Wholesale Banking
Tim Sloan, Senior EVP, Wholesale Banking
Perry Pelos, EVP, Commercial Banking
Mike Johnson, EVP, Corporate Banking Group
Mark Myers, EVP, Commercial Real Estate
Danny Peltz, EVP, Treasury Management
May 20, 2014
© 2014 Wells Fargo & Company. All rights reserved.
Agenda
 Wholesale Banking overview – Tim Sloan
 Featured Wholesale businesses:
- Commercial Banking – Perry Pelos
- Corporate Banking – Mike Johnson
- Commercial Real Estate – Mark Myers
 Wholesale core product:
- Treasury Management – Danny Peltz
Wells Fargo 2014 Investor Day
Wholesale Banking 1
Business Overview
Wholesale Banking
Wells Fargo 2014 Investor Day
Wholesale Banking 2
Wholesale Banking overview
Wholesale Banking operates over 50 lines of business serving:
 U.S. middle-market and large corporates with annual sales of $20
million and higher
 Foreign subsidiaries of U.S. companies and the U.S. needs of
multi-national corporations
 Financial institutions and investment funds globally
Business highlights:
 Over 35,000 team members
 More than 400 domestic and international locations
 1Q14 average assets: $517.4 billion
 1Q14 average core deposits: $259.0 billion
 1Q14 average loans: $301.9 billion
 Revenue: 1Q14 $5.6 billion; FY 2013 $24.1 billion
 Net income: 1Q14 $1.7 billion; FY 2013 $8.1 billion
Wells Fargo 2014 Investor Day
Wholesale Banking 3
A diverse set of businesses

Commercial Banking
Commercial Banking
Government and Institutional
Banking

Commercial Real Estate
Homebuilder Banking
Hospitality Finance
Real Estate Merchant Banking
REIT Finance
Portfolio Management &
Commercial Real Estate Services
U.S. and International Lending


Corporate Banking
Energy Group
Financial Institutions Group
Financial Sponsors Group
Gaming Division
Healthcare Group
Power and Utilities Group
Restaurant Finance
U.S. Corporate Banking
International Group
Foreign Exchange
Global Banking
Global Financial Institutions
Wells Fargo 2014 Investor Day

Specialized Lending, Servicing,
and Trust Services
Asset Backed Finance
Commercial Mortgage Originations
Commercial Mortgage Servicing
Community Lending & Investment
Corporate Trust Services
Equipment Finance
Multifamily Capital
Shareowner Services

Treasury Management &
Internet Solutions
Commercial Electronic Office® portal
Health Benefit Services
Treasury Management

Wells Fargo Asset Management
Affiliated Managers
Funds Management Group
Wells Capital Management

Wells Fargo Insurance
Insurance Brokerage and Consulting
Personal and Small Business Insurance
Rural Community Insurance Services

Wells Fargo Capital Finance
Corporate Finance Group
Industries Group
Retail Sales Finance
Trade Capital

