ABA Marketing Conference: marketing strategies for proven results. (Program).

September 22-24,2002 News Miami Beach Hotel South Beach, FL

* Learn how to link your marketing actions to your, strategic plan to retain and attract customers, and continually grow business

* Hear from industry leaders how to build deposits profits and market share

* Discuss with banking experts the latest trends in sales, profitability, small business, and database marketing

* Kick your marketing efforts into high gear with innovative and cutting-edge programming, practical how-to information, and powerful peer exchanges.

"A conference brimming with good, actionable marketing ideas.

Eleanor Dear, Vice President, Marketing, AMCORE Bank, Rockford, IL

Customers are demanding financial services tailored to their individual needs and busy lifestyles. Your competition already knows just developing creative marketing messages is not enough. Reaching customers and prospects and delivering your products and services through those relationships is key to conquering today's complicated marketing issues. Helping you better understand the strategic role of marketing in connecting to customers and building business is the mission of the ABA Marketing Conference.

With a focus on delivering in-depth information and resources to help you make valuable contributions to your bank's strategic initiatives, this comprehensive conference will pro vide you with armloads of new ideas and methodologies to address today's complicated marketing issues.

In addition to on-target programming, tips for increasing revenue, and powerful peer exchanges; attendees will also benefit from a bonus track on sales, which will help you:

* Create a sales culture that sticks

* Successfully move from an event-driven mentality to an ongoing sales process

* Motivate people to perform beyond their expectations.

Plus, a variety of sessions for experienced and new hank marketers alike to help you maximize marketing performance and accomplish strategic objectives for your department and organization.

Don't miss three days of innovative general sessions, panels and concurrent workshops on effective marketing plans to support your bank's growth initiatives. Make plans now to attend the ABA Marketing Conference.

The ABA Guarantee

ABA guarantees that the ABA Marketing Conference will meet or exceed your expectations. If it does not, simply let us know in writing, and we'll refund your full registration fee -- no questions asked.

SUNDAY, SEPTEMBER 22

8:00 AM - 6:00 PM Registration

9:15 - 11:15 AM Workshop

Media 101: Using the Media to Your Strategic Advantage

Suzanne Bates, President & CEO, Bates Communications, Inc.

Never again end an interview regretting what you said or didn't say. This session will show you how to craft a message with maximum impact and get your story told. You'll also learn how to strategically position yourself -- or your CEO -- to become accessible to the media, anticipate certain questions, deliver what reporters will actually use, and always be called upon as the expert.

11:30 AM - 1:00 PM General Session

ABA Marketing Network Advertising Awards

Join us as we honor the recipients of this year's prestigious Ad Awards -- Best of the Best and Certificates of Excellence -- in a number of categories including TV, radio, print, public relations, direct mail and the Internet.

1:15-2:30 PM General Session

Putting Marketing in its Place

Dennis McCuistion, Partner, McCuistion & Associates

If you're expected to deliver the goods in support of your bank's strategic plan -- but are not always part of the planning -- you are not alone! Dennis McCuistion, a recovering bank CEO who has facilitated strategic planning sessions for over 25 years will provide insights into how CEOs view marketing, why marketing and strategy are inseparable and how marketing and sales efforts can earn the respect they deserve.

2:45 - 4:45 PM Workshop

Money-Making, Money-Saving Marketing Ideas

Tom Hershberger, President, Cross Financial Group

Alisha Johnson, Senior Vice President, Highland Bank

Sponsored by ABA Marketing Network

Back by popular demand! From this encore presentation of a top-attended, top-rated session from 2001, you'll take home new bank-tested ideas to meet your strategic objectives. You will also have the opportunity to share your successes and get help with your works-in-progress. See for yourself why an attendee last year said this session alone was 'worth the trip.'

2:45 - 4:00 PM Session

Successfully Selling Insurance

Ken Reynolds, Managing Director, American Bankers Insurance Association

Learn how your bank can take advantage of new opportunities resulting from the recent legislation. Take home examples and case studies of successful selling strategies and proven ideas of how to set your bank on a winning course.

5:15 - 6:30PM Grand Opening Reception in the Marketplace

Our financial partners welcome you to the Marketplace filled with the very latest products and services needed to improve your bank's performance. You will also have a chance to win terrific prizes including a Premier Plus Vacation package sponsored by MMS Incentives.

7:00 PM Dine Around

Network with fellow bank marketers and conference attendees. Restaurant suggestions provided.

