CREDIT CONFERENCE Tuesday, February 5 & Wednesday, February 6 Omni Nashville Hotel

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1 TUESDAY, FEBRUARY 5 8:00 a.m. Registration/Continental Breakfast (Exhibit Hall) Coffee station sponsored by Mauldin & Jenkins CPA, LLC, Chattanooga, Tenn. 9:00 a.m. Call to Order/Opening Remarks Charlie Hooks, TBA Credit Committee Chairman, Executive Vice President/Chief Credit Officer, Sumner Bank & Trust, Gallatin, Tenn. 9:15 a.m. Brown Sugar: Deriving Satisfaction Through Data Analysis Anirban Basu, Economist, Sage Policy Group Inc, Baltimore, Md. Anirban Basu discusses in detail global, national, and regional economies using the most up-to-date data available. Special attention is invested in critical elements of economic life, including the performance of financial, labor, and real estate markets. 10:15 a.m. Break in the Exhibit Hall Coffee station sponsored by Kraft CPAs PLLC, Nashville, Tenn. 10:45 a.m. The Amazon Prime Effect Surviving In The New Subscription Society Dave DeFazio, Partner, StrategyCorps, Brentwood, Tenn. Subscription services are quickly becoming the dominate strategy of today s best retailers and have caused a monumental shift in the way people buy. More than 50 percent of all American households now subscribe to Amazon Prime, and more than 200 million people subscribe to this and other retail services such as Netflix, Spotify, Dollar Shave Club, Costco, and AAA. Bank marketers have a duty to understand these trends and drive their banks beyond just transactions to connect better with the lifestyles of today s modern consumers. 11:45 a.m. Luncheon in the Exhibit Hall 12:45 p.m. Luncheon Speaker Air Force One: Zero Fail Mission Col.(ret) Mark Tillman, Huntington Beach, Calif. Col. Tillman keeps attendees on the edge of their seat as he shares his first-hand account of piloting President George W. Bush on September 11, 2001, and later transporting the Commander in Chief into the war zone of Baghdad, Iraq for Thanksgiving dinner with the troops. He emphasizes the concept of a Zero Fail Mission that can be applied in both business and everyday life. Detailed planning, measurable expectations, and personal responsibility are several of the key elements. An engaging story teller, Col. Tillman will take you behind the scenes of Air Force One utilizing his experiences to reinforce the importance of the Zero Fail Mission. 1:45 p.m. Break in the Exhibit Hall 2:00 p.m. Workshop I Regulatory Guidance Commercial Real Estate (CRE): Defending Concentrations through Analysis and Stratification Steve Mercer, Senior Vice President, FirstBank, Nashville, Tenn. Commercial real estate (CRE) loans comprise a major portion of many banks loan portfolios. Demand for CRE lending a traditional core business for many community banks has been very strong in recent years, and a growing number of banks have CRE concentrations that are high by historical standards and rising. Growth in land acquisition, development, and construction (ADC) lending has been especially pronounced.

