8 Daily Lecture Wednesday IICommunity A

8 Daily Lecture Wednesday IICommunity B

8 Daily Lecture Wednesday IICommunity C

8 Daily Lecture Wednesday IICommunity D

CBA’s Executive Banking School Objectives

Retail Strategy• Customer acquisition• Branding & marketing• Product & pricing• Delivery optimization

Bank Management Strategy• Economic value & risk• Capital considerations• Analyst influences• 360° executive

management

Financial Strategy• Financial analysis• Key performance

drivers• Earnings power• Risk considerations

MarketSim Objectives

Retail Strategy• Customer acquisition• Branding & marketing• Product & pricing• Delivery optimization

Bank Management Strategy• Economic value & risk• Capital considerations• Analyst influences• 360° executive

management

Financial Strategy• Financial analysis• Key performance

drivers• Earnings power• Risk considerations

Next Year – Financial Strategy Objectives

Retail Strategy• Customer acquisition• Branding & marketing• Product & pricing• Delivery optimization

Bank Management Strategy• Economic value & risk• Capital considerations• Analyst influences• 360° executive

management

Financial Strategy• Financial analysis• Key performance

drivers• Earnings power• Risk considerations

Review Results

Presentations

Final Summary

Session Objectives

9

Results

BSI

Graphs

10

How did you do?

Model works like the real world

There is no one right strategy

As in the real world, focused

teams that work as a team win

OOOOOPS! It’s hard to keep this stuff calibrated!

You are constantly working tradeoffs

to achieve optimization

11

Team Presentations

12

In Summary

What did you learn?

How can you use it next week?

How can you use it for your policy study?

How can you use it next year in BankCom?

How can you use this when you get the CRO job?

Retail Marketing Plan

• Analyze• Identify Gap/Weakness/Opportunity• Present a Recommendation

CalendarWeek of: August 3 Begin scheduling interviews

Review the Assignment to ensure understanding

August 10 Begin to complete prior year’s analysis - emphasis on marketing analysis o Brand, Segment, Product, Delivery Channels

Participate in Refresh Webinar Begin conducting interviews

August 11 Begin to identify your main competitor to include in your paper Begin research on your peer bank Continue with interviews

August 24 Begin writing about the bank’s performance o Focus on Balanced Scorecard

Don’t be concerned about length of paper at this point.

Submit your recommendation (1-3 sentences ONLY) to xxx for

review by August 31st

CalendarAugust 31 Begin developing recommendation

What are you solving for?

September 7 Write rough draft of summary

September 14 Begin Pro Forma

September 21 Begin editing and rechecking assumptions

September 28 Write executive summary

October 5 Put all the pieces together into a cohesive draft

October 12 Reread assignment and then read paper again “for the first time”

October 19 Final Edits

Submit Paper - DUE OCTOBER 26

Celebrate!

Remember...

It’s all about the Customer

Products should be created to customer needs

Delivery should also be set to customer needs

Tradeoffs are driven by your 4 constituencies ….Customers, Employees, Communities and Shareholders

Final Thoughts

• Throughout your career in Retail Banking, you will be making and will be impacted by these decisions

• Do you now better understand what is expected of your Retail team?

• Can you articulate the tradeoffs?• Can you help your team WIN??

Due Now!

Community Leader Evaluations

Retail Bank MarketSim Evaluation

Thank you!

We hope you learned a lot, had a bit of fun and made a few new friends.

We look forward to seeing you again next year!