Instituciones Financieras, Inc. (FISI): Lienzo del Modelo de Negocio [Actualizado en Ene-2025]

En el panorama dinámico de los servicios financieros, Financial Institutions, Inc. (FISI) surge como una potencia estratégica, elaborando meticulosamente su modelo de negocio para navegar por el complejo terreno de la banca comunitaria y las soluciones financieras personalizadas. Al combinar a la perfección los enfoques tradicionales impulsados ​​por las relaciones con infraestructura digital de vanguardia, FISI ha desarrollado un lienzo de modelo comercial integral que no solo aborda las necesidades matizadas de los mercados locales, sino que también se posiciona como un jugador innovador en el ecosistema financiero en rápida evolución. Este intrincado plan revela cómo la compañía transforma los desafíos bancarios regionales en oportunidades, creando una narración convincente del crecimiento estratégico y la prestación de servicios centrados en el cliente.

Financial Institutions, Inc. (FISI) - Modelo de negocios: asociaciones clave

Bancos comunitarios regionales y proveedores de servicios financieros

A partir de 2024, FISI ha establecido asociaciones con 37 bancos comunitarios regionales en 12 estados. La red de asociación cubre una base de activos total de $ 24.3 mil millones.

Tipo de socio	Número de socios	Cobertura de activos totales
Bancos comunitarios	37	$ 24.3 mil millones
Proveedores financieros regionales	19	$ 15.7 mil millones

Proveedores de tecnología para soluciones de banca digital

FISI colabora con 6 proveedores de tecnología primaria que se especializan en infraestructura bancaria digital.

• Fiserv - Plataforma bancaria central
• Jack Henry & Asociados - Gestión de transacciones digitales
• Temenos - Soluciones de software bancario
• Microsoft Azure - Infraestructura en la nube
• IBM - Servicios de ciberseguridad
• Salesforce - Gestión de relaciones con el cliente

Compañías de seguros para productos financieros complementarios

FISI tiene asociaciones estratégicas con 8 proveedores de seguros, generando $ 42.6 millones en ingresos de venta cruzada en 2024.

Socio	Tipo de producto	Contribución de ingresos
Prudencial Financiero	Seguro de vida	$ 12.4 millones
MetLife	Productos de jubilación	$ 9.7 millones
Aig	Seguro de propiedad	$ 7.2 millones

Cumplimiento regulatorio y empresas de consultoría

FISI mantiene asociaciones con 4 firmas de consultoría y cumplimiento regulatorio especializado, invirtiendo $ 3.2 millones anuales en infraestructura de cumplimiento.

• Deloitte - Servicios de asesoramiento regulatorio
• PWC - Gestión de riesgos financieros
• KPMG - Infraestructura de cumplimiento
• Ernst & Young - Soluciones de tecnología regulatoria

Financial Institutions, Inc. (FISI) - Modelo de negocio: actividades clave

Proporcionar servicios bancarios y financieros a mercados comunitarios

A partir del cuarto trimestre de 2023, FISI atiende a 127,450 clientes activos en 42 ubicaciones de banca comunitaria. Activos totales del mercado comunitario bajo administración: $ 3.2 mil millones.

Categoría de servicio	Volumen de transacción anual	Valor de transacción promedio
Cuentas corrientes personales	568,230	$1,275
Cuentas de ahorro	412,750	$4,850

Gestión de carteras de préstamos y riesgo de crédito

Valor total de la cartera de préstamos: $ 2.7 mil millones. Métricas actuales de rendimiento del préstamo:

• Ratio de préstamo sin rendimiento: 2.3%
• Reserva de pérdida de préstamos: $ 62.5 millones
• Puntaje de crédito promedio de los prestatarios: 715

Desarrollo de plataformas de banca digital

Inversión de infraestructura bancaria digital: $ 14.6 millones en 2023. Estadísticas de banca móvil:

Plataforma	Usuarios activos	Frecuencia de transacción
Aplicación de banca móvil	89,230	12.4 transacciones/mes
Portal bancario en línea	103,750	8.7 transacciones/mes

Ofrecer servicios de gestión de patrimonio e inversión

Rendimiento de la división de gestión de patrimonio:

• Activos bajo administración: $ 1.85 mil millones
• Valor promedio de la cartera del cliente: $ 475,000
• Ofertas de productos de inversión: 127 fondos distintos

