Q4 2025 Financial Institutions Inc Earnings Call

January 30, 2026

Speaker #1: Hello, everyone. And thank you for joining the Financial Institutions Inc fourth quarter and year-end 2025 earnings call. My name is Lucy, and I'll be coordinating your call today.

Operator: Hello, everyone, and thank you for joining the Financial Institutions, Inc. Q4 and year-end 2025 earnings call. My name is Lucy, and I'll be coordinating your call today. During the presentation, you can register a question by pressing star followed by one on your telephone keypad. If you change your mind, please press star followed by two. It is now my pleasure to hand over to your host, Kate Croft, Director of Investor Relations, to begin. Please go ahead.

Speaker #1: During the presentation, you can register a question by pressing star, followed by one, on your telephone keypad. If you change your mind, please press star, followed by two.

Speaker #1: It is now my pleasure to hand over to your host, Kate Croft, Director of Investor Relations, to begin. Please go ahead.

Speaker #2: Thank you for joining us for today's call. Prepared comments will be presented by CEO Martin Birmingham and CFO William Plants. They'll be joined by additional members of the company's leadership team during the question-and-answer session.

Kate Croft: Thank you for joining us for today's call. Providing prepared comments will be President and CEO, Marty Birmingham, and CFO, Jack Plants. They'll be joined by additional members of the company's leadership team during the question and answer session. Today's prepared comments and Q&A will include forward-looking statements. Actual results may differ materially from forward-looking statements due to a variety of risks, uncertainties, and other factors. We refer you to yesterday's earnings release and investor presentation, as well as historical SEC filings, which are available on our investor relations website for our safe harbor description and a detailed discussion of the risk factors relating to forward-looking statements. We will also discuss certain non-GAAP financial measures intended to supplement and not substitute for comparable GAAP measures.

Q4 2025 Financial Institutions Inc Earnings Call

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FISI

Financial Institutions

Earnings

Q4 2025 Financial Institutions Inc Earnings Call

FISI

Friday, January 30th, 2026 at 1:30 PM

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Speaker #2: Today's prepared comments and Q&A will include forward-looking statements. Actual results may differ materially from forward-looking statements due to a variety of risks and uncertainties and other factors.

Speaker #2: We refer you to yesterday's earnings release and investor presentation, as well as historical SEC filings, which are available on our Investor Relations website or our Safe Harbor description and a detailed discussion of the risk factors relating to forward-looking statements.

Speaker #2: We will also discuss certain non-GAAP financial measures intended to supplement, and not substitute for, comparable GAAP measures. Non-GAAP to GAAP reconciliations can be found in the earnings release, filed as an exhibit to Form 8-K, or in our latest investor presentation available on our IR website, www.fis-investors.com.

Kate Croft: Non-GAAP to GAAP reconciliations can be found in the earnings release filed in an exhibit to Form 8-K or in our latest investor presentation available on our IR website, www.fisi-investors.com. Please note that this call includes information that may only be accurate as of today's date, 30 January 2026. I will now turn the call over to President and CEO, Marty Birmingham.

Non-GAAP to GAAP reconciliations can be found in the earnings release filed in an exhibit to Form 8-K or in our latest investor presentation available on our IR website, www.fisi-investors.com. Please note that this call includes information that may only be accurate as of today's date, 30 January 2026. I will now turn the call over to President and CEO, Marty Birmingham.

Speaker #2: Please note that this call includes information that may only be accurate as of today's date, January 30th, 2026. I will now turn the call over to President and CEO Marty Birmingham.

Speaker #3: Thank you, Kate. Good morning, everyone, and thank you for joining us today. The fourth quarter rounded out what was a very strong year for our company.

Marty Birmingham: Thank you, Kate. Good morning, everyone, and thank you for joining us today. The Q4 rounded out what was a very strong year for our company, marked by consistent execution and profitable organic growth across our enterprise. We delivered net income available to common shareholders of $19.6 million or $0.96 per diluted share for the Q4, and $73.4 million, or $3.61 per diluted share for the full year. Return on average assets was 120 basis points for the year, while return on average equity was 12.38%. Both measures exceeded our annual guides, supported by growing net interest income of $200 million and durable non-interest income of $45 billion. Our efficiency ratio for the year was 58%.

Speaker #3: Marked by consistent execution and profitable organic growth across our enterprise. We delivered net income available to common shareholders of $19.6 million, or $96 cents per diluted share, for the fourth quarter, and $73.4 million, or $3.61 per diluted share, for the full year.

Speaker #3: We turned on points for the year, while return on average equity was 12.38%. Both measures exceeded our annual guides, supported by growing net interest income of $200 million and durable non-interest income of $45 million.

Speaker #3: Our efficiency ratio for the year was 58%. We are incredibly proud of these results and excited about the coming year and opportunities ahead. That sentiment is shared by our board, which approved a more than 3% increase to our quarterly dividend and new share repurchase plan in 2025.

Marty Birmingham: We are incredibly proud of these results and excited about the coming year and opportunities ahead. That sentiment is shared by our board, which approved a more than 3% increase to our quarterly dividend and new share repurchase plan in 2025, providing authorization to buy back up to 5% of common shares. These actions reinforce our board and management team's confidence in our strategy and our disciplined approach to long-term value creation. In Q4, our capital actions included the repurchase of 1.7% of outstanding shares, totaling nearly 11 million, and the successful completion of an $80 million sub debt offering. Sub debt notes have a 5-year fixed rate of 6.5%, which is favorable to the 2015 and 2020 issuances that were subsequently redeemed earlier this month.

We are incredibly proud of these results and excited about the coming year and opportunities ahead. That sentiment is shared by our board, which approved a more than 3% increase to our quarterly dividend and new share repurchase plan in 2025, providing authorization to buy back up to 5% of common shares. These actions reinforce our board and management team's confidence in our strategy and our disciplined approach to long-term value creation. In Q4, our capital actions included the repurchase of 1.7% of outstanding shares, totaling nearly 11 million, and the successful completion of an $80 million sub debt offering. Sub debt notes have a 5-year fixed rate of 6.5%, which is favorable to the 2015 and 2020 issuances that were subsequently redeemed earlier this month.

Speaker #3: Providing authorization to buy back up to 5% of common shares. These actions reinforce our board and management team's confidence in our strategy and our disciplined approach to long-term value creation.

