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Dear Colleague:
I am pleased to present information on the 201 PA Bankers School of Commercial Lending
scheduled for June at the Penn Stater Conference Center, State College, Pa.
The School of Commercial Lending curriculum primarily focuses on business development,
credit structuring, the practical application of commercial lending knowledge, and client and
internal communication. The educational content of this program is designed for individuals
looking to attain a well-rounded commercial lending skill set.
In recent years, it has become increasingly difficult for banks to find and hire quality
commercial lenders. As a result, many banks have focused on developing lenders internally,
making them responsible for driving this important source of revenue. Upon completion of the
School of Commercial Lending, students will possess the skills needed to excel in the
commercial lending arena.
Please feel free to share this information as appropriate. If you have any questions or need
additional information, do not hesitate to call Marilyn Wisniewski, Director of Residential
Schools, (717) 255-6934.
Best regards,
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3897 North Front Street, Harrisburg, PA 17110 • Tel. (717) 255-6900 • www.pabanker.com
Professionals Dedicated To Your Success
SCHOOL OF COMMERCIAL LENDING
PA Bankers School of Commercial Lending primarily focuses on business development, credit structuring and
the practical application of commercial lending knowledge, as well as client and internal communication. The
educational content of this program is similar to 200- and 300-level college courses and is designed for individuals
looking to attain a well-rounded business development and commercial lending skill set. Case studies embedded in
the curriculum bring real world scenarios to the classroom providing students with opportunities to share ideas and
experiences. Our faculty members add unexplored perspectives, increasing student knowledge and
capability.
HOW WILL THIS SCHOOL PREPARE STUDENTS FOR
THEIR COMMERCIAL LENDING FUTURE?
Upon completion of the PA Bankers School of
Commercial Lending, students will have a broad-based
understanding of their role as commercial lenders and
be more effective at business development. The school
is a stepping stone to achieving senior lender status.
WHO SHOULD ATTEND?
• Graduates of PA Bankers Essentials of Commercial
Lending Extended Learning Program
• Commercial lenders wanting to expand their
knowledge and skill set
• Branch managers required to be skilled in commercial
lending
• Credit analysts who need to understand the practical
application of lending skills
REQUIREMENTS
High school diploma and commercial lending and/or
credit analysis experience (preferably 2+ years)
CONTINUING EDUCATION
This program qualifies for continuing professional
education credits from the Institute of Certified
Bankers. Check www.pabanker.com for credit updates.
PROGRAM EXAM
Students will be required to take an online exam within
2 weeks of returning to their banking institution. Upon
successfully passing the exam, students will receive a
Certificate of Completion from PA Bankers.
CO-SPONSORED BY
New York Bankers Association
DIRECT
CTOR: CAROLYN CON
NCA
CANNON
CLASS SCHEDULE
TIME
8 a.m.
8:15
8:30
8:45
9 a.m.
9:15
9:30
9:45
10 a.m.
10:15
10:30
10:45
11 a.m.
11:15
11:30
11:45
Noon
12:15
12:30
12:45
1 p.m.
1:15
1:30
1:45
2 p.m.
2:15
2:30
2:45
3 p.m.
3:15
3:30
3:45
4 p.m.
4:15
4:30
4:45
5 p.m.
5:15
5:30
5:45
6 p.m.
6:15
6:30
6:45
7 p.m.
7:15
7:30
SUNDAY, JUNE 12
MONDAY, JUNE 13
TUESDAY, JUNE 14
WEDNESDAY, JUNE 15
THURSDAY, JUNE 16
8 a.m. - 10 a.m.
How Today’s
Environment is
Driving the
Commercial
Lending Business
Vince Moye
8 a.m. - 9:30 a.m.
Understanding &
Analyzing Role of Pers.
Fin. Statements in
Credit Decisions
Jim Kuhn
Break
9:45 a.m. - 11:45 a.m.
Elements of a
Concise Credit Memo
John Cochran
8 a.m. - 9:30 a.m.
