Wholesale Banking Presentation

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

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
A diverse set of businesses
Commercial Banking Specialized Lending, Servicing, Wells Fargo Securities

Commercial Banking and Trust Services Eastdil Secured
Government and Institutional Asset Backed Finance Investment Banking & Capital
Banking Commercial Mortgage Originations Markets
Commercial Mortgage Servicing Debt Originations
Commercial Real Estate Community Lending & Investment Equity Originations
Homebuilder Banking Corporate Trust Services Loan Syndications
Hospitality Finance Equipment Finance M&A Advisory
Real Estate Merchant Banking Multifamily Capital Markets Division
REIT Finance Shareowner Services ABF Sales and Trading
Portfolio Management & Client Trade Services
Commercial Real Estate Services Treasury Management & Commodity Derivatives Sales
U.S. and International Lending Internet Solutions and Trading
Commercial Electronic Office portal Credit Sales and Trading
Corporate Banking Health Benefit Services Investment Solutions
Energy Group Treasury Management Liquid Products Sales and
Financial Institutions Group Trading
Financial Sponsors Group Wells Fargo Asset Management Equity Sales and Trading
Gaming Division Affiliated Managers Municipal Products
Healthcare Group Funds Management Group Principal Investments
Power and Utilities Group Wells Capital Management
Restaurant Finance
U.S. Corporate Banking Wells Fargo Insurance
Insurance Brokerage and Consulting
International Group Personal and Small Business Insurance
Foreign Exchange Rural Community Insurance Services
Global Banking
Global Financial Institutions Wells Fargo Capital Finance
Corporate Finance Group
Industries Group
Retail Sales Finance
Trade Capital

Broad product set

Expansive distribution
688 U.S. and 76 international offices in 406 locations globally (1)
(1) Office count as of 1Q14.

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 (3)
#1 U.S. oil & gas loan syndications bookrunner (4)
#1 in energy investment banking (5)
#1 in overall satisfaction in correspondent banking bank-to-bank services (6)
#1 U.S. factor, by volume (7)
#1 in ACH payments (8)
#2 asset-based loan bookrunner (9)
#3 share of U.S. Treasury Management market (10)
#3 credit enhancer of municipal new issues (11)
#3 in U.S. commercial mortgage backed securities issuance (12)
#3 in debt capital markets, fee-based (13)
#4 in loan syndications, fee-based (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.

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

Revenue and earnings contribution
Share of Wells Fargo Wholesale Revenues by Category

Revenues and Earnings
2013 Revenues
Trust & investment

fees Investment Banking
9% 8% Loan and letter of credit fees

Service charges 5%
6% Insurance
Wholesale: 29% 6%
5% Trading gains
2% Equity investment gains

3% Operating leases
5% Other
2013 Earnings
51%
Net interest
income
Wholesale: 37%

Net income growth
($ in billions)
11% CAGR
2010-2013
8.1
7.8
7.0
5.9
12% CAGR 3.9

1998-2007
2.2 2.3
1.7 1.7
1.4 1.4
1.0 1.1 1.1
0.8 0.8
1998 1999 2000 2001 2002 2003 2004 2005 2006 2007 2008 2009 2010 2011 2012 2013

Wholesale Banking credit quality
Wholesale Net Charge-offs
(% of average loans)
1.08%
0.94%
0.56% 0.56%
0.47%
0.36% 0.34%
0.29% 0.33%
0.19%
0.10% 0.12% 0.08%
0.00% 0.02%
1998 1999 2000 2001 2002 2003 2004 2005 2006 2007 2008 2009 2010 2011 2012 2013 1Q14
-0.07% -0.08%

Financial performance
($ in millions)
Total Revenue
CAGR = 5.6%
$24,092 $24,064
Net Income
CAGR = 7.9% $21,568
$8,133
$7,774
$6,987
FY11 FY12 FY13
Noninterest Expense
CAGR = 5.2%
$12,378
FY11 FY12 FY13 $12,082
$11,177
FY11 FY12 FY13

Wholesale loans and deposits
Loans
Broad-based Commercial Banking
($ in billions, average balances) growth started late 2013
$302
$5.2B from CRE loan acquisitions
$295 added in 3Q13
$285
$288 Corporate Banking and Asset Backed
$283 Finance grew across many sectors
Wells Fargo Capital Finance grew
across asset-based lending divisions
International grew from GFI demand
in Asia
1Q13 2Q13 3Q13 4Q13 1Q14
Total Deposits
4Q13 deposits increased on broad-
($ in billions, average balances)
based organic growth in Corporate
$316
$313 Banking, Commercial Banking, and
Govt/Inst. Banking, including
increases from a few large customers
$290 preparing for acquisitions
$278 1Q14 deposits increased 17% YoY
$269
1Q13 2Q13 3Q13 4Q13 1Q14