Speaker #3: In the fourth quarter, our capital actions included the repurchase of 1.7% of outstanding shares, totaling nearly $11 million, and the successful completion of an $80 million sub-debt offering.

Speaker #3: Sub-debt notes have a five-year fixed rate of 6.5%, which is favorable to the 2015 and 2020 issuances that were subsequently redeemed earlier this month.

Speaker #3: 2025 notes received a triple B minus rating from Kroll, with a stable outlook, reflective of our improved profitability and capital position. The strength of the company's credit rating and the favorable coupon on our recent debt issuance are clear testaments to our commitment to achieving higher financial performance.

Marty Birmingham: 2025 notes received a BBB- rating from Kroll with stable outlook, reflective of our improved profitability and capital position. Strength of the company's credit rating and favorable coupon on our recent debt issuance are clear testaments to our commitment to achieving higher financial performance. We delivered solid loan growth, with total loans increasing 1.5% in Q4 and 4% year-over-year to $4.66 billion. This growth was reflective of strong competitive positioning and demand in commercial lending across our Upstate New York markets. Commercial business loans were down modestly on a linked quarter basis and up 11% year-over-year. Commercial mortgage loans were up about 4% from the end of the linked quarter and 6.5% year-over-year, led by healthy activity in our Rochester region.

2025 notes received a BBB- rating from Kroll with stable outlook, reflective of our improved profitability and capital position. Strength of the company's credit rating and favorable coupon on our recent debt issuance are clear testaments to our commitment to achieving higher financial performance. We delivered solid loan growth, with total loans increasing 1.5% in Q4 and 4% year-over-year to $4.66 billion. This growth was reflective of strong competitive positioning and demand in commercial lending across our Upstate New York markets. Commercial business loans were down modestly on a linked quarter basis and up 11% year-over-year. Commercial mortgage loans were up about 4% from the end of the linked quarter and 6.5% year-over-year, led by healthy activity in our Rochester region.

Speaker #3: We delivered solid loan growth, with total loans increasing 1.5% in the fourth quarter and 4% year over year to $4.66 billion. This growth was reflective of strong competitive positioning and demand in commercial lending across our upstate New York markets.

Speaker #3: Commercial business loans were down modestly on a linked quarter basis, and up 11% year over year. Commercial mortgage loans were up about 4% from the end of the linked quarter and 6.5% year over year, led by healthy activity in our Rochester region.

Speaker #3: We remain highly confident in the durability and growth potential of our upstate New York markets. This includes Syracuse, where Micron Technologies' long-anticipated $100 billion investment officially broke ground earlier this month.

Marty Birmingham: We remain highly confident in the durability and growth potential of our Upstate New York markets. This includes Syracuse, where Micron Technology's long-anticipated $100 billion investment officially broke ground earlier this month.... The build out and operation of an entire semiconductor supply chain is expected to bring thousands of jobs and drive significant economic expansion. While the results will take years to fully materialize, we were excited to see the shovel in the ground and anticipate more meaningful lending activity beginning this year as infrastructure, housing, and healthcare expand to support a larger anticipated population. Residential lending grew modestly, up 1% during both the 3 and 12 months ended 31 December 2025. Originations were led by Buffalo and Rochester, where the housing market remains tight and prices have continued to increase. That said, inventories are starting to loosen in our overall geography.

We remain highly confident in the durability and growth potential of our Upstate New York markets. This includes Syracuse, where Micron Technology's long-anticipated $100 billion investment officially broke ground earlier this month.... The build out and operation of an entire semiconductor supply chain is expected to bring thousands of jobs and drive significant economic expansion. While the results will take years to fully materialize, we were excited to see the shovel in the ground and anticipate more meaningful lending activity beginning this year as infrastructure, housing, and healthcare expand to support a larger anticipated population. Residential lending grew modestly, up 1% during both the 3 and 12 months ended 31 December 2025. Originations were led by Buffalo and Rochester, where the housing market remains tight and prices have continued to increase. That said, inventories are starting to loosen in our overall geography.

Speaker #3: The build-out and operation of an entire semiconductor supply chain is expected to bring thousands of jobs and drive significant economic expansion. While the results will take years to fully materialize, we were excited to see the shovel in the ground and anticipate more meaningful lending activity beginning this year, as infrastructure, housing, and healthcare expand to support a larger anticipated population residential lending grew modestly, up 1% during both the 3 and 12 months ended December 31, 2025.

Speaker #3: Originations were led by Buffalo and Rochester, where the housing market remains tight and prices have continued to increase. That said, inventories are starting to loosen and our overall geography.

Marty Birmingham: Application volumes were up year over year. We are beginning to see increased refinance activity. New producers who joined in the back half of 2025 continue to build their clientele and pipelines, supporting our expectations for stronger residential production in 2026. Consumer indirect loans were down 3.7% during the fourth quarter and 4.5% for the year to $807 million. We manage this portfolio based on business unit profitability targets and have been comfortable allowing runoff to outpace originations, given current market conditions. As we maintain a strong focus on profitable spreads and favorable credit mix, we expect consumer indirect loans to drift down modestly in 2026. As a reminder, we are a prime indirect lender for individual vehicle purchases through a network of more than 350 new auto dealers across New York State.

Application volumes were up year over year. We are beginning to see increased refinance activity. New producers who joined in the back half of 2025 continue to build their clientele and pipelines, supporting our expectations for stronger residential production in 2026. Consumer indirect loans were down 3.7% during the fourth quarter and 4.5% for the year to $807 million. We manage this portfolio based on business unit profitability targets and have been comfortable allowing runoff to outpace originations, given current market conditions. As we maintain a strong focus on profitable spreads and favorable credit mix, we expect consumer indirect loans to drift down modestly in 2026. As a reminder, we are a prime indirect lender for individual vehicle purchases through a network of more than 350 new auto dealers across New York State.

Speaker #3: Application volumes were up year over year, and we are beginning to see increased refinance activity. New producers who joined in the back half of 2025 continue to build their clientele and pipelines, supporting our expectations for stronger residential production in 2026.

Speaker #3: Consumer indirect loans were down 3.7% during the fourth quarter and 4.5% for the year, to $807 million. We managed this portfolio based on business unit profitability targets, and have been comfortable allowing runoff to outpace originations.

