1. 8 Daily Lecture Wednesday II Community A

2. 8 Daily Lecture Wednesday II Community B

3. 8 Daily Lecture Wednesday II Community C

4. 8 Daily Lecture Wednesday II Community D

5. CBA’s Executive Banking School Objectives Retail Strategy Customer acquisition Branding & marketing Product & pricing Delivery optimization Bank Management Strategy Economic value & risk Capital considerations Analyst influences 360° executive management Financial Strategy Financial analysis Key performance drivers Earnings power Risk considerations

6. MarketSim Objectives Retail Strategy Customer acquisition Branding & marketing Product & pricing Delivery optimization Bank Management Strategy Economic value & risk Capital considerations Analyst influences 360° executive management Financial Strategy Financial analysis Key performance drivers Earnings power Risk considerations

7. Next Year – Financial Strategy Objectives Retail Strategy Customer acquisition Branding & marketing Product & pricing Delivery optimization Bank Management Strategy Economic value & risk Capital considerations Analyst influences 360° executive management Financial Strategy Financial analysis Key performance drivers Earnings power Risk considerations

8. Review ResultsPresentationsFinal Summary Session Objectives

9. 9 Results BSIGraphs

10. 10 How did you do? Model works like the real world There is no one right strategy As in the real world, focused teams that work as a team win OOOOOPS! It’s hard to keep this stuff calibrated! You are constantly working tradeoffs to achieve optimization

11. 11 Team Presentations

12. 12 In Summary What did you learn? How can you use it next week? How can you use it for your policy study? How can you use it next year in BankCom? How can you use this when you get the CRO job?

13. Retail Marketing Plan Analyze Identify Gap/Weakness/Opportunity Present a Recommendation

14. Calendar

16. Remember... It’s all about the CustomerProducts should be created to customer needsDelivery should also be set to customer needs Tradeoffs are driven by your 4 constituencies ….Customers, Employees, Communities and Shareholders

17. Final Thoughts Throughout your career in Retail Banking, you will be making and will be impacted by these decisions Do you now better understand what is expected of your Retail team? Can you articulate the tradeoffs? Can you help your team WIN??

18. Due Now! Community Leader Evaluations Retail Bank MarketSim Evaluation

19. Thank you! We hope you learned a lot, had a bit of fun and made a few new friends. We look forward to seeing you again next year!