COMMERCIAL BANKING Doug Petno, Chief Executive Officer of Commercial Banking February 25, 204
Commercial Banking A proven business model Platform aligned to best serve client needs JPMC s leading global capabilities delivered locally unique competitive advantage Franchise strength Seasoned and experienced team deeply rooted in local communities High quality customer base through rigorous client selection and focus Best-in-class credit performance through the cycle Stable and resilient earnings Executing on core strategies expanded and deepened client base 203 performance Adapting to changing regulatory and market environment Strong 203 financial results despite challenging environment: Revenue: $7.0B Net income: $2.6B ROE: 9% Challenging environment in 204 but expected improvement in the medium/long-term COMMERC C IAL BANKING Outlook At 9.5% Basel III capital, we will be able to absorb near-term pressures and continue to generate strong returns 204 priorities: Continue to adapt to higher capital and regulatory requirements, maintain discipline and execute against our growth strategy
Agenda Page Franchise strength 2 203 performance 0 Outlook 8 C IAL BANKING COMMERC 2
Our business Commercial & Industrial overview Small Business <$500k revenue Business Banking $500k-$20mm revenue Middle Market $20mm-$500mm revenue Corporate Client Banking $500mm-$2B revenue CIB $2B+ revenue Middle Market Banking 43% of CB revenues Corporate Client Banking 26% of CB revenues FRANCHIS E S T R E N G T H Long standing client relationships ~9,000 clients, ~36,000 prospects Includes government, nonprofit and healthcare clients Local delivery model # traditional MM syndicated lender in the U.S. Larger, mostly public companies with complex needs ~,600 corporate clients, ~,00 prospects Served by dedicated industry coverage teams Strong partnership with CIB more than doubled IB revenues since 2006 Coverage model structured to best serve our clients needs Note: Data as of YE203. Dollar ranges beneath segment title represent clients annual revenue. Middle Market Banking abbreviated as MM. Corporate Client Banking abbreviated as CCB. CB s Commercial & Industrial (C&I) grouping is internally defined to include certain client segments (MM, which includes Government, Nonprofit & Healthcare Clients, and CCB) and will not align with regulatory definitions Thomson Reuters as of YE203. Traditional MM is defined as credit facilities of < $00mm from clients with < $500mm in revenue 3
Our business Commercial Real Estate overview Commercial Term Real Estate Community Development Lending Banking Banking 7% of CB revenue 8% of CB revenue 3% of CB revenue $49B in loans Stabilized properties $9B in credit commitments Top-tier sponsors $4B in credit commitments Specialized construction Acquired with WaMu in 2008 Institutional quality assets lending for affordable housing # multifamily il lender in U.S. Diversified ifi portfolio and products FRANCHIS E S T R E N G T H Uses Chase brand Uses J.P. Morgan brand Note: Data as of YE203 except where noted. Commercial Term Lending abbreviated as CTL. Real Estate Banking abbreviated as REB. Community Development Banking abbreviated as CDB. CB s Commercial Real Estate (CRE) grouping is internally defined to include certain client segments (REB, CTL and CDB) and will not align with regulatory definitions SNL Financial based on FDIC data as of 3Q3 4
Our platform A unique competitive advantage as a part of JPMC Banking Consumer & Business Banking Corporate & Investment Bank Treasury Services revenue of $2.4B Record IB revenues of $.7B Markets Card Investor Services Corporate & Investment Corporate Bank& Investment Bank Chase Commercial Banking Consumer & Community Banking Mortgage Banking Consumer & Community Banking Card Services revenue of $438mm ~8mm branch transactions in 203 Asset Asset Management Management Asset Management Investment Management Private Bank Investment Management revenue of ~$500mm ~$00B of AuM FRANCHIS E S T R E N G T H Scale and stability Iconic brands Access to talent Broad product capability Note: Data as of YE203. All cross-sell information represents gross revenue, transactions or assets generated by CB clients. Investment Banking (IB) includes Banking and Markets revenue. Card Services includes Commercial Card and Paymentech revenue 5
Our people and presence Global JPMC capabilities delivered locally This map is saved in Dealworks folder 48680-00 CB banker presence CB office or retail branch presence Presence in 9 U.S. cities, 40+ of the top 50 MSAs and 3 major international cities Leverages Chase s extensive branch network and CIB s presence in 60 countries FRANCHIS E S T R E N G T H ~,300 bankers ; average 20+ years of industry experience Single point of contact Local decision making Based on total number of revenue producing employees 6 Rooted in local communities