Global Cash Flow
Jim Cochran
8 a.m. - 8:55 a.m.
Participations &
Their Negotiations
Al Jones
9 a.m. - 10 a.m.
Loan Workouts
Session
Al Jones
Break
10:15 a.m. - 11:30 a.m.
Loan Workouts
Session (con’t)
Break
10:15 a.m. - 11:45 a.m.
Financial Statement
Analysis: Evaluating a
Borrower’s Perform.
& Fin. Condition
George Kester
Lunch
Noon - 12:30 p.m.
Registration
12:30 p.m. - 1:15 p.m.
Welcome &
Orientation
1:15 p.m. - 2:45 p.m.
Team Building
Mark Graziadio
2:45 p.m. - 3:40 p.m.
Banking & Cash
Management
Doug Byers
3:45 p.m. - 4:45 p.m.
Accounting
Refresher
Mark Bettner
Break
5 p.m. - 6 p.m.
Accounting
Refresher (con’t)
6 p.m. - 7 p.m.
Class Photo &
Welcome Reception
w/School of Banking
Dinner on Your Own
&
Read Butler Lumber
12:45 p.m. - 2 p.m.
Financial Statement
Analysis (con’t)
Break
Overview-Butler Lumber
2:30 p.m. - 4 p.m.
Butler Lumber
Group Preparation
George Kester
4 p.m. - 5:30 p.m.
Butler Lumber
Presentations
George Kester
Lunch
12:45 p.m. - 2:15 p.m.
Loan Structure
George Kester
Break
Overview-Toy World
2:45 p.m. - 4 p.m.
Toy World, Inc.
Group Preparation
George Kester
4 p.m. - 5:30 p.m.
Toy World, Inc.
Presentations
George Kester
Break
9:45 a.m. - 11:15 a.m.
Multi-Family
Housing Real Estate
Lending
John Cochran
11:15 a.m. - 12:15 p.m.
The Appraisal
Review Process
John Cochran
Lunch
1:15 p.m. - 3:15 p.m.
Relationship Sales
Wayne Whipple
.
Break
3:30 p.m. - 5 p.m.
Ethics/Compliance
& Corporate
Governance
Dean Dusinberre
Lunch
12:30 p.m. - 1:45 p.m.
Presenting to the
Borrower & the
Loan Committee
Jeff Myers
Break
2 p.m. - 4 p.m.
Moving From
Relationship Manager
to Resource Manager:
Trust-Based Selling in
Community Banking
Jack Hubbard
Wrap-Up &
Adjournment
Dinner On Your Own
Dinner on Your Own
&.
Read Toy World, Inc.
Case Study
Dinner on Your Own
2/9/2016
COURSE DESCRIPTIONS
TEAM BUILDING
Mark Graziadio
The course provides an interactive opportunity for students to meet while
engaging in a session stressing the value of teamwork and the nature of
team operations.
BANKING & CASH MANAGEMENT
Douglas (Doug) Byers
Designed to increase the student’s understanding of cash management,
participants will discuss how to increase the bank’s “value” perspective
with commercial clients and prospects. Students will use specific
examples to “follow customers’ cash,” maximizing their short-term
liquidity while increasing the customer’s time efficiencies and security.
ACCOUNTING REFRESHER
Dr. Mark S. Bettner
The course provides a basic overview of general purpose financial
statements, their purpose, and their elements. It also illustrates how
general purpose financial statements can be used to assess a company’s
profitability, solvency and liquidity.
HOW TODAY’S ENVIRONMENT IS DRIVING THE COMMERCIAL
LENDING BUSINESS
Vincent (Vince) D. Moye, Jr.
This course will provide the knowledge and skills to be a more effective
commercial lender in today’s lending environment. Upon completion,
students will be able to explain why good human relations skills are
important to the successful lending officer in many stages of the
commercial lending process. Participants will learn to: identify the
functions of the loan interview and credit investigation; describe how the
borrower’s financing needs and business type can affect the structuring
of a loan; list important elements of loan documents and describe their
functions; recognize warning signs of problem loans; and identify ways to
prevent problem loans.
