The following three breakouts 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:  Achieving Revenue Growth Via Diversified Fee-Based Income Business Units
Doug Hultquist, President & CEO, QCR Holdings, Inc.
Steven P. Kent, President, River Branch Capital LLC
This session will portray the results of a strategic plan focused on creating above-peer growth via fee-based revenue.  The presenters will describe a strategy involving the coordination of specialty lending and leasing, wealth management, correspondent banking and traditional retail and corporate banking services.  As interest margins and loan volumes remain subject to compression and intense competition, the optimization of fee-based revenue is becoming pivotal in enhancing shareholder value.

Breakout II:  Business Intelligence for the Board
Jim Collins,
Performance Management Strategy Executive, IBM
Kevin McConnell, Field Solution Architect, IBM Software Team, CDW
Combining financial analysis, market information and customer behavior position a leadership team to identify the right strategies for a financial institution.  This session looks at how some of today's most successful institutions leverage business intelligence tools and strategies to measure and manage their organic growth plans.

Breakout III:  Protect NIM & Increase Lending Competitiveness With Interest Rate Swaps
Fred Broda, First Vice President, Treasury, IDB Bank
Robert DiGangi, Managing Director, Financial Products, BMO Capital Markets
Gerrit van de Wetering, Director, Financial Products, BMO Capital Markets
In this extremely low rate environment, community banks are facing unprecedented challenges in managing interest rate risk and increased lending competition.  This presentation will show how community banks are including hedging alternatives opportunistically to protect NIM and enhance lending competitiveness.  Being aware of these simple strategies provides banks with greater flexibility in managing rate risk and provides lenders with the ability to increase production, generate fee income, retain their best customers and attract new ones.

11:35 a.m. - 12:25 p.m.
Designing an Omni-Screen Strategy to Wow Your Market
Coy Joyner,
Vice President Product Management, ACI Worldwide
G. Scott McComb, Chairman, President & CEO, Heartland Bank
Mobile banking has quickly evolved into strategic imperative for financial institutions to remain competitive.  No longer just about being able to check balances from a mobile device, mobility has transformed into the need for financial institutions to offer an omni-screen experience that is seamless across smart phones, tablets and Web.  Mobility plays a key role in the growth strategies of many successful institutions today, and this session lays out how the rollout of such services has matured in a few short years, what bankers have learned so far, what banking leaders are excited about and what this all means to a financial institution's overall growth strategy.

12:25 p.m.- 1:25 p.m.
Lunch
Sponsored by:  Ignite Sales, Inc. 

1:25 p.m. - 2:15 p.m.
Growing Your Loan Portfolio
Douglas H. Bowers,
President & CEO, Square 1 Bank
Wayne Gore,
Senior Vice President, BancAlliance
Jim Mitchell, President & CEO, Puget Sound Bank
George Teplica, Senior Vice President and Director of Commercial Banking, The Bryn Mawr Trust Company
For many banks, non-M&A activity will fuel their growth in 2014.  But here's the BIG question: where should banks look for loan growth in this highly challenging market?  As banks try to diversify away from the heavy concentration in commercial real estate that led to so many failures during the financial crisis, they are looking to add other, more profitable lines of business, including commercial loans.  For example, commercial and industrial (C&I) lending is an alluring prospect.  It tends to offer higher yields than other types of loans, and even more importantly, brings with it the cross-selling opportunities and access to core deposits that banks are striving for these days.  Banks can expect higher deposit balances from business borrowers than consumers. Banks can also generate fee income by selling asset management, trust services and 401(k) management services to the same borrowers.  However, entry to the business of commercial lending has proven difficult and this session lays out approaches to growing one’s loan portfolio. 

2:20 p.m. - 3:10 p.m.
Real Banks, Real Solutions (select one)
The following three breakouts 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:  2013’s Top Growth Banks-Lessons Learned from the Top Performers
Kevin Tweddle,
President, Bank Intelligence Solutions from Fiserv 
We’ve studied the banks with the strongest organic growth in terms of core revenue, core noninterest income, core deposit growth and loan growth.  We will take a deeper look at why these banks have been successful with their growth strategy and what made them a top performer.  All of the banks that qualify to be evaluated as a Top Growth Performer must first meet stringent criteria.  We will learn how these banks skillfully allocate their finite resources to balance the three drivers of franchise value – profitability, growth and risk.