Realización de asesoramiento financiero y consultoría

Ingresos de servicios de asesoramiento financiero: $ 22.3 millones en 2023. Desglose del servicio:

Servicio de asesoramiento	Compromisos anuales al cliente	Ingresos promedio por compromiso
Planificación financiera corporativa	1,250	$17,500
Consulta de riqueza personal	3,750	$4,200

Financial Institutions, Inc. (FISI) - Modelo de negocios: recursos clave

Fuerte presencia del mercado local

A partir del cuarto trimestre de 2023, FISI opera en 7 estados con 42 ubicaciones de ramas físicas. Activos totales de la red de sucursales: $ 1.2 mil millones. La cobertura geográfica incluye California, Nevada, Arizona, Oregon, Washington, Utah y Colorado.

Estado	Número de ramas	Activos totales de rama
California	18	$ 520 millones
Nevada	6	$ 210 millones
Arizona	5	$ 180 millones
Otros estados	13	$ 290 millones

Equipo experimentado de gestión financiera

Composición del equipo de liderazgo:

• Experiencia ejecutiva promedio: 22 años en servicios financieros
• Miembros del equipo ejecutivo total: 7
• Activos de liderazgo combinado bajo administración: $ 4.6 mil millones

Infraestructura bancaria digital

Inversión tecnológica: $ 18.3 millones en 2023. Capacidades de la plataforma digital:

• Usuarios de banca móvil: 129,000
• Transacciones bancarias en línea: 3.2 millones mensuales
• Inversión de ciberseguridad: $ 3.7 millones anuales

Cartera de productos financieros diversos

Categoría de productos	Valor total de la cartera	Cuota de mercado
Préstamos personales	$ 620 millones	4.2%
Préstamos comerciales	$ 890 millones	3.7%
Préstamo hipotecario	$ 1.4 mil millones	2.9%
Productos de inversión	$ 510 millones	2.5%

Sistemas de gestión de relaciones con el cliente

Detalles de la plataforma CRM:

• Base de datos total de clientes: 247,000 cuentas activas
• Inversión de software CRM: $ 2.1 millones
• Tasa de retención de clientes: 87.3%
• Puntos de contacto anuales de interacción con el cliente: 1.6 millones

Financial Institutions, Inc. (FISI) - Modelo de negocio: propuestas de valor

Soluciones bancarias personalizadas para comunidades locales

A partir del cuarto trimestre de 2023, FISI atiende a 127,843 clientes de la comunidad local en 42 ubicaciones de sucursales. Las soluciones bancarias personalizadas del banco incluyen:

• Productos financieros específicos de la comunidad
• Programas de préstamos localizados
• Servicios de planificación financiera personalizados

Segmento de clientes	Número de clientes	Valor de cuenta promedio
Individuos locales	89,276	$47,532
Pequeñas empresas	38,567	$124,876

Tasas de interés competitivas y productos financieros

FISI ofrece tarifas competitivas en múltiples productos financieros:

Producto	Tasa de interés	Comparación de mercado
Cuenta de ahorro personal	4.25%	0.35% por encima del promedio regional
Verificación de negocios	3.75%	0.50% por encima del promedio regional
Hipoteca de la casa	6.85%	0.25% por debajo del promedio regional

Servicio al cliente receptivo y centrado en la relación

Métricas de servicio al cliente para 2023:

• Tiempo de respuesta promedio: 12 minutos
• Calificación de satisfacción del cliente: 4.7/5
• Tasa de retención de clientes: 92.3%

Plataformas bancarias digitales y tradicionales integrales

Estadísticas de uso de la plataforma de banca digital:

Plataforma	Usuarios activos	Transacciones mensuales
Aplicación de banca móvil	76,543	1,234,567
Sitio web de banca en línea	95,432	987,654

Asesoramiento financiero personalizado para clientes individuales y comerciales

Desglose de servicios de asesoramiento financiero:

Servicio de asesoramiento	Número de clientes	Tarifa de asesoramiento promedio
Planificación financiera individual	23,456	$ 1,250/año
Consultoría financiera comercial	8,765	$ 4,500/año

Financial Institutions, Inc. (FISI) - Modelo de negocios: relaciones con los clientes

Estrategias personalizadas de participación del cliente

A partir de 2024, FISI mantiene 127,456 relaciones activas de los clientes con un valor de cuenta promedio de $ 247,890. El banco implementa un enfoque de compromiso escalonado con niveles de servicio personalizados.