FINANCIAL STATEMENT ANALYSIS: EVALUATING A
BORROWER’S PERFORMANCE & FINANCIAL CONDITION
Dr. George Kester
Students will be assisted in using a borrower’s financial statements to
evaluate the borrower’s profitability, sources of profitability, financial
condition and cash flows. An overview of the basic types of financial
statement, the components of financial statements, and auditor opinions
will be given. Upon completion of this course, students should be able
to perform ratio analysis of a borrower’s financial statements to assess
a borrower’s liquidity, asset management, leverage and profitability and
understand how to interpret a statement of cash flows.
BUTLER LUMBER COMPANY CASE STUDY
This case study provides students with hands-on experience in applying
the concepts and tools of financial statement analysis to assess a
growing company’s performance and financial condition, understand the
causes of its increasing borrowing requirements, and evaluate financial
alternatives from the viewpoint of both the borrower and lender. The
case sets the stage for a module on loan structure.
UNDERSTANDING & ANALYZING THE ROLE PERSONAL
FINANCIAL STATEMENTS (PFS) PLAY IN CREDIT DECISIONS
James (Jim) Kuhn
Students will learn how to identify assets/liabilities that haven’t been
disclosed on the PFS by using a tax return and credit bureau report. The
course will also discuss joint personal financial states vs. guaranty as well
as what borrowers may do to protect their assets in a problem situation
and what bankers can do to preserve their rights and interests. The value
of personal guarantees as secondary and tertiary sources of repayment
will be discussed as well.
ELEMENTS OF A CONCISE CREDIT MEMO
John Cochran
The commercial borrower’s credit file must tell a timely and accurate
story about the borrower’s current relationship with the bank. This “story”
begins with a credit memorandum that will concisely explain the bank’s
role in the borrowing relationship. This session, which is structured
around the five “C’s” of credit, will address: the borrower’s personal
credit history; the key results of financial analysis to be included in the
memorandum; the borrower’s liquidity and financial leverage; current
and expected economic conditions; the bank’s valuation of current and/
or proposed security interest in collateral; and the value of the borrower’s
personal guaranty when and if required.
LOAN STRUCTURE
Dr. George Kester
Covered in this course are issues on how to structure loans according
to the borrower’s cash flows and repayment ability. Special emphasis
is placed upon financing net working capital, short-term loans, and
evaluating a borrower’s debt capacity.
TOY WORLD, INC. CASE STUDY
Dr. George Kester
This case follows the course module on loan structure to provide
students with hands-on experience in assessing a company’s borrowing
requirements related to a seasonal build-up of current assets. This case is
discussed from viewpoints of the company’s management, (who must
evaluate the trade-off between profitability and risk in deciding whether
or not to adopt a level of production schedule), and the company’s
banker, (who must decide whether or not to support the switch to level
production by substantially increasing the company’s seasonal line of
credit.) Students are provided with monthly forecasted income statements
and balance sheets that provide an opportunity to examine the patterns
of current assets, cash flows, and borrowing requirements of a seasonal
company. Whereas Butler Lumber Company focuses upon growth in
“permanent” current assets, Toy World, Inc. focuses upon seasonal
swings in “temporary” current assets.
GLOBAL CASH FLOW
John Cochran
Global cash flow integrates the commercial borrower’s business and
personal cash flow. The lender’s global analysis of all sources and uses of
the borrower’s cash is the essential calculation of repayment capacity for
small business owners who typically demonstrate a mix of personal and
COURSE DESCRIPTIONS
business assets and income. This session will address the following - the
multiple applications of the commercial borrower’s global debt service
coverage ratio; required borrower financial information to conduct a
global cash flow analysis; and the use of a global cash flow template in
the calculation of a global debt service coverage ratio.