Speaker #3: Given current market conditions, as we maintain a strong focus on profitable spreads and favorable credit mix, we expect consumer indirect loans to drift down modestly in 2026.

Speaker #3: As a reminder, we are a prime indirect lender for individual vehicle purchases through a network of more than 350 new auto dealers across New York State.

Speaker #3: The portfolio has an average loan size of approximately $20,000 and a weighted average FICO score exceeding 700. Total deposits were $5.21 billion, down 2.8% from September 30, driven by seasonal public deposit outflows and lower broker deposits.

Marty Birmingham: The portfolio has an average loan size of approximately $20,000 and a weighted average FICO score exceeding 700. Year-end total deposits were $5.21 billion, down 2.8% from September 30, driven by seasonal public deposit outflows and lower broker deposits. Deposits were up 2% year-over-year, despite the ongoing wind down of our Banking-as-a-Service line of business. As a reminder, we announced plans to exit BaaS in September 2024, and since then have worked closely with our fintech partners to off-board their customers and $100 million of associated deposit balances. We had approximately $7 million of these deposits on the balance sheet at year-end and continue to expect they will roll off in Q1 to a new banking provider.

The portfolio has an average loan size of approximately $20,000 and a weighted average FICO score exceeding 700. Year-end total deposits were $5.21 billion, down 2.8% from September 30, driven by seasonal public deposit outflows and lower broker deposits. Deposits were up 2% year-over-year, despite the ongoing wind down of our Banking-as-a-Service line of business. As a reminder, we announced plans to exit BaaS in September 2024, and since then have worked closely with our fintech partners to off-board their customers and $100 million of associated deposit balances. We had approximately $7 million of these deposits on the balance sheet at year-end and continue to expect they will roll off in Q1 to a new banking provider.

Speaker #3: Deposits were up 2% year over year, despite the ongoing wind-down of our banking as a service line of business. As a reminder, we announced plans to exit BAS in September our fintech partners to offboard their customers in $100 million of associated deposit balances.

Speaker #3: We had approximately $7 million of these deposits on the balance sheet at year-end and continue to expect they will roll off in the first quarter to a new banking provider.

Speaker #3: While we did leverage broker deposits throughout the year, as planned, to help offset the outflow of the BAS deposits, strong growth in our reciprocal deposit business allowed us to reduce broker deposits in the fourth quarter.

Marty Birmingham: While we did leverage broker deposits throughout the year, as planned, to help offset the outflow of the BaaS deposits, strong growth in our reciprocal deposit business allowed us to reduce broker deposits in Q4. Our reciprocal deposit base is a differentiated one, anchored in deep and often long-tenured commercial and municipal relationships. More than 20% of these customers and 30% of the balances have had a relationship with Five Star Bank more than a decade, and the average relationship tenure across the portfolio is 5 years. Through the reciprocal product offering, we were able to meet the deposit needs of individual, municipal, and commercial customers requiring collateralization above the $250,000 FDIC insurance limit for full insurance coverage. This allows us to keep important customer relationships in-house while reducing traditional collateralization requirements on public and institutional funds.

While we did leverage broker deposits throughout the year, as planned, to help offset the outflow of the BaaS deposits, strong growth in our reciprocal deposit business allowed us to reduce broker deposits in Q4. Our reciprocal deposit base is a differentiated one, anchored in deep and often long-tenured commercial and municipal relationships. More than 20% of these customers and 30% of the balances have had a relationship with Five Star Bank more than a decade, and the average relationship tenure across the portfolio is 5 years. Through the reciprocal product offering, we were able to meet the deposit needs of individual, municipal, and commercial customers requiring collateralization above the $250,000 FDIC insurance limit for full insurance coverage. This allows us to keep important customer relationships in-house while reducing traditional collateralization requirements on public and institutional funds.

Speaker #3: Our reciprocal deposit base is a differentiated one anchored in deep and often long-tenured commercial and municipal relationships. More than 20% of these customers and 30% of the balances have had a relationship with five-star bank more than decades.

Speaker #3: And the average relationship tenure across the portfolio is five years. Through the reciprocal product offering, we were able to meet the deposit needs of individual municipal and commercial customers requiring collateralization, above the $250,000 FDIC insurance limit for full insurance coverage.

Speaker #3: This allows us to keep important customer relationships in-house while reducing traditional collateralization requirements on public and institutional funds. As we head into 2026, deposit retention and acquisition remain a top priority.

Marty Birmingham: As we head into 2026, deposit retention and acquisition remain a top priority, as does continuing top-line momentum we generated. It's now my pleasure to turn the call over to Jack for additional details on our performance and a look at our 2026 guidance.

As we head into 2026, deposit retention and acquisition remain a top priority, as does continuing top-line momentum we generated. It's now my pleasure to turn the call over to Jack for additional details on our performance and a look at our 2026 guidance.

Speaker #3: As does continuing top-line momentum we generated. Now, my pleasure to turn the call over to Jack for additional details on our performance and a look at our 2026

Speaker #2: Thank you, and good morning. Guidance shared, we are very proud of our

Jack Plants: Thank you, and good morning, everyone. As Marty shared, we are very proud of our 2025 results and committed to pushing higher in 2026 as we continue to unlock more potential from our commercial banking, consumer banking, and wealth management offerings. Our full year 2025 return on assets exceeded initial expectations, reflecting the sustained momentum and our ability to raise the bar on operating results. We anticipate higher performance for full year 2026, with a targeted return on average assets of at least 122 basis points, return on average equity exceeding 11.9%, and an efficiency ratio of below 58%. We also expect margin expansion in 2026 as we continue to shift our earning asset mix and actively manage funding costs.

Speaker #2: everyone. As Marty

Speaker #1: Committed to pushing 2025 results . higher in 2026 as we continue to unlock more potential from our commercial banking consumer , from our commercial banking , consumer banking and wealth management offerings .

Speaker #1: Our full year 2025 return on assets exceeded initial expectations , reflecting the sustained momentum in our ability to raise the bar on operating results .

Speaker #1: We anticipate higher performance for full year 2026 with a targeted return on average assets of at least 122 basis points . Return on average equity exceeding 11.9% and an efficiency ratio of below 58% .

Speaker #1: We also expect margin expansion in 2026 as we continue to shift our earning asset mix and actively manage funding costs , is expected to build incrementally through the year , supporting a full year target in the mid this is As a three 60s .

