1、Chapter SeventeenLending to Business Firms and Pricing Business LoansKey Topics Types of Business Loans:Short Term and Long Term Analyzing Business Loan Requests Collateral and Contingent Liabilities Sources and Uses of Business Funds Pricing Business Loans Customer Profitability AnalysisIntroductio
2、n Securing large amounts of credit that many businesses require can be a challenging task Business loans are often called commercial and industrial(C&I)loans C&I loans rank among the most important assets banks and their closest competitors hold For U.S.insured commercial banks,close to one-fifth of
3、 their loan portfolio is classified as business or C&I loans This percentage of the total loan portfolio does not include many commercial real estate loans and loans to other financial institutionsBrief History of Business Lending Commercial and industrial loans represented the earliest form of lend
4、ing that banks carried out Loans extended to ship owners,mining operators,goods manufacturers,and property owners dominated bankers loan portfolios for centuries In the late 19th and early 20th centuries new competitors,particularly finance companies,life and property/casualty insurance firms,and so
5、me thrift institutions,entered the business lending field This placed downward pressure on the profit margins of many business lendersTypes of Business LoansShort-Term Loans to Business Firms Self-Liquidating Inventory Loans These loans usually were used to finance the purchase of inventory raw mate
6、rials or finished goods to sell Such loans take advantage of the normal cash cycle inside a business firm There appears to be less of a need for traditional inventory financing Due to the development of just in time(JIT)and supply chain management techniquesShort-Term Loans to Business Firms(continu
7、ed)Working Capital Loans Short-run credit that lasts from a few days to one year Secured by accounts receivable or by pledges of inventory Carry a floating interest rate A commitment fee is charged on the unused portion of the credit line and sometimes on the entire amount of funds made available Co
8、mpensating deposit balances may be required from the customer Recently compensating deposit balances as a part of a business-loan arrangement has been on the declineShort-Term Loans to Business Firms(continued)Interim Construction Financing Secured short-term loan used to support the construction of
9、 homes,apartments,office buildings,shopping centers,and other permanent structures Security Dealer Financing Dealers in securities need short-term financing to purchase new securities and carry their existing portfolios of securities until they are sold to customers or reach maturityShort-Term Loans
10、 to Business Firms(continued)Retailer and Equipment Financing Lenders support installment purchases of automobiles,home appliances,and other durable goods by financing the receivables that dealers selling these goods take on when they write installment contracts to cover customer purchases Asset-Bas
11、ed Financing Credit secured by the shorter-term assets of a firm that are expected to roll over into cash in the future Syndicated Loans(SNCs)A loan package extended to a corporation by a group of lendersLong-Term Loans to Business Firms Term Business Loans Designed to fund longer-term business inve
12、stments,such as the purchase of equipment or the construction of physical facilities,covering a period longer than one year Revolving Credit Financing Allows a customer to borrow up to a prespecified limit,repay all or a portion of the borrowing,and reborrow as necessary One of the most flexible of
13、all business unsecured loans May be short-term or long-term Lenders normally charge a loan commitment fee Two types:formal loan commitment and confirmed credit lineLong-Term Loans to Business Firms(continued)Long-Term Project Loans Credit to finance the construction of fixed assets Most risky of all
14、 business loans Some of the risks of project loans:1.Large amounts of funds are usually involved2.The project may be delayed by weather or shortage of materials3.Laws and regulations in the region where the project lies may change4.Interest rates may changeLong-Term Loans to Business Firms(continued
15、)Loans to Support the Acquisition of Other Business Firms Leveraged Buyouts The 1980s and 1990s ushered in an explosion of loans to finance mergers and acquisitions Leveraged buyouts(LBOs)usually involve acquiring a controlling interest in another firm with the use of a great deal of debt(leverage)t
16、o finance the transactionAnalyzing Business Loan Applications Often business loans are of such large denomination that the lending institution itself may be at risk if the loan goes bad The most common sources of repayment for business loans are:1.The business borrowers profits or cash flow2.Busines
17、s assets pledged as collateral behind the loan3.A strong balance sheet with ample amounts of marketable assets and net worth4.Guarantees given by the business,such as drawing on the owners personal property to backstop a loanAnalyzing Business Loan Applications(continued)Analysis of a Business Borro
18、wers Financial StatementsAnalyzing Business Loan Applications(continued)Analysis of a Business Borrowers Financial StatementsFinancial Ratio Analysis of a Customers Financial Statements Information from balance sheets and income statements is typically supplemented by financial ratio analysis Critic
19、al areas of potential borrowers loan officers consider:1.Ability to control expenses2.Operating efficiency in using resources to generate sales3.Marketability of product line4.Coverage that earnings provide over financing cost5.Liquidity position,indicating the availability of ready cash6.Track reco
20、rd of profitability7.Financial leverage(or debt relative to equity capital)8.Contingent liabilities that may give rise to substantial claims in the futureFinancial Ratio Analysis of a Customers Financial Statements(continued)The Business Customers Control over Expenses A barometer of the quality of
21、a firms management is how it controls its expenses and how well its earnings are likely to be protected and grow Selected financial ratios to monitor a firms expense control:Wages and salaries/Net sales Overhead expenses/Net sales Depreciation expenses/Net sales Interest expense on borrowed funds/Ne
22、t sales Cost of goods sold/Net sales Selling,administrative,and other expenses/Net sales Taxes/Net salesFinancial Ratio Analysis of a Customers Financial Statements(continued)Operating Efficiency:Measure of a Business Firms Performance Effectiveness It is also useful to look at a business customers
23、operating efficiency How effectively are assets being utilized to generate sales and how efficiently are sales converted into cash?Important financial ratios here include:Annual cost of goods sold/Average inventory(or inventory turnover ratio)Net sales/Net fixed assets Net sales/Total assets Net sal
