2015 PENNSYLVANIA BANKERS ASSOCIATION
SCHOOL OF COMMERCIAL LENDING
JUNE 7 – 11, 2015 • PENN STATER CONFERENCE CENTER • STATE COLLEGE, Pa.
P R O F E S S I O NA L S D E D I CAT E D TO YO U R S U C C E S S
January 14, 2015
Dear Colleague:
I am pleased to present information on the 2015 PA Bankers School of Commercial Lending
scheduled for June 7-11 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,
Joseph W. Major
Chair, Professional Development Policy Committee
President & Bank Leader
The Victory Bank
Limerick, Pa.
Enclosure
3897 North Front Street, Harrisburg, PA 17110 • Tel. (717) 255-6900 • www.pabanker.com
Professionals Dedicated To Your Success
om
“The Pa Bankers professionals were wonderful. Great learning…”
SCHOOL OF COMMERCIAL LENDING
The 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 wellrounded 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 experience. 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 Essential of Commercial
Lending Program;
• Commercial lenders wanting to expand their
knowledge and skill set;
• Branch managers required to be skilled in
commercial lending; and
• 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 has been submitted for CPE credits,
CLE credits and to the Institute of Certified Bankers
(ICB) for CRCM, CFMP and CLBB credits. Check
www.pabanker.com for credit updates.
PROGRAM EXAM:
Students will be required to take an online exam within
two (2) weeks of returning to their banking institution.
Upon successfully passing the exam, students will receive a
Certificate of Completion from the PA Bankers Association.
Co-Sponsoring State Associations
New York Bankers Association
CLASS SCHEDULE
TIME
SUNDAY, JUNE 7
MONDAY, JUNE 8
TUESDAY, JUNE 9
WEDNESDAY, JUNE 10
THURSDAY, JUNE 11
8 a.m.
8 a.m. - 10 a.m.
8 a.m. - 10 a.m.
8 a.m. - 9:30 a.m.
8 a.m. - 8:55 a.m.
8:15
Accounting How Today’s Loan Structure
Participations &
8:30
Refresher
Environment is
Their Negotiations
8:45
Driving the George Kester
Al Jones
9 a.m.
Mark Bettner
Commercial
9 a.m. - 10 a.m.
9:15
Lending Business
Loan Workouts
9:30
BreakSession
9:45
Vince Moye
9:45 a.m. - 11:45 a.m.
Al Jones
10 a.m.
Break
Break
Relationship Break
10:15
10:15 a.m. - 11:45 a.m.
10:15 a.m. - 11:45 a.m.
Sales
10:15 a.m. - 11:30 a.m.
10:30
Understanding &
Financial Statement
Loan Workouts
10:45
Analyzing Role of Pers.
Analysis: Evaluating a
Wayne Whipple
Session (cont)
11 a.m.
Fin. Statements in
Borrower’s Perform.
11:15
Credit Decisions
& Fin. Condition
combined session with
Al Jones
11:30
Jim Kuhn
George Kester
School of BankingLunch
11:45
LunchLunchLunch
Noon
Noon - 12:30 p.m.
12:15
Registration 12:30 12:30 p.m. - 1:15 p.m.
12:30 p.m. - 2:30 p.m.
12:45
Welcome & 12:45 p.m. - 2:15 p.m.
12:45 p.m. - 2 p.m.
12:45 p.m. - 2:15 p.m.
Moving from
1 p.m.
Orientation
Global
Financial Statement
Ethics/Compliance
Relationship Manager
1:15
1:15 p.m. - 2:45 p.m.
Cash Flow
Analysis
& Corporate
to Resource Manager:
1:30
Team Building
(cont)Governance
Trust-Based Selling
1:45
Jeffrey Johnson
in Commercial Banking
2 p.m.
Mark Graziadio
Break
Dean Dusinberre
2:15
Break
Overview-Case Study I
Break Jack Hubbard
2:30
2:30 p.m. - 4 p.m.
2:30 p.m. - 4 p.m.
Overview-Case Study II
Break
2:45
2:45 p.m. - 4:45 p.m.
Real Estate Butler Lumber
2:45 p.m. - 4 p.m.