Competitive Positioning
and Advantages
Wholesale Banking

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 Head of Corporate Head of Commercial Head of Wholesale

Banking Banking Real Estate Services
27 years at WFC 31 years at WFC 30 years at WFC 26 years at WFC
13 direct reports 9 direct reports 11 direct reports Danny Peltz

- Average 20 years at WFC - Average 18 years at WFC - Average 24 years at WFC
1,367 lenders 371 lenders 399 lenders

Head of Treasury
- Average 10 years at WFC - Average 10 years at WFC - Average 10 years at WFC Management
24 years at WFC
2,651 total team members 683 total team members 966 total team members
- Average 11 years at WFC - Average 11 years at WFC - Average 11 years at WFC 10 direct reports
- Average 19 years at WFC
537 TM Sales Consultants

3,818 total team members

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.

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.

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.

Relationship tenure and cross-sell drive revenue
Longer Tenure = More Cross-sell More Cross-sell = More Revenue
Avg. # of Avg. annual

products revenue
($000) $7,331
10.9
9.2
8.3
6.8
$2,849
$1,388
$611
$227 $301
1-5 6 - 10 11 - 15 > 15 1-5 6 - 10 11 - 15 16 - 20 21 - 25 > 25

Tenure (years) # of products
Data as of February 2014. Average number of products and average annual revenue shown is per relationship.

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.

Key Growth Opportunities
Wholesale Banking

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 Fargos 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

Commercial Banking
Perry Pelos
Executive Vice President
Head of Commercial Banking

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.
Commercial Banking Customers by Industry (2)

#1 share of
middle-market
customers in the Manufacturing
27%
U.S. (1) 31% Wholesale Trade
Professional, Scientific, and Technical Services
Retail Trade
5%
Construction
6% Finance and Insurance
17%
7% Other
7%
(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.

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.

Commercial Banking financial performance
($ in millions) Total Loans Total Revenue
(average balances)
CAGR = 12.9% 81,653
74,239
CAGR = 6.2%
3,903 4,064
64,110 3,605
2011 2012 2013 2011 2012 2013
Total Deposits CAGR 2011 2013

(average balances)
PTPP: 4.3% (1)
CAGR = 10.7%
Net income: 8.4%
53,338
50,906
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.

Commercial revenue diversification
2013 Revenue Spread and Fee Income

as a % of total revenue
Risk Other fees

Management
Foreign Exchange
10%
2%
2%
Asset Management Net Interest
5% Income 50% 51%
Investment 48%
Banking &
Capital 7% 49%
Markets
52% 50% 49%
5%
Commitment
and LC Fees
2011 2012 2013
20%
Noninterest Income
Net Interest Income
Treasury
Management

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 (1)
(% of relationships)
Sole-bank lender 80%
(non-syndicated)
<$25 million in commitments 64%
Data as of February 2014 for Commercial Banking relationships >$10K PTPP.

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
Shareowner Services
Data as of February 2014 for Commercial Banking relationships >$10K PTPP.

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% 11.2% Lead Bank
8.4%
7.6%
12.6% 4.4%
10.3%
7.8%
3.6% 4.0%
WFC BAC JPM USB PNC
Source: TNS 2013 Commercial Banking Momentum Monitor.

Industry-specific teams: highlight on Food & Agribusiness
Beverage
The expertise
32 offices across the U.S. and Canada have specialized Food & Agribusiness
Food & experts
Agribusiness Leading provider of U.S. farm loans, by volume (1)
Environmental
& Waste The opportunity
Management 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.

Industry-specific teams: highlight on Technology Banking
Beverage
Food &
Agribusiness Expansion strategy driven by the geographic growth of Commercial
Banking and Technology sectors
Environmental
& Waste
Management Internet movement; Expanded to Launched
Late launched Technology Southern CA National Clean
2006 2010 Tech team
90s Banking Group focused
on four sectors (1)
Increased Life
Expanded to L.A.
Sciences focus
Heavy
Equipment
Launched National Life

Science team
Expanded to
2012 Expanded to 2011
Technology Expanded to Seattle 2013 Boston Austin
Banking Group
Investor Real
Estate
(1) Initial four sectors included semiconductors, software, hardware/networking, and internet.

