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ABA National Agricultural Bankers Conference

November 11-14, 2018 • Hilton Omaha & CHI Health Center • Omaha, Nebraska​

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Program 


Sunday, November 11, 2018
​8:00 am – 11:30 am Farm Service Agency Guaranteed Lender Meeting
Does your bank currently participate–or plan to participate–in the USDA Farm Service Agency (FSA) Guaranteed Farm Loan Program? Meet with local, state and national USDA and FSA representatives to discuss important topics about the program in an open forum. 
 
Hosted by Farmer Mac
12:00 pm – 6:30 pm Registration Open
1:00 pm – 5:00 pm Pre-Conference Seminar
Sinkholes, Landslides, Volcano​es: How Can Your Customers Survive an Evolving Landscape?
​​FINPACK and Farmer Mac are teaming up again to offer an action-packed pre-conference session on Sunday afternoon. This year, they will focus on identifying where your customers are with continued tight margins and the impact on community banks. There will be a discussion of best practices and take-homes for managing the risk in this evolving landscape. Dr. David Kohl will be back with his view from the road. 
  • Robert H. Craven, Director, Center for Farm Financial Management and Professor, Dept. of Applied Economics, University of Minnesota, St. Paul, MN
  • Dale W. Nordquist, Assistant Director, Center for Farm Financial Management and Dept. of Applied Economics, University of Minnesota, St. Paul, MN
  • Curt Covington, EVP–Agricultural Finance, Farmer Mac, Washington, DC
  • Brian Brinch, SVP–​Business Strategy & Financial Research, Farmer Mac, Washington, DC
  • David M. Kohl, Ph.D., Professor Emeritus, Agricultural and Applied Economics, Virginia Tech, Blacksburg, VA
3:00 pm – 4:00 pm Spouse/Companion Hospitality Suite Open
6:00 pm – 7:00 pm Grand Opening Reception

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Monday, November 12, 2018
7:00 am – 5:00 pm Registration Open
7:00 am – 8:00 am Continental Breakfast
8:00 am - 9:00 am ​Conference Chairman's Welcome
  • ​​Shan L. Hanes, President/CEO, Heartland Tri-State Bank, Elkhart, KS
Nebraska Bankers Association Welcome
  • Richard Baier, President and CEO, Nebraska Bankers Association, Lincoln, NE
ABA Chairman's Welcome
  • Jeffrey M. Szyperski, ABA Chairman-Elect, Chairman, President and CEO, Chesapeake Bank, Kilmarnock, VA
ABA President and CEO Welcome 
  • ​Rob Nichols, President amd CEO, American Bankers Association, Washington, DC
​9:00 am – 10:00 am 
OPENING GENERAL SESSION

US Agricultural Trade in Uncertain Times
Since 2001, global agricultural trade has tripled in value and more than doubled in volume. Almost sixty percent of global trade is now accounted for by developing countries, including China and Brazil. Dr. Glauber has thirty years at the US Department of Agriculture, most recently as Chief Economist (2008-2014), and will discuss trends as well as recent trade policy concerns and how they affect American farmers.
  • ​Joseph W. Glauber, Senior Research Fellow, Market, Trade and Institutions Division, International Food Policy Research Institute, Washington, DC
10:00 am – 10:30 am Coffee Break
10:30 am – 11:30 am Workshop Series I

Risks and Rewards of Informal Co-Operative Farming 
This panel will discuss potential benefits that producers might gain from entering into co-operative farming arrangements. The session will: highlight the risks associated with such arrangements for both producers and lenders as well as define informal co-operative farming arrangements. Do the benefits outweigh the risks? How can lenders protect themselves if a dispute develops within the co-operative? These questions and more​ will be answered within this session. 
  • ​Rachel Holland, Senior Vice President, Agricultural Lending, United Bank, Atmore, AL
  • Kevin Holland, Owner, Holland Farms, Atmore, AL
  • Andrew Muller, Partner, Stinson Leonard Street LLP, Kansas City, MO
Helping Your Clients Evolve into Better Marketers
Have you ever wondered why farmers don't do a better job or marketing? This session will cover strategies on how farmers can market their grain to improve their bottom line. Come ready to receive updates on current marketing suggestions and tactics and learn what ag lenders can do to help farmers become better marketers.
  • Mark Gold, Managing Partner, Top Third Ag Marketing, LLC, Chicago, IL
Preparing Your Customers for Tomorrow's Challenges
As the agricultural industry evolves in a changing economic environment, the goals and challenges around succession planning are also shifting. Finding the balance between business continuity and family wealth preservation is more critical than ever for ensuring the health and long term viability of both farm businesses and family relationships. Lenders can play a key role in helping businesses and families address these issues proactively.
  • Anna Richards, Dairy Farm Business Specialist, Cornell PRO-Dairy, Cornell University - College of Agriculture and Life Sciences, Ithaca, NY
​10:30 am – 11:30 am  New Ag Banker Track