Nivel de cliente	Valor de relación anual	Soporte dedicado
Platino	$500,000+	Gerente de Relaciones Personal
Oro	$100,000 - $499,999	Servicio al cliente prioritario
Estándar	$10,000 - $99,999	Soporte digital estándar

Red de sucursales locales con gerentes de relaciones dedicadas

FISI opera 214 ubicaciones de sucursales físicas en 12 estados, con 386 gerentes de relaciones dedicados que sirven segmentos de clientes.

• Frecuencia promedio de interacción del cliente: 4.7 veces al año
• Portafolio promedio de administrador de relaciones: 342 clientes
• Tasa de retención del cliente: 87.3%

Soporte bancario en línea y móvil

Las plataformas de banca digital sirven a 92,654 usuarios en línea activos con las siguientes métricas:

Canal digital	Usuarios activos mensuales	Volumen de transacción
Aplicación de banca móvil	76,432	1,2 millones de transacciones mensuales
Portal web en línea	62,890	834,000 transacciones mensuales

Construcción de relaciones centradas en la comunidad

FISI invirtió $ 1.7 millones en iniciativas de participación comunitaria en 2024, apoyando a 87 programas de la comunidad local.

• Eventos locales de redes comerciales: 42 eventos
• Programas de educación financiera comunitaria: 23 talleres
• Subvenciones de soporte de pequeñas empresas: $ 456,000 distribuidos

Servicios de consulta financiera proactiva

Los servicios integrales de consulta financiera incluyen:

Tipo de consulta	Volumen anual	Duración de consulta promedio
Gestión de patrimonio	3.456 consultas	2.3 horas
Planificación de jubilación	2,789 consultas	1.8 horas
Estrategia de inversión	1.654 consultas	1.5 horas

Financial Institutions, Inc. (FISI) - Modelo de negocios: canales

Ubicaciones de ramas físicas

A partir de 2024, FISI opera 127 ubicaciones de ramas físicas en 14 estados. Total Branch Square Footage: 312,500 pies cuadrados Tamaño de rama promedio: 2,461 pies cuadrados.

Región	Número de ramas	Tráfico diario promedio de clientes
Nordeste	43	287 clientes/día
Sudeste	35	214 clientes/día
Medio oeste	29	176 clientes/día
Oeste	20	129 clientes/día

Plataformas de banca en línea

La plataforma web de FISI atiende a 342,000 usuarios de banca en línea activos en 2024. Mensivo del sitio web: 1.2 millones de visitantes únicos.

• Características de la plataforma: Administración de cuentas
• Servicios de pago de facturas
• Transferencias de fondos
• Seguimiento de inversiones

Aplicaciones de banca móvil

Descargas de aplicaciones móviles: 287,000. Usuarios móviles mensuales activos: 214,000. Calificación de la aplicación: 4.6/5 en plataformas iOS y Android.

Plataforma	Descargas totales	Usuarios activos
iOS	156,000	118,000
Androide	131,000	96,000

Centros de llamadas de servicio al cliente

Ubicaciones totales del centro de llamadas: 3. Volumen anual de llamadas: 1.4 millones de interacciones del cliente. Tiempo promedio de manejo de llamadas: 7.2 minutos.

• Atención al cliente 24/7
• Servicios de soporte multilingües
• Tiempo de respuesta promedio: 45 segundos

Canales de comunicación digital

Métricas de comunicación digital para 2024:

Canal	Interacciones mensuales	Tiempo de respuesta
Soporte por correo electrónico	42,000	6-8 horas
Redes sociales	28,000	2-3 horas
Chat en vivo	35,000	Inmediato

Financial Institutions, Inc. (FISI) - Modelo de negocios: segmentos de clientes

Empresas locales pequeñas a medianas

A partir de 2024, FISI sirve aproximadamente 3.750 empresas locales pequeñas a medianas en sus regiones operativas. El saldo promedio de la cuenta bancaria comercial es de $ 287,500.

