Cleveland–based Eaton Corp. will acquire Cooper Industries plc later this year and reincorporate by creating a new company in Ireland. Eaton (NYSE: ETN) is an
Syracuse and Onondaga County are among the first municipalities in the state that received approval to create land banks to redevelop vacant or abandoned properties.
BINGHAMTON — After three years and $70 million, Lourdes Hospital completed its Mission 2012 project and celebrated with an open house at the new facility
ELMIRA — Machine-tool manufacturer Hardinge, Inc. continued its return to profitability with a strong first quarter in which profit jumped and sales edged up. Hardinge
SYRACUSE — Reaching $1 billion in loans is just another milestone for a company that has averaged 2,526 percent growth over the last decade. This sustained expansion has earned Bankers Healthcare Group, Inc. (BHG) continued recognition on Inc. magazine’s list of the fastest-growing companies in America. BHG is a private-equity corporation that originates, funds, and
SYRACUSE — Reaching $1 billion in loans is just another milestone for a company that has averaged 2,526 percent growth over the last decade. This sustained expansion has earned Bankers Healthcare Group, Inc. (BHG) continued recognition on Inc. magazine’s list of the fastest-growing companies in America.
BHG is a private-equity corporation that originates, funds, and places loans to licensed health-care professionals. The company, which operates in 43 states and, to date, has served more than 50,000 clients, was started by Robert Castro, Eric Castro, and Albert C. Crawford in 2001. The trio met on Martha’s Vineyard and soon joined together in a company called Apex Financial Services. The three partners bought the company within a year and changed the name to Bankers Healthcare Group in August 2002. At the time of the launch, BHG’s start-up capital amounted to a scant $25,000. Within three months, the fledgling company generated $5 million in loan sales.
Corporate headquarters is located in the Ft. Lauderdale, Fla. area, where the Castros oversee sales origination and funding. Crawford, the chairman and CEO of BHG, is responsible for marketing, credit underwriting, accounting, collections, and bank sales from the Syracuse office, currently located at 325 James St.
Crawford projects BHG’s sales “… to be well north of $150 million in 2012.” The company currently employs 126 and projects adding another 8 to 10 workers this year. BHG typically makes loans in a $20,000 to $200,000 range with terms up to 10 years, repackages the loans, and sells most of them to a group of 400 community banks, while retaining an in-house portfolio of $15 million to $20 million.
Crawford cites BHG’s business model as a major reason for the company’s success. BHG focuses only on loans needed by doctors, dentists, and veterinarians to run their businesses: working capital, debt consolidation, and equipment financing.
The company makes the process easy and offers fast approval. “We’re like FedEx,” says Crawford. “We offer different rates and delivery times depending upon the level of service requested.” BHG can turn around a loan request in 24 to 48 hours and typically deliver the money in five days. In return, the client offers a personal guarantee but pledges no assets. There are no up-front fees and the loans, which are classified commercial, do not appear on the borrower’s personal credit report. BHG offers service and speed because the firm has developed a detailed credit composite of its clientele, whose annual income averages $345,000 and 10 years in business, and because it uses its own funds for lending.
Crawford, 50, cites a second reason for BHG’s explosive growth — “… the staff, headed by a dynamic management team.” Crawford, as chairman and CEO, has a quarter-century of experience in coordinating loan/lease sales and financing between community banks and companies. A 1984 graduate of Gettysburg College, he holds licenses as both a commodities broker and a stockbroker and is the sole owner and president of another company, A.C. Crawford Futures, Ltd.
Robert T. Castro, 45, serves as BHG’s president and is responsible for loan origination and sales. Before BHG, he was president of Finance Team of America (FTA), a commercial-finance institution located in Florida from 1993 until 2001.
Eric R. Castro, 44, holds the office of COO at BHG, overseeing operations at the corporate office in Florida and managing the underwriting of the medical-loan portfolio. Eric Castro previously served as FTA’s vice president, COO, and senior credit officer. Under the leadership of the Castros, FTA facilitated and underwrote about $350 million in commercial financing and became the primary origination source for four national leasing companies.
The BHG management team also includes Edmund S. Durant as CFO, Chris Cali as general counsel, Chris Panebianco as the vice president of marketing, and Michelle Crawford as the senior vice president of placement and human resources.
Crawford and the Castro brothers are the only BHG stockholders, each owning a third.
Continued growth in BHG is not only coming from the traditional loan portfolio but also from new marketing directions. The company recently established a joint venture with a community bank in Scranton, Pa. — Landmark Community Bank — offering a credit card through BHG’s Business Healthcare Group, LLC. The program markets the credit cards to its existing clients and to medical professionals who have elected not to take out a loan from BHG. Landmark owns 50.1 percent of the venture, with BHG owning the remaining 49.9 percent. The firm markets the cards in all 50 states.
