Program | Agricultural Bankers Conference

7:00 AM – 5:30 PM

Conference Registration Open

7:30 AM – 8:00 AM

Continental Breakfast

8:00 AM – 10:00 AM

OPENING GENERAL SESSION

Conference Chair Welcome

• Caleb Hopkins, Loan Production Officer, Dakota Mac

Welcome to Wisconsin

• Rose Oswald Poels, President and CEO, Wisconsin Bankers Association

Industry Outlook

• John Asbury, ABA Chair; CEO, Atlantic Union Bankshares Corporation
• Blake Earley, Senior Vice President, Congressional Relations, American Bankers Association
• Kirsten Sutton, Executive Vice President, Congressional Relations & Legislative Affairs, American Bankers Association
• Moderator: Peter Cook, Chief Communications Officer, American Bankers Association

Inside the Beltway Panel

• Blake Earley, Senior Vice President, Congressional Relations, American Bankers Association
• Ed Elfmann, Senior Vice President, Agricultural and Rural Banking, American Bankers Association
• Chris Fisher, Vice President, Congressional Relations, American Bankers Association
• Kirsten Sutton, Executive Vice President, Congressional Relations and Legislative Affairs, American Bankers Association

What’s Ahead for the Farming Industry

American Farm Bureau Federation President Zippy Duvall will offer the latest updates from the farming sector to help bankers better serve their customers.

• Zippy Duvall, President, American Farm Bureau Federation

10:00 AM – 10:30 AM

Coffee Break in The Hub

10:30 AM – 11:30 AM

CONCURRENT SESSIONS I

Building Next-Level Bankers

Increased regulation, tighter margins and more competition pose challenges for all bankers. In a lively discussion with banking leaders who have “seen it all,” gain perspective on what it takes to rise above the noise and move forward.

• Heather Malcom, Vice President, Bank of the Rockies
• Dinese Watson, SVP, Ag Lending Manager, Merchants Bank
• Moderator: Samuel J. Miller, Principal, Fox St Advisors 

Urban Agriculture: An Update

Urban agriculture programs, to date, are focused on teaching communities to grow their own food, often to provide a solution to food shortage in specific areas. This session provides an update on the state of urban agriculture so you can determine how your bank might benefit from investing in this business line.

• Rodger Cooley, Executive Director, Chicago Food Policy Action Council
• Moderator: Dakari Howard, Senior Policy Advisor, Illinois Department of Agriculture

Using the Secondary Market: How to Compete and Grow Through the Next Credit Cycle

Is your bank prepared for the next credit cycle? Join this action-packed session to learn about the tools progressive ag lenders are using to retain and attract customers during this period of decreasing interest rates, low commodity prices, and volatile input costs. Whether you’re a veteran lender or new to ag banking, you will leave with actionable insights on how to remain competitive, boost profitability, grow your ag portfolio, free up capital, and access additional funding avenues, ensuring your bank stays resilient and positioned for long-term success.

• Gary Guy, SVP, Division Manager / Business Development Manager, Zions Ag Finance
• Patrick Kerrigan, Vice President – Business Development, Farmer Mac
• Jeff Wolfgram, SVP Dakota MAC Manager, Dakota MAC
• Moderator: Jackson Takach, CFA, Chief Economist & VP - Strategy, Research, and Analytics, Farmer Mac

Working with Producers to Keep Better Financial Records

Explore options and tips for how farms can better manage their finances by keeping their financial records in order, whether it’s for banking, financial analysis, tax filings and other responsibilities. This session will discuss ways in which Extension and bankers can work together to help.

• Scott Mickey, Master Extension Associate, Asst. Agribusiness Team Director, Clemson University

11:30 AM – 1:00 PM

GENERAL SESSION LUNCHEON KEYNOTE

Farming and Financial Inclusion

Gain insights into the role ag lenders can play in supporting black farmers.

• John Asbury, ABA Chair; CEO, Atlantic Union Bank
• John Boyd, President, National Black Farmers Association
• Moderator: Peter Cook, Chief Communications Officer, American Bankers Association

The Culver’s Story: Welcome to Delicious

For 40 years, Culver’s guests have been treated to cooked-to-order food made with fresh ingredients and served with a smile. The franchise system now numbers nearly 1,000 family-owned and -operated restaurants in 26 states. Co-founder Craig Culver will share the Culver’s story from its humble beginnings in Sauk City, Wis.