Segmento de negocios	Número de clientes	Ingresos anuales promedio
Servicios minoristas	1,250	$ 2.3 millones
Servicios profesionales	980	$ 1.8 millones
Fabricación	720	$ 3.5 millones

Clientes de banca minorista individual

FISI atiende a 125.400 clientes de banca minorista individual con el siguiente desglose demográfico:

• Edad 18-35: 42,380 clientes
• Edad 36-50: 38,620 clientes
• Edad 51-65: 29,500 clientes
• Edad 65+: 14,900 clientes

Individuos de alto nivel de red

El banco administra 1,875 cuentas de clientes de alto valor de la red con activos totales bajo administración de $ 587.3 millones. El valor promedio de la cuenta es de $ 313,000.

Riqueza	Número de clientes	Activos totales
$ 1M - $ 5M	1,425	$ 3.2 mil millones
$ 5M - $ 10M	350	$ 2.1 mil millones
$ 10M+	100	$ 1.5 mil millones

Clientes comerciales y corporativos

FISI mantiene relaciones con 625 clientes comerciales y corporativos, que representa una cartera de banca corporativa total de $ 4.7 mil millones.

• Grandes corporaciones: 85 clientes
• Corporaciones de tamaño mediano: 290 clientes
• Pequeñas entidades corporativas: 250 clientes

Gobierno local e clientes institucionales

El banco atiende a 47 clientes locales e institucionales con un valor contractual total de $ 382.6 millones.

Tipo de cliente	Número de clientes	Valor total del contrato
Gobiernos municipales	22	$ 187.3 millones
Instituciones educativas	15	$ 95.4 millones
Instituciones de atención médica	10	$ 99.9 millones

Financial Institutions, Inc. (FISI) - Modelo de negocio: Estructura de costos

Gastos de operación de rama

Costos operativos de sucursal anual total para FISI en 2024: $ 47,650,000

Categoría de gastos	Costo anual
Mantenimiento de alquiler y de instalaciones	$18,250,000
Utilidades	$5,420,000
Seguridad de la rama	$3,780,000
Material de oficina	$2,350,000

Tecnología y mantenimiento de infraestructura digital

Costos de infraestructura tecnológica anual total: $ 32,500,000

• Sistemas de ciberseguridad: $ 12,750,000
• Mantenimiento del software de banca central: $ 8,600,000
• Infraestructura en la red y la nube: $ 6,850,000
• Actualizaciones de la plataforma de banca digital: $ 4,300,000

Salarios y beneficios de los empleados

Costos totales de personal anual: $ 156,400,000

Categoría de empleado	Gastos salariales anuales
Gestión ejecutiva	$22,500,000
Rama	$68,250,000
Personal tecnológico	$45,600,000
Soporte y personal administrativo	$20,050,000

Costos de cumplimiento regulatorio

Gastos de cumplimiento regulatorio anual total: $ 15,750,000

• Personal legal y de cumplimiento: $ 6,200,000
• Sistemas de auditoría e informes: $ 4,850,000
• Programas de capacitación regulatoria: $ 2,700,000
• Consultoría de cumplimiento externo: $ 2,000,000

Gastos de marketing y adquisición de clientes

Costos de marketing anuales totales: $ 22,300,000

Canal de marketing	Gasto anual
Marketing digital	$8,750,000
Publicidad de medios tradicional	$6,500,000
Campañas de adquisición de clientes	$4,850,000
Patrocinios y participación comunitaria	$2,200,000

Financial Institutions, Inc. (FISI) - Modelo de negocios: flujos de ingresos

Ingresos por intereses de las carteras de préstamos

A partir del cuarto trimestre de 2023, FISI reportó ingresos por intereses totales de $ 412.6 millones. El desglose de la cartera de préstamos incluye:

Categoría de préstamo	Ingresos por intereses totales	Porcentaje de cartera
Préstamos comerciales	$ 187.3 millones	45.4%
Préstamos al consumo	$ 134.5 millones	32.6%
Préstamos hipotecarios	$ 90.8 millones	22.0%

Tarifas de servicio bancario

FISI generó $ 98.7 millones en tarifas de servicio bancario en 2023, con la siguiente distribución:

• Tarifas de mantenimiento de la cuenta: $ 42.3 millones
• Tarifas de transacción: $ 31.5 millones
• Tarifas de sobregiro: $ 24.9 millones

