Conferences & Education

Annual Marketing Conference

Click on the highlighted session names in the Schedule below to view printable versions of speaker presentations.

October 7-8, 2002
Hilton La Jolla Torrey Pines
San Diego, CA

The only West Coast Marketing Conference designed specifically for independent bankers and marketing professionals serving independent banks!

AGENDA & SCHEDULE

Click on the highlighted session names for printable versions of the session presentations.

Monday, October 7

7:30-8:00 am     Registration with Continental Breakfast

8:00-10:00 am
Opening General Session
Welcome
Cynthia Schneider - Chair, Conference Advisory Committee

“Using the Uniform Bank Performance Report: Your Free Profit Builder”
Understanding your bank’s financials will help you understand strategic opportunities to increase bank profitability and position marketing to be proactive rather than reactive. You’ll go home with viable examples of ideas you can immediately implement.
R. Jay Phillips - Director, School of Management, University of Texas

“Customer Profitability - Can One Size Fit All?”
You’ll learn the evolution of customer profitability calculation; the elements used in each type of calculation; outline the users of profitability information; and leave with an understanding of action plans for all users.
Patricia Valentino - Executive Vice President, Aurum Technology, Inc.

10:00-10:15 am Refreshment Break

10:15-11:45 am   “CRM: A Reality Check”
Customer Relationship Management (CRM) is a business strategy being implemented or explored by a number of leading banks. But what is it really? This session cuts through the industry hype about software applications and sales cultures and gets to the point: CRM is strategic and at the heart of how bank customers are served. The session covers:
   - Whether CRM is a actually a good strategy for your bank.
   - What is needed to facilitate the strategy.
   - Pitfalls to avoid and considerations in implementing the strategy.
   - Measuring CRM effectiveness.
Sam Kilmer - Manager, Strategic Alliances, Harland Financial Solutions
Immediately following his session, Sam Kilmer will facilitate a peer group discussion of CRM with participants in small groups.

11:45 am-1:30 pm Lunch in Exhibit Area

1:45-3:15 pm   “Technology Tools for Marketers - A Case Study of One-to-One Marketing”
Do you have an important message you need to send your customers? Your soon to be acquired-and-converted customers? See how to talk to them individually about the services they have and the ones they need. Learn about a cleaner, clearer but less expensive account statement that also lets you speak to your customers "one-on-one".
Don Piercy - Senior Vice President, Marketing, Sales & Facilities, Pacific Northwest Bank
Click here for his "Tools" Handout

“What Does the Small Business Really Want?”
Learn the important banking preferences and behaviors of small businesses in order to design your marketing, product, and service program to meet their needs.
Linda O’Connell - Manager, Small Business Research Group, Barlow Research Associates, Inc.

3:15-3:45 pm Break in Exhibit Area

3:45-4:30 pm "Adding Value to Small Business Customers with Alternate Delivery Channels"
Online and other delivery channels are increasingly demanded by business customers, raising fixed costs for Community Banks. This session presents strategies to increase loyalty, deposits and fees and thereby increase profits.
Jim Van Dyke - Principal and Founder, Javelin Strategy and Research

4:30-6:00 pm Reception in Exhibit Area

7:00 pm Dine-Around

Tuesday, October 8

7:30-8:30 am Continental Breakfast and Group Networking

8:30-9:30 am “Using Segmentation in a Small Business Environment”
Less about theory and more about real world experience, this presentation will discuss how one bank has employed a segmentation strategy in its small business operation.
William Alt - Small Business Segment Manager, Hibernia National Bank

9:30-9:45 am Refreshment Break

9:45-11:45 am
“Deposit Growth and Fee Income Strategies”
If you don’t walk away from this discussion with a great idea - it will only be because you were not listening! Rick and Cynthia have years of experience with financial institutions in developing customer retention and acquisition programs that work. They’ll give you bullet point descriptions of programs they’ve managed or seen used and open the floor to questions and requests for more details. Brush up on your shorthand because you’ll be writing fast and furiously!
Rick Barham - President & CEO, Market Rates Insight, Inc.
Cynthia Schneider - Chair, 2002 Annual Marketing Conference Advisory Committee

“Marketing Strategies in Support of the Sales Staff”

You can’t outspend the big banks, so don’t try! Learn specific ways to leverage your marketing resources using a powerful “Complete Community Banker” sales approach.

Dale Biron - Principal, Core-Action Associates

2002 CONFERENCE ADVISORY COMMITTEE

Cynthia Schneider, Senior Vice President, Marketing, Business Bank of California, Chair
Rick Barham, President, Market Rates Insight
Angela Brusa, VP & Marketing Director, Bank of Stockton
Sue D’Augusta, Vice President, Marketing First National Bank of Northern California
Lisa Manterfield, Marketing Manager, Hawthorne Savings, FSB
Barbara Pelletier, Vice President, Marketing Director, Bank of Walnut Creek
Nancy E. Sheppard, Executive Director, Western Independent Bankers
Nancy A. Sinclair, SVP, Director of Marketing, Citizens Business Bank
David A. Szafranski, Vice President, Marketing, Comerica Bank - California
Stephanie Wojtecki, Marketing Director, Columbia River Bank

PROGRAM SPONSORS

Western Independent Bankers

WIB is a trade association of over 250 community/independent banks in the western states. Our mission is to assist members achieve the highest standards of personal and organizational performance. We offer more than 100 educational programs each year to independent bankers throughout the West.

