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"Deposit Generation: A Multi-Pronged Approach - Part II" by CharlesWendel on August 13, 2008, 1:40 pm, in category Banking
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Executive Summary: Adding to the initiatives discussed last week, selecting sub-segments to target for deposit growth and executing effectively against them can protect and grow deposits. Multiple best practice examples offer opportunities for adaptation and adoption.
Last week’s newsletter built off of a presentation given by Bill Hippensteel of BBVA Compass Bank to St. Meyer & Hubbard’s annual Client Executive Meeting. Bill’s topic: “Generating Deposits in Challenging Tim.....
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"Deposit Generation: A Multi-Pronged Approach - Part I" by CharlesWendel on July 30, 2008, 4:28 pm, in category Banking
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Executive Summary: Senior bank management knows that generating low-cost deposits is critically important to ensure funding stability and to allow for continued profitable loan growth. To protect and build deposit levels, banks need to explore multiple approaches, some tactical and near-term and others more strategic and long-term.
This week I spoke at St. Meyer & Hubbard’s annual Client Executive Meeting. St. Meyer & Hubbard specializes in providing sales training to U.S. banks.....
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"What Now in Banking SMEs?" by CharlesWendel on July 16, 2008, 12:56 am, in category Small Business
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Executive Summary: Management needs to make certain that its bankers continue to sell to small and mid-sized companies (SMEs) during what may be an extended period of increased concern over credit quality. Valid issues related to risk and managing credit quality can destroy a sales and marketing effort, a costly impact that needs to be avoided.
The best description I know concerning how banks operate through cycles was provided by Ed Morsman, a now retired but still highly respect.....
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"Can Private Equity Save the Banks?" by CharlesWendel on July 1, 2008, 10:16 pm, in category Banks
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Executive Summary: Banks should be leading the effort to loosen regulations in order to encourage private equity firms to invest in banks. Not only is the infusion of capital important, but even more critical may be the mindset that private equity firms bring to their investments.
The Wall Street Journal on June 26th featured an opinion column by Olivier Sarkozy and Randal Quarles, two Managing Directors of the Carlyle Group, a top private equity player, titled “Private Equity Ca.....
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"Armageddon?" by CharlesWendel on June 19, 2008, 11:23 am, in category Banks
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In an article titled, "Not the time to gamble on survivors of Armageddon," the Financial Times columnist Tony Jackson asked where the bnk stoicks today provide "an opportunity oir Armageddon." He goes on to write, "The real, risk-adjusted returns on assets from the 100 biggest banks, it appears, has been falling since the early 1990s...the industry's headline growth has been built on sand."
Jihn Paulson, the hedge fund manager who earned close to 4.0 billion last year by shorting the su.....
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"'Linking' Across the Bank for Mass Affluent Growth" by CharlesWendel on June 18, 2008, 3:09 pm, in category General
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Executive summary: Bank management continues to miss opportunities to create fundamental linkages across the bank’s products and channels, missing growth opportunities in the mass affluent space. Banks often seem insensitive to customer opportunities that they should recognize, resulting in underserved clients and mediocre wallet share.
A recent article in BAI’s online Banking Strategies Retail Delivery Insights on the mass affluent segment highlights opportunities available to.....
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"Roadmap for Success: Mediocre Employees, Smart Segmentation?" by CharlesWendel on June 5, 2008, 2:56 pm, in category Banking
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Executive Summary: Selecting the most appropriate market, product, and customer focus rather than picking the best and brightest employees may be the most critical element in a bank’s success.
Consider this remarkable comment from a recent Lex Column of the The Financial Times: “There is little proof that a bank needs the best talent anyway. This latest financial crisis showed that it was a bank’s business mix, rather than its skills, that determined whether it copped big wri.....
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"Business mix not office layout" by CharlesWendel on June 4, 2008, 1:22 pm, in category General
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In his most recent blog, Pat Lencioni, the management writer and lecturer, suggests that companies rethink their traditional office arrangements: "So, am I suggesting a radical departure from tradition, one in which executives sit in big, open areas with their teams, going into private rooms only on occasions when necessary? Well, I guess I am."
While open offices may make people feel good about themselves, focusing on this area seems more of a distraction than a major initiative.We hav.....
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"Credit quality" by CharlesWendel on May 23, 2008, 2:34 pm, in category Small Business
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Current indications are that the gap in credit quality betwen top and lagging performers is increasing and may continue to widen.
Paynet data puts current 90 day+ delinquencies at slightly over 1.0% However, for the top 50% of performers the percentage is at about.5% while for the bottom 50% delinquencies are above 1.5%. During the last downturn for small business loans (2003), the gap between these groups approached 2.0%, suggesting that credit quality laggards are in for an increasing.....
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"Quality remains strong" by CharlesWendel on May 4, 2008, 8:34 am, in category Small Business
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Despite a few exceptions, small business credit quality remains strong.
Right now, quality issues appear limited to big banks that, either through direct mail or branch based programs, offered auto-decisoned loans to microbusinesses. These lenders gave little to no consideration to loan purpose.
In some cases, these loans are underperforming due to "soft" fraud, for example business owners misstating their annual revenues. In other cases, loans were offered to companies that h.....
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