April 30 – May 01, 2013
AGENDA
*subject to change
Day One | Tuesday, April 30
The Strategy: Setting a Direction and Sticking to It
Some of the best banks today are fanatical about planned growth. They stay profitable enough to make acquisitions and maintain adequate capital ratios — all while building their brand and extending their franchise through a well-thought-out program of growth.
Throughout this year’s Growth Conference, numerous bank executives and industry advisors addressed the strategies and tactics institutions of various sizes employ to expand their business. From new concepts that are moving the needle to innovative products putting profits on the bottom line, we designed this conference for a bank’s CEO and leadership team to focus on the organic growth options and opportunities many want to learn more about.
7:00 a.m. – 8:00 a.m.
Breakfast + Registration
8:00 a.m. – 8:10 a.m.
Welcome
Al Dominick, Managing Director & Executive Vice President, Bank Director
Jack Milligan, Editor, Bank Director
To open Bank Director’s Growth Conference, Bank Director’s Managing Director, Al Dominick and Jack Milligan, the Editor of Bank Director magazine, share the results of a survey made to bank CEOs, Board Chairs, CFOs and outside directors at January’s Acquire or Be Acquired conference.
8:10 a.m. – 9:00 a.m.
What Makes A Bank A Success
Al Dominick, Managing Director & Executive Vice President, Bank Director
John Eggemeyer, Co-Founder & Managing Principal, Castle Creek Capital LLC and Castle Creek Financial LLC
Collyn B. Gilbert, Managing Director, Keefe, Bruyette & Woods
This session brings together a leading sell-side banking analyst from a top research and brokerage firm with a prominent private equity executive in the industry to discuss the characteristics that define the most successful, high growth financial institutions today.
9:00 a.m. – 9:50 a.m.
Keynote
Jay S. Sidhu, Chairman & CEO, Customers Bancorp, Inc.
If you’re looking for a bank that is leading the field in terms of core income, net loans/leases and core non-interest income, look no further than Customers Bank. As the bank expands its business in three states — Pennsylvania, New York and New Jersey, learn what their Chairman & CEO sees as the strategic imperatives to building a strong, sustainable franchise. Jay Sidhu is back, growing another bank, and he’s at Bank Director’s Growth Conference to talk about how that’s working.
9:50 a.m. – 10:20 a.m.
Refreshment Break + Exhibit Time
Take time to get to know the financial industry’s top product and service providers supporting the conference during this refreshment break.
10:20 a.m. – 11:10 a.m.
Breakout Sessions (select one)
During this time, we offer several breakout sessions for attendees to choose. Session topics, timely and relevant to our current business environment, focus on the strategic steps in building a great bank.
Breakout I: The Consumer Financial Protection Bureau and You
Hope D. Mehlman, Senior Vice President & Senior Compliance Manager, Regions Financial Corporation
Barak J. Sanford, Managing Director, Promontory Financial Group LLC
Breakout II: Emerging Trends in Customer Care
Joe Buggy, Senior Vice President, Customer Lifecycle Management, 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. This breakout will provide you a blueprint detailing:
– How to best measure the loyalty level and lifetime value of your customers today
– How to target the right areas to improve the customer experience
– How to grow your revenues from referrals from those loyal customers
11:10 a.m. – 12:00 p.m.
Growth Strategies – Leading through M&A, Sales and Product Innovation
Joshua Carter, Partner, PricewaterhouseCoopers LLP
The slow economic recovery has presented significant challenges for bank growth as businesses both large and small are reducing their leverage. Additionally, continued slow growth (or in some cases, continued decline) in real-estate values presents challenges in the growth of consumer and commercial mortgage portfolios. Layer on the increased focus of larger banks on growing their C&I and small business lending portfolios due to increased regulatory pressure on consumer products. Add a pinch of margin compression and an extra helping of regulatory burden and times couldn’t be more challenging for growth in community or regional banking. Or are they… During this session, we will cover what some of the fastest growing community banks are doing, both those who have grown through M&A, as well as digging a level deeper into those who are successfully growing organically.
