National Association of Federal Credit Unions | 46th Annual Conference and Solutions Expo | July 9 - 13, 2013 | Boston

Business Development Track

A Case Study of Branch Sales: Metrics That Matter

Based on eight years of research with over 300 credit unions and banks, the results of this case study will give you incredible insight into the branch metrics that matter most, how to measure them, and how you can use them to improve branch performance. You’ll also discover how DHCU Community Credit Union is deploying performance scorecards throughout its branch network to improve sales effectiveness. Walk away with a workbook on how to build better branch scorecards, industry benchmarks, and sample scorecards that high performers are using. The workbook will also include a four-step performance management process utilizing the performance scorecards.
Craig Capp, Director, Performance Consulting, St. Meyer & Hubbard; and Matt McCombs, Executive Vice President and COO, DHCU Community Credit Union

20 Ideas in 90 Minutes

Weave your way through an interactive discussion of 20 great ideas that affect today’s credit union executives. Get take-aways learned by NAFCU’s EVP/COO Anthony Demangone’s through his development of the NAFCU Musings from the CU Suite blog. This session will tackle issues such as: workplace interruptions; trusting your gut reaction, or ignoring it in light of raw data; the one thing your employees could do to best improve their health; and how to improve workplace meetings.
Anthony Demangone, Esq., NCCO, Executive Vice President and Chief Operating Officer, NAFCU

How Technology is Transforming Today’s Branches

Technology’s impact on how we bank isn’t limited to financial transactions on our smartphones or checking account balances online. A quick trip to your local credit union branch may reveal a brick and mortar building with the latest in technological advances, such as Personal Teller Machines that speak to you. Find out how to leverage these new technologies at your branch in order to improve service delivery and increase profitability.
Bob Tramontano, Vice President of Global Marketing, NCR

Data-Driven Decisions or Paralysis by Analysis: Loan Portfolio Risk Management
Strategies

What can federal credit unions do to mitigate fair lending risk? The NCUA has outlined several best practices, including the development of written fair lending policies and procedures, the identification of risks through periodic fair lending risk assessments, and the development of a fair lending program based on the results of the risk assessments. Hear the underlying strategies necessary for credit unions to support a profitable loan portfolio in today’s dynamic and highly competitive market.
Michael Cochrum, Director of Lending, CU Direct

Vendor Management Program Check-Up: 10 Tips to Improve Your Vendor Management Program

In today’s economic and regulatory environment, credit unions must maintain a comprehensive vendor management program to satisfy examiners, management and other stakeholders. The NCUA, CFPB and FFIEC are all examining how credit unions work with and manage third party vendors. This includes overall relationship risk, due diligence processes, and vendor oversight. Learn tips to help you improve your vendor management program, not only to satisfy regulators but also to improve internal efficiencies for greater cost savings. In addition, get tips to make sure you are prepared for your next audit.
Andy Vanderhoff, Founder and CEO, Quantivate

Credit Scores: What’s Behind the Number?

This presentation provides an in-depth review of credit score models and how they are built and put to use by credit union lenders. It also covers changes to the marketplace, including the increased use of multiple models as well as custom and industry score models. Get recent consumer trend data providing further insight into what impacts a credit score and giving you valuable information in how you can help your members improve their scores.
Barrett Burns, President and CEO, VantageScore Solutions, LLC

Boost Income and Expand Wallet Share by Engaging the Digitally Disinterested

Do you have a business plan to maximize the results of your online initiatives? This session will shatter the old adages about traditional email campaign models and transform the way you set goals for your website. Learn from the experiences of several credit unions that have made the best use of transactional marketing opportunities on their website. See the latest analytics and customer contact email nurturing tools that deliver what a member wants, when they want it, and how they want it.
Jeffrey Chesky, President and CEO, Insuritas

Uncover the Secret Within: Using Member Data to Strengthen Your Bottom Line

Develop a successful credit union growth strategy by mining your member data. You have an unprecedented opportunity to deepen member relationships and improve revenue. Learn how to re-interpret your current member data with powerful new perspectives, better segment your audience, and make your member communications smarter and more successful using a targeted, multichannel approach.
Steve Miller, Director of Financial Services Communications, Cathedral Corporation; Maria Del Amo, Director of New Business Development, Cathedral Corporation; and Tricia Donohue, Principal, The Marketing Mix

Non-Interest Income and Future Business Models Panel

During this panel, you will explore innovative products that can help guide your future credit union operations. Hear about ideas for credit and debit growth opportunities. Get a clear picture of what tomorrow’s credit union will need to succeed.
Panelists include Dave Schneider, President, PULSE Network and Senior Vice President, Corporate Debit Strategies and Products, Discover; Brent Dixon, Researcher, Filene Research Institute; and Paul W. Muse, President and CEO, 1st Advantage Federal Credit Union

Grow Your Lending Business through Sales Alchemy

You’ve heard how important Emotional Quotient (EQ) is for sales teams. In this session, gain a better understanding of what EQ your credit union needs to better serve your members. Take a holistic look at the U.S. consumer and credit union member demographics by zip code and other individual needs and motivations. Learn about the current mortgage market and how to track changes in the ever-fluctuating lending environment. Rethink your credit union’s plan for growth and determine what online lending strategy is right for you. You will also walk away with free online tools designed to help you track the trends in the marketplace and better understand the members you seek to serve.
Steve Richman, Sales Trainer and National Spokesperson, Genworth Financial

Strengthening That Bottom Line: New Income Opportunities

Join this panel to learn how you can add new sources of income and increase member satisfaction at your credit union. Hear the experts talk about the most current ideas for bringing money to your credit union, including how to meet your increasingly tech-savvy members’ expectations, the coolest new credit and debit processing options, and much more.
Panelists include Tim Lukens, Executive Vice President, Strategy, Affinion Group; Evan Shelan, CEO, eZforex, Inc.; Jeff Chesky, President & CEO, Insuritas; Jim Lumadue, Senior Sales Executive, Discover Financial Services; Chris Brown, CEO, RateGenius, Inc.; and Julie Nielsen, Regional Vice President, Securian Financial Group

EMV and the Ever-Changing Payments Landscape

Will the largest payment acceptance market in the world completely change the way it authorizes card present transactions in the next 700 days? More importantly, will your credit union be ready? Learn the fundamentals behind this important topic, including the credit union challenges associated with the upcoming U.S. migration to EMV. This session is perfect for card issuers as well as for credit unions with merchant portfolios.
Patty Walters, Senior Vice President of Merchant Products and Security, Vantiv