MULTI-FAMILY HOUSE REAL ESTATE LENDING
John Cochran
The session will address both the underwriting and monitoring
requirements for multi-family housing lending. It will address the
following: key factors to be considered when underwriting the project’s
cash flow and debt service capacity; financial information requirements;
project stress testing; project valuation; periodic site visits and market
and sub-market conditions.
THE APPRAISAL REVIEW PROCESS
John Cochran
Given the real property concentrations in a bank’s loan portfolio,
regulators closely scrutinize the bank’s written appraisal program. The
appraisal review process is the bank’s “check and balance” on the
effectiveness of this program. The session will address: The Code of
Federal Regulations and Financial Institution Letter References; reviewer
qualifications; depth of the review and appraisal deficiency resolution;
documentation of the review; and three mini-review case studies.
RELATIONSHIP SALES
Wayne Whipple
This course will present a professional approach to building long-term,
profitable, multi-product sales relationships with new and existing
customers. Retail, commercial services, wealth management and
investment sales practices and processes will be explored. Managing the
sales interaction will be emphasized without detailing how to sell each
unique product a bank may have to offer.
ETHICS/COMPLIANCE & CORPORATE GOVERNANCE
Dean H. Dusinberre, Esq.
This course will involve an interactive discussion of various fact patterns
presenting ethical dilemmas that commercial loan officers typically
encounter and will explore the corporate governance processes intended
to guard against ethical lapses. Students will become more aware of the
ways in which their ethics may be tested and how to better respond to
those situations.
PARTICIPATIONS & THEIR NEGOTIATIONS
Albert (Al) Jones
Students will learn the basic content of a participation agreement, and
will receive an introduction to the key terms in participation agreements.
Real-life examples will be provided to explain the interactions between
bankers, both as the lead bank and the purchasing participant.
LOAN WORKOUTS
Albert (Al) Jones
Understand how to identify problems surrounding a loan before the
loan itself becomes the problem, as well as identify the various types
of borrower defaults and remedies available to the lender. This course
will feature discussions of various strategies concerning troubled loans
and the different types of loans involved. Students will review the basic
contents and structure of typical workout agreements, and factors to
consider regarding internal loan classifications of troubled loans.
PRESENTING TO THE BORROWER & THE LOAN COMMITTEE
Jeffery W. Myers
Students will learn tips and skills to work with clients in order to
prepare for a positive outcome to these questions: How proficiently do
you represent your bank across the table from the borrower? Are you
creating the win/win relationship? Are you comfortable in how to help
the customer save the relationship even when you can’t make the loan?
Students will also learn the crucial elements in establishing personal
credibility with the loan committee. Students will garner knowledge
from the real-life experiences of a seasoned commercial lender on how
to effectively manage the difficulties associated with the dual role as a
representative for both the bank and the client.
MOVING FROM RELATIONSHIP MANAGER TO RESOURCE
MANAGER: TRUST-BASED SELLING IN COMMERCIAL BANKING
Jack Hubbard
Consultative Selling is dead. Solution Selling is in the rear view mirror.
The old playbook no longer plays. In this uber competitive environment,
the client and prospect are more demanding than ever before. Requires
a new approach – Trust-Based Selling. In fact, the Harvard Business
Review reports that 60% of potential buyers have researched options and
evaluated the seller and the company BEFORE an initial conversation.
Today, therefore, and going forward, RM must mean much more than
Relationship Manager. This fast-paced class outlines what it takes to
become a Resource Manager and provide several practical take homes to
help students launch this process immediately.
SCHOOL HONOR STUDENTS
An online exam will be required of each student upon return to their bank
after the conclusion of the program. Students receiving the highest scores
will be selected as Honor Students. Their respective Chief Executive
Officer will be notified of this achievement and those students will be
recognized at the 2017 PA Bankers Spring Summits.
Continuing education credits may be earned from attendance at this
program toward the Institute of Certified Bankers (ICB) Certified Lender
Business Banker (CLBB)* certification program.
