Consumer Banking Relationships and the Use of Analytics in Segmentation Strategies

Start Date: 2/14/2012 1:00 PM CST

End Date: 2/14/2012 2:00 PM CST

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A combination of a sluggish economic recovery and increased regulation has slowed the pace of revenue growth for banks in 2012 and beyond. As a result, the top priority of financial institutions has shifted from acquisition and origination to share of wallet capture. The focus is on delivering a perfect customer experience in every interaction across all channels. Doing so, requires a deep understanding of what customers need, want and expect.

Consumer Banking Relationships and the Use of Analytics in Segmentation Strategies will give you the insights and practical information necessary to help you better understand your current and prospective customer base and to develop customer segmentation strategies, and how analytics are the key to finding the best opportunities for revenue growth.

In this webinar you will learn:

  • Insights into results of the recent BAI Research Study – The New Dynamics of Consumer Banking Relationships – highlighting resulting consumer segments and attitudes to help you develop your segmentation strategies
  • Best practices for using predictive analytics to attract, retain and grow profitable customer relationships
  • SunTrust Case Study: how SunTrust has used segmentation to create more revenue opportunities

As a thank you for registering for this webinar*, you will receive a complimentary copy of the Executive BAI Research Report: The New Dynamics of Consumer Banking Relationships






Your Presenters

Leroy Abrahams

Leroy Abrahams

Executive Vice President, Branch Banking Service and Sales Manager, SunTrust Bank

Mr. Abrahams is currently the Branch Banking, executive for SunTrust Bank. In this role, he is responsible for branch banking client experience across SunTrust’s entire 1,700 branch footprint. He is based in Atlanta.

Prior to assuming his current role in April 2009, Mr. Abrahams served as the Central Group Retail Line of Business Leader, a position he assumed on March 1, 2006. In this capacity, he had responsibility for the Retail Banking activity of the SunTrust branches in Tennessee and Georgia.

Prior to joining SunTrust, Leroy was the Consumer Banking Manager for AmSouth Bank in East Tennessee and had served as the Business Banking Group manager for Provident Bank in Cincinnati, OH.

Leroy began his career in the Commercial Banking Training Program at a predecessor of Bank of America in Fort Worth, Texas. After spending the first five years of his career in Commercial Banking, he then moved into the role of Community Development Officer at Bank One in Texas. From this position, Leroy had several management assignments at Bank One, including: leading the Consumer and Small Business Loan Underwriting Center in Fort Worth, managing a loan origination team operating in five major markets, and leading the sales and service efforts for Bank One, Fort Worth’s Retail branches.

Mr. Abrahams graduated from Texas Christian University with a BBA degree and a major in Finance in 1986.

Mr. Abrahams now resides in Atlanta and is a member of the Board of Directors for The United Way of Metro Atlanta. He has served on a variety of non-profit boards in the past including: Chris Kids, The East Tennessee Economic Development Association, The Knoxville Chamber Partnership, The Women’s Haven, The Dogwood Arts Committee and he was a United Way Allocations Committee Chair.


Bill Hippensteel

Bill Hippensteel

Managing Director, Content, BAI

Bill is the Managing Director of Content at BAI and is responsible for tracking global industry trends and opportunities and for directing related development of BAI retail banking education, publishing, training and related research to provide critical strategic resources for the retail banking industry.

Bill was most recently Executive Vice President and Director of Product and Segment Management for BBVA Compass. Bill was responsible for US financial services products for the retail, small business, and commercial banking areas. Bill’s primary functions include the development of new products, management of existing products, product pricing, business intelligence and campaign offers. He developed the strategic plans, tactics and programs for the attraction, expansion and retention of these clients. Bill also provided direction for research, communications, budgeting, client experience programs and educational tools for staff and branch personnel within the company.

Prior to joining BBVA Compass, Bill was the Marketing Director for AMCORE Financial (now BMO Harris Bank) and served as product development manager and market research manager for Fifth Third Corporation. Bill graduated from Michigan State University with a degree in finance and holds an MBA in marketing from Western Michigan University. He is a graduate of the Stonier Graduate School of Banking and the Wharton Business School/BBVA Marketing Graduate Program. He served on the faculty of the ABA School of Bank Marketing and Management, the ABA Stonier Graduate School and the Arab Academy for Banking and Financial Services. Bill served on the BAI Retail Delivery Planning Committee and was a former Chairman of the Professional Development Council for the ABA. He is also a past president of the Bank Marketing Association and past Chairman of the Raddon Financial Advisory Board.


David Wallace

David M. Wallace

Global Financial Services Marketing Manager, SAS Worldwide Marketing

David Wallace is Global Financial Services Marketing Manager for SAS with responsibilities for defining industry strategy for the banking and capital markets segments of the global financial services industry. He has over 30 years of experience in the application of information technology to solve customer needs, including a focus on the financial services industry for almost 20 years.  Prior to joining SAS, David was Manager, Corporate & Investment Banking, Americas FSI Marketing for Hewlett-Packard.  David also held a number of senior sales and marketing positions over a 23 year career at HP. During a 10 year assignment managing the relationship with a top five U.S. financial services firm, David was responsible for client projects in consumer banking, commercial banking, trust administration, defined contribution plans, corporate and investment banking, shared services and retail brokerage among others. David holds a bachelor of science in economics from the University of North Carolina Wilmington and a master of business administration from East Carolina University.


*The executive report will be provided to you shortly after you after the date of the live webinar - February 14.