CU Marketplace Experience


Wednesday, April 24, 2019

7:30 a.m. - 8:45 a.m. | Jr. Ballroom

CU Difference Makers Breakfast

Dream Big: Pursuing Your Purpose

Bryan Moffitt, Vice President, Business Development
CU Recovery & The Loan Service Center, PSCU 

Simply by saying YES, Addyson Moffitt found her purpose at the age of seven. When she met a girl from Kenya, Africa and learned that kids in Africa are dying every day because they are drinking dirty water, she made the decision to do something. She began to dream about making a difference for kids that were just like her but living thousands of miles away. By running half-marathons and raising money through Team World Vision, Addyson has raised over $80,000 for clean water for kids in Africa. Through big dreams and a relentless pursuit of her purpose, over 1,600 kids in Africa now have access to clean water for life because of Addyson’s desire to be a difference maker. Now 10 years old, Addyson and her father, Bryan, will share her encouraging story that will inspire you to dream big in your own story.

8:30 a.m. - 3:00 p.m.

Registration and Marketplace Exhibit Hall Open (all day)

8:45 a.m. - 9:15 a.m. | Meeting Rooms A through E

Concurrent Marketplace
Eye-Opener Sessions 

8:45 a.m. - 9:15 a.m. | Meeting Room A

RDC Today & Tomorrow

Robin DeBlosi, AVP of Marketing and Public Relations
Vertifi Software, LLC

Meeting Room A

Invented more than a decade ago, consumer remote deposit capture (RDC) technology is driven forward by the changing risk climate, market demand, and the pursuit of greater efficiencies. This deposit channel, once a competitive differentiator for only the tech-savvy credit unions, is now a cornerstone for all mobile banking platforms. Still, some credit unions view this channel with the same uncertainty as a decade ago, and their policies and procedures for this channel have not evolved. In this session, the audience will explore the evolution of this deposit channel. They will learn to reduce the risk of financial losses attributable to RDC through policy, procedure, and technology; to identify new opportunities for channel growth; and to approach this channel as one of reward rather than risk.

8:45 a.m. - 9:15 a.m. | Meeting Room B

Think Different About Vendor Management

Michael Crofts, President
Maple Street, Inc. 

Meeting Room B

Think different about vendor management and start actually managing your vendors. Credit unions regularly miss huge opportunities to reduce their expenses and make sure they get the performance they expect from their vendors, but there is a way to change that. Seriously. Come to the presentation and find out how to build a vendor management program that makes a difference, not just compliance.

8:45 a.m. - 9:15 a.m. | Meeting Room C

Mining for More: How a Group of CU’s Due Diligence Efforts Helped Maximize Their Profit and Protection on a Key Lending Product

Kenneth Clark, Director of Account Development
CU Certified Auto 

Meeting Room C

Product and Provider Due Diligence is not on the top of ANY CU’s to-do list, but sometimes amazing and industry changing things can come out of that tedious effort. In this story telling session, Ken Clark, Director of Account Development for CU Certified Auto discusses his Credit Union's journey of Due Diligence surrounding their Vehicle Service Contract program and how they participated in the uncovering of one of the best kept secrets in the CU Movement by asking a simple series of questions of their current Vehicle Service Contract provider. 

8:45 a.m. - 9:15 a.m. | Meeting Room D

A Social Media Primer – Credit Unions, Community and Collaboration

Chiderah Okoye, Venly Institute Executive Director 
Ted Rybeck, Venly, Inc. CEO 

Meeting Room D

Venly’s mission is to help local businesses grow, create jobs, and strengthen each community it serves.  Venly fellows work directly with businesses, including credit unions, to benchmark the effectiveness of each business at getting found, engaging, and growing through Google, Facebook, Pinterest, and other social media platforms. During this session, Chiderah and Ted will share the methods Venly uses to help credit unions learn to navigate – and leverage – the power of the virtual marketplace to their advantage.  They have mapped each of our member credit unions and can share a report card that will help you see exactly where you stand today, while sharing some simple strategies for getting straight A’s as you go forward!


"Working with Venly, we’ve gone from relatively unknown to being found at the top of Google searches and recognized as the #1 financial institution in our area." - Ron Draper, CEO Somerville’s Credit Union

8:45 a.m. - 9:15 a.m. | Meeting Room E

CU Ball

John Gregoire, Partner 
Koker, Nelson and Gregoire 

Meeting Room E

Just as Money Ball has altered the metrics of baseball, we have developed a series of metrics that provide a method of monetizing the economic value of credit union membership. Our process is based on the underlying principles of credit union philosophy which differentiates us from our ‘for-profit” competitors.  The presentation will provide a high level view of the process we feel works well to let boards and CEOs evaluate whether their investment of resources is yielding the results they most desire. 

