1. art and entertainment
2. shows and events
3. classical concert

PROGRAM OVERVIEW
As banks of all sizes focus on small business lending as a source of new loan volume,
creating a unique source of competitive advantage is becoming critical to success.
Large banks are pursuing a strategy of faster, better, cheaper focusing on simplified
applications, auto-decisioning/credit scoring and faster turnaround. Community
banks continue to utilize more traditional credit processes and judgmental decisioning,
but have not focused their traditional strengths in knowledge of the customer, local
decisioning and greater flexibility in underwriting and structure to create a compelling
value proposition for the commercial borrower.
This course will provide the participant with tools to:
• Source better small business lending opportunities
• Better match bank products and services to meet customer needs
• More efficiently underwrite small business loans
• Identify cross-sell opportunities
• Add value to the customer relationship
SPECIFIC TOPICS TO BE DISCUSSED INCLUDE:
•Developing a mental picture of the borrower’s financial statement including mix of
assets and liabilities, proportions of debt and equity, trend in sales and margins
•How financing needs arise in a small business and alternatives to meet those needs
•Projecting working capital requirements
•Employing “30 Second” analysis to determine if the potential lending opportunity is
one the bank should pursue
•Underwriting and structuring small business loans
•Applying a series of decision rules to determine if a loan request meets basic bank
underwriting guidelines
•Adjusting personal net worth and interpreting a personal cash flow statement to
assess an individual’s ability to service debt or honor a guaranty
Case studies will be used to demonstrate application of the concepts.
ABOUT THE SPEAKER
John Barrickman, President of New Horizons Financial Group, Fernandina Beach,
Florida has extensive experience in all aspects of banking including retail banking,
commercial lending, credit administration and credit training. He also served for five
years as President and Chief Executive Officer of a $185 million financial institution.
In addition, Mr. Barrickman has been a bank consultant focusing on risk management,
credit analysis, strategic planning, and all aspects of commercial lending. He has also
been active in banker education serving on the faculty of a number of regional lending
schools and graduate schools of banking.
REGISTRATION INFORMATION
Members - $295
Non-Members - $442.50
The registration fee includes all seminar sessions, materials, luncheon and breaks. Please
submit the enclosed registration form and payment to:
Pennsylvania Bankers Association
Attn: Registrar
3897 North Front Street
Harrisburg, PA 17110
Tel. (717) 255-6900
Fax: (717) 233-1477
* You are encouraged to register through the Web site www.pabanker.com.
The PBA accepts check, Visa and Master Card. All credit card payments must be
processed through online registration. Please visit https://www.pabanker.com/bankingeducation-events/calendar find the seminar title and click on register now.
HOTEL INFORMATION
The Staybridge Suites Harrisburg, is holding a block of rooms for seminar attendees.
Please call the hotel directly to reserve your room at (717) 233-3304 or visit
pabanker.com for the hotel’s online registration.
•Integrating business and personal cash flow to determine global cash flow available
to service small business debt
•Evaluating the owner/management/management team
•Properly financing a growing business including determining when it is appropriate
to say Enough is Enough
•Using analytical tools to identify cross-sell opportunities and add value to the
customer relationship
•Identifying potential problem small business borrowers
3897 North Front Street
Harrisburg, PA 17110
Professionals Dedicated to Your Success
Commercial Lenders, Small Business Lenders, Branch Managers, Credit Analysts
and Loan Review personnel.
WHO SHOULD ATTEND
This program qualifies for a total of six (6) hours or continuing
education credit.
The PBA has been accepted as a program sponsor by the
Pennsylvania State Board of Accountancy.
Pennsylvania Bankers Association
3897 North Front Street
Harrisburg, PA 17110
8:15 a.m. – 3:30 p.m.
December 2, 2014
Lending to Small
Business Seminar
PRESORTED
STANDARD
US POSTAGE
PAID
HARRISBURG PA
PERMIT NO 775
PBA Professional
Development
PROGRAM OVERVIEW
As banks of all sizes focus on small business lending as a source of new loan volume,
creating a unique source of competitive advantage is becoming critical to success.
