Q2 2026 Community Financial Sytem Inc Earnings Call

July 28, 2026

Speaker #1: Good day, and welcome to the Community Financial Systems, Inc. second quarter 2026 earnings conference call. All participants will be in listen-only mode. Should you need assistance, please signal a conference specialist by pressing the star key, followed by zero.

Operator: Good day, and welcome to the Community Financial System, Inc. Q2 2026 Earnings Conference Call. All participants will be in a listen-only mode. Should you need assistance, please signal a conference specialist by pressing the star key followed by zero. After today's presentation, there will be an opportunity to ask questions. To ask a question, you may press star then one on a touch-tone phone. To withdraw your question, please press star then two. Please note that this event is being recorded. Discussion may contain forward-looking statements within the provisions of the Private Securities Litigation Reform Act of 1995 that are based on current expectations, estimates, and projections about the industry, markets, and economic environment in which the company operates. These statements involve risks and uncertainties that could cause actual results to differ materially from the results discussed.

Operator: Good day, and welcome to the Community Financial System, Inc Q2 2026 Earnings Conference Call. All participants will be in a listen-only mode. Should you need assistance, please signal a conference specialist by pressing the star key followed by zero. After today's presentation, there will be an opportunity to ask questions. To ask a question, you may press star then one on a touch-tone phone. To withdraw your question, please press star then two. Please note that this event is being recorded. Discussion may contain forward-looking statements within the provisions of the Private Securities Litigation Reform Act of 1995 that are based on current expectations, estimates, and projections about the industry, markets, and economic environment in which the company operates. These statements involve risks and uncertainties that could cause actual results to differ materially from the results discussed.

Speaker #1: After today's presentation, there will be an opportunity to ask questions. To ask a question, you may press star, then 1, on a touchtone phone.

Speaker #1: To withdraw your question, please press star, then 2. Please note that this event is being recorded, and discussion may contain forward-looking statements within the provisions of the Private Securities Litigation Reform Act of 1995, which are based on current expectations, estimates, and projections about the industry, markets, and economic environment in which the company operates.

Speaker #1: These statements involve risks and uncertainties that could cause actual results to differ materially from the results discussed. Refer to the company's SEC filings, including the Risk Factors section, for more details.

Operator: Refer to the company's SEC filings, including the Risk Factors section for more details. Discussion may also include reference to certain non-GAAP financial measures. Reconciliations of these non-GAAP measures to the most directly comparable GAAP measures can be found in the company's earnings release. I would now like to turn the conference over to Dimitar Karaivanov, President and CEO. Please go ahead.

Speaker #1: Discussion may also include reference to certain non-GAAP financial measures, reconciliations of these non-GAAP measures to the most directly comparable GAAP measures can be found in the company's earnings release.

Speaker #1: I would now like to turn the conference over to Dimitar Karaivanov, President and CEO. Please go ahead.

Speaker #2: Thank you, Betsy. Good morning, everyone. Thank you for joining us today. This was another consecutive record quarter which I would classify as solid, with continued expansion and interest income strongly performing in banking employee benefits and wealth management, managed recurring run rate expenses.

Dimitar A. Karaivanov: Thank you, Betsy. Good morning, everyone. Thank you for joining us today. This was another consecutive record quarter, which I would classify as solid, with continued expansion in net interest income, strong fee performance in banking, employee benefits, and wealth management, managed recurring run rate expenses. Both credit and liquidity remain top-tier. Insurance revenues were short of expectations. We also had a few expense items which we do not consider recurring. I'm particularly encouraged by the continued client and talent acquisition momentum across all of our markets in banking, the new product launches and growing capabilities in our employee benefits business, the above-market results in our wealth management business, and the addition of ClearPoint. Clearly, insurance will be challenged this year and fall short of our expectations. That is driven by meaningfully lower contingencies, soft premium markets, also some organic challenges.

Dimitar Karaivanov: Thank you, Betsy. Good morning, everyone. Thank you for joining us today. This was another consecutive record quarter, which I would classify as solid, with continued expansion in net interest income, strong fee performance in banking, employee benefits, and wealth management, managed recurring run rate expenses. Both credit and liquidity remain top-tier. Insurance revenues were short of expectations. We also had a few expense items which we do not consider recurring. I'm particularly encouraged by the continued client and talent acquisition momentum across all of our markets in banking, the new product launches and growing capabilities in our employee benefits business, the above-market results in our wealth management business, and the addition of ClearPoint. Clearly, insurance will be challenged this year and fall short of our expectations. That is driven by meaningfully lower contingencies, soft premium markets, also some organic challenges.

Speaker #2: Both credit and liquidity remained top-tier. Insurance revenues were short of expectations, and we also had a few expense items which we do not consider recurrent.

Speaker #2: I'm particularly encouraged by the continued client and talent acquisition momentum across all of our markets in banking, the new product launches and growing capabilities in our employee benefits business, the above-market results in our wealth management business, and the addition of ClearPoint.

Speaker #2: Clearly, insurance will be challenged this year and fall short of our expectations. That is driven by meaningfully lower contingencies, self-premium market, and also some organic challenges.

Speaker #2: However, you will notice that we had a nice gain of over $3 million on an investment during the quarter, and that's related to an insurance investment.

Dimitar A. Karaivanov: However, you will notice that we had a nice gain of over $3 million on an investment during the quarter that is related to an insurance investment. Great example of the optionalality associated with our presence in the broader insurance space. We made more than five times our money in this particular situation. We are also looking at a very strong pipeline of M&A opportunities in insurance, which may put us on a nice track for 2027 revenue expansion. A couple of items of note. First, an update on our de novo efforts. We finished Q2 right around the $240 million in deposits across our de novos.

Dimitar Karaivanov: However, you will notice that we had a nice gain of over $3 million on an investment during the quarter that is related to an insurance investment. Great example of the optionalality associated with our presence in the broader insurance space. We made more than five times our money in this particular situation. We are also looking at a very strong pipeline of M&A opportunities in insurance, which may put us on a nice track for 2027 revenue expansion. A couple of items of note. First, an update on our de novo efforts. We finished Q2 right around the $240 million in deposits across our de novos.

Speaker #2: Great example of the optionality associated with our presence in the broader insurance space. We made more than five times our money in this particular situation.

Speaker #2: We're also looking at a very strong pipeline of M&A opportunities in insurance, which may put us on a nice track for 2027 revenue expansion.

Speaker #2: A couple of items of note. First, an update on our de novo efforts. We finished the second quarter right around $140 million in deposits across our de novos.

Speaker #2: Between the de novos and our acquisition of the Santander branches in the Lehigh Valley, we expect to end the year at approximately $700 million of new, additive funding in our growth expansion markets, and are quickly putting that to work in quality loans.

Dimitar A. Karaivanov: Between the de novos and our acquisition of the Santander branches in the Lehigh Valley, we expect to end the year at approximately $700 million of new additive funding in our growth expansion markets and are quickly putting that to work in quality loans. That is right in line with our strategic plan. You will notice that even with this sizable aggregate addition of deposits that were priced higher than our legacy ones, our overall cost of deposits continued to come down, hopefully directly addressing some prior concerns. Second, we spent a fair amount of time talking about our commercial banking business and the success there, here is a data point on the terrific things that our mortgage team is doing as well.

Dimitar Karaivanov: Between the de novos and our acquisition of the Santander branches in the Lehigh Valley, we expect to end the year at approximately $700 million of new additive funding in our growth expansion markets and are quickly putting that to work in quality loans. That is right in line with our strategic plan. You will notice that even with this sizable aggregate addition of deposits that were priced higher than our legacy ones, our overall cost of deposits continued to come down, hopefully directly addressing some prior concerns. Second, we spent a fair amount of time talking about our commercial banking business and the success there, here is a data point on the terrific things that our mortgage team is doing as well.

Speaker #2: That is right in line with our strategic plan. You will notice that even with this sizable aggregate addition of deposits that were priced higher than our legacy ones, our overall cost of deposits continues to come down, hopefully directly addressing some prior concerns.

Speaker #2: Second, we spent a fair amount of time talking about our commercial banking business and the success there, but here's a data point on the terrific things our mortgage team is doing as well.

Speaker #2: Right now, our mortgage pipeline is at its highest point it has been for the past seven years, and as we know, this is not a booming mortgage market.