Wells Fargo Securities
Eastdil Secured
Investment Banking & Capital
Markets
Debt Originations
Equity Originations
Loan Syndications
M&A Advisory
Markets Division
ABF Sales and Trading
Client Trade Services
Commodity Derivatives Sales
and Trading
Credit Sales and Trading
Investment Solutions
Liquid Products Sales and
Trading
Equity Sales and Trading
Municipal Products
Principal Investments
Wholesale Banking 4
Broad product set
Wells Fargo 2014 Investor Day
Wholesale Banking 5
Expansive distribution
688 U.S. and 76 international offices in 406 locations globally (1)
(1) Office count as of 1Q14.
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Wholesale Banking 6
An industry leader
 #1 share of middle-market customers in the U.S.
(1)
 #1 total commercial real estate originations in the U.S. (2)
 #1 commercial mortgage servicer in the U.S. by size
 #1 U.S. oil & gas loan syndications bookrunner
 #1 in energy investment banking
(3)
(4)
(5)
 #1 in overall satisfaction in correspondent banking bank-to-bank services
 #1 U.S. factor, by volume
 #1 in ACH payments
(6)
(7)
(8)
 #2 asset-based loan bookrunner
(9)
 #3 share of U.S. Treasury Management market
 #3 credit enhancer of municipal new issues
(10)
(11)
 #3 in U.S. commercial mortgage backed securities issuance
 #3 in debt capital markets, fee-based
 #4 in loan syndications, fee-based
(12)
(13)
(13)
(1) TNS Commercial Banking Momentum Monitor, 2013; Middle market is defined as companies with revenues between $25MM and $500MM. (2) MBA
Commercial Real Estate/Multifamily Finance Firms Annual Origination Volumes, year ending 12/31/13. (3) MBA Commercial/ Multifamily Mortgage Servicer
Rankings, year-end 2013. (4) Thomson Reuters LPC, 2013. (5) Dealogic, U.S. only fee-based ranking, 2013. (6) FImetrix Global Report on Bank-to-Bank
Transaction Services, 2013. (7) Commercial Finance Association (CFA) 2014 Annual Factoring Survey.(8) NACHA - The Electronic Payments Association, 2014.
(9) Thomson Reuters LPC, 2013. (10) Ernst & Young: 2013 Cash Management Survey of fee-equivalent revenues. (11) Securities Data Corp., December 2013.
(12) Commercial Mortgage Alert, 2013. (13) Dealogic, Jan. 2014; U.S. only; Excludes Public and Asset Backed Finance.
Wells Fargo 2014 Investor Day
Wholesale Banking 7
Relationships drive growth
 Focus on building long-term customer relationships
 Evolve with and respond to our customers’ needs
 Provide a broad product offering that can serve customers over time
 Work closely with customers through all market cycles
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Wholesale Banking 8
Revenue and earnings contribution
Wholesale Revenues by Category
Share of Wells Fargo
Revenues and Earnings
2013 Revenues
Trust & investment
fees
9%
8%
Loan and letter of credit fees
5%
Service charges
Wholesale: 29%
Investment Banking
6%
6%
Insurance
5% Trading gains
2% Equity investment gains
3% Operating leases
5%
Other
2013 Earnings
51%
Net interest
income
Wholesale: 37%
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Wholesale Banking 9
Net income growth
($ in billions)
11% CAGR
2010-2013
7.8
8.1
7.0
5.9
12% CAGR
1998-2007
3.9
2.2
0.8
0.8
1998
1999
1.0
1.1
1.1
2000
2001
2002
Wells Fargo 2014 Investor Day
1.4
2003
1.7
1.7
2004
2005
2.3
1.4
2006
2007
2008
2009
2010
2011
2012
2013
Wholesale Banking 10
Wholesale Banking credit quality
Wholesale Net Charge-offs
(% of average loans)
1.08%
0.94%
0.56% 0.56%
0.47%
0.36%
0.29% 0.33%
0.19%
0.12%
0.10%
1998
0.34%
0.00% 0.02%
1999
2000
2001
Wells Fargo 2014 Investor Day
2002
2003
2004
2005
2006
0.08%
2007
2008
2009
2010
2011
2012
2013 1Q14
-0.07% -0.08%
Wholesale Banking 11
Financial performance
($ in millions)
Total Revenue
CAGR = 5.6%
Net Income
$24,092
$24,064
FY12
FY13
$21,568
CAGR = 7.9%
$7,774
$8,133
$6,987
FY11
Noninterest Expense
CAGR = 5.2%
FY11
FY12
FY13
$12,082
$12,378
$11,177
FY11
Wells Fargo 2014 Investor Day
FY12
FY13
Wholesale Banking 12
Wholesale loans and deposits
Loans
 Broad-based Commercial Banking
growth started late 2013
($ in billions, average balances)
$302
$295
$283
$285
 $5.2B from CRE loan acquisitions
added in 3Q13
 Corporate Banking and Asset Backed
Finance grew across many sectors
$288
 Wells Fargo Capital Finance grew
across asset-based lending divisions
 International grew from GFI demand
in Asia
1Q13
2Q13
3Q13
4Q13
1Q14
Total Deposits
($ in billions, average balances)
$313
$316
$290
 4Q13 deposits increased on broadbased organic growth in Corporate
Banking, Commercial Banking, and
Gov’t/Inst. Banking, including
increases from a few large customers
preparing for acquisitions
 1Q14 deposits increased 17% YoY
$278
$269
1Q13
2Q13
Wells Fargo 2014 Investor Day
3Q13
4Q13
1Q14
Wholesale Banking 13
Competitive Positioning
and Advantages
Wholesale Banking
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Wholesale Banking 14
People as a competitive advantage
Tim Sloan
Senior EVP, Wholesale Banking
27 years at Wells Fargo
15 direct reports with average 23 years at WFC
Perry Pelos
Mike Johnson
Mark Myers
Steve Ellis
Head of Commercial
Banking
27 years at WFC
Head of Corporate
Banking
31 years at WFC
Head of Commercial
Real Estate
30 years at WFC
Head of Wholesale
Services
26 years at WFC
 13 direct reports
-
Average 20 years at WFC
 1,367 lenders
-
Average 10 years at WFC
 9 direct reports
 11 direct reports
 371 lenders
 399 lenders
-
-
Average 18 years at WFC
Average 10 years at WFC
 2,651 total team members  683 total team members
-
Average 11 years at WFC
-
Average 11 years at WFC
-
-
Danny Peltz
Average 24 years at WFC
Head of Treasury
Management
24 years at WFC
Average 10 years at WFC
 966 total team members
-
Average 11 years at WFC
 10 direct reports
-
Average 19 years at WFC
 537 TM Sales Consultants
-
Average 11 years at WFC
 3,818 total team members
-
Average 13 years at WFC
Average tenure of all Wholesale team members is 10 years
(1)
Information as of April 2014.
(1) Average tenure of all Wholesale team members includes team members in lines of business not featured here.
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Wholesale Banking 15
Average number of products per relationship
7.2
6.9
6.7
1Q12
1Q13
1Q14
Single product types are counted only once per relationship. Cross-sell reported on a one-quarter lag.
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Wholesale Banking 16
Cross-sell focus
 Credit and Treasury Management are our two core products
 Over 75% of Wholesale relationships have a credit product and
nearly 85% have a Treasury Management product with Wells Fargo
 Additionally, Wholesale product families are listed in the chart below:
Cross-sell Product Penetration, by Product Family
0%
10%
20%
30%
40%
International
Investments
Risk Management
Corporate Trust
Insurance
Capital Markets & Advisory
Shareowner Services
Data as of February 2014 for all Wholesale Banking relationships >$10K Pre-tax pre-provision profit (PTPP). PTPP is total revenue less noninterest expense.
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Wholesale Banking 17
Relationship tenure and cross-sell drive revenue
More Cross-sell = More Revenue
Longer Tenure = More Cross-sell
Avg. annual
revenue
($000)
Avg. # of
products
$7,331
10.9
8.3
9.2
6.8
$2,849
$1,388
$227
1-5
6 - 10
11 - 15
> 15
1-5
$301
$611
6 - 10 11 - 15 16 - 20 21 - 25
Tenure (years)
> 25
# of products
Data as of February 2014. Average number of products and average annual revenue shown is per relationship.
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Wholesale Banking 18
Striving toward risk management excellence
We promote a risk culture of sound judgment, conservatism, and responsibility
among our team members, and attempt to avoid anything that could cause
permanent or irreparable damage to our reputation.
Credit
 Take only as much risk as is appropriate to efficiently, effectively, and prudently serve customers.
 Take risks when we understand them; avoid/ minimize risk when we have no competitive advantage.
 Price our business to cover risk to capital; retain risk only if priced for a sufficient risk-adjusted return.
Market
 Thoughtfully balance risk and return on behalf of our shareholders.
 Take market risk only when appropriate controls and models are in place to accurately monitor and assess
risk.
 Independently assess and challenge line-of-business market risk exposures, when appropriate.
Operational
 Customers expect we will be a reliable provider of services.
 Wholesale decision makers have primary responsibility for risk. Corporate Risk functions provide oversight,
enterprise view, and appropriate “challenge.”
 Wholesale Banking has no tolerance for willful or negligent violation of laws, regulations, or company
policies.
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Wholesale Banking 19
Key Growth Opportunities
Wholesale Banking
Wells Fargo 2014 Investor Day
Wholesale Banking 20
Growth opportunities
Focus on building long-term relationships
 Partner across our diverse businesses to address customer needs and
cross-sell our broad product offerings
 Acquire new customers that fit Wells Fargo’s relationship-focused model
 Up-tier relationships with sound advice and superb execution
Expand our global platform and sector expertise
 Invest in our products, capabilities, distribution platform, and team
members globally
 Leverage deep sector expertise to grow select businesses
 Explore opportunistic business and asset purchases
Continue to execute our core values
 Do the right thing for customers
 Serve relationships for the long term, through all business cycles
 Understand, price, and manage risk
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Wholesale Banking 21
Commercial Banking
Perry Pelos
Executive Vice President
Head of Commercial Banking
Wells Fargo 2014 Investor Day
Wholesale Banking 22
Commercial Banking: leader in the middle market
 Wells Fargo banks approximately 25% of
middle-market companies in the U.S.
(1)
 Our customers are in nearly every industry, including
manufacturing, wholesale, retail, distribution, construction,
and services.
 We have a tenured management team with an average 20
years of service.
#1 share of
middle-market
customers in the
U.S. (1)
Commercial Banking Customers by Industry
(2)
Manufacturing
27%
31%
Wholesale Trade
Professional, Scientific, and Technical Services
Retail Trade
5%
Construction
6%
7%
17%
7%
Finance and Insurance
Other
(1) TNS Commercial Banking Momentum Monitor (2013); Middle market is defined as companies with revenues
between $25MM and $500MM.
(2) Data as of February 2014. Industry classifications based on NAICS level 2 codes.
Wells Fargo 2014 Investor Day
Wholesale Banking 23
Commercial Banking coast to coast
A local approach to serve the middle market via our Commercial Banking offices
135 Offices Across the U.S.
(1)
(1) In addition to these primary U.S. offices, there are 17 satellite offices in the U.S. and 2 offices in Canada.
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Wholesale Banking 24
Commercial Banking financial performance
($ in millions)
Total Loans
Total Revenue
(average balances)
CAGR = 12.9%
81,653
CAGR = 6.2%
74,239
64,110
2011
2012
2013
Total Deposits
(average balances)
CAGR = 10.7%
50,906
3,605
3,903
4,064
2011
2012
2013
CAGR 2011 – 2013

