FDIC Director Seminar 2019 @ DoubleTree Monroeville
Oct 23 @ 8:15 am – 1:30 pm

Wednesday, October 23, 2019
DoubleTree Monroeville
101 Mall Boulevard, Monroeville, PA 17033



To review program details and register by mail, please download the REGISTRATION BROCHURE

To register online, please complete the ONLINE REGISTRATION FORM


PACB is excited to once again work with the Federal Deposit Insurance Corporation (FDIC) to provide the Directors and Trustees College. The format for 2019 includes breakout modules, and a large-group case study. The program will conclude with a luncheon and economic update. This program is designed to provide continuing education to bank executives, directors and trustees on current and relevant topics and various elements of bank supervision.


This program is designed for CEOs, inside directors/trustees, and outside directors/trustees.


Attendees of this course are eligible for up to 4 hours of CPE. PACB is an approved provider of continuing education by the PA State Board of Accountancy.


8:15am: Registration/Continental Breakfast
8:45am: Welcome/Opening Remarks
8:55am: Agenda Overview, FDIC Facilitator
9:00am: FDIC Opening Remarks
9:15am: Breakout Module #1
10:15am: Refreshment Break
10:30am: Breakout Module #2
11:30am: Case Study, FDIC Facilitator
12:30pm: Networking Luncheon & Economic Update
1:30pm: Adjournment


Assessing Fintech Strategies
Fintech company partnerships provide many opportunities, such as quick underwriting, growth, and efficiencies. Markets are dictating that directors make strategic decisions whether or not to partner with fintech companies. This interactive case study will present a fintech market opportunity for the participants to assess and includes a discussion of corporate governance and strategic implications.


Conversation with the Regulators
This session will provide an informal setting for participants to hear what is on regulators’ minds and to share experience and insights as a community bank board member. Members of the FDIC regional management team will highlight emerging issues, answer participant questions, and discuss topics raised by participants. The session structure will include prepared remarks as well as an open forum for questions and discussion.

Liquidity Management – Is Your Bank’s Oversight Program Appropriate?
Hear about recent trends in funding structures and associated implications for community banks. Key areas directors should be considering in oversight and policies will also be discussed. We will talk about funding concentrations, current regulations regarding brokered deposits, and funding stability. We will also provide an overview of liquidity measurement and monitoring expectations and discuss risk factors impacting your bank’s oversight needs.

CRE Stress Scenario Analysis – Understanding the Results
Attendees will learn the importance of CRE analysis as a risk management tool to assist the board in assessing current and potential risks within the loan portfolio, establishing minimum capital levels, addressing risk appetite, and setting appropriate product lending limits. The session will walk through a CRE stress scenario, which will show how data inputs, assumptions, and severity of scenarios can influence results.

Audit Committee Oversight
Learn about the fundamental elements of effective audit program governance and the audit committee’s critical oversight roles and responsibilities. The session will also cover common examination findings and include an audit committee meeting exercise to reinforce the underlying concepts.

Guidance for New Directors
This session will focus on fundamental board governance issues and is designed for Directors with less than five years’ experience. In addition to discussing participant questions, the session will cover Directors’ roles and responsibilities, the examination process, and effective strategies to monitor bank performance.


The PACB has reserved a block of rooms for this seminar. To make your reservations, please call the DoubleTree Monroeville directly at 412-373-7300 and mention the PA Association of Community Bankers to receive the special group rate.

ALM Seminar 2019 – Western PA @ DoubleTree Monroeville
Oct 24 @ 8:00 am – 3:30 pm

Thursday, October 24, 2019
DoubleTree Monroeville
101 Mall Boulevard, Monroeville, PA 15146



To review program details and register by mail, please download the REGISTRATION BROCHURE

To register online, please complete the ONLINE REGISTRATION FORM


BEST PRACTICES IN ASSET/LIABILITY MANAGEMENT: This annual program will focus on the critical issues bank ALCOs are facing in 2019, and what we anticipate for 2020. Economic data has been more and more positive in 2019. 1st quarter GDP growth was 3.2%, and forecasters expect continued good growth in 2019. Consumer spending and business investment are need for continued economic expansion. This business cycle is 121 months into expansion in July, and is now the longest expansion in history. Consumer and business confidence is positive, and the unemployment rate was at a 50 year low of 3.6% in April. The housing market is strengthening along with the labor market. All of this activity is not moving inflation rates above 2%, a level desired by the Fed. All of this positive news bodes well for bank lending, and loan demand is very good in most areas of Pennsylvania. But we should be caution in liquidity management, and commercial lending as the cycle matures.

