Practical, take-home tips will be shared at marketing conference workshops.

• Position: ABA Resources

Sustaining a sales culture. Setting to small-business customers. Building core deposits.

These are three of the big issues on the mind of marketers these days. On Sept. 22--24, the ABA Marketing Conference will provide practical tips on these and other vital marketing issues during a series of conference workshops. The conference will be held at Loews Miami Beach Hotel, South Beach, Fla.

The popular speaker Jack Hubbard, chairman of St. Meyer & Hubbard Inc., Elgin, Ill., will discuss sales culture during a workshop entitled, "Sustaining a Performance Culture--Marketing's Strategic Role." Hubbard will outline success stories from banks that have implemented programs to sustain their sales culture. The lessons are applicable to both retail and commercial banking as well as to wealth management.

"All-Star Small-Business Banking--How They Succeed at Selling," is the title of a workshop presented jointly by Brad Fogleman, senior vice president and corporate director of sates, Citizens Bank, and Paul Sims, director of bank services, Private Business Inc. The two will discuss the sales and marketing tactics used by the best small-business bankers out there.

If you focus on core deposit growth, improved net interest margin and reduced dependence on expensive alternative funding, you, as a marketer, can impact strategic planning in the financial performance area, according to Geri Forehand, regional manager, senior consultant, Alex Sheshunoff Management Services, L.P. Forehand says that advanced research techniques reveal alternative methods for funds growth. Marketers will learn how to use marketing and demographic information to enhance and create opportunities and increase their bank's deposit base.

Other conference workshops include:

"Media 101: Using the Media to Your Strategic Advantage." Presenter: Suzanne Bates, president and CEO, Bates Communications Inc.

"Money-Making, Money-Saving Marketing Ideas." Presenters: Tom Hershberger, president, Cross Financial Group; Alisha Johnson, senior vice president, Highland Bank.

"Financial Services for Women in Business: Relevant Research and Successful Strategies." Presenters: Sue Moore, executive vice president, Legacy Bank of Texas; Linda O'Connell, small-business research director, Barlow Research Associates.

"Market Potential! Identify It, Quantify It and Capitalize on It! Presenters: Kathy Campbell, vice president marketing--customer information management, AMCORE Financial Inc...