BHG also set up the Fund-Ex program 18 months ago to offer loans to those clients seeking funds up to $5 million at lower interest rates than those offered by direct BHG loans. These loans, with interest rates as low as 6 percent and terms out to 25 years, qualify for the Small Business Administration’s (SBA) 7(A) loan program, which guarantees most of the proceeds for the purchase of land and buildings, equipment, new construction, the purchase of existing businesses, and for similar expenditures.
Since BHG is not an SBA–approved lender, it originates and places the loans with banks such as Oneida Savings Bank, Beacon Federal, Generations Bank (formerly called Seneca Falls Savings), and Adirondack Bank. Fund-Ex generated $30 million in 2011, and Crawford projects “… revenues in 2012 of at least $50 million.” Crawford goes on to say, “we have done no marketing yet of Fund-Ex but already receive 650 applications each month.” Fund-Ex currently employs 14.
Crawford and the Castro brothers also own a company called BHG Commercial Credit, which is not affiliated with the health-care field. The company handles invoice factoring, international-trade finance, and other non-health-care activities. BHG Commercial Credit works with exporters with the requirement that all transactions be part of a government-backed program. While current revenues for this company are under $1 million, the three stockholders are focusing their attention on the growth potential
Syracuse move/expansion
Crawford anticipates rapid continued growth, especially in the credit card and Fund-Ex programs. To deal with the growth, BHG recently bought property on Solar Street in Syracuse’s Franklin Square area and retained Parsons–McKenna Construction Co. to tear down an existing structure on the property. Bids for a new 19,000-square-foot, one-story building with mezzanine are expected soon with occupancy anticipated in the first half of 2013. The new structure will initially house about 55 employees, with plenty of room for additional staff. Crawford says the decision to expand in Syracuse “… is based on the fact that expansion in Florida would cost four times the cost of expanding in Syracuse.”
On May 15, the Syracuse Industrial Development Agency approved tax exemptions related to the project that will save BHG nearly $95,000 on sales taxes on construction materials, furnishings and fixtures, as well as mortgage-recording taxes, according to a story on Syracuse.com.
Bright future
With $44 million in reserves, $61 million in assets, and no debt on the balance sheet, BHG plans to grow aggressively. “The future looks good,” says Crawford, “with plenty of [medical] professionals who still want their own practice and with the demand for expanding rural hospitals.” Michelle Crawford says the company has “… no trouble attracting phenomenal, young talent,” especially with the number of colleges and universities in the area. Finding experienced employees is more of challenge and requires a national search.
BHG has been nominated in 2012 by Ernst & Young for the accounting firm’s “Entrepreneur of the Year” award.
OSWEGO — The State University of New York (SUNY) Oswego will be humming with construction activity this summer as the school nears the end of a $300 million expansion plan that began in 2008. This summer, a $17.2 million project will begin that will connect Oswego’s two School of Education buildings. The university’s Park Hall,
OSWEGO — The State University of New York (SUNY) Oswego will be humming with construction activity this summer as the school nears the end of a $300 million expansion plan that began in 2008.
This summer, a $17.2 million project will begin that will connect Oswego’s two School of Education buildings. The university’s Park Hall, the second oldest building on campus, will also be renovated as part of that project.
New construction linking the School of Education’s Park and Wilber halls will provide a new main entrance for the school. It will feature a three-story atrium, common-area seating, and a lounge.
Bergmann Associates of Rochester designed the structure. It will improve the flow between the buildings, previously connected by a skyway, according to SUNY Oswego.
The work on Park Hall will include a complete overhaul. The building will get a new roof, mechanical systems, sprinkler system, and windows.
New facilities like a webinar room and computer lab will also be added. New classrooms and offices are on tap as well. Park Hall opened in 1932, just 19 years after the campus’s first building, Sheldon Hall.
The work at Park Hall overlaps with the completion of a 13,700-square-foot, $5.8 million addition to Wilber Hall that will house new laboratories for technology education and the School of Education’s field placement office. That addition will open in August.
PAC & Associates, Inc. of Oswego, already general contractor for some other projects on campus, will also handle the School of Education project.
In addition, work continues on one of the biggest pieces of SUNY Oswego’s development plan, a $118 million project involving renovation to the campus’ Piez Hall and a 150,000-square-foot addition that will house the university’s sciences and mathematics programs. The building remains on track for opening in the fall of 2013, says Thomas Simmonds, associate vice president for facilities at the university.
Work is also under way on a $10 million project to improve the exterior of Sheldon Hall. New windows, brickwork, and replacement of terra cotta molding are planned for the summer, according to SUNY Oswego.
Roofing and improvement of the front entrance will also take place in the coming months.
The work ongoing now is the culmination of years of planning, Simmonds says.
About $200 million in funding for the projects came from the state. The remainder, which went to earlier work on residential buildings, came from residence-hall fees, Simmonds says.
The school is also planning to replace its Rice Creek Field Station with a new structure. The former station, a 1960s-era wood structure will be replaced in a $5 million project, Simmonds says. The station is used for biological sciences research and teaching.