Dimitar A. Karaivanov: Right now, our mortgage pipeline is at its highest point it has been for the past seven years, as we know, this is not a booming mortgage market. As of the latest HMDA data, we are the number 2 bank originator in our footprint. Four years ago, we were number 5. Speaking of housing in our markets, based on the May 2026 data from ICE, Scranton, PA is the market with the highest increase in housing price in the United States. Rochester, New York is the second. Albany, New York is the fifth. Syracuse is the sixth. Allentown is the 14th. This is driven by inventory being down 50% compared to historical averages. Needless to say, this all bodes well for us. Third, as it relates to activity across our markets, a few data points.

Dimitar Karaivanov: Right now, our mortgage pipeline is at its highest point it has been for the past seven years, as we know, this is not a booming mortgage market. As of the latest HMDA data, we are the number 2 bank originator in our footprint. Four years ago, we were number 5. Speaking of housing in our markets, based on the May 2026 data from ICE, Scranton, PA is the market with the highest increase in housing price in the United States. Rochester, New York is the second. Albany, New York is the fifth. Syracuse is the sixth. Allentown is the 14th. This is driven by inventory being down 50% compared to historical averages. Needless to say, this all bodes well for us. Third, as it relates to activity across our markets, a few data points.

Speaker #2: As of the latest HMDA data, we're the number two bank originator in our footprint. Four years ago, we were number five. Speaking of housing in our markets, based on the May 2026 data from ICE, Scranton, PA is the market with the highest increase in housing price in the United States.

Speaker #2: Rochester, New York, is the second. Albany, New York, is the fifth. Syracuse is the sixth. Allentown is the fourteenth. This is driven by inventory being down 50% compared to historical averages.

Speaker #2: Needless to say, this all bodes well for us. Third, as it relates to activity across our markets, a few data points: four years ago, Central New York was delivering fewer than 400 new units of housing per year.

Dimitar A. Karaivanov: Four years ago, Central New York was delivering less than 400 new units of housing per year. Last year, the permits filed were over 2,400. By most estimates, we need over 3,000 to meet the housing demand. On the banking side, I have seen more discussions around multifamily and even hospitality deals in Central New York in the past six months than I have seen in the past five years cumulatively. With that said, it is still early days, it is not what is driving our growth yet. Our differentiated growth comes from market share gains across all of our footprint. There is not much of a difference in the growth rates of our regions. This past quarter was particularly strong in New England and Pennsylvania. Looking at the pipeline, I expect virtually all regions to have strong H2.

Dimitar Karaivanov: Four years ago, Central New York was delivering less than 400 new units of housing per year. Last year, the permits filed were over 2,400. By most estimates, we need over 3,000 to meet the housing demand. On the banking side, I have seen more discussions around multifamily and even hospitality deals in Central New York in the past six months than I have seen in the past five years cumulatively. With that said, it is still early days, it is not what is driving our growth yet. Our differentiated growth comes from market share gains across all of our footprint. There is not much of a difference in the growth rates of our regions. This past quarter was particularly strong in New England and Pennsylvania. Looking at the pipeline, I expect virtually all regions to have strong H2.

Speaker #2: Last year, the permits filed were over 2,400. By most estimates, we need over 3,000 to meet the housing demand. On the banking side, I have seen more discussions around multifamily and even hospitality deals in Central New York in the past six months than I have seen in the past five years cumulatively.

Speaker #2: With that said, it is still early days, and it is not what is driving our growth yet. Our differentiated growth comes from market share gains across all of our footprint.

Speaker #2: There isn’t much of a difference in the growth rates of our regions. This past quarter was particularly strong in New England and Pennsylvania. Looking at the pipeline, I expect virtually all regions to have a strong second half of the year.

Speaker #2: We also have insurance and benefits customers seeing nice lifts in their operations from activity across all of our footprint. Lastly, our banking assets now sit at 17.4 billion, our wealth assets under management and administration sit at 17.1 billion, and our retirement assets under administration are 16.5 billion.

Dimitar A. Karaivanov: We also have insurance and benefits customers seeing nice lifts in their operations from activity across all of our footprint. Lastly, our banking assets now sit at $17.4 billion. Our Wealth Management assets under management and administration sit at $17.1 billion. Our retirement assets under administration are $16.5 billion. In other words, both our Employee Benefits and Wealth Management businesses now have a similar amount of assets in care as our banking business, which further underscores the diversification strategy of our company. You can expect continued focus and investments across all of our businesses and driving the growth of all of them in line with our previously communicated strategies. With all that said, this was a record quarter for our company, with overall operating pre-tax, pre-provision earnings up 14.9% year over year. Banking pre-tax earnings were up 13.2%. Employee Benefits pre-tax earnings were up 16.2%.

Dimitar Karaivanov: We also have insurance and benefits customers seeing nice lifts in their operations from activity across all of our footprint. Lastly, our banking assets now sit at $17.4 billion. Our Wealth Management assets under management and administration sit at $17.1 billion. Our retirement assets under administration are $16.5 billion. In other words, both our Employee Benefits and Wealth Management businesses now have a similar amount of assets in care as our banking business, which further underscores the diversification strategy of our company. You can expect continued focus and investments across all of our businesses and driving the growth of all of them in line with our previously communicated strategies. With all that said, this was a record quarter for our company, with overall operating pre-tax, pre-provision earnings up 14.9% year over year. Banking pre-tax earnings were up 13.2%. Employee Benefits pre-tax earnings were up 16.2%.

Speaker #2: In other words, both our employee benefits and wealth management businesses now have a similar amount of assets and care as our banking business, which further underscores the diversification strategy of our company.

Speaker #2: You can expect continued focus and investments across all of our businesses, and driving the growth of all of them in line with our previously communicated strategies.

Speaker #2: With all of that said, this was a record quarter for our company, with overall pre-tax, pre-provision operating earnings up 14.9% year over year.

Speaker #2: Banking pre-tax earnings were up 13.2%. Employee benefits pre-tax earnings were up 16.2%. Wealth management pre-tax earnings were up 46.5%. Insurance was down 10.8% year over year.

Dimitar A. Karaivanov: Wealth Management pre-tax earnings were up 46.5%, and insurance was down 10.8% year over year. More importantly, our trajectory remains very attractive, and we expect acceleration in results across all of our businesses in the H2 of the year. As a reminder, in the Q4, we begin unshackling ourselves from the weight of our securities portfolio as we start getting back meaningful cash flows, which should provide a nice tailwind into future quarters. I will now pass it to Marya for more color on the numbers and our updated guidance. Marya?

Dimitar Karaivanov: Wealth Management pre-tax earnings were up 46.5%, and insurance was down 10.8% year over year. More importantly, our trajectory remains very attractive, and we expect acceleration in results across all of our businesses in the H2 of the year. As a reminder, in the Q4, we begin unshackling ourselves from the weight of our securities portfolio as we start getting back meaningful cash flows, which should provide a nice tailwind into future quarters. I will now pass it to Marya for more color on the numbers and our updated guidance. Marya?

Speaker #2: More importantly, our trajectory remains very attractive and we expect acceleration in results across all of our businesses in the second half of the year.

Speaker #2: As a reminder, in the fourth quarter, we began unshackling ourselves from the weight of our securities portfolio as we started getting back meaningful cash flows.

Speaker #2: Which should provide a nice tailwind into future quarters. I will now pass it to Mariah for more color on the numbers and our updated guidance.

Speaker #2: Mariah?

Speaker #3: Thank you, Dimitar. Good morning, all. As Dimitar noted, the company's second quarter performance was solid. Gap earnings per share of $1.16 increased 19 cents, or 19.6%, from the second quarter of the prior year, and increased 8 cents, or 7.4%, from linked first quarter results.

Marya Burgio Wlos: Thank you, Dimitar. Good morning, all. As Dimitar noted, the company's Q2 performance was solid. GAAP earnings per share of $1.16 increased $0.19, or 19.6%, from the Q2 of the prior year and increased $0.08, or 7.4%, from linked Q1 results. Operating earnings per share and operating pre-tax, pre-provision net revenue per share were record quarterly results for the company. Operating earnings per share were $1.16 in the Q2 as compared to $1.04 one year prior and $1.15 in the linked Q1. Q2 operating PPNR per share of $1.62 increased $0.21 from one year prior and increased $0.01 on a linked quarter basis. These record operating results were driven by a new quarterly high for net interest income. The company's net interest income was $139.1 million in the Q2.

