Sales & Marketing. Walter Owens Executive Vice President Chief Sales & Marketing Officer

Transcription

1 Sales & Marketing Walter Owens Executive Vice President Chief Sales & Marketing Officer

2 We Are Building a Sustainable Growth Engine for CIT... Deliver Sustainable Long-Term Growth Accelerate Productive Growth Organic Growth Build Strong Foundation Invest and Drive Execution

3 We Are Building a Sustainable Growth Engine for CIT... Revenue Growth Deliver Sustainable Long-Term Growth 14% Build Strong Foundation Accelerate Productive Growth Organic Growth Invest and Drive Execution 3%

4 with a Clear Value Proposition From To Beyond Capital + Commoditized, transaction-based capital The net worth of a business Financial Capital + Intellectual Capital + Relationship Capital = infinite possibilities The net potential of a business

5 Why Our Customers Do Business with Us I like to do business with people I can trust to get the right advice. CIT takes a solutions approach to my needs rather than going for the quick sale. At the end of the day, CIT delivered a relationship and not just a transaction. Guy Sansone CEO, St Vincent s Medical Centers

6 Where We Are Today Build Strong Foundation Created sales organization Introduced SALE framework Developed performance management system Implemented sales automation Developed market intelligence Invest and Drive Execution Developed tactical sales plans Implemented operating framework Built-out sales force Deployed sales force Delivered selling tools

7 Delivering Strong Momentum in Top Line Growth Sales Force Size * + Sales Productivity ($ Millions) = Volume * ($ Billions) 28% 24% 58% 972 1, Sep 2005 Sep * Excludes Trade Finance, joint ventures and portfolio purchases.

8 Developed In-Depth Growth Plans for Each Business Revenue Growth Spread Non-Spread Market Coverage Addressable market share Channel penetration Share of wallet Deployment strategy Sales Force Size Number of new hires Turnover optimization Leadership capabilities Talent strength Compensation alignment Sales Productivity Conversion efficiency Penetration effectiveness Assimilation effectiveness Customer retention strategies

9 and a Robust Operating Process to Ensure Accountability Operating Rhythm Dashboards Sales playbooks in 32 businesses Development and execution owned by Chief Sales Officers Rigorous monthly reviews using dashboards Identify areas of focus by Sales SWAT teams Leverage best practices

10 Focused on Finding, Hiring and Assimilating Talent Total Front-Line Sales Talent % 1,241 Sep 2005 Sep 2006 Finding and Hiring the Right People Market intelligence Sales competencies Hiring screens Interview guides Assimilating to Accelerate Productivity Buddy system Deal strike zones Technology support Product knowledge Developing and Retaining to Sustain Growth Compensation alignment Sales training Leader development Reward and recognition

11 Deployed Sales Forces to Maximize Opportunity Example: Communications, Media & Entertainment Success Drivers Organized by sub-industry vertical Acquired talent with deep industry expertise Focused on key relationships New Business Volume $0.7 Billion $1.5 Billion Provided solutions not products

12 Rolled Out Robust Toolkit to Make Selling Easier Gets You Started Assimilation Guide Makes You More Effective Salesforce.com Product Guide Intelligence Flexibility Visibility

13 Where We Are Heading Accelerate Productive Growth Retain and develop maturing sales force Invest in strategic marketing Deepen relationships with customers Drive One CIT cross-selling

14 Slowing Build-Out in 2007 and Focusing on Productivity Percentage Increase in Sales Force Size * 28% 10% 2007 Agenda Slow hiring pace Increase productivity over 20% Raise the sales performance bar (E) Targeted training and development Headcount 1,241 1,360 * Excludes acquisitions.

15 Benefiting from a Maturing and Higher Quality Sales Force Average Monthly Volume per Originator by Tenure (Example: Student Loan Xpress) Focus on Talent Development to Lift Average Performance 400% increase Current Future <6 Months 6-12 Months >12 Months 4 Rarely Demonstrated Leading

16 Increasing Market Coverage to See and Close More Deals Market Opportunities Leads Proposals Commitments Closed Deals #1 See More #2 Touch More #3 Close More

17 Establishing Deeper Relationships Through Account Planning Developed plans for top 100 opportunities for 2007 across Specialty Finance businesses Key Activities Identification of top accounts through several measures not just exposure Representatives for top accounts will be specially trained in planning and selling skills Key Outcomes Resources from across CIT leveraged to open doors, create solutions, win deals Improved visibility into customer potential Stronger, more profitable client relationships

18 Driving One CIT to Gain Customer Share-of-Wallet One CIT Volume ($ Millions) One CIT Fees ($ Millions) Advisory Fees Cap Markets Share Leads c it pay Deal referrals All employees eligible Deal Collaboration Solution sell Combined teams Team awards Advisory Services Specialist sales force Advisory fees: - Insurance - M&A - Real Estate

19 Delivering Sustainable Long-Term Growth Deliver Sustainable Long-Term Growth Larger and Better Sales Force Accelerate Productive Growth Organic Growth Build Strong Foundation + Productivity Focus Invest and Drive Execution = Accelerating Revenue Growth