Bank Directors Seminar, Coeur d'Alene, ID, September 15-17, 2019

4. Who oversees the Marketing Plan implementation and ongoing tracking of results? a. Marketing Committee? Director of Marketing? b. Who serves on Committee? c. Involvement of Senior Management d. Board involvement e. Board oversight f. Reporting of actions and results — how often, to whom and what format?

g. Technology and operational support requirements h. Resources required to effectively implement the Plan i. Fine-tuning and revising the Plan

5. How have we defined our present Business Segments, our Customer Mix and our Market/Trade area? Do we Measure Market penetration of key products by branch, trade area? How have we evaluated the Strengths and Weaknesses of our major Competitors? Impact of external forces and changes in economic environment?

6. Have we established Communicated overall Bankwide Marketing goals, Measurement Criteria and report formats

7. What are our Internal Reporting capabilities? What data sources, market research, and MCIF/customer reporting do we have available and is it adequate? Product, customer and branch profitability reporting and analysis? Account relationships per retail or small business customer? Accounts opened and closed?

8. Do we have a process for development of Product Strategies? ,c Information and sales literature " pricing " training and product knowledge " priorities " competition and differentiation

9. Have we implemented Compensation Strategies, Sales Contests and sale incentives —tie in to product priorities?

10. Have we considered Nonmonetaiy incentives — Recognition, Time off, etc

11. Have we established Cross sales objectives —tracking growth in accounts per customer

12. Are we Identlfring and tracking Referral sources: Internal/employees, existing customers, and our Board?

A marketing plan should encompass:

13. Advertising— Product and Image/theme and Public Relations

14. Event Sponsorship, Donations and Civic Involvement

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