Speaker #3: Operating earnings per share and operating pre-tax pre-provision net revenue per share were record quarterly results for the company. Operating earnings per share were $1.16 in the second quarter, as compared to $1.04 one year prior and $1.15 in the linked first quarter.

Speaker #3: Second quarter operating PP&R per share of $1.62 increased 21 cents from one year prior, and increased 1 cent on the linked quarter basis. These record operating results were driven by a new quarterly high for net interest income.

Speaker #3: The company's net interest income was $139.1 million in the second quarter. This represents a $4.4 million, or 3.3%, increase over the linked first quarter, and a $14.4 million, or 11.5%, improvement over the second quarter of 2025. This marks the ninth consecutive quarter of net interest income expansion.

Marya Burgio Wlos: This represents a $4.4 million, or 3.3%, increase over the linked Q1 and a $14.4 million, or 11.5%, improvement over the Q2 of 2025 and marks the ninth consecutive quarter of net interest income expansion. The company's fully tax-equivalent net interest margin increased 4 basis points from 3.45% in the linked Q1 to 3.49% in the Q2, reflective of lower funding costs. During the quarter, the company's cost of funds was 1.18%, a decrease of 2 basis points from the prior quarter, primarily driven by lower deposit costs. Operating non-interest revenues increased $4.8 million or 6.4% compared to the prior year's Q2 and increased $0.3 million or 0.4% from the linked Q1.

Speaker #3: The company's fully tax-equivalent net interest margin increased four basis points from 3.45% in the linked first quarter to 3.49% in the second quarter, reflecting lower funding costs.

Speaker #3: During the quarter, the company's cost of funds was 1.18%, a decrease of two basis points from the prior quarter, primarily driven by lower deposit costs.

Speaker #3: Operating non-interest revenues increased 4.8 million or 6.4% compared to the prior year's second quarter and increased 0.3 million or 0.4% from the linked first quarter.

Speaker #3: The increase in operating non-interest revenues compared to the second quarter of 2025 was reflective of increases in employee benefits services, both management services and banking non-interest revenues, partially offset by a decrease in insurance services non-interest revenues due to a softer insurance market and lower organic growth.

Marya Burgio Wlos: The increase in operating non-interest revenues compared to Q2 2025 was reflective of increases in employee benefit services, wealth management services, and banking non-interest revenues, partially offset by a decrease in insurance services non-interest revenues due to a softer insurance market and lower organic growth. Operating non-interest revenues represented 36% of total operating revenues during Q2, a metric that continuously emphasizes the diversification of our businesses. The company recorded a $4.6 million provision for credit losses during Q2. This compares to $4.1 million in the prior year's Q2 and $5.6 million in the linked Q1. During Q2, the company recorded $137.7 million in total non-interest expenses, an increase of $4.7 million or 3.5% from the linked Q1 and an increase of $8.6 million or 6.7% from the prior year's Q2.

Speaker #3: Operating non-interest revenues represented 36% of total operating revenues during the second quarter, a metric that continuously emphasizes the diversification of our businesses. The company recorded a $4.6 million provision for credit losses during the second quarter; this compares to $4.1 million in the prior year's second quarter and $5.6 million in the linked first quarter.

Speaker #3: During the second quarter, the company recorded 137.7 million in total non-interest expenses, an increase of 4.7 million or 3.5% from the linked first quarter and an increase of 8.6 million or 6.7% from the prior year's second quarter.

Speaker #3: The increase from the linked first quarter was due in part to a 2.1 million increase in salaries and employee benefits, reflective of one additional payroll day and true-up of performance-based annual management incentive planned expense.

Marya Burgio Wlos: The increase from the linked Q1 was due in part to a $2.1 million increase in salaries and employee benefits, reflective of one additional payroll day and true-up of performance-based annual management incentive plan expense. $0.7 million of expenses associated with ClearPoint, as well as a one-time $0.6 million early termination charge related to a debit card processing platform conversion. $3.4 million of the increase in total non-interest expenses from Q2 2025 was attributed to salaries and employee benefits, primarily due to incremental costs associated with acquisitions in de novo bank branches opened between the periods along with the impact of annual merit-based increases.

Speaker #3: 0.7 million of expenses associated with ClearPoint, as well as a one-time 0.6 million early termination charge related to a debit card processing platform conversion.

Speaker #3: $3.4 million of the increase in total non-interest expenses from the second quarter of 2025 was attributed to salaries and employee benefits, primarily due to incremental costs associated with acquisitions and de novo bank branches opened between the periods, along with the impact of annual merit-based increases.

Speaker #3: Occupancy and equipment expenses increased 2.4 million from the prior year's second quarter driven by incremental costs associated with the opening of 16 de novo branches and three regional headquarters, along with the seven branches acquired from Santander in the prior year's fourth quarter.

Marya Burgio Wlos: Occupancy and equipment expenses increased $2.4 million from the prior year's Q2, driven by incremental costs associated with the opening of 16 de novo branches and three regional headquarters along with the seven branches acquired from Santander in the prior year's Q4. Year to date operating non-interest expenses were $261.2 million, an increase of $15.2 million or 6.2% from H1 2025. Excluding operating expenses related to acquisitions completed in the last 12 months, operating non-interest expenses increased $10.4 million or 4.2% from the same prior year period. Ending loans increased $151.6 million or 1.4% during Q2 and increased $763.7 million or 7.3% from one year prior. The increase from one year prior reflected organic growth in the overall business and consumer lending portfolios, while the increase during Q2 primarily reflected organic growth in the business lending portfolio.

Speaker #3: Year-to-date operating non-interest expenses were 261.2 million, an increase of 15.2 million or 6.2% from the first six months of 2025. Excluding operating expenses related to acquisitions completed in the last 12 months, operating non-interest expenses increased 10.4 million or 4.2% from the same prior year period.

Speaker #3: Pending loans increased $151.6 million, or 1.4%, during the second quarter, and increased $763.7 million, or 7.3%, from one year prior. The increase from one year prior reflected organic growth in the overall business and consumer lending portfolios, while the increase during the second quarter primarily reflected organic growth in the business lending portfolio.

Speaker #3: The company's ending total deposits increased $1.01 billion, or 7.4%, from one year prior and decreased $159.7 million, or 1.1%, from March 31, 2026. The decrease in total deposits during the second quarter was primarily reflective of seasonal outflows of municipal deposits.

Marya Burgio Wlos: The company's ending total deposits increased $1.01 billion or 7.4% from one year prior and decreased $159.7 million or 1.1% from 31 March 2026. The decrease in total deposits during Q2 was primarily reflective of seasonal outflows of municipal deposits. The increase in total deposits over the last 12 months included $543.7 million of deposits assumed from the Santander branch acquisition and $120.1 million of deposits assumed from the ClearPoint acquisition. Moving on to asset quality. The non-performing loans ratio increased two basis points, and the net charge-off ratio increased one basis point from the linked Q1, while the loans 30 to 89-day delinquent ratio decreased nine basis points from last Q, aligned with typical seasonal trends.

Speaker #3: The increase in total deposits over the last 12 months included $543.7 million of deposits assumed from the Santander branch acquisition and $120.1 million of deposits assumed from the ClearPoint acquisition.

Speaker #3: Moving on to asset quality, the non-performing loans ratio increased two basis points, and the net charge-off ratio increased one basis point from the linked first quarter, while the loans 30 to 89 days delinquent ratio decreased nine basis points from last quarter, aligned with typical seasonal trends. The company's allowance for credit losses was $91.7 million, or 81 basis points of total loans outstanding at the end of the second quarter, an increase of $1.5 million during the quarter.

Marya Burgio Wlos: The company's allowance for credit losses was $91.7 million or 81 basis points of total loans outstanding at the end of Q2, an increase of $1.5 million during the quarter. The increase was primarily attributed to reserve building in the business lending portfolio. The allowance for credit losses at the end of Q2 represented eight times the company's trailing 12-month net charge-off. We are pleased with the Q2 results, which reinforces our commitment to expand operating leverage and scale as a diversified financial services company. Looking forward, we believe the company's diversified revenue profile, strong liquidity, and historically good asset quality provide a solid foundation for continued earnings growth.

Speaker #3: The increase was primarily attributed to reserve building in the business lending portfolio. The allowance for credit losses at the end of the second quarter represented eight times the company's trailing 12-month net charge-offs.