• Craig C. Culver, Culver’s Co-Founder and Chairman of the Board

1:00 PM – 2:00 PM

CONCURRENT SESSIONS II

Everyday AI For Bankers

Learn how to integrate generative artificial intelligence (AI) to enhance you and your team’s productivity, creativity and skills and drive success for your bank and your clients. We’ll demystify key AI risks such as bias, factual accuracy and privacy while providing insights on launching a pilot program. You’ll learn to craft effective prompts, understand the language of AI and witness ChatGPT in action with practical, everyday applications.

• Benjamin Udell, SVP, Product Marketing and Innovation, Marquis

Navigating the Shift to Relationship Banking

Discover effective strategies and common pitfalls in the transition from selling bank products to relationship banking. Learn how to manage and coach lenders in a tightening margin environment and train them to pursue deposits. You’ll also hear success stories from banks.

• Derrick Jackson, CCIM, Executive Vice President– Chief Credit Administration Officer, First Savings Bank
• Heather Malcom, Vice President, Bank of the Rockies
• Jerry Schlitz, Senior Vice President, Commercial Banking Manager, Old National Bank 
• Moderator: Rebecca King, Specialty Banking Director–Agriculture, Senior Vice President, Old National Bank 

Plow into Profits – Harnessing the Power of Ag Lending

What can your financial institution do to mitigate risk in lending while having profitable ag loan growth? Join us to discuss how loan pricing and product feature strategies can help drive profitable growth in today’s rate environment. We’ll also discuss how to best prepare your teams for future changes in ag lending culture.

• Rob Newberry, Senior Advisor, Abrigo

The Hero Ag Lender: Modern Cash Flow Education

Agricultural lenders are well suited to educate farmers and producers on cash flow management. With real-time financial analysis, forecasting technologies and deep knowledge of the farm or ranch, lenders can provide farmers with insights into their operational finances, empowering them to make informed, strategic decisions that enhance productivity and profitability.

• Scott Sartor, Founder, Croptell

2:00 PM – 2:45 PM

Afternoon Break in The Hub

3:00 PM – 4:00 PM

CONCURRENT SESSIONS III

Evolving Trends for Ag and Credit — Recent Stories from Loan Reviewers

Compare trends and observations from loan review professionals working in ag institutions across the country. We’ll dive into unique ways to assess how ag, real estate, off farm income and land values are changing in this environment while also examining credit implications. Best practices will be shared on a wide variety of lending types and commodities.

• Giulio Camerini, Credit Principal, Crowe LLP
• Ben Cayson, Credit Manager, Crowe LLP

Financing the Integration of Clean Energy into Agriculture

Discover the benefits and barriers of co-locating agriculture and solar photovoltaic power generation (“agrovoltaics”), for agricultural communities, solar developers and banks. Panelists will explore successes and challenges and how government programs can help increase access to capital for solar deployment, especially in underserved rural communities.

• James McCall, Senior Energy and Environment Analyst, National Renewable Energy Laboratory
• Emma Miller, Researcher – Community Energy Transitions, National Renewable Energy Laboratory (NREL) 
• Moderator: Ed Elfmann, Senior Vice President, Agricultural and Rural Banking, American Bankers Association

Help Stressed Borrowers Navigate and Lead Tough Conversations

Farmers and ranchers face unique workplace challenges, with family expectations, both spoken and unspoken, often affecting decision-making. Maintaining one’s emotional well-being through uncertainty, periods of chronic stress, and strained family and work relationships can be overwhelming. This session we will outline the strategy and benefits of courageously leading difficult conversations.

• Jason Haglund, MS, CADC, Haglund Consulting, LLC; Co-Owner, Rural Policy Partners

Recognize the Warning Signs: Turning Bad News into Good

Learn to recognize warning signs that your producer may be in trouble and how to talk about this tough topic with them. Mike Hinton from ProAg Bankware Technologies and ag strategist Doug Johnson will share lessons they’ve gleaned from their own difficult conversations and discuss how lenders can use science and experience to help producers understand the "What, Why & How."