2 The guidance states, in evaluating CRE concentrations, the Agencies will consider the institution s own analysis of its CRE portfolio. These factors could mitigate the risk posed by the concentration. Additionally, banks that have experienced recent, significant growth in CRE lending will receive closer regulatory review than those that have demonstrated a successful track record of managing the risks of CRE concentrations. To reduce potential losses in the future, banks must have strong board and management oversight as well as robust risk management processes for their CRE loan portfolios to recognize and control risk through all phases of the economic cycle. Workshop II Fintech Competition: Meet the Wizard or just the man behind the curtain? Joel Pruis, Senior Director, Cornerstone Advisors Inc., Scottsdale, Ariz. Technology is certainly enabling a change in the competition landscape. Disruptors in the Fintech space are creating a lot of buzz not to mention fear in the community bank segment. So how does a community banker compete? This session will discuss how to retain the tried and true credit principles AND competing head to head with the fintech disruptors. Workshop III Leveraging Government Guaranteed Lending for Your Bank Michael Boyd, Farm Loan Specialist/Marketing Coordinator, U.S. Department of Agriculture Farm Service Agency, Memphis, Tenn. Lisa Denson, Lender Relationship Specialist, U.S. Small Business Administration, Nashville, Tenn. Maria Lloyd, Lender Relationship Specialist, U.S. Small Business Administration, Nashville, Tenn., Clint Gwin, President, Pathway Lending, Nashville, Tenn. Dan Beasley, Program Director, U.S. Department of Agriculture Rural Development, Nashville, Tenn. A panel discussion with expert representatives from FSA, USDA, SBA, and Pathway Lending. During this session, you will learn how to use their programs within your bank and identify potential loan opportunities to build better relationships. 3:00 p.m. Coffee Break Coffee station sponsored by Bankers Healthcare Group, LLC, Syracuse, N.Y. Afternoon snacks sponsored by Southeastern Commercial Finance, LLC, Memphis, Tenn. 3:30 p.m. Workshop IV From Theory to Practice: Making CECL Real Panel Moderator: Chris Loyd, Shareholder, LLC, Elliott Davis, Franklin, Tenn. Panelists: Robert Bradley, EVP/Chief Risk Officer, Bank of Tennessee, Kingsport, Tenn. Baker Eddraa, Advisory Services, Manager, Sageworks, Raleigh, N.C. Philip Fons, Chief Credit Officer, InsBank, Nashville, Tenn. Bobby Krimmel, CFO, First Farmers and Merchants Bank, Columbia, Tenn. This session will provide real life application of the ivory tower theories promulgated by the FASB. Multiple approaches will be represented. Attendees should be prepared to take back relevant solutions to help their institution implement CECL. Workshop V C & I/ Asset Based Lending: Structure, Documentation, and Management Patrick Trammell, President and Founder, Southeastern Commercial Finance, LLC, Birmingham, Ala. This workshop will focus on commercial & industrial loans secured by accounts receivable and inventory collateral through the lens of an asset based lender. The workshop is designed to help the commercial banker sleep at night by applying proven methods to the credit evaluation and underwriting process. Emphasis will be placed on lending principles for this type of loan plus procedures to apply when evaluating, structuring and monitoring AR and inventory collateral. Case studies from actual scenarios will be employed throughout the session.

3 Workshop VI Balance Sheet Strategies for Successfully Managing Through a Flattening/Inverted Yield Curve Environment Frank Farone, Managing Director, Darling Consulting Group, Newburyport, Mass. After a protected, low rate environment, the Fed Funds rate is now above 2.00 percent for the first time in a decade. While it s anyone s guess as to where longer-term rates will be, the prevailing thought is that we will be fighting a continued flat yield curve environment; not a banker s friend. Irrefutably, a well-informed and focused ALCO has far better odds of balancing current earnings needs with the challenges and balance sheet risks accompanying this new rate cycle. Frank Farone will use current case examples to demonstrate varying balance sheet risk positions and pragmatic current market strategies that can be utilized to improve earnings and productively manage liquidity and interest rate risks. He will provide perspectives and strategies impacting lending, deposits, investments, and overall funding strategies. He will also provide an overview of the critically important changes to hedge accounting guidance and how forward-looking community banks are utilizing plain vanilla interest rate swaps, caps, and floors to their advantage. Learn what separates high-performing ALCOs from the rest of the pack, and how to take advantage of the current rate environment. 