The Changing Landscape of Producers and Bankers  Lessons Learned
Our panel of bankers will share their experiences of living through multiple ag cycles and their philosophy on how to build successful relationships with their customers.  You’ll hear lessons learned from surviving the Farm Crisis of the 80s to what trends and traits to look out for now and into the future, and how to build value in your brand.
  • Samuel J. Miller, Managing Director, Group Head, Agricultural Banking, BMO Harris Bank National Association, Appleton, WI 
  • Keith Knudsen, President and CEO, Security Bank, Laurel, NE
11:45 am – 1:25 pm
Luncheon with Guest Speaker
1:30 pm – 2:30 pm Workshop Series II

Serving Evolving Credit Needs–From the Farm Gate and Beyond 
Meet the leadership of Rural Development (RD) programs and talk to current USDA lenders about enhancing loan portfolios through partnering with RD loan guarantee, loan and grant programs. Learn how RD programs can expand relationships and serve the credit needs of diversifying agricultural markets, rural businesses, essential community facilities and rural infrastructure development. 

​Prescription for the Next Cycle in Agriculture
What are the time-tested tools, techniques and new additions that are appropriate for an economic cycle when the margins are thin and volatility is high? What will be the focus of this year's renewal season? Join Dr. Kohl and Doug Johnson for their annual house call at this year's Moody's Analytic's breakout session, They will be pulling no punches concerning lending and customer practices that result in either the high or low road of profitability and long-term viability in the industry. 
  • Doug Johnson, Director, Sales Management, Moody's Analytics, Omaha, NE
  • David M. Kohl, Ph.D., Professor Emeritus, Agircultural and Applied Economics, Blacksburg, VA
​1:30 pm – 2:30 pm New Ag Banker Track

OMG! Navigating Social Media Through Policy and Practice
From text messages to Twitter, your customers and employees are communicating using various social media platforms 
– with or without your knowledge. Can (or should) you conduct bank business via these platforms? The panel will discuss the pros, cons and best practices related to social media use in banking and detail the importance of social media policies to help ensure compliance. 
  • Kelli Lieurance, Partner, Baird Holm, Omaha, NE
  • Caleb Hopkins, Chief Lending Officer, Westside State Bank, Westside, IA
  • Heather Malcolm, Vice President, Bank of the Rockies NA, Livingston, MT
2:30 pm – 3:15 pm Refreshment Break and Exhibit Hall Preview
3:15 pm – 5:15 pm GENERAL SESSION

The Future of Ag Banking
What role will an ever-evolving technological landscape play in the business of ag banking? This interactive panel discussion with representatives of all experience levels from institutions of all sizes will explore the answers. From meeting the financing needs of a changing ag customer base, to gaining a competitive edge, to promoting ag marketing, hear best practices and strategies you'll be able to implement when you return to the bank. 
  • ​Jeff L. Plagge ​(Moderator), President and CEO, Northwest Financial Corp., Arnolds Park, IA 
  • Kreg D. Denton, Senior Vice President, First Community Bank of the Heartland, LaCenter, KY
  • Nate Franzen, President/Ag Division, First Dakota National Bank, Yankton, SD
  • Tracy Holmes, Group Managing Director, Bank of the West, Modesto, CA
  • Jason R. Smith, Market President, F&M Bank, West Point, NE
5:15 pm – 6:15 pm Reception with Exhibitors

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Tuesday, November 13, 2018
7:00 am – 5:00 pm Registration Open
7:00 am – 8:15 am Continental Breakfast with Exhibitors
7:15 am – 8:25 am
Outlook Tuesday! (Commodities Session)

Beef
Christopher B. Swift, Swift Trading Company, Nashville, TN

Dairy
Kathleen Noble, Senior Economist and Research Specialist, Blimling & Associates, Inc., Madison, WI

Grains
Steve Georgy, President, Allendale, McHenry, IL

​​Livestock/Pork
Christopher A. HurtProfessor, Agricultural Economics, Purdue University, West Lafayette, IN