10:00 a.m. - 10:45 a.m. | Meeting Rooms A through E

Concurrent Breakout Sessions I

10:00 a.m. - 10:45 a.m. | Meeting Room A

Shift in the Secular Paradigm

Tom Slefinger, SVP, Fixed Income Institutional Sales
Balance Sheet Solutions

Meeting Room A

For the past 10 years, U.S. economic growth and inflation have been below trend. Many have characterized this as “secular stagnation.” Secular stagnation means that the U.S. economy – unless stimulated by extraordinary fiscal and monetary policy – is unable to grow at a high rate due to the lack of aggregate demand. For years the economy and markets have benefitted from unprecedented and massive monetary and fiscal stimulus. But as these programs end, will the U.S. economy once again slow down and revert to below trend growth rates? In other words, can the economy and markets stand on their own without life support?  We will soon find out. 

The impacts from the latest tax cuts and fiscal spending will diminish in 2019 and 2020. Further, we are late in the economic cycle. By the end of June 2019, the current U.S. economic expansion will become the longest on record, covering 34 expansions and 33 recessions since the early 1850s. While it’s true that economic cycles don’t die of old age, the Fed is now normalizing rates and reducing its balance sheet. If history has taught us anything, it is that cycles, up or down, do not last indefinitely — they all die at the hands of the Fed, and this one is no different. Not to mention, at 10 years of age, this current one is very old, and the laws of longevity are taking over. 

10:00 a.m. - 10:45 a.m. | Meeting Room B

2019 Regulatory Compliance Landscape and Hot Topics

John Zasada, Principal
CliftonLarsonAllen LLP

Meeting Room B

This is a year of great uncertainty for federal regulatory consumer compliance.  On the one hand we have the Consumer Financial Protection Bureau (CFPB) issuing less regulatory changes and suggesting an easing of regulatory pressure.  On the other hand, boots on the ground examinations by NCUA and states tell a different story.  Examiners are generally looking closer at regulatory compliance and finding more violations.  During this session, we discuss the changing regulatory landscape and put that into perspective with actual credit union compliance performance.  We will share some of the most common compliance violations we see at credit unions and ways for you to avoid these.   

10:00 a.m. - 10:45 a.m. | Meeting Room C

Managing Your Pre-Funding Portfolio to Minimize Income Statement Volatility

Chris Abely, Principal & Registered Investment Advisor
CTMA Wealth Holdings
Scott Albraccio, Vice President of Sales
CTMA Wealth Management

Meeting Room C

Changes to the Accounting Standards in January impact how credit unions manage their Pre-Funding accounts going forward.  Now that we’ve had several reporting cycles to see the direct impact to the income statement, credit unions will need an ongoing strategy to manage the fluctuations in their accounts and reduce volatility while still booking income to help offset employee liabilities.  We will discuss portfolio design and strategies to help mitigate the swings on your income statement of your 701.19 investments.

10:00 a.m. - 10:45 a.m. | Meeting Room D

Enterprise Risk Management Doesn’t Have to be Complicated…or Expensive!

Dan Roderick, Chief Executive Officer

Meeting Room D

Almost every time we open a trade publication we read about the increased burden – and cost – of regulatory compliance.  No one will argue that the impact of increased regulation on our industry is significant. Last year, The Wall Street Journal published an article estimating that new regulation will cost the 6 largest financial institutions in the country $70.6 billion.  How does a community FI effectively deal with this volume of laws and the cost associated with compliance?

The answer is clear – we have no choice but to employ techniques to standardize and simplify our compliance processes to minimize the impact on our staff…and our bottom line.  In addition, let’s face it, we don’t pursue compliance simply because the regulator requires us to – most importantly we want to ensure that we understand the risks our business faces, if we have adequate policies and procedures in place to address those risks, and that we are actually following those policies and procedures in our day-to-day work.  Please join us for this informative session where Strunk compliance experts will outline a break-through new process to accomplish all of these goals and more - while saving your credit union time and money!

10:00 a.m. - 10:45 a.m. | Meeting Room E

Retention Attention

Tom Long, Manager, Founding Partner
The Long Group

Meeting Room E

Changing consumer expectations are challenging the viability of every financial institution.  With unprecedented risks and opportunities confronting every institution, now is the time to define the growth strategy of your Credit Union. Discover how your financial institution can capture market share and earnings, improve efficiency, accumulate capital and outperform competitors by focusing on one activity.  Accelerating growth requires a focus on retention. Learn why members switch and how your Credit Union can halt member defection.  Prepare to leverage the power of your team.

