Business Line Results
It was a record year for the Commercial Banking team. After two relatively quiet years, businesses were ready to grow, and Bankers Trust was there with the expertise, stability, and confidence to support them. As a result, total loan production reached a record $2 billion in 2022, and commercial loan balances surpassed $4 billion for the first time in the bank’s 105-year history. Net commercial loan growth reached $652 million.
Clients continued to value and benefit from the relationship-based approach that puts service at the forefront of every decision. A new loan origination system was added in 2022 to streamline back-end processes and provide better customer experience. This conversion required a significant time investment, totaling more than
3,000 hours. This enabled the team to create efficiencies, optimize resources, and maintain their competitive advantage of speed to market.
Treasury Management rolled out Integrated Payables, a sophisticated digital and virtual payment product that helps customers create efficiencies and straight-through processing. This product enables clients to create a customizable solution that is cutting edge and competitive with much larger companies. In addition, this team increased corporate card volume by 20% year-over-year and increased revenue 10% in 2022.
The Treasury Management department has a culture of innovation and client service. Their efforts are supported by Customer Advisory Boards, whose valuable feedback is used to enhance services, prioritize new products, and create a stronger customer experience.
Bankers Trust approached 2022 fully prepared to provide products, services and expertise for customers in response to shifting needs. Commitment to outstanding service remained a top priority and a differentiator. This is proven by feedback from customers, who continued to rate their experiences with Bankers Trust well above bank industry averages.
The team strengthened Retail benefits to reward loyalty, helped customers lock in rates on home equity lines of credit (HELOCs) before markets increased, and provided insights through a new digital tool to help track and understand spending. About 40,000 customers entrust the Consumer team with more than 65,000 accounts.
Private Banking continued to grow in all markets, as community members recommended the team’s expertise, strong customer relationships, and unique concierge banking services to their friends and family. The team added 217 new households in 2022—a testament to the solutions and value they provide.
BTC Financial Services offers investment services and manages more than $150 million in client assets. The team again had a record year in 2022, which was a result of their solid partnerships across the bank that led to qualified referrals.
Despite the mortgage industry hitting a 22-year low, Bankers Trust increased its in-house mortgage portfolio by $90 million, and 75% of loans closed were portfolio products. This reaffirms the value customers find in having their loans serviced locally. The team supported mortgage lending needs of first-time, low-to-moderate income, and minority homebuyers through its Community Lending Program and partnerships with local affordable housing nonprofits.
In 2022, customers turned to the trusted expertise of Bankers Trust Wealth Management to navigate the most challenging markets since 2008. Wealth Management invested in its teams and leadership, which provided capacity for service, support and sales. This enabled advisors to spend more time providing advice and solutions for clients through the ever-changing economic environment. Their focus on service reinforced the confidence customers have in the Wealth Management team and led to increases in the average size and sophistication of new business.
Despite the significant impact of falling stock and bond markets, the team had a strong sales year, adding $358 million in new assets. Assets under Administration (AUA)
closed the year at $19.7 billion. This team’s focus on ongoing optimization, risk management, service excellence, and smart growth helped Wealth Management end the year with solid financial results for each business line, including Private Client Services, Retirement Plan Services, Institutional Custody, and BTC Trust Company of South Dakota. They leveraged new technology, and their local, relationship-based approach proved to be a successful differentiator in the wake of market disruption. The team enters 2023 in a position of stability, with momentum in each market.
BTC Capital Management
An SEC-Registered Investment Advisory Affiliate of Bankers Trust
As BTC Capital Management approaches its 20th year in business, clients continued to find value in the firm’s strength, stability, and risk-based approach for their investment management and advisory needs. Despite a turbulent market, BTC Capital Management experienced strong sales growth and 98% client retention, both results of the trust and confidence clients place in them. Robust internal partnerships led to significant new business from referrals in 2022. The firm holds $3.6 billion in assets under management for institutions, bank partners, and individuals served by Bankers Trust’s Wealth Management team.
When markets presented challenges, the BTC Capital Management team focused on the areas they could control— helping clients manage their portfolios and mitigating risk through responsiveness and timely insights. This included one-on-one consultations, as well as providing expertise and commentary through several online publications. Also adding to clients’ confidence is the team’s belief that when it comes to investment management and advisory services, it’s not about products
but rather a focus on the process of active listening, strategic planning, and delivering unparalleled service.