PTPP: 4.3%

Net income: 8.4%
(1)
53,338
43,528
2011
2012
2013
Loans, revenue, PTPP, and net income include the credit for products and services to customers in multiple businesses that are
eliminated in Wholesale segment reporting.
(1) Pre-tax pre-provision profit (PTPP) is total revenue less noninterest expense.
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Wholesale Banking 25
Commercial revenue diversification
Spread and Fee Income
2013 Revenue
Other fees
Risk
Management
Foreign Exchange
2%
2%
10%
Net Interest
Income
Asset Management
Investment
Banking &
Capital
Markets
Commitment
and LC Fees
as a % of total revenue
5%
50%
51%
52%
50%
49%
2011
2012
2013
48%
7%
49%
5%
20%
Noninterest Income
Treasury
Management
Wells Fargo 2014 Investor Day
Net Interest Income
Wholesale Banking 26
Strong Credit and Treasury Management platform
 76% of Commercial Banking relationships have a Credit product and 91%
have a Treasury Management product with Wells Fargo
 Commercial portfolio has grown by focusing on solutions that address the
full breadth of credit needs of privately held, middle-market companies
 Our locally driven, “know your customer” decision-making model creates a
diversified portfolio across industries and geography, while helping to
sustain a strong and responsive risk management culture of accountability
and service
Relationships w/ credit
(% of relationships)
(1)
Sole-bank lender
(non-syndicated)
80%
<$25 million in commitments
64%
Data as of February 2014 for Commercial Banking relationships >$10K PTPP.
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Wholesale Banking 27
Top Commercial Banking cross-sell products
 10 products per customer on average
 16-year average customer tenure
Cross-sell Penetration, by Product Family
0%
10%
20%
30%
40%
International
Investments
Risk Management
Insurance
Corporate Trust
Capital Markets & Advisory
Shareowner Services
Data as of February 2014 for Commercial Banking relationships >$10K PTPP.
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Wholesale Banking 28
Highest middle-market share
Wells Fargo Commercial Banking share of the middle market
increased to 24.5% in 2013 from 22.1% in 2012
24.5%
22.5%
18.7%
11.9%
12.2%
Non Lead Bank
10.9%
Lead Bank
11.2%
8.4%
12.6%
WFC
7.6%
10.3%
BAC
4.4%
7.8%
JPM
3.6%
4.0%
USB
PNC
Source: TNS 2013 Commercial Banking Momentum Monitor.
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Wholesale Banking 29
Industry-specific teams: highlight on Food & Agribusiness
Beverage
The expertise
Food &
Agribusiness
Environmental
& Waste
Management
• 32 offices across the U.S. and Canada have specialized Food & Agribusiness
experts
• Leading provider of U.S. farm loans, by volume (1)
The opportunity
• Providing less than 10% of the total U.S. farm loan volume (1)
• Added experts in five offices in last 12 months focused on growing market
share for Food & Agribusiness east of the Mississippi
Heavy
Equipment
Technology
Technology&
Venture
BankingBanking
Group
Investor Real
Estate
(1) American Bankers Association; FDIC, data as of 4Q13 for total Wells Fargo.
Wells Fargo 2014 Investor Day
Wholesale Banking 30
Industry-specific teams: highlight on Technology Banking
Beverage
Food &
Agribusiness
Environmental
& Waste
Management
Heavy
Equipment
Technology
Banking Group
Expansion strategy driven by the geographic growth of Commercial
Banking and Technology sectors
Late
90s
Internet movement;
launched Technology
Banking Group focused
on four sectors (1)
Launched National Life
Science team
Expanded to Seattle
2006
2013
Expanded to
Southern CA
Increased Life
Sciences focus
Expanded to
Boston
2010
2012
Launched
National Clean
Tech team
Expanded to L.A.
Expanded to
Austin
2011
Investor Real
Estate
(1) Initial four sectors included semiconductors, software, hardware/networking, and internet.
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Wholesale Banking 31
We invest and grow with our customers: International

Over 55% of middle-market companies that are geographically expanding
plan to do so internationally (1)

Commercial Banking recently established new banking teams, comprised of
20 local relationship managers, in the four largest Canadian cities (Toronto,
Montreal, Vancouver, and Calgary)
Commercial Banking (2) Revenue from
International Products (3)
CAGR = 12%
2011
2012
2013
(1) KPMG Middle Market Survey (2013).
(2) Data as of February 2014 for Commercial Banking relationships >$10K PTPP.
(3) Includes Foreign Exchange, International Trade, Global Payments, and International Treasury Management.
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Wholesale Banking 32
We invest and grow with our customers: Investment Banking
 Over 250 Investment Banking transactions with Commercial Banking
customers in 2013
(1)
 21% of Commercial Banking relationships use Wells Fargo Securities
products
(2)
$847 Million
Initial Public Offering
September 2013
Bookrunning Manager
(1) Dealogic (2013).
(2) Data as of February 2014 for Commercial Banking relationships >$10K PTPP; Investment Banking products include Capital Markets & Advisory and Risk
Management product families.
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Wholesale Banking 33
Strength of Commercial Banking
 Highest share of the middle market
 Strong, tenured leadership team
 An extensive domestic presence and expansion into Canada
 Steady growth in loans and deposits
 Strong Credit and broad Treasury Management platform
 Growth opportunity to deepen cross-sell and strengthen our
specialty team focus
 Investing and growing with our customers domestically and
globally
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Wholesale Banking 34
Corporate Banking
Mike Johnson
Executive Vice President
Head of Corporate Banking
Wells Fargo 2014 Investor Day
Wholesale Banking 35
Corporate Banking overview
Business description
 A diverse set of primarily industry-focused
businesses
 Provides integrated financial solutions to large
corporate, investment grade, non-investment
grade, public, and private customers in offices in
Corporate
the U.S., Canada, and the U.K.
Banking today
Relationship statistics




(1)
2,000+ relationships
Bank nearly 3 out of 4 Fortune 500 companies
18-year average bank relationship tenure
10 products per relationship
(1) Data as of February 2014 for Corporate Banking relationships >$10K PTPP.
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Wholesale Banking 36
Industry-focused relationship businesses

Corporate Banking’s broad range of customers have complex
financial services needs and significant capital markets activities
Energy
Power and
Utilities
Financial
Institutions
Financial
Sponsors
Gaming
Healthcare
Restaurant
Finance
General
Corporate

Industry/sector expertise allows us to understand our customers’
needs and serve them more effectively

