SCHOOL OF BANKING PROFESSIONALS DEDICATED TO YOUR SUCCESS. JUNE 7 11, 2015 PENN STATER CONFERENCE CENTER STATE COLLEGE, Pa.

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1 2015 PENNSYLVANIA BANKERS ASSOCIATION SCHOOL OF BANKING JUNE 7 11, 2015 PENN STATER CONFERENCE CENTER STATE COLLEGE, Pa. PROFESSIONALS DEDICATED TO YOUR SUCCESS

2 January 14, 2015 Dear Colleague: I am pleased to present information on the 2015 PA Bankers School of Banking scheduled for June 7-11 at the Penn Stater Conference Center, State College, Pa. The School of Banking is the foundation on which successful banking careers are built. This program is designed for bankers beginning their careers, as well as those looking to take the next step in advancing their careers. It is also a great choice for seasoned professionals who are new to the industry. The School of Banking focuses on four primary areas of banking: leadership, sales and marketing, bank environment and finance. The instruction is designed to promote practical application of the curriculum, which enables students to apply the concepts learned when returning to the bank, providing an exponential return on the bank s tuition investment. 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) 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 Tel. (717) Professionals Dedicated To Your Success

3 I had an absolutely fantastic experience. PA Bankers have done an excellent job The instructors were phenomenal. They truly care about our success and it shows in everything they do and say. SCHOOL OF BANKING The School of Banking is the foundation on which successful banking careers are built. Analogous to 100-level college course study, the school focuses on four primary areas of banking: leadership, sales and marketing, bank environment and finance. Our respected faculty includes experienced banking professionals, college professors, and consultants supporting the financial services industry who focus on providing students with practical knowledge they can apply to their job on a daily basis. The school is designed for bankers beginning their careers as well as those looking to take the next step in advancing their careers. It s also a great choice for skilled professionals who are new to the banking industry. HOW WILL THIS SCHOOL PREPARE STUDENTS FOR THEIR BANKING FUTURES? Upon completion of the School of Banking, students will possess a broad understanding of the banking industry along with fundamental skills designed to make them more effective in their daily responsibilities and decisionmaking. They will also be prepared to further their education through learning opportunities such as the Advanced School of Banking. WHO SHOULD ATTEND? Management Trainees; Branch Managers with less than three years of banking experience; Customer Service Representatives; Employees at all levels who are newly hired from non-banking industries; Employees wishing to expand their knowledge and further their banking careers; and Individuals who have completed ABA Training Certificate or Diploma programs. 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 for credit updates. PROGRAM EXAM: Students will be required to take an online exam within two 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-Sponsored by: New York Bankers Association

