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The Value of a Strong Banking Relationship [THA 175]

The Panel:

  • Denise Guyton-Boyer, SVP Commercial Lending, FCB a Division of ACNB Bank. Denise’s banking career has included branch management, consumer and residential lending and commercial lending. She attended Community College, University of Maryland School of Banking, Xerox University of Commercial Lending.
  • Mark Roberts is the owner of Roberts Properties, Inc, Managing Partner of Total True Automotive dba Schertz Auto Service, Craftsman Building and Renovation LLC. He is also partnered with a Local Custom Homebuilder. Mark is also the former owner of Auto Collision Works. He grew up in Schertz and has been a resident since 1969.Mark also serves on the Board at Shertz Community Bank, is a Board of Director of Guadalupe Valley Electric Cooperative, Guadalupe Valley Home Services Corporation, and the Guadalupe Valley Economic Development Corporation. Listen to Mark’s previous episodes HERE.
  • Dwayne Myers, Dynamic Automotive 4 Stores  Frederick, MDShop Owner. Dwayne invests time in the industry with the Auto Care Association and serves on the education committee with CCPN (Car Care Professional Network). Dwayne was recently honored as one of only 17 outstanding individuals that qualified for the prestigious 2017 World Class Technician Award presented by The Auto Care Association and ASE. He is very passionate about hiring and sustaining a strong and engaged team. Listen to Dwayne’s previous episodes HERE.

Key Talking Points

  • Dwayne’s banker, Denise Guyton-Boyer is his friend first and banker second
    • Trust is what the relationship is about
  • It is good to have a strong relationship to help get through tough times
  • The banks in your time should be calling on you even if you don’t do business with them
  • Both Mark and Dwayne believe in the value of community banks vs. the big corporate (national) banks
    • More personalized and involved with your business
  • As Covid-19 proved the relationship with your banker helped navigate the PPP loans with SBA.
  • You do not want a transactional relationship. No matter the situation you want personal service
  • Keep in touch with your banker. Talk to them about your business and our industry
  • Your personal financial statement is very important to gain commercial loans. This helps the bank realize their risk with a personal guarantee.
  • If you are looking for bank support you will need to provide
    • Background on your business
    • Three years of tax returns
    • Three years of personal tax returns
    • A debt schedule and payments
    • Financial statements
    • Purpose of the loan
    • Collateral for the loan
    • Cash flow statement
    • Mission statement
  • Cash is king.
  • Your banker can help mentor you to financial success to get you to the point where you can borrow money and we a risk they are willing to take
    • The banker should work with you hand in hand to process and secure loans. 
    • Will help you consider SBA loans if you do not have enough cash or collateral
  • Credit Unions are an option
  • Mark has learned a lot since being on a banks board of directors and on the loan committee.
    • He has seen all kinds of personal financial statements that tell all
  • Dwayne says to always be truthful with your banker. A good month or bad share it all.
    • Their bank did a video of Dynamic automotive. Watch it here: https://bit.ly/3dH9vim
    • Denise gave Dynamic a second chance at life
      • She saw something in the business to help them
    • In five years they have grown to four stores
  • A business plan is important for a banker to know where the business is going
    • Cash flow projections
    • Work with your accountant. Your Accountant is part of your advisor family
  • Have a solid relationship with your branch manager and their team
  • Banks can offer:
    • Credit cards
    • Construction loans 
    • Mortgages
    • Rehab loans
  • Many businesses do not want to pay taxes and their Financial statement reflects that. If you want to borrow money your statement should reflect the correct net profit 
  • Having a credit line can be an important facility to have to support your business
    • Use for cash flow
    • Short term purchases if cash wasn’t available
    • It is a short term loan and must be paid back
    • Can be used during a crisis as we had with the pandemic

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About the author, Carm Capriotto, AAP

Carm is the founder and host of the Remarkable Results Radio Podcast; the only one of its type in the automotive aftermarket. Carm calls on his 35 years’ experience in the aftermarket to bring engaging stories from his guests.

Listen to raw, unfiltered, honest, and sincere stories that include insights, trends, best practices and expertise. Each interview brings an opportunity to learn one new thing through the stories of personal achievement. Many podcast guests tell their story of transformation from working in their business to working on it.

As host, Carm uses his enthusiasm and passion for the aftermarket especially the service sector to take his listeners on a journey showcasing successful service professionals’ path to Remarkable Results. He also enjoys interviews with aftermarket industry thought leaders who bring their industry perspectives to his listener.

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