Our clients Rigorous client selection Our client selection criteria Strategic clients with broad and complex needs Strong management track record Reputable in local markets Share our risk philosophy Preferred industries Transparent operations Results in a high quality client base Long-term, deep relationships: average of ~9 products/client Well-diversified portfolio of clients in our target segments Lower credit, operating and reputational risk We know our clients and a positive impact on economics Higher revenue per client given broad product needs Lower cost-to-serve (e.g., capital requirements, on-boarding, monitoring) FRANCHIS E S T R E N G T H 7 Greater earnings resiliency Stronger returns
Our credit culture and discipline Through-the-cycle credit costs below our target of 50bps Commercial Banking Peer average Portfolio quality driven by Non-performing loans 2 Strong credit culture Discipline over growth Joint ownership between banking and risk teams Experienced credit and risk teams in market Deep local knowledge 4.2% 2.87% 3.08% 2.07% 2.02% 2.02%.09% 0.89% 0.89% 0.94% 0.62% 0.22% 0.52% 0.37% 2007 2008 2009 200 20 202 203 FRANCHIS E S T R E N G T H Granular, high quality portfolio Net charge-offs 2.23% Risk Prudent with private equity sponsors.35% discipline Sound structures Cyclical risks managed.02% New originations carefully monitored 0.07% Peer averages include CB-equivalent segments or wholesale portfolios at BAC, CMA, FITB, KEY, PNC, USB, WFC 2 Based on end of period loans 3 Through-the-cycle, 2007-203 average 2.00% TTC average 3 CB: 0.37% Peers:.0% 0.94% 0.75% 0.28% 0.35% 0.33% 0.% 0.8% 0.03% 0.03% 2007 2008 2009 200 20 202 203 8
Our through-the-cycle performance Resilient, high quality earnings Resilient earnings Strong ROE despite higher capital and continued investment in the business Revenue ($B) Net income ($B) Allocated capital ($B) ROE (%) 30% 28% 26% $6.8 $7.0 $6.4 $6.0 20% $5.7 9% $4.8 7% 6% $4. $3.5 $2.6 $2.4 $2.6 $2. $9.5 $8.0 $8.0 $8.0 $.4 $7.3 $. $.3 $6.5 2007 2008 2009 200 20 202 203 2007 2008 2009 200 20 202 203 FRANCHIS E S T R E N G T H High quality clients Average allocated common equity for the period Credit & expense discipline 9 Broad product capability Capital efficiency
Agenda Page Franchise strength 2 203 performance 0 Outlook 8 C IAL BANKING COMMERC 0
203 results Strong underlying business performance Delivered strong performance Disciplined loan growth Higher deposits, particularly DDA Strong credit performance Record YoY ($B, except where noted) 202 203 (%) Total loan balance (EOP) 28 37 7% Net charge-offs (%) 0.03% 0.03% Non-performing loans (%) 0.52% 0.37% Total deposits (avg.) 96 98 % Overhead ratio (%) 35% 37% Expense discipline Return on equity (%) 28% 9% Deepened client relationships Footprint expansion Record IB revenues Strong growth across key products Investment Banking revenue 2.6.7 5% Card Services revenue 2 ($mm) 38 438 5% International revenue 3 ($mm) 238 26 0% FORMANCE 203 PER Adapted d to regulatory changes Higher capital due to Basel III Higher compliance and control expenses Allocated capital 9.5 3.5 42% Dedicated regulatory FTEs 4 64 25 236% Demand Deposit Accounts 2 Investment t Banking and Card Services revenue represent gross revenue generated by CB clients. Investment t Banking includes Banking and dmarkets revenue. Card dservices includes Commercial Card and Paymentech revenue 3 Denotes overseas revenue from U.S. multinational clients 4 Full-time equivalents
C&I loan growth Maintaining discipline even when the industry is easing CB C&I loans ($B, EOP) Diversified portfolio (203 C&I loans, EOP) Healthcare 4% $74 $74 $63 $5 200 20 202 203 Other 2 3% Building & Materials 3% Utilities 4% Business Services 5% Machinery 7% Retail 8% Government 0% Energy 2 0% Consumer products 8% 203 industry observations CB performance summary FORMANCE 203 PER Demand slowed versus initial years of economic recovery in 200-202 Less pure interest rate driven demand Clients remained cautious and held onto cash Record leveraged finance activity from institutions, replacing bank loans for larger corporate clients Fierce competition from traditional competitors and new non-bank lenders Easing of credit standards 3 and very aggressive pricing Outperformed industry in both growth and credit quality since onset of recovery Growth lagged industry in 203 Passed on deals that didn't meet our credit standards d or economic hurdle rates Competitors refinanced lower quality loans from portfolio Maintained focus on core industries with selective exposure to private equity transactions Revolver utilization of 30% remains low Proven track record and well-positioned for an economic expansion Note: CB s C&I grouping is internally defined to include certain client segments (MM, which includes Government, Nonprofit & Healthcare Clients, and CCB) and will not align with regulatory definitions iti Industry data sourced from FRB H.8 Assets and Liabilities of Commercial Banks in the United States (not seasonally adjusted) 2 Energy includes Oil & Gas and Metals & Mining. Other includes nine additional industry groups 3 Based on FRB Senior Loan Officer Opinion Survey on Bank Lending Practices released 2/3/204 2
