When the bank approached me with the opportunity to blog, I got very excited. I'm a Commercial Loan Officer here and I thought, “Wow! What a great way to get info out to people who want to learn about what is available for business financing and how they can make more money in their business!” Now when people think of loans, they either get the money signs glimmering in their eyes, or I think most likely, their stomach drops a little because the request for financing can be somewhat daunting and overwhelming.
I've been in business lending since 2009 and banking since 2007, so in my career I have yet to experience "the Good Times.” When I came into banking, the credit market was already on a downturn and heading quickly to the bottom. With that said, no matter if the economy is performing well or “sucking wind,” (yes that is a very technical term) the basics of providing credit to borrowers stays the same. In my post, I hope you gain a basic understanding of commercial/business lending. So let’s call this Commercial Lending 101 — “The Five C’s of Credit”. Take a look, and if you have questions, feel free to contact me!
The bullet points below are what an individual or business will need to present to the bank to demonstrate their performance of “The 5 C’s”
1) Character – Character is mainly how the business and the principals of the business (owners) have performed on their previous debt obligations. Basically, have the owners handled their financial commitments for the business (and personally) in the past and paid back their loans? Other factors evaluated in reviewing character of a borrower include, how interested do they seem in the success of the business? Are they experienced in and knowledgeable of their industry? Does management seem sufficient for the present size of the business and do they have the capability to manage as it grows? Below are some tools that the bank may use to review and verify that the borrower has quality character:
- Personal and business credit reports
- Resume of owners
- Current standing on monies already borrowed with bank
- Performance of deposit accounts/bank statements
- Personal Financial Statement
- A written business plan that includes financial projections, opportunities and risks, and who or what the competition is in their industry
2) Capacity (Cash Flow/Debt Service) – Capacity or what most bankers call it, cash flow, is the ability of the company to repay debt. Can the company really generate enough “cash flow” to pay back the debt requested? In today’s lending environment loan officers are also evaluating, what the “global” cash flow is. This includes the company’s ability to repay all loans to the company and any other related companies (for example, real estate holding companies related to the operating company, and not just the requested loan). Capacity can also be referred to as the Primary Source of Repayment. Typically, “debt service” is calculated by taking net income (profit after taxes), and adding back depreciation and interest expense which is then divided by annual principal and interest payments of all debt for the company. Typically, a bank will want to see a debt service coverage ratio of 1.2x or greater. Anything less doesn’t leave the bank or the business much room for error if they have something come up unexpectedly in their business that affects performance, a.k.a. cash flow! See the example of how a debt service coverage ratio is calculated:
For the bank to evaluate cash flow/debt service the following are usually requested from the borrower:
- 3 years historical financials (Profit & Loss and Balance Sheet)/interim financials,
- 3 years business tax returns
- Rent rolls for leased property
- Personal Financial Statement of the guarantors
3) Collateral – Collateral is considered a “back door” in those cases when unforeseen problems arise that would diminish capacity, which is the ability to repay debt. Collateral is the safeguard but it is not the primary repayment source. For a bank, the understanding of the monetary value of the collateral is very important. The collateral is something that is checked or reviewed throughout the life of the loan to ensure the collateral maintains its value. Often if a business owner has personal assets that have quantifiable value they may be asked to pledge them as collateral as well to “shore” up a deficient or “upside down” collateral position in the business. Collateral is also referred to as the Secondary Source of Repayment. When analyzing a new loan request, the loan officer examines cash flow first as repaying the loan, not collateral. The collateral though may enhance the credit by giving the bank more security and reduce the risk in making the loan knowing that if something does arise in the business and cash flow is affected, there is value in the collateral that can be liquidated to repay the loan. Below are examples of how banks evaluate and value collateral:
- Appraisals on property
- Equipment listing and depreciation schedules
- Statement on marketable security accounts
4) Capital – Capital is the ability to sustain a downturn in the economy and also establishes the commitment of the owner to the business. A low capital position of a business raises questions by the bank as to if the owner is “bleeding” the company for personal gain or if there is a downward trend in the company and how the business is operated. Cash is “King” right now for an established or new business owner looking for financing. If the business owner cannot put up 20%-30% capital it will be difficult for that individual to secure traditional financing. In the bank's view, if the owner isn’t willing to put up their own capital, why should the bank put their capital at risk in making the loan? There are a number of ways for business owners to raise capital:
- Owner’s capital (cash injected by borrower)
- Retained earnings of the business
- Capital raises by private investors
- Grants and other government sponsored programs that allow for lower levels of capital by borrowers to be eligible for financing such as the SBA or USDA financing programs that support small businesses and agricultural businesses
5) Conditions – Evaluating current economic conditions at the time a loan is requested is the final part of the task to determine what the feasibility of approving a loan request. Are there specific economic conditions or downturns that would directly affect the capacity of the loan? For example, prior to 2013 there was an immense amount of downward pressure on commercial real estate. We had experienced a recession; recovery has been slow, leaving our economy and businesses stressed. If a developer was looking to refinance or build, they had to be able to show capacity in the leases that they already had in place or had secured. If they could not clearly and definitively demonstrate cash flow from the rents of their lease tenants as well as show excellent character through their own personal financial statement and value in the collateral, the bank is not going to be interested in offering financing.
So there you have it. I hope that this will be helpful to you as you look to approach your bank for financing. I think some of the most important aspects for a business owner looking to get financing include: know your business, know your financials and demonstrate your passion for it. You won’t know everything that is going to take place in the future, but if you understand your industry and the financial aspect of your business, you will be able to navigate through a rough period much easier. More to come!
Commercial Loan Officer