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RETRANSMITTING TO REMOVE REFERENCE TO SIR AUBREY IN COMPANY NAME In this photo taken Tuesday, April 3, 2012, Kathryn Petty, President of White Lion Tea poses at her company's headquarters in Scottsdale, Ariz. (AP Photo/Matt York)
Still no boom in lending to small biz
First Published Apr 05 2012 07:11 pm • Last Updated Apr 07 2012 04:04 pm

Dan Mitchell has borrowed $3 million in the past year and a half to buy real estate and equipment to expand his brewery, Ithaca Beer Co.

It wasn’t easy.

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Mitchell went to at least four banks in Ithaca, N.Y., looking for a loan. His sales were growing 25 percent a year and the company had become profitable. His distributors wanted to buy more beer from him.

But most of the loan officers just handed him applications, told him to fill them out and to send the papers in. Even a bank that had already loaned Mitchell money wasn’t interested. He says he still doesn’t know why his own bank turned him down.

"The craft [beer] industry is really strong and our sales were strong because of it," he says, still mystified by the cold reception he kept getting.

Mitchell’s experience isn’t uncommon. Banks remain hesitant to lend, and when they do, they are asking for more information and toughening requirements. It’s a trend that is stalling the pace of lending to smaller companies.

PayNet, a company that analyzes commercial loans, has an index that tracks loan applications by small businesses. The index peaked in the fourth quarter of 2008 at 115 as the financial crisis hit and then dropped to 75 by the first quarter of 2010. Since then, it has fluctuated between 70 and 75.

But Mitchell’s experience proves that there is some lending going on. He finally got the loans he wanted from M&T Bank. He met with several bank officials including the regional manager.

"They wanted to get the deal done," he says.


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Stringent requirements » Before the recession, companies of all sizes were able to get loans like lines of credit, says Jeff Stibel, CEO of Dun & Bradstreet Credibility Corp., a service that evaluates the creditworthiness of businesses. These days, the most successful borrowers are ones that are almost medium-sized, he says. Generally, according to the Small Business Administration, a small business has fewer than 500 employees.

When banks do grant loans, the requirements are tougher. Often the company has to meet higher revenue and profit levels to get loans — and to avoid paying them back early. Surviving the recession isn’t going to score extra points with bankers, he says.

"They need to be making money, have sizeable revenue, longevity — they have to have survived a handful of recessions, not just one," Stibel says.

Someone hoping to buy a well-established franchise also will find it hard to borrow, Stibel says. People looking to borrow funds for a franchise need to show a record of success as a business owner or guarantee that they will repay a loan out of their personal funds.

Generous terms » Even though it’s harder to get a loan, successful applicants may find that some of the terms are more relaxed.

Loans are averaging 56 months in length, up from the low 50s during the recession, says William Phelan, president of PayNet. Borrowers also are benefiting from low interest rates as the Federal Reserve keeps its benchmark interest rate close to zero.

Still, would-be borrowers are not lining up at the door. Many remain skittish after the recession and are uncertain about the economic recovery. According to The Hartford’s Small Business Pulse study, only 20 percent of the small business owners it surveyed feel "very optimistic" about the economy.

"You just don’t see demand," Phelan says.

However, there are some lending bright spots. Agricultural businesses and the companies that serve them are more likely to get loans because their business is seen as more recession-proof, Phelan says. Transportation and construction companies are not attractive to bankers because they were among the hardest hit in the recession.

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