In-depth customer and industry knowledge is fundamental to our
risk management for both new customer acquisition and ongoing
portfolio management
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Wholesale Banking 37
Corporate Banking locations
Calgary
Aberdeen,
Scotland
Energy
General Corporate
Restaurant Finance
Power and Utilities
Healthcare
Gaming
Financial Institutions
Financial Sponsors
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Wholesale Banking 38
Our growth is driven by our relationship managers
 Know our customers
 Understand their financial services needs
 Offer value-added ideas and products that fit those needs
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Wholesale Banking 39
Corporate Banking and Investment Banking partnership
 Close coordination and active relationship planning
 Ongoing dialogue on capital markets ideas and advice on M&A and
corporate finance
 Risk and liability management
 Both teams licensed with Series 79 and 63 licenses
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Wholesale Banking 40
Corporate Banking financial performance
Total Loans
($ in millions)
Total Revenue
(average balances)
CAGR = 24.7%
34,401
CAGR = 13.2%
30,291
22,130
2,801
2011
2012
2013
Total Deposits
3,589
2012
2013
CAGR 2011 – 2013
(average balances)
59,193
CAGR = 17.5%
2011
3,337
53,042

PTPP: 15.2%

Net income: 15.6%
(1)
42,861
2011
2012
2013
Loans, revenue, PTPP, and net income include the credit for products and services to customers in multiple businesses that are
eliminated in Wholesale segment reporting.
(1) Pre-tax pre-provision profit (PTPP) is total revenue less noninterest expense.
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Wholesale Banking 41
Corporate Banking’s revenue diversification
Spread and Fee Income
2013 Revenue
(as a % of total revenue)
Commitment
and LC Fees
7%
Net Interest
Income
Asset Management
Foreign Exchange
3%
3%
Risk Management
3%
34%
66%
66%
34%
34%
2012
2013
68%
24%
Equity
2%
Investment
Gains
9%
32%
2010
2011
Non Interest Income
Other
15%
X%
Investment
Banking &
Capital
Markets
Net Interest Income
Treasury
Management
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Wholesale Banking 42
Market leadership
Energy
 #1 U.S. oil & gas loan syndications bookrunner (1)
 #1 energy investment banking (2)
Power and utilities
 #3 U.S. utilities loan syndications bookrunner (3)
Restaurants
 #1 restaurant loan syndications bookrunner (4)
Financial institutions
 #2 U.S. and Bermuda insurance investment grade bond issuance (5)
 #3 U.S. financial services loan syndications bookrunner (6)
Consumer, retail, and gaming
 #3 U.S. hotel & gaming loan syndications bookrunner (6)
(1) Thomson Reuters LPC, by number of deals and by volume, 2013. (2) Dealogic, U.S. only fee-based ranking, 2013. (3) Thomson Reuters LPC, by
number of deals and by volume, 2013. (4) SIC 5812, by number of deals, 2013. (5) Dealogic, excludes FA notes, 2013. (6) Thomson Reuters LPC, by
volume, 2013.
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Wholesale Banking 43
Corporate Banking cross-sell opportunity
85% of Corporate Banking relationships have a credit product and 73% have a
Treasury Management product with Wells Fargo
Cross-sell Penetration, by Product Family
0%
10%
20%
30%
40%
Investments
Capital Markets & Advisory
International
Corporate Trust
Risk Management
Shareowner Services
Insurance
Data as of February 2014 for Corporate Banking relationships >$10K PTPP.
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Wholesale Banking 44
Well positioned for continued growth
 Up-tier relationships through value-added ideas
 Acquire new customers that fit Wells Fargo’s relationship-focused model
 Leverage deep sector expertise to expand existing businesses
 Continue development of our Energy business in Canada and the U.K.
 Coordinate with the International Group to serve our multi-national
customers
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Wholesale Banking 45
Energy
Corporate Banking
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Wholesale Banking 46
Energy overview
Business description
 One of the largest capital providers in the Energy
sector
 Active across the upstream, midstream, and
services sectors for companies of all sizes
Energy
platform
today
Experienced management team
 Dedicated, industry-focused Energy group for 40+
years
 Management team has a 13-year average tenure
at Wells Fargo
Team members
 Over 400 team members across the Wholesale
platform located throughout the U.S., Canada,
and U.K. dedicated to serving Energy customers
Wells Fargo 2014 Investor Day
Wholesale Banking 47
Energy overview
 Market leader in a growing, capital intensive industry
 540+ relationships (1)
 8 products per relationship (1)
Lending Commitments by Sector
(2)
Other
4%
Midstream
20%
Upstream
54%
Services &
equipment
22%
(1) Data as of February 2014 for Corporate Banking Energy relationships >$10K PTPP.
(2) Commitments as of 12/31/2013.
Wells Fargo 2014 Investor Day
Wholesale Banking 48
Energy market leadership
 #1 high yield energy bookrunner
(1)
 #1 U.S. oil & gas loan syndications bookrunner
 #1 energy investment banking
(2)
(3)
 #1 energy high grade loan syndications
 #1 energy leveraged loan syndications
(3)
(3)
 #1 master limited partnership (MLP) equity bookrunner (4)
 #3 energy equity bookrunner (5)
(1) WFS and Dealogic, by deals, 2013. (2) Thomson Reuters LPC, 2013. (3) Dealogic, U.S. only fee-based ranking, 2013. (4) Dealogic, by number of deals,
2010-2013. (5) Dealogic, by fees and number of deals, 2013.
Wells Fargo 2014 Investor Day
Wholesale Banking 49
Growth in the business has been driven by
 Experienced, industry focused bankers that know their customers
 Consistent, active presence providing capital throughout all cycles
 A broad and deep platform that allows us to help our customers grow
Wells Fargo 2014 Investor Day
Wholesale Banking 50
Broad product platform supports our customers’ growth
Start-up
- Basic treasury
-
management
Revolving credit
Second lien
Derivatives hedging
Direct equity
investment
Wells Fargo 2014 Investor Day
Growth
- Expand treasury
management
- Leasing
- Syndicated financing
- Term loan
- High-yield issuance
- Advisory
- Corporate trust
Corporate/public
- Foreign exchange
- International treasury
management
- Initial public offering/
equity issuance
- Shareowner services
- Wealth management
Wholesale Banking 51
Broad product platform supports our customers’ growth
Wells Fargo is:
 Administrative agent and lead
arranger on credit facilities
 Acquisition underwriter
BreitBurn Energy Partners LP
(NASDAQ: BBEP)
 Bookrunner for senior notes
offering
 Bookrunner on IPO and follow-on
equity offerings
 Administrative agent and lead
arranger on second lien facility
 Co-investor including introduction
of other equity investors
 Treasury management provider
 Commodity derivatives provider
 Corporate trust provider
15+ year relationship with
Wells Fargo
Wells Fargo 2014 Investor Day
Wholesale Banking 52
Energy financial performance
Total Loans
($ in millions)
Total Revenue
(average balances)
CAGR = 34.5%
11,204
12,565
CAGR = 23.0%
6,943
974
1,044
2012
2013
690
2011
2012
2013
Total Deposits
(average balances)
CAGR = 26.7%
4,034
2011
6,477
2011
CAGR 2011 – 2013