MONDAY. SEPTEMBER 23

7:30 AM - 5:30 PM Registration

8:00 - 9:00 AM General Session

Marketing Confidential: True Stories of Successful CEO/Marketer Teams

Moderator: Dennis McCuistion, Partner, McCuistion & Associates

Jeff Bargerhuff, Senior Vice President, Marketing Director, Nevada State Bank

William E. Martin, President & CEO, Nevada State Bank

Lee Symcox, President and CEO, First Fidelity Bank

Suzanne Symcox, Executive Vice President, Communications, First Fidelity Bank

This 'power panel' of CEOs and bank marketers will describe how they overcame challenges so that you can apply the lessons they learned in the development and implementation of your own strategy. You'll learn ways to work more effectively with your CEO, and better understand the role of marketing and sales in today's successful financial institutions.

9:00 - 10:00 AM Refreshments and Learning in the Marketplace Presentations, demonstrations and networking.

10:00 - 11:15 AM Concurrent Sessions

Financial Services for Women in Business: Relevant Research and Successful Strategies

Sue Moore, Executive Vice President, Legacy Bank of Texas.

Women are starting businesses at a rate of 3 to 1 over their male counterparts, and by 2010 will control an estimated 63% of the nation's wealth. Learn the truth about this lucrative niche including demographics, financial product purchases, channel usage and relationship management preferences and how to meet their needs.

Linda O'Connell, Small Business Research Director, Barlow Research Associates

Market Potential! Identify It, Quantify It, and Capitalize on It!

Joe Sullivan, President, Market Insights, Inc.

Kathy Campbell, Vice President, Marketing & Customer Information Manager, AMCORE Financial, Inc.

First class strategic planning demands you understand your market and identify and capitalize on opportunities. This session will discuss demographic shifts, channel preferences, product propensity, competition, market prioritization, household or business penetration and share of wallet. Take home a toolkit of market positioning tactics to execute immediately.

Enough Theory! Wealth Management Marketing Strategies That Work!

Ed Deverell, Senior Vice President, American Guaranty & Trust Company

Anthony Gallea, Senior Vice President-Investments, Salomon Smith Barney

Jennifer Hartmann, Senior Investment Management Consultant, Salomon Smith Barney

The hotly competitive wealth management arena demands your very best marketing efforts. This session will present battle-tested strategies and marketing concepts that are winning business today!

Asset/Liability Management: It's Not Rocket Science!

Paul Diesel, Lecturer in Marketing, Bentley College

This session presents ALCO in plain English as learned by students at the ABA School of Bank Marketing and Management. The understanding gained during this session will enable you to more readily participate in your bank's strategic planning, and make marketing decisions that contribute to ALCO and your organization's profit and success.

All-Star Small Business Bankers - How They Succeed at Selling

Brad Fogleman, Senior Vice President and Corporate Director of Sales, Citizens Bank

Paul Sims, Director Bank Services, Private Business, Inc.

This is the session for you if you want to get all-star performance from your small business sales team. Learn how the best in the business play the game, and the sales and marketing tactics they use to ratchet their bank's performance to a sustainable high level.

11:30AM - 12:30 PM General Session

Marketing and the CEO: Linking Customer and Metrics

Robert E. Hall, President, EnAct, Carreker Corporation

Customers are the source of value and investors and analysts are asking strategic questions about customer metrics. This session will help you better understand the relative value of key customer segments, and show you how to enable everyone in your organization to conduct business with customer value in mind.

12:30 - 1:45 PM Luncheon in the Marketplace

1:45 - 3:00 PM Concurrent Sessions

Financial Services for Women in Business-Relevant Research and Successful Strategies

Repeat Session (See Monday 10:00 - 11:15 AM for session description)

Market Potential! Identify It, Quantify It, and Capitalize on It!

Repeat Session (See Monday 10:00 - 11:15AM for session description)

Enough Theory! Wealth Management Marketing Strategies That Work!

Repeat Session (See Monday 10:00 - 11:15AM for session description)

Build Brand Equity To Take Price Out of the Selection Equation.

Paul Diesel, Lecturer in Marketing, Bentley College

Learn how to remove the need to sell on the basis of rates, spend fewer marketing dollars, and still enjoy stable and growing revenues. All this is made possible by the strategic positioning of your brand based on other elements of the customer selection process.

