0. 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

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

2. 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

3. 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

4. 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

5. 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

6. 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 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

7. 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

8. 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

9. 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

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