Fulton Financial Corporation · NASDAQ:FULT
Fulton Financial — Ryan Beck and Company Financial Institutions Investor Conference 2005
27 slides from Fulton Financial's conference presentation, Nov 2, 2005
Slide 1: Retail Strategies - Attraction vs. Attrition
Fulton Financial Corporation Ryan Beck and Company Financial Institutions Investor Conference Retail Strategies - Attraction vs. Attrition November 2, 2005 R. Scott Smith, Jr., President and COO
Slide 2: Fulton Financial Corporation at a glance
Fulton Financial Corporation Based in Lancaster, Pa. 14 affiliate banks in 5 states - PA., NJ., DE., MD., VA. Columbia Bancorp, Columbia, MD. $12.3 Billion 232 branches 3,900 employees
Slide 3: Forward-Looking Statement
Forward-Looking Statement The following presentation may contain forward-looking statements about Fulton Financial Corporation's growth and acquisition strategies, new products and services, and future financial performance, including earnings and dividends per share, return on average assets, retur
Slide 4: Retail Strategy
Retail Strategy People and Relationships Create Financial Success Together With Our Customers And Career Success Together With Our Employees
Slide 5: Value Components
Value Components People Place Promotion Product Price
Slide 6: Our Relationship Strategy
Our Relationship Strategy Long-term successful employees Long-term successful customers Long-term successful shareholders
Slide 7: Business Model: Unique, Effective, Different
Fulton Financial Corporation Business Model: Unique Effective Different affiliate strategies, cultures and markets
Slide 8: Our Business Model
Our Business Model Systems and Processes = Corporate People and Relationships = Affiliate
Slide 9: Our Business Model: Affiliate knows local markets best
Our Business Model Affiliate knows local markets best Maintains established local brand value Proprietary retail expertise and strategy Prestigious jobs in local markets Pricing autonomy Performance goals Affiliate plan execution
Slide 10: Growth: Organic and acquisitive
Growth Organic and acquisitive Resource Bank =development track lending Skylands Community Bank = small business/ lines of credit Premier Bank = commercial real estate lending Leverage affiliate strength to build retail base
Slide 11: Contribution to Total Revenue
Contribution to Total Revenue Retail = Commercial
Slide 12: Retail Objectives
Retail Objectives Increase contribution of retail banking Continue de-novo branching Rational funding costs Price as introductory value proposition
Slide 13: Retail Objectives
Retail Objectives Increase average branch size Increase new household penetration Expand existing relationships
Slide 14: The Customer "Experience"
The Customer "Experience" Holistic, needs-based sales Positively memorable Warm, personal and consistent
Slide 15: The Customer Experience: Service not just Servicing
The Customer Experience Service not just Servicing
Slide 16: The Customer Experience: Retention
The Customer Experience Retention Increase "cost of exit" through close, personal relationships
Slide 17: The Customer Experience: Retail Steering Committee
The Customer Experience Corporate-wide Retail Steering Committee Representation from all affiliates Senior retail decision makers Best practices adopted across footprint
Slide 18: Retail Initiatives
Retail Initiatives Value-creating offer at every touch point Full customer relationship snapshot No two customers alike Know most profitable segments Data mining and direct marketing
Slide 19: Employee Retention
Employee Retention 2000 2001 2002 2003 2004 Exempt 88 88.8 91.1 92.4 87.6 Non-exempt 75 77.3 78.8 78.4 73.5 Overall 78.7 79.7 81.2 82.6 78.2
Slide 20: High Touch and High Tech
Fulton Financial Corporation High Touch and High Tech
Slide 21: Customer Acquisition Strategies
Customer Acquisition Strategies Lead product prospecting and promotion Small business as retail portal Relationship / reward packaging Team sales incentives Customer centricity Consistent promotional activity
Slide 22: Retention Strategy
Retention Strategy Service Relationships Experience High Customer Satisfaction
Slide 23: Customer Satisfaction
Customer Satisfaction *Retail: 90% extremely/very satisfied Commercial: 90% extremely/very satisfied Fulton Financial Advisors: 80+% very satisfied/satisfied Fulton Mortgage Company: 99% of expectations met/exceeded 98% would recommend FMC to others *Compared to national average of 62% Source: 2005
Slide 24: Stock Performance (1982 - 2004)
Stock Performance (1982 - 2004) WITHOUT dividend reinvestment: 15% compounded annual rate of return WITH dividend reinvestment: 19% compounded annual rate of return
Slide 25: Peer Group Five-Year Total Return
17 South Financial Group, Inc. (The) 18 First Midwest Bancorp, Inc. 19 Susquehanna Bancshares, Inc. 20 United Bankshares, Inc. 21 Sky Financial Group Inc. 22 Mercantile Bankshares Corporation 23 Citizens Banking Corporation 24 Valley National Bancorp 25 Wilmington Trust Corporation 26 BancorpSouth,
Slide 26: Proven business model, consistent performance
Proven business model Consistent performance 8.8% compounded annual growth rate in earnings per share 23 consecutive years of record earnings 31 consecutive years of dividend increases 10.3% compounded annual growth rate in dividends per share What have we accomplished?
Slide 27: Fulton Financial Corporation contact
Fulton Financial Corporation One Penn Square Lancaster, PA 17602 www.fult.com
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