I don't customarily use guest posts on this blog. In fact, I generally ignore the requests I receive to guest post here, since the overwhelming majority of such requests are from people trying to sell you something. However, I'm making an exception for former client and current friend Pat Dalrymple (who's also a blogger and who I've mentioned previously) because he's not trying to sell you anything, he just wanted to "vent," and there's nothing I like better than a good "venting." The following opinions are solely those of Pat, and I neither endorse nor disavow them. They just make me chuckle because, as a former US president once proclaimed, "I feel your pain."
HE WHO DOESN’T CHANGE COURSE WILL GET WHERE HE IS GOING
(Said to be a Chinese proverb)
By
Pat Dalrymple
There are a slew of community banks walking the road to extinction that are refusing to even consult a map, let alone considering making a right turn to avoid oblivion.
Their condition is compounded more by paralysis and denial than by confusion. Many haven’t crawled out of the potentially fatal image of a community bank to even dither over survival options.
Before speaking further, I’d better make a few things clear:
I’m not very smart; if I were, the bank that I helped charter in 1990 and ran for 16 years wouldn’t have been compelled to sell for virtually nothing in 2008, after being hit with loan repurchases from secondary market investors (most of which aren’t around anymore, if that’s any satisfaction). But I’ve been around banking since 1961, and I’ve seen things done very well, and very badly. Because of my own recent experience, I’ve been both empathetic and, frankly, appalled by what I’ve seen in the last three years in my consulting business, which has targeted troubled community banks.
And I am smart enough to know that, if you’re heading east and don’t want to go there, you’d better go west fast.
I’ve noted that the malady suffered by small problem banks, from, say, $75,000,000 up to $1,000,000,000 in assets, is a form of paralysis. Below are the causes and symptoms of the illness- and maybe even the treatment:
- Management and the board of directors say, “If we can just hang on until we get rid of our problem assets, we’ll be fine”. No, they won’t. Few troubled banks in this asset range are making money operationally, and virtually none have a viable business plan for profitability in the radically changed banking industry. They believe that they can go back to making the kind of loans they made before the roof fell in. These are the loans that got them into trouble in the first place. Economic conditions preclude making these loans, the regulators won’t permit it, and the potential customers don’t qualify anyway.
- “Whatever we do, we have to preserve the franchise value of the bank”. Today, the bank in a troubled state has no franchise value, and may never, under any circumstances, have much of a franchise vale if it can’t find a business model that can turn a profit. Recently, I heard a CEO say, “Yeah, we’d like to sell, but we’re not going to give the bank away”. He’s right as rain; nobody would want it.
- “I can sell a branch (or branches), shrink so I’ve got a well-capitalized core ratio, and make some money at the same time”. Probably not; branches finally being perceived as what they’ve always been: anchors encased in concrete that have an annoying tendency to drag the ship down. They have to be very well located, and have the potential to generate profit, not just deposits. Besides, those that want to expand can readily do so for virtually nothing by just cutting a deal with the FDIC on a shuttered institution.
- “We may have problem assets, but we’ve got a great management team, and loyal employees”. Maybe: but it’s a management team that can’t move its arms or legs, a group that’s looking over its shoulder at the regulators, and isn’t managing to do much of anything, including making money. The worth of a business’ human assets are in direct proportion to their ability to generate profit.
- “We don’t want to gut the bank, and upset our customer base by laying off people” (See “franchise value”, above} Take a look at the quarterly financials of troubled banks on the FDIC website. Most of them haven’t reduced their employee count. Many have increased the number of people. The latter is often a result of regulators mandating a new positions, such as credit officers or compliance managers. Banks have no choice but to acquiesce to this. But they often are bound by inertia when they have discretion in reducing staff. One reason is the feared community reaction. It’s never as bad as expected, and news stories about the suits coming in on Friday night aren't exactly the best press either.
- “We’ve put our loan people to work managing problem assets”. This is an oldie but goodie. This mantra has been around long enough for the dismal results to become apparent. Ask practically any CEO of a troubled institution, as Dr. Phil would, “How’s that workin’ for ya?” and the reply invariably is, “Not very well”. You end up with a lousy asset manager, and a terrible loan officer, especially if they’re trying to do both.
There is no cure for the Bad Asset Virus. If it’s serious enough, it’s terminal, and about all that can be done is make the last corporate days of the bank, its employees and stockholders, as comfortable as possible. However, if the case is merely serious and not terminal, there are treatments that can help mitigate the condition.
- First thing: make money. Oh sure, easier said than done. But, consider: if management can’t figure out how to do it, the bank is done anyway. The route to a profitable business model won’t be found by thinking in the customary community bank frame of reference. Being what you were won’t make you what you want to be, and being what you were is why you’re where you are, so….
- Explore ways to use the bank platform to bring in revenue quickly, with a minimum of risk. One example: there’s no business operation or financial entity that’s better positioned than most community banks to produce residential real estate loans in their market area. Borrowers think of their bank first when seeking a home loan, and banks can originate the deals and pass them on to the secondary market. If the loans are table funded, or directly funded by the end lender, there’s virtually no risk of repurchase. But banks are failing miserably to grab this opportunity, which can generate an impressive new revenue stream in a short time. Many feel that not closing in the bank’s name will make them (whisper, and spell out the words) a m-o-r-t-g-a-g-e b-r-o-k-e-r. I assure you, Mr. or Ms. Community Banker, your customers don’t really care where their money comes from, they’re not immediately going to transfer their allegiance to Wells Fargo, and, yes, they will respect you in the morning.
- Seriously, really seriously, consider cutting personnel costs. Don’t get high on your own supply by recycling amongst board and management the same canned routine that’s provided for the examiners' consumption. Don’t succumb to the temptation to keep people because you’ll need them “when things turn around”. If your bank is still around when things turn around, it won’t be the same bank. One way to do this is to….
- Eliminate branches. Put them on the market, and if they languish with no takers, as they likely will, then close them down. Recent studies have concluded that the cost benefit of maintaining expensive facilities and personnel to serve the least profitable customers, which are generally those who use branch facilities, simply doesn’t make sense. Increasingly, the value of a branch network is being judged by its ability to produce revenue at a reasonable cost, and not just on its liability generation. In banking, the easiest side of the the balance sheet to satisfy is the liability side. Putting on good assets is the hard part.
- If the bank’s management team is seriously challenged to solve the profit generation problem, it can be surprising what can happen. People continually shock themselves and others with their creativity. But the impetus won’t come from the management group; it has to be external. Community bank executives aren’t conditioned to suggest radical changes to boards and stockholders, because they feel that a radical course change smacks of blasphemy, especially in the community bank culture. Regulators can, and do, scare the be-jesus out of everybody, but they can’t light this particular fire. Somebody, maybe a maverick director, or perceptive chairman has to say, “Folks, we’ve got to change our direction, or we’ll surely get where we’re headed. Put your heads together and come up with new business model options. The bank’s survival, the investment of the stockholders (who may be friends and neighbors) and your jobs depend on it”.
- And finally don’t fear changing the makeup of the board, and replacing top management. No CEO ever said to the board, “What we did was wrong, what we’re doing is wrong”. Human nature almost surely precludes this. A new team may be the only answer.
As I said, I’m not the brightest light in the chandelier, but I’ve done some things right, and some wrong. And, finally, after half a century, I do have the wisdom to know the difference: one of the marketing blurbs for my consulting operation is=
“Hire the guy who’s made the mistakes. He won’t make ‘em again”.