>> My name is Tom [inaudible].
I am a middle market corporate lender for PNC bank.
Middle market is companies of sizes between 30 and 500 million.
I provide the working capital term financing.
I work with five partners to provide capital markets, so derivatives.
FX transactions as well as treasury management
which basically helps accelerate the receivables,
the way their pairables give them some interest on the cash they have in their accounts.
My institutional investments, 401k plans, that's sort of jack of all trades, master of a few.
One of the most exciting parts of my job is we're never really sure.
My most recent opportunity was a company that recycles x-ray film.
They actually put it through a chemical washing process, extract the silver from the x-ray film,
and then basically create refined bars of silver that they then press into plate and rods
for electro-wiring and soldering.
Sell that in the market.
So it's, aggregators come and collect x-ray film from hospitals and then they deliver it
to this guy to turn it into a finished product and he obviously gets a fee for refining silver
and also gets a fee for the sale of finished goods.
So as the relationship manager you're sort of the quarterback.
You establish the relationship.
You establish, obviously the rapport.
Then you're also the keeper of the credit.
You work in partnership with the credit officer so there's two person integrity
but you basically control the, the core of the relationship which is that credit component.
That's what clients really want.
That's what they're seeking.
Credit isn't always the win.
Often times it's a difficult to generate any kind of positive revenue.
You kind of break even on the credit and then you work
to deepen the relationship through [inaudible].
And that's, in addition to the parts I mentioned is also obviously wealth management,
most of these owners and senior executives are of means
and obviously need a place to keep their assets.
There's also insurance that we do, but there's a different product partner that you're going
to introduce to the client and help deepen that relationship.
My territory is primarily Southeastern Pennsylvania, so it's,
I'm home every night which I appreciate.
That's a good way PNC has their footprints established.
But a typical day is usually at least one client call.
I try to get out and that's either a client or a prospect,
someone who we're currently doing business with or someone we're interested in doing business
with and then there's in the office, working with the credit officer and the product partner
to find ways to create value for our client.
So, once you make that initial proposal and you're in the business,
you need to keep coming back to them with ideas.
Otherwise, someone else will.
So, it's a competitive environment, especially here in Philadelphia.
All the banks are alive and well and we have to stand on our toes.