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.
Life
After Opt-in
RFG will discuss what tactics have been successful
in getting members to opt-in, and what product line
changes are necessary to help combat declining fee
income that may be experienced heading into 2011.
Can
Free Checking Survive?
Can Free
Checking offerings survive with diminished
non-interest income? If so, how can credit unions
that continue to offer free checking use this
opportunity to steal market share?
Secrets
of Highly Efficient CUs
RFG will discuss
the traits and different efficiency models employed
by the most efficient institutions and how you can
apply these lessons to your credit union.
How to
Attract Gen Y
RFG will explore
Gen Y in depth, looking at their product usage and
how to communicate effectively with this generation.
We will explore the evolving strategies in social
media and examine what’s worked and what hasn’t.
Overcoming Stagnant Growth
RFG will present
how consumers are changing their financial behavior
and the implications this has for you in product
design, pricing and marketing.
The
Impact of Small Business
RFG will discuss
how credit unions can meet the needs of small
business members, and the impact that this can have
on your institution’s overall performance.
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.