Speaker #3: We are pleased with the second quarter results, which reinforces our commitment to expand operating leverage and scale as a diversified financial services company. Looking forward, we believe the company's diversified revenue profile, strong liquidity, and historically good asset quality provide a solid foundation for continued earnings growth.

Speaker #3: With that, I would like to provide a more detailed update to our expectations for full year 2026 as we enter into the second half of the year inclusive of the estimated impact of the completed ClearPoint acquisition.

Marya Burgio Wlos: With that, I would like to provide a more detailed update to our expectations for full year 2026 as we enter into the H2 of the year, inclusive of the estimated impact of the completed ClearPoint acquisition. We are currently expecting 5% to 6% growth in loan balances, 3% to 4% growth in deposit balances, 10% to 11% growth in net interest income, 6% to 7% growth in non-interest revenues, and a provision for credit losses in the range of $20 to 25 million. In addition, our expectation is for continued net interest margin expansion over the next 6 months, exiting 2026 in the low to mid 3.5 range. We expect modest temporary pressure in Q3 within a range of up 1 basis point to down 2 basis points, due in part to seasonally higher overnight borrowing levels.

Speaker #3: We are currently expecting five to six percent growth in loan balances. Three to four percent growth in deposit balances. Ten to 11 percent growth in net interest income.

Speaker #3: Six to seven percent growth in non-interest revenues, and a provision for credit losses in the range of $20 to $25 million. In addition, our expectation is for continued net interest margin expansion over the next six months, exiting 2026 in the low to mid 3.5% range. We expect modest temporary pressure in the third quarter within a range of up one basis point to down two basis points, due in part to seasonally higher overnight borrowing levels.

Speaker #3: Core non-interest expenses are expected to be in the range of $550 to $555 million, or an increase of seven to eight percent from 2025.

Marya Burgio Wlos: Core non-interest expenses are expected to be in the range of $550 to 555 million, or an increase of 7% to 8% from 2025. This includes approximately $8 to 9 million of incremental expenses associated with the branches acquired from Santander and approximately $4 to 5 million of incremental expenses associated with ClearPoint, including non-operating intangible asset amortization. These estimates do not include the impact of pending or future acquisitions. Additionally, we continue to anticipate an effective tax rate between 23% and 24%. That concludes my prepared earnings comments. Dimitar and I will now take questions. Betsy, I will turn it back to you to open the line. Thank you.

Speaker #3: This includes approximately eight to nine million of incremental expenses associated with the branches acquired from Santander and approximately four to five million of incremental expenses associated with ClearPoint, including non-operating intangible asset amortization.

Speaker #3: These estimates do not include the impact of pending or future acquisitions. Additionally, we continue to anticipate an effective tax rate between 23% and 24%.

Speaker #3: That concludes my prepared earnings comments, and Dimitar and I will now take questions. Betsy, I will turn it back to you to open the line.

Speaker #3: Thank you.

Speaker #1: We will now begin the question and answer session. To ask a question, you may press star then one on your touch tone phone. If you are using a speakerphone, please pick up your handset before pressing the keys.

Operator: We will now begin the question and answer session. To ask a question, you may press star, then one on your touch tone phone. If you are using a speakerphone, please pick up your handset before pressing the keys. If at any time your question has been addressed and you would like to withdraw your question, please press star then two. At this time, we will pause momentarily to assemble our roster. The first question today comes from Steve Moss with Raymond James. Please go ahead.

Speaker #1: If at any time your question has been addressed and you would like to withdraw your question, please press star then two. At this time, we will pause momentarily to assemble our roster.

Speaker #1: The first question today comes from Steve Moss with Raymond James. Please go ahead.

Speaker #2: Good morning.

Steve Moss: Good morning.

Speaker #4: Good morning, Steve.

Marya Burgio Wlos: Morning, Steve.

Dimitar Karaivanov: Morning, Steve.

Speaker #2: Good morning.

Speaker #4: Good morning, Dimitar. Morgan Moret here. Maybe just starting off on the competitive environment in upstate New York—good to kind of hear it sounds like there's going to be a bit of an acceleration here in overall business, including loan growth.

Dimitar A. Karaivanov: Morning.

Marya Burgio Wlos: Morning.

Dimitar A. Karaivanov: Morning, Dimitar. Morning, Marya. Maybe just starting off on the competitive environment in upstate New York. It sounds like there's going to be a bit of an acceleration here in overall businesses, including loan growth. Just kind of curious what you guys are seeing these days. Maybe where is competition more intense and where there's opportunity.

Steve Moss: Morning, Dimitar. Morning, Marya. Maybe just starting off on the competitive environment in upstate New York. It sounds like there's going to be a bit of an acceleration here in overall businesses, including loan growth. Just kind of curious what you guys are seeing these days. Maybe where is competition more intense and where there's opportunity.

Speaker #4: Just kind of curious what you guys are seeing these days. Maybe, where is competition more intense, and where is there opportunity?

Speaker #2: Yeah, thank you, Steve. As I mentioned, it's really across the footprint. I couldn't tell you that upstate is any better or different than frankly New England or Pennsylvania.

Dimitar A. Karaivanov: Yeah. Thank you, Steve.

Dimitar Karaivanov: Yeah. Thank you, Steve.

Dimitar A. Karaivanov: As I mentioned, it's really across the footprint. I couldn't tell you that upstate is any better or different than frankly, New England or Pennsylvania. It is competitive. I think our expectations are, as Marya said, 5% to 6% on the loan growth side for the year. I think we're tracking just about in that range right now, towards the higher end. We also have some H2 of last year was stronger than H1. We have different comps. It is active across the board. I would say that we've seen a little bit more competition as it relates to pricing, including some structures as well. People are really focused on putting assets on the books and, certainly, our growth could have been even higher this quarter if we had taken a similar approach.

Dimitar Karaivanov: As I mentioned, it's really across the footprint. I couldn't tell you that upstate is any better or different than frankly, New England or Pennsylvania. It is competitive. I think our expectations are, as Marya said, 5% to 6% on the loan growth side for the year. I think we're tracking just about in that range right now, towards the higher end. We also have some H2 of last year was stronger than H1. We have different comps. It is active across the board. I would say that we've seen a little bit more competition as it relates to pricing, including some structures as well. People are really focused on putting assets on the books and, certainly, our growth could have been even higher this quarter if we had taken a similar approach.

Speaker #2: It is competitive. I think that our expectations are, as Mariah said, five to six percent on the loan growth side for the year. I think we're tracking just about in that range right now, towards the higher end.

Speaker #2: But we also have some—second half of last year was stronger than the first half. So we have different comps. It is active across the board.

Speaker #2: I would say that we've seen a little bit more competition as it relates to pricing, including some structures as well. People are really focused on putting assets on the books, and certainly our growth could have been even higher this quarter if we had taken a similar approach.

Speaker #2: To me, it was a little bit interesting because rates went up during the quarter while actual rates offered to customers went down in our markets just compressing spread pretty meaningfully.

Dimitar A. Karaivanov: To me, it was a little bit interesting because rates went up during the quarter while actual rates offered to customers went down in our markets, just compressing spread pretty meaningfully. We did not partake in a lot of those. We still feel that our pipeline is pretty solid, and we'll be able to hit those growth rates.

Dimitar Karaivanov: To me, it was a little bit interesting because rates went up during the quarter while actual rates offered to customers went down in our markets, just compressing spread pretty meaningfully. We did not partake in a lot of those. We still feel that our pipeline is pretty solid, and we'll be able to hit those growth rates.

Speaker #2: We did not partake in a lot of those, but we still feel that our pipeline is pretty solid, and we'll be able to hit those growth rates.

Speaker #4: And do you think I mean, going forward for the second half of the year, is it just going to be more commercially driven and are you just going to be trying to hold indirect auto flat?

Steve Moss: Do you think, going forward for H2 of the year, is it just going to be more commercially driven and are you just going to be trying to hold indirect auto flat? I realize there's some competition in that market this quarter here.

Speaker #4: I realize there's some competition in that market this quarter, here.

Speaker #2: Yeah, I think in kind of the third and the fourth quarter, we kind of really bear the benefits of our activities on the mortgage side.

Dimitar A. Karaivanov: I think, one, in Q3 and Q4, we really bear the benefits of our activities on the mortgage side. I expect that the mortgage portfolio is going to move. As I mentioned, our pipeline today in that book is the highest it's been in 7 years. Those have a pretty good timeline to closing. As you can estimate, if we see the pipeline today, most of it will clear out this quarter, and then we'll be rebuilding again. I think Q3 and Q4 will be good in mortgage. On the auto side, is I think that the pricing has improved a little bit, so we're more active on that side as well. I think we'll see where it takes us.