The most important variable for the ALCO to focus attention on is short-term interest rates. The Fed moved rates up three times in 2017, and four times in 2018, but there is no forecast of an increase in 2019. Deposit pricing became very aggressive in the second half of 2018, and remains relatively aggressive 2019, but with the Fed on hold, deposit rates should stabilizes along with the cost of funds by the 4th quarter of 2019. Banks have struggled with internal cannibalization of deposits in 2018, and we are defending our deposits from local and internet competition in 2019.

The seminar will focus on regulatory concerns mainly with commercial lending, and liquidity management. Interest risk management appears to be less of a concern in 2019. Liquidity management will be a major concern for your ALCO through 2019 as retail deposit growth is difficult and costly. The program will conclude with asset and liability decision making in 2019 into 2020. As loan demand has increased, investments have become less of a priority, but investment portfolio strategies continue to be an essential element of ALM. Liability management had not been a significant concern for over nine years, but it became our primary concern in 2018 and is continuing into 2019. Deposits strategies to cope with a changed rate environment need to be discussed in the ALCO meetings. We will also explore wholesale strategies involving the FHLB advances and brokered CDs.


CEOs, CFOs, COOs, Directors, Investment Managers, ALCO Committee Members, Lenders, Risk Managers and others involved in ALM


Bring a NextGen Banking Leader along to this important seminar. Let them learn from the expert and network with colleagues in an interactive educational environment. This experience will help them grow and be a stronger member of your bank’s team. NextGen bank leaders receive $100 discount on the registration fee.


Up to five (5) hours of CPE will be offered for this program. PACB is an approved provider of continuing education by the PA State Board of Accountancy.


8:00am: Registration & Refreshments
8:30am: Current Environment
• Regulatory Overview
• Business Cycle Trends & the Impact on Pennsylvania Banks
• Interest Rate Forecast – Fed became more aggressive in 2018
• Liquidity Management – Liquidity is shrinking on bank balance sheets as rates increase
10:00am: Refreshment Break
10:15am: Seminar Continues
• Interest Rate Risk – Examiner comments, and insights from independent reviews
• Modeling IRR – Validating assumptions remains a concern of examiners.
12.00pm: Lunch
1:00pm: Managing Assets in the Current Environment
• Funding growth for 2019 – Liquidity Management
• Investment Options on a flattening Yield Curve
• Lending
• Residential lending is a challenge and this will continue. More strategic than ALCO.
• Managing concentrations in CRE lending
Managing Liabilities in the Current Environment
• FHLB Strategies
• Growth in Broker deposits – a trend to watch.
• Deposit Strategies: Moving customers from large savings pools to CDs. Let’s look at changing cost of funds
• Preventing internal cannibalization & Defending Deposits
• Challenges Facing ALCO In 2020
3:30pm: Adjournment


Dr. James Clarke, Principal, Clarke Consulting
Dr. James Clarke is the Principal of Clarke Consulting, a Villanova, Pennsylvania firm specializing in ALCO issues and strategic planning for community banks. Jim has lectured on asset/liability management at the Stonier National School of Banking sponsored by ABA, the Southwest Graduate School of Banking, the New England School of Financial Studies and Connecticut School of Banking. He conducts ALM seminars for many state associations, and for Risk Management Association (RMA) and Financial Managers Society (FMS). Jim also conducts board education programs on ALM for a number of state associations. In 2017 through 2018, Jim spoke at the Connecticut, Maine and Pennsylvania Association of Community Bankers conventions and number of director conferences. Dr. Clarke is on the Board of a community bank, and is a Director of an investment company. Jim is also on the Editorial Board of the RMA.


