The Bank of Nova Scotia (BNS) Presents at NBF 20th Annual Financial Services Conference (Transcript)

Summary of The Bank of Nova Scotia Conference Call Company Overview - Company: The Bank of Nova Scotia (NYSE: BNS) - Event: NBF 20th Annual Financial Services Conference - Date: March 22, 2022 Key Points Industry Performance - The Canadian banking sector has shown strong performance over the past couple of years, with a notable turnaround in key areas such as mortgages and commercial banking [2][3] - The bank has experienced robust growth in its mortgage and commercial franchises, with a strong pipeline expected for the remainder of the year [3] Mortgage Business Insights - The growth in the mortgage business has been significantly driven by price inflation rather than unit expansion, with dollar balances doubling in the last three years due to a strategic increase in sales capacity [5][6] - The bank has improved its renewal and retention rates, which had previously been a challenge [6] - The bank is the leading player in the mortgage broker market, with over 80% of new products originated through brokers, emphasizing the importance of this channel [11] Regulatory Environment - Discussions with OSFI (Office of the Superintendent of Financial Institutions) regarding potential regulatory tightening on combined mortgage and HELOC products are ongoing, but the bank feels well-positioned to adapt [8][9] - The STEP product, which includes various financial products under one umbrella, is expected to remain a strong revenue generator despite potential regulatory changes [9] Auto Lending Sector - The auto lending business has shown resilience, with record revenue in FY21 despite supply chain challenges [17] - The bank anticipates a positive revenue year for auto lending, particularly as supply chain issues ease, potentially in 2023 [18] Commercial Lending Growth - Commercial real estate (CRE) lending has been a significant contributor to net advances in commercial lending, alongside growth in deposits [26] - The bank is focusing on sectors like agriculture, technology, and transportation for future growth opportunities [27] Expense Management - The bank is preparing for higher expenses due to initiative spending, with a focus on maintaining operating leverage [30][32] - Wage inflation is identified as a major driver of expense growth, but the bank aims to self-fund growth initiatives [32] Wealth Management and Digital Strategy - The bank has strengthened its wealth management franchise, with significant growth in assets under management (AUM) [43][44] - There is a focus on integrating wealth management with retail banking to enhance customer experience [43] Branch Strategy - The bank plans to maintain its branch network in Canada, recognizing the ongoing need for in-person services, particularly for seniors and small business owners [46][47] - While some branches are being closed in other regions, new branches are being opened in under-indexed areas [48] Market Outlook - The bank expects a trajectory of interest rate increases, with a forecast of 200 basis points before the end of the year [38] - There is an anticipation of margin compression in the mortgage sector, but a recovery in automotive and credit card lending is expected to stabilize margins [38][40] Customer Engagement - The bank emphasizes the importance of providing financial advice, particularly to younger customers who may be anxious about their financial futures [53] - The bank aims to offer various channel options to cater to different customer needs, balancing DIY investment approaches with professional advice [53] Additional Insights - The bank's international operations have provided a cost advantage and enhanced customer service capabilities during the pandemic [36] - The bank is actively investing in technology and digital tools to improve operational efficiency and customer engagement [30][36]