Dimitar Karaivanov: I think, one, in Q3 and Q4, we really bear the benefits of our activities on the mortgage side. I expect that the mortgage portfolio is going to move. As I mentioned, our pipeline today in that book is the highest it's been in 7 years. Those have a pretty good timeline to closing. As you can estimate, if we see the pipeline today, most of it will clear out this quarter, and then we'll be rebuilding again. I think Q3 and Q4 will be good in mortgage. On the auto side, is I think that the pricing has improved a little bit, so we're more active on that side as well. I think we'll see where it takes us.

Speaker #2: So I expect that the mortgage portfolio is going to move. As I mentioned, our pipeline today in that book is the highest it’s been in seven years.

Speaker #2: And those have a pretty good timeline to closing. So, as you can estimate, if we see the pipeline today, most of it will clear out this quarter, and then we'll be rebuilding again.

Speaker #2: So, I think the third and the fourth quarter will be good in mortgage. On the auto side, I think that the pricing has improved a little bit.

Speaker #2: So we're more active on that side as well, so I think we'll see kind of where it takes us. I do think that consumer is going to be stronger in the second half of the year than certainly it was in the first half of the year.

Dimitar A. Karaivanov: I do think that the consumer is going to be stronger, in H2 than certainly it was in H1. Commercial, I think remains in a very good spot. We have very good pipelines. I think we may even have opportunities to do a little bit better on pricing if our competitors feel similarly that rates should be moving up rather than down.

Dimitar Karaivanov: I do think that the consumer is going to be stronger, in H2 than certainly it was in H1. Commercial, I think remains in a very good spot. We have very good pipelines. I think we may even have opportunities to do a little bit better on pricing if our competitors feel similarly that rates should be moving up rather than down.

Speaker #2: Commercial, I think, remains in a very good spot. We have very good pipelines. I think we may even have opportunities to do a little bit better on pricing if our competitors feel similarly that rates should be moving up rather than down.

Speaker #4: Okay, got it. And then in terms of the fee income side, insurance here, just kind of curious how to think about contingent fees going forward.

Steve Moss: Okay. Got it. In terms of on the fee income side, insurance here, just curious how to think about contingent fees going forward. I hear you're softer, and I'm not exactly sure how much you had in contingent fees this quarter. Just curious, as we go into 2027, it's probably going to be a bit more muted on the contingency side and obviously probably on growth too.

Speaker #4: Is it kind of just—I hear you, it's softer, and I'm not exactly sure how much you had to consider the fees this quarter, but just kind of curious, as we go into '27, it's probably going to be a bit more muted on the contingent fee side.

Speaker #4: And obviously, probably on growth too.

Speaker #2: Yeah, I think that's right. I mean, out of the shortfall in insurance, kind of year-to-date compared to where we thought we were going to be, about a million bucks is just a delta in contingencies.

Dimitar A. Karaivanov: Yeah, I think that's right. Out of the shortfall in insurance year to date compared to where we thought we were going to be, about $1 million is just a delta in contingencies. The team has done a very nice job in terms of controlling costs. It's hard to overcome that. The rest of it has been organic softness premiums. It's a little bit hard to tell where it's going to settle. We think H2 will be better. We expect some acceleration. We expect to make up some ground. That's not going to take us to our normal growth rate. We're down 6.5% year to date. We hope to make that up, not finish necessarily the year down, but we'll see how it shakes out. It could go either way.

Dimitar Karaivanov: Yeah, I think that's right. Out of the shortfall in insurance year to date compared to where we thought we were going to be, about $1 million is just a delta in contingencies. The team has done a very nice job in terms of controlling costs. It's hard to overcome that. The rest of it has been organic softness premiums. It's a little bit hard to tell where it's going to settle. We think H2 will be better. We expect some acceleration. We expect to make up some ground. That's not going to take us to our normal growth rate. We're down 6.5% year to date. We hope to make that up, not finish necessarily the year down, but we'll see how it shakes out. It could go either way.

Speaker #2: The team has done a very nice job in terms of controlling costs. But it's hard to overcome that. And then the rest of it has been kind of organic softness, premiums.

Speaker #2: So it's a little bit hard to tell where it's going to settle. We think the second half of the year will be better. We expect some acceleration.

Speaker #2: We expect to make up some ground. That's not going to take us to our normal growth rate. So we're down 6.5% year to date.

Speaker #2: We hope to make that up—not finish, necessarily, the year down—but we'll see how it shakes out. It could go either way. I will say that, in this environment, it's made things a little bit more active on the M&A side, as I mentioned.

Dimitar A. Karaivanov: I will say that this environment, it's made things a little bit more active on the M&A side, as I mentioned. We have multiple ways to grow revenues there. The pipeline right now on the M&A side is the best it's been, including some things that could be much more needle movers than historically for us. I think if we're able to execute well on that side, again, looking forward into 2027, we'll be in much better shape.

Dimitar Karaivanov: I will say that this environment, it's made things a little bit more active on the M&A side, as I mentioned. We have multiple ways to grow revenues there. The pipeline right now on the M&A side is the best it's been, including some things that could be much more needle movers than historically for us. I think if we're able to execute well on that side, again, looking forward into 2027, we'll be in much better shape.

Speaker #2: And we have multiple ways to grow revenues there, and the pipeline right now on the M&A side is the best it’s been, including some things that could be much more kind of needle movers than historically for us.

Speaker #2: So I think if we're able to execute well on that side, kind of again, looking forward into 2027, we'll be in much better shape.

Speaker #4: Okay. Awesome. Appreciate all that color there, Dimitar. I'll step back over to you here.

Steve Moss: Awesome. Appreciate all that color there, Dimitar. I'll step back out of queue here.

Speaker #2: Yep.

Dimitar A. Karaivanov: Yep.

Dimitar Karaivanov: Yep.

Speaker #1: The next question comes from Lenwell Nevis with Piper Sandler. Please go ahead.

Operator: The next question comes from Manuel Navas with Piper Sandler. Please go ahead.

Speaker #3: Hey, good morning. This is Grant Zerlin on for Manwell. I had a question on how the deposit pipelines look going forward, noting the Munis seasonality this quarter. And then, how are de novo branches doing gathering deposits?

Grant Zerlin: Hey, good morning. This is Grant Zerlin on for Manuel.

Grant Zirlin: Hey, good morning. This is Grant Zirlin on for Manuel.

Dimitar A. Karaivanov: Hi.

Dimitar Karaivanov: Hi.

Grant Zerlin: I had a question on how do deposit pipelines look going forward, noting the muni seasonality this quarter. Then how are de novo branches doing gathering deposits?

Grant Zirlin: I had a question on how do deposit pipelines look going forward, noting the muni seasonality this quarter. Then how are de novo branches doing gathering deposits?

Speaker #2: Sure. So as you pointed out correctly, in the second quarter we have a meaningful amount of seasonality, as the teachers and other employees basically take the summer off, and there are payments made at the end of June to all of those employees.

Dimitar A. Karaivanov: Sure. As you pointed out correctly, the Q2, we have a meaningful amount of seasonality as the teachers and other employees basically take the summer and there's payments made at the end of June to all of those employees. You see an outflow as property taxes start coming in here at the end of the Q3 and the Q4, that will rebuild back into liquidity. These are just normal temporary fluctuations across our footprint. As it relates to de novos, as I mentioned, we ended the quarter at $240 million in deposits, right on track of in terms of what we were planning and hoping for for the year. Activity levels are pretty good. We're very pleased with the outcomes there. Overall deposits are not easy to come by.

Dimitar Karaivanov: Sure. As you pointed out correctly, the Q2, we have a meaningful amount of seasonality as the teachers and other employees basically take the summer and there's payments made at the end of June to all of those employees. You see an outflow as property taxes start coming in here at the end of the Q3 and the Q4, that will rebuild back into liquidity. These are just normal temporary fluctuations across our footprint. As it relates to de novos, as I mentioned, we ended the quarter at $240 million in deposits, right on track of in terms of what we were planning and hoping for for the year. Activity levels are pretty good. We're very pleased with the outcomes there. Overall deposits are not easy to come by.

