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The MBNA AMERICA- OWLS NEST GROUP STORY Presented by: Jim Roszkowski Jim Roszkowski Managing Director Owls Nest Group, LLC.

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Presentation on theme: "The MBNA AMERICA- OWLS NEST GROUP STORY Presented by: Jim Roszkowski Jim Roszkowski Managing Director Owls Nest Group, LLC."— Presentation transcript:

1 The MBNA AMERICA- OWLS NEST GROUP STORY Presented by: Jim Roszkowski Jim Roszkowski Managing Director Owls Nest Group, LLC

2 MBNA- How it All Started An Entrepreneurial Success Founded in 1982, Maryland Bank, N.A., the credit card division of Maryland National Bank, was moved from Baltimore, Maryland to Newark, Delaware Founded in 1982, Maryland Bank, N.A., the credit card division of Maryland National Bank, was moved from Baltimore, Maryland to Newark, Delaware First office was in an old A&P supermarket with 150 People and less than $175 million in assets First office was in an old A&P supermarket with 150 People and less than $175 million in assets Hiring began by interviewing candidates in a Sheraton Hotel lobby Hiring began by interviewing candidates in a Sheraton Hotel lobby MNB Board challenge to management- grow the card portfolio nationally with a limited budget for marketing or to build brand awareness of Maryland Bank, N.A. MNB Board challenge to management- grow the card portfolio nationally with a limited budget for marketing or to build brand awareness of Maryland Bank, N.A.

3 MBNA-How it all started (cont.) To compete against household names like Citibank, Bank of America, etc., Maryland Bank, N.A. (later called MBNA) needed to develop a unique marketing strategy to aggressively grow assets cost effectively without any national consumer/brand recognition To compete against household names like Citibank, Bank of America, etc., Maryland Bank, N.A. (later called MBNA) needed to develop a unique marketing strategy to aggressively grow assets cost effectively without any national consumer/brand recognition Then founder and CEO of MBNA developed the idea of marketing a card by leveraging the strength and recognition of another entitys identity, brand or logo Then founder and CEO of MBNA developed the idea of marketing a card by leveraging the strength and recognition of another entitys identity, brand or logo First affinity card program was launched in 1983 targeting Georgetown University alumni First affinity card program was launched in 1983 targeting Georgetown University alumni

4 MBNA- How it all started (cont.) Immediately targeted verticals that were most receptive and produced the greatest ROI such as Colleges/Universities, Professional Groups, Cause Related, Agent Banks, Sports Leagues/Teams, etc Immediately targeted verticals that were most receptive and produced the greatest ROI such as Colleges/Universities, Professional Groups, Cause Related, Agent Banks, Sports Leagues/Teams, etc Continued to grow the business using the same marketing concept and lending philosophy as MBNA grew its high quality or credit worthy Customer portfolio Continued to grow the business using the same marketing concept and lending philosophy as MBNA grew its high quality or credit worthy Customer portfolio Later offered additional consumer lending and deposit products such as CDs and MMA to strengthen the loyalty of both the Customers and affinity groups Later offered additional consumer lending and deposit products such as CDs and MMA to strengthen the loyalty of both the Customers and affinity groups

5 MBNA Achievements before Bank of America Merger Largest Worldwide Independent MasterCard, Visa and American Express Credit Card Issuer Largest Worldwide Independent MasterCard, Visa and American Express Credit Card Issuer Over $123 billion in assets/loans Over $123 billion in assets/loans 28,000 People across 5 Countries 28,000 People across 5 Countries Nearly 5,000 endorsing affinity groups or agent banks promoting a credit card from MBNA Nearly 5,000 endorsing affinity groups or agent banks promoting a credit card from MBNA Over 50 million individual Customers Over 50 million individual Customers Lowest charge off and delinquency rates in the US credit card market Lowest charge off and delinquency rates in the US credit card market Ranked highest in Customer Satisfaction Ranked highest in Customer Satisfaction Numerous awards for Best Place To Work Numerous awards for Best Place To Work

6 Key To MBNAs Success- Core Attitude MBNAs Attitude not necessarily its Aptitude determined its Altitude MBNAs Attitude not necessarily its Aptitude determined its Altitude Build the finest company of its kind Build the finest company of its kind Committed to Customer satisfaction Committed to Customer satisfaction Get the right Customers and Keep Them Get the right Customers and Keep Them Think of Yourself as a Customer Think of Yourself as a Customer Primary Focus on Customers and People never changed Primary Focus on Customers and People never changed Complacency is Devastating Complacency is Devastating Hired People with a single-minded focus on serving the Customer Hired People with a single-minded focus on serving the Customer