5:00 7:00 p.m. Reception & Entertainment in the Exhibit Hall Sponsored by Financial Products and Services Inc. (Financial PSI), Nashville, Tenn., and CRS Data, Knoxville, Tenn. WEDNESDAY, FEBRUARY 6 7:30 a.m. Breakfast 8:30 a.m. Call to Order Charlie Hooks, TBA Credit Committee Chairman, Executive Vice President/Chief Credit Officer, Sumner Bank & Trust, Gallatin, Tenn. 8:40 a.m. State and Federal Legislative Update Amy Heaslet, EVP/General Counsel, Tennessee Bankers Association, Nashville, Tenn. 9:00 a.m. State Banking Update Commissioner Greg Gonzales, Tennessee Department of Financial Institutions, Nashville, Tenn. 9:45 a.m. Mitigating Tomorrow s Loan Problems Today John Barrickman, New Horizon Financial Group, LLC, Amelia Island, Fla. At this point in the business and credit cycle, it is appropriate to step back and objectively assess the potential for large numbers of problem loans in the bank s loan portfolio when the inevitable economic downturn occurs. This is the point in the business cycle when senior lenders, credit officers, and loan review officers earn their salaries by standing in front of the train and proactively take steps to mitigate the potential for problem loans in the bank s loan portfolio. John Barrickman will address a number of topics, including assessing your bank s vulnerability to the three deadly sins of portfolio credit management, pruning the portfolio to mitigate the impact of a deteriorating credit environment, and more. 11:00 a.m. Adjourn

4 CREDIT COMMITTEE Chairman: Charles Hooks, Executive Vice President/Chief Credit Officer, Sumner Bank & Trust, Gallatin Scott Bagwell, Executive Vice President & Market President, Reliant Bank, Springfield Joel Beavers, Regional Credit Officer, SmartBank, Knoxville Robert Bradley, Executive Vice President/Chief Credit and Risk Officer, Bank of Tennessee, Johnson City Justin Cary, Senior Vice President, Southern Bank of Tennessee, Mt. Juliet Tina Cline, First Vice President/Chief Compliance and CRA Officer/Audit Manager, First Century Bank, Tazewell Andrew Davis, Chief Credit Officer, First Farmers and Merchants Bank, Columbia Larry Estepp, President, Citizens Bank, Kingsport Philip Fons, Chief Credit Officer, INSBANK, Nashville Emily B. Gray, Senior Vice President/Senior Credit Officer, The Hardin County Bank, Savannah Nina Gourley, Audit Manager, Watkins Uiberall, PLLC, Memphis Kevin W. Horne, Executive Vice President/Chief Credit Officer/Chief Operating Officer & Area President, Mountain Commerce Bank, Johnson City Brian Huggins, Vice President, Franklin Synergy Bank, Murfreesboro Christopher Jernigan, Credit Administrator, The Farmers Bank, Portland Monte Jones, Community President, Commercial Bank & Trust Co, Jackson James W. Kiser, Senior Commercial Banking Officer, New Peoples Bank, Bristol, Va. Nancy Mullen, Senior Manager, Assurance Services, Kraft CPAs, Nashville Jason Price, CPA, Senior Manager, Elliott Davis, LLC, Franklin Rick Sample, City President, Home Banking Company, Savannah Elizabeth W. Sims, Partner, Butler Snow LLP, Nashville Wendy Geurin Smith, Attorney, Law Office of Wendy Geurin Smith, Memphis Brad Snider, Senior Consultant, ProBank Austin, Brentwood Terry M. Todd, Executive Vice President/Chattanooga Market President, Reliant Bank, Chattanooga Melody Vollman, Senior Vice President, Southeastern Commercial Finance, LLC, Memphis Taylor Walker, Senior Vice President/Northern Regional President, Wilson Bank & Trust, Hendersonville Steve Weaver, Market President-Memphis, Simmons Bank, Memphis Timothy E. Wilson, Executive Vice President, The Bank of Jackson, Jackson

