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Execution Yields: Inches of Success

Teamwork creates these INCHES of Success

Kudos to the support teams across the Company that support all of the business development efforts of the banking teams. These INCHES of Success are not possible without their partnership and support! Make sure you let your partners know they matter to you and to our success! - Shane

Insights Lead to Opportunity

The company’s new Insights blog is already starting to help create opportunities for our bankers. Recently Private Banker John Gage in Mobile shared a post about the company’s innovative relationship with Baton Rouge General Medical Center with his client, the COO of a publicly-traded software company that specializes in operating systems for hospitals. In less than ten minutes the client responded that they are interested and want to know more. When associates understand client needs and provide a thoughtful perspective we benefit from a triple win. The banker builds credibility and becomes a trusted advisor, the client benefits from a more tailored solution, and the Company and shareholders benefit from more revenue and profit.

Personal Responsibility in Action

“I used my debit card to order an online trial product. Bill informed me about the predatory practices of the online company and how his department caught the purchase, suspended my card, and contacted me. Bill had no idea that I was a Director, but he absolutely understood customer service and his role in protecting our customers.” Board member Christy Pickering on her experience with eBanking CSR, Bill Rauch of Montgomery.

Perseverance Pays Off in Winning the Entire Relationship

This month, our team will close a $27mil equipment finance loan with a corresponding swap that should generate a $300k fee. This deal did not come easy, but is a result of a more than three year calling effort by Jacksonville RM. After a $20mil deposit a year ago, Jacksonville RM worked in conjunction with the equipment finance team to win this competitive financing.

Win for the Client, Win for the Company

After several months of educating and informing about the wealth management team’s ability to manage wealth using a holistic approach versus only focusing on investment management, a new client established a promising relationship with the bank. Miles Milton explains that following an introduction by Private Banker Jeff Dannelly to the entire team, David Lundgren and Denise Parker won the client’s trust after just one appointment explaining our investment process. Doug Falkinburg impressed him with the importance of the full financial plan while working through the sale of his business. The team even uncovered dated estate documents, recommended an attorney to review and helped him make his estate planning a top priority. The client values the wealth team and we have assisted him establishing a significant Trust and line of credit. The client also applied for a whole life insurance policy to fund a life insurance trust and named the Bank to serve in a successor trustee capacity.

Teamwork Across Lines of Business Leads to Success

Middle Market Banker Antonio Mojica of Houston, Texas, explains that spending time building partnerships and teamwork with other units of the bank helps everyone. “A Houston company, which started with a personal mortgage in the International Group in 2012 now includes various banking products with $7.1mil in commitments, $3.8mil in deposits, foreign exchange as well as many treasury management products. As part of the annual relationship review process to uncover possible new opportunities, we uncovered the need for a purchasing card that will generate in excess of $40k in annual revenues based on at least a $250k monthly spend. Lastly, we are in the process of reviewing their merchant services statements in hopes to replace their current provider with our new platform.”

Expanded Business Opportunities

Middle Market Banker Eric Luttrell, in Houston, describes how the Company expands business opportunities with middle market clients. “In 1Q16 we co-led a $121mil club deal taking a $35mil hold position. Due to our co-lead position we earned a $262k upfront fee. We were able to earn the client’s purchasing card and payer direct hub business that will generate in excess of $100k in annual revenues based on at least a $750k monthly spend. This program went live on April 28, and as of May 20, they had already accumulated $642k in spend. Based on the spend projections, this should be a top five purchasing card program.”

Commitment to Service Leads to Sales Success

Commercial Banker Tony Gabriel and Treasury Management Sales Team Lead Debbie Wright met with the owners of three Florida construction companies. The companies had their corporate cards with Bank of America and were using multiple cards for different types of transactions—all gas on one card, supply purchases on another—because they didn’t have a way to easily track the transaction types. Tony and Debbie recommended adding logos to their cards since they often pulled the wrong card and provided a demo of our Expense Reporting module. The clients loved the service and signed contacts for purchase cards on their three companies. They are utilizing one company’s card for payables while we work to get the Expense Reporting Module setup for all three companies.

Marketing Helps Establish Personal Connections

As the we sharpen our focus on retail deposits, clients and prospects are seeing the true value and service we provide. In response to a request to feedback about a recent retail deposit marketing campaign, a Baton Rouge client described his experience with the Bank so far. “I am really excited about the offer. One of my customers at work is a Whitney commercial banker and I was telling him how impressed I am with the amount of the giveaway. A wonderful lady named Ms. Simien helped me at the branch on Government Street in Baton Rouge. She was extremely kind, friendly, and helpful. She definitely seemed to care about making a personal connection with the consumer. I have nothing but good things to say.”

Our Mission Made Mobile

The Marketing automation team with the support of the Marketing department, Technology, Product, Risk, Digital Channels, and the Contact Center created a tremendous leap forward in the client experience, brand image, and ability to market to prospects and clients with the launch of hancockwhitney.com. Since the public launch we had the highest day on record with 8,000 visits from organic search. Moving forward, there is ongoing work to optimize and tweak how the website can help prospects and clients move down the buying journey. Clients are excitedly sharing their thoughts on the new site. Clients like Catherine F. recently commented, “I like the new site! Very customer friendly.”

Service Clients Can Trust

A Louisiana client was searching for an institution to hold some funds until the details of an agreement are decided. Larry Attenhofer’s long term relationship with the client’s management provided the Bank the opportunity to win the business. Trust Relationship Managers Mike Gallaugher and Chris Hirschey met with the client and closed the deal for the Bank. Larry estimates revenue of $80-175k depending on the length of time we hold the funds.

Exceeding Client Expectations

A business banking client was very complimentary of the job Business Banker Megan Owens is doing for him. He was very impressed with her service, professionalism and persistence. He said; “I thought Iberia did a good job but Megan has reset my expectations. She is super!”

Race to Spend Brings In Important Non-Interest Revenue

Commercial Banker Justin Baldwin, a first quarter WINNER in the Race for Spend sales contest sold the highest card in the company with over $96k in spend for the first quarter. This type of recurring non-interest revenue doesn’t increase assets and requires almost no additional capital so the impact on ROA and ROE is incredible. Justin attributes this success to taking the time to walk through with the client opportunities to increase their line of credit and begin using their credit cards more frequently for vendor payments. The clients were very interested in maximizing their rebates and positioned as a win-win for the them and the Bank, the client was all for moving forward.

Teamwork Seals the Deal

A recent municipality relationship win in LA is a story of teamwork. The cooperation and coordination of various disciplines, from start to finish, resulted in our moving this significant relationship to the Bank. Public Body RFPs are bid-based, but require coordination. Lori Hagan (Ryan Street BM) sent the RFP to Nora Listach in Institutional Banking. Nora then reached out for assistance from Alan Ganucheau and Greg Brewer and his Specialty Finance Operations team. Nora and our Treasury Management Officer, Nancy Trahan, jointly prepared the proposal. Nancy and Nora also coordinated with John Lennox to ensure appropriate coverage could be maintained to handle the potential impact to our Retail locations. This coordination continued throughout the process from bid, to acceptance and finally to the transition to the Bank handled by Nancy, John, and Lori along with Wendy Smith. Wendy began the onboarding process before the agreements were signed, handled their treasury services training in-person ,and remains a vital contact for them.

Negotiations Support Expense Management Philosophy

In renewing the Enterprise Agreement for Microsoft, Scott Erlichman, Jimmy Fisher, and the technology team were able to improve the product suite and capabilities, change the licensing model from a device-based to user-based model, and secure future price protection for specific products, all while reducing annual costs by over $400k.