Jack Plants: NIM is expected to incrementally build through the year, supporting a full year target in the mid-3.60s. As a reminder, this is based on a spot rate forecast as of year-end, which does not factor in potential future rate cuts. Looking at our 2025 results, margin was 3.62% for the fourth quarter and 3.53% for the full year. As expected, quarterly NIM was down 3 basis points from the linked period, due in part to FOMC activity, given the timing of deposit and variable rate loan repricing. However, the primary driver of the compression was the impact of the December sub debt offering, which, coupled with the mid-January call of our pre-existing sub debt issuances, contributed about 2 basis points of the decline.

NIM is expected to incrementally build through the year, supporting a full year target in the mid-3.60s. As a reminder, this is based on a spot rate forecast as of year-end, which does not factor in potential future rate cuts. Looking at our 2025 results, margin was 3.62% for the fourth quarter and 3.53% for the full year. As expected, quarterly NIM was down 3 basis points from the linked period, due in part to FOMC activity, given the timing of deposit and variable rate loan repricing. However, the primary driver of the compression was the impact of the December sub debt offering, which, coupled with the mid-January call of our pre-existing sub debt issuances, contributed about 2 basis points of the decline.

Speaker #1: based on reminder , a spot rate forecast as of year end , which does not factor in potential future rate cuts . Looking at our 2025 results , margin was 3.62% for the fourth quarter and 3.53% for the full year .

Speaker #1: As expected , quarterly Nim was down three basis points from the linked period , due in part to FOMC activity . Given the timing of deposit and variable rate loan repricing , however , the primary driver of the compression was the impact of the December subset offering , which , coupled with the mid January call of our pre-existing subset issuances , contributed about two basis points of the decline .

Jack Plants: Average loan yields decreased 9 basis points as compared to Q3, primarily reflecting the timing of the October rate cut. As a reminder, approximately 40% of our loan portfolio is tied to variable rates, with a repricing frequency of 1 month or less. Cost of funds decreased 4 basis points from the linked quarter, as higher rate CDs matured alongside overall downward deposit repricing. Year-over-year, our quarterly margin expanded by 71 basis points, reflecting the transformative securities restructuring we completed in Q4 of 2024. In addition to high quality loan growth, supporting an improved earning asset mix and effective management of funding costs.... For 2026, we are targeting annual loan growth of about 5%, driven by commercial.

Average loan yields decreased 9 basis points as compared to Q3, primarily reflecting the timing of the October rate cut. As a reminder, approximately 40% of our loan portfolio is tied to variable rates, with a repricing frequency of 1 month or less. Cost of funds decreased 4 basis points from the linked quarter, as higher rate CDs matured alongside overall downward deposit repricing. Year-over-year, our quarterly margin expanded by 71 basis points, reflecting the transformative securities restructuring we completed in Q4 of 2024. In addition to high quality loan growth, supporting an improved earning asset mix and effective management of funding costs.... For 2026, we are targeting annual loan growth of about 5%, driven by commercial.

Speaker #1: Average loan yields decreased nine basis points as compared to the third quarter , primarily reflecting the timing of the cut October rate . As a reminder , approximately 40% of our loan portfolio is tied to variable rates with repricing frequency of less .

Speaker #1: Cost of funds decreased four basis points from the linked quarter , with higher rate CDs matured alongside overall downward deposit repricing year over year .

Speaker #1: Our quarterly margin expanded by 71 basis points , reflecting the transformative securities restructuring we completed in the fourth quarter of 2020 . Four .

Speaker #1: In addition to high-quality loan growth supporting an improved earning asset mix and effective management of funding costs for 2026, we are targeting annual loan growth of about 5%, driven by commercial.

Jack Plants: Given the number of loans that closed in the Q4, coupled with larger anticipated payoffs and paydowns that we've seen in recent years, we expect commercial growth to be lighter in Q1 and build through the year. Deposits remain a top priority for us amid a highly competitive landscape. We are guiding to a low single-digit deposit growth year-over-year and remain focused on growing lower cost core deposits, including demand, now, and savings, across both our consumer and commercial lines of business. Turning to fee revenues, non-interest income was $11.9 million for the quarter, $45 million for the year, supported in part by several unique factors. This included a higher than typical company-owned life insurance or COLI income in 2025.

Given the number of loans that closed in the Q4, coupled with larger anticipated payoffs and paydowns that we've seen in recent years, we expect commercial growth to be lighter in Q1 and build through the year. Deposits remain a top priority for us amid a highly competitive landscape. We are guiding to a low single-digit deposit growth year-over-year and remain focused on growing lower cost core deposits, including demand, now, and savings, across both our consumer and commercial lines of business. Turning to fee revenues, non-interest income was $11.9 million for the quarter, $45 million for the year, supported in part by several unique factors. This included a higher than typical company-owned life insurance or COLI income in 2025.

Speaker #1: Given the number of loans that closed in the fourth quarter, coupled with larger anticipated payoffs and paydowns that we've seen in recent years, we expect commercial to be growth-lighter in Q1 and build through the year.

Speaker #1: Deposits remain a top priority for us amid a highly competitive landscape . We are guiding to low single digit deposit growth year over year , and remain focused on growing lower cost core deposits , including demand now and savings across both our consumer and lines of commercial business .

Speaker #1: During the fee revenues , non-interest income was $11.9 million for the quarter , 45 million for the year , supported in part by several unique factors .

Speaker #1: This included higher than typical company owned life insurance or Coli income . In 2025 , the year prior reflected income the 100 million net loss , non-interest associated with the securities investment restructuring and the our insurance $13.7 million gain on subsidiary sale .

Jack Plants: The year prior, non-interest income reflected the $100 million net loss associated with the investment securities restructuring and the $13.7 million gain on our insurance subsidiary sale. COLI revenue was $2.8 million in the fourth quarter, a 2.1% decrease from the linked period, and $11.4 million for the year, compared to $5.5 million in 2024. The year-over-year increase was due in part to higher revenue in the first half of 2025, following the surrender and redeploy strategy we executed last January, with the carrier's late June redemption of the surrendered policy proceeds. We originally expected third and fourth quarter income to each be approximately 275,000 less than the level reported in the second quarter. However, the results exceeded expectations given the performance of the underlying policies.