4 Everything was great. Thank you for the experience and I look forward to coming back for the Advanced School! CLASS SCHEDULE TIME SUNDAY, JUNE 7 MONDAY, JUNE 8 TUESDAY, JUNE 9 WEDNESDAY, JUNE 10 THURSDAY, JUNE 11 8 a.m. 8 a.m. - 8:55 a.m. 8 a.m a.m. 8 a.m. - 9:30 a.m. 8 a.m. - 9:30 a.m. 8:15 Economic Trends Introduction to Intro to Compliance 8:30 Asset/Liability Wealth Management Updates 8:45 Ardy Wurtzel Management & Financial Services 9 a.m. 9 a.m a.m. Nancy Lake 9:15 Bank Financial Jim Clarke Kim Craig Gary Iorfido, J.D. 9:30 Statements Break 9:30 a.m. - 10:30 a.m. 9:45 Jim Clarke 9:45 a.m. - 11:45 a.m. A Day in the Life 10 a.m. Break Break Relationship of a CEO 10:15 10:15 a.m. - 11:10 a.m. 10:15 a.m. - 12:15 p.m. Sales 10:30 Bank Financial Effective Break 10:45 Statements (con t) Communications Wayne Whipple 10:45 a.m. - 12:15 p.m. 11 a.m. Jim Clarke Strategic 11:15 11:15 a.m. - 12:15 p.m. Paul Wallenhorst Combined Session Decision-Making & 11:30 Ethics w/commercial Lending Organizational Structure 11:45 Wes Weymers Lunch Noon Noon - 12:30 p.m. Jeff Marsico 12:15 Registration Lunch Lunch Lunch 12:30 12:30 p.m. - 1:15 p.m. & Practice 12:45 Welcome, 12:45 p.m. - 2:45 p.m. 1 p.m. Orientation & ROI Intro Technology s Role 1 p.m. - 3:30 p.m. 1:15 1:15 p.m. - 2:45 p.m. 1:15 p.m. - 2:45 p.m. 1:15 p.m. - 3:15 p.m. in Banking Today ROI 1:30 The Banking System Bank Financial Lending & Driving Presentations 1:45 & Monetary Policy Ratios Interest Income TBD 2 p.m. 2:15 Joe Major Jim Clarke Mary Jane Corzel 2:30 2:45 Break Break Break 3 p.m. 3 p.m. - 4:30 p.m. 3 p.m. - 5 p.m. 3 p.m. - 5 p.m. 3:15 Team Building Leadership Break Marketing is 3: :30 p.m. - 5 p.m. Everyone s Business 3:30 p.m. - 4 p.m. 3:45 Mark Graziadio Motivation & Wrap Up & 4 p.m. Joe Major Supervision Pat McCrossan Adjournment 4:15 4:30 4:30 p.m. - 6 p.m. Polly Previte 4:45 Presentations 5 p.m. Made Easy 5 p.m. - 6 p.m. 5 p.m. - 6 p.m. 5 p.m. - 6 p.m. 5:15 ROI Presentation ROI Presentation ROI Presentation 5:30 Paul Wallenhorst Development Development Development 5:45 6 p.m. 6 p.m. - 7 p.m. Dinner on Your Own Dinner on Your Own Dinner on Your Own 6:15 Class Photo & 6:30 Welcome Reception 6:45 w/commercial Lending 7 p.m. 01/14/15 Director: Fred Duncan

5 Thank you for investing in our careers. This format is intimidating at first but became crystal clear. The topics are presented well and by class A teachers Everything was pertinent and useful in our careers. COURSE DESCRIPTIONS THE BANKING SYSTEM & MONETARY POLICY Joseph (Joe) Major Students will receive a broad overview of the United States Banking System and financial intermediaries. This will include governmental policy decisions regarding the financial system and markets as well as the function and operation of the Federal Reserve system. TEAM BUILDING Mark Graziadio Students have an interactive opportunity to meet each other while engaging in a session stressing the value of teamwork and the nature of team operations. PRESENTATIONS MADE EASY Paul Wallenhorst This course provides students with practical guidelines and advice for effective group communications. Sensible tips are offered to assist students with communication skills and the ability to produce strong support for their ideas. Students will complete an application exercise to further hone their skills. ECONOMIC TRENDS Ardy Wurtzel The role of fiscal and monetary policy will be clarified from a macroeconomic perspective, and a forward-looking economic forecast will be offered with an opportunity for audience questions. BANK FINANCIAL STATEMENTS Dr. James (Jim) Clarke The principal components of two fundamental reports, balance sheet and income statement, are described as foundations for the bank s financial information management system. Primary emphasis is placed on relationships and correlations between the two reports, what they tell us about current status, and what they suggest might be done in the future. ETHICS Wesley (Wes) Weymers A broad overview is provided of the expectations and standards of ethical conduct for banking organizations and officers, and a forward-looking perspective on setting and upgrading corporate ethics policies. Case applications may be incorporated to provide hands-on opportunities for students to apply ethical standards to real-life banking situations. BANK FINANCIAL RATIOS Dr. James (Jim) Clarke The Top 10 financial ratios will be presented with heavy emphasis on what they are, what they mean, and how financial professionals use them. Computational mechanics are included on an as needed basis so discussion can focus on the implications and interrelationships of these key performance indicators. LEADERSHIP 101 Joseph (Joe) Major Students will be asked to realistically apply the provided core concepts of leadership to their professional and personal lives. The course objectives are to channel core leadership concepts, to gain an understanding of leadership s importance, and to prepare for the process of self-development as a leader. INTRODUCTION TO ASSET/LIABILITY MANAGEMENT Dr. James (Jim) Clarke This course teaches the fundamental relationships driving the management of a bank s assets and liabilities. Special emphasis is placed on examining options for balancing the bank s assets/liabilities position. EFFECTIVE COMMUNICATIONS Paul Wallenhorst Effective management/employee communication strategies and techniques will be discussed with an emphasis on day-to-day communications, bank policies, and the overall impact of all communications on our employees/ associates. Also provided are suggestions for appropriate and cell phone usage, proper information ownership and control procedures, and improved professional writing skills. LENDING & DRIVING INTEREST INCOME Mary Jane Corzel Participants will gain an understanding of how lending products contribute to Bank earnings. Specifically, participants will become familiar with income sources and components of net interest income through understanding the various lending products. Introduce the challenges of balancing safety and soundness with the objective of all stakeholders.

