Successfully reported this slideshow.
We use your LinkedIn profile and activity data to personalize ads and to show you more relevant ads. You can change your ad preferences anytime.
GROW, OPTIMIZE, PROTECT: USING
BUSINESS INTELLIGENCE AND
MARKETING TO GET A BIGGER SLICE
OF THE PIE
James McHale, SVP/GM A...
PROFIT RISK AND HOW TO
IDENTIFY AND MITIGATE IT
Confidential & Privileged Document
According to Forbes, 87% of companies think big
data will make big changes to their ind...
Confidential & Privileged Document
Profit risk management
Profit Risk: concentration of income statement
vs. distribution ...
Confidential & Privileged Document
Five most common uses of big data
1. Fraud Detection
2. Compliance and
Regulatory Requi...
Confidential & Privileged Document
Your call to action
1. Get your integrated database system up and
running
2. Start to u...
Confidential & Privileged Document
Your call to action
4. Define acceptable “Profit Risk” concentration
levels
5. Set “Pro...
Confidential & Privileged Document
Your call to action
6. Establish “Profit Risk” discipline
7. Develop “Profit Risk” stra...
Confidential & Privileged Document
What your institution will gain
1. Improved identification of market
opportunities
2. H...
Building our future – Strategy shift to On-Tap CU
10
• Perceived Exclusive Field of
Membership
• Aging Membership
• Strate...
11
Organizational ScoreCard Elements:
• Millennial Wallet Share – Products
& Services
• Millennial Membership Growth
(Over...
Marketing and growth initiative
12
• Opportunity: Target
Millennials
– Certificate of Deposit
• Cross sell to Millennial g...
Confidential & Privileged Document
Marketing and growth initiative
• Deepen Indirect
Relationships
– New Interest
Rewards
...
Baker Hill Prosper 2017 - Grow, Optimize, Protect: Using Business Intelligence and Marketing to Get a Bigger Slice of the ...
Upcoming SlideShare
Loading in …5
×

Baker Hill Prosper 2017 - Grow, Optimize, Protect: Using Business Intelligence and Marketing to Get a Bigger Slice of the Pie

302 views

Published on

Presented by James McHale
Regional community banks and credit unions understand they must outperform their national brand competitors when it comes to fully engaging their customers -- but sometimes overlook their direct and/or online-only banking counterparts. This session showed how advanced analytics tools provide unique actionable insights which, when coupled with a sustained marketing strategy, help them compete more effectively to maximize customer acquisition, engagement and retention -- and most importantly profit.

Published in: Business
  • Be the first to comment

  • Be the first to like this

Baker Hill Prosper 2017 - Grow, Optimize, Protect: Using Business Intelligence and Marketing to Get a Bigger Slice of the Pie

  1. 1. GROW, OPTIMIZE, PROTECT: USING BUSINESS INTELLIGENCE AND MARKETING TO GET A BIGGER SLICE OF THE PIE James McHale, SVP/GM Analytics at Baker Hill Bryan Thomas, VP of Lending at On Tap CU
  2. 2. PROFIT RISK AND HOW TO IDENTIFY AND MITIGATE IT
  3. 3. Confidential & Privileged Document According to Forbes, 87% of companies think big data will make big changes to their industries before the end of the decade. Even more think that not having a big data strategy will cause their companies to fall behind. “Only the most informed and profitable will survive and prosper …”
  4. 4. Confidential & Privileged Document Profit risk management Profit Risk: concentration of income statement vs. distribution and diversification of income streams When profit risk is minimized, income volatility is mitigated and income and capital are sustained and grow, and the financial institution remains viable.
  5. 5. Confidential & Privileged Document Five most common uses of big data 1. Fraud Detection 2. Compliance and Regulatory Requirements 3. Customer Segmentation 4. Personalized Marketing 5. Risk Management
  6. 6. Confidential & Privileged Document Your call to action 1. Get your integrated database system up and running 2. Start to understand profitability dynamics in detail 3. Evaluate your income statement based upon achieving sustainability
  7. 7. Confidential & Privileged Document Your call to action 4. Define acceptable “Profit Risk” concentration levels 5. Set “Profit Risk” objectives and goals to spread profitability over a greater spread of customer/member relationships, products, markets, branches and officers
  8. 8. Confidential & Privileged Document Your call to action 6. Establish “Profit Risk” discipline 7. Develop “Profit Risk” strategies and tactical plans 8. Define institutional success based upon increased profitability, earnings and capital growth
  9. 9. Confidential & Privileged Document What your institution will gain 1. Improved identification of market opportunities 2. Higher levels of acquisition, retention and protection of market share 3. Higher, irrefutable return on investment with respect to revenue capture
  10. 10. Building our future – Strategy shift to On-Tap CU 10 • Perceived Exclusive Field of Membership • Aging Membership • Strategic Directional Change from Billion Dollar Brand
  11. 11. 11 Organizational ScoreCard Elements: • Millennial Wallet Share – Products & Services • Millennial Membership Growth (Overall) Building our future – Strategy shift to On-Tap CU
  12. 12. Marketing and growth initiative 12 • Opportunity: Target Millennials – Certificate of Deposit • Cross sell to Millennial group without CD (3,873 Relationships) – When a Millennial has a CD in relationship: Average Profit per Relationship increases 1,290% Cross-Sell Service Ratio increases 158% Cross-Sell Account Ratio increases 278%
  13. 13. Confidential & Privileged Document Marketing and growth initiative • Deepen Indirect Relationships – New Interest Rewards Checking – New Online Banking Solution (Q2) 13

×