The year prior, non-interest income reflected the $100 million net loss associated with the investment securities restructuring and the $13.7 million gain on our insurance subsidiary sale. COLI revenue was $2.8 million in the fourth quarter, a 2.1% decrease from the linked period, and $11.4 million for the year, compared to $5.5 million in 2024. The year-over-year increase was due in part to higher revenue in the first half of 2025, following the surrender and redeploy strategy we executed last January, with the carrier's late June redemption of the surrendered policy proceeds. We originally expected third and fourth quarter income to each be approximately 275,000 less than the level reported in the second quarter. However, the results exceeded expectations given the performance of the underlying policies.

Speaker #1: Core revenue was $2.8 million in the fourth quarter, a 2.1% decrease from the linked period, and $11.4 million for the year compared to $5.5 million in 2020.

Speaker #1: For the year over year increase in part was due higher revenue in the first half to of 2025 , following the surrender and redeploy strategy , we executed last January .

Speaker #1: The carrier's late June redemption of the surrendered policy proceeds, we originally expected. Third and fourth quarter income to each be approximately $275,000, less than the level reported in the second quarter.

Speaker #1: However , results exceeded expectations given the performance of the underlying policies . Accordingly expect , we income to normalize in 2026 to approximately 10.5 million on a full year basis .

Jack Plants: Accordingly, we expect COLI income to normalize in 2026 to approximately $10.5 million on a full year basis. Full year investment advisory income of $11.7 million was an increase of $1 million, or over 9% from 2024. Courier Capital experienced positive net flows, as new business and market-driven gains offset outflows, pushing AUM to $3.6 billion at year-end, up $500.4 million, or 16% from one year prior. Courier Capital is one of the largest RIAs in our region, providing customized investment management, retirement planning, and consulting services for mass affluent and high-net-worth individuals and families, businesses, institutions, and foundations. We look forward to continuing to nurture its growth and are targeting a low to mid-single digit increase in investment advisory income in 2026, which is partly dependent on market conditions.

Accordingly, we expect COLI income to normalize in 2026 to approximately $10.5 million on a full year basis. Full year investment advisory income of $11.7 million was an increase of $1 million, or over 9% from 2024. Courier Capital experienced positive net flows, as new business and market-driven gains offset outflows, pushing AUM to $3.6 billion at year-end, up $500.4 million, or 16% from one year prior. Courier Capital is one of the largest RIAs in our region, providing customized investment management, retirement planning, and consulting services for mass affluent and high-net-worth individuals and families, businesses, institutions, and foundations. We look forward to continuing to nurture its growth and are targeting a low to mid-single digit increase in investment advisory income in 2026, which is partly dependent on market conditions.

Speaker #1: year investment Full advisory income of 11.7 million was an increase of 1 million for over 9% from 2020 . For career capital experienced positive net flows as new business and market driven gains offset outflows , pushing AUM to 3.6 billion at year end .

Speaker #1: A 500.4 million for 16% from one year prior . Career capital is one of the largest Rias in our region , providing customized investment management , retirement planning and consulting services for mass affluent and high net worth individuals and families .

Speaker #1: Businesses , institutions and foundations . We look forward to continuing to nurture its growth and are targeting a low to mid single digit increase in investment advisory income in 2026 , which is partly dependent on market conditions .

Jack Plants: Commercial back-to-back swap activity was again strong in the quarter, with associated fee income of $1.1 million, up $463,000, or more than 31% from the third quarter. Full year 2025 swap fee income of $2.5 million was up $1.8 million from the prior year. We expect swap fees to moderate to a range between $1 and 2 million dollars, which is more in line with the 2022 and 2023 levels experienced. We reported quarterly non-interest expense of $36.7 million, compared to $35.9 million in the third quarter, reflecting accruals for performance-related incentive compensation in the fourth quarter of 2025.

Commercial back-to-back swap activity was again strong in the quarter, with associated fee income of $1.1 million, up $463,000, or more than 31% from the third quarter. Full year 2025 swap fee income of $2.5 million was up $1.8 million from the prior year. We expect swap fees to moderate to a range between $1 and 2 million dollars, which is more in line with the 2022 and 2023 levels experienced. We reported quarterly non-interest expense of $36.7 million, compared to $35.9 million in the third quarter, reflecting accruals for performance-related incentive compensation in the fourth quarter of 2025.

Speaker #1: Commercial BAC to back swap again strong in the quarter , activity was with associated fee income of 1.1 million , up 263,000 . More than 31% from the third quarter .

Speaker #1: year 2025 Full swap fee income of 2.5 million was up 1.8 million from the prior year . We expect swap fees to moderate to a range between 1 and $2 million , which is more in line with the 2022 and 2023 levels .

Speaker #1: Experience reported quarterly . expense of Non-interest 36.7 million , compared to 35.9 million in the third quarter , reflecting accruals for performance related incentive compensation in the fourth quarter of 2025 .

Jack Plants: Full year expense was $142 million, compared to $178.9 million in 2024, where results were impacted by the previously disclosed fraud event, and auto lending settlement. The year-over-year increase in salaries and benefits expense was driven in part by higher claims activity in our self-funded medical plan, as we have discussed throughout much of 2025. We expect the higher claims trend to continue into 2026, and the higher run rate is reflected in our 2026 expense guidance. Higher occupancy and equipment expense also contributed to the variance, and primarily reflects the ATM conversion and upgrade project that we completed in 2025. Prudent expense management remains a top priority, reflecting our commitment to maintaining the positive operating leverage we've achieved.

Full year expense was $142 million, compared to $178.9 million in 2024, where results were impacted by the previously disclosed fraud event, and auto lending settlement. The year-over-year increase in salaries and benefits expense was driven in part by higher claims activity in our self-funded medical plan, as we have discussed throughout much of 2025. We expect the higher claims trend to continue into 2026, and the higher run rate is reflected in our 2026 expense guidance. Higher occupancy and equipment expense also contributed to the variance, and primarily reflects the ATM conversion and upgrade project that we completed in 2025. Prudent expense management remains a top priority, reflecting our commitment to maintaining the positive operating leverage we've achieved.

Speaker #1: Full year expense was 142 million , compared to 178.9 million in 2024 . When results were impacted by the previously disclosed fraud event and auto lending settlements .

Speaker #1: The year over year increase in salaries and benefits expense was driven in part by higher claims activity and our self-funded medical plan . As we have discussed throughout much of 2025 , we expect the higher claims trend to continue into 2026 .