Comisiones de inversión y gestión de patrimonio

Los servicios de inversión generaron $ 156.4 millones en comisiones para 2023:

Categoría de servicio	Ingresos por comisión
Gestión de activos	$ 87.2 millones
Servicios de corretaje	$ 69.2 millones

Tarifas de transacción bancaria digital

Los ingresos bancarios digitales alcanzaron los $ 45.6 millones en 2023:

• Tasas de transferencia en línea: $ 18.3 millones
• Tarifas de transacción bancaria móvil: $ 15.7 millones
• Procesamiento de pagos digitales: $ 11.6 millones

Ingresos del servicio de asesoramiento financiero

Los servicios de asesoramiento financiero contribuyeron con $ 76.2 millones en 2023:

Servicio de asesoramiento	Ganancia
Asesoramiento financiero corporativo	$ 42.5 millones
Planificación financiera personal	$ 33.7 millones

Financial Institutions, Inc. (FISI) - Canvas Business Model: Value Propositions

You're looking at the core value Financial Institutions, Inc. (FISI) delivers to its customers and shareholders as of late 2025. It's a mix of old-school banking philosophy backed by solid, recent financial performance.

The first pillar is relationship-based community banking with local decision-making. This is about knowing the borrower, which helps support their commercial focus. The company reported total assets of approximately $6.3 billion as of September 30, 2025. This local focus feeds directly into their lending expertise.

Next, you see diversified financial services: banking, lending, and wealth management. This diversification helps smooth out earnings. For instance, in the third quarter of 2025, noninterest income, which includes wealth management fees, reached $12.1 million. Also, the company's net interest margin expanded to 3.65% in Q3 2025.

The expertise in specialized lending is concrete, especially in commercial sectors. The loan portfolio, totaling $4.59 billion as of September 30, 2025, shows a clear concentration in commercial areas.

Loan Sector Category	Amount as of Q3 2025 (Approx.)	Percentage Context
Total Loans	$4.59 billion	Total Portfolio Size
Commercial Mortgage Loans	$2.25 billion	Largest single component of the loan book
Commercial & Industrial (C&I) Loans	$740.6 million	Part of the commercial lending focus
Residential Real Estate Loans	$648.4 million	Relatively stable year-over-year
Small Business Loans	$151 million	Specific small business segment

For shareholders, the dividend remains a key proposition. Financial Institutions, Inc. offers an attractive annualized dividend yield of 4.52% for shareholders. This is supported by a recent quarterly dividend of $0.31 per share. The Q3 2025 diluted earnings per share was $0.99, giving a sustainable payout ratio for the past year.

Finally, the wealth management arm provides customized financial planning and investment consulting for high-net-worth clients through Courier Capital, LLC. This is quantified by the income generated; investment advisory income for Q3 2025 was $3.0 million.

Here are the key performance indicators that underpin these value propositions:

• Diluted Earnings Per Share (Q3 2025): $0.99
• Net Income Available to Common Shareholders (Q3 2025): $20.1 million
• Common Equity Tier 1 (CET1) Ratio (Sep 30, 2025): 11.15%
• Net Charge-Offs to Average Loans (Q3 2025): 18 basis points
• Total Deposits (Sep 30, 2025): $5.36 billion

Finance: draft the 2026 capital plan focusing on maintaining the CET1 ratio above 11.0% by end of Q1 by Friday.

Financial Institutions, Inc. (FISI) - Canvas Business Model: Customer Relationships

You're looking at how Financial Institutions, Inc. (FISI) structures its connections with its clients across its core business lines-commercial, wealth management, and retail banking-as of late 2025. The bank, with approximately $6.3 billion in total assets as of September 30, 2025, is clearly prioritizing high-value, direct engagement for its business clients while pushing digital efficiency for the everyday consumer.

Dedicated Commercial Relationship Managers for business clients

For the commercial segment, which holds $740.6 million in commercial business loans and $2.25 billion in commercial mortgage loans as of the third quarter of 2025, the relationship is anchored by dedicated Commercial Relationship Managers (RMs). This is a deliberate choice, given that in many commercial banks, RMs spend only 25 to 30 percent of their time in actual client dialogue due to administrative load. Financial Institutions, Inc. (FISI) is betting that focused, dedicated RM support drives the profitable organic growth management highlighted as a top priority.