Camp Hill Location: The PACB has a special rate at the Radisson Hotel Harrisburg. 150 Camp Hill Bypass, Camp Hill, PA. Please contact the hotel directly at 717-763-7117 for reservations. Please mention the PA Association of Community Bankers to secure the special rate.
Monroeville Location: Contact the Doubletree, 101 Mall Blvd, Monroeville directly at 412-373-7300 for reservations. Please mention that you will be attending a PA Association of Community Bankers seminar to secure a group rate.

Training the Credit Analyst @ PACB Headquarters
Oct 28 @ 8:15 am – 3:30 pm

Monday, October 28, 2019
PACB’s New Headquarters
3211 N. Front Street, Harrisburg, PA 17110



To review program details and register by mail, please download the REGISTRATION BROCHURE

To register online, please complete the ONLINE REGISTRATION FORM


Training the Credit Analyst is a course designed to address the needs of beginning credit analysts and reinforce the credit skills of current credit analysts in all aspects of credit analysis. It begins with a thorough review of the components of financial statements and proceeds into analyzing the financial statements by preparing a financial spread and then interpreting the results. The course will teach how to write effective and comprehensive credit analyses which highlight and detail the important trends shown on the financial spread sheet. Other analytical tools that will be covered in detail include: Cash Flow Analysis; Break-Even Analysis; Ratio Analysis, Financial Projections; Sustainable Growth Rate Calculation; Sensitive Analysis; Industry Comparison Analysis and Loan Grading.


8:15am: Registration/Continental Breakfast
9:00am: Seminar Begins
12:30pm: Networking Luncheon
3:30pm: Adjournment


The objective of this course is to provide the Credit Analyst with analytical skills that can be put to immediate use upon return to their respective banks. They will learn to use proven analytical tools which will enable them to assess the degree of risk prior to recommending approval or declination of a credit request. Another objective of this course is to improve the documentation of commercial loan files which will reduce losses and will be viewed favorably by the regulatory community.


Training the Credit Analysis is designed for Credit Analysts with little or no experience; Credit Officers; Commercial Loan Officers/Managers; Loan Review Officers and Branch Managers.


• Know the various types of financial statements and be able to identify the components of financial statements including the Balance Sheet, Income Statement, Statement of Cash Flows, and Reconciliation of Net Worth.
• Know how to read the Notes to Financial Statements and identify latent Notes which may have a major impact on the operating performance of a credit.
• Know how to spread the financial statements consistently and interpret ratio analysis so that trends can be identified.
• Know how to perform a detailed Cash Flow Analysis by calculating the sources and uses of funds from one accounting period to another.
• Know how to prepare financial projections based upon assumptions provided by the borrower, then to test those assumptions by utilizing sensitivity analysis.
• Know how to calculate the Sustainable Growth Rate and understand how varying rates of growth will impact the financial condition of the borrower.
• Know how to identify factors which may impact the ability to repay debt obligations and to document the finding in a written credit analysis memorandum.
• Know how to calculate the break-even point which is important in determining the minimum level of activity required to generate sufficient cash flow to repay debt obligations.
• Know how to perform industry comparison analysis utilizing Standard Industry Codes.
• Understand how to grade a loan after the analysis is completed.


In order to obtain the greatest benefit from this course, participants should have a general understanding of Accounting and have a basic understanding of financial statement and credit analysis.


This course will provide up to 6 hours of continuing education credit for CPA’s and Certified Commercial Lenders. PACB is an approved provider of the PA State Board of Accountancy.


Jeffrey Johnson, Executive Vice President, Senior Consultant, Bankers Management, Inc.
Jeffrey Johnson more than 25 years’ experience in the banking space. Most of Johnson’s career has been spent on the sales, lending and credit analysis side of banking. He has managed several loan portfolios at regional and community banks, representing a cross-section of loan types. Johnson is lead instructor at CBAI’s Commercial Lending Institute and is a faculty member at the CBAI’s Midwest School for Community Bankers. He also conducts extensive training for the Community Bankers Associations of Georgia, Illinois, and other community banking Associations. He is a graduate of Morehouse College, Atlanta; John Carroll University, University Heights, Ohio; and Prochnow Graduate School of Banking, Madison, Wisconsin. Johnson received his graduate certificate in bank management from Wharton School of Business at the University of Pennsylvania, Philadelphia.