SUNY Oswego is also renovating Romney Field House, the former site of its ice-hockey arena in a $2 million project. The hockey facilities moved to a new location in 2006 and the old field house will receive a new four-lane running track, a multipurpose field, and new heating and lighting.
Once the current expansion plan wraps up in 2013, there is still more to do, Simmonds says. Campus leaders are already planning projects including a new home for its School of Communications Media and the Arts and a new regional information resource center that would involve Oswego’s Penfield Library.
CLAY — American Granby Inc. has a new pipeline into Canada. It’s a line laid on March 20, when American Granby owner John Lowe acquired a group of five Canadian companies based in Burnaby, British Columbia, near Vancouver. The Canadian firms will give American Granby, a Clay–based distributor, access to an enlarged distribution network north
CLAY — American Granby Inc. has a new pipeline into Canada.
It’s a line laid on March 20, when American Granby owner John Lowe acquired a group of five Canadian companies based in Burnaby, British Columbia, near Vancouver. The Canadian firms will give American Granby, a Clay–based distributor, access to an enlarged distribution network north of the border.
Lowe will run the newly acquired firms separately from American Granby, as its sister companies. But the businesses have similarities, according to Gary Palley, American Granby’s vice president of sales and marketing.
“The product portfolios are close,” he says. “We do differ because our direction and the markets we serve are different.”
American Granby distributes pump, well, pool, spa, irrigation, plumbing, and heating components. The Canadian companies manufacture and distribute products for use in plumbing systems as well as heating, ventilation, and air-conditioning systems.
Their main member is CB Supplies Ltd., which handles distribution in Canada. Other members are Seymour Industries Ltd., the group’s U.S. distribution arm, Vanguard Pipe and Fittings Ltd., a plastic piping manufacturer, Canfit Industries Ltd., which makes plastic fittings, and Canip Industries Ltd., a producer of metal nipples — pipes with threading on both ends.
Palley declined to disclose the financial terms of the companies’ acquisition. The acquired firms’ former owners decided to sell primarily because they were growing older, he says.
American Granby will use CB Supplies’ distribution network in Canada to expand its sales in that country, according to Palley. In addition to its headquarters in British Columbia, CB Supplies has warehouse space in Calgary, Alberta, in Montreal, and in Mississauga, Ontario, near Toronto, he says.
American Granby’s only current Canadian distribution location is a small warehouse operation in Toronto, Palley says. That warehouse, which has about five employees, will merge with the Mississauga warehouse, he says.
“What it basically allows for is movement from one distribution center to four,” Palley says. “We’ll make American Granby products available through the entire CB Supplies network.”
Plans for distributing the Canadian companies’ products in the United States are not as firm. Their U.S. distribution arm, Seymour Industries, does not have a physical presence in the country, Palley says. Instead, it coordinates distribution through sales and stocking representatives and ships directly to wholesalers, he says.
Seymour Industries could be merged into American Granby, according to Palley. But no discussions about a merger have taken place yet, he says.
“It’s all in the works right now in terms of making those decisions,” he says. “Within the next six to 12 months, a lot of these decisions will be made.”
Local plans
Palley doesn’t anticipate American Granby moving from its current headquarters at 7652 Morgan Road in Clay. That building, which the company owns, is about 100,000 square feet.
He also does not believe there will be any changes in American Granby’s staffing levels. The company employs 45 workers at its headquarters and has seven people on the road in sales.
“I doubt seriously you’ll see any head-count change in the United States,” Palley says. “We can handle more with the existing personnel that we have. We’ve made a commitment to the [Clay] location.”
Palley declined to disclose revenue totals for American Granby. He projects revenue growth between 5 percent and 7 percent in 2012, up from growth between 3 percent and 4 percent in 2011.
However, the 2012 growth projections do not take into account distribution opportunities coming from American Granby’s new sister companies. The firm does not yet have projections that include the potential for increased Canadian distribution, Palley says.
About 80 percent of American Granby’s sales are in the United States, he says. The remaining 20 percent are in Canada.
CB Supplies has a similar sales ratio — except most of its sales are in Canada, according to Warren Lowe, the firm’s vice president of corporate development. About 80 percent of CB Supplies’ sales are in Canada, and 20 percent are in the United States, says Warren Lowe, who is also John Lowe’s son.
The five recently acquired Canadian companies employ a total of about 100 people, Warren Lowe says. He declined to share revenue totals or growth projections for the firms.
But he did say that he expects CB Supplies’ U.S. sales to grow while American Granby’s Canadian sales expand.
“We think they will be able to sell to each other’s customers and distribute each other’s products,” Warren Lowe says. “Between American Granby and CB Supplies, we have some of the same customers. We’re just excited about the opportunity to be able to grow on both sides of the border.”
John Lowe also owns Monarch-McLaren, Ltd., based in Elkhorn, Wis. That firm manufactures industrial leather
seals.
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