2:45 p.m. - 4 p.m.
3 p.m.
Banking & Cash
Lending Multi -
Case Study I
Toy World
Presenting to the
3:15
Management
Family
Group Preparation
Case Study II
Borrower & the
3:30
Group Preparation
Loan Committee
3:45
TBD
TBD George Kester
4 p.m.
4 p.m. - 5 p.m.
4 p.m. - 5:30 p.m.
Jeff Myers
George Kester
4:15
Understanding
Butler Lumber
4 p.m. - 5:30 p.m.
Wrap-Up &
4:30
Appraisal Rev Process
Case Study I
Toy World
Adjournment
4:45
Break
Johnson
Presentations Case Study II
5
p.m.
5 p.m. - 6 p.m.
Dinner on Your Own
Presentations
5:15
Elements of a
&
George Kester
George Kester
5:30 Concise Credit Memo
Read Case Study I
Dinner on Your Own
Dinner On Your Own
5:45
Jeffrey Johnson
&
6 p.m.
6 p.m. - 7 p.m. Read Case Study II
6:15
Class Photo &
6:30
Welcome Reception
6:45
w/School of Banking
7 p.m.
1/8/15
Director: Robert (Bob) Vernick
“Great program with awesome instructors.
The facility was very nice, too.
Keep up the great work!”
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
TBD
Designed to increase 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.
ELEMENTS OF A CONCISE CREDIT MEMO
Jeffery Johnson
After a detailed credit analysis of a loan request has been
performed, it is now time to communicate your findings
in writing. Credit memoranda are a primary means of
communications within the banking industry. In writing concise
credit memoranda, it is not what you say that commands
attention, but how you say it. The purpose of this course is to
teach skills required to write a concise credit memorandum, which
places emphasis upon factors or trends that are important without
the need to state the obvious.
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.
UNDERSTANDING & ANALYZING THE ROLE PERSONAL FINANCIAL
STATEMENTS 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
statement 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.
GLOBAL CASH FLOW
Jeffery Johnson
Understanding how to calculate and interpret cash flow is
essential for successful bankers. This course is designed to assist
bankers in calculating cash flow utilizing the Uniform Cash Flow
Analysis (UCA) method and to provide guidance in calculating
Global Cash Flow Analysis for those entities that must rely on
excess cash generated by their owners to service the business
entity’s commercial debt. The use of several cases will be
provided in order to demonstrate Global Cash Flow Analysis
including a case for the borrower with interest in other business
entities. Upon completion of this course, the participant will have
a good understanding of how cash flow is calculated and more
importantly, how to interpret its meaning.
REAL ESTATE LENDING MULTI-FAMILY
TBD
UNDERSTANDING THE APPRAISAL REVIEW PROCESS
Jeffery Johnson
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 that you can 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 statements, 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
Dr. George Kester
To provide 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 module on loan
structure.
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.
the lessons learned at the bank. Thank you!”
COURSE DESCRIPTIONS
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.
TOY WORLD, INC. CASE STUDY
Dr. George Kester
This case follows up 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.
PARTICIPATIONS & THEIR NEGOTIATIONS
Albert (Al) Jones
Students will learn the basic content of a participation agreement,
and 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.
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.
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. That requires a new approach…Trust-Based Selling.
In fact, the Harvard Business Review reports that 60 percent of
potential buyers have researched options, 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 provides several practical take homes to
help you launch this process immediately.
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
what is crucial 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.
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 2016 PA
Bankers Spring Summits.
ATTENTION CPAs: This course has been submitted for CPE
credits from the PA State Board of Accountancy.
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.
*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.
SCHOOL OF COMMERCIAL LENDING
JUNE 7 - 11, 2015
The Penn Stater Conference Center
State College, Pa.
www.thepennstaterhotel.psu.edu
The Penn Stater offers luxury and comfort as well as the
technology you need to stay in touch and get things done.
REGISTRATION INFORMATION
DISTINGUISHED FACULTY
Mark S. Bettner, Ph.D.
Professor of Management
Bucknell University
Lewisburg, Pa.
Albert (Al) Jones
Executive Vice President, Commercial Real Estate
Penn Liberty Bank
Wayne, Pa.