Speaker #2: So you see an outflow as property taxes start coming in here. At the end of the third quarter and the fourth quarter, that will rebuild back into liquidity.

Speaker #2: So these are just kind of normal, temporary fluctuations across our footprint. As it relates to de novos, as I mentioned, we ended the quarter at $140 million in deposits.

Speaker #2: Right on track in terms of what we were planning and hoping for for the year, activity levels are pretty good. So we're very pleased with the outcomes there.

Speaker #2: Overall, deposits are not easy to come by. That's not just for us—I think it's the same for everybody in the industry. Deposits are always the hard part of the equation.

Dimitar A. Karaivanov: That's not just for us, I think it's the same for everybody in the industry. Deposits are always the hard part of the equation. That is the lifeblood of the bank. We continue to remain very focused on that. Pricing has become a little bit less constructive on that side. We've decided not to participate in some of those opportunities. We're certainly seeing things that are going off at rates above wholesale funding rates, which doesn't make a lot of sense to me. We're not going to participate in that. We have a much stronger balance sheet than most and a lot more flexibility than most. Our loan to deposit ratio is 76%. We have a lot of runway there as opposed to other folks.

Dimitar Karaivanov: That's not just for us, I think it's the same for everybody in the industry. Deposits are always the hard part of the equation. That is the lifeblood of the bank. We continue to remain very focused on that. Pricing has become a little bit less constructive on that side. We've decided not to participate in some of those opportunities. We're certainly seeing things that are going off at rates above wholesale funding rates, which doesn't make a lot of sense to me. We're not going to participate in that. We have a much stronger balance sheet than most and a lot more flexibility than most. Our loan to deposit ratio is 76%. We have a lot of runway there as opposed to other folks.

Speaker #2: That is the lifeblood of the bank, so we continue to remain very focused on that. Pricing has become a little bit less constructive on that side.

Speaker #2: And we've decided not to participate in some of those opportunities. We're certainly seeing things that are going off at rates above wholesale funding rates, which doesn't make a lot of sense to me.

Speaker #2: So we're not going to participate in that. We have a much stronger balance sheet than most and a lot more flexibility than most. Our loan-to-deposit ratio is 76%.

Speaker #2: We have a lot of runway there, as opposed to other folks. And then, the other thing I would note is, again, we have a tremendous amount of cash flows coming from our portfolio, starting here in the fourth quarter and into next year.

Dimitar A. Karaivanov: The other thing I would note is, again, we have a tremendous amount of cash flows coming from our portfolio starting here in the Q4 into next year. The next 18 months, we're looking at over $1 billion of cash flows coming our way. That's a great way for us to also optimize how we fund the growth on the loan side.

Dimitar Karaivanov: The other thing I would note is, again, we have a tremendous amount of cash flows coming from our portfolio starting here in the Q4 into next year. The next 18 months, we're looking at over $1 billion of cash flows coming our way. That's a great way for us to also optimize how we fund the growth on the loan side.

Speaker #2: Over the next 18 months, we're looking at over $1 billion of cash flows coming our way. So, that's a great way for us to also optimize how we fund the growth on the loan side.

Speaker #3: Thank you. And then, just switching over to repurchases, I noticed a decrease this quarter. Is there a right pace for repurchases going forward?

Grant Zerlin: Thank you. Just switching over to repurchases, I noticed a decrease this quarter. Is there a right pace for repurchases going forward?

Grant Zirlin: Thank you. Just switching over to repurchases, I noticed a decrease this quarter. Is there a right pace for repurchases going forward?

Dimitar A. Karaivanov: We don't have a pre-established pace. I think we remain opportunistic on that front. If there's moments of softness in the market, we make sure that we have a lot of strength in the company so that we really become active when things are softer. There's no predetermined amount that we would like to purchase. We have, as I mentioned, there's a decent amount of opportunities on the M&A side as well, especially on the insurance side. We're kind of cognizant of how we deploy cash in the best way for our shareholders.

Dimitar Karaivanov: We don't have a pre-established pace. I think we remain opportunistic on that front. If there's moments of softness in the market, we make sure that we have a lot of strength in the company so that we really become active when things are softer. There's no predetermined amount that we would like to purchase. We have, as I mentioned, there's a decent amount of opportunities on the M&A side as well, especially on the insurance side. We're kind of cognizant of how we deploy cash in the best way for our shareholders.

Speaker #2: We don't have a pre-established pace. I think we remain opportunistic on that front. If there are moments of softness in the market, we make sure that we have a lot of strength in the company so that we can really become active when things are softer.

Speaker #2: But there is no predetermined amount that we would like to purchase. As I mentioned, there is a decent amount of opportunities on the M&A side as well.

Speaker #2: Especially on the insurance side. So we're kind of cognizant of how we deploy cash in the best way for our shareholders.

Speaker #3: Thank you. That's it from me.

Grant Zerlin: Thank you. That's it from me.

Grant Zirlin: Thank you. That's it from me.

Speaker #1: As a reminder, if you would like to ask a question, please press star, then one to join the question queue. The next question comes from Matthew Brees with Stevens.

Operator: As a reminder, if you would like to ask a question, please press star then one to join the question queue. The next question comes from Matthew Breese with Stephens. Please go ahead.

Speaker #1: Please go ahead.

Speaker #2: Good morning.

Matthew Breese: Good morning.

Speaker #4: Morning, Matt. Mariah, I heard you loud and clear on the near-term kind of NIM guide. I'm curious, as you think about the NIM longer-term competitive factors, what is really the impact of replacing fixed-rate loans?

Dimitar A. Karaivanov: Good morning, Matt.

Dimitar Karaivanov: Good morning, Matt.

Matthew Breese: Maria, I heard you loud and clear on the near term kind of NIM guide. I'm curious as you think about the NIM longer term competitive factors, but really the repricing of fixed rate loans. When do those repricing benefits start to kind of peter out? Is that a 2027 or 2028 type factor for you, or is it longer considering the component to your book?

Matthew Breese: Marya, I heard you loud and clear on the near term kind of NIM guide. I'm curious as you think about the NIM longer term competitive factors, but really the repricing of fixed rate loans. When do those repricing benefits start to kind of peter out? Is that a 2027 or 2028 type factor for you, or is it longer considering the component to your book?

Speaker #4: When do those repricing benefits start to kind of peter out? Is that a '27 or '28 type factor for you, or is it longer, considering some components of your book?

Speaker #2: I would say it's longer, considering all the components. So you just heard Dimitar talk through some of the different things we're seeing and saying in the markets, when historically with NIM and based on the past year.

Marya Burgio Wlos: I would say it's longer, considering all the components. You just heard Dimitar talk through some of the different things we're saying and seeing in the markets when historically with NIM and based on the past year. We expanded four basis points in Q2, 20 basis points year over year. Obviously that's our ongoing efforts that we're seeing come to fruition and also outstanding cost of funds, which we noted a couple times during the call already, which came into Q2 at 1.18%. As we see and look at NIM, Q3, as we mentioned, a little bit of pressure there. That's just seasonal for us. We expect it to again go back to expansionary Q4. We look at the variable price book for 2027. It really is playing out over the next 12 months.

Speaker #2: So we expanded four basis points in Q2, and 20 basis points year over year. Obviously, that's our ongoing efforts that we're seeing come to fruition.

Speaker #2: And also, our outstanding cost of funds, which we noted a couple of times during the call already, came in for Q2 at 1.18%.

Speaker #2: So as we see and look at NIM in Q3, as we mentioned, there's a little bit of pressure there. That's just seasonal for us. We expect it to go back to an expansionary trend in Q4.

Speaker #2: And we look at the variables: price to book for '27. It really is playing out over the next 12 months. Again, the securities cash flows that are coming through—we expect those to have impact beginning in Q1.

Marya Burgio Wlos: Again, the securities cash flows that are coming through, those we expect to have impact beginning in Q1. When we are taking the position that looking at our portfolios, we're very cognizant of how the next sort of eight quarters are playing out because of all the moving parts. I would say that just in general, we want to stress that we are exiting again full year low to mid 3.5 range in terms of NIM, and that we have all this room coming up between the variable loans repricing and the invested securities to redeploying the loans. That's a really positive benefit for us.

Speaker #2: When we are taking the position that, looking at our portfolios, we're very cognizant of how the next sort of eight quarters are playing out because of all the moving parts.

Speaker #2: So, I would say that, just in general, we want to stress that we are exiting, again, full-year, low to mid-3.5 range in terms of NIM.

