Wells Fargo & The Financial Services Industry Don Collins, Vice President and Business Banking Manager Tressa Stadel, Vice President and Sr. Relationship Manager Intro Thank you Background Central Washington University February 23, 2012

Topics to Discuss Who is Wells Fargo Current events in the financial services industry Trends and innovation in the industry Commercial lending topics 1

Who is Wells Fargo? Diversified financial services company with over 80 lines of business $1.3 trillion in assets 270,000 team members 9,000 stores across the country #1 SBA lender and first lender to lend over $1 billion in SBA #1 agriculture lender in the US 152 stores in Washington 2.7MM invested in Washington non profits an schools in 2011 Team members contributed 1.17MM through our community support campaign and 30M volunteer hours Leader in technology innovation 2

Current Events Regulatory Reform Economic growth Loan demand Dodd Frank financial reform will have significant impact on the banking industry Many of the rules are yet to be implemented and will not know the impact until then We have advocated for a system that protects customers and our financial system. We will wait on guidance from regulators We are for the customer, consumer protections and for evaluating system risk based on practices not size. Ultimately, changes will not change how we approach our business Seeing signs of economic growth. Loan request are up but size is down. Agriculture Asset bubble, is there one 92% of our mortgage clients are current on their mortgage 3

Innovation in the Industry Check 21 Mobile Services Payment Services Our innovation is really driven by tangible benefits we can offer our clients and must maintain the highest levels of availability and security standards 4

Check 21 How did 9/11 impact the financial services industry? How do checks clear now? What are the future implications? During 911 flight was suspended that his how we transport checks. Financial system was shut down Check 21 legislation was passed allowing clearing of checks with IRD Desktop deposit Paperless ATM’s Checks are sent within 10 minutes to payor bank Checks are used less and less average cost of a check is $25 5

Mobile Services 7.2 million customers use our mobile banking services Customers can transmit wires, approve positive pay etc E-receipts This is our fastest growing delivery channel 37% of our online customers use Business customers and initiate, approve and review wires, approve positive pay exceptions ATM transaction receipts can now be sent to your email from our paperless ATM Our innovation is really driven by tangible benefits we can offer our clients and must maintain the highest levels of availability and security standards 6

Payment Shift Clients can now transfer money between banks with mobile devices Businesses are using electronic payments to transmit money Internal controls are important with electronic payments What are the future implications? Mobile Apps for transfering money from Wellsfargo.com Text Banking is used for notices Average of 9-10 sessions at mobile WF.com 10-12 ,mobile app sign ons 25-27 average text messages per month 7

Key Lending Issues- The 5 C’s Capacity Conditions Capital Collateral Character Capacity Cash flow Working capital Conditions economy Capital Balance sheet liquidity leverage Collateral Character 8

Borrowing Causes Increase in current assets due to sales growth Increase in current assets due to declining asset efficiency Change in trade terms Decrease in net worth Capital expenditure 9

Questions? © 2012 Wells Fargo Bank, N.A. All rights reserved. For public use. 10