Breakout II:  Maximize Customer Interactions
Niket Patankar,
SVP, Global Head of Banking & Financial Services Practice, Sutherland Global Services 
In today's competitive banking environment, the way you manage customer interactions can help create loyal advocates and promoters of your brand or leave your valuable customers wondering if they might be better served by one of your competitors.

Breakout III:  The Savvy Lenders’ Guide to Growing the C&I Portfolio
Wayne Gore,
Senior Vice President, BancAlliance
John J. Finn, III, SVP, Senior Credit Officer, Gulf Coast Bank & Trust Company
While concerns amass regarding the pace and enthusiasm in which community banks have embraced C&I lending (or some would say, returned to C&I lending), the factions all agree on one thing: increasing one’s C&I portfolio in today’s climate is a hallmark of both prudent growth and diversification IF done appropriately.  This case session will enable both those who are newly entering and those expanding C&I lending programs to evaluate the inherent risks, both credit and regulatory, and to assess progress beyond “we did more C&I lending this year, than last year.” 

3:10 p.m. - 3:30 p.m.
Refreshment Break

3:30 p.m. - 4:20 p.m.
Point/Counterpoint Debate
Daryl G. Byrd, President & CEO, IBERIABANK Corporation
Mike Kubacki, Executive Chairman, Lake City Bank 
Niket Patankar,
SVP, Global Head of Banking & Financial Services Practice, Sutherland Global Services
Kevin Tweddle, President, Bank Intelligence Solutions from Fiserv
Are declining net interest margins, loan growth or regulatory challenges the top concern for your peers?  Does going mobile or getting social top your bank’s wish list?  What are the greatest opportunities — and biggest risks — when it comes to setting strategies?  These are some of the issues that will be debated by our experts serving in this panel debate.

4:20 p.m. - 5:20 p.m.
How to Benefit from Disruptive Innovations
To wrap up Day One, we will feature five companies, in a “demo-only” format, presenting their latest innovations.  Each hand-picked company will receive 8 minutes on stage to give the audience an inside glimpse into their latest technologies.  The cocktail reception that follows gives you the chance to speak directly with the innovators you saw on stage (along with the rest of our audience of executives, board members and industry advisors).  Companies include:

  • Cardlytics is a rapidly growing advertising and technology company and leader in Card-Linked Marketing. Through partnerships with nearly 400 financial institutions, including Bank of America, PNC Bank and Regions Bank, Cardlytics has access to current and historical purchase behavior for ~70% of U.S. households, capturing spending across all stores and categories.
    Presented by:  Fred Fuller, Vice President, Account Management
  • Computer Services, Inc. (CSI) is a customer service company that delivers such innovative technology solutions as core processing, managed services and regulatory compliance to financial institutions nationwide. With nearly 50 years of industry experience, CSI delivers solutions that empower financial institutions to be more competitive, compliant and profitable.
    Presented by:  James Ferguson, Sales Manager, CSI Regulatory Compliance Division
  • Established in 1977, EFT Source provides financial institutions with turnkey card programs and secure personalization of ATM and debit cards – from conceptual art to creative fulfillment services. Based in Nashville, TN, EFT Source also has a production facility in Colorado Springs, CO, and a facility in Green Bay, WI that focuses on marketing and print services.
    Presented by:  Tom Hedrich, Senior Vice President, Sales & Business Development
  • MoneyDesktop provides the financial industry with personal financial management, data analytics and marketing products. Combining an award-winning user interface with top-of-the-line technology, MoneyDesktop positions financial service organizations to better serve their users. MoneyDesktop is partnered with more than 400 financial institutions and 29 online banking providers.
    Presented by:  Matt West, Vice President, Sales 
  • VerifyValid™ 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, VerifyValid can lower an organization’s costs while increasing efficiency, sustainability and financial security with every payment.
    Preseneted by:  Paul Doyle, Founder & CEO 

5:20 p.m. - 6:30 p.m.
Cocktail Reception
Sponsored by:  Sutherland Global Services

DAY TWO | FRIDAY | MAY 2

8:00 a.m. - 9:00 a.m.
Breakfast

9:00 a.m. - 9:15 a.m.
Bank Director magazine's Growth Awards:  Who's Leading the Field
Al Dominick,
 President, Bank Director
Jack Milligan, Editor, Bank Director magazine
Each year, Bank Director magazine ranks all U.S. banks and thrifts across four key growth areas: core income (defined as net-interest income plus noninterest income, excluding available-for-sale gains and losses and other-real-estate-owned gains and losses), core deposits, net loans and leases and core non-interest income.  To build off of the first day’s program — and to kick off the second day — we recognize the “winning” banks in each of these four categories.