Speaker #1: And the higher run rate is reflected in our 2026 expense guidance. Higher occupancy and equipment expense also contributed to the variance and primarily reflects the conversion and upgrade completed project at ATM we in 2025.

Speaker #1: Prudent expense management remains a top priority , reflecting our commitment to maintaining the positive operating leverage we've achieved . We are targeting low single digit noninterest expense growth in 2026 , primarily driven by a mid-single digit increase in salaries and benefits , reflecting the full impact of investments made in talent during the year and annual merit based increases .

Jack Plants: We are targeting low single-digit non-interest expense growth in 2026, primarily driven by a mid-single-digit increase in salaries and benefits, reflecting the full impact of investments made in talent during the year and annual merit-based increases. The 2026 effective tax rate is expected to be between 16.5 to 17.5 percent, including the impact of the amortization of tax credit investments placed in service in recent years. This is down from the 18 percent we reported in 2025, primarily due to the taxable COLI surrender and redeploy transaction executed during the year. We are budgeting full year net charge-offs of 25 to 35 basis points of average loans. While our experience in recent years has been lower than this, including the 24 basis points we reported in 2025, we are being conservative with our outlook at this time.

We are targeting low single-digit non-interest expense growth in 2026, primarily driven by a mid-single-digit increase in salaries and benefits, reflecting the full impact of investments made in talent during the year and annual merit-based increases. The 2026 effective tax rate is expected to be between 16.5 to 17.5 percent, including the impact of the amortization of tax credit investments placed in service in recent years. This is down from the 18 percent we reported in 2025, primarily due to the taxable COLI surrender and redeploy transaction executed during the year. We are budgeting full year net charge-offs of 25 to 35 basis points of average loans. While our experience in recent years has been lower than this, including the 24 basis points we reported in 2025, we are being conservative with our outlook at this time.

Speaker #1: In 2026 , effective tax rate is expected to be between 16.5 to 17.5% , including the impact of the amortization of tax credit investments placed in service in recent years .

Speaker #1: This is down from the 18% we reported in 2025 , primarily due to the taxable coli surrender and redeploy transaction executed during the year You're budgeting .

Speaker #1: full year net charge offs of 25 to 35 basis points of average loans . While our experience in recent years has been lower than this , including the 24 basis points we reported in 2025 , we are being conservative with our outlook at this time .

Jack Plants: As a reminder, we finished 2025 with an ACL total loans ratio of 102 basis points, a coverage ratio that is aligned with our credit risk framework. That concludes my guidance for 2026. I'll now turn the call back to Marty.

As a reminder, we finished 2025 with an ACL total loans ratio of 102 basis points, a coverage ratio that is aligned with our credit risk framework. That concludes my guidance for 2026. I'll now turn the call back to Marty.

Speaker #1: As a reminder , we finished 2025 with an ACL . Total loans ratio of 102 basis points , a coverage ratio that is aligned with our credit risk framework .

Speaker #1: That concludes my guidance for 2026 . I'll now turn the call back to Marty . Thanks , Jack . We're proud of the progress our team has made and confident in our ability to execute on our strategic plan .

Marty Birmingham: Thanks, Jack. We're proud of the progress our team has made and confident in our ability to execute on our strategic plan. As we look ahead, we are focused on organic credit discipline growth centered on deep relationships, prudent management of expenses, balancing people and technology investments with a firm commitment to positive operating leverage, and continuing to build a strong capital position that supports our efforts to deliver meaningful long-term value to shareholders. As a small cap financial holding company, primarily serving Upstate New York, we believe our size, scale, and market position create distinctive advantages, both competitively and as an investment opportunity. Having simplified our business and strengthened our balance sheet over the last 24 months, we are intently focused on driving sustainable growth through our community bank and wealth management firm.

Speaker #1: we look ahead , we As are focused on organic credit discipline , growth centered on deep relationships , prudent management of expenses , balancing people and technology investments with a firm commitment to positive operating leverage and continuing to build a strong capital position that supports our efforts to deliver meaningful , term long value to shareholders .

Speaker #1: As a small cap , financial holding company primarily serving New upstate York , we believe our size , scale and market position create advantages distinctive both competitively and as an investment opportunity .

Speaker #1: Having simplified our business and strengthened our balance sheet over the last 24 months, we are intently focused on driving sustainable growth through our community bank and wealth management firm.

Marty Birmingham: With more than $6 billion in assets on our balance sheet and another $3.6 billion under advisement, our size and scale are differentiators. Our deep roots and long history, going back more than 200 years in some of our legacy markets, are complemented by exciting growth opportunities in the metros of Buffalo, Rochester, and Syracuse, and supplemented by the high returns of our Mid-Atlantic team. We look forward to delivering organic growth in support of profitability and high-quality earnings that we believe support a higher multiple. I'd like to thank you for your attention this morning. That concludes our prepared remarks. Operator, please open the call for questions.

With more than $6 billion in assets on our balance sheet and another $3.6 billion under advisement, our size and scale are differentiators. Our deep roots and long history, going back more than 200 years in some of our legacy markets, are complemented by exciting growth opportunities in the metros of Buffalo, Rochester, and Syracuse, and supplemented by the high returns of our Mid-Atlantic team. We look forward to delivering organic growth in support of profitability and high-quality earnings that we believe support a higher multiple. I'd like to thank you for your attention this morning. That concludes our prepared remarks. Operator, please open the call for questions.

Speaker #1: With more than $6 billion in assets on our balance sheet and another 3.6 billion under advisement , size and our scale are differentiators .

Speaker #1: Our deep roots and long history, going back more than 200 years, and some of our legacy markets are complemented by exciting growth opportunities in the metros of Buffalo, Rochester, and Syracuse, and supplemented by the high returns of our Mid-Atlantic team.

Speaker #1: We look forward to delivering organic growth in support of profitability and high-quality earnings that we believe support a higher multiple. I'd like to thank you for your attention this morning.

Speaker #1: That concludes our prepared remarks . Operator , please open for the call questions .

Operator: Thank you. To ask a question, please press star followed by one on your telephone keypad now. If you change your mind, please press star followed by two. When preparing to ask your question, please ensure your device is unmuted locally. The first question comes from Damon DelMonte from KBW. Your line is now open. Please go ahead.