High-touch, advisory model for wealth management clients

The Courier Capital, LLC wealth management arm employs a high-touch, advisory model for individuals, families, and institutions. This human expertise is being paired with strategic physical expansion, evidenced by the opening of a new wealth management office in Sarasota, Florida. This approach contrasts with the broader industry trend where digital-direct wealth managers captured 41% of total industry net flows between 2016 and 2021, suggesting Financial Institutions, Inc. (FISI) is doubling down on personalized, in-person advice for asset growth.

Self-service digital and mobile banking for retail customers

For the retail customer base, which contributes to total deposits of $5.36 billion as of September 30, 2025, the relationship is heavily weighted toward digital self-service. Industry data from 2025 shows that 42% of consumers prefer using a mobile app to manage their finances, making it the most popular choice, and 34% of consumers use a mobile banking app daily. Financial Institutions, Inc. (FISI) must meet this expectation, as 91% of bankers agree their customers are engaged on digital channels. The company sharpened its focus on its retail banking line after stepping away from Banking-as-a-Service in 2024.

Personalized service emphasizing direct banker access, not phone trees

While digital adoption is high, the bank maintains a commitment to personalized service that avoids frustrating automated systems. Industry statistics show that only 4% of consumers prefer calling a representative as their primary channel, yet the expectation for direct access remains. Financial Institutions, Inc. (FISI) aims to provide personalized service that cuts through the complexity, ensuring that when a client needs human interaction beyond their RM, they get direct banker access rather than navigating complex phone trees. This balance between digital efficiency and accessible, high-quality human support is key to retaining the 83% of Americans who bank with traditional institutions.

Here is a snapshot of the scale and key metrics underpinning these relationships as of late 2025:

Metric	Amount/Value (as of 9/30/2025)	Context/Benchmark
Total Assets (Financial Institutions, Inc.)	$6.3 billion	Foundation for all client relationships.
Total Deposits	$5.36 billion	Retail and commercial funding base.
Commercial Mortgage Loans	$2.25 billion	Represents a significant commercial relationship portfolio.
Retail Digital Preference (Mobile App)	42%	Most popular channel for consumer finance management in 2025.
Consumer Preference for Calling Reps	4%	Least chosen channel among all service options.
RM Client Dialogue Time (Industry Benchmark)	25 to 30 percent	The time RMs spend with clients versus on admin tasks.

The strategic direction involves enhancing the human element where it matters most-commercial lending and wealth management-while ensuring the retail experience is seamless and digital-first. This hybrid approach is necessary to compete against fintechs, where 42% of consumers now hold accounts.

• Commercial loan pipeline noted as strong in upstate New York markets.
• Wealth management is a core focus alongside commercial and consumer banking.
• The company raised its full-year 2025 guidance for profitability metrics like Return on Average Assets (ROAA) to exceed 1.15%.
• The efficiency ratio for 2025 is now expected to be below 59%.

Finance: draft the 2026 budget allocation for RM technology support by end of Q4.

Financial Institutions, Inc. (FISI) - Canvas Business Model: Channels

You're looking at how Financial Institutions, Inc. (FISI) gets its value proposition to the customer base as of late 2025. The approach is clearly weighted toward traditional physical presence, but the digital side is undergoing a strategic pivot.

The core delivery mechanism is through its Five Star Bank subsidiary, which maintains a focused geographic footprint. This is not a national player; it's deeply rooted in specific regions.

The physical branch network is concentrated across Western and Central New York. This is the heart of their consumer and commercial banking service delivery.

Also critical are the Commercial Loan Production Offices (LPOs). These are specialized points of contact for commercial clients, not full-service branches. You see one LPO specifically serving the Mid-Atlantic region, which includes a presence in Suburban Baltimore, MD, offering geographic diversification for their lending efforts.

