School of Commercial Lending

Gain a Broad-Based Understanding of Commercial Lending & Business Development

Ideal for individuals looking to attain well-rounded business development and/or commercial lending skills, the School of Commercial Lending allows students to dive into business development, credit structuring, the practical application of commercial lending knowledge, and client and internal communication.
Director: Michael (Mike) Smelko
Assistant Director: TBD 
Sunday, June 8, 2025
12:15 - 12:45 p.m.              Registration
12:45 - 1:15 p.m.              Welcome/Orientation
1:15 - 2:10 p.m.              Team Building - Dennis Budinich            
2:15 - 4:15 p.m.              Business Development - Dennis Budinich             
4:15 - 4:30 p.m.              BREAK
4:30 - 6 p.m.              Customer Conversation - Dennis Budinich       
6 p.m. Room Check-In
7 p.m. Dinner on Your Own

Monday, June 9, 2025
8 - 10 a.m.              Accounting Refresher - Kristy Schenck
10 - 10:15 a.m.              BREAK             
10:15 a.m.  - 12:15 p.m. Financial Statement Analysis: Evaluating a Borrower's Perform. & Fin. Condition - Jeffery Johnson
12:15 - 1:15 p.m. LUNCH
1:15 - 2:15 p.m.              Loan Structure - Jeffery Johnson
2:15 - 4:15 p.m.  Global Cash Flow - Jeffery Johnson
4:15 - 4:30 p.m.               BREAK           
4:30 - 5:30 p.m. Elements of a Concise Credit Memo - Jeffery Johnson
5:30 - 6 p.m. Wrap-Up & Exam Review
6 - 7:15 p.m. Welcome BBQ with School of Banking
7:15 p.m.  Read Case Study on Your Own

Tuesday, June 10, 2025
8 - 8:55 a.m. Elements of a Concise Credit Memo (con't) - Jeffery Johnson
9 - 10 a.m. Economic Outlook - Ken Entenmann             
10 - 10:15 a.m. BREAK
10:15 - 11:45 a.m. Loan Agreements & Financial Covenants - Jeffery Johnson
11:45 a.m.  - 12:45 p.m. LUNCH
12:45 - 2:15 p.m.              Portfolio Management & Monitoring - Jeffery Johnson       
2:15 - 2:30 p.m. BREAK
2:30 - 3:30 p.m.              Case Study Group Preparation - Jeffery Johnson        
3:30 - 4:30 p.m. Case Study Presentations - Jeffery Johnson
4:30 - 4:45 p.m. BREAK
4:45 - 5:45 p.m. Ethics/Compliance & Corp. Governance - Dean Dusinberre
5:45 - 6:15 p.m. Wrap-Up & Exam Review
6:15 p.m.  Dinner on Your Own

Wednesday, June 11, 2025
8 - 10 a.m. Treasury Management w/ Case Study - Jami Theiller    
10 - 10:15 a.m. BREAK
10:15 a.m. - 12:15 p.m. Commercial Real Estate Lending - Mike Pietropaoli
12:15  - 1:15 p.m. LUNCH
1:15 - 2:15 p.m. Commercial Real Estate Lending (con't) - Mike Pietropaoli
2:15 - 2:30 p.m. BREAK
2:30 - 4 p.m. Investment Real Estate Lending & Appraisals - Dick Grafmyre
4 - 4:15 p.m. BREAK
4:15 - 5:45 p.m.  Loan Workouts Session - Kate Sallie
5:45 - 6:15 p.m. Wrap-Up & Exam Review
6:15 p.m. Dinner on Your Own

Thursday, June 12, 2025
8 - 8:55 a.m. Career Pathing for Commercial Lenders - Directors 
9 - 11 a.m. Presenting to the Borrower & the Loan Committee - Dick Grafmyre
11 - 11:15 a.m. BREAK     
11:15 a.m.  - 12:40 p.m. Participations & Their Negotiations - Frank Covelusky   
12:40 p.m. Wrap-Up & Adjournment w/ Boxed Lunch

*schedule subject to change

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Dates:
June 8 - 12, 2025
Penn Stater Conference Center
State College, Pa.

Cost:
Member: $3,250
Affiliate Member: $3,750
Non-Member: $4,875








Contact:
Jackie Catalano
Vice President, Professional Development
(717) 255-6939
jcatalano@pabankers.com