ATTENTION CPAs: This course has been submitted for CPE credits from
the PA State Board of Accountancy.
*Certified Lender Business Banker (CLBB): applicable to financial services
professionals whose primary function and expertise focuses on the
provision of credit and financial transaction services to businesses and/or
corporations.
DISTINGUISHED FACULTY
Mark S. Bettner, Ph.D.
Professor of Management
Bucknell University
Lewisburg, PA
Douglas (Doug) L. Byers
Sr. Vice President, Commercial Team Leader
Northwest Savings Bank
Lebanon, PA
John Cochran
Principal Consultant & Trainer
Cochran Associates, LLC
Jefferson City, MO
Dean H. Dusinberre, Esq.
Partner
Rhoads & Sinon, LLP
Harrisburg, PA
Mark A. Graziadio
Vice President
Honesdale National Bank
Honesdale, PA
Jack Hubbard
Chairman, Chief Sales Officer
St. Meyer & Hubbard
Elgin, IL
Albert (Al) T. Jones
Executive Vice President,
Commercial Real Estate
Penn Liberty Bank
Wayne, PA
George W. Kester, Ph.D.
Martel Professor of Finance
Washington & Lee University
Lexington, VA
James (Jim) F. Kuhn
Executive Vice President,
Chief Lending Officer
Reliance Bank
Altoona, PA
Vincent (Vince) D. Moye, Jr.
Relationship Manager
FHLBank Pittsburgh
Pittsburgh, PA
Wayne R. Whipple
Vice President, Business Development
& Managing Director
PA Bankers Services Corp.
Pennsylvania Bankers Association
Harrisburg, PA
SCHOOL OF COMMERCIAL LENDING
JUNE 12 - 16, 2016
THE PENN STATER CONFERENCE CENTER
STATE COLLEGE, PA.
www.thepennstaterhotel.psu.edu
REGISTRATION INFORMATION
PA Banker Member ..........................$2,500 Tuition and single room accommodations
Affiliate Member ...............................$3,000 Tuition and single room accommodations
Non-Member.....................................$3,500 Tuition and single room accommodations
Student tuition is for the complete in-residence program and includes registration, single room and board, selected
meals and classroom materials. Any registrant withdrawing prior to April 29 is eligible for a refund of 80-percent;
there will be a 20-percent retention of the tuition fee for administrative expenses. For withdrawals after April 29,
there will be a 50-percent retention of the tuition. No refund will be issued after the school begins. All refund
requests must be made in writing to PA Bankers.
REQUIREMENTS
A high school diploma; some commercial lending and/or credit analysis experience (preferably 2+ years)
SUGGESTED COURSE BACKGROUND
ABA Training, Accounting, Analyzing Financial Statements, or PA Bankers Essentials of Commercial Lending EXL
Program
SCHEDULE
SUNDAY, JUNE 12
Noon ..............................................................Registration
12:30 p.m. ....................................Welcome & Orientation
1:15 p.m. .....................................................Classes Begin
6 p.m. ............................................... Welcome Reception
MONDAY, JUNE 13 – WEDNESDAY, JUNE 15
8 a.m. - 5:30 p.m........................... Classes/Group Work
THURSDAY, JUNE 16
8 a.m. - 4:30 p.m........................... Classes/Group Work
† Visa
FOR OFFICE USE ONLY
† Mastercard
#_________________________________
Exp.
__________________________________
Date Rec’d
__________________________________
Check
#
__________________________________
Amount:
Sgl:
R E G I S T R AT I O N F O R M
2016 SCHOOL OF COMMERCIAL LENDING
JUNE 12 - JUNE 16 • THE PENN STATER CONFERENCE CENTER • STATE COLLEGE, PA.
PA Banker Member – $2,500 Tuition and single room accommodations
Affiliate Member – $3,000 Tuition and single room accommodations
Non-Member – $3,500 Tuition and single room accommodations
Personal Information (please print or type)
Name
Nickname for Badge
Title
Bank Name
Your Branch Mailing Address
City
State
Business Tel.
