Vol. 2 No. 4 | 2011
Retail Banking’s Steeper Climb
December 2011
Facing a continued revenue drought in 2012, retail bankers are feeling the heat for massive cost reduction. Across the U.S., about 16,000 branches are underwater, and an equal or greater number are barely getting by. While cost control will remain a top priority, extreme branch closures are not the answer for an industry that still needs to retain customers and prepare for future growth.
Features
Editor’s Letter: Confronting Retail Banking Challenges In 2012
December 2011
Following basic measures to cope with the revenue drought, retail bankers face the steeper challenge of transforming their franchises to compete in a changed market.
Multi-channel M&A: Where do Branches Fit?
December 2011
To grow in a market that is only partially recovered, commercial bankers will need a set of focused initiatives that match strengths with select opportunities. As with other banking lines of business, much of the commercial opportunity for 2012 centers on gaining market share.
As seen in Bank Director
Risk and the Road Ahead: What Bank Directors Need to Know
December 2011
To cope with market volatility and heightened regulatory pressure, bank boards must play a much more proactive role in risk management. For the past year, directors at U.S. banks and thrifts have been grappling with their new responsibilities in overseeing and controlling risk.
Slash or Transform Retail Distribution?
December 2011
Retail Banks must transform their cost structures to combat new revenue realities. Major institutions that do not address this issue head-on will be at a severe disadvantage in this constrained market, increasing their likelihood of being consolidated rather than consolidating others.
As seen in Banking Strategies
Night of the Zombie Branches:
Rescues Possible?
December 2011
The U.S. banking industry is facing an issue that may well determine the future of many institutions over the next few years. The problem is “zombie branches” that were crippled during the recession and may never return to financial viability under current ownership.
Michael Rice Discusses Bankable Solutions
December 2011
Banks are facing a severe revenue drought from the recent onslaught of regulations. While significantly impacting banks now, these full effects of these regulations won't even be fully felt until 2012. Banks are in desperate need of solutions to help make up these lost revenues. Mike Rice discuses a few options banks can start pursuing immediately.
Commentary
As seen in Banking Strategies
Back to the Drawing Boards for 2012
October 2011
As banks gear up for 2012, the problem is not just overcapacity, but obsolete capacity. Deeper cost cuts must fit within a larger plan to rebuild the business, including assessments of future balance sheets.
As seen in Banking Strategies
Avoiding a Sales Productivity Crisis
October 2011
Will branch staff cuts exacerbate the revenue crisis in retail banking? Much hinges on sales productivity. Leading banks are using four levers that banks can pull to reverse the current sales productivity trends.
As seen in Banking Strategies
Pricing for Opportunity for Home Equity Lending
September 2011
Advanced pricing skills will be critical as home equity lenders compete for selective growth opportunities going into next year.
As seen in Bankthink
Overemphasis on Coaching: Killing Sales at Bank Branches?
August 2011
Novantas recently surveyed banks about how branch managers spend their time and found that banks focusing on direct selling can outsell other banks by more than 30%.
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