6 Very nice program. I learned a lot and will implement the lessons learned at the bank. Thank you! COURSE DESCRIPTIONS MOTIVATION & SUPERVISION Polly Previte This course is designed to provide students with effective means of creating a motivating climate with their employees. Students will gain an appreciation for the often overlooked interpersonal skills that engage employees and drive them to provide their discretionary effort. INTRO TO WEALTH MANAGEMENT & FINANCIAL SERVICES Kim Craig, CTFA Wealth management provides an extensive menu of nontraditional financial services and solutions to enhance a client s experience with the bank. Consumers and clients will be better served in the future through this session. RELATIONSHIP SALES Wayne Whipple A professional approach to building long-term printable, multi-product sales relationships with new and existing customers will be presented. 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. TECHNOLOGY TBD MARKETING IS EVERYONE S BUSINESS Patricia (Pat) McCrossan The fundamentals of how marketing is critical to your bank s brand and sales strategy will be reviewed. The course will discuss and define key elements of strategy that will help define and deliver your bank s brand message, outline an approach to sales, retention and customer engagement to help be most effective in interactions with customers and the marketing department. Participants will engage in class activities and breakout groups where they will brainstorm the components of their own marketing plan relevant to their bank, line of business and currant role and share best practices with the group. COMPLIANCE UPDATES Nancy Lake & Gary Iorfido, J.D. This session will be dedicated to discussing an overview of compliance and BSA topics including identifying federal banking regulatory agencies, the purpose and reasons behind regulations, penalties, and an overview of the key regulations impacting retail banking. The importance of communication between your compliance staff and the rest of your organization will be highlighted. Upon completion of this session, each participant will have the tools to identify risks in his/her area that should be escalated to the Compliance/BSA Officer and foster cooperation between business units and compliance to help maintain compliance throughout the organization. A DAY IN THE LIFE OF A CEO Distinguished Panel of Bank CEOs Students will learn from a panel of bank CEOs from different asset sizes how their typical day compares and contrasts in responsibilities and decision-making challenges. STRATEGIC DECISION-MAKING & ORGANIZATIONAL STRUCTURE Jeffrey (Jeff) Marsico This course will provide a framework for understanding who does what and why in a typical financial institution and how it affects the overall decision-making process. This course will suggest factors such as income generation, income preservation and risk management/ management combined with individual bank strategies and organizational structures to assign performance responsibilities in order to achieve desired results. 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.