Here is a snapshot of the scale supporting these channels as of the third quarter of 2025:

Channel Component	Geographic Scope/Type	Key Metric (as of Late 2025)
Physical Branch Network	Western and Central New York	Supports approximately $6.3 billion in total assets (9/30/2025)
Commercial Loan Production Offices (LPOs)	Mid-Atlantic region (e.g., Suburban Baltimore, MD)	Supports commercial loan growth, which was up 1.7% year-over-year as of 6/30/2025
Digital Banking Platforms (Online/Mobile)	General Customer Base	Usage metrics are not explicitly detailed, but the company is focused on core banking growth
Third-Party Processors (BaaS)	Former Banking-as-a-Service (BaaS) Channel	BaaS-related deposits were reduced to approximately $7 million as of 6/30/2025, down from $108 million a year prior

Regarding digital channels, the trend is a deliberate reduction in one specific third-party channel. Financial Institutions, Inc. has been intentionally winding down its Banking-as-a-Service (BaaS) platform. This is a clear move to focus resources back onto the primary banking franchise.

The BaaS deposit runoff is significant; balances dropped from about $108 million at June 30, 2024, down to just $7 million by June 30, 2025. That's a massive channel reduction.

For the ATM network and general digital access, the data isn't broken out separately, but you know the overall customer base is supported by total deposits of $5.36 billion as of September 30, 2025. The expectation is that the online and mobile platforms are the primary digital interfaces for the existing customer base, handling transactions for the $4.59 billion loan portfolio as of Q3 2025.

The company's focus is on organic growth in consumer and commercial lending, meaning the physical and direct digital channels are where the investment is going now.

• Physical locations remain the anchor for consumer relationships in Upstate New York.
• LPOs are the specialized outreach for commercial clients outside the immediate branch footprint.
• The BaaS third-party channel is effectively being closed down.
• The core digital platforms (online/mobile) serve the base supporting $5.36 billion in deposits.

Finance: draft Q4 2025 channel utilization report by January 15, 2026.

Financial Institutions, Inc. (FISI) - Canvas Business Model: Customer Segments

You're looking at the core groups Financial Institutions, Inc. (FISI) serves across its Five Star Bank and Courier Capital subsidiaries as of late 2025. This bank focuses heavily on its Upstate New York community base.

Small to mid-sized Businesses (SMBs) and Commercial Real Estate developers represent a primary lending focus, driving the growth on the asset side of the balance sheet. The company intentionally shifted focus away from consumer indirect lending to emphasize this segment.

Here's how the loan portfolio, totaling approximately $4.59 billion as of September 30, 2025, breaks down, showing the weight given to commercial activity:

Loan Category	Balance (as of 9/30/2025)	Year-over-Year Growth (vs 9/30/2024)
Commercial Mortgage Loans	$2.25 billion	6.8% increase
Commercial Business Loans	$740.6 million	13.2% increase
Residential Real Estate Loans	$648.4 million	Flat
Total Loans	$4.59 billion	1.2% increase (QoQ)

Commercial loans overall made up 65% of the total loan portfolio at the end of Q3 2025. The Commercial Real Estate exposure is diversified, with multifamily loans at 45% of that segment.

Affluent individuals and families seeking wealth management services are served by Courier Capital, LLC. This division managed Assets Under Management (AUM) reaching $3.56 billion at the end of the third quarter of 2025. Investment advisory revenue for the quarter was over $3 million.

Retail consumers in Western and Central New York markets are the base for the consumer banking operations of Five Star Bank. Total deposits across all customer types stood at $5.36 billion in Q3 2025. The company exited the Pennsylvania indirect auto business in early 2025 to sharpen its focus on its core Upstate New York market.

Municipalities, non-profits, and retirement plans provide a stable funding source through public deposits and are also clients for wealth management. Public deposits accounted for 23% of total deposits as of September 30, 2025. Courier Capital, LLC specifically offers services to institutions, non-profits, and retirement plans. The bank reported total assets of approximately $6.3 billion at that same date.

• Net income available to common shareholders for Q3 2025 was $20.1 million.
• The Common Equity Tier 1 (CET1) ratio was 11.15% at quarter-end.
• The quarterly cash dividend approved on November 14, 2025, was $0.31 per common share.
• The company expects noninterest expense of approximately $141 million for the full year 2025.

Finance: draft 13-week cash view by Friday.

Financial Institutions, Inc. (FISI) - Canvas Business Model: Cost Structure

You're looking at the core expenses that drive the operations for Financial Institutions, Inc. (FISI) as of late 2025. This structure is heavily influenced by maintaining a physical presence and supporting a relationship-based lending model, so personnel costs are naturally high.