10:45 a.m. - 11:15 a.m. | Exhibit Hall

Coffee Break with Marketplace Exhibitors

11:15 a.m. - 12:00 Noon | Meeting Rooms A through E

Concurrent Breakout Sessions II

11:15 a.m. - 12:00 Noon | Meeting Room A

The Auto Industry: A Roadmap for Future Success

Chris  Bacho, New England Regional Director
CU Direct

Meeting Room A

According to major forecasts, almost 17 million light vehicles will be sold this year through retail channels, yet the market may turn.  That translates to opportunity, which needs to be grabbed TODAY.  But, are you getting your fair share?  And are you prepared for what’s around the corner?  Today, digital tools and relationships drive the automotive experience and can make – or break – your ability to grow your auto loan portfolio.  Join us as we examine ways to harness the power of your membership and drive loan growth.

Don’t miss out on one more loan opportunity. Learn key tips to help you build and protect your auto loans today. 

11:15 a.m. - 12:00 Noon | Meeting Room B

Next Generation Rewards: Evolving to Meet and Exceed Consumer Expectations

Stuart Cook, CTO
Buzz Points, Inc.
Meeting Room B

We’re entering a new era for loyalty in financial services. Consumers judge products and services not only against other companies in that sector but also against the best customer service they have experienced in any industry. Against this backdrop, account holders like yours have become increasingly numb to traditional forms of loyalty and one-size-fits-all points programs simply aren’t enough to differentiate.

To meet the rising demands of a modern consumer, credit unions need a platform solution that uses valuable rewards to drive engagement and build revenue across the entire organization.  The news isn’t all bad. Consumers indicate a strong preference for local banking and rewards. There is real opportunity for credit unions to utilize highly-effective rewards and incentives to truly differentiate the service, reinforce relationships and foster genuine loyalty by offering a program that provides:

  • Contextualized, real-time interactions
  • Seamless omnichannel experience
  • Anytime, anywhere access to content and services

11:15 a.m. - 12:00 Noon | Meeting Room C

Faster Payments – What You Need to Know, Right Now

Joe Casali, Senior Vice President, Payments Innovation

Meeting Room C

Payments in the US are experiencing pressure to be faster, if not immediate. From the work that resulted from the Federal Reserve’s Strategies for Improving the US Payment Systems (SIPS), to the numerous solutions now being released in the US, there is a lot going on and there is no doubt faster payments will be part of your payment’s product mix in the very near future.

This session will provide a brief history of faster payments in the US, but focus most of our time on discussing strategic considerations for your institution’s faster payments strategy. We will walk through use cases faster payments solve for, discuss what solutions you currently have in place, as well as analyze solutions that may not be in the marketplace yet. Please join us for this informative and interactive session where a faster payments expert will help you work through the impacts of “going faster” on your systems, services, and customer propositions.

10:50 a.m. - 12:00 Noon | Meeting Room D


A Guaranteed Partnership - Expand Your Member Business Lending with SBA loan products

Mark Hayward, District Director Rhode Island  
Small Business Administration
Robert Nelson, District Director
Small Business Administration

Meeting Room D

It is finally Spring, and with the better weather the Small Business Administration has many new developments to share! Lending platform updates, appraisal threshold increase and issuance of SOP 50 10 5 (K)!

During this session, representatives from the Small Business Administration offices from Massachusetts, New Hampshire and Rhode Island will give the audience policy updates, programmatic trends and identify new opportunities working with the SBA.

You will also hear real-time reports from three seasoned credit union lenders in a moderated panel discussion, challenges and best practices that keep their respective organizations active in this arena.

11:15 a.m. - 12:00 Noon | Meeting Room E

2019 Prepaid Debit Card Overview

Matt Rhodes, National Account Director

Meeting Room E

The LSC presentation will give an overview of the prepaid debit card landscape and how you can use these programs to complement your current card offerings and better serve your membership.

12:00 Noon - 1:15 p.m. | Jr. Ballroom 

Executive Leadership Lunch (by Invitation Only)

Fred Shuherk, Jr., Senior Web Services Manager
Star One Credit Union

One Financial Institution's Digital Transformation Story

Fred Shuherk has been a Banking & Credit Union professional for 34+ years.  He has worked for Star One Credit Union since 1996.  Currently serving as the Sr. Web Services Manager, he is responsible for the daily operations, development, security, training, and compliance of the Star One public website, online, and mobile banking delivery channels.  He previously worked at Coast Commercial Bank in Santa Cruz, CA and Stanford FCU in Palo Alto, CA, both in Information Technology capacities.  He attended Ball State University in Muncie, IN and is a 1983 graduate of the US Army School of Personnel, Finance, and Resource Management; Fort Benjamin Harrison Indianapolis, IN.  For fun Fred is an Auctioneer who since 2005 has been the host of the California & Nevada Credit Union League annual fundraising PAC Auction.