Large banks are pursuing a strategy of faster, better, cheaper focusing on simplified
applications, auto-decisioning/credit scoring and faster turnaround. Community
banks continue to utilize more traditional credit processes and judgmental decisioning,
but have not focused their traditional strengths in knowledge of the customer, local
decisioning and greater flexibility in underwriting and structure to create a compelling
value proposition for the commercial borrower.
This course will provide the participant with tools to:
• Source better small business lending opportunities
• Better match bank products and services to meet customer needs
• More efficiently underwrite small business loans
• Identify cross-sell opportunities
• Add value to the customer relationship
SPECIFIC TOPICS TO BE DISCUSSED INCLUDE:
•Developing a mental picture of the borrower’s financial statement including mix of
assets and liabilities, proportions of debt and equity, trend in sales and margins
•How financing needs arise in a small business and alternatives to meet those needs
•Projecting working capital requirements
•Employing “30 Second” analysis to determine if the potential lending opportunity is
one the bank should pursue
•Underwriting and structuring small business loans
•Applying a series of decision rules to determine if a loan request meets basic bank
underwriting guidelines
•Adjusting personal net worth and interpreting a personal cash flow statement to
assess an individual’s ability to service debt or honor a guaranty
Case studies will be used to demonstrate application of the concepts.
ABOUT THE SPEAKER
John Barrickman, President of New Horizons Financial Group, Fernandina Beach,
Florida has extensive experience in all aspects of banking including retail banking,
commercial lending, credit administration and credit training. He also served for five
years as President and Chief Executive Officer of a $185 million financial institution.
In addition, Mr. Barrickman has been a bank consultant focusing on risk management,
credit analysis, strategic planning, and all aspects of commercial lending. He has also
been active in banker education serving on the faculty of a number of regional lending
schools and graduate schools of banking.
REGISTRATION INFORMATION
Members - $295
Non-Members - $442.50
The registration fee includes all seminar sessions, materials, luncheon and breaks. Please
submit the enclosed registration form and payment to:
Pennsylvania Bankers Association
Attn: Registrar
3897 North Front Street
Harrisburg, PA 17110
Tel. (717) 255-6900
Fax: (717) 233-1477
* You are encouraged to register through the Web site www.pabanker.com.
The PBA accepts check, Visa and Master Card. All credit card payments must be
processed through online registration. Please visit https://www.pabanker.com/bankingeducation-events/calendar find the seminar title and click on register now.
HOTEL INFORMATION
The Staybridge Suites Harrisburg, is holding a block of rooms for seminar attendees.
Please call the hotel directly to reserve your room at (717) 233-3304 or visit
pabanker.com for the hotel’s online registration.
•Integrating business and personal cash flow to determine global cash flow available
to service small business debt
•Evaluating the owner/management/management team
•Properly financing a growing business including determining when it is appropriate
to say Enough is Enough
•Using analytical tools to identify cross-sell opportunities and add value to the
customer relationship
•Identifying potential problem small business borrowers
3897 North Front Street
Harrisburg, PA 17110
Professionals Dedicated to Your Success
Commercial Lenders, Small Business Lenders, Branch Managers, Credit Analysts
and Loan Review personnel.
WHO SHOULD ATTEND
This program qualifies for a total of six (6) hours or continuing
education credit.
The PBA has been accepted as a program sponsor by the
Pennsylvania State Board of Accountancy.
Pennsylvania Bankers Association
3897 North Front Street
Harrisburg, PA 17110
8:15 a.m. – 3:30 p.m.