• Mike Hinton, President, ProAg Bankware Technologies
• Doug Johnson, Ag Strategist

4:15 PM – 5:00 PM

GENERAL SESSION

The Future of Agriculture

The future is always uncertain. But there are ways to prepare and position yourself to better serve your agricultural customers and grow your business. In this presentation, Tim Hammerich will introduce a framework for thinking about where agriculture might be headed. From spotting trends to learning from history to thinking about what is unlikely to change, this framework can be applied to your local agricultural economy. You’ll leave with insights to help navigate your business into a future that is changing quicker than ever.

• Tim Hammerich, Creator, Future of Agriculture Podcast; Senior Director, Strategic Communications, Cogent

5:00 PM – 6:00 PM

Networking Reception in The Hub: Milwaukee Best

Sponsored by FINPACK

7:00 AM – 5:15 PM

Conference Registration Open

8:00 AM – 8:30 AM

Continental Breakfast

8:30 AM – 10:15 AM

GENERAL SESSION

USDA/FSA Farm Loan Program Updates

• Houston Bruck, Deputy Administrator for Farm Loan Programs, USDA Farm Service Agency

Economic Outlook: 2025 Interest Rate Expectations

Rates are a primary driver in credit decisions for borrowers. The run-up in 2023 raised rates to levels not seen in years, significantly changing repayment ability and expansion considerations. The session will provide a macroeconomic understanding of the determinants of interest rates and the outlook for rates in 2025.

• Yung-Yu Ma, Ph.D., Chief Investment Officer, BMO Wealth Management

The Bruning Award Presentation

10:15 AM – 11:00 AM

Coffee Break in The Hub

11:00 AM – 12:00 PM

CONCURRENT SESSIONS IV

Better Communication, Stronger Relationships

Successful ag bankers possess the ability to develop and sustain strong client relationships that are resilient when tested by customers’ financial challenges. This interactive session provides practical techniques for identifying and coaching customers through problems, asking effective questions and handling crucial moments.

• Vernon Roberts, Executive Coach, Extraordinary Communications

Innovations in Agricultural Lending: Insights from Industry Experts

A panel of experienced ag lenders will discuss their unique perspectives on using government lending programs. Gain practical insights, real-life examples and creative strategies to enhance ag loan portfolios. Discover how to navigate agency-related challenges and think outside the box to drive success in agricultural lending.

• David Coggins (FSA lender), SVP Ag Banking, Nicolet National Bank
• Kathy Daily (SBA lender), Managing Director. First Financial Bank
• Steven K. Ford, Chief, Guaranteed Loans Branch, FSA Loan Making Division
• Moderator: Bradley Webb, Senior Vice President, First Bank and Trust Company

Merging Bank Cultures for a Seamless Transition

Merging two banks involves more than just financial and operational integration — it requires a careful and strategic blending of distinct organizational cultures. This session will explore the key challenges and best practices for achieving successful cultural integration, and participants will receive practical tools and strategies to navigate the complexities.

• Casey Merkwan, Community Market & Engagement Manager, Old National Bank

What Bankers Need their Producers to Know about Financial Statements

Producers generally lack a foundational understanding of financial statements, let alone the tax implications associated with running the farm (read: a business). This session will provide a playbook on how to teach producer clients the basics of farm finance to make better decisions, especially in a downturn.   

• Tony Hotchkiss, Retired Agricultural Banking Executive

12:00 PM – 1:15 PM

GENERAL SESSION KEYNOTE LUNCHEON

Sustaining Your Bank's Culture in the Ever-Evolving NIL Environment

Maintaining a positive culture is difficult when facing external pressures like higher pay, increased remote work or expanded employee perks. In this session, learn how to better manage your bank’s existing culture and team chemistry, hire new employees that fit your culture and communicate your brand to attract new customers.

