The ‘Hometown Bank’ Brings the ‘Hometown Touch’ to Business Banking pptx

BUSINESS
M A G A Z I N E
VOLUME XXV, NUMBER 4 APRIL 2012
Manufacturer & Business Association
The ‘Hometown Bank’
Brings the ‘Hometown Touch’
to Business Banking / Page 12
The ‘Hometown Bank’
Brings the ‘Hometown Touch’
to Business Banking
In business, you want to surround yourself with the right
people to support your operation.
When choosing a bank, you want a trusted firm that
is looking out for you and your company’s long-term
financial goals.
So, when Erie natives and brothers Drs. Jonathon and Harry
Izbicki of Izbicki Family Medicine, PC decided to turn to
Marquette Savings Bank for their business banking needs
and new office at 3424 Peach Street, they found a bank
that was willing to work with them and build a business
relationship for the future.
“Partnering with Marquette’s team just made perfect sense
to us because we are a hometown name with hometown
values,” states Dr. Jonathon Izbicki, D.O. “We recognized
a need in the Erie community for quality relationship-
based medical care, where people are not just a number.
Marquette is a hometown bank with hometown values,
and they recognized the value of the relationship for the
Erie community. ”
Since its founding in 1908, Marquette has been the bank of choice for
many in the area — helping residents get the finances they need to

get the home of their dreams or save for their children’s education. In
2009, Marquette established its Business Banking Division to replicate
the same level of service that its retail customers have come to know
and trust.
“Marquette is different than some other banks because they are attentive
and are truly concerned,” explains Erie Industrial Supply Company
President Dena Zambrzycki. “It’s just like banking with family.”
Michael Edwards, who joined Marquette in 1988 and was named chief
executive officer in April 2002, says that what distinguishes Marquette
from other banks is its longevity and commitment to excellent customer
service. It’s one of the reasons that Marquette’s slogan, “The Hometown
Bank with the Hometown Touch,” has stood the test of time.
“After 100 years in the community,” Edwards says, “our customers trust
us and know we have their best interest in mind.”
Strategic Growth
With 121 employees in 12 locations in Erie and Crawford counties, and
assets of approximately $759 million, Marquette is independently strong.
For 94 consecutive quarters, or 23.5 years, the bank has earned
BauerFinancial’s five-star superior rating, the highest available, for safety
and soundness. This distinction places Marquette in the top 10 percent
of all banks nationally.
Marquette also has been named to the prestigious 2010 Seifried & Brew
Top 15th percentile of banks that have achieved the optimum balance
of risk and reward. Banks that make this list include community banks
with assets between $100 million and $5 billion.
Equally impressive, Marquette has experienced a 39-percent increase
in total assets since 2009, and its capital position is 13.89 percent. The
FDIC capital requirement for a well-capitalized bank is 5 percent.
Bank executives say Marquette’s “conservative” and “prudent”
approach to banking has been instrumental to its financial performance.

“I think the key here is that our underwriting standards have been
consistent in both good and challenging economic times,” states
Edwards. “Those banks that loosened and relaxed their standards are
the ones who experienced heavy charge-offs and losses. Throughout
the recent economic crisis, Marquette’s earnings ratio has consistently
been in the 90th percentile of our peer group.”
Marquette Savings Bank’s executive management
team includes: Julie Wilson, executive vice president
and chief financial officer; Michael Edwards, senior
executive vice president and chief executive officer;
Kelly Montefiori, executive vice president and chief
information/compliance officer; Louis Natalie,
executive vice president and chief credit officer; and
David Carll, executive vice president and chief retail
banking officer.
12 < www.mbabizmag.com < April 2012
The ‘Hometown Bank’
Brings the ‘Hometown Touch’
to Business Banking
As a result of this stability and capitalization, Marquette has been able to
experience controlled growth that has taken it from a small community
bank, specializing in home loans and savings programs, to one of the
area’s most financially strong, full-service financial institutions.
The most noticeable signs of this growth have been the investments
to its infrastructure, including renovations at the bank’s Liberty Street
and Albion branches and the construction of several new offices. These
offices include state-of the-art banking centers on the east side of Erie;
West 38th Street and Sterrettania, and West 12th Street in Millcreek
Township; and a drive-thru branch on Park Avenue in Meadville.
Marquette also acquired three former National City Bank offices in