PTPP: 23.6%

Net income: 24.0%
(1)
4,557
2012
2013
Loans, revenue, PTPP, and net income include the credit for products and services to customers in multiple businesses that are
eliminated in Wholesale segment reporting.
(1) Pre-tax pre-provision profit (PTPP) is total revenue less noninterest expense.
Wells Fargo 2014 Investor Day
Wholesale Banking 53
Energy’s revenue diversification
Spread and Fee Income
2013 Revenue
(as a % of total revenue)
Commitment
and LC Fees
Other NII
8%
6%
Risk Management
5%
Net Interest
Income
59%
56%
62%
59%
67%
63%
44%
26%
Investment
Banking &
Capital
Markets
37%
2011
41%
44%
2012
2013
Noninterest Income
Net Interest Income
6%
Equity
Investment
Gains
Wells Fargo 2014 Investor Day
5%
Treasury
Management
Wholesale Banking 54
BNP Paribas portfolio acquisition opportunity
BNP Paribas portfolio acquisition
benefits:
Products per Relationship
8
 Acquired $3.5 billion in loans on
April 24, 2012
 Well-established reputation as market
leader with top-tier execution
 Acquisition of new relationships
5
4
 Experienced bankers with industry
expertise and deep customer
relationships
 Significant cross-sell opportunity
BNPP 2012
Wells Fargo 2014 Investor Day
BNPP 2013
Energy
Business
Wholesale Banking 55
Well positioned for continued growth
 Positioned to serve the U.S. energy industry, which is capital intensive
and has positive long-term growth prospects
 Add new relationships and deepen existing relationships
 Expand capabilities in our advisory and risk management businesses
 Develop international presence to align with our customers’ global
needs
Wells Fargo 2014 Investor Day
Wholesale Banking 56
Commercial Real Estate
Mark Myers
Executive Vice President
Head of Commercial Real Estate
Wells Fargo 2014 Investor Day
Wholesale Banking 57
The industry leader
In 2013 Wells Fargo originated more
commercial real estate activity than any
other competitor in (1):








Industrial
Retail
Hospitality
Office building
Affordable housing
Fannie Mae
Portfolio lender
CMBS/conduit
PERE is published by PEI, the only global B2B information
group focused exclusively on private equity, private real
estate, private debt, and infrastructure.
Product
Total commercial real estate
originations in the U.S. (1)
2013 market position
#1
since 2009
Commercial mortgage servicer in
the U.S. by size (2)
#1
REIT Preferred Equity bookrunner
(Wells Fargo Securities) (3)
#1
Equity Sales Advisory
(Eastdil Secured) (4)
#1
RE Public Equity bookrunner
(Wells Fargo Securities) (5)
#2
REIT Loan Syndications by # of
deals
(Wells Fargo Securities) (6)
#2
RE High Grade Debt bookrunner
by # of deals
(Wells Fargo Securities) (3)
#2
RE M&A Advisory by # of deals
(Wells Fargo Securities) (6)
#2
(1) MBA Commercial Real Estate/Multifamily Finance Firms Annual Origination Volumes, year ending 12/31/13. (2) MBA Commercial/ Multifamily Mortgage
Servicer Rankings, year-end 2013. (3) Company filings. (4) Real Estate Alert, 2013. (5) Dealogic, 2013. (6) Thomson Reuters LPC, 2013.
Wells Fargo 2014 Investor Day
Wholesale Banking 58
Our comprehensive Commercial Real Estate platform
Relationships
Products and terms
Focus on long-term collaboration
and building long-term
relationships
Structured on-balance sheet and
capital markets solutions
 Experienced commercial real
estate investors, operators,
and developers
 Public and private equity
REITs
 Real estate investment
management and private
equity firms
 Public and private
homebuilders
 Strong nonprofits that focus
on community development,
specifically Community
Development Entities (CDEs)
and Community Development
Financial Institutions (CDFIs)
Products
 Acquisition loans
 Construction and bridge loans
 Permanent loans
 Note financing
 Secured and unsecured credit
facilities (term loans and
revolvers)
 Letters of credit
 A&D and unit construction
financing
 A/B structures and mezzanine
debt
 Subscription lines of credit for
investment management firms
Terms
 $1 million to $500+ million
 Recourse and non-recourse
 Fixed and floating rates
 All major property types
Wells Fargo 2014 Investor Day
Specialty groups across
platform
Tailored market-specific financing















Homebuilder Banking
Hospitality Finance
Senior Housing
REIT Finance
Real Estate Merchant Banking
Real Estate Capital Markets
(Commercial Mortgage-Backed
Securities)
Commercial Mortgage Servicing
Multifamily – Fannie Mae &
Freddie Mac, FHA/HUD
Affordable Housing/LIHTC
New Markets Tax Credits
Equity Equivalent Investments
Real Estate Syndicated Finance
Asset Backed Finance
Eastdil Secured
Wells Fargo Securities
Wholesale Banking 59
Commercial Real Estate financial performance
Total Loans
($ in millions)
(average balances)
CAGR = 14.9%
58,709
Total Revenue
62,612
CAGR = 17.9%
47,412
1,811
2011
2012
Total Deposits
2,517
2012
2013
CAGR 2011 – 2013
(average balances)
CAGR = 20.6%
2011
2013
2,322
10,068
8,331

