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February 22, 2012

Winning the Small Business Customer

This webinar is sponsored by:

Wausau

Summary:


The small business customer has increasingly become the center of attention for financial institutions of all sizes when it comes to Remote Deposit Capture (RDC), but for years they have struggled to understand and meet the needs of the small business customer. According to Aite Group’s previous small business survey, approximately 90% of the 40 largest U.S. financial institutions consider winning the small business customer extremely important to the overall success of their institution. Despite this, small business satisfaction with their financial institution is down and financial institutions are not meeting their cross-sell goals.

Have satisfaction levels improved since then? Have your small business customers’ needs changed? What kind of relationship would they like to have with you? What effective small business strategies can you put in place today? How does Remote Deposit Capture fit into the picture?

Please plan to join us for this complimentary webinar, sponsored by WAUSAU Financial Systems , as we bring industry experts together for a presentation around the wants and needs of small businesses, as well as effective small business strategies that will help deepen relationships and increase satisfaction among your small business customers, while generating additional revenue for your institution.

Panelists include: Christine Barry, Research Director at Aite Group who will be joining us to share the results of Aite’s latest small business survey that will give you insight into the questions above while Jason Olson, RDC Product Manager from WAUSAU Financial Systems and Ed McLaughlin from RemoteDepositCapture.com will review best practices as implemented by financial institutions that have successfully penetrated this important segment and share some of the strategies and tools used.


Expert Panelists:


Christine Barry

Research Director
Aite Group


Jason Olson

RDC Product Manager
WAUSAU Financial Systems


Ed McLaughlin

Executive Director
RemoteDepositCapture.com



Webinar Viewing Information:


  • Cost: FREE – This webinar is made freely available by WAUSAU Financial Systems
  • Platform: Webex
  • Length: 90 minutes. Available “On-Demand”. – If you cannot afford this block of time, view part now, then come back and view the rest later.


Discussion Overview:


  • Panelist Introductions
    • Christine Barry. Aite Group
    • Jason Olsen, WAUSAU Financial Systems
  • Small Business Market Dynamics
    • Christine Barry
  • Small business opportunity
    • Wants
    • Services Desired
    • Sample Campaigns
  • Barriers to success and solutions
  • Issues to overcome before a successful campaign can be launched
    • What is success
    • Target segments
    • Addressing risk and customer selection
    • Education and Training
    • A small business offering
  • Marketing Tactics
    • Tools
    • Testimonials
  • Pricing, Fees and Structures
  • Sales Results (Example from a successful campaign)
  • RDC leads to other opportunities
  • Q&A

Select Slide Previews:


Wausau Mobile RDC slide 1   Wausau Mobile RDC slide 2
Wausau Mobile RDC slide 3   Wausau Mobile RDC slide 4

Slide Titles:


  1. Winning The Small Business Customer
  2. WAUSAU at a Glance
  3. Agenda
  4. Aite Introduction
  5. While progress is being made, gaps continue to exist between what small businesses need and what their financial institutions offer
  6. Despite increased focus, small-business satisfaction levels have remained low over the last few years
  7. Most institutions, including the largest banks, recognize they are struggling to serve these customers
  8. Small businesses face several challenges
  9. RDC is therefore a natural fit for small businesses, yet adoption of the product is below bank expectations
  10. Low small-business adoption is not reflective of interest in the product
  11. In fact, interest in RDC has grown over the last two years
  12. …Nor do they have an effective way of gauging risk
  13. Another area where banks are falling short is education
  14. Most small businesses rate their banks as ineffective in educating them about RDC
  15. Additionally, RDC should be sold as part of a small business bundle, rather than a stand-alone product
  16. Profile of small businesses most likely to use and pay for RDC
  17. Final thoughts
  18. …Small businesses may go elsewhere
  19. Small Business Opportunity
  20. Small Business Services
  21. RDC Results w/ Tactical versus Strategic FIs
  22. Business Banking and Small Business Campaign Samples
  23. Small Business RDC Barriers
  24. Small Business RDC Over Coming Barriers
  25. Issues to be addressed
  26. Small Business Remote Deposit Offering Success Criteria
  27. Make it Easy for the customer
  28. Businesses To Focus On
  29. Businesses To Focus On
  30. Top Industries – RDC Deployment Examples
  31. Small Business & Risk Management Policy
  32. Product Education
  33. Small Business Product Features/Benefits
  34. RDC Marketing Tactics
  35. Small Business – Tools & Business Case
  36. Testimonial
  37. Pricing – Fees and Structures
  38. Sales Results (Example)
  39. Cross-Sell Opportunity
  40. Remember: Their Expectations and Wants!
  41. Questions?
  42. Looking for More Information?
  43. Regulatory Guidance Overview