• Nate Franzen, President, Ag Banking Division, First Dakota National Bank
• Alan Hoskins, President and National Sales Director, American Farm Mortgage & Financial Services
• Lynn Paulson, Senior Vice President, Agribusiness Development, Bell Bank

1:15 PM – 2:00 PM

Dessert in The Hub: ABA State Fair

2:00 PM – 3:00 PM

CONCURRENT SESSIONS V

Identifying and Protecting Against Hidden Liens and Lenders

In today’s economy, financing is not limited to traditional banking relationships. Farmers are looking to alternative funding, such as cooperatives and equipment dealers, to finance operations. But bankers must be cautious and conduct due diligence to ensure the bank is not trumped by hidden liens or creditors. You’ll leave this session with tips and techniques for identifying and protecting the bank from other funding sources.

• Michael Dove, Partner, Gislason & Hunter LLP
• Jennifer Lurken, Partner, Gislason & Hunter LLP

Managing Commodity Prices with Better Mindset, Mechanics and Technology

In an evolving technological landscape, commodity marketing strategies are crucial for farmers looking to overcome compressed margins and capital constraints. With growing access to on-farm data and aggregation tools, learn to integrate precision farming, data analytics and risk management tools to optimize your output.

• Mike North, President, Producer Division, Ever.Ag

Navigating Ag Labor Challenges

Explore the complexities of agricultural labor — a critical aspect of farm operations that many producers cannot handle alone. Gain actionable insights and stay informed on the multifaceted landscape of ag labor, including key issues like H2A visas, immigration policies and the impact of election outcomes.

• Kristi J. Boswell, Counsel, Alston & Bird

Swift Signs in Agriculture

As we enter our volatile commodity era, it's important to be courageous through the tough times and not just treat clients like some situation to be handled. You've got no reason to be afraid, so avoid being on your own by learning tips of the trade from industry veteran ag bankers on lending during tough times in agriculture.

• Jessica Lehman, Managing Director, Food & Agribusiness, First Financial Bank
• Zach Allen, Senior Director, Food & Agribusiness, First Financial Bank 

3:15 PM – 5:00 PM

GENERAL SESSION

ABA/Farmer Mac Ag Lender Survey Results

Explore results from the 2024 ABA/Farmer Mac Agricultural Bankers Survey and hear expert insights on agricultural banking.

• Tyler Mondres, Senior Director, Research, American Bankers Association
• Jackson Takach, Chief Economist and Vice President of Strategy, Research, and Analytics, Farmer Mac

Impact of Rising Interest Rates on Farm Businesses

Explore the history and effects of rising interest rates on farm businesses. We’ll delve into how profitability, investment discouragement and refinancing strategies are affected. We’ll also examine the DuPont System’s perspective and the lender’s role.

• Dr. Kevin Bernhardt, Farm Management Specialist, University of Wisconsin Division of Extension and Professor, University of Wisconsin Platteville School of Agriculture

7:00 AM – 10:30 AM

Conference Registration Open

7:30 AM – 8:00 AM

Continental Breakfast

8:00 AM – 10:15 AM

GENERAL SESSION

The Blanchfield Award Presentation

Economic Realities: A Banker and Producer Action Plan

The ag industry is facing a cycle similar to 2013-2020, influenced by low prices, high costs and interest rates. Uncertainties like geopolitics and weather add additional anxiety. Dr. Kohl, in his 47th conference appearance, will discuss the impact of domestic and global economics on the financial bottom line and provide a “call to action” for customers and bankers amidst these changes.

• David M. Kohl, Ph.D., Professor Emeritus, Agricultural Finance and Small Business Management and Entrepreneurship, Virginia Tech

Weather Outlook

Don’t weather the storm alone! Examine long-range forecasts with Don Day, including important analysis on winter for the upcoming growing season and assessments on recently observed weather patterns. Don will also clarify the ocean and solar interactions with the climate.

• Don Day, President and Chief Meteorologist, Day Weather, Inc.

10:15 AM – 10:30 AM

Coffee Break

10:30 AM – 11:30 AM

CLOSING GENERAL SESSION

Leading No-Fail Teams

Hear from retired Navy Rear Adm. Scott Moore on how to recruit and train high-achieving, cohesive teams that exceed expectations. Scott will share nail-biting stories, operational skills and leadership experience from his service as a Navy SEAL that emphasize the necessity of leadership, trust and peak performance.

• Scott Moore, Rear Admiral, USN (Retired)

11:30 AM

Conference Adjourns