7 MBNA People Were Leaders: Leaders: - Created an atmosphere where People could believe and be successful - Created an atmosphere where People could believe and be successful - Get ordinary People to do extraordinary things beyond their own expectations - Get ordinary People to do extraordinary things beyond their own expectations - Find a better way through innovation, persistence, faith, vision, integrity, maturity, desire, courage and wisdom - Find a better way through innovation, persistence, faith, vision, integrity, maturity, desire, courage and wisdom - Preferred the errors of enthusiasm versus the indifference of wisdom - Preferred the errors of enthusiasm versus the indifference of wisdom

8 MBNA People Had Unique Abilities: Unique Abilities: - Motivated People: created an environment for People to motivate themselves - Motivated People: created an environment for People to motivate themselves - Get things done: many reasons but no excuses; held People accountable - Get things done: many reasons but no excuses; held People accountable - Turned stress into strength- all depends on how leaders react to situations - Turned stress into strength- all depends on how leaders react to situations - Unwavering commitment to the Customer - Unwavering commitment to the Customer

9 MBNA People Took Unique Actions: Unique Actions: - Responsibility: if its to be, its up to me - Responsibility: if its to be, its up to me - Encouraged People to Think Things Through for the best results - Encouraged People to Think Things Through for the best results - Dedication: the ability to carry out a promise long after the mood it was made has long gone - Dedication: the ability to carry out a promise long after the mood it was made has long gone - Learned/Listened/Reacted - Learned/Listened/Reacted - Empathy: understand/lift up spirits - Empathy: understand/lift up spirits

10 MBNA People Possessed Unique Attitude: Unique Attitude: - Core Values/Precepts remained constant - Core Values/Precepts remained constant - Preserved the core while stimulating progress - Preserved the core while stimulating progress - Successfully dealt with the Tyranny of the OR versus the Genius of the AND (for example; Control Costs AND Grow Revenues) - Successfully dealt with the Tyranny of the OR versus the Genius of the AND (for example; Control Costs AND Grow Revenues) - Single mindedly focused on Customer satisfaction, not solely on profitability - Single mindedly focused on Customer satisfaction, not solely on profitability

11 OWLS NEST GROUP, LLC Founded in 2005 by former MBNA Senior Executives with extensive experience in various fields and disciplines- Jim Roszkowski, Managing Director Founded in 2005 by former MBNA Senior Executives with extensive experience in various fields and disciplines- Jim Roszkowski, Managing Director Owls Nest Group, LLC (ONG) is a unique group of successful professionals disciplined in creating and sustaining profitability, value, client growth and Customer satisfaction Owls Nest Group, LLC (ONG) is a unique group of successful professionals disciplined in creating and sustaining profitability, value, client growth and Customer satisfaction Focus on providing senior level advisory and board director services to companys with revenues ranging on average from $2 million and $75 million Focus on providing senior level advisory and board director services to companys with revenues ranging on average from $2 million and $75 million Growth strategies by leveraging an existing brands strength or relationship with a targeted group of people- The MBNA Story Growth strategies by leveraging an existing brands strength or relationship with a targeted group of people- The MBNA Story

12 MBNA and ONG- One Story Owls Nest Group, LLC was formed based on the success and experience learned from the inventor of affinity marketing- MBNA AMERICA Owls Nest Group, LLC was formed based on the success and experience learned from the inventor of affinity marketing- MBNA AMERICA Loyalty between a third party organization and its members, customers, fans, donors, alumni, students, etc. is a bond that can be effectively leveraged by any company in any industry Loyalty between a third party organization and its members, customers, fans, donors, alumni, students, etc. is a bond that can be effectively leveraged by any company in any industry

13 MBNA and ONG- One Story Small or large company's alike that offer a specific value proposition positioning its products and services to a targeted market will greatly benefit by utilizing the strength of this loyalty or affinity of a third party organization with its constituents Small or large company's alike that offer a specific value proposition positioning its products and services to a targeted market will greatly benefit by utilizing the strength of this loyalty or affinity of a third party organization with its constituents We are prepared to assist your company discover new ways of conducting your business that will yield phenomenally successful results! We are prepared to assist your company discover new ways of conducting your business that will yield phenomenally successful results!

14 OWLS NEST GROUP-Contact Info James J. Roszkowski James J. Roszkowski Managing Director Managing Director OWLS NEST GROUP, LLC OWLS NEST GROUP, LLC 2507 W 17 th Street 2507 W 17 th Street Wilmington, DE Wilmington, DE (302) (302)


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