5 THANK YOU TO OUR SPONSORS Bankers Healthcare Group, LLC, Syracuse, N.Y. Afternoon Coffee Station Bankpak Security, Morrison, Tenn. General Sponsor Crowe LLP, Franklin, Tenn. Mobile Event App CRS Data, Knoxville, Tenn. Reception Cosponsor Elliott Davis, LLC, Franklin, Tenn. WIFI Financial PSI, Nashville, Tenn. Reception Cosponsor FNBB and FNBB Capital Markets, Birmingham, Ala. Pocket Agendas Kirkland Group, Goodlettsville, Tenn. Notepads and Pens KraftCPAs, PLLC, Nashville, Tenn. Mid-Morning Coffee Station Mauldin & Jenkins CPA, LLC, Chattanooga, Tenn. Morning Coffee Station PNC Capital Markets, LLC, Pittsburgh, Pa. Attendee Registration Lists ServisFirst Bank, Birmingham, Ala. Hotel Key Cards Southeastern Commercial Finance, LLC, Memphis, Tenn. Afternoon Snacks MOBILE APP INFORMATION Stay up to date while on the go! Follow these four easy steps: 1. Open or Download your Guidebook App 2. Select the box that says: Enter Passphrase 3. Type: TBAcredit19 4. Tap: Get is Guide! LEGISLATIVE RECEPTION Join us the night before Credit Conference for the TBA s Legislative Reception Monday, February 4, 2019, 5-7 p.m. War Memorial Auditorium 301 6th Avenue North Early Registration: $50 Contact Penny Powlas to register at ppowlas@tnbankers.org or

6 GENERAL INFORMATION Special Needs If you have a special need that may affect your participation in this program, or special dietary requests, please contact us detailing your needs at least 10 days before the program. Cancellation Policy Cancellations received in the TBA office 5 business days prior to the scheduled program will be refunded in full. Due to facility guarantees, cancellations received less than 5 business days prior to the scheduled program are not refundable. Substitutions are welcome. Registrants who do not attend the program or send a substitute will be responsible for the entire registration fee. Inclement Weather Policy Cancellations due to inclement weather are refundable, minus a late cancellation fee of $50 for a one-day program or $75 for a two-day program. Please call the TBA office at or x 150 concerning the status of a program due to inclement weather. This will provide information concerning program status, cancellation fee, and refund requests. You may call the program site phone number to check the status of the program. Attire Business casual attire is appropriate for all TBA programs. Because of temperature variations in meeting rooms, please bring a sweater or jacket for your comfort. Photography/Audio/Video Policy During TBA events, the Association and its staff regularly take photographs to highlight the speakers or participants, and opportunities available to its member companies, and the industry at large. By attending a TBA event, attendees give TBA permission to use any attendee s voice and image in any such archival or promotional recording, photograph or streaming activity. For more information, please contact the TBA communications team at or Antitrust Policy Federal Antitrust laws prevent the discussion of certain pricing or market control actions among competitors. It is also a violation for the TBA to facilitate or permit such discussions at TBA meetings and events. Care should be exercised by both TBA staff and bankers, as antitrust liability is often established through circumstantial evidence. Please be conscious of the TBA antitrust policy and assist us in maintaining good corporate governances practices. For more information, please contact the TBA legal team at or ADDITIONAL INFORMATION Advance Preparation: No advance preparation is required for this program. Prerequisites: Previous experience in the lending arena is helpful. Program Level: Intermediate to advance Delivery Method: Group-Live TBA CONTACT Monique White Director of Education mwhite@tnbankers.org or

7 CONTINUING EDUCATION CREDIT Attendees qualify for 9 hours of Continuing Professional Education (CPE) credit in the area of Specialized Knowledge. In accordance with the standards of the National Registry of Continuing Professional Education (CPE) Sponsors, CPE credits have been granted based on a 50-minute hour. Tennessee Bankers Association is registered with the National Association of State Boards of Accountancy (NASBA) as a sponsor of continuing professional education on the National Registry of CPE Sponsors. State boards of accountancy have final authority on the acceptance of individual courses for CPE credit. Complaints regarding registered sponsors may be addressed to the National Registry of CPE Sponsors (150 Fourth Avenue North, Suite 