Sustaining A Performance Culture - Marketing's Strategic Role

Jack Hubbard, Chairman, St. Meyer & Hubbard, Inc.

This fast-paced session delivers practical take-home tips to help speed bankers to sales proficiency. Specific success studies from banks that have implemented these routines and how marketing has become a strategic partner in achieving sales results in retail, wealth management and business banking will also be highlighted.

3:00 - 4:00 PM Refreshments and Learning in the Marketplace

Presentations, demonstrations and networking.

4:00 - 5:00 PM General Session

A Holistic - and Profitable - Approach to Diversity

Betty Rengifo Tucker, Vice President/Manager, Business Strategy Group, Wells Fargo Bank

A leader in one of the nation's most diverse markets, greater metropolitan Los Angeles, shares her strategies for success in gaining market share in small business lending, deposits and market loyalty. Regardless of your bank's size or location, this session will give you ideas on how to collaborate with community and business organizations, non-profits and individuals. By learning how to recognize successes, and employ PR tactics that works you will strengthen your brand, help your community flourish and improve shareholder value.

5:30 - 7:00 PM Reception--With a Difference!

Sponsored by the ABA Corporation for American Banking

lain Mclnnes, Chief Juggler, Business with Balls

Every day you juggle things to do, places to go, people to meet and challenges to overcome. Learning how to juggle is a metaphor for all you do and can do. Let go of false beliefs about yourself, of self-imposed limitations, achieve what you set your mind to - and have a tremendous amount of fun. Take home a set of juggling balls as a reminder to find your hidden skills, break down complex tasks, do what you dream about and smile always!

7:30 PM A Dark Horse Event!

The ABA Marketing Network and ABA School of Bank Marketing & Management alumni meet to catch up with colleagues from around the world. All are welcome!

TUESDAY, SEPTEMBER 24

7:30 AM - 4:00 PM Registration

8:00 - 9:00 AM General Session

Maximizing Sales by Leveraging Customer Information

Martin L. Cohen, M.D. CEO & Co-Chairman, Cohen Brown Management Group, Inc.

In a presentation with relevance to institutions of all sizes the focus is on how to leverage customer information to increase sales and customer value to produce significant ROI on all customer information investments including analytical and front office CRM. Discussion will include Techno-Behavioral Gaps -- disconnects between line banker and management behaviors and customer information technology -- and proven Techno-Behavioral Solutions to maximize profitable sales.

9:00 - 10:00 AM Refreshments and Learning in the Marketplace

Presentations, demonstrations and networking.

10:00 - 11:15 AM Concurrent Sessions

50 Ways to Love Your MCIF -- And Management Will Love You

Michelle Devine, Vice President - Marketing Information Manager, First National Bank of Pennsylvania

Donnie Swaringen, Database Manager, Uwharrie Capital Corp

Moderators: Kathy Campbell, Vice President Marketing - Customer Information Manager, AMCORE Financial, Inc.

Christyn Divine, Senior Vice President, Director of Marketing, First National Bank of Pennsylvania

A best practices presentation and discussion from a large and small institution on some of the most effective ways to do data mining and segmentation of your customer database. Using these techniques is sure to bring you closer to the information you need for on-target strategic planning and marketing planning.

Building Core Deposits for Maximum Growth

Geri Forehand, Regional Manager, Senior Consultant, Alex Sheshunoff Management Services, L.P.

Hear how to impact strategic planning in the financial performance area when you focus on core deposit growth, improved net interest margin and reduced dependence on expensive alternative funding. Advanced research techniques reveal alternative methods for funds growth. Learn to use marketing and demographic information to enhance and create opportunities and increase your deposit base.

MCIF: Not Just Another 4-Letter Word!

Linda Crank, Senior Vice President, The Centrax Group

Sue Moore, Executive Vice President, Legacy Bank of Texas

An MCIF can be a strategic partner empowering you and your marketing team to become the driving force in defining, meeting and succeeding your bank's strategic goals. Learn how to choose one, use one and get the most from the MCIF you select.

ABA Bank Marketing Survey -- Results You Can Use

Anne Bailey Berman, President, Chadwick Martin Bailey

Marie O'Neill, Senior Vice President, Marketing, Salem Five Bank

Sponsored by the ABA Marketing Network

Benchmark information, gleaned from a survey of bank marketers earlier this year, provides invaluable, practical information for planning your bank's strategy, customizing your budget and competing to win. This comprehensive survey also includes information on the marketing function, expenditures, use of agencies, Internet marketing, direct marketing, telemarketing, sales incentives and customer information.