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.

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.

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

Corporate Banking
Mike Johnson
Head of Corporate Banking

Corporate Banking overview
Business description
A diverse set of primarily industry-focused

businesses
Provides integrated financial solutions to large
corporate, investment grade, non-investment
Corporate grade, public, and private customers in offices in
Banking today the U.S., Canada, and the U.K.
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.

Industry-focused relationship businesses
Corporate Bankings broad range of customers have complex

financial services needs and significant capital markets activities
Power and Financial Financial Restaurant General

Energy Gaming Healthcare
Utilities Institutions Sponsors Finance 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

Corporate Banking locations
Calgary
Aberdeen,
Scotland
Energy General Corporate Restaurant Finance

Power and Utilities Healthcare Gaming
Financial Institutions Financial Sponsors

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

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

Corporate Banking financial performance

(average balances)
34,401
CAGR = 24.7%
30,291 CAGR = 13.2%
22,130
3,337 3,589
2,801
2011 2012 2013

2011 2012 2013

(average balances)
PTPP: 15.2% (1)
CAGR = 17.5% 59,193

Net income: 15.6%
53,042
42,861
2011 2012 2013

Corporate Bankings revenue diversification

(as a % of total revenue)
Commitment
and LC Fees
7% Asset Management
Net Interest Foreign Exchange
3%
Income 3% Risk Management
3%
34% 66% 66%
68%
34% 34%
24% Investment 32%
Banking &
Capital
Markets 2010 2011 2012 2013
Equity 2%
Investment
Gains Non Interest Income
9%
Net Interest Income
Other 15%
Treasury
X%
Management

Market leadership
Energy
#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.

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
International
Corporate Trust
Risk Management
Shareowner Services
Insurance
Data as of February 2014 for Corporate Banking relationships >$10K PTPP.

Well positioned for continued growth
Up-tier relationships through value-added ideas

Acquire new customers that fit Wells Fargos 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

Energy
Corporate Banking

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
Experienced management team
Energy
platform Dedicated, industry-focused Energy group for 40+
today 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

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.

Energy market leadership
#1 high yield energy bookrunner (1)
#1 energy investment banking (3)
#1 energy high grade loan syndications (3)
#1 energy leveraged loan syndications (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.

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

Broad product platform supports our customers growth
Start-up
- Basic treasury Growth
management
- Revolving credit
- Expand treasury Corporate/public
management
- Second lien - Foreign exchange
- Leasing
- Derivatives hedging - International treasury
- Syndicated financing
- Direct equity management
- Term loan
investment - Initial public offering/
- High-yield issuance equity issuance
- Advisory - Shareowner services
- Corporate trust - Wealth management

Broad product platform supports our customers growth
Wells Fargo is:

Administrative agent and lead BreitBurn Energy Partners LP
arranger on credit facilities
(NASDAQ: BBEP)
Acquisition underwriter
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
Energy financial performance

(average balances)
CAGR = 34.5%
12,565 CAGR = 23.0%
11,204
6,943 974 1,044

690
2011 2012 2013

2011 2012 2013

(average balances)
PTPP: 23.6% (1)
CAGR = 26.7% 6,477

Net income: 24.0%
4,557
4,034
2011 2012 2013

Energys revenue diversification

Commitment
and LC Fees
Other NII
8%
Risk Management
6%
Net Interest 5% 59%

56%
62%
59%
Income
67%
63%
44%
41% 44%
Investment 37%
Banking &
Capital 2011 2012 2013
26% Markets
Noninterest Income
Net Interest Income
6% 5%
Equity
Treasury
Investment
Management
Gains

BNP Paribas portfolio acquisition opportunity
BNP Paribas portfolio acquisition Products per Relationship

benefits:
8
Acquired $3.5 billion in loans on
April 24, 2012
Well-established reputation as market
leader with top-tier execution 5
4
Acquisition of new relationships
Experienced bankers with industry
expertise and deep customer
relationships
Significant cross-sell opportunity
BNPP 2012 BNPP 2013 Energy
Business

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

Commercial Real Estate
Mark Myers
Head of Commercial Real Estate

The industry leader
In 2013 Wells Fargo originated more Product 2013 market position

commercial real estate activity than any
other competitor in (1): Total commercial real estate
#1
originations in the U.S. (1)
since 2009
Industrial
Retail Commercial mortgage servicer in
#1
Hospitality the U.S. by size (2)
Office building
Affordable housing REIT Preferred Equity bookrunner
#1
(Wells Fargo Securities) (3)
Fannie Mae
Portfolio lender Equity Sales Advisory
#1
CMBS/conduit (Eastdil Secured) (4)
RE Public Equity bookrunner

#2
REIT Loan Syndications by # of

deals #2
RE High Grade Debt bookrunner
by # of deals #2
RE M&A Advisory by # of deals

#2
PERE is published by PEI, the only global B2B information
group focused exclusively on private equity, private real
estate, private debt, and infrastructure.
(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.

