LAS VEGAS — Just like bass fishing, where it's said 10% of the fishermen catch 90% of the fish, typically only relatively few of a bank's customers or a credit union's members are truly profitable.
Knowing the difference and how to maximize the income from them and minimize the loss from the rest is becoming increasingly important, according to the presenters last week at a session of the BAI Retail Delivery Conference in Las Vegas titled "The Next Megatrend for Retail Banking: Moving from a Sales Culture to a Profitability Culture."
The presenters were Rich Weissman, president/CEO of DMA Corp. in Beaverton, Ore., and Carrie Birkhofer, president/CEO of the $590 million Bay Federal Credit Union in Capitola, Calif. Birkhofer was the only credit union executive on the entire conference agenda.
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