接近新贷方的技巧

尽管过去几年在金融市场上经历了困难，但农业仍然是一个经济亮点。并不是说严重的波动并没有提出挑战，但是该行业总体上仍然是银行的诱人前景。

“It’s an interesting time for agriculture with lots of opportunities out there andthe financial resources have to be managed relatively well,” says David Oppedahl, economic researcher with Federal Reserve Bank of Chicago, noting that repayment rates are rising, and they have been seeing fewer renewals or extensions. “It’s a better financial climate than it was a year ago.”

贷方拥有可用的资金，但他们正在努力更好地抵抗不断变化的商品波动和趋势。在评估借款人是否处于良好现金流处以证明贷款合理的情况下，这会导致谨慎。

在过去的18个月中，谷物电梯和饲料工厂都为资本收购和设备投资提供了融资，谷物处理人员越来越多地寻找营运资金的信用额度，以资助保证金的电话和谷物购买。When there’s a lot of volatility in the market during a short period of time, margin calls increase the demand for credit because grain handlers must have access to funds quickly to make sure their grain inventory and hedges position is in compliance with various state and federal regulations.

“As commodity prices swing, elevators require a bank with the capacity and size to meet its needs in a changing environment,” says Mitch Ferree, Regions Bank’s South Indiana City president. As an example he point to the last few months as commodity prices have jumped 30 to 40%. The result: grain elevators requesting more credit in short window.

Increased crop volumes, market volatility and the overall growth of agribusiness have catapulted middle-market country elevators into a position where their borrowing needs have skyrocketed. Many find they have grown their local commercial bank because it is unable to provide large lines of credit or, for risk exposure, it chooses not to.

“[Commercial banks] may not have the money or expertise to be a banker for the growing operation,” explains Stephen Hatz, Bank of the West’s agribusiness area manager based in Omaha. “The owner of a reasonable operation needs to make the decision to move on. There comes a point where [grain elevators] can very quickly outpace the financial ability of the bank and outgrow its management ability.”

如果有必要将您的业务转移到新的银行，借款人需要评估其潜在贷方和财务能力，以满足公司的长期和短期需求。银行对行业的声誉，一致性和知识有很长的路要走，但是电梯应该确保 - 尤其是在这些动荡的时期，他们正在与一家可实心银行合作，该银行可以提供并满足其未来的其他需求。

“两端都是一个挑战，”费里说。“Both must have a good understanding of what’s taking place in the market to be able to adjust to changes in a fluidly, i.e. the lender needs to move quickly and adjust to their needs without disrupting the elevator’s flow of operation, and the borrower must be able anticipate the need for the credit to be able to get things done in a timely manner.”

在进行研究之后，在考虑接近新贷方之前，您几乎没有什么可以改善银行职位的事情。

Get your financial house in order

这是如果您与贷方没有现有关系，则是您公司应该准备的事情的简短清单：

• Assess of your financial position

Take a step back and take an objective look at your business and its needs. For example, how much outstanding debt does your company have? Do not borrower every dollar made available to your company.

科班克地区农业综合企业银行集团执行副总裁艾米·盖尔斯（Amy Gales）解释说：“借款人在这个新的波动世界中想要做的最后一件事是借用的效果超出了它的处理方式。您仍然需要一些垫子才能出乎意料。如果您遇到了一段持续波动的时期，则需要增加运营贷款，并且可以在短时间内食用垫子。”

•正确的文书工作是关键的

Potential borrowers should have a firm financial package prepared before approaching a bank. The key items include:

- 经过审核的财务报表

- Three years of previous year-end audited statements

- 借贷基地以及借贷基础以与上一年的陈述相匹配

- 历史损失陈述

According to Hatz, there are two kinds of quality paperwork: the technical quality, i.e. the level to which their year-end financial statements are prepared by third-party audit/accounting firm; and then the information you get on an interim basis, presented in the same format as year-end, but in a concise format and delivered in a timely manner.

• Have a plan and be able to back it up

Before approaching a bank, make sure you have thoroughly evaluated how you’re going to repay the loan. Prepare a feasibility study to prove to the lender that you have taken a long-term look at your business and have a firm idea of where it is headed. The feasibility study will show what the balance sheet look like before and after the expansion; demonstrate how you will handle volatility; and highlight how you have planned for the unexpected.

盖尔斯指出：“请记住，当您寻找贷款以增加存储或处理能力的贷款时，您不仅仅是为固定资产或资本需求借钱，还可以借钱为信用额度。”您需要足够的营运资金来支持更高的信用额度。该贷款要求有两个部分：资本支出和营运资本部分。”

借款人还应根据他们如何减轻与职位相关的风险进行计划。

Ferree说：“我更喜欢对借款人的实际对冲以及他们保持什么样的利润有所了解。”

Oppedahl补充说：“借款人需要注意他们有现金流以支持贷款和运营。他们可以采取的措施来支撑现金流，并向银行展示他们处于合理的财务状况，将帮助他们获得所追求的贷款。”

Beyond financials

虽然流动性是借款人将获得的次要偿还和历史性绩效的次要来源，但借款人将获得的速度，但还有其他因素导致贷方决定向您的公司借款：有能力的管理层。

“In this day and age with demand for credit that is out there, quality of management is vital providing to the needs of that customer," Hatz says. "It's a variable of opinion but you would want a high regard for management to handle controversial situation and changing ones.”

盖尔斯对此表示赞同:“我1号的事情s management. If we have a lot of confidence that manager is able to pull the resources together — despite difficult circumstances — we’re going to be willing to stretch with them.”

管理的稳定性是必须考虑的关键点。作为客户，如果您想进行更改或更改，请联系您的银行家，以便他们可以使您了解这将如何影响您的贷款。

“这可能就像统计通信或对未来计划的见识一样无聊，但最终是访问管理层的重要项目。” Hatz说。“数字为您提供了一部分，但沟通将更好地立场。”

How to make a lender more familiar with management team?

• Succession plan:如果是家庭行动，请制定继承计划。贷方想知道他们将在贷款过程中与谁合作。

•现场访问：To give the banker a sense of what the company is trying to accomplish and show off your pride of ownership, plan a facility tour. Lenders will also want to evaluate the faculty’s location.

•见面并问候：与管理团队的主要成员进行休闲会议

•管理记录记录：贷方想知道高层管理人员已经从事了很长时间。管理的寿命表明，他们看到了不同的情况和市场起伏。

Ferree说：“我认为重要的是将这些交易视为银行与借款人之间的真正合作伙伴关系。”“如果这是一种单方面的关系，则两组都不会获胜。随着市场波动，你们俩都必须了解双方都会有付出和付出。”

—Jackie Roembke