9:15 a.m. - 10:05 a.m.
Differentiation In A Crowded Commoditized Competitive Climate? Mission Impossible?
Scott P. Wallace,
Vice President Marketing, Deluxe Financial Services
Tammy R. Gennusa O'Shea, SVP, Corporate Brand Manager, First Bank and Trust
Financial institutions are challenged when it comes to being distinctive compared with the competitor across the street, but this is not a new issue.  There are strategies and enablers that can drive brand value, customer satisfaction and profitable growth.  First, this session will look at key trends and industry data to inform your thinking.  Next, we will overview the 8 P’s (not 4, not 5, but 8!) to examine for true sustainable differentiation.  Lastly, we will share some tools and technologies to facilitate and accelerate your progress, with case studies to demonstrate results.

10:05 a.m. - 10:25 a.m.
Refreshment Break

10:25 a.m. - 11:15 a.m.
Breakout Sessions (select one)
These breakout sessions focus on strategies, structures, people, processes, controls and valuations.

Breakout I:  Using ERM to Position Your Bank for Growth
Jennifer F. Burke,
Partner, Crowe Horwath LLP
Financial institutions continue to face a myriad of risks on a daily basis.  Economic factors, regulatory changes, shrinking margins, fee restrictions and more continue to challenge a bank's ability to grow.  Proactively identifying, mitigating, and in some cases, capitalizing on these risks provides a distinct advantage to banks.  Learn about how a robust enterprise risk management can position your bank for profitable growth.

Breakout II:  More Mobile, More Money!
Jeff Casey,
Senior Vice President, Alternative Delivery Channels, First Technology Services, Inc., a wholly owned subsidiary of First Financial Bankshares
Dave DeFazio, 
Partner, StrategyCorps
Your customers love mobile banking.  They’re adopting it at record rates.  It is transforming the way they bank with you.  But there is a problem – your customers don’t love it enough to gladly pay for it. And this repeats the history of nearly all of the other “revolutionary” banking products offered to your customers – it’s good if it’s free, charge a fee for it and... not so much.  So how do you enhance your mobile banking presence to create a more relevant and meaningful connection with your customers that will generate desired customer-friendly fee income?  Attend this presentation to learn how to smartly add the mobile services consumers want the most that make your mobile presence better... so much better, your customers will gladly pay for it.

Breakout III:  Rebranding The Bank
John Cimba,
President & CEO, GLC
Jeff Davy, Vice President of Business Development, GLC
What should you be thinking about before buying another bank or going public -- in terms of your marketing and communications strategy?  For some, rebranding the institution is critical for long-term success and this session takes a look at banks that have recently “gotten it right.”

11:20 a.m. - 11:50 a.m.
Do I Need a New Branch Strategy?
Joshua Carter,
Partner, PricewaterhouseCoopers LLP
With many of the “mega” and super regional banks focused on expense control, some banks are taking a fresh look at reducing their branch networks.  In turn, well positioned regional and community banks can look to branch acquisitions, which provide a low risk and cost effective way to enter a new market or bolster an existing market.

11:50 a.m. - 12:20 p.m.
Why Banks Are Raising Sales Management to the Board Level
Mitchell Orlowsky,
CEO, Ignite Sales, Inc.
Not only are banks burdened with regulation, capital requirements and stress testing, they now have the added pressure of competition from non-financial institutions that are for the first time historical threats to their core business.  Internet companies such as Paypal as well as traditional national brands such as Wal-Mart are aggressively chipping away at the bank’s customer base. The primary method these competitors use is a well-calculated and precisely measured sales process that simplifies the buying experience.  If the C-suite and board level at traditional retail banks do not upgrade their methods, they will more quickly than they are currently aware, lose their core.  This presentation will address both the specific growth strategies that can be taken and advanced measurements that can be put in place to heed and win against this competitive threat.

12:20 p.m. - 12:30 p.m.
Final Thoughts
Al Dominick,
President, Bank Director
Jack Milligan, Editor, Bank Director magazine