The PACB has a special rate at the Radisson Hotel Harrisburg. 150 Camp Hill Bypass, Camp Hill, PA. Please contact the hotel directly at 717-763-7117 for reservations. Please mention the PA Association of Community Bankers to secure the special rate.

Maximizing Mutuality Conference 2019 @ The Hotel Hershey
Nov 4 @ 8:30 am – Nov 5 @ 11:15 am

Monday, November 4, 2019 – Tuesday, November 5, 2019
The Hotel Hershey
100 Hotel Road, Hershey, PA 17033



To review program details and register by mail, please download the REGISTRATION BROCHURE

To register online, please complete the ONLINE REGISTRATION FORM


This conference is designed for Mutual Charter CEOs, CFOs, COOs, Directors and other senior management.


Bring a NextGen Mutual Banking Leader along to this important Conference. Let them learn from experts and network with colleagues in an interactive educational environment. This experience will help them grow and be a stronger member of your bank’s team. NextGen mutual bank leaders receive $100 discount on the registration fee.


Seven (7) hours of CPE will be offered for this conference. CLE has been applied for and final Information from PBI will be provided online when received.


The PACB is holding a block of rooms for the Maximizing Mutuality Conference at The Hotel Hershey. You may register online at or call the hotel directly at 855.729.3108. When calling, please ask for the room block for the PACB Mutuality Conference.

The cut off date for the room block is Friday, October 4, 2019 so make your reservations today!


Day 1 • Monday • November 4, 2019

8:30am: Registration/Coffee

8:45am: Welcome/Opening Remarks

9:00am: Maximizing Mutuality…Be Something Special – A Redux
Presented by: Daniel P. Weitzel, Esquire, Locke Lord
There are numerous ways in which to separate mutual banks from the crowded field of financial institutions; longevity, community focus, ownership, pedigree and commitment. This session will discuss ideas for cooperation and collaboration with one another, either through formal partnering or sharing of products and services. We will also discuss real world examples of how mutual banks have succeeded in leveraging their mutual form to their advantage.

10:30am: Refreshment Break & Networking

10:45am: Developing a Foundational Digital Strategy
Presented by: Sundeep Kapur, Digital Credence
Digital strategy today is built around enhancing the consumer experience. Digital is our biggest branch and we need to empower this branch to serve existing consumers, attract new consumers, and also support our other channels. The “digital branch manager” is akin to the head of e-commerce in the retail world. This branch manager needs to be empowered (and mentored) to run this channel like a true dot com.

Many digital transformation projects start with a focus on the consumer but do very little to assist employees. We need to conduct a back-end digital transformation (enhance the financial supply chain) with a focus to assist employees to become more efficient. From simplifying information access to intuitive/auto-decisioning systems – there is a lot of room for improvement.

With a correct digital foundation, we can scale to grow and serve consumers well. This session will discuss ideal practices including pitfalls to avoid and lessons learned. 60 minutes of accelerated learning to enhance and help you build a foundational digital strategy.

12:00pm: Luncheon

1:00pm: The Feeling’s Mutual – How Can Pennsylvania Mutual Banks Boost Their Brand
Presented by: Jim Gillen, LIGHTSTREAM
Growing market share today calls for well-crafted messaging and the right marketing channels, especially when it comes to brand messaging that attempts to translate being a mutual institution into real-life customer benefits.

We will discuss how mutuality serves as a significant asset, and should be part of an overarching message that explains your passion for helping the local community grow and thrive. Mutuality is more than a mantra – it is part of your institutional DNA.

Can mutuality alone drive your marketing? Probably not, but it can be used to enhance your overall brand. We will discuss how a comprehensive plan that leverages the right marketing channels and your strengths as a mutual institution, will better communicate the value you bring to customers and communities.