CRE loan growth Capturing market opportunity Credit originations ($B) Loan balances ($B, EOP) CTL loans REB commitments CTL REB $4 $2 $22 $46 $47 $52 $60 $3 200 20 202 203 200 20 202 203 Sector fundamentals remain strong Strong multifamily fundamentals Modest commercial construction aiding stability 33% of $3.T CRE debt maturing between 204-206 2 Sound credit structures FORMANCE 203 PER Scale advantage Client and asset selection Rigorous underwriting standards Market conditions closely monitored Note: CB s Commercial Real Estate (CRE) grouping is internally defined to include certain client segments (REB, CTL and CDB) and will not align with regulatory definitions Excludes CDB 2 Source: Trepp, LLC and FRB Flow of Funds Data, Balance Sheets, and Integrated Macroeconomic Accounts, as of 3Q3 3
Deposit growth Stable and diversified deposit base Excellent deposit gathering franchise 7,000+ depository clients Complete set of cash management products to attract valuable operating deposits 54% of deposit base comprised of DDA, with strong growth over 202 Stable spreads in 203 $2.4B revenue generated from deposits and product fees Average deposits ($B) Managing deposits closely Regulatory changes will impact the value of certain types of deposits, but we are actively managing through pricing Expect non-operating deposits to decline as economy improves Well-positioned for a rising rate environment Deposit mix by type ($B) $39 MM CCB CRE and other 2 $96 $98 $75 9% 35% 56% DDA Savings Sweeps/Others $98 $39 $39 $37 $53 $47 $54 $06 0-3 CAGR 2% 4% 25% FORMANCE 203 PER 200 20 202 203 200 203 Our deposits will be very valuable as interest rates rise Note: Deposits represent client deposits and other third party liabilities. DDA = Demand Deposit Account Non-operating deposits include deposits in excess of what a client requires to fund their transactional/operating needs 2 Includes REB, CDB and CTL 4
Expanding our client base Growth in high potential markets Expanded into 5 of the top 5 MSAs Huge growth opportunity ~6,500 prospects in expansion markets Delivered differentiated model into new markets (well-received by clients) Positive return contribution as we reach scale Total expansion clients Total expansion revenue ($mm) $,000,02,357,467 $34 $224 $287 FORMANCE 20 202 203 20 202 203 Long-term target Right people Patience Discipline LOB partnerships 203 PER Note: Reflects MM expansion. Defined as heritage Washington Mutual locations plus locations out-of-footprint of retail branch presence 5
Middle Market expansion success story Florida 2009: Entered market Clients: 7 Headcount: 20 20 Clients: 4 Headcount: 56 203 Clients: 250 Headcount: 77 Loans ($mm, average) Deposits ($mm, average) Revenues ($mm) FORMANCE 203 PER $44 $,339 $,229 $,4 $36 $832 $530 $583 $22 $85 $74 $3 200 20 202 203 200 20 202 203 200 20 202 203 6
Deepening client relationships Strong cross-sell sell through our differentiated capabilities Unique capabilities delivered locally ll High margin products that enhance returns Record revenue in 203 Dedicated teams Substantial room to grow Investment Banking Card Services International Revenue ($B) Revenue ($mm) Revenue ($mm) 2 $.6 $.7 $343 $38 $438 $92 $238 $26 $.4 20 202 203 20 202 203 20 202 203 FORMANCE 203 PER Competitive advantage Investment Banking and Card Services revenue represent gross revenue generated by CB clients. Investment Banking includes Banking and Markets revenue. Card Services includes Commercial Card and Paymentech revenue 2 Denotes overseas revenue from U.S. multinational clients 7
Agenda Page Franchise strength 2 203 performance 0 Outlook 8 C IAL BANKING COMMERC 8
Market outlook Well-positioned to absorb near-term challenges and benefit from market opportunities Near-term, we face some challenges Regulatory changes Low deposit spreads Intense competition Slow economic recovery but are best positioned against these challenges... Strong credit portfolio Regulatory and compliance infrastructure Investing for the future Power of JPMorgan Chase platform OUTLOOK and will benefit as the U.S. economy recovers Rising deposit spreads Increased business borrowing Greater M&A and capital markets activity Increase in international activity 9
Business targets Strong through-the-cycle the returns 203 result Long-term target Middle Market expansion $287mm $.0B Key revenue growth initiatives Investment Banking $.7B $2.0B+ Making strong progress towards our long-term revenue targets International 2 $26mm $500mm TTC target Overhead & credit costs Overhead ratio Net charge-offs 37% 35% Maintaining expense and risk discipline i while investing in 0.03% 0.50% the business Returns Return on equity 9% 8% +/- Strong TTC ROE despite higher capital OUTLOOK Note: TTC = through-the-cycle Investment Banking revenue represents gross revenue generated by CB clients. Includes Banking and Markets revenue 2 Denotes overseas revenue from U.S. multinational clients 20
204 priorities Continue to deliver for our clients Ensure a fortress compliance and control environment Fully adapt to regulatory capital, liquidity and leverage requirements Maintain risk discipline monitor market conditions Execute our growth strategy Invest in our people and platform Deliver for our clients OUTLOOK 2