Agenda

October 7, 2025
2:30pm - 5:00pm EST

This program consists of eight online self-paced courses and two webinars. The webinars will cover real lending scenarios, and participants will enter virtual breakout rooms for interactive small-group discussions. Live attendance is a must to get the most out of this engaging training opportunity. Breakout rooms will not be recorded. Space is limited for a high-value learning experience, so register today!

Students will independently work through the first four courses and assessments prior to the first webinar, Small Business Lending Program - Part 1.

October 22, 2025
2:30pm - 5:00pm EST

This program consists of eight online self-paced courses and two webinars. The webinars will cover real lending scenarios, and participants will enter virtual breakout rooms for interactive small-group discussions. Live attendance is a must to get the most out of this engaging training opportunity. Breakout rooms will not be recorded. Space is limited for a high-value learning experience, so register today!

Students will then work through the final four courses and assessments prior to the second webinar, Small Business Lending Program - Part 2.

Topics

What You'll Learn October 7, 2025:

Understanding Your Small Business Customer
This course will:

• Explain the characteristics of manufacturers, wholesalers, retailers, and service companies.
• Identify the advantages and disadvantages of firms in different stages of the industry life cycle, including emerging, growth, mature, and decline stages.
• Describe specific types of industry risk, including buyer/seller concentration, cyclicality, international, technology, and government regulation.
• Evaluate business risk factors, including operating leverage, competition, concentrations, distribution, products and services, and production.
• Discuss management success criteria such as experience, integrity, philosophy, and style.
• Evaluate the interrelationship between business, industry and management risk factors, as well as their impact on the credit decision-making process.

Accounting Basics
This course will:

• Describe the basics of financial reporting for financial statement and tax return purposes.
• Explain the basics of financial statement construction and how the income statement and balance sheet are linked through retained earnings.
• Describe how basic accounting concepts such as conservatism, revenue, and expense recognition policies affect financial statements.
• Explain the difference between cash and accrual statement.
• Read and understand notes to financial statements.
• Explain compilations, reviews, and audited statements.

Tax Returns and Legal Structure
This course will:

• Explain the form 1040 and related schedules.
• Explain the advantages and disadvantages of sole proprietorships, C Corporations, S Corporations, Partnerships, Sole Proprietorships, and Limited Liability entities.
• Explain the advantages and disadvantages of holding and operating companies.

The Balance Sheet
This course will:

• Describe the history and purpose of the balance sheet.
• Define, classify and interpret balance sheet accounts, including assets, liabilities, and net worth.
• Perform trend analysis on the major balance sheet accounts.
• Evaluate each asset’s liquidity and its availability for loan repayment.
• Identify the terms and conditions of liabilities.
• Calculate and analyze liquidity and leverage ratios.

What You'll Learn October 22, 2025:

The Income Statement
This course will:

• Describe the importance of the income statement.
• Analyze revenues to determine if they are real and sustainable.
• Analyze the trend in expenses to determine if they are well controlled.
• Calculate and evaluate key profitability measures, including the gross profit margin, operating profit margin, and net profit margin.
• Explain the significance of EBITDA.
• Calculate profit to payment obligations by calculating debt coverage ratios.

Combining the Balance Sheet and Income Statement
This course will:

• Analyze the relationship between the balance sheet and income statement and explain key ratios that connect the two statements.
• Explain the concept of the cash cycle.
• Calculate and evaluate receivable turnover ratios.
• Calculate and evaluate inventory turnover ratios.
• Calculate and evaluate payable turnover ratios.
• Calculate the cash cycle and evaluate the results.
• Explain the concept of working capital.
• Calculate and evaluate the sales to working capital ratio.

Understanding Small Business Borrowing Needs
This course will:

• Explain how the operating cycle can vary from business to business.
• Match the needs of the customer to the appropriate loan product and explain the differences between seasonal and non-seasonal financing needs.
• Explain the concept of the capital investment cycle and determine the appropriate loan structure based upon the nature of the capital investment.

Personal Financial Statements
This course will:

• Describe the purpose of a personal financial statement.
• Explain why borrowers are asked to personally guarantee a loan.
• Explain the information one expects to find on a personal financial statement.
• Define a guarantor, his/her obligations, and the process to assess the strength of a guarantor.
• Explain a third-party guarantee and when one is needed.
• Explain how a guarantor is used in structuring a loan.
• Describe how personal financial statements are used to determine the guarantor’s ability to make interest and principal payments.
• Analyze personal financial statements to help determine sources of cash that can be used for loan repayment.
• Evaluate the borrower’s willingness to repay the loan.

Speaker(s)

Tom Carlin
Eensight

An authority on financial and credit risk, Mr. Carlin is a Managing Partner at Eensight. He has worked with major banks, insurance companies and regulatory agencies over the last twenty years, designing and teaching financial topics including: basic, intermediate and advanced credit and financial statement analysis, business lending for branch bankers, accounting for bankers, basic intermediate and advanced cash flow analysis, loan structuring, consumer lending and trade finance. His audiences include business bankers, recent graduates going through the organizations basic credit training program, senior management personnel who need to know the basics of accounting and financial statement analysis, middle market lenders with many years of experience and regulatory agency personnel. Each program he designs and teaches is tailored to the individual customer with the products, procedures and culture of the organization incorporated into the course design. The complexity and intensity of the programs are adjusted to reflect the needs of the participants and the logistical training issues faced by the organization.

He is the author of Financial Statement Analysis published by the American Bankers Association in 1994. He is also the author of Consumer Lending, published by The Center for Financial Training in 2015.

He has designed and taught programs in risk analysis for Citibank, Wells Fargo, American International Group, Capital One, Chase Manhattan Bank, First Tennessee, M & T, Union Bank, and The Bank of China. He has also taught the Credit Risk Analysis Program at the Federal Reserve Bank.

Prior to Eensight, Mr. Carlin was a Regional Director for Omega Performance Corporation. He was also a Vice President with Bankers Trust in New York. He was responsible for marketing credit and trade finance products to corporate clients and correspondent banks worldwide.

Mr. Carlin has a Master of International Management degree from Thunderbird School of Global Management and a Bachelor of Arts degree from Villanova University.

Fees

Live Webinar - $1,850.00

• Live Access
• 30 Days OnDemand Playback
• Presenter Materials and Handouts

Available Upgrades

• 12 Months OnDemand Playback - $449.00
• 12 Months OnDemand Playback + Digital Download - $639.00
• Additional Live Access - $1,850.00 per person

**100% surcharge applied to non-members.

Association Contact

Katie Yates
Education Coordinator
o: 317-387-9380
d: 317-333-7162
kyates@indiana.bank