Comerica 2005 | At-A-Glance

The Business Bank
Overview
The Business Bank provides companies with a full range of credit and non-credit financial products and services. Its representatives build long-lasting relationships with business owners and managers, with a special emphasis on those at middle market companies. The Business Bank offers corporate clients highly professional business lending, cash management and global trade services.

2005 Achievements

•	Average Commercial Real Estate loans were $5.5 billion, with growth of 39 percent and 20 percent, respectively, in the fast-growing markets of Austin, Texas and Orange County, California
•	National Dealer Services loans were a record $4.8 billion at year-end 2005
•	Average Middle Market loans of $14.7 billion were up 6 percent from 2004, with the Western and Texas markets contributing 37 percent of the total
•	Created a Specialized Industries department within Global Corporate Banking to leverage synergies between the Financial Institutions, Healthcare & Education Lending, and Municipalities & Specialty Services groups
•	Streamlined treasury management online product delivery through Treasury Management Connect^SM, or TM Connect, for short
•	Launched Comerica Business Deposit Capture, which enables businesses to scan (capture) images of checks at their own locations and transmit them electronically to Comerica for deposit
•	Attained the Ex-Im Bank “Fast Track” lender designation for working capital loan approvals up to $25 million

Competitive Advantages

•	Relationship managers have 15-20 years of experience, on average
•	Technologically advanced treasury management and global trade services
•	North American commercial banking platform
•	Comerica ranks #6 among Ex-Im Bank working capital lenders
•	Ability and willingness to lend through all phases of an economic cycle
•	Niche business specialties (e.g., Energy, Technology & Life Sciences, Entertainment, Financial Services)

Strategies

•	Continue to diversify the loan portfolio by geography and business
•	Leverage relationships with The Retail Bank and Wealth & Institutional Management segments to enhance cross-selling efforts
•	Leverage investments in technology to deliver a single online portal for business customers
•	Capitalize on opportunities created by the establishment of a representative office in Shanghai, China
•	Develop new and innovative products to meet evolving business customer needs
•	Optimize early entry into check imaging and remote capture

The Retail Bank
Overview
The Retail Bank (formerly known as Small Business & Personal Financial Services) provides personalized financial products and services to consumers, small businesses, and owners and managers of small businesses. These services are provided through traditional banking centers and ComeriMARTs, Web Banking, telephone banking and ATMs. Knowledgeable, professional and courteous staff focus on serving customers and deepening their relationships with customers.

2005 Achievements

•	Opened 18 banking centers, 17 of which were in the high growth markets of Texas, California and Arizona
•	Received five awards for excellence in serving small businesses from Greenwich Associates in their Business Banking Research Program, demonstrating skills and commitment to helping small business owners be successful
•	Installed new hardware in banking centers in preparation for the 2006 rollout of TRiO, a comprehensive sales and sales management system that will further improve sales and service accountability and further enhance the ability to help customers achieve their goals
•	Upgraded Web Bill Pay service to allow customers to make bill payments faster and easier
•	Launched new automated application system for consumer loans to improve turnaround times to customers
•	Implemented a program to allow banking center sales managers to focus more on their customers by relieving their operational and administrative responsibilities
•	Added a Spanish language option on all ATMs nationwide

Competitive Advantages

•	Comerica ranks #8 among the largest SBA 7(a) lenders in the nation
•	Comerica ranks among the top 20 banking companies in small business loans
•	One of the fastest and most reliable web banking services in the country
•	Highly satisfied customers
•	Skill, knowledge and tenure of employees
•	Relationship approach to serving small business owners

Strategies

•	Implement national platform, including customer contact centers, products and processes, and partnering with the Comerica Loan Center on the efficient delivery of small business and consumer loan products
•	Energize sales through improved accountability, training, incentives and products focused on customer needs and helping customers achieve their goals
•	Expand and improve access points, including the continuation of the banking center expansion program and reinvestment and optimization of the Michigan market
•	Apply technology to further enhance ability to create solutions for customers

Wealth & Institutional Management
Overview
Comerica’s Wealth & Institutional Management segment serves the needs of affluent clients, foundations and corporations and includes Private Banking, Comerica Securities, Comerica Insurance, Personal Trust, Strategic Alliances, Institutional Trust, Retirement Services, Munder Capital Management, Comerica Asset Management and Wilson Kemp.

2005 Achievements

•	Munder Capital Management was ranked among the fastest-growing managers in non-proprietary channels, according to Strategic Insight
•	Munder’s Mid-Cap Growth Fund (Y) was ranked by Lipper as the #1 Mid-Cap Growth Fund over the past five years
•	Barron’s ranked Munder as 10th-best performing fund family for 2004 and 5th-best performing fund family in domestic equity
•	Successfully launched Private Client Investment Management Account (PCIM) at Comerica Securities that invests in the Comerica model portfolios
•	Introduced Managed Portfolio Solutions (MPS) that invests in selected non-proprietary money managers and provides customized asset allocation

Competitive Advantages

•	A strong middle market corporate client base, which knows Comerica as a trusted financial institution
•	Superior relationship management skills; many families have worked with Wealth & Institutional Management for up to seven generations
•	Tenured and experienced staff
•	Focus of Wealth & Institutional relationship managers on referrals and cross-sales
•	Investment products, resources and performance
•	Presence in national growth markets in California, Texas, Arizona and Florida

Strategies

•	Develop and expand core services
•	Hire, develop and retain exceptional employees through a rewarding culture and competitive incentive plans
•	Generate greater volume of leads through internal referral sources and improve cross-selling and cross-referring capabilities
•	Enhance workload efficiencies to enable relationship managers to spend more of their time selling and servicing high-net-worth clients