Driving Superior Market Performance

I will be presenting a case study with Frost Bank on Improving the Performance of New Branches at EFMA’s Local Performance Management Conference on March 12-13.

Frost is one of the best performing US banks, and they have done an outstanding job of accelerating the profit growth in new, and repositioned, branches. The full agenda for the conference is available on the EFMA (European Financial Management & Marketing Association) site. As a presenter, I can offer a special discount for attendees if they register with the discount code KERSTEIN.

Here’s a brief overview of the conference:

Performance in banks can vary considerably between branches and regions. Many of the most successful banks are therefore adopting a local and micro-market approach to marketing and performance management.

Micro-marketing requires an understanding of the different characteristics of local markets. Banks need to be able to adapt and respond rapidly to these, using different marketing and operational strategies to enhance local performance.

Key Issues that will be explored during the event include:

• Local branches: Developing the right format and location of branches and channels. Setting up local performance management units.
• Local marketing: Understanding and targeting local market segments; developing local marketing and pricing; using market and customer data locally. More effective use of local marketing and sales resources.
• Local management: Giving local management teams greater control, flexibility and empowerment. Boosting performance management levels at the local level; and gaining a clearer understanding of branch performance differences.