2:30pm: Corporate Governance Hot Buttons in Today’s Regulatory Environment
Presented by: Eric Luse, Luse Gorman, PC
The session will review the responsibilities of Trustees/Directors in today’s regulatory environment with a particular emphasis on regulatory expectations based on Luse Gorman’s experience. Accordingly, this is not the usual “directors’ fiduciary duties under the law”; but rather what regulators expect as a matter of practice. Another way to say it is that “directors don’t want a recitation of the law…directors want to know what practices will keep them out of trouble with the regulators”.

3:30pm: Legislative and Regulatory Update
Presenter TBD

4:30pm Adjournment

6:00pm: Networking Reception

7:00pm: Dinner

Day 2 • Tuesday • November 5, 2019

8:30am: Buffet Breakfast

9:00am: Cyber Security: Why the Dark Web Should be Your Guide
Presented by: Jeremy Burris CISA, CISSP, MCP, L | PT, CPTS, C|EH, ECSA, CICP Security+, S.R. Snodgrass, P.C.
This session will discuss – What is the Dark Web and what do we need to know about it. How can we use Dark Web information as a guide to a successful cybersecurity plan? Mr. Burris will also discuss some trending threats, weakest links and cybersecurity regulatory focuses.

10:15am: Mutual Institution Participation in Consolidation – Components of Future Success and Strategic Alternatives
Presented by: Richard B. Trauger, Jr., The Kafafian Group, Inc.
This session will review how mutuals have participated in the consolidation of the banking industry, including: upstream, downstream, and mergers of equals; merger consideration; legal and accounting issues; and case study examples. Subject matter discussed will include: State of the Industry, Important Components of Future Success, Industry and Branch Consolidation, State of Mutuals, Strategic Alternatives, Key Stakeholders.

11:15am: Adjournment


Daniel P. Weitzel, Esquire
Locke Lord
Daniel P. Weitzel represents banks before the federal bank regulatory agencies as well as the many state banking departments. This representation is regarding both transactional and regulatory compliance matters. Daniel also represents clients in corporate and securities law, focusing on mergers and acquisitions and other corporate reorganizations, private placements of both debt and equity and general corporate business planning and counseling. Dan has represented companies and individuals in numerous instances relating to corporate control issues and financial transactions. He has also represented investment banks and other entities in acquisition, divestiture and capital raising transactions.

Jeremy Burris CISA, CISSP, MCP, L | PT, CPTS, C|EH, ECSA, CICP Security+
Principal, S.R. Snodgrass, P.C.
Jeremy has over 15 years of information systems audit and controls involvement. His main focus at Snodgrass is network attack and penetration testing. He has had extensive training in this area, holds four certifications in the area, as well as a license which very few penetration testers hold. This gives a unique security focused approach to all of the work that Jeremy performs. His technical experience includes proficiency in Microsoft Windows server and desktop environments; various versions of Linux, Kirchman Bankway Financial application; network security; and data analysis.

Jim Gillen
Director of Business Development Financial Institutions Group, LIGHTSTREAM
Jim joined Lightstream in January 2019 with more than 25 years of service in the banking industry. Over his career, his time has been almost evenly split between working as a senior executive of community banks and working with senior executives of community banks. While working for financial institutions, he has served as a former CEO, COO, and CMO. Prior to joining Lightstream, Jim was the Chief Marketing Officer at $1.9 billion ESSA Bank & Trust in Northeastern Pennsylvania. Jim also has worked as a performance and marketing consultant to banks and credit unions with a focus on improving performance and increasing market share. At Lightstream, Jim works with bank and credit union clients on various strategic projects, such as developing marketing plans, brand and culture training, peer benchmarking, marketing and sales alignment, and more.

Eric Luse
Partner, Luse Gorman, PC

Eric Luse is a co-founder of Luse Gorman law firm and is recognized as one of the leading financial services attorneys in the nation. He has been representing banks, savings institutions and holding companies for more than 25 years, and has been on the cutting edge of new developments in holding company reorganizations and capital raising transactions by mutual and stock savings banks as well as community banks.

