The Strategic Margins Conference is designed to help community banks and credit unions adapt and obtain a growth mindset, exploring new ways to gain revenue regardless of the environment surrounding the banking industry today. Join us for this action-packed and thought-provoking program that will help your institution grow.
2014 Agenda Coming Soon. Below Is The 2013 Agenda:
8:00 – 8:45 a.m.
Registration & Networking
WELCOME & OPENING REMARKS
THE STATE OF COMMUNITY BANKING: PRODUCTS, PRICING & PROFITABILITY
In today’s banking environment, what are considered strong margins vs. weak margins? We will review performance levels and trends affecting communitybanks throughout New England, and the underlying strategies that separate the strong from the weak. When external factors collide with internal issues, profitability often suffers. Sometimes, that’s a temporary situation, but some factors may herald permanent structural change. We will offer insights on those factors and the trends that will most influence profitability margins going forward.
Peter Ostrowski, Managing Director
Susan Monti, Managing Director
Ostrowski & Co.
DOWNLOAD THE PRESENTATION: OSTROWSKI PRESENTATION
CONVERTING CUSTOMERS: HOW TO KEEP YOUR BUCKET FROM LEAKING
Customer acquisition costs are high. Is your institution doing the best job it can to keep customers and to convert potential depositors and borrowers? Your website is a magnet for potential business, but not if your systems can’t identify, target and reach out to visitors. They’ve already demonstrated an interest in your bank or credit union. Learn what steps you ought to be taking to be sure your platform is ready to convert them to customers. Improve your margins with improved customer retention and attraction.
Ian Klein, Vice President Digital Strategy
DOWNLOAD THE PRESENTATION: INSEGMENT PRESENTATION
10:15-10:30 a.m. Break
FROM TRADITION TO TOMORROW: BANKERS REBUILDING ON FUNDAMENTALS
Sometimes the best way to ratchet up margins is to look to tried-and-true product lines. Join a panel discussion of bankers from throughout New England who’ve made significant improvements to their bottom lines by adopting and exploiting traditional business lines that had gone by the wayside. Panelists include Martin J. Geitz, President & CEO of Simsbury Bank, Conn., and Julieann M. Thurlow, President & CEO, Reading Co-operative Bank, Mass.
Susan W. Salecky, Senior Vice President Service & Sales
Bankers’ Bank Northeast
CRITICAL STRATEGY CONSIDERATIONS FOR DEPOSITORY INSTITUTIONS
Lewis Carroll once made the astute remark, “If you don’t know where you are going, any road will get you there.” Success is achieved only when the path is clearly marked and the goal is well defined. As we come out of the challenges of the last five years, there are critical strategy considerations for financial institutions that should be explored and exploited. We have seen deterioration in the political and economic climate affecting financial institutions. We have seen federal regulators define tougher standards that have affected all parts of an institution’s structure and organization. We have seen higher capital requirements create challenges, while lending to qualified customers has become more daunting than ever. It has even become more difficult to find talented leadership, especially in operations. What’s more, all financial institutions, regardless of size or capital structure, have been affected.
After all these momentous changes in the industry, financial institutions must ask themselves several questions: How will these watershed events affect our business? Does our business plan take account of these new market realities? Is our present plan adequate to meet the regulatory, market and competitive challenges? Financial institutions should continue to search for ways to cut costs, while also striving to develop a culture of business process improvement. This process should be ongoing, rather than just temporary or in reaction to short-term financial conditions. We’ll explore proven ways to dramatically improve operational efficiencies, organizational effectiveness and competitive differentiation.
Jim Lamb, CMA
Regional Financial Advisory Services Leader
DOWNLOAD THE PRESENTATION: McGLADREY PRESENTATION
PLAYING TO WIN: IT’S ALL ABOUT STRATEGY
In banking these days, it’s all about getting the best out of your team and finding the right offense to win. And even when it looks like the big guys are gunning to take you down, you’ve got to try your hardest and find ways to get back up and beat them at their own game. That’s why we’re bringing in Steve Grogan, one of the most celebrated quarterbacks in New England Patriots history. Hear this Super Bowl veteran’s inspirational stories, and don’t miss your chance to get his autograph and have a photo taken with the Patriots Hall of Famer.
1:15-1:30 p.m. Break
CONQUERING THE CROSS-SELLING IMPERATIVE
To improve margins, it’s critical to maximize revenue from each customer. Join a panel of community bankers who have figured out how to get teams to effectively cross-sell products and services. From mobile apps to wealth management, the array of opportunities can be overwhelming for front-line staff, marketing personnel and even senior management. Hear techniques and best practices from peers who are leading in execution. Panelists include Sue Blasavage, Senior Vice President, Retail Sales Manager at Union Savings Bank, of Danbury, Conn.; and Joanne Baz, Vice President – Regional Branch Manager, Navigant Credit Union, Rhode Island.
DOWNLOAD THE PRESENTATION: CROSS SELLING PRESENTATION
HOW TO USE DERIVATIVES TO HEDGE INTEREST RATE RISK
Given today’s unprecedented low interest rate environment, community and regional banks are actively seeking ways to mitigate interest rate risk through the use of derivatives. This discussion is centered on why banks use derivatives to hedge, what strategies are being employed and how these products positively impact the commercial lending process while maintaining the bank’s net interest margin. Presented by Steve Russell, Advisor, Chatham Financial.
DOWNLOAD THE PRESENTATION: DERIVATIVES PRESENTATION