700, Nashville, TN, ). Visit their website at This program has not been pre-approved for continuing education (CE) credit by ABA Professional Certifications. Attendees who require CE credits should go to for further instructions. For additional continuing education information, administrative policies or complaints, call the TBA education department at or HOTEL INFORMATION The Omni Hotel is holding a block of rooms on a first-come, first-served basis at a special group rate of $246 single/double per night. To make reservations, visit or contact Omni Reservations at 800-THE-OMNI ( ) and request the Tennessee Bankers Association Credit Conference to receive the special group rate. The deadline for making hotel reservation at this special conference rate is Monday, January 14, When the allotted room block is sold, room rates will return to standard prices on a space-available basis, even if it is BEFORE the January 14 deadline. Please make your reservations early. Overflow rooms can be booked at the Hampton Inn & Suites Nashville-Downtown (310 4th Avenue South, 37201). The Hampton is holding a block of rooms on a first-come, first-served basis at a special group rate of $229 single/double per night. To make reservations, visit or contact Hampton Reservations at and request the Tennessee Bankers Association Credit Conference to receive the special group rate. The deadline for the Hampton room block is January 4, When the allotted room block is sold, room rates will return to standard prices on a space-available basis, even if it is BEFORE the January 4 deadline. Please make your reservations early. REGISTRATION FEES Full conference fees include instructional materials, continental breakfast and refreshment breaks both days, and lunch and reception on Tuesday. Spouse fees include reception on Tuesday evening. Please register early. Day-of-program registrants are assessed an additional $50 late registration fee. The team discount is not available to day-of-program registrants. Participation in TBA programs is limited to members, associate members, and nonmembers from an eligible membership category at applicable member or nonmember rates. No written confirmation of registration will be sent from the TBA. TEAM DISCOUNT: A discount of $25 per person is available for multiple registrations from the same institution, after the initial registration. Only the first registrant from your institution pays the full fee. To be eligible for the team discount, you MUST register all your attendees at the same time. Members / Associate Members Member / Associate Member Spouses Nonmembers Nonmember Spouses Early Registration $525 $50 $1,050 $100 Each Additional Person $500 $50 $1,025 $100 Early registration deadline is January 22, Registration $555 $50 $1,080 $100 Each Additional Person $530 $50 $1,055 $100 Day-of-Program $605 $75 $1,130 $125

8 REGISTRATION FORM ATTENDEE INFORMATION Please print or type. List name and badge nickname for each attendee. Check space if registrant is a spouse. List last four digits of your social security number. (Delegates only. Used for educational tracking purposes only.) 1. Name Nickname Spouse SS# 2. Name Nickname Spouse SS# 3. Name Nickname Spouse SS# 4. Name Nickname Spouse SS# 5. Name Nickname Spouse SS# Contact Company Address City State Zip Phone Fax REGISTRATION FEES TEAM DISCOUNT: A discount of $25 per person is available for multiple registrations from the same institution, after the initial registration. Only the first registrant from your institution pays the full fee. To be eligible for the team discount, you MUST register all your attendees at the same time. PAYMENT METHOD Members / Associate Members Member / Associate Member Spouses Nonmembers Nonmember Spouses Early Registration $525 $50 $1,050 $100 Each Additional Person $500 $50 $1,025 $100 Early registration deadline is January 22, Registration $555 $50 $1,080 $100 Each Additional Person $530 $50 $1,055 $100 Day-of-Program $605 $75 $1,130 $125 2 WAYS TO REGISTER! 1. Register online with a credit card or ACH at TNBankers.org/credit. 2. Mail this form along with a check to the address on the right. TOTAL: $ Please make check payable to Tennessee Bankers Association. q Check Ck# Return completed form with check payment to: Tennessee Bankers Association Attn: Monique White 211 Athens Way, Ste 100 Nashville, TN or