December 2, 2014
Lending to Small
Business Seminar
PRESORTED
STANDARD
US POSTAGE
PAID
HARRISBURG PA
PERMIT NO 775
PBA Professional
Development
2014 SCHEDULE
SEPTEMBER
NOVEMBER
Executive Leadership
September 11-12 • PBA Office • Harrisburg
Real Estate Lending Compliance
November 4 -5 • Hershey Country Club • Hershey
Group 2 Fall Group Meeting
September 11 • Pine Crest Country Club • Lansdale
Bank Secrecy Act
November 18 • PBA Office • Harrisburg
Group 5 Fall Group Meeting
September 15 • Country Club of York • York
Lending Conference
November 20- 21 • The Hotel Hershey • Hershey
Human Resources
September 17 • PBA Office • Harrisburg
DECEMBER
Group 3 Fall Group Meeting
September 18 • Glen Oak Country Club • Clarks Summit
Consumer Lending School
September 24 - 26 • PBA Office • Harrisburg
Group 4 Fall Group Meeting
September 25 • Eagles Mere Country Club • Eagles Mere
Art of Leadership
September 29 -30 • PBA Office • Harrisburg
Lending to Small Businesses
December 2 • PBA Office • Harrisburg
Group 8 Fall Group Meeting
October 1 • Butler Country Club • Butler
2015 SCHEDULE
E-Mail
Emergency Tel
Economic Summit
February 24 • Sheraton Harrisburg Hershey • Harrisburg
MARCH
JUNE
Executive Leadership
June 4-5 • PBA Office • Harrisburg
Wealth Management & Trust Conference & Exhibition
October 29-31• Hershey Lodge & Convention Center • Hershey
Male
Fax
Annual Convention
May 17-20 • Baltimore Marriott Waterfront • Baltimore
FDIC Director’s College
October 21 • Hershey Country Club • Hershey
Title
Tel
Bankers Day at the Capitol
May 11 • Hilton • Harrisburg
Social Media Bootcamp
October 16 • PBA Office • Harrisburg
Nickname
City, State, Zip
MAY
Essentials of Commercial Lending
October 14-15 • PBA Office • Harrisburg
Name
Executive Leadership
December 4-5 • PBA Office • Harrisburg
Executive Leadership
March 12-13 • PBA Office • Harrisburg
CFO Seminar
October 2 • PBA Office • Harrisburg
Enclosed is a credit card or check made payable to the Pennsylvania Bankers Association for $_____ for
_____ registration(s) at $295 per person for members. The non-member fee is $442.50 per person.
Bank
Women in Banking Conference
March 9 • Hershey Lodge and Convention Center • Hershey
OCTOBER
Pennsylvania Bankers Association • 3897 North Front Street • Harrisburg • Tel. (717) 255-6900
LinkedIn Value Strategies Workshop
December 3 • PBA Office • Harrisburg
FEBRUARY
Group 6 Fall Group Meeting
September 30 • Sunnehanna Country Club • Johnstown
REGISTRATION & INVOICE
Essentials
of Commercial
Lending
Lending
to Small Business
October
14-15,
2014
December
2, 2014
School of Banking
June 7-12 • The Penn Stater • State College
School of Commercial Lending
June 7-12 • The Penn Stater • State College
Professionals Dedicated to Your Success
Please check the PBA Web site for event & program schedule updates.
www.pabanker.com
Female
Address
Bank Deposit Size (round figures):
Method of Payment:
*PBA accepts check, Visa and Master Card. All credit card payments must be processed through online
registration. Please visit https://www.pabanker.com/banking-education-events/calendar find the seminar
title and click on register now
Please mail registration information to:
Pennsylvania Bankers Association
Attn: Registrar
3897 North Front Street
Harrisburg, PA 17110
Tel: (717) 255-6900
Fax: (717) 233-1477
For database purposes, we request only one (1) registrant per form. Please make additional copies of the
registration form as needed. Keep a copy for your records. PBA does not send confirmations. If you have
questions, call (717) 255-6900.
NOTE: Registrations are accepted at the member fee for PBA regular, associate and affiliate members and staff
of regulatory agencies. All registrations are subject to a 20 percent cancellation fee. A 50 percent retention of
the registration fee applies to cancellation requests five (5) to ten (10) business days prior to the seminar date;
however, NO refunds will be issued for cancellations made within 5 business days of the seminar date or for
”no-shows." All requests for refunds must be made in writing to PBA. All registrations received by any means
of communication are subject to this cancellation clause. The PBA does not issue refunds due to weather
conditions, Acts of God and/or other causes beyond its reasonable control.
Pennsylvania Bankers Association • 3897 North Front Street
Harrisburg, PA 17110 • Tel. (717) 255-6900 • www.pabanker.com
Professionals Dedicated to Your Success
Pennsylvania Bankers Association • 3897 North Front Street, Harrisburg, PA 17110
Tel. (717) 255-6900 • www.pabanker.com
“Professionals Dedicated to Your Success”