Our comprehensive Commercial Real Estate platform
Relationships Products and terms Specialty groups across

platform
Focus on long-term collaboration Structured on-balance sheet and
and building long-term Tailored market-specific financing
capital markets solutions
relationships
Experienced commercial real Products Homebuilder Banking

estate investors, operators, Acquisition loans Hospitality Finance
and developers Construction and bridge loans Senior Housing
Public and private equity Permanent loans REIT Finance
REITs
Note financing Real Estate Merchant Banking
Real estate investment
management and private Secured and unsecured credit Real Estate Capital Markets
equity firms facilities (term loans and (Commercial Mortgage-Backed
revolvers) Securities)
Public and private
homebuilders Letters of credit Commercial Mortgage Servicing
Strong nonprofits that focus A&D and unit construction Multifamily Fannie Mae &
on community development, financing Freddie Mac, FHA/HUD
specifically Community A/B structures and mezzanine Affordable Housing/LIHTC
Development Entities (CDEs) debt New Markets Tax Credits
and Community Development Subscription lines of credit for Equity Equivalent Investments
Financial Institutions (CDFIs) investment management firms
Real Estate Syndicated Finance
Asset Backed Finance
Terms
Eastdil Secured
$1 million to $500+ million
Wells Fargo Securities
Recourse and non-recourse
Fixed and floating rates
All major property types

Commercial Real Estate financial performance

(average balances)
CAGR = 14.9%
62,612
58,709
47,412
CAGR = 17.9%
2,322 2,517
1,811
2011 2012 2013 2011 2012 2013

(average balances)
PTPP: 23.8% (1)
CAGR = 20.6% 10,068
8,331
Net income: 37.3%
6,917
2011 2012 2013

Commercial Real Estates revenue diversification

1% CMBS
2% Treasury Management 2% ADC & Equity Investment
2% Risk Management 3% Other

20%
16%
Investment Banking
& Capital Markets
8% 19%
2% Commitment
and LC Fees 80%
84%
81%
80%
Net Interest
Income
2011 2012 2013
Noninterest Income
Net Interest Income

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

Strong balance sheet leads to top market share
Market Share by Commercial Real Estate Outstandings (1)
Outstandings % of Top 20
Rank Bank ($ in millions) 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) 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.

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
Wells Fargo
Number of Wells transaction Percent of total
Fargo volume (1) transactions in
Year transactions (1) ($ in millions) market (1)
2013 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.

Trusted advisor with experienced local teams
Ranked #1 in both loan volume Presence/coverage in markets across the U.S.

and originations in the
following growth markets in Commercial real estate teams have in-depth
2013 (1) market knowledge and expertise that drive
collaboration in the underwriting process across
Charlotte, NC
the entire platform
Denver, CO
Average tenure for senior leaders is 24 years;
Los Angeles, CA have managed through four market cycles
Miami & Orlando, FL
Average tenure for team members is 11 years;
New York City, NY 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.

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 Balance sheet (capital

acquisition solutions and liquidity) solutions
Asset Corporate
level investment
banking banking
Commercial real
Securities
estate lending
CMBS, mezzanine & Private & public
warehouse lending equity
Loan syndications
Public debt
Debt placement
Loan & property sales Advisory / M&A

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
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.

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

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

Strong relationship model built for growth with public companies
RLJ Lodging Trust Brixmor Property Group

(NYSE: RLJ) (NYSE: BRX)
Customer since 2002 Customer since 2011
Credit facility lead arranger and administrative agent Joint lead arranger for unsecured credit facility and
Unsecured term loan lead arranger and administrative unsecured term loan
agent Bookrunner on initial public offering (1)
Bookrunner on initial public offering and first follow-on Interest rate risk management (2)
equity offering (1) CMBS and balance sheet financing
Interest rate risk management (2) Treasury management (3)
Cash management services / treasury management (3)
Shareowner services
The Macerich Company Chesapeake Lodging Trust

(NYSE: MAC) (NYSE: CHSP)
Customer since 1995 Customer since 2010
Administrative agent and lead arranger on secured credit Administrative agent and co-lead arranger on revolving
facilities credit facilities
Joint lead arranger on unsecured credit facility Balance sheet lender for secured term loans
Balance sheet term and construction financing Physical bookrunner on preferred offering (1)
Bookrunner on follow-on equity offerings (1) Bookrunner on follow-up equity offerings (1)
Treasury management (3) Interest rate risk management (2)
CMBS financing Treasury management (3)
Property sales advisory
Insurance services (4)
(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.