REGISTRATION

Register online and be entered into a drawing to win a Digi Pen II Digital Camera, a pen-sized digital camera webcam movie-clip recorder from Sharper Image!

Registration Fees

WIB Member Registration Fees: Nonmember Registration Fees:

Regular: $475 Regular: $595

Cancellations received by September 23, 2002 are subject to a $50 processing fee. No refunds will be given after September 23, 2002. Substitutions are permitted.

If you are not completely satisfied with this Conference, WIB will provide a full refund of your registration fees.

QUESTIONS?

For more information on the Conference, contact WIB at (415) 352-2323 or email info@wib.org.

WHY YOU SHOULD ATTEND

Practical Advice on marketing and business development tools to increase your bank’s relationships with small to mid-size business customers.

Peer Interaction with senior financial services marketing and business development professionals from other independent banks.

Visit with Suppliers learn about products and product providers in our exhibit area.

Dynamic Speakers who will show you what works.

Your needs are different than the “big bank” marketing departments! You don’t have a big staff! You wear many hats. You don’t have millions to spend. Get answers to your everyday questions, and take away tips that your CEO probably hasn’t heard about yet!

WHO SHOULD ATTEND

Senior management with marketing/business development responsibilities
Marketing executives/directors/managers
Business development directors/ managers
Bankers with sales/business development function targeting small business

7:30-8:00 am	Registration with Continental Breakfast
8:00-10:00 am	Opening General Session Welcome Cynthia Schneider - Chair, Conference Advisory Committee *“Using the Uniform Bank Performance Report: Your Free Profit Builder”* Understanding your bank’s financials will help you understand strategic opportunities to increase bank profitability and position marketing to be proactive rather than reactive. You’ll go home with viable examples of ideas you can immediately implement. R. Jay Phillips - Director, School of Management, University of Texas *“Customer Profitability - Can One Size Fit All?”* You’ll learn the evolution of customer profitability calculation; the elements used in each type of calculation; outline the users of profitability information; and leave with an understanding of action plans for all users. Patricia Valentino - Executive Vice President, Aurum Technology, Inc.
10:00-10:15 am	Refreshment Break
10:15-11:45 am	*“CRM: A Reality Check”* Customer Relationship Management (CRM) is a business strategy being implemented or explored by a number of leading banks. But what is it really? This session cuts through the industry hype about software applications and sales cultures and gets to the point: CRM is strategic and at the heart of how bank customers are served. The session covers: - Whether CRM is a actually a good strategy for your bank. - What is needed to facilitate the strategy. - Pitfalls to avoid and considerations in implementing the strategy. - Measuring CRM effectiveness. Sam Kilmer - Manager, Strategic Alliances, Harland Financial Solutions Immediately following his session, Sam Kilmer will facilitate a peer group discussion of CRM with participants in small groups.
11:45 am-1:30 pm	Lunch in Exhibit Area
1:45-3:15 pm	*“Technology Tools for Marketers - A Case Study of One-to-One Marketing”* Do you have an important message you need to send your customers? Your soon to be acquired-and-converted customers? See how to talk to them individually about the services they have and the ones they need. Learn about a cleaner, clearer but less expensive account statement that also lets you speak to your customers "one-on-one". Don Piercy - Senior Vice President, Marketing, Sales & Facilities, Pacific Northwest Bank Click here for his "Tools" Handout *“What Does the Small Business Really Want?”* Learn the important banking preferences and behaviors of small businesses in order to design your marketing, product, and service program to meet their needs. Linda O’Connell - Manager, Small Business Research Group, Barlow Research Associates, Inc.
3:15-3:45 pm	Break in Exhibit Area
3:45-4:30 pm	*"Adding Value to Small Business Customers with Alternate Delivery Channels"* Online and other delivery channels are increasingly demanded by business customers, raising fixed costs for Community Banks. This session presents strategies to increase loyalty, deposits and fees and thereby increase profits. Jim Van Dyke - Principal and Founder, Javelin Strategy and Research
4:30-6:00 pm	Reception in Exhibit Area
7:00 pm	Dine-Around

7:30-8:30 am	Continental Breakfast and Group Networking
8:30-9:30 am	*“Using Segmentation in a Small Business Environment”* Less about theory and more about real world experience, this presentation will discuss how one bank has employed a segmentation strategy in its small business operation. William Alt - Small Business Segment Manager, Hibernia National Bank
9:30-9:45 am	Refreshment Break
9:45-11:45 am	*“Deposit Growth and Fee Income Strategies”* If you don’t walk away from this discussion with a great idea - it will only be because you were not listening! Rick and Cynthia have years of experience with financial institutions in developing customer retention and acquisition programs that work. They’ll give you bullet point descriptions of programs they’ve managed or seen used and open the floor to questions and requests for more details. Brush up on your shorthand because you’ll be writing fast and furiously! Rick Barham - President & CEO, Market Rates Insight, Inc. Cynthia Schneider - Chair, 2002 Annual Marketing Conference Advisory Committee *“Marketing Strategies in Support of the Sales Staff”* You can’t outspend the big banks, so don’t try! Learn specific ways to leverage your marketing resources using a powerful “Complete Community Banker” sales approach. Dale Biron - Principal, Core-Action Associates

WIB Member Registration Fees:	*Nonmember Registration Fees:*
Regular: $475	Regular: $595