12:00 p.m. – 1:00 p.m.
Lunch
1:00 p.m. – 1:50 p.m.
Business Intelligence at the Board’s Level
Dan Speight, Vice Chairman & Chief Operating Officer, State Bank and Trust Company
Kevin Tweddle, President, Bank Intelligence Solutions, Fiserv, Inc.
Combining financial analysis, market information and customer behavior positions 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.
1:50 p.m. – 2:40 p.m.
Using Technologies To Drive Growth
Thomas Gosnell, Principal, IT Advisory Financial Services Leader, KPMG LLP
Richard T. Hill, Executive Vice President & Chief Retail Banking Officer, Hancock Holding Company/Hancock Bank/Whitney Bank
Putting money into new technology may be hard to stomach for some, but it also may be necessary if their competitors are making those same investments. Technology evaluation and planning is a long-term and costly process. Banks that do it well, grow. Banks that stumble pay a high price. This session looks at how banks are using technology as a key tool for growing the bank, and what one is doing now.
2:40 p.m. – 4:00 p.m.
Peer Collaboration + Refreshments
By request, we offer this peer collaboration exclusively to qualified bank attendees. These closed door, off-the-record sessions offer participants unique opportunities to brainstorm, network and share insights in small peer groups.
4:05 p.m. – 4:55 p.m.
The Battle for the Bank Account: And Why the Banks Will Probably Lose
Brett King, Best-selling Author, Speaker, Disruptor
Sankar Krishnan, Global Client Engagement Head, Banking & Financial Services, Sutherland Global Services
Brett King and Sankar Krishnan explore the end-game in the emergence of the mobile wallet and what it means for the humble bank account. With more than 60% of the world’s population without a bank account, with the ubiquitous nature of mobile phone handsets and the increasingly pervasive pre-paid ‘value store’ – will banks still be able to compete? When you can get your salary paid directly onto your phone, when your iTunes account doubles as a prepaid debit card and when you can use Facebook to send money – will there be any need for traditional retail banking in the future?
4:55 p.m. – 5:15 p.m.
Closing Remarks
5:15 p.m. – 6:30 p.m.
Cocktail Reception
Sponsored by: Sutherland Global Services
Day Two | Wednesday, May 1
The Tactics: What’s Working for America’s High Growth Banks?
Day two “cut to the chase” where attendees explored the strategies that have worked for the banks who have shown the most impressive growth over the past few years. What strategies are moving the needle today, and what products are putting profits on the bottom line?
7:00 a.m. – 8:00 a.m.
Breakfast
8:00 a.m. – 8:10 a.m.
Welcome – Day Two
Al Dominick, Managing Director & Executive Vice President, Bank Director
Jack Milligan, Editor, Bank Director
8:10 a.m. – 9:00 a.m.
David AND Goliath
Peter F. Benoist, President & CEO, Enterprise Bank & Trust
Wayne Gore, Senior Vice President, BancAlliance
John Lane, CEO, Congressional Bank
While more banks put their liquidity to work, fierce competition puts pressures on rates and elevates risk. While easy to frame the dynamics of our industry in terms of asset size, competing for business today is more of a “smart vs. stupid” story than a “big vs. small” one. This session lays out how a diversification of products and services benefits banks today.
9:00 a.m. – 9:50 a.m.
The Board’s Role in Planning for Growth
Peter D. Crist, Chairman, Wintrust Financial Corporation
Kevin J. Lynch, Chairman, President & CEO, Oritani Bank and Oritani Financial Corporation
James McCarley, Chairman, ViewPoint Financial Group
Jack Milligan, Editor, Bank Director
True, banks are operating with fewer avenues for growth than in years’ past. So it’s no surprise that bankers are scrambling for new ways to make up for this lost growth. In doing so, however, bankers need a smart and focused strategy to make the most out of the opportunities available. This session lays out the engaged board’s role in developing a foundation for sustainable growth.
9:50 a.m. – 10:20 a.m.
Refreshment Break + Exhibit Time
Take time to get to know the industry’s top product and service providers during the refreshment break.