New!
Super Commodity Session: Permanent Plantings, Rice and Cotton 
(Rice) Michael A. Deliberto, Ph.D., Assistant Professor, Farm Management and Agricultural Policy, Department of Agricultural Economics and Agribusiness, Louisiana State University Agricultural Center, Baton Rouge, LA

(Cotton) John R. C. Robinson, Professor and Extension Economist, Agricultural Economics, Texas A&M University, College Station, TX
8:30 am – 10:00 am GENERAL SESSION

Global Financial Markets and Impacts on Ag

US and European economies are strengthening, triggering higher inflation expectations and shifts in global financial markets. US interest rates are expected to rise, which is typically bad for Ag as the dollar strengthens. But, if the EU rates rise faster than US rates, the dollar could fall, which is good for Ag. It may not be your typical cycle, so farmers need to follow financial markets closely to determine if commodity price movemnets are due to market shifts (supply and demand) or financial movements. If commodity prices rise, it is real or is it fool's good?
  • ​Jason Henderson, Ph.D., Associate Dean and Director of Extension, College of Agriculture, Purdue University, West Lafayette, IN
10:00 am – 10:30 am Coffee Break with Exhibitors
10:30 am – 11:30 am Workshop Series III 

Top Farmers: How Do They Do It? 
Last year marked the fifth year of low median net farm income. Yet, the top twenty of producers are continuing to do very well. How many producers stay in the top twenty percent every year? In this session, we will look at the numbers from FINBIN and the results of a survey that has been conducted with the Minnesota producers in the database.
  • ​Robert H. Craven, Director, Center for Farm Financial Management, Professor, Dept. of Applied Economics, University of Minnesota, St. Paul, Minnesota
Understanding Trends in Land Values
With land comprising over eighty percent of balance sheet assets for agriculture, understanding trends in land values is important for both bankers and producers. Interest rates, commodity prices, and trade economics are influencing today's land values. Join two leading land brokers who will give their views on current and future land prices.
  • ​Randy Dickhut, ​AFM, Senior Vice President, Real Estate Operations, Farmers National Co., Omaha, NE
  • Rex (R.D.) Schrader, II, President, CAI, Schrader Real Estate and Auction Co., Inc., Columbia City, IN 
FSA Guaranteed Loan Program: How We Can Help You Navigate the Evolving Landscape
Find out how using USDA Farm Service Agency’s Guaranteed Farm Loan Program helps farmers and ranchers buy farmland or finance agricultural production at reasonable terms. Last year, FSA guaranteed over 10,000 loans. Learn about the benefits banks and other lenders gain when using these programs. Join us for an interactive session with bankers and FSA representatives. Bring your questions and gain valuable knowledge about ways you can expand your farm/ranch lending using it. 
  • Mark Wilke (Moderator), Farm Loan Chief, Nebraska State FSA Office, Lincoln, NE
  • Kelly Cape, Farm Loan Specialist, Fall River Country FSA Office, Hot Springs, SD
  • Doug Demers, Executive Vice President, Washington County Bank, Blair, NE
  • David Hansen, Farm Loan Manager, Cedar County FSA Office, Hartington, NE
  • Jeff Wolfgram, Senior Vice President, First Dakota National Bank, Yankton, SD
​10:30  am  – 11:30 am New Ag Banker Track 

If Experiencing Repayments Problems, then Cut Costs... But Which Ones? 
During periods of low commodity prices and the financial stress that can result, a common remedy suggested to producers is simply to "cut costs." However, the effectiveness of cutting costs is not uniform across all costs associated with operating an agribusiness. Data for comparative ratios can help identify costs that would be candidates for reduction. In this session, we'll evaluate the effectiveness of changing selected variables and fixed costs.
  • Freddie L. Barnard, Ph.D., Professor Emeritus, Agricultural Economics, Purdue University, West Lafayette, IN 
11:45 am – 1:25 pm Luncheon with Guest Speaker

Agricultural Biological Weapons

Learn about biological threats that, if introduced into the United States, could severely impact U.S. agriculture. Dr. Higgs of Kansas State University's Biosecurity Research Institute will highlight examples of threats to plants and livestock production, as well as illustrate potential counter measures that may be used to protect US agriculture. 
  • ​Dr. Stephen HiggsDirector, Bioseucrity Research Institute, Kansas State University, Manhattan, Kansas​
1:30 pm – 2:30 pm Workshop Series IV