A significant part of his practice involves advising boards of directors and management on new developments in corporate governance and compensation, as well as legislative and regulatory changes that affect the business and financial performance of banks. He also works closely with clients in guiding transactions through the regulatory approval process.

Mr. Luse is recognized as the nation’s leading expert on mutual holding companies. He has authored numerous articles on banks and savings institutions which have appeared in The American Banker, SNL Thrift Investor, Legal Times, and Community Banker.

Sundeep Kapur
Educator and Strategist, Digital Credence

Sundeep Kapur has been assisting organizations with their converged channel marketing strategies since 1990. From direct marketing to digital to converged, he is a passionate teacher who works with businesses across multiple industries, helping them to enable technology and services to brand, and personalize and speak to consumers more effectively.

Sundeep is an industry recognized expert who has delivered keynotes, run panels, and delivered “relevant, inspirational, and outstanding” education for organizations like the Direct Marketing Association,, National Sports Forum, Online Marketing Institute, ClickZ, Search Engine Strategies, and more.

Sundeep is also an avid user of social media, having leveraged words, pictures, and video into a conversational digital book. His daily dose of best practices can be found at, where he has more than 1,200 articles on best practices. He authors a column on Social Integration for ClickZ and has been hosting a monthly phone call on digital marketing best practices since 1999.

He has a BA in Economics, a BS in Computer Science, and an MBA.

Richard B. Trauger, Jr.
Managing Director, The Kafafian Group, Inc.

Rich has been affiliated with TKG in various capacities since inception and is also a shareholder. He participates in all facets of our service lines and is primarily responsible for strategic planning, customer statistical analysis and visualization, capital planning and stress testing, financial analytics and modeling, and is a member of our financial advisory services team.

He has led over 100 client engagements for financial services industry firms and has extensive experience with boards of directors and executive management teams. During his career Rich has successfully completed over three dozen merger and acquisition, capital market, and financial advisory assignments for financial institutions, with an aggregate transaction value of approximately $2.6 billion.

During his 30-year financial services industry career, Rich has developed his skill set, first as a financial analyst with Dauphin Deposit Corporation (now M&T Bank Corporation) and then as an investment banker with Tucker Anthony Sutro Capital Markets (now RBC Capital Markets).

In addition to client facing assignments, Rich has been a subject matter expert for SNL Financial, L.C. (now S&P Global Market Intelligence) on the topic of advanced bank valuation. He has also served as an expert witness for matters involving financial services industry firms. He is a faculty member at the American Bankers Association Stonier Graduate School of Banking, the Pennsylvania Bankers Association School of Banking and Advanced School of Banking and is an occasional speaker at industry events.

Rich holds an undergraduate degree from Penn State University (Harrisburg) and the license of Certified Public Accountant in the Commonwealth of Pennsylvania, along with the following other professional designations: Chartered Global Management Accountant (CGMA®), Certified Valuation Analyst (CVA®), CERTIFIED FINANCIAL PLANNERTM (CFP®), and Chartered Financial Consultant (ChFC®).

He continues to pursue additional levels of education and is eligible to sit for the Level III exam as administered by the CFA Institute. He is a practitioner member of the National Association of Certified Valuators and Analysts (NACVA), and a member of the CFA Institute, the CFA Society of Philadelphia, the AICPA and the PICPA.

Rich is also a certified barbeque judge and table captain as sanctioned by the Kansas City Barbeque Society.

Retail Banking Seminar 2019 @ Radisson Hotel Harrisburg
Nov 8 @ 8:30 am – 3:30 pm

Friday, November 8, 2019
Radisson Hotel Harrisburg
1150 Camp Hill Bypass, Camp Hill, PA 17011



To review program details and register by mail, please download the REGISTRATION BROCHURE

To register online, please complete the ONLINE REGISTRATION FORM


8:30am: Registration and Continental Breakfast

9:00am: Stop Selling and Start Connecting: Why Your Marketing Program Isn’t Working!
Presented by: Patrick Dix, VP Strategic Alliances, SHAZAM, Inc.
It’s not enough to be your community’s “Hometown Bank”. You can’t just tell a potential customer it’s “your people” that make the difference. The number of years you’ve been in business doesn’t mean anything to your potential customer. Information is coming at your customers and your potential customers faster than ever. The volume can turn to white noise if you don’t stop and pay attention to how you target customers, when they see your message, where you deliver that message and how you tell your institution’s story. This session explores the ways digital media is changing the way we market to customers, the new ways customers are digesting the information you serve up and how you can differentiate your message by connecting with customers instead of trying to sell to them.