Crawford County in 2009. Renovation of its Erie headquarters at 920
Peach Street is set for 2012.
Business Banking
Yet even more dynamic than these bricks and mortar investments is the
creation of Marquette’s Business Banking Division. In 2008, the bank
conducted a study of local business owners to gauge their reaction and
interest to Marquette entering the business market. The results showed
an expressed desire for a bank with timely, local decision-making and an
ongoing commitment to customer service — everything that Marquette
represents and delivers.
“The reaction we had was overwhelmingly positive,” says Edwards.
“Strategically, the entrance into business banking provided another
avenue of growth for the bank in addition to diversifying our concentration
in 1-4 family residential lending.”
Spearheading this effort is Senior Vice President of Business Banking
David Slomski, a veteran banker with nearly 40 years of overall banking
experience. “A lot of banks say they are relationship based, but that is
where Marquette has succeeded on the consumer side,” says Slomski,
“and that is where we will succeed on the business side.”
Due to the consolidation and quick growth, many larger banks utilize
centralized underwriting in their lending practices. In these transactions,
a customer typically sits down with a branch manager generalist or sales
person who uses a checklist to determine a loan request based on what
the borrower thinks they need. That information is then sent to an out-of-
town office, which is often reviewing the request for the first time.
At Marquette, however, customers can expect to meet with a trained,
experienced banker that is either the direct decision maker or, if it is
an extremely large transaction, the person having input on the lending
decision. They are familiar with the customer’s financial picture and
future needs.

“If you are dealing with experienced business bankers, you get more
of that consultant or advisory type of service,” says Slomski. “You may
think you need a $200,000 or $300,000 term loan to handle your
financing needs, but your sales are growing, so have you thought about
if you need a commercial line of credit or things of that nature?”
Although it may require more resources for such relationship banking,
Marquette is committed to that level of service. “Our growth so far
has proven that a bank’s establishing relationships with its clients is
beneficial to everyone — customer and bank.”
Because of this relationship focus, Marquette’s competitive advantage
is its flexibility to be able to work with borrowers in all industries —
manufacturing, retail, contractors, medical, nonprofit, for example —
and loans as small as $10,000 and as high as $1.8 million or more.
“Size doesn’t scare us,” Slomski says. “We are equipped and interested
in both ends of the spectrum as well as everything in between.”
At Marquette, being a part of the community in which it operates
also means being willing to partner with local economic development
authorities, state programs and even other banks on community
based projects. “When it makes sense to our client, we are open to all
partnerships,” Slomski adds.
With such a customer-driven model in place, Marquette’s Business
Banking Division is positively positioned to grow. “As far as where we

>
Founded: 1908
Headquartered: 920 Peach Street in Erie, Pennsylvania
Products and service: Marquette specializes in residential, business and
agricultural loans and lines of credit; personal and business checking and
saving accounts, including business sweep accounts; electronic banking
services, including online banking, bill payment, eStatements and mobile

banking; safe deposit box; lockbox services; cash management services,
including ACH origination, wire transfer and positive pay; and remote
deposit capture.
Chief Executive Officer: Michael Edwards
Board of Trustees: Chairman of the Board and President Stephen Danch;
Vice Chairman Donald Fessler; Trustees Leo Brugger Jr., Max Holt, Roger
Schlosser, Donald Sieber, Robert Wagner Jr., Herman Weber Jr., and
Douglas Ziegler; and Trustees Emeritus Richard McCormick and Harry West
Locations: 12 offices in Erie and Crawford counties. Erie County offices –
920 Peach Street, 3801 Sterrettania Road, 3404 Liberty Street, 2320
West 12th Street and 1775 East 38th Street in Erie; 209 West Plum
Street in Edinboro; and 14 North Main Street in Albion. Crawford County
offices – 953 South Main Street, 1073 Park Avenue, 349 North Street
and 16086 Conneaut Lake Road in Meadville; and 210 Water Street in
Conneaut Lake.
Size: Approximately $759 million in assets
Recognitions: Marquette received the 2009 Celebration of Excellence
Award from the Erie Regional Chamber and Growth Partnership for its long-
term excellence and commitment to the local area.
Charitable Donations: From 2000 to 2011, Marquette contributed more
than $2.7 million to local organizations and charities.
Phone: 814/455-4481 or 1-866-MSB-ERIE
Email: Main.offi
Website: www.marquettesavings.com
Senior Vice President & Business Banking Manager David Slomski (center) meets
with Drs. Harry and Jonathon Izbicki, D.O., of Izbicki Family Medicine, PC in Erie.
The Izbickis chose Marquette for their business banking needs because of the
bank’s hometown values and longstanding commitment to the Erie community.
April 2012 > www.mbabizmag.com > 13
Vice Presidents & Branch Managers Rita

