Huntington National Bank 2003 Annual Report Download - page 28

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customers operate more efficiently. And we established programs to define credit, sales and
employee cultures in order to create a superior service experience and interface with our clients.
Private Financial Group
Through creation of a unified sales and delivery model unique in the banking industry, our
Private Financial Group (PFG) gives customers in local markets immediate and direct
access to its array of highly customized services, including investment management, personal
trust, brokerage, insurance and private banking services.
Separate sales forces for all these businesses have been consolidated into a single, integrated
team supported by product experts. Working with Regional Presidents and stationed in
local banking offices, specially trained PFG representatives have the expertise to address
most of a customer’s financial needs, without handing the customer off to other business
specialists. In a world that is increasingly automated and depersonalized, this one-on-one
interface gives PFG a real competitive edge.
A new 401(k) plan launched by PFG late in 2002 sold well. Growing numbers of quality
referrals from other lines of business should accelerate sales in the coming months.
Now offering both its custodial and investment management services to institutional
clients, PFG dramatically demonstrated its prowess in this area in 2003. It successfully
converted a major state pension fund acquired late in 2002, the largest custodial account in
Huntington’s history.
Huntington’s licensed banker program was recently extended into the Regional Banking’s
private banking group, so local bankers(1) can now sell most PFG services. This broadens
PFG’s interface with high net worth retail customers and exemplifies our being the “local
bank with national resources.”
Dealer Sales
Our Dealer Sales Group continued to gain market share and improve the credit quality of
loan and lease originations while posting an impressive increase in production volume.
Key factors in this growth were our unique dealer relationship business model and the
extraordinarily strong market presence of Dealer Sales, built on more than a half-century
commitment to hometown automobile dealers.
The Dealer Sales Group approaches the market with a fundamentally unique but compelling
value proposition: We place seasoned auto underwriting and sales professionals in local
markets for responsive delivery of financial solutions to dealer needs.
The group has forged essential partnerships with thousands of automobile dealers by offering
everything they need to succeed beyond auto loan and lease financing. This includes floor
plan financing, real estate financing, and a full suite of Treasury Management products and
services for the company and its management team.
Our “local bank with national resources” business model gives Dealer Sales a closer, more
fully integrated interface with automobile dealers. That interface provides a time-saving,
Private Financial Group
Products and Services
Personal trust
Foundations/endowments
Institutional trust
401(k) and other retirement plans
Custody
Corporate trust
Investment management
Institutional asset management
Proprietary mutual funds
Fixed and variable annuities(1)
Securities brokerage(1)
Individual life/health insurance
Property and casualty insurance
Payment protection
Private banking – loans, deposits
and investments(1)
Dealer Sales
Products and Services
Consumer auto loans and leases
Dealer inventory financing
Commercial working capital loans
Commercial real estate loans
Treasury management services
Merchant services
HUNTINGTON BANCSHARES INCORPORATED
26
(1) Securities are made available by registered representatives of The Huntington Investment Company, a subsidiary of Huntington National Bank.