PTPP: 23.8%

Net income: 37.3%
(1)
6,917
2011
2012
2013
Loans, revenue, PTPP, and net income include the credit for products and services to customers in multiple businesses that are
eliminated in Wholesale segment reporting.
(1) Pre-tax pre-provision profit (PTPP) is total revenue less noninterest expense.
Wells Fargo 2014 Investor Day
Wholesale Banking 60
Commercial Real Estate’s revenue diversification
Spread and Fee Income
2013 Revenue
(as a % of total revenue)
1% CMBS
2% Treasury Management
2% ADC & Equity Investment
2% Risk Management
Investment Banking
& Capital Markets
3% Other
20%
16%
19%
8%
2% Commitment
and LC Fees
84%
80%
2012
2013
81%
80%
Net Interest
Income
2011
Noninterest Income
Net Interest Income
Wells Fargo 2014 Investor Day
Wholesale Banking 61
Competitive positioning and advantages
Strong balance sheet and willingness to use that balance sheet
with larger hold positions across all property types
Consistent commercial real estate lending and unwavering
commitment to industry through all cycles
Trusted advisor and certainty of execution, experience, and
understanding of complex real estate transactions
Experienced long-term commercial real estate management and
relationship team in all markets with long local market tenure
Evolved from simply providing credit, CMBS, and capital
markets and advisory services (through Eastdil Secured) to
fully integrated platform
Wells Fargo 2014 Investor Day
Wholesale Banking 62
Strong balance sheet leads to top market share
Market Share by Commercial Real Estate Outstandings
Rank
Bank
Outstandings
($ in millions)
% of Top 20
Banks
1
Wells Fargo
$129,254
22%
2
JP Morgan
$79,540
14%
3
Citi
$73,728
13%
4
Bank of America
$68,774
12%
5
US Bancorp
$39,353
7%
6
PNC
$32,653
6%
(1)
(1) Source: Federal Reserve Form FRY-9C Filings. Includes HFS, foreign, and other loans secured by RE as of 12/31/13.
Top 20 Banks represents 35% of total industry bank lending.
Wells Fargo 2014 Investor Day
Wholesale Banking 63
Consistent Commercial Real Estate lending through cycles
 Strong balance sheet, industry commitment, and track record of performance through
all cycles
 Wells Fargo commercial real estate platform held relatively consistent origination levels
during 2008 – 2013 (1), benefitting our reputation and our experience
Year
Number of Wells
Fargo
transactions (1)
2013
Wells Fargo
transaction
volume (1)
($ in millions)
Percent of total
transactions in
market (1)
10,477
$80,578
15.2%
2012
8,646
$63,806
16.9%
2011
7,767
$60,213
20.7%
2010
7,078
$44,845
25.8%
2009
7,705
$27,103
24.3%
2008
9,521
$37,566
15.5%
(1) MBA Commercial Real Estate/Multifamily Finance Firms Annual Origination Volumes, years ending 12/31/08 - 12/31/13.
Wells Fargo 2014 Investor Day
Wholesale Banking 64
Trusted advisor with experienced local teams
Ranked #1 in both loan volume
and originations in the
following growth markets in
2013 (1)
Charlotte, NC
Denver, CO
Los Angeles, CA
Miami & Orlando, FL
New York City, NY
 Presence/coverage in markets across the U.S.
 Commercial real estate teams have in-depth
market knowledge and expertise that drive
collaboration in the underwriting process across
the entire platform
 Average tenure for senior leaders is 24 years;
have managed through four market cycles
 Average tenure for team members is 11 years;
have experienced toughest market cycle
Phoenix, AZ
Sacramento, CA
Salt Lake City, UT
San Diego, CA
San Francisco & San Jose, CA
Seattle, WA
Washington, DC
(1) MBA Commercial Real Estate/Multifamily Finance Firms Annual Origination Volumes, year ending 12/31/13. Includes Eastdil Secured.
Wells Fargo 2014 Investor Day
Wholesale Banking 65
The fully integrated platform
With a comprehensive, end-to-end real estate platform, Wells Fargo offers customers a broad platform of
individual asset acquisition and balance sheet solutions to meet their investment, capital, and liquidity needs.
Customer
Individual asset
acquisition solutions
Asset
level
banking
Commercial real
estate lending
CMBS, mezzanine &
warehouse lending
Balance sheet (capital
and liquidity) solutions
Corporate
investment
banking
Securities
Private & public
equity
Loan syndications
Debt placement
Loan & property sales
Wells Fargo 2014 Investor Day
Public debt
Advisory / M&A
Wholesale Banking 66
The strength of cross-sell
 CRE is a credit business with a 93% credit product penetration rate
 83% of CRE relationships also have a Treasury Management product with Wells Fargo
Cross-sell Product Penetration, by Product Family
0%
10%
20%
30%
40%
Risk Management
Investments
Capital Markets & Advisory
Corporate Trust
Insurance
International
Shareowner Services
 Top 50 CRE credit relationships have an average of 14 bank products and an average
tenure of 17 years with Wells Fargo
Data as of February 2014 for Commercial Real Estate relationships >$10K PTPP.
Wells Fargo 2014 Investor Day
Wholesale Banking 67
Key growth opportunities
Expansion into U.K. and Canadian markets
Relationship model allows focus on repeat business with those
who provide the highest percentage of revenue
Active internal programs to increase cross-sell across the
platform and with additional bank products
Expansion of Homebuilder Banking division and launch of
focused Senior Housing division
Opportunistic loan purchases from de-leveraging U.S. and
European banks
Wells Fargo 2014 Investor Day
Wholesale Banking 68
U.K. expansion
2013 strategic acquisition of a £4.0 billion ($6.05 billion)
portfolio of commercial real estate loans comprised of
high-quality institutional assets throughout the U.K. with a
focus in London.
New CRE U.K. team has a strong, 20-year history in
London and recognition as a market leader in the
commercial real estate industry. The addition of the CRE
U.K. team enables Wells Fargo to:
 Develop and deepen customer relationships where our
customers are going
 Continue to grow our business and that of our
customers in the U.K.
 Layer our relationship model on top of the existing
long-term relationships that the CRE U.K. team already
has in place
 Leverage the status of our platform to bring in new
U.K.-based customers
Wells Fargo 2014 Investor Day
Wholesale Banking 69
Strong relationship model built for growth with public companies
RLJ Lodging Trust














(NYSE: RLJ)
Brixmor Property Group
(NYSE: BRX)
Customer since 2002
Customer since 2011
Credit facility lead arranger and administrative agent
Unsecured term loan lead arranger and administrative
agent
Bookrunner on initial public offering and first follow-on
equity offering (1)
Interest rate risk management (2)
Cash management services / treasury management (3)
Shareowner services





Joint lead arranger for unsecured credit facility and
unsecured term loan
Bookrunner on initial public offering (1)
Interest rate risk management (2)
CMBS and balance sheet financing
Treasury management (3)
The Macerich Company
Chesapeake Lodging Trust
(NYSE: MAC)
(NYSE: CHSP)
Customer since 1995
Customer since 2010
Administrative agent and lead arranger on secured credit
facilities
Joint lead arranger on unsecured credit facility
Balance sheet term and construction financing
Bookrunner on follow-on equity offerings (1)
Treasury management (3)
CMBS financing
Property sales advisory
Insurance services (4)






Administrative agent and co-lead arranger on revolving
credit facilities
Balance sheet lender for secured term loans
Physical bookrunner on preferred offering (1)
Bookrunner on follow-up equity offerings (1)
Interest rate risk management (2)
Treasury management (3)
(1) Wells Fargo Securities is the trade name for the capital markets and investment banking services of Wells Fargo & Company and its subsidiaries, including but not limited to Wells
Fargo Securities, LLC, a member of NYSE, FINRA, NFA and SIPC, Wells Fargo Institutional Securities, LLC, a member of FINRA and SIPC, Wells Fargo Prime Services, LLC, a member of
FINRA, NFA and SIPC, and Wells Fargo Bank, N.A. Wells Fargo Securities, LLC carries and provides clearing services for Wells Fargo Institutional Securities, LLC customer accounts.
(2) Derivative products are offered by Wells Fargo Bank, N.A. and are not bank deposits or FDIC insured. (3) Member FDIC. (4) Products and services are offered through Wells Fargo
Insurance Services USA, Inc., and Wells Fargo Insurance Services of West Virginia, Inc., non-bank insurance agency affiliates of Wells Fargo & Company. Products and services are
underwritten by unaffiliated insurance companies except crop and flood insurance, which may be underwritten by an affiliate, Rural Community Insurance Company. Some services
require additional fees and may be offered directly through third-party providers. Banking and insurance decisions are made independently and do not influence each other.
Wells Fargo 2014 Investor Day
Wholesale Banking 70
Strong relationship model built for growth with private developers
Hypothetical situation:
A developer owns a
shopping center with shortterm financing coming due
and overall liquidity needs.
The Wells Fargo platform
has a uniquely broad set of
solutions to offer.
Approach:
Understand the customer’s
specific situation and
relevant available products
to deliver a solution that is
designed to achieve the
customer’s objectives.
Range of solutions
Commercial real estate platform
Term financing
 3, 5, 7, 10 year available
 Non-recourse and recourse financing
Bridge financing
 Incremental financing to permanent
takeout through potential sale or
refinancing
CMBS financing
 Attractive current market interest
rates
 Moderate to higher leverage
available in the CMBS market
 Non-recourse financing
 5, 7, 10 year available
Loan syndications
 Access to broader real estate debt
market via loan syndications
Eastdil Secured
Property sale advisory
 Ability to maximize value of asset
 Contribution to REIT via OP units,
which provide tax protection and
potential for upside participation
 Capability to access global capital
sources
Private equity
 Arrange third party capital infusion
while maintaining control of the asset
Secured debt placement
 Provide access to broader life
insurance, pension fund, and offshore
financing opportunities
All securities products and services offered through Wells Fargo Securities, LLC.
Wells Fargo 2014 Investor Day
Wholesale Banking 71
Differentiating factors
 Strong industry focus and willingness to use our balance sheet to provide
certainty of execution at all times for our relationships
 Proven ongoing commitment to industry and relationships by remaining an
active force in the market through all cyclical environments
 Team of commercial real estate professionals with long average tenures
and experience through difficult economic environments
 Uniquely broad and diverse platform makes us a one-stop shop for all
financial solutions for this sector
Wells Fargo 2014 Investor Day
Wholesale Banking 72
Treasury Management
Danny Peltz
Executive Vice President
Head of Treasury Management
Wells Fargo 2014 Investor Day
Wholesale Banking 73
A core relationship product
 Treasury Management supports
Wholesale, Business Banking,
and Wealth Management
customers
 Treasury Management, along
with credit, is a cornerstone of
healthy, long-term relationships
 It is the financial heartbeat
our customers depend on to run
their businesses day to day
 And it helps us understand our
customers’ businesses better
 Our solutions give customers
technology-based workflows to
manage cash flows and optimize
working capital availability
Wells Fargo 2014 Investor Day
A full service offering
Payments