10:00am: Weeding Through the Risks of Banking the Cannabis Industry
Presented by: Terri Luttrell CAMS – Audit, Audit, Senior Manager of Strategy, Abrigo
Thirty states have now legalized medical or recreational marijuana, but the fact remains that it is still illegal at the federal level. What about hemp and CBD? Are they now legal and safe to bank with the passing of the Farm Bill? Financial Institutions have been hesitant to provide traditional banking services to these businesses, forcing a cash-only climate with much of the cash moving underground and putting communities at risk. Learn the risks of banking MRBs and learn tips on how to succeed if your financial institution decides to take on these businesses.

11:00am: Networking Break

11:15am: Effective Approaches to Omnichannel Marketing – Strategies, Tactics, and ROI
Presented by: John Pastor, Regional Sales Manager-Analytics & Marketing, Baker Hill
Not sure what to do with all of your data? You are not alone. This session will help you understand strategies and tactics you can use to grow loans using the data you already have. This includes ways to segment your data to reveal where your opportunities are, who to target first, and how to do it within your budget. This presentation relates to use of technology to determine how to market a variety of products to achieve maximum results.

12:15pm: Lunch

1:05pm: How Commerce Is Being Redefined: Keeping Pace with Evolving Consumer Expectations
Presented by: Matt Herren, Director of Payment Services, Computer Services, Inc.
Today’s customer expects more. More options, more security, and a better overall experience. It is not enough to just offer innovative products and services – it is critical to explain to consumers how these changes will benefit them. In this session, we will discuss the transition to a more secure payment card ecosystem and how emerging financial technology will fit in to our collective future – from Contactless cards to tokenization, digital wallets, and what payments will evolve into over the next decade. The rate and pace of change has never been this fast, yet it will never be this slow again. It is imperative that all institutions understand the consumer challenges currently faced in the financial technology world, and more importantly, how the industry is planning to address them.

2:05pm: Networking Break

2:15pm: Quarterbacking Retail Deposits
Presented by: Neil Stanley, CEO/Founder, The CorePoint
Managing the process of effectively competing for local deposits to properly fund earning assets is becoming increasingly challenging. This session will explore the many ways bankers can enhance their approach to optimize deposit gathering results. The old idea that we just have to pay more to get more is out of touch. Gathering and retaining properly-priced retail deposits in this environment requires enhanced products, processes, preparation, people, pricing, promotion, and presentation. Front line bankers must read and react to each opportunity as they present a sequence of options designed to make the most profitable financing impact regarding each individual funding alternative. When consistently practiced, upgraded approaches create the flexibility to adjust and deliver superior financial results while simultaneously providing the required balance sheet funding.

In this interactive session we will share practical insights about how the most successful banks are growing properly-priced, long-term retail deposits. Attendees will glean new ideas about products and approaches that cover the funding spectrum from simple to complex, from the essentials required to attract and retain stable core deposits to aggressive campaigns that create sensibly-priced deposit growth.

3:15pm: Closing Remarks and Q&A Session

3:30pm: Seminar Adjourns


Retail Managers, Retail Staff, Operations Officers, COOs, and Senior Management.


This course will provide up to 5 hours of continuing education credit for CPA’s and Certified Commercial Lenders. PACB is an approved provider of the PA State Board of Accountancy.


The PACB has a special rate at the Radisson Hotel Harrisburg. 150 Camp Hill Bypass, Camp Hill, PA. Please contact the hotel directly at 717-763-7117 for reservations. Please mention the PA Association of Community Bankers to secure the special rate.