Many critical issues face
the financial services industry. The CEO Strategies
Group workshops will serve as a forum to discuss these
and many other topics related to improving performance.
The Crisis in Confidence
- Recent RFG research reveals just how low consumer
confidence in the economy and financial institutions
has sunk. How should you best respond to this, and
can you turn this to your advantage? How important
is deposit insurance in this environment? How do you
position your credit union as the safe haven for
your member’s deposits?
Rewards Checking -
What does recent case study analysis of several
institutions that are offering Rewards Checking
reveal about the success of this product? Does the
growth come from internal conversion, or are the
balances new to the institution?
Household Growth -
What new initiatives are being developed by banks
and credit unions to generate new household growth?
Are these initiatives having success?
Core Balance Growth
- One of the most critical issues facing credit
unions in the current economic environment is core
deposit growth. How should you communicate with your
members and the marketplace is these turbulent
times?
Equity Credit -
With the loss in real estate values, the loss rates
in many equity portfolios have accelerated. What are
financial institutions doing to preserve the value
of these portfolios and position them for future
growth?
Technology - How
receptive are consumers to the new delivery
technologies such as mobile banking. Can mobile
banking be a revenue-generating technology rather
than simply another delivery expense?
Efficiency - What
new approaches are being adopted by credit unions to
improve operational efficiency? Can technology be
used to reduce staff in the new accounts area and
drive improved product sales?
The key element of this part of the program is the
audience discussion. High performers are
identified and tactics to improve growth and performance
are discussed in an open forum. While discussion is
voluntary, these sessions tend to result in a high level
of interaction among participants and provide new
insights, strategies, and tactics that participants are
able to implement at their own credit unions.
8:00 a.m. - 8:45 a.m.
Methodology Review
In this session, we’ll discuss
the methodology RFG employs to generate the results analyzed
throughout the day. The objective of this session is to
detail the sources of information used to calculate profit
at the account, individual and household level.
9:00 a.m. - 3:00 p.m.
General
Session
The general session covers the Board Report, Branch
Analysis, Member Segmentation and Product Management.
Board Report
This section of the day examines the overall performance of
the credit union from the perspective of growth, earnings,
efficiency, margin management, non-interest income and
relationship management. Performance ratios are reviewed,
trended and compared to other institutions in the CEO
Strategies program. The objectives of this session are to
address the following areas:
Operational Efficiency
– Which business lines are critical to improving
operational efficiency? How does your revenue and
expense per household compare to other institutions of
similar asset size?
Net-Interest Margin
Management – Can you improve net interest margins in
the current flat yield curve environment? What products
and strategies should be the focus to improve net
interest margins?
Non-Interest Income
Management – Are there new opportunities for
increasing non-interest income?
Relationship Management
– What role does member loyalty play in relationship
development? How do we best measure and improve member
loyalty?
Branch Analysis
Continuing on with RFG’s innovation in measuring branch
performance, RFG will measure the performance of your
branches in regard to the development of member
relationships. Branches will be evaluated on the basis of
the convenience they provide, their ability to generate new
growth and how well they broaden relationships with members.
The following questions will be
analyzed in this analysis:
Are you providing
sufficient branch-based convenience?
What aspects of the member
relationship are most significantly impacted by the
level of convenience you provide?
How well are individual
branches performing? This analysis provides a concise,
one-page analysis of each branch’s performance for you
to use with branch managers.
Member
Segmentation
A new analysis included in this section will examine the
relationships that are being developed as a result of the
sale of a checking account into a household. In this
section, we will examine the changes that occur over time
after a checking account is introduced into a member
household. How does the services per household ratio change?
Do we see significant changes in profitability? This section
will illustrate the value of selling checking and determine
whether you are sufficiently leveraging the checking
relationships that you have developed. We will then discuss
the latest innovations that we are seeing in the design and
marketing of checking accounts.
Product
Management
The Product Management discussion focuses on refining the
credit union’s product offerings to best meet the demands of
members while maintaining organizational profitability. Each
participating credit union receives a detailed analysis for
all deposit and loan products they offer. Product strengths
and weaknesses are discussed and then evaluated.
Some of the areas of discussion
will be:
New Account Detail –
New account generation over the previous six months is
analyzed.
• What is your new account growth in each product area?
Product Comparatives
– Each product line is examined for key strengths and
weaknesses.
• What is your penetration, average balances and account
profit? How do they compare with other institutions?
Tactical Actions –
What are the specific product design, pricing, and
promotional actions that should be taken in the key
product areas.
12:00 p.m. - 1:00 p.m.
Lunch
Lunch is provided.
Networking opportunities exist to discuss key
issues with management from other credit unions.
RFG is registered with the National Association of
State Boards of Accountancy (NASBA) as a sponsor of
continuing professional education of the National
Registry of CPE Sponsors.