Strong relationship model built for growth with private developers
Hypothetical situation: Approach:

A developer owns a Understand the customers
shopping center with short- specific situation and
term financing coming due relevant available products
and overall liquidity needs. to deliver a solution that is
The Wells Fargo platform designed to achieve the
has a uniquely broad set of customers objectives.
solutions to offer.
Range of solutions
Commercial real estate platform Eastdil Secured

Term financing CMBS financing Property sale advisory
3, 5, 7, 10 year available Attractive current market interest Ability to maximize value of asset
Non-recourse and recourse financing rates Contribution to REIT via OP units,
Moderate to higher leverage which provide tax protection and
Bridge financing available in the CMBS market potential for upside participation
Incremental financing to permanent Non-recourse financing Capability to access global capital
takeout through potential sale or 5, 7, 10 year available sources
refinancing Private equity
Loan syndications Arrange third party capital infusion
Access to broader real estate debt while maintaining control of the asset
market via loan syndications 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.

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

Treasury Management
Danny Peltz
Head of Treasury Management

A core relationship product
Treasury Management supports A full service offering

Wholesale, Business Banking,
and Wealth Management Payments
customers ACH
Wires
Commercial Card
Treasury Management, along Controlled Disbursements
with credit, is a cornerstone of Collections
healthy, long-term relationships Lockbox
Cash Vault
It is the financial heartbeat Merchant Solutions
Electronic Receivables
our customers depend on to run
their businesses day to day Information
Intraday Visibility
Multibank Reporting
And it helps us understand our Cash Forecasting
customers businesses better
Deposits
Sweep Services
Our solutions give customers Investment Balances
technology-based workflows to Multicurrency Accounts
manage cash flows and optimize Channels
working capital availability Commercial Electronic Office portal
Direct Data Connections
Mobile

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.

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)

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 Warehouse

Finance
52 million logins Mutual Fund
676
Trading
87 applications Market-Linked
600
Investments
Cash
Forecasting
Insurance
CEO Mobile
Channel
Health Savings
Accounts 400
Remote Deposit
Commercial Card
Reporting
Trust &
Investments
Active CEO users (1)
200
Self Administration (thousands)
Wires & ACH
Payments
Credit & TM
Reporting
FX
0
2000 2001 2002 2003 2004 2005 2006 2007 2008 2009 2010 2011 2012 2013
(1) Active users are those with a log-in in the 6 months ending December 31, 2013.

Market recognition
How customers rate Wells Fargo Treasury Management (1)
Relationship
Customer Product
Manager overall
service Average
effectiveness
Large Corporate A+ A+ A+
Middle Market A+ A A
Independent Received A+ or A grades in 17 of 25 product qualities in

customer a survey of middle-market customers (1)
surveys confirm - More than twice the number of A+ grades than
we exceed the rest of the top five U.S. banks combined
expectations 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.

Leadership in execution
Our approach puts the customer at the center of everything we do
Local Easy to do
distribution business with
Align with Delivery as

relationship competitive
business advantage
Continuous Voice
Attract & Anytime Multi-channel
investment cultivate of the anywhere access
in our people talent
Customer
Highly
Differentiated
integrated &
products
customizable
Innovative
Build vs. buy product
philosophy solutions
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

Opportunity to continue to grow share
We have been growing twice as fast

as the 3% rate of the industry as a
whole (1)
We have the #3 share of the $16.8B

The depth of our relationships U.S. Treasury Management market (1)
allows us to continue to sell more
products to our customer base Top 5
Providers
providers 25%
ranked
6-20
We have significant opportunity to
62%
grow business with every customer
13%
segment we serve Remaining
30 providers
(1) Ernst & Young: 2013 Cash Management Survey of fee-equivalent revenues.