Speaker #2: And that we have all this room coming up between the variable loans replacing and the investment securities to redeploying the loans. So that's a really positive benefit for us.

Speaker #4: I think, Matt, I would just add: if you—as we look at our ALCO modeling—the margin trend continues and continues to the point where I don't believe it, to be honest with you.

Dimitar A. Karaivanov: I think, Matt, I would just add as we look at our ALCO modeling, the margin trend continues and continues to the point where I don't believe it, to be honest with you.

Dimitar Karaivanov: I think, Matt, I would just add as we look at our ALCO modeling, the margin trend continues and continues to the point where I don't believe it, to be honest with you.

Matthew Breese: Right.

Speaker #4: That's just banks being very good at competing their margins away. But if the curve stays where it is and spreads remain roughly in line, certainly new originations are coming in at a higher rate than the back book.

Dimitar A. Karaivanov: Of just banks being very good at competing their margins away. If the curve stays where it is and spreads remain roughly in line, certainly the new originations are coming in at a higher rate than the back book in aggregate. It varies by portfolio, but in aggregate, they're coming in higher. We have a long tail here of repricing, and especially as some of the cash flows are moving from securities from 2% into loans at 6%. That provides a very nice tail to repricing for future years.

Dimitar Karaivanov: Of just banks being very good at competing their margins away. If the curve stays where it is and spreads remain roughly in line, certainly the new originations are coming in at a higher rate than the back book in aggregate. It varies by portfolio, but in aggregate, they're coming in higher. We have a long tail here of repricing, and especially as some of the cash flows are moving from securities from 2% into loans at 6%. That provides a very nice tail to repricing for future years.

Speaker #4: In aggregate, it varies by portfolio, but in aggregate, they're coming in higher. So we have a long tail here of repricing, and especially some of the cash flows are moving from securities from 2% into loans at 6%.

Speaker #4: That provides a very nice tail to repricing for future years. Very helpful. And have you started—I mean, deposit costs were obviously very low this quarter—but have you started to feel some pressure there?

Matthew Breese: Very helpful. Have you started, deposit costs were obviously very low this quarter, have you started to feel some pressure there? Might we see higher deposit costs even for you in the coming quarters here as competition builds?

Speaker #4: And might we see higher deposit costs even for you in the coming quarters here as competition builds?

Dimitar A. Karaivanov: I don't know that it'll be that much higher for us, to be honest with you. I think we just have a lot more levers in our balance sheets. Like I said, we've got billions of dollars and securities that will churn. That means that we don't have to participate in some of the things that are happening at the market. When you see a lot of things starting with a four handle, when you see municipal money short-term being a bit higher than wholesale funding that is even unsecured, we don't have to participate in that because we have flexibility. I don't think that the overall cost of deposits are going to move up in a meaningful way for us. There will be some quarters, like Marya said.

Dimitar Karaivanov: I don't know that it'll be that much higher for us, to be honest with you. I think we just have a lot more levers in our balance sheets. Like I said, we've got billions of dollars and securities that will churn. That means that we don't have to participate in some of the things that are happening at the market. When you see a lot of things starting with a four handle, when you see municipal money short-term being a bit higher than wholesale funding that is even unsecured, we don't have to participate in that because we have flexibility. I don't think that the overall cost of deposits are going to move up in a meaningful way for us. There will be some quarters, like Marya said.

Speaker #2: I don't know that it will be that much higher for us, to be honest with you. I think we just have a lot more levers in our balance sheet. Like I said, we've got billions of dollars in securities that we'll churn.

Speaker #2: And that means that we don't have to participate in some of the things that are happening at the market. So when you see a lot of things starting with a four-handle, when you see municipal money short-term being a bit higher than wholesale funding that is even unsecured, we don't have to participate in that because we have flexibility.

Speaker #2: So, I don't think that the overall cost of deposits is going to move up in a meaningful way for us. There will be some quarters, like Mariah said, but I think in the third quarter, could you see our cost of funds creep up because of the overnight borrowings?

Dimitar A. Karaivanov: I think in Q3, could you see our cost of funds creep up because of the overnight borrowings? That's probably likely. That's what's going to put some pressure on the margin in Q3. Cost of deposits themselves, I don't really expect to move much.

Dimitar Karaivanov: I think in Q3, could you see our cost of funds creep up because of the overnight borrowings? That's probably likely. That's what's going to put some pressure on the margin in Q3. Cost of deposits themselves, I don't really expect to move much.

Speaker #2: That's probably likely. That's what's going to put some pressure on the margin in the third quarter. But cost of deposits themselves, I don't really expect to move much.

Speaker #4: Okay. Dimitar, I felt like your comments around infrastructure build, multifamily, your core markets, but a lot of them kind of in the chip impacted markets were really encouraging.

Matthew Breese: Okay. Dimitar, I felt like your comments around infrastructure build, multifamily, your core markets, but a lot of them in the chip-impacted markets were really encouraging. I know to date you've been a little bit hesitant to put any chips on it, just because these things can change, they can get extended, etc. Could you just reframe for us where the ball lies today, potential impacts to the balance sheet, when that might occur, if it's already occurred, and maybe just give us your updated thoughts there?

Speaker #4: And I know, to date, you've been a little bit hesitant to put any chips on it just because these things can change. They can get extended.

Speaker #4: Etcetera. Could you just reframe for us where, kind of, the ball lies today? Potential impacts to the balance sheet, when that might occur, or if it's already occurred.

Speaker #4: And maybe just give us your updated thoughts there.

Speaker #2: Yeah. I would frame it, Matt, as we've moved from the kind of speculation stage, which lasted for basically four years, almost. If you recall, this was announced at the end of 2022.

Dimitar A. Karaivanov: I would frame it, Matt, as we've moved from the kind of speculation stage which lasted for basically 4 years almost. If you recall, this was announced at the end of 2022. This has been in the discussions for a while, and we've kind of moved past that stage into the stage of people actually putting in for permits, trying to find financing, and putting some real money on the table. That's kind of where we are today. Are we at the stage where we're actively lending into those opportunities, or our customers are growing to the point where it's meaningfully impacting their insurance premiums or their employee benefits services? We're not there yet. I think that's probably going to start seeing a little bit more of that over the next 12 months. Is it going to be noticeable on our balance sheet?

Dimitar Karaivanov: I would frame it, Matt, as we've moved from the kind of speculation stage which lasted for basically 4 years almost. If you recall, this was announced at the end of 2022. This has been in the discussions for a while, and we've kind of moved past that stage into the stage of people actually putting in for permits, trying to find financing, and putting some real money on the table. That's kind of where we are today. Are we at the stage where we're actively lending into those opportunities, or our customers are growing to the point where it's meaningfully impacting their insurance premiums or their employee benefits services? We're not there yet. I think that's probably going to start seeing a little bit more of that over the next 12 months. Is it going to be noticeable on our balance sheet?

Speaker #2: So this has been kind of in the discussions for a while, and we've kind of moved past that stage into the stage of people actually putting in for permits, trying to find financing.

Speaker #2: And putting some real money on the table. That's kind of where we are today. Are we at the stage where we're actively lending into those opportunities, or are our customers growing to the point where it's meaningfully impacting their insurance premiums or their employee benefits services?

Speaker #2: We're not there yet. I think we're probably going to start seeing a little bit more of that over the next 12 months. Is it going to be noticeable in our balance sheet?

Dimitar A. Karaivanov: I doubt it, to be honest with you, simply because of the scale of our balance sheet today versus having another $50 or $75 million of incremental opportunities, and that's just kind of a speculation. I don't think it's going to be much more than that. It's not going to move the needle yet in the next 12 months. Like I said, all of our regions are performing really, really well. If I gave you them, their growth rates, and I asked you to guess which one was Central New York, I don't think you would be able to tell. In a couple of years, I hope that that number will be kind of sticking out a little bit more on the page, but we're just not there yet.

Dimitar Karaivanov: I doubt it, to be honest with you, simply because of the scale of our balance sheet today versus having another $50 or $75 million of incremental opportunities, and that's just kind of a speculation. I don't think it's going to be much more than that. It's not going to move the needle yet in the next 12 months. Like I said, all of our regions are performing really, really well. If I gave you them, their growth rates, and I asked you to guess which one was Central New York, I don't think you would be able to tell. In a couple of years, I hope that that number will be kind of sticking out a little bit more on the page, but we're just not there yet.