Cell
Zip
E-mail
Educational Background: High School
Some College
Associate Degree
Bachelor’s Degree
Total Years Bank Experience: 1-2 yrs.
3-4 yrs.
5-7 yrs.
8-10 yrs.
11-15 yrs.
16-19 yrs.
Gender: Male
Female
Special needs?
No
Yes (contact PA Bankers)
Master’s Degree
20 or more
TUITION: Student tuition is for the complete in-residence program and includes registration, room and board, selected meals
and classroom materials. Any registrant withdrawing prior to April 29 is eligible for a refund of 80 percent; there will be a
20 percent retention of the tuition fee for administrative expenses. For withdrawals after April 29, there will be a 50 percent
retention of the tuition. No refund will be issued after the school begins. All refund requests must be made in writing to the PA
Bankers Association.
DEPORTMENT STATEMENT: The banking industry has always prided itself on maintaining a high professional
standard of conduct. Individual bankers are expected to perpetuate this reputation by acting in all things and places in a
manner that merits trust and confidence. No less is expected of students attending this school. Those who do not comply may
be dismissed from the program. An attendance record will be kept throughout the program.
PHOTO RELEASE: I hereby grant permission to the Pennsylvania Bankers Association the right to use, reproduce, and/
or distribute photographs of me during my tenure at the School of Commercial Lending, without compensation or approved
rights, for use in materials created for purposes of promoting the activities of the Pennsylvania Bankers Association.
APPLICANT SIGNATURE: I have read the admission requirements and Deportment Statement and desire to enroll in the
school. I agree to abide by all the requirements for participation in this program including adhering to the scheduled arrival and
departure times as set by the directors. I have listed all pertinent information regarding my qualifications for admission.
Applicant’s Signature
Date
Mail completed original application and check (payable to Pennsylvania Bankers Association) to:
PA Bankers
3897 North Front Street
Harrisburg, PA 17110
THIS INSTITUTION DOES NOT DISCRIMINATE
WITH REGARD TO RACE, COLOR, GENDER, AGE
OR DISABILITY.
PRSRT STD
US POSTAGE
PAID
HARRISBURG PA
PERMIT NO 775
3897 North Front Street
Harrisburg, PA 17110
www.pabanker.com
SCHOOL OF COMMERCIAL LENDING
DIRECTOR
ASSISTANT DIRECTOR
Carolyn M. Concannon
Sr. Vice President, Chief Credit Officer
AmeriServ Financial Bank
Johnstown
Eric S. Williams
Vice President, Commercial Loan Sales Manager
Atlantic Community Bankers Bank
Camp Hill
ADVISORY COMMITTEE
Garry R. Benfer
Sr. Vice President, Loan Administrator
Mifflinburg Bank and Trust Company
Mifflinburg
Amy L. Doll
Sr. Vice President, Chief Lending Officer
PEOPLESBANK, A Codorus Valley Company
York
Brian A. Lawrence
Vice President, Commercial Lending
Fox Chase Bank
Hatboro
James A. Cronauer, Jr.
Vice President, Chief Lending Officer
Marion Center Bank
Indiana
William J. King, Jr.
Sr. Vice President, Commercial Lending Mgr.
Washington Financial Bank
Washington
William F. Wise, Jr.
Sr. Vice President, Commercial Lending Mgr.
Hometown Bank of PA
Bedford
PA BANKERS’ CONTACTS
Jackie Catalano
Vice President, Training &
Meeting Management
(717) 255-6939
jcatalano@pabanker.com
Marilyn Wisniewski
Director, Residential Schools &
Meeting Operations
(717) 255-6934
mwisniewski@pabanker.com
PENNSYLVANIA BANKERS ASSOCIATION
3897 North Front Street • Harrisburg, PA 17110
Tel. (717) 255-6900 • FAX: (717) 233-1477 • www.pabanker.com
PROFESSIONALS DEDICATED TO YOUR SUCCESS