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
Industry verticals Specialized products
segments
Geographic coverage aligns Deep industry expertise Specific product expertise

sales consultants with ensures our products fit requires dedicated sales
relationship teams customers needs teams
Commercial Banking Retailers Commercial Card

Corporate Banking Gaming Merchant Card
Business Banking Energy / Utilities Complex Electronic
Wealth Management Government Commerce Solutions
Education International Treasury
Management
Healthcare
Financial Institutions
Commercial Real Estate
Dealer Financial Services

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 (1)
Paper to electronic
Aligning our
Customers look to us as a trusted adviser to facilitate change in
customer their business processes
solutions
High-cost treasury operations are pushing customers to shift to
with market electronic and automated tools
trends 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.

Summary
A core product for all relationships
Proven leadership
Investing for the future
Solution expertise to meet evolving customer needs
Positioned for growth

Biographies

Tim Sloan
Senior Executive Vice President, Wholesale Banking
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 companys 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 Michigans Ross School of Business Advisory Board. He
is a trustee of Ohio Wesleyan University and the City of Hope.
Perry Pelos
Executive Vice President, Commercial Banking
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 companys 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 Northwesterns 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.

Mike Johnson
Executive Vice President, Corporate Banking Group
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.

Mark Myers
Executive Vice President, Commercial Real Estate
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 Marks 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 Fargos 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.

Danny Peltz
Executive Vice President, Treasury Management
Danny Peltz is an executive vice president and head of Wells Fargo
Treasury Management, which offers the industrys 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 Fargos 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 Dannys leadership, Wells Fargo
has become an industry leader with world-class products and
services.
Danny earned his bachelors degree from the University at Albany,
State University of New York, graduating magna cum laude. He also
has a masters in business administration, with a focus in finance,
from the University of Chicago, graduating with highest honors.

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Wholesale Banking

Tim Sloan, Senior EVP, Wholesale Banking

2014 Wells Fargo & Company. All rights reserved.

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

Wells Fargo 2014 Investor Day Wholesale Banking 2

Wholesale Banking operates over 50 lines of business serving:

Commercial Banking Specialized Lending, Servicing, Wells Fargo Securities

Wells Fargo 2014 Investor Day Wholesale Banking 4

Wells Fargo 2014 Investor Day Wholesale Banking 5

688 U.S. and 76 international offices in 406 locations globally (1)

(1) Office count as of 1Q14.

Wells Fargo 2014 Investor Day Wholesale Banking 6

#1 total commercial real estate originations in the U.S. (2)

#1 commercial mortgage servicer in the U.S. by size (3)

#1 U.S. oil & gas loan syndications bookrunner (4)

#1 in energy investment banking (5)

#1 in overall satisfaction in correspondent banking bank-to-bank services (6)

#1 U.S. factor, by volume (7)

#1 in ACH payments (8)

#2 asset-based loan bookrunner (9)

#3 share of U.S. Treasury Management market (10)

#3 credit enhancer of municipal new issues (11)

#3 in U.S. commercial mortgage backed securities issuance (12)

#3 in debt capital markets, fee-based (13)

#4 in loan syndications, fee-based (13)

Wells Fargo 2014 Investor Day Wholesale Banking 7

Focus on building long-term customer relationships

Evolve with and respond to our customers needs

Work closely with customers through all market cycles

Wells Fargo 2014 Investor Day Wholesale Banking 8

Share of Wells Fargo Wholesale Revenues by Category

Trust & investment

9% 8% Loan and letter of credit fees

2% Equity investment gains

Wells Fargo 2014 Investor Day Wholesale Banking 9

12% CAGR 3.9

Wells Fargo 2014 Investor Day Wholesale Banking 10

Wells Fargo 2014 Investor Day Wholesale Banking 11

CAGR = 7.9% $21,568

FY11 FY12 FY13

Wells Fargo 2014 Investor Day Wholesale Banking 12

1Q13 2Q13 3Q13 4Q13 1Q14

Wells Fargo 2014 Investor Day Wholesale Banking 13

Wells Fargo 2014 Investor Day Wholesale Banking 14

Senior EVP, Wholesale Banking

Perry Pelos Mike Johnson Mark Myers Steve Ellis

Head of Commercial Head of Corporate Head of Commercial Head of Wholesale

13 direct reports 9 direct reports 11 direct reports Danny Peltz

1,367 lenders 371 lenders 399 lenders

537 TM Sales Consultants

3,818 total team members

Average tenure of all Wholesale team members is 10 years (1)

Information as of April 2014.

Wells Fargo 2014 Investor Day Wholesale Banking 15

1Q12 1Q13 1Q14

Wells Fargo 2014 Investor Day Wholesale Banking 16

Credit and Treasury Management are our two core products