Speaker #2: Thank you . To ask a question , please press star , followed by one on your telephone keypad . Now , if you change your mind , please press star , followed by two .

Speaker #2: When preparing to ask your question , please ensure your device is unmuted locally . The first question comes from Damon Delmonte from KBW .

Speaker #2: Your line is now open . Please go ahead .

Damon DelMonte: Hey, good morning, everyone. Hope you're all doing well today. Thanks for taking my questions. First question, just wanted to start off on the margin. Jack, I appreciate the guidance here. Just kind of curious, as far as, like, your expected cadence of the margin over the course of the year. I mean, is there a little bit of step down from where we ended 25 before we kind of grind up higher over the course of the year, or are there other variables in play?

Speaker #3: , good morning Hey everyone . all doing Hope you're well today . Thanks for taking my questions . , just First question start off on the margin .

Speaker #3: Jack, I appreciate the guidance here. Just kind of, as far as you're curious, what is the expected cadence of the margin over the course of the year?

Speaker #3: I mean , is there bit a little of a step down from where we ended 25 before we kind of grind up higher over the course of the year ?

Speaker #3: Or are there other variables at play ?

Jack Plants: Thanks, Damon. So when we ended the year, December margin was at about 3.56, and that was impacted partially by the sub debt raise that we did mid-month, and then the retirement of the $65 million of the two outstanding facilities didn't occur until mid-January. So margin was impacted by about six basis points on a monthly basis because of that. You know, after that retirement that occurred in the middle of January, we can see margins start to expand, you know, incrementally on a monthly basis throughout the year.

Speaker #1: Thanks , Damon . So when we the ended year , December margin was at about 356 and that was partially by impacted the subnet race that we did mid month .

Speaker #1: And then the retirement of the $65 million on the two outstanding facilities didn't occur until mid-January. So margin was impacted by about six basis points on a monthly basis.

Speaker #1: Because of that , after that retirement that occurred in the middle of January , we can we can see margins start to expand incrementally on a monthly basis throughout the year .

Damon DelMonte: Got it. Okay. That's helpful. Thank you. And then, I guess, staying on the margin topic, you know, I know your guidance doesn't contemplate any rate cuts, but if we do have a 25 basis point cut, could you just remind us how you expect the margin to respond in the near term?

Speaker #3: Got it . Okay . That's helpful . Thank you . And then I guess staying on the margin topic , you know , I know your guidance doesn't contemplate any any rate cuts .

Speaker #3: But if we do have a 25 basis point cut , could you just remind us how you expect the margin to respond in the near term ?

Jack Plants: Yeah, I think we've demonstrated the ability to reprice deposits pretty aggressively. So as you saw in December, there was a modest amount of margin compression. Absent the sub debt repricing, margin would have been largely... Or sorry, the sub debt issuance, margin would have been largely flat in the fourth quarter. So I think that our guidance holds up, if we saw 25 basis points of rate adjustment.

Speaker #1: I think we've demonstrated the ability to reprice deposits pretty aggressively . So as we saw in December , there was a modest amount of margin compression absent the subnet repricing margin would have been largely or sorry , the subnet issuance margin would have been largely flat in the fourth quarter .

Speaker #1: So I think that our guidance holds up . If we saw a 25 basis points of rate adjustment .

Damon DelMonte: Got it. Okay. And then with regards to the outlook for loan growth, I think, Marty, in your prepared comments, you, you indicated that the indirect auto portfolio will likely trend lower this quarter, and the growth would be driven on the commercial side. I guess, first, what's the, is it an intentional runoff on the indirect auto? And then secondly, you know, do you feel better about your C&I prospects or your CRE prospects for the growth? Thanks.

Speaker #3: Got it . Okay . And then with regards to the outlook for loan growth think Marty , in your , I prepared comments , you indicated that the indirect auto portfolio will likely trend lower this quarter and the growth would be driven on the commercial side .

Speaker #3: I guess first , what's the is it an intentional run off on the indirect auto and then secondly , you know , do you feel better about your CNI prospects or your CRE prospects for the growth ?

Marty Birmingham: So we have been being very intentional with the management of the outstandings of our indirect portfolio, Damon. So yes, that's where, how we're planning to drive, you know, our footings in that portfolio in terms of what Jack talked about and our outlook for it. And relative to commercial, we've had a very strong year in 2025. We had a very strong Q4 with closings. Our pipeline has consistently been around, for the company, around $700 billion-ish for the last several years, and we see good opportunity geographically in Upstate New York, and we see it kind of being equal weighted relative to C&I and CRE.

Speaker #3: Thanks .

Speaker #1: So we have been being very intentional with the management of the outstandings of our indirect portfolio . Damon . So , yes , that's where how we're planning to to drive our footings in that portfolio in terms of Jack what talked about and our for it .

Speaker #1: Outlook and relative to commercial, we've had a very strong year. In had a 25. We very strong fourth quarter with closings.

Speaker #1: Our pipeline is consistently been around for the company around 700 million ish for the last several years . And we see good opportunity geographically in upstate New York .

Speaker #1: And we see it kind of being weighted equal relative to CNI and CRE . I think we've seen an increase in confidence in our borrowers of all types and sizes .

Marty Birmingham: I think we've seen an increase in confidence of, in our borrowers of all types and sizes, small business, CRE, and C&I, starting in the early Q1 of 2025 and really continuing at this point. So I think as Jack commented, it's going to be a little bit lumpy, and our timing will probably be towards the back half of the year in terms of the materialization of loan production and commercial.

I think we've seen an increase in confidence of, in our borrowers of all types and sizes, small business, CRE, and C&I, starting in the early Q1 of 2025 and really continuing at this point. So I think as Jack commented, it's going to be a little bit lumpy, and our timing will probably be towards the back half of the year in terms of the materialization of loan production and commercial.

Speaker #1: Small business CRE and CNI , starting in the early first quarter of 25 . And and really continuing this at point . So I think as Jack commented , it's going to be a little bit lumpy and our timing will probably be towards the back half of the year in terms of the material ization of loan production and commercial .

Jack Plants: Yeah, just add a little color on the equal weighting there. That'd be on a percentage basis, Damon. So, you know, CRE having a larger portfolio, we'd anticipate, you know, some more balance sheet growth in the CRE portfolio versus C&I, but both are continued drivers of growth, as is the small business lending unit.