24、es/Accounts and notes receivableFinancial Ratio Analysis of a Customers Financial Statements(continued)Operating Efficiency:Measure of a Business Firms Performance EffectivenessFinancial Ratio Analysis of a Customers Financial Statements(continued)Marketability of the Customers Product or Service In
25、 order to generate adequate cash flow to repay a loan,the business customer must be able to market goods,services,or skills successfully The gross profit margin(GPM),defined asFinancial Ratio Analysis of a Customers Financial Statements(continued)Marketability of the Customers Product or Service A c
26、losely related and somewhat more refined ratio is the net profit margin(NPM)Financial Ratio Analysis of a Customers Financial Statements(continued)Coverage Ratios:Measuring the Adequacy of Earnings Coverage refers to the protection afforded creditors based on the amount of a business customers earni
27、ngs The best-known coverage ratios includeFinancial Ratio Analysis of a Customers Financial Statements(continued)Liquidity Indicators for Business Customers The borrowers liquidity position reflects his or her ability to raise cash in timely fashion at reasonable cost,including the ability to meet l
28、oan payments when they come dueFinancial Ratio Analysis of a Customers Financial Statements(continued)Profitability Indicators How much net income remains for the owners of a business firm after all expenses(except dividends)are charged against revenue?Popular bottom line indicators include Before-t
29、ax net income/total assets,net worth,or total sales After-tax net income/total assets(or ROA)After-tax net income/net worth(or ROE)After-tax net income/total sales(or ROS)or profit marginFinancial Ratio Analysis of a Customers Financial Statements(continued)The Financial Leverage Factor as a Baromet
30、er of a Business Firms Capital Structure Any lender is concerned about how much debt a borrower has taken on in addition to the loan being sought Key financial ratios used to analyze any borrowing businesss credit standing and use of financial leverage includeComparing a Business Customers Performan
31、ce to the Performance of Its Industry It is standard practice to compare each business customers performance to the performance of the customers entire industry Dun&Bradstreet Industry Norms and Key Business Ratios RMA Annual Statement StudiesComparing a Business Customers Performance to the Perform
32、ance of Its Industry(continued)Contingent Liabilities Usually not shown on customer balance sheets are other potential claims against the borrower:1.Guarantees and warranties behind the business firms products2.Litigation or pending lawsuits against the firm3.Unfunded pension liabilities4.Taxes owed
33、 but unpaid5.Limiting regulations These contingent liabilities can turn into actual claims against the firms assets and earnings at a future date Loan officer must ask the customer about pending or potential claims against the firmComparing a Business Customers Performance to the Performance of Its
34、Industry(continued)Contingent Liabilities Environmental Liabilities The Comprehensive Environmental Response,Compensation,and Liability Act(CERCLA)and its Super Fund Amendments Make current and past owners of contaminated property or of businesses located on contaminated property and those who dispo
35、se of or transport hazardous substances potentially liable for any cleanup costs associated with environmental damageComparing a Business Customers Performance to the Performance of Its Industry(continued)Contingent Liabilities(continued)Underfunded Pension Liabilities Under Financial Accounting Sta
36、ndards Board(FASB),borrowing customers may be compelled to record employee pension plan surpluses and deficits on their balance sheets If projected pension-plan liabilities exceed expected funds sources,the result may be an increase in liabilitiesPreparing Statements of Cash Flows from Business Fina
37、ncial Statements The Statement of Cash Flows illustrates how cash receipts and disbursements are generated by operating,investing,and financing activitiesPreparing Statements of Cash Flows from Business Financial Statements(continued)Preparing Statements of Cash Flows from Business Financial Stateme
38、nts(continued)Pricing Business Loans One of the most difficult tasks in lending is deciding how to price a loan Lender wants to charge a high enough interest rate to ensure each loan will be profitable and compensate the lending institution for the risks involved The Cost-Plus Loan Pricing MethodPri
39、cing Business Loans(continued)The Price Leadership ModelPricing Business Loans(continued)In the U.S.,the prevailing prime rate is considered to be the most common base rate Two different floating prime rate formulas were soon developed by leading money center banks Prime-plus method Times-prime meth
40、od London Interbank Offered Rate(LIBOR)Leading commercial lenders have switched to LIBOR-based loan pricing due to the growing use of Eurocurrencies as a source of loanable funds LIBOR-based loan rate=LIBOR+Default-risk premium+Profit marginPricing Business Loans(continued)Below-Prime Market Pricing
41、 Banks announced that some large corporate loans covering only a few days or weeks would be made at low money market interest rates Federal funds rate on domestic loans plus a small marginPricing Business Loans(continued)Customer Profitability Analysis(CPA)New loan pricing technique that is similar
42、to the cost-plus loan pricing technique Assumes that the lender should take the whole customer relationship into account when pricing a loanPricing Business Loans(continued)Customer Profitability Analysis(CPA)If the net rate of return is positive,the proposed loan is acceptable because all expenses
43、have been met If the net rate of return is negative,the proposed loan and other services provided to the customer are not correctly priced as far as the lender is concerned The greater the perceived risk of the loan,the higher the net rate of return the lender should requirePricing Business Loans(co
44、ntinued)Customer Profitability Analysis(CPA)Earnings Credit for Customer Deposits In calculating how much in revenues a customer generates for a lending institution,many lenders give the customer credit for any earnings received from investing the balance in the customers deposit account Quick Quiz
45、What are the essential differences among working capital loans,open credit lines,asset-based loans,term loans,revolving credit lines,interim financing,project loans,and acquisition loans?What aspects of a business firms financial statements do loan officers and credit analysts examine carefully?What methods are used to price business loans?What is customer profitability analysis?What are its advantages for the borrowing customer and the lender?