Behavioral Tools to Protect Balance Sheets
Learn new ways producers can insure their inputs and improve gross margin performance. Understanding cost structures is important and creating the right mindset is key. We'll discuss new ways to drive on-farm improvement while helping the banking partner sleep at night.
  • Grant Kosior, President and CEO, Global Ag Risk Solutions, Canada 
The Next Generation: New Bankers, New Strategies
Meet the new faces of successful ag banking: young, energetic and full of cutting-edge ideas. This session will explore using winning strategies the "Next Gen" are using now to attract new farmers and ranchers to their institutions. Our banker panel will share the tools they use to keep their customers loyal and grow their ag lending portfolios. Regardless of your generation, return home with concrete ideas to increase competitiveness and grow profits within your ag lending department.
  • Bill Miller, Senior Relationship Manager, Farmer Mac, Washington, DC
​1:30 pm – 2:30 pm  New Ag Banker Track 

Clause and Effect: Proper Covenant Structure in Loan Documentation
Loan documents contain various types of covenants and agreements by the borrower. This session will outline the importance, purpose and use of properly-drafted loan covenants, including financial covenants.
  • ​Steven C. Turner, Baird Holm LLP, Omaha, NE 
2:30 pm – 3:00 pm Refreshment Break with Exhibitors
3:00 pm – 5:15 pm GENERAL SESSION

The Trust EdgeWhat Top Leaders Have
As a business strategist and author, David Horsager has learned firsthand how the world's most successful people gain and keep the trust of their customers and colleagues. Delivering educational presentations to a wide-range of audiences, Horsager has made it his mission to help develop trusted leaders and and organizations. Join Horsager as he provides his take on today's most pressing leadership issues and integral strategies to incorporate into your everyday life. 
Speaker:
  • David Horsager, Author, The Trust Edge
5:15 pm – 6:15 pm Farewell Reception with Exhibitors

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Wednesday, November 14, 2018
7:00 am – 11:00 am Registration Open
7:00 am – 8:00 am Continental Breakfast
​7:00 am – 8:00 am Women in Ag Banking Leadership Breakfast

Own It: Being a Woman in Banking
Being a woman in banking isn't easy. Hear how a fifth generation family farmer and third generation banker has navigated the waters of the male-dominated industry of banking while working as an advocate for women in banking through her blog, "The Girl Banker".
  • Natalie Bartholomew, "The Girl Banker", Bentonville, AR
8:15 am  – 9:15 am GENERAL SESSION 

Mega Shifts in the Agricultural Landscape
​The agricultural economic cycle is creating seismic shifts in the landscape in which agricultural producers and lenders operate. What will be the ten defining paradigms that will shape the future of agribusiness and lending between now and 2030? How will these changes impact the methods of analyzing risk and opportunity, as well as the methods of working with individual customers and the overall agricultural portfolio? The future will place a premium on intellectual capital, i.e. management and leadership skills, which will be critical to maintain success and long-term viability. Dr. Kohl is back in the Heartland to provide his insight based on engagement and interaction with thought leaders around the globe. 
  • David M. Kohl, Ph.D., Professor Emeritus, Agricultural and Applied Economics, Virginia Tech, Blacksburg, VA
9:15 am – 10:15 am Amazon and Agriculture – What's the Connection?
This session will focus on how to strengthen business continuity.  Learn about Amazon’s culture, development of cloud technology and interest in the agricultural industry.  Hear success stories and learn how using a cloud services platform can benefit business operations.
  • ​Cameron Holbrook, Head, Global Business Development, AgTech, Amazon Web Services, Salt Lake City, UT
10:15 am – 10:30 am Coffee Break
10:30 am – 11:30 am CLOSING GENERAL SESSION

Jim Morris: The Rookie
Jim's Cinderella story serves as testimony to the power of dreams and their ability to inspire and transform human life. His meteoric rise from 35-year old high school teacher to flame-throwing major league pitcher in three months made cinematic history with the the release of The Rookie, starring Dennis Quaid. Jim's rise from obscurity became the feel-good story of 1999. After pitching for the Tampa Bay Devil Rays in 1999 and 2000, Jim Morris signed with the Los Angeles Dodgers and retired from baseball in 2001. Jim's story has provided a platform to give back, inspire and encourage people of all backgrounds and ages to pursue their dreams and never give up! ​
  • Jim Morris, Athlete, Author, Teacher and inspiration for the major motion picture, ​The Rookie

11:30 am Conference Adjourns

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