Strategic Choices in Banking Case Study Year One – Chief Retail Officer Perspective Mike Allen

Executive Banking School Roadmap GROWING Capability Confidence Courage YEAR THREE Chief Executive Officer Perspective YEAR ONE Chief Retail Officer Perspective YEAR TWO Chief Financial Officer Perspective

Executive Banking School Roadmap GROWING Capability Confidence Courage YEAR THREE Chief Executive Officer Perspective YEAR ONE Chief Retail Officer Perspective YEAR TWO Chief Financial Officer Perspective

Year One – Chief Retail Officer Perspective Retail Strategy Curriculum Leadership Communication Leading the Retail Line of Business via a Balanced Scorecard Discovering Customer Segments & Consumer Behaviors Successfully Communicating & Advertising in Retail Banking Developing and Pricing Profitable Bank Products Modernizing & Optimizing Delivery to Meet Customer Requirements Facing Ethical Dilemmas in Banking Applying Concepts Learned to Today’s Market Chief Retail Officer Perspective

Year One – Chief Retail Officer Perspective Retail Strategy Curriculum Leadership Communication Leading the Retail Line of Business via a Balanced Scorecard Discovering Customer Segments & Consumer Behaviors Successfully Communicating & Advertising in Retail Banking Developing and Pricing Profitable Bank Products Modernizing & Optimizing Delivery to Meet Customer Requirements Facing Ethical Dilemmas in Banking Applying Concepts Learned to Today’s Market Chief Retail Officer Perspective

This Session’s Critical Topics Introduction Bank Comparison & Conclusions Assignment

Introduction

Bank Demographics* Introduction JPMorgan Chase Bank of America Wells Fargo Citibank U.S. Bank Assets 2,490,972 2,187,702 1,920,115 1,792,077 445,964 Net Income 24,733 17,906 21,938 14,912 5,944 Capital 254,190 266,840 200,497 225,120 47,298 Employees 234,455 208,000 272,800 219,000 71,191 Branches 5,411 4,708 6,172 756 3,216 *All data from 2016 annual reports

Bank Demographics* Introduction JPMorgan Chase Bank of America Wells Fargo Citibank U.S. Bank Revenue 95,668 83,701 88,267 69,875 21,308 Interest Margin 2.31% 2.36% 2.57% 2.56% 3.03% Efficiency Ratio 58.0% 65.6% 59.3% 59.0% 54.9% Return on Equity 10.0% 6.7% 13.9% 6.0% 13.4% Loan Growth 6.8% 1.1% 5.6% 1.2% 4.7% *All data from 2016 annual reports

JPMorgan Chase

JPMorgan Chase Strategy

Bank of America

Bank of America Strategy

Bank of America Strategy

Bank of America Strategy

Bank of America Strategy

Bank of America Strategy

Wells Fargo

Wells Fargo Strategy

Wells Fargo Strategy

Citibank

Citibank Strategy

Citibank Strategy

U.S. Bank

U.S. Bank Strategy

Comparisons & Conclusions

What they say… Comparisons & Conclusions JP Morgan Chase Bank of America Wells Fargo Citibank U.S. Bank Strong fundamentals and a track record of adapting We live our values, deliver our purpose and drive responsible growth through our eight lines of business We want to satisfy our customers’ needs and help them succeed financially Highlights – Demonstrating solid progress in a continued challenging environment We are U.S. Bank – The most trusted choice,

Comparisons & Conclusions What they mean… In as simple of terms possible what is the overall strategy of each bank? JP Morgan Chase Bank of America Wells Fargo Citibank U.S. Bank

Questions

Year One – Chief Retail Officer Perspective Retail Strategy Curriculum Leadership Communication Leading a Profitable Retail Line of Business Discovering Customer Segments & Consumer Behaviors Successfully Communicating & Advertising in Retail Banking Developing and Pricing Profitable Bank Products Modernizing & Optimizing Delivery to Meet Customer Requirements Facing Ethical Dilemmas in Banking Applying Concepts Learned to Today’s Market Chief Retail Officer Perspective

Assignment

Assignment Assigned Banks Each team member select a bank from the list below (Not your own bank) PNC Capital One BB&T SunTrust Ally Bank

For in your Team Room Part 1 Assignment For in your Team Room Part 1 Search the internet for an investor report for the bank you selected Determine & document their strategy What measures do they use to demonstrate progress against their strategy? Part 2 Develop and document in as much detail as possible 2 different strategies for your MarketSim bank

Bank Demographics Introduction PNC Capital One BB&T SunTrust Ally Bank Assets Net Income Capital Employees Branches

What they say… What they mean… Assignment PNC Capital One BB&T SunTrust Ally Bank What they mean…

Strategy Description Assignment PNC Capital One BB&T SunTrust Ally Bank

MarketSim Bank Strategy Ideas Assignment MarketSim Bank Strategy Ideas Strategy Idea #1 Strategy Idea #2

Questions

Year One – Chief Retail Officer Perspective Retail Strategy Curriculum Leadership Communication Leading the Retail Line of Business via a Balanced Scorecard Discovering Customer Segments & Consumer Behaviors Successfully Communicating & Advertising in Retail Banking Developing and Pricing Profitable Bank Products Modernizing & Optimizing Delivery to Meet Customer Requirements Facing Ethical Dilemmas in Banking Applying Concepts Learned to Today’s Market Chief Retail Officer Perspective

Executive Banking School Roadmap GROWING Capability Confidence Courage YEAR ONE Chief Retail Officer Perspective YEAR THREE Chief Executive Officer Perspective YEAR TWO Chief Financial Officer Perspective