7 Awesome experience! Faculty did an excellent job Group work provided great networking as well as professional development opportunity DISTINGUISHED FACULTY SCHOOL OF BANKING James (Jim) J. Clarke, Ph.D. Principal Clarke Consulting Villanova, Pa. Mary Jane Corzel Senior Vice President, Small Business/ Commercial Lending Continental Bank Plymouth Meeting, Pa. Kim Craig, CTFA President & Chief Executive Officer F.N.B. Wealth Management Group Pittsburgh, Pa. Mark Graziadio Vice President Honesdale National Bank Honesdale, Pa. Gary Iorfido, J.D. Compliance Consultant Atlantic Community Bankers Bank Camp Hill, Pa. Nancy E. Lake Compliance Anchor Manager Atlantic Community Bankers Bank Camp Hill, Pa. Joseph (Joe) Major Chief Executive Officer & Bank Leader The Victory Bank Limerick, Pa. Jeffrey (Jeff) P. Marsico Executive Vice President The Kafafian Group, Inc. Parsippany, N.J. Patricia (Pat) C. McCrossan Director of Business Development Mangos Malvern, Pa. Polly A. Previte Senior Vice President & Operations Officer 1 st Summit Bank Johnstown, Pa. Paul M. Wallenhorst President Wallenhorst Associates, Ltd. Dunkirk, N.Y. Wesley (Wes) Weymers President & Chief Executive Officer The Gratz Bank Gratz, Pa. Wayne Whipple Vice President, Business Development PA Bankers Association Harrisburg, Pa. Ardy Wurtzel Corporate Affairs Research Associate The Federal Reserve Bank of Philadelphia Philadelphia, Pa. JUNE 7-11, 2015 The Penn Stater Conference Center State College, Pa. The Penn Stater offers luxury and comfort as well as the technology you need to stay in touch and get things done. REGISTRATION INFORMATION PA Bankers Member Non-Member $2, 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 Association. REQUIREMENTS A high school diploma; a minimum of two years banking experience, or a college degree and one year of banking experience. SUGGESTED COURSE BACKGROUND ABA Training Principles of Banking, ABA Training Economics for Bankers, ABA Training Law & Banking, ABA Training Money & Banking (courses are suggested to enhance overall educational experience of the school but are not required for registration) SCHEDULE Sunday, June 7 Monday, June 8 Wednesday, June 10 Noon...Registration 8 a.m. - 6 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 p.m...classes/group Work

8 o Visa o Mastercard # Exp. FOR OFFICE USE ONLY Date Rec d Check # Amount: Sgl: REGISTRATION FORM 2015 School of Banking June 7 - June 11 The Penn Stater Conference Center State College, Pa North Front Street Harrisburg, PA PRSRT STD US POSTAGE PAID HARRISBURG PA PERMIT NO 775 $2,050 - Member Double Room Tuition $3,075 - Non-Member Double Room Tuition $2,500 - Member Single Room Tuition $3,500 - Non-Member Single Room Tuition Personal Information (please print or type) Name Nickname for Badge Title Bank Name Your Branch Mailing Address City State Zip Business Tel. Cell Educational Background: High School Some College Associate Degree Bachelor s Degree Master s Degree Total Years Bank Experience: 1-2 yrs. 3-4 yrs. 5-7 yrs yrs yrs yrs. 20 or more Gender: Male Female Special needs? No Yes (contact PA Bankers) 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. 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 Banking, 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 Mail completed original application and check (payable to Pennsylvania Bankers Association) to: PA Bankers Association 3897 North Front Street Harrisburg, PA Date THIS INSTITUTION DOES NOT DISCRIMINATE WITH REGARD TO RACE, COLOR, GENDER, AGE OR DISABILITY. Director Fred Duncan Senior Vice President, Retail Banking Fox Chase Bank Hatboro, Pa. Richard L. Graver Chief Banking Officer & Chief Lending Officer The Victory Bank Limerick, Pa. Vincent R. Kaufmann Assistant Vice President, Financial Service Center Manager Univest Bank & Trust Co. Souderton, Pa. William J. Kuzo President & Chief Executive Officer UNB Bank Mount Carmel, Pa. SCHOOL OF BANKING ADVISORY COMMITTEE Scott Macbeth Vice President, Director of Learning & Performance Susquehanna Bancshares, Inc. Mountville, Pa. Leslie Meck Senior Vice President & Chief Retail Officer Centric Bank Harrisburg, Pa. Stephen Novak Senior Vice President of Branch Administration The Bryn Mawr Trust Co. Bryn Mawr, Pa. Assistant Director Liesl K. Wolf Credit Administration Officer The Ephrata National Bank Ephrata, Pa. Vincent G. O Bell Vice President, Community Bank Officer Fidelity Deposit & Discount Bank Scranton, Pa. Jennifer A. Roxbury Senior Vice President/ Chief Operating Officer The Farmers National Bank of Emlenton Emlenton, Pa. J. Dolan Vogle Assistant Vice President, Retail Sales Manager AmeriServ Financial Bank Derry, Pa. PA BANKERS CONTACTS Jackie Catalano Marilyn Wisniewski Vice President, Training & Director, Residential Schools & Meeting Management Meeting Operations (717) (717) jcatalano@pabanker.com mwisniewski@pabanker.com Pennsylvania Bankers Association 3897 North Front Street Harrisburg, PA Tel. (717) FAX: (717) Professionals Dedicated to Your Success