Speaker #2: I doubt it, to be honest with you, simply because of the scale of our balance sheet today versus having another $50 or $75 million of incremental opportunities.

Speaker #2: And that's just kind of a speculation. I don't think it's going to be much more than that. It's not going to move the needle yet in the next 12 months.

Speaker #2: So, like I said, all of our regions are performing really, really well. If I gave you their growth rates and asked you to guess which one was Central New York, I don't think you would be able to tell in a couple of years.

Speaker #2: I hope that number will stand out a little bit more on the page. But we're just not there yet.

Speaker #4: Great. Okay, last one for me. You mentioned in the release some investments towards AI, and I'm curious—one, what kind of staff do you have dedicated to AI presently?

Matthew Breese: Great. Okay. Last one from me. You mentioned in the release some investments towards AI, and I'm curious, one, what kind of staff do you have dedicated to AI presently? Two, if there's been any sort of tangible benefits yet. Three, if you think we'll see any real kind of pronounced expense or revenue-related benefits over the near to medium term. That's all I had. Thank you.

Speaker #4: Two, if there have been any sort of tangible benefits yet? And three, if you think we’ll see any real, pronounced expense- or revenue-related benefits over the near to medium term.

Speaker #4: And that's all I had. Thank you.

Speaker #2: Thank you, Matt. Yes, this is something that we're very focused on. As I mentioned in our last call, we've been on this journey for over two years now.

Dimitar A. Karaivanov: Thank you, Matt. Yeah. It is something that we're very focused on. As I mentioned in our last call, we've been on that journey for two-plus years now. We have both added and also redeployed resources from other areas into, I would call, efficiency opportunities predominantly at this point and this stage in time. As it relates to purely staffing, I can think of it as more than 1,000 people, with a handful of them being kind of fully dedicated to just purely AI. Essentially, the rest of them being augmented in multiple ways, their production levels through AI. I think so far the transformational areas that we've seen are really more on the app development side, which is very similar for pretty much everybody else out there. Certainly, our ability to develop, launch, and integrate products at a much faster pace of innovation than before.

Dimitar Karaivanov: Thank you, Matt. Yeah. It is something that we're very focused on. As I mentioned in our last call, we've been on that journey for two-plus years now. We have both added and also redeployed resources from other areas into, I would call, efficiency opportunities predominantly at this point and this stage in time. As it relates to purely staffing, I can think of it as more than 1,000 people, with a handful of them being kind of fully dedicated to just purely AI. Essentially, the rest of them being augmented in multiple ways, their production levels through AI. I think so far the transformational areas that we've seen are really more on the app development side, which is very similar for pretty much everybody else out there. Certainly, our ability to develop, launch, and integrate products at a much faster pace of innovation than before.

Speaker #2: We have both added and also redeployed resources from other areas into what I would call efficiency opportunities, predominantly at this point and this stage in time.

Speaker #2: As it relates to purely staffing, you can think of it as more than a dozen people, with a handful of them being kind of fully dedicated to just purely AI, essentially.

Speaker #2: The rest of them are being augmented in multiple ways—their production levels—through AI. I think, so far, the transformational areas that we've seen are really more on the app development side, which is very similar for pretty much everybody else out there.

Speaker #2: And certainly, our ability to develop, launch, and integrate products at a much faster pace of innovation than before. We have some very, very interesting things that we're working on that I would call transformational in some of our businesses.

Dimitar A. Karaivanov: We have some very, very interesting things that we're working on that I would call transformational in some of our businesses. The benefit of being a well-diversified company with different levels of regulation across different businesses is that it allows us to be much more experimental, I would put it that way, in areas outside of the bank, and take some learnings out of that and then push it back into the larger enterprise. We're focused on that. I don't think we're at the point where we're going to tell you what the impact is. I'm going to know much better in about six months if some of these transformational things are truly happening. I think in another six months, you might start seeing their impact on the margin in some of our businesses. We're not there yet.

Dimitar Karaivanov: We have some very, very interesting things that we're working on that I would call transformational in some of our businesses. The benefit of being a well-diversified company with different levels of regulation across different businesses is that it allows us to be much more experimental, I would put it that way, in areas outside of the bank, and take some learnings out of that and then push it back into the larger enterprise. We're focused on that. I don't think we're at the point where we're going to tell you what the impact is. I'm going to know much better in about six months if some of these transformational things are truly happening. I think in another six months, you might start seeing their impact on the margin in some of our businesses. We're not there yet.

Speaker #2: The benefit of being a well-diversified company, with different levels of regulation across different businesses, is that it allows us to be much more experimental—I would put it that way—in areas outside of the bank.

Speaker #2: And take some learnings out of that and then push it back into the larger enterprise, so we're focused on that. We're not—I don't think we're at the point where we're going to tell you what the impact is.

Speaker #2: I'm going to know much better in about six months if some of these transformational things are truly happening. Then I think, in another six months, you might start seeing their impact on the margin and some of our businesses.

Speaker #2: But we're not there yet. We've made significant progress, but we really need to see these things happen. At a high level, what this is allowing us to do today is have a much more efficient allocation of labor in our franchise.

Dimitar A. Karaivanov: We're very well down the path, we really need to see these things happen. At a high level, what it is allowing us to do today is to have a much more efficient allocation of labor in our franchise. If you step back and look at our cost base today, if you actually take out the acquisitions, you'll see that our employee cost has actually not gone up that much over the past 12 months. Today, we have the same number of employees we did at the beginning of the year before the acquisition of ClearPoint and some other add-ons across some of the other businesses.

Dimitar Karaivanov: We're very well down the path, we really need to see these things happen. At a high level, what it is allowing us to do today is to have a much more efficient allocation of labor in our franchise. If you step back and look at our cost base today, if you actually take out the acquisitions, you'll see that our employee cost has actually not gone up that much over the past 12 months. Today, we have the same number of employees we did at the beginning of the year before the acquisition of ClearPoint and some other add-ons across some of the other businesses.

Speaker #2: If you step back and look at our cost base today, if you actually take out the acquisitions, you'll see that our employee cost has actually not gone up that much.

Speaker #2: Over the past 12 months, and today, we have the same number of employees we did at the beginning of the year, before the acquisition of ClearPoint and some other add-ons across some of the other businesses.

Speaker #2: Some of these small add-ons that we've done, we've been able to basically offset the headcount add with our efficiencies, and those businesses have the same number of employees today as they did at the beginning of the year, while adding to the revenues.

Dimitar A. Karaivanov: Some of these small add-ons that we've done, we've been able to basically offset the headcount add with our efficiencies, and those businesses have the same number of employees today as they did in the beginning of the year while adding to the revenues. That's kind of what we're focused on. You kind of see some of that rate really on the employee side first kind of moderate, and then we'll start seeing it a little bit more on the margin as the investments mature.

Dimitar Karaivanov: Some of these small add-ons that we've done, we've been able to basically offset the headcount add with our efficiencies, and those businesses have the same number of employees today as they did in the beginning of the year while adding to the revenues. That's kind of what we're focused on. You kind of see some of that rate really on the employee side first kind of moderate, and then we'll start seeing it a little bit more on the margin as the investments mature.

Speaker #2: So that's kind of what we're focused on. You'll see some of that rate really on the employee side first, kind of moderate, and then we'll start seeing it a little bit more on the margin as the investments mature.

Speaker #4: Appreciate all the detail. I'll leave it there. Thank you.

Matthew Breese: Appreciate all the detail. I'll leave it there. Thank you.

Speaker #1: This concludes the question and answer session. I would like to turn the call back over for any closing remarks.

Operator: This concludes the question and answer session. I would like to turn the call back over for any closing remarks.

Speaker #2: Thank you, Betsy. And thank you, everyone, for joining us and for the questions. As always, we remain excited about the future ahead of us and look forward to speaking with you in a couple of months.

Dimitar A. Karaivanov: Thank you, Betsy, and thank you everyone for joining us, and for the questions. As always, we remain excited about the future ahead of us and look forward to speaking with you in a couple of months.

Dimitar Karaivanov: Thank you, Betsy, and thank you everyone for joining us, and for the questions. As always, we remain excited about the future ahead of us and look forward to speaking with you in a couple of months.

Operator: The conference is now concluded. Thank you for attending today's presentation. You may now disconnect.

Q2 2026 Community Financial Sytem Inc Earnings Call

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