ACH
Wires
Commercial Card
Controlled Disbursements
Collections




Lockbox
Cash Vault
Merchant Solutions
Electronic Receivables
Information
 Intraday Visibility
 Multibank Reporting
 Cash Forecasting
Deposits
 Sweep Services
 Investment Balances
 Multicurrency Accounts
Channels
 Commercial Electronic Office® portal
 Direct Data Connections
 Mobile
Wholesale Banking 74
Competitive advantages
Depth of experience in our business
 TM Operating Committee members with an average of 20 years of Wells Fargo
experience
 3,800 team members vertically integrated across the sales, product, and service
delivery lifecycle, with an average of 13 years at Wells Fargo
Culture of continuous improvement
 Market-leading ethnography discipline strengthens relationships and solicits
feedback on customers’ emerging needs
 15+ years of investment in product innovation and payments technology,
outpacing competitors
Size and scale
 Single nationwide service and delivery platform
 Comprehensive suite of products for all market segments
 #1 industry rank in ACH payments, with a proprietary platform that enables us to
make changes quickly to meet new market opportunities (1)
(1) NACHA - The Electronic Payments Association, 2014.
Wells Fargo 2014 Investor Day
Wholesale Banking 75
A single nationwide platform
Placing our sales people and product delivery where customers do business
Sales Consultant locations (134)
Lockbox sites (19)
Cash Vault sites (122)
Wells Fargo 2014 Investor Day
Wholesale Banking 76
A single online portal for the entire relationship
The Commercial Electronic Office® (CEO®) portal extends our reach
2013 highlights
800
 $11.5 trillion moved online
 52 million logins
 87 applications
Warehouse
Finance
Mutual Fund
Trading
Market-Linked
Investments
676
600
Cash
Forecasting
Insurance
CEO Mobile
Channel
Health Savings
Accounts
Remote Deposit
400
Commercial Card
Reporting
Trust &
Investments
Active CEO users
(thousands)
Self Administration
(1)
200
Wires & ACH
Payments
Credit & TM
Reporting
FX
2000
2001
2002
2003
2004
2005
2006
2007
2008
2009
2010
2011
2012
0
2013
(1) Active users are those with a log-in in the 6 months ending December 31, 2013.
Wells Fargo 2014 Investor Day
Wholesale Banking 77
Market recognition
How customers rate Wells Fargo Treasury Management
Independent
customer
surveys confirm
we exceed
expectations
(1)
Customer
service
Relationship
Manager overall
effectiveness
Product
Average
Large Corporate
A+
A+
A+
Middle Market
A+
A
A
 Received A+ or A grades in 17 of 25 product qualities in
a survey of middle-market customers (1)
- More than twice the number of A+ grades than
the rest of the top five U.S. banks combined
 Received A+ or A grades in 22 of 25 product qualities in
a survey of large corporate customers
(1)
- More A+ grades than the rest of the top five U.S.
banks combined
(1) 2014 Phoenix-Hecht® Quality Index™.
Wells Fargo 2014 Investor Day
Wholesale Banking 78
Leadership in execution
Our approach puts the customer at the center of everything we do
Easy to do
business with
Local
distribution
Align with
relationship
business
Continuous
investment
in our people
Attract &
cultivate
talent
Voice
of the
Customer
Highly
integrated &
customizable
Build vs. buy
philosophy
Wells Fargo 2014 Investor Day
Delivery as
competitive
advantage
Anytime
anywhere
Multi-channel
access
Differentiated
products
Innovative
product
solutions
Wholesale Banking 79
Investing for the future
Our competitive edge is increasingly based on how, not just what, we deliver
We can no longer build for this
without delivering to all of these
Wells Fargo 2014 Investor Day
Wholesale Banking 80
Opportunity to continue to grow share
 We have been growing twice as fast
as the 3% rate of the industry as a
whole (1)
 The depth of our relationships
allows us to continue to sell more
products to our customer base
 We have significant opportunity to
grow business with every customer
segment we serve
We have the #3 share of the $16.8B
U.S. Treasury Management market (1)
Top 5
providers
25%
Providers
ranked
6-20
62%
13%
Remaining
30 providers
(1) Ernst & Young: 2013 Cash Management Survey of fee-equivalent revenues.
Wells Fargo 2014 Investor Day
Wholesale Banking 81
Growing by deepening relationships
 We expanded our sales force 16% in the past 3 years, and have invested in
internal tools and training to empower effectiveness in the field
 Sales teams are organized and dedicated to specific market opportunities
Relationship
segments
Geographic coverage aligns
sales consultants with
relationship teams




Commercial Banking
Corporate Banking
Business Banking
Wealth Management
Wells Fargo 2014 Investor Day
Industry verticals
Deep industry expertise
ensures our products fit
customers’ needs