Wood and Grace Ewanick have been
with Marquette for a combined 75
years. At Marquette, branch managers
are also loan officers, many with
decades of banking experience.
are in the development, it is ahead of projections,” explains Slomski.
“But we have even more potential.”
Customized Products, New Technology
Marquette’s Executive Vice President and Chief Information Officer
Kelly Montefiori has been in banking for 29 years, including 22 years
in IT, Operations and Compliance. She says it is an exciting time to be
a business customer of Marquette’s because of the bank’s ability to
identify and structure products to meet their needs, including merchant
deposit capture, lockbox services, and cash management services, such
as ACH (automated clearing house) transactions and wire transfers.
Marquette also is able to customize its online banking platform to each
individual company, so they can determine how they have access,
who has access and what security levels they want. Montefiori expects
upcoming enhancements to the bank’s online banking system in 2012
will upgrade security not only for Marquette, but filter down to customers,
using a secure tunnel environment.
“Technology is very much a driving force at Marquette and it is creating
efficiencies for both the bank and the customer,” she says. “We can cost
justify technology like we have never done before, and that is translating
itself into a better customer experience.”
That means moving from one-channel banking to a multi-level banking
experience. “Now you are talking about online, mobile, electronic
bill pay, and direct access from imaging with remote deposit
capture,” says Montefiori. “This is exciting stuff and then to have that
information at your fingertips for recall and research, that is a valuable

tool for a business.”
Mobile Marquette, for example, allows both business and retail
customers to utilize the latest mobile banking technology to access
their accounts 24/7 through SMS (short message service) text banking,
mobile web, or a mobile banking app.
“Image technology is where the future lies,” explains Montefiori. “We
certainly are seeing that there is a group of people who are anxious to
use the technology and understand the efficiency and convenience that
it brings them.”
Bank executives say the use of online banking services — especially
ACH payroll processing for business customers — continues to rise
along with branch traffic. Yet Marquette has responded by continuing
to deliver the same level of service, whether it is someone walking into a
branch or doing online banking out of town.
Just recently, a customer living in Virginia emailed the local office to
thank them for a quick response regarding her account. The woman
continues to bank with Marquette — even though there are no
Marquette branches nearby.
“She does not feel valued at other banking locations, and we have
provided her with outstanding customer service,” explains Edwards.
“That’s an example of the ‘hometown touch’ at work.”
Trusted and Experienced Lenders
A reputation for service is one of the many reasons that customers turn
to Marquette for their lending needs. Today, the bank services more than
$500 million in loans in properties located in Erie and Crawford counties.
Executive Vice President and Chief Credit Officer Louis J. Natalie
has been with Marquette for 34 years, beginning as a management
trainee and working in all aspects of lending and retail banking. His
focus is lending because he felt that could make a positive impact on
his clients’ lives, “by making one of the largest purchases of their life a

good experience.”
Branch managers and assistant managers are also loan officers who
handle clients’ needs throughout the mortgage process. At Marquette,
that includes experienced bankers, many with more than 30 years
of experience.
“Our lenders, both on the personal and business side form relationships
with our clients from the initial contact,” says Natalie. “We recognize that
buying your home or business is one of the largest decisions people will
make and by working with them as a team, we earn their trust.”
The approach distinguishes Marquette and its loan officers from
other institutions, placing emphasis on the value of the customer, not
a “transaction.”
“In this difficult economy, it is nice to know that the person you are relying
on to help you with such an important decision is a true professional who
has seen most every twist that may come up,” says Natalie. “They have
the knowledge to answer their clients’ questions and help make this
process a good one.”
This relationship-driven banking experience is why the “Hometown
Bank with the Hometown Touch” continues to be the bank of choice
— on the retail and business banking side — for so many in the region.
“Marquette has been the local community bank for more than 100
years,” states Natalie. “Our decisions are made locally with the Erie and
Crawford county communities in mind.”

Marquette’s Business Banking Division was created in 2009 to better
serve the banking needs of area businesses. Shown here are, front row,
from left: Administrative Assistant Beverly Schneider and Senior Vice
President & Business Banking Manager David Slomski. Back row, from
left: Vice President & Senior Business Banker Eugene Cirka, Assistant Vice
President & Credit Analyst Sherry Waller and Assistant Secretary & Business

Banker James Jackson.
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