Dean H. Dusinberre, Esq.
Partner
Rhoads & Sinon, LLP
Harrisburg, Pa. George W. Kester, Ph.D.
Martel Professor of Finance
Washington & Lee University
Lexington, Va.
Mark Graziadio
Vice President
Honesdale National Bank
Honesdale, Pa.
James (Jim) F. Kuhn
Executive Vice President, Chief Lending Officer
Reliance Bank
Altoona, Pa.
Jack Hubbard
Chairman, Chief Sales Officer
St. Meyer & Hubbard
Elgin, Ill.
Vincent (Vince) D. Moye, Jr.
Relationship Manager
FHLBank Pittsburgh
Pittsburgh, Pa.
Jeffery Johnson
Chief Executive Officer/Executive Consultant
Bankers Insight
Atlanta, Ga.
Jeffrey (Jeff) W. Myers
Executive Vice President, Chief Lending Officer
Centric Bank
Harrisburg, Pa.
Wayne Whipple
Vice President, Business Development
PA Bankers Association
Harrisburg, Pa.
PA Bankers Member
Non-Member
$2,050........................................... Tuition/Double Room
$3,075..........................................Tuition/Double Room
$2,500..............................................Tuition/Single Room
$3,500............................................Tuition/Single Room
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 May 1 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 May 1, 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.
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 7
Monday, June 8 – Wednesday, June 10
Noon...............................................................Registration
8 a.m. - 5:30 p.m..........................Classes/Group Work
12:30 p.m.................................... Welcome & Orientation
1:15 p.m........................................................ Classes Begin
Thursday, June 11
6 p.m........................ Class Photo & Welcome Reception
8 a.m. - 4:30 p.m............................... Classes/Wrap-Up
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FOR OFFICE USE ONLY
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Exp.
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PAID
HARRISBURG PA
PERMIT NO 775
Date Rec’d
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R E G I S T R AT I O N F O R M
2015 School of Commercial Lending
3897 North Front Street
Harrisburg, PA 17110
June 7 - June 11 • The Penn Stater Conference Center • State College, Pa.
$2,050 - Member Double Room Tuition
$2,500 - Member Single Room Tuition
$3,075 - Non-Member Double Room Tuition
$3,500 - Non-Member Single Room Tuition
Personal Information (please print or type)
NameNickname for Badge
Title
Bank Name
Your Branch Mailing Address
CityStateZip
Business Tel.Cell
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 May 1 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 May 1, 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.
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
Applicant’s SignatureDate
Mail completed original application and check (payable to Pennsylvania Bankers Association) to:
PA Bankers Association
3897 North Front Street
Harrisburg, PA 17110
THIS INSTITUTION DOES NOT DISCRIMINATE
WITH REGARD TO RACE, COLOR, GENDER, AGE
OR DISABILITY.
Assistant Director
Carolyn M. Concannon
Senior Vice President, Chief Credit Officer
AmeriServ Financial Bank
Johnstown, Pa.
ADVISORY COMMITTEE
DEPORTMENT STATEMENT: The banking industry has always prided itself on maintaining a high professional
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.
SCHOOL OF COMMERCIAL LENDING
Director Robert A. Vernick
Senior Vice President, Chief Lending Officer
The Farmers National Bank of Emlenton
Emlenton, Pa.
Garry R. Benfer
Senior Vice President, Loan Administrator
Mifflinburg Bank and Trust Company
Mifflinburg, Pa.
Brian A. Lawrence
Commercial Relationship Manager
Susquehanna Bank
Lancaster, Pa.
John Ventura
Vice President, Retail Lending
QNB Bank
Quakertown
Susan Carson
Executive Vice President,
Senior Credit Officer
Susquehanna Bank
Lancaster, Pa.
Eric B. Offner
Executive Vice President &
Chief Credit Officer
The Victory Bank
Limerick, Pa.
William F. Wise, Jr.
Senior Vice President,
Commercial Lending Manager
Hometown Bank of PA
Bedford, Pa.
William J. King, Jr.
Senior Vice President,
Commercial Lending Manager
Washington Financial Bank
Washington, Pa.
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