Retailers
Gaming
Energy / Utilities
Government
Education
Healthcare
Financial Institutions
Commercial Real Estate
Dealer Financial Services
Specialized products
Specific product expertise
requires dedicated sales
teams
 Commercial Card
 Merchant Card
 Complex Electronic
Commerce Solutions
 International Treasury
Management
Wholesale Banking 82
Capturing opportunities for growth
Commercial Card
 Fastest growing product in the industry, as customer use
extends beyond T&E to invoice payments
(1)
 Wells Fargo commercial card purchasing volume has a
26% CAGR over the past four years
 We are #5 in the market, with ample room to grow
Aligning our
customer
solutions
with market
trends
(1)
Paper to electronic
 Customers look to us as a trusted adviser to facilitate change in
their business processes
 High-cost treasury operations are pushing customers to shift to
electronic and automated tools
 Integrating their systems with our platforms enables customers
to realize efficiencies of straight-through processing
Rising rates
 As day-to-day value of working capital increases, customers
invest in more sophisticated Treasury Management solutions
 Treasurers look to increase visibility and improve payment
and collection controls
 Smarter TM solutions accelerate the cash conversion cycle
and deliver value directly to customers’ balance sheets
(1) Ernst & Young: 2013 Cash Management Survey of fee-equivalent revenues.
Wells Fargo 2014 Investor Day
Wholesale Banking 83
Summary
 A core product for all relationships
 Proven leadership
 Investing for the future
 Solution expertise to meet evolving customer needs
 Positioned for growth
Wells Fargo 2014 Investor Day
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Biographies
Wells Fargo 2014 Investor Day
Wholesale Banking 85
Tim Sloan
Senior Executive Vice President, Wholesale Banking
Wells Fargo 2014 Investor Day

Timothy (Tim) J. Sloan is the head of the Wholesale Banking group
and oversees Asset Management, Capital Markets, Commercial
Banking, Commercial Real Estate, Asset Backed Finance, Equipment
Finance, Corporate Banking, Insurance, International, Investment
Banking, and Treasury Management groups as well as Wells Fargo
Capital Finance. Tim serves on the Wells Fargo Operating and
Management Committees and is based in Los Angeles.

A 27-year veteran of Wells Fargo & Company, Tim most recently
served as the chief financial officer and was responsible for the
financial management functions and the company’s corporate
properties functions. Prior to that, Tim was chief administrative officer
and managed Corporate Communications, Corporate Social
Responsibility, Enterprise Marketing, Government Relations, and
Corporate Human Resources for the enterprise.

From 1991 to 2010, Tim served in various leadership roles in
Wholesale Banking including head of Commercial Banking, Real
Estate and Specialized Financial Services. Prior to joining Wells Fargo
as a vice president with the Loan Adjustment Group in 1987, he
worked for three years at Continental Illinois Bank in Chicago.

Tim earned his B.A. in economics and history and his M.B.A. in
finance and accounting, both from the University of Michigan
in Ann Arbor.

With a strong commitment to community, Tim serves on the Board of
Overseers of the Huntington Library, and is a member of the
University of Michigan’s Ross School of Business Advisory Board. He
is a trustee of Ohio Wesleyan University and the City of Hope.
Wholesale Banking 86
Perry Pelos
Executive Vice President, Commercial Banking
Wells Fargo 2014 Investor Day

Perry Pelos is an executive vice president and group head of the Wells
Fargo Commercial Banking Group. He is based in San Francisco.
Commercial Banking provides loans, treasury management, and
deposit products for middle-market businesses. The Commercial
Banking group at Wells Fargo does more business with middle-market
companies than any other bank in the United States.

Perry joined Wells Fargo in 1987 in the company’s Commercial
Banking training program. He had several roles in Commercial and
Corporate Banking, culminating with his heading the Corporate
Banking Division in 1998. In 2000, he was named division manager
for the Commercial Banking Central division. Perry assumed the role
of group head of the Commercial Banking Group in 2010.

Perry received his B.A. in economics from Northwestern University
and his M.B.A. in finance and accounting from Northwestern’s J.L.
Kellogg Graduate School of Management.

His outside interests include board roles at the Bay Area Leadership
Foundation, an organization that provides a path to college and
career success for at-risk youth, and he is a board member and
treasurer of the Bay Area Council, a business-sponsored, public-policy
advocacy organization for the nine-county Bay Area. He currently
serves as the co-chair of the Bay Area Community Support Campaign
for Wells Fargo.
Wholesale Banking 87
Mike Johnson
Executive Vice President, Corporate Banking Group
Wells Fargo 2014 Investor Day

Mike Johnson is an executive vice president and heads the Wells
Fargo Corporate Banking Group. The group consists of a broad range
of large corporate and industry specialized relationship businesses,
including U.S. Corporate Banking, Financial Institutions, Energy,
Healthcare, Power and Utilities, Gaming, Restaurant Finance, and
Financial Sponsors. These businesses have aggregate loan
commitments of approximately $107 billion and have more than 670
team members working in 37 offices across the United States. In
addition, Mike oversees the Equity Funds Group, which manages a
$2.4 billion portfolio of equity fund investments and select direct
equity investments. He is based in San Francisco.

Mike joined Wells Fargo 31 years ago and has more than 35 years of
diverse professional experience in corporate finance, commercial real
estate, investment management, and capital markets. Prior to his
current role, he was responsible for the Wells Fargo Debt Capital
Markets and Investment Banking units as well as certain specialized
relationship businesses; Debt Capital Markets included syndicated
finance and private placements for corporate and commercial real
estate borrowers.

A Kansas native, Mike earned his B.S. in business administration from
Kansas State University in Manhattan, Kansas.

Active in the community, Mike serves on the Leadership Council for
The Nature Conservancy of California and volunteers for Habitat for
Humanity and other non-profits.
Wholesale Banking 88
Mark Myers
Executive Vice President, Commercial Real Estate
Wells Fargo 2014 Investor Day

Mark Myers is an executive vice president and heads the Wells Fargo
Commercial Real Estate Group. Operating in regional offices in key
cities throughout the United States as well as international operations
in Toronto and London, Commercial Real Estate provides a
comprehensive platform of banking and financing solutions to
regional/national owners, operators and developers, institutional real
estate funds, and REITs.

During Mark’s 30-year affiliation with Wells Fargo, he has held a
number of senior leadership positions in the Real Estate, Corporate,
Capital Markets and Special Situation Groups. Based in San Francisco,
Mark is a member of Wells Fargo’s Management Committee.

Mark earned his B.S. degree from the University of California,
Berkeley, and an M.B.A from the University of Oregon.

He currently serves on the board of trustees of the International
Council of Shopping Centers (ICSC), as a trustee of the Urban Land
Institute (ULI), is a member of the Real Estate Roundtable and is on
the Policy Advisory Board Executive Committee of the Fisher Center
for Real Estate at the University of California, Berkeley. Additionally,
he serves as a member of various community and nonprofit boards.
Wholesale Banking 89
Danny Peltz
Executive Vice President, Treasury Management
Wells Fargo 2014 Investor Day

Danny Peltz is an executive vice president and head of Wells Fargo
Treasury Management, which offers the industry’s leading treasury
solutions on a single, nationwide platform. Based in San Francisco, he
is also a member of the Wells Fargo Management Committee.

Danny leads a team of more than 3,800 sales, marketing, product,
implementation, operations, and service professionals. He also
oversees Health Benefits Services, a premier provider of health
savings accounts, and Wholesale Internet Solutions, which manages
Wells Fargo’s internet and mobile channels for commercial customers,
including the award-winning Commercial Electronic Office® (CEO®)
portal.

A 24-year company veteran, Danny has been at the forefront of the
paper-to-electronic revolution. Under Danny’s leadership, Wells Fargo
has become an industry leader with world-class products and
services.

Danny earned his bachelor’s degree from the University at Albany,
State University of New York, graduating magna cum laude. He also
has a master’s in business administration, with a focus in finance,
from the University of Chicago, graduating with highest honors.
Wholesale Banking 90