10:20 a.m. – 11:10 a.m.
Case Studies (select one)
The following Case Studies are less about a formal presentation and more to engender an open dialogue about what’s working today.
Case Study I: Enhancing Net Interest Income Growth Through Specialized Lending Practices
Steven P. Kent, President, River Branch Capital LLC
Paul D. Tobias, Chairman & CEO, Mackinac Financial and Chairman, mBank
This case study will examine community and regional banks that have achieved growth via the following:
– Government Guaranteed Lending thru the SBA & USDA Programs
– Lending Programs to Discrete Industry Segments
– Asset Based Lending
– Franchise Lending
– Municipal Lending & Leasing
Case Study II: Protect NIM & Increase Lending Competitiveness with Interest Rate Swaps
Fred Broda, First Vice President, Treasury, IDB Bank
Bob 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.
Case Study III: Making Your Checking Accounts More Relevant to Today’s Customers and Your Bottom Line
Mike Branton, Partner, StrategyCorps
Jane R. Schoonover, Vice President, Retail Products Manager, Broadway Bank
Your checking accounts’ stand-alone value, appeal and relevance are more important than ever in defining customer experience, particularly with the rapid growth of online and mobile banking. At the same time, your financial institution needs more fee income. Overdrafts aren’t making a comeback and a $5 debit card fee isn’t the answer. Learn how your consumer checking accounts must change to be more relevant to your customers’ behaviors, lifestyles and preferences while also generating significant customer-friendly fee income that won’t anger your customers.
11:15 a.m. – 12:05 p.m.
Case Studies (select one)
Case Study I: Reinventing Your Branch Strategy for Growth
Dean Nicolacakis, Partner and Leader, Financial Services Institute and Retail Banking Practice, PricewaterhouseCoopers LLP
Kanika Thakar, Director, Retail Banking Practice, PricewaterhouseCoopers LLP
The rise of the digital consumer and the high-cost infrastructure of physical banking locations are leading to a declining ROI for branches. If the branch model stays on its current course, it will become a financial burden to banks, cutting deep into cross-channel profitability. Evolving the branch network to align with changing consumer and economic realities can help banks boost ROI and position themselves for the future. Banks will have to consider their branch strategy in the context of their overarching distribution strategy including direct/self-service channels. Not all models work for all banks. Adopting a combination of branch models based on target customer segments in the local market as well as the bank’s strategic goals is the most effective strategy. If executed well, the branch network of the future can be mutually beneficial for banks and their customers.
Case Study II: Maximizing Mortgage Growth: Opportunities to Maximize Your Book & Margins
Niket Patankar, Senior Vice President Financial Services, Sutherland Global Services
The housing and mortgage markets have seen their fair share of ups and downs this year, making it difficult to predict what the next month holds in store, much less the rest of the year. Still there are a few themes experts say are likely to surface as the year goes on. This session will focus on what banks are doing in this space to increase their originations and how banks should approach the mortgage business across origination, processing, servicing and support. With interest rates still at record low levels, there has never been a better time to own a home and mortgages continue to be a great opportunity for regional banks to grow market share. Nevertheless, banks need to have a different approach to the business to grow fees and margins and this session focuses on those opportunities to do so. Come prepared to learn about how the top mortgage originators have transformed their business.
Case Study III: Serving a National Market
Richard Young, Senior Vice President, BancAlliance
Bradford Langs, Chief Risk Officer, CoastalStates Bank
When done carefully, loan participations allow community banks to grow their portfolios by extending their reach beyond their immediate market to customers they normally wouldn’t reach.
12:10 p.m. – 1:00 p.m.
Standing Out in a Digital World
John Cantarella, President, Digital, Time Inc. News and Sports Group
As the president of the digital, news and sports groups at Time Inc., John oversees CNNMoney.com, TIME.com, SI.com and Golf.com, which collectively draw over 30 million unique visitors a month. Learn how these properties engage their audiences to build strong and recognizable brands.
1:00 p.m.
Closing Remarks