12:00 Noon - 1:15 p.m. |  Foyer


1:30 p.m. - 2:15 p.m. | Meeting Rooms A through E

Concurrent Breakout Sessions III

1:30 p.m. - 2:15 p.m. | Meeting Room A

Facing the Liquidity Challenge Head On: Key Steps to Strengthen Your Liquidity Management Process with a Renewed Regulatory Focus

Mark Haberland,  Managing Director
Darling Consulting Group
Joe Kennerson, Managing Director
Darling Consulting Group

Meeting Room A

Loan growth is outpacing deposit growth. Loans are becoming a higher percentage of total assets. Wholesale funding levels are increasing and the potential for deposit attrition continues to grow. Undeniably, liquidity is under pressure. This session will address the changing liquidity landscape in our industry, and what every credit union should be doing to develop a “best practice” approach in liquidity management – regardless of the levels of liquidity you have today.

During this session, participants will gain valuable insights through discussion and examples of industry trends and what lies ahead for the community sector. We will then walk through the critical elements all credit unions should have in their liquidity management process (both operational and contingency) including dynamic forecasting, stress testing, early warning indicators, and effective policy development. The session will highlight real life case studies to increase margin while managing liquidity risk. Finally, liquidity cannot be discussed without addressing deposit challenges. Deposit strategy ideas will be examined to help alleviate the liquidity pressures while managing funding costs.


•         Optimize liquidity yield while maintaining an adequate liquid asset cushion

•         The importance of stress testing – and remediation plans

•         Case studies to improve margin and manage liquidity

•         Proactively managing liquidity with higher regulatory scrutiny

•         Deposit strategies to improve liquidity and manage funding costs

1:30 p.m. - 2:15 p.m. | Meeting Room B

Portfolio and Origination Management Considerations for Indirect Lending in 2019

Don Bader, MSL - VP of Sales and Account Management 
CRIF Select

Meeting Room B

The indirect lending environment is changing, impacted by larger economic trends including social media; the Millennials’ approach to credit/car buying; industrial sized disruptors such as Carvana and other high-end vehicle subscription services; and shared ride services such as Uber and Lyft.

During this session Don will lend his perspective on indirect lending today, given the macroeconomic trends and forecasts currently in play.  The discussion will focus on the impact (or lack thereof) on the American car buyer’s appetite for debt, and how that will impact credit unions’ ability to grow their indirect as well as direct auto portfolios.

1:30 p.m. - 2:15 p.m. | Meeting Room C

Best Practices for a Successful Overdraft Program

Cheryl Lawson, Executive Vice President Compliance
J.M. Floyd and Associates

Meeting Room C

Overdraft revenues have risen year over year and are projected to increase again in 2019.  Is your credit union part of the turbocharged growth?  This session will address the key elements of a successful program. Learn the major types of overdraft issues being brought up by regulators and identify common audit issues and violations noted with respect to overdraft programs. Discover best practices that credit unions can utilize to help avoid or reduce issues and provide a valuable service to members.

I.    Overview of the regulatory landscape on overdraft programs and insight on how to prosper
II.    Potential compliance exam issues, litigation around overdraft services, and how financial institutions across the nation are handling things
III.    Measuring program effectiveness, service impact and value to members.

1:30 p.m. - 2:15 p.m. | Meeting Room D

High Impact, Low Effort Tactics to Increase Product per Members While Reducing Support Calls

Al Rosenbaum, Executive Vice President
SilverCloud, Inc.

Meeting Room D

In this session Al Rosenbaum will reveal high impact and low effort tactics utilized by credit unions to:

  • Take advantage of 2,000 opportunities that you are missing each month and how to capitalize on them
  • Make member AND employee self-service a reality for your credit union
  • Leverage your web and mobile channels the “Amazon way”
  • Implement the universal banker model in your credit union

Who should come:

  • CEO’s
  • COO’s
  • CFO’s
  • Leaders of Ops, Training, Call Center, eCommerce, IT, Marketing

1:30 p.m. - 2:15 p.m. | Meeting Room E

Leverage Your Highest Yielding Assets

Bryan Moffitt, VP, Business Development
CU Recovery & The Loan Service Center, a PSCU Company

Meeting Room E

Credit cards, a preferred way for members to transact, can typically represent among the highest yielding assets in most credit union loan portfolios, generating upwards of 3.5 to 5.5 percent ROA. The opportunity is real. Learn the tactics credit unions should employ several to keep the performance of the card program high, prevent attrition and use collections as communications channel to enhance member experience and grow the profitability of the credit program by following a cardholder’s financial journey through life.

2:00 p.m. - 3:00 p.m. | Exhibit Hall

Coffee served in Exhibit Hall 

2:15 p.m. - 2:45 p.m. | Foyer

Afternoon Break with Marketplace Exhibitors

2:45 p.m. |  Exhibit Hall

Grand Prize and Exhibitor Raffles

3:00 p.m. 

Marketplace Ends