Speaker #1: Yeah , just just to add a little color on the equal weighting there , that would be on a percentage basis . Damon .

Speaker #1: So cre having a larger portfolio , we'd anticipate some more balance sheet growth in the CRE portfolio versus CNI . But both are continuing drivers of growth , as is the small business lending unit .

Damon DelMonte: Got it. Okay, great. And then if I could just sneak one more in. Nice to see some share buyback during the quarter. Just curious, you know, on your thoughts, going forward into 2026. It seems like the shares are probably still attractive at these levels, but just curious on your thoughts.

Speaker #3: Got it . Okay , great . And then if I could just sneak one more in . Nice to see some share buyback during the quarter .

Speaker #3: curious Just your thoughts on going forward into 26 . It seems like the shares are probably still attractive at these levels , but just curious on your thoughts .

Marty Birmingham: So I think we're very pleased with what -- how we were able to execute in Q4. I think it's fundamental, you know, as we think about it, one of our constraints is our Common Equity Tier 1 at 11%.... and, you know, we were able to buy back 337,000 shares. I think the earn back was a year or less, and, it remains attractive capital allocation option for us. We did, as we shared, roll over our sub debt, and we borrowed an incremental $15 million, so that could provide some opportunity for us. But, as I say, we want to be judicious relative to our constraint capital, relative to CET1.

Speaker #1: So I think we're very pleased with what how we were able to execute in the fourth quarter . I think it's fundamental . You know , as we think about it , one of our our constraints is common equity tier one at 11% .

Speaker #1: And , you know , we were able to buy back 337,000 I shares . think the the earned back was a year or less .

Speaker #1: And remains . Capital allocation attractive option for us . We did is we shared roll over our sub debt and we borrowed an incremental 15 million so that could provide some opportunity for us .

Speaker #1: But as I say , we want to be judicious relative our to constraint capital city one .

Damon DelMonte: Great. Thank you very much for answering my questions.

Speaker #3: very much Great . Thank you for answering my questions .

Marty Birmingham: Thanks, Damon.

Speaker #1: Thanks , Damon .

Operator: Thank you. As a reminder, to ask a question, please press star followed by one on your telephone keypad now. The next question comes from Manuel Navas from Piper Sandler. Your line is now open. Please go ahead.

Speaker #2: Thank you . As a reminder to ask a question , please press star one on your telephone followed by keypad . Now , the next question comes from Manuel Navas from Piper Sandler .

Speaker #2: Your line is now open. Please go ahead.

Manuel Navas: Hey, good morning. Just wanted to, I appreciate the ROA improvement target. I just wanted to hear a little bit about potential areas for upside or downside on the ROA.

Speaker #4: Hey . Good morning . Just wanted to I appreciate the ROA improvement target . I just wanted to hear a little bit about potential areas for upside or downside on the ROA .

Jack Plants: Yeah, Manuel, this is Jack. I guess one of the areas that could push on ROA is, you know, accelerated pace of asset originations. But I think we're, you know, pretty prudent in our model as far as where we're focusing our growth. We have pretty strong pricing constraints out there. While we remain competitive, we do prioritize profitability over growth, but fairly comfortable with the ROA guidance, ROA guidance that we put out.

Speaker #1: Maybe Jack . . Well , this is I guess one of the areas that could push on ROA is , you know pace of , accelerated asset originations .

Speaker #1: But I think we're , you know , pretty prudent in our model as far as where we're focusing our growth . We have pretty strong pricing constraints out there .

Speaker #1: While we are competitive, we do prioritize profitability over growth. But we're fairly comfortable with the ROA guidance that we put out.

Manuel Navas: That's great. And with the going back to the pace of buybacks for a moment, if growth is a little bit more back half of the year, does that mean you might have a little bit more buybacks in the first half of the year? Is that a reasonable assumption? How does that work with your progression of growth across the year?

Speaker #4: That's great . And with the going back to the of pace buybacks for a moment , if growth is a little bit more back half the year , does that mean you might have a little bit more buybacks in the first half of the year ?

Speaker #4: Is that reasonable assumption ? How does that work with your progression of across the year growth ?

Jack Plants: Yeah, as Marty mentioned, we raised $15 million of additional liquidity through the December sub debt offering and deployed a portion of that throughout December. There's still some liquidity available from that issuance. On the Common Equity Tier 1 side, the low mark for us is 11%. That's basically where my threshold is, where I don't want to break below. We ended the year at 11.1%, and we're projected to add another 40 to 50 basis points of CET1. So we have capacity to continue to execute on that additional liquidity.

Speaker #1: As Yeah . Marty mentioned , we we raised $15 million of additional liquidity through the December offering . And deployed a portion of that throughout December .

Speaker #1: There's still some liquidity available from that issuance on the common equity tier one side. The low mark for us is 11%.

Speaker #1: That's basically where my my threshold is , where I don't want to break below the end of the year . A 11.1% . And we're looking to add another 40 to 50 basis points of Cet1 .

Speaker #1: So, we have capacity to continue to execute on that additional liquidity.

Manuel Navas: Okay. And then, with the deposit targets, there's a little bit of seasonality in the Q1. Just kind of, how do the deposit pipelines appear so far? Can you talk in greater depth about any of the initiatives that you have to kind of generate that low single digits for the year? And then I'll step back into the queue.

Speaker #4: Okay. And then with the deposit targets, there's a little bit of seasonality in the first quarter. Just kind of, how do deposit pipelines appear so far?

Speaker #4: Can you talk in about any initiatives that have of the greater depth you to kind of generate that low single digits for the year ?

Speaker #4: And then I'll step back into the queue.

Jack Plants: Yeah, this is Jack. I can take that one again. So, as we mentioned in the call, we're focused mainly on core deposit acquisition, so that's DDA, savings, now accounts. We're really projecting our money market and time deposits to remain flattish throughout the rest of the year. So that growth in those core deposits kind of comes along with the inflow of loans and spread throughout the year. So I wouldn't expect much volatility outside of the seasonal flows we have from public deposits. And then as far as initiatives are concerned, you know, in the past year or so, we've spoke about the success of our treasury management offering on the commercial side, and commercial deposit growth was a success for 2025. We expect to continue that momentum in 2026.

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Q4 2025 Financial Institutions Inc Earnings Call

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Q4 2025 Financial Institutions Inc Earnings Call

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