Successful Selling in Uncertain Times Through Bold Leadership

Bill Brooks, CEO, The Brooks Group

Survival in the most challenging selling environment in 25 years is all the more reason for you and your team to be fit and focused for success. With customers worried and looking for positive sources of information you must project optimism, increase telephone calling, revisit leads, put current customers on your payroll and know your customer's problems. This session will show you how to lead for success.

11:30 AM - 12:30 PM General Session

Service Excellence Can Be Business as Usual

Dennis Snow, President, Snow & Associates

Is world-class service integral to your strategic focus? Drawing on his 20-year stint at the capital of hospitality, Walt Disney World, Dennis Snow will show you how to align customer points of contact with your bank's brand. We invite you to look outside the banking box for a unique and actionable approach to enhancing the culture of service excellence in your organization.

12:30 - 1:30 PM Luncheon in the Marketplace

1:30 - 2:45 PM Concurrent Sessions

50 Ways to Love Your MCIF - And Management Will Love You

Repeat Session (See Tuesday, 10:00 - 11:15 AM for session description)

Building Core Deposits for Maximum Growth

Repeat Session (See Tuesday, 10.00 - 11:15 AM for session description)

MCIF: Not Just Another 4-Letter Word!

Repeat Session (See Tuesday, 10:00 - 11:15 AM for session description)

Successful Sales Practices: Integrating The Components of Sales Management

Jim Schneider, President & CEO, Schneider Sales Management, Inc.

Jim Stephens, Marketing Director, First Commonwealth Bank

Leam to increase focus and accountability for your sales process by integrating strategy with scorecard measures, recruiting, training, goal setting, coaching, rewards, use of technology and best practice sales tactics. Hear how one bank successfully integrates all these aspects.

Take the Lead in Sales by Fulfilling Your Brand Promise

Steve Royal, Director - Professional Development, American Bankers Association

"Our people make the difference" -- a cliche, but none-the-less true. Hear why success or failure is determined by how well and how quickly your employees do the right thing. Leam about breakaway performance, speed to proficiency and how using eLeaming will put you ahead of your competition.

3:00 - 4:00 PM General Session

The Geek Squad Saves the World

Robert Stephens, Chief Inspector, The Geek Squad

Serving the Public, Policing Technology, and Protecting the World.

What do you get with $200? Be blown away by the man who took the glamorous business of computer repair and turned it on its head! Learn about the power of branding, cross-generational business acumen and making great things happen with very little money. An intriguing story starring 1 Chief Inspector, 55 Special Agents, 35 Geekmobiles. The Rolling Stones, The Oscar Mayer Weinermobile, 30,000 customers and 55,000 messed up computers.

4:15 - 6:00 PM Miami River Mansion Tour: Networking Optional Extra

The best way to take in the beauty of South Florida is on leisurely cruise. View the magnificent and colorful architecture of island mansions, pass by lively cafes and the Bayside Marketplace and get to know a little about the history, flora and fauna of this exotic area. Additional fee.

RELATED ARTICLE: 2001 ABA Marketing Conference Exhibitors

ACTON Group Ltd.

American Bankers Association

ath Power Consulting Corporation

Austin & Williams

Bancography Inc.

Barry Leeds & Associates

Blue Mountain Group (The)

Centurion Inc

Crown Marketing

Data Metrix Inc

Data Co LLC

Entertainment Partnership Marketing

Financial Marketing Systems Inc

Financial Wisdom Marketing Services Inc

FISI-Madison Financial

Genesys Conferencing

GRFI LTD

Halford Company (The)

Harland Financial Solutions

Harte-Hanks Date Technologies

Inlighten

International Teledate Group

Kane Graphical Corporation

LifeServ Corporation

MAROUIS The Centrax Group

Mid America

Monigle Associates

Morningstar

Morris Group Inc (The)

MPI Coin

NetCreations Inc

NewGround

NSS Corp

PCI Corporation

PrimeLook

PSB The Marketing SuperSource

Raddon Financial Group

RSM mcGladrey Inc

Sedans Corporation

Strategix Performance Inc

Thomson Financial

Touchpoint Inc

Vanguard Media

VisCon

WellConnected

Willey Brothers Inc

WordCom Inc

Xstamper Direct