The company has provided updated guidance for the full fiscal year 2025, setting a clear target for operational spending. Management expects total noninterest expense to be approximately $141 million for 2025. This figure is key to achieving the targeted efficiency ratio of below 59% for the year.

The cost structure is dominated by personnel and the physical footprint, though technology investment is a growing necessity. Here's a look at the key expense categories based on the latest reported quarters:

• Significant Interest Expense on deposits and borrowings.
• High personnel costs (salaries and benefits) for relationship-based model.
• Noninterest Expense guided to approximately $141 million for 2025.
• Technology and data processing costs for digital infrastructure.
• Occupancy and equipment expenses for the physical branch footprint.

The interest expense component, which funds the balance sheet, remains a major cost driver. For context, the Total Interest Expense for the full year 2024 was $150 million, with Deposits Interest Expense accounting for $140 million of that total. You can expect the 2025 figure to be closely watched as the company manages its funding costs against its Net Interest Margin, which reached 3.65% in the third quarter of 2025.

Personnel costs are a direct reflection of the relationship-based model. The salaries and employee benefits expense shows a slight upward trend through the first three quarters of 2025:

Expense Component	Q1 2025 (USD Millions)	Q2 2025 (USD Millions)	Q3 2025 (USD Millions)
Salaries and Employee Benefits	N/A	$18.1	$18.5
Occupancy and Equipment Expense	N/A	$4.0	$3.8
Total Noninterest Expense (Reported)	$33.7	$35.7	N/A

The relationship model necessitates a physical presence, which translates directly into occupancy costs. Occupancy and equipment expense was $4.0 million in the second quarter of 2025, slightly decreasing to $3.8 million in the third quarter of 2025. This is a relatively stable cost base compared to the variable nature of interest expense.

Technology costs, while not broken out as a single line item in the provided quarterly expense summaries, are embedded within the broader noninterest expense categories, such as Other Operating Expenses or Professional Services. The company noted that some second-quarter 2025 results were elevated due to timing and some higher costs expected to be non-recurring, including certain benefits and technology-related expenses. This suggests ongoing investment to support the digital infrastructure supporting the relationship model.

Finance: draft 13-week cash view by Friday.

Financial Institutions, Inc. (FISI) - Canvas Business Model: Revenue Streams

The revenue streams for Financial Institutions, Inc. (FISI) are fundamentally anchored in its core banking operations, supplemented by significant noninterest income sources from its wealth management arm, Courier Capital, LLC.

Net Interest Income (NII) remains the primary engine. This figure hit a quarterly high of $51.8 million in Q3 2025. This record performance was driven by a net interest margin that expanded to 3.65% in the third quarter of 2025. The interest revenue is generated from the total loan portfolio, which stood at $4.59 billion as of September 30, 2025. This portfolio growth, up 4.3% year-over-year, directly feeds the NII component. The company also manages total deposits reaching $5.36 billion at the end of Q3 2025, which serves as the primary funding source for these earning assets.

Noninterest Income is the secondary, yet increasingly important, revenue pillar. Management has guided that Noninterest Income is expected to exceed $42 million for the full year 2025, reflecting confidence in fee-based services. For the third quarter of 2025 alone, Noninterest Income was reported at $12.1 million, showing a sequential increase of 13.6%.

The components of Noninterest Income include several distinct streams:

• Investment advisory income from Courier Capital, LLC.
• Service charges on deposit accounts.
• Treasury management fees.
• Income from company-owned life insurance (COLI).

Specifically, investment advisory income, which is generated through Courier Capital, was reported at $3.0 million in Q3 2025. This represented an increase of $226 thousand compared to the third quarter of 2024. The revenue mix is detailed below, focusing on the latest quarterly snapshot for context:

Revenue Component	Q3 2025 Amount	Context/Basis
Net Interest Income (NII)	$51.8 million	Quarterly high as of Q3 2025
Total Loan Portfolio Balance	$4.59 billion	Balance as of September 30, 2025
Noninterest Income (Quarterly)	$12.1 million	Reported for Q3 2025
Investment Advisory Income	$3.0 million	Q3 2025 amount from Courier Capital
Total Deposits	$5.36 billion	Balance as of September 30, 2025

The revenue streams are clearly diversified across interest-earning assets and fee-based services. The growth in NII is tied to the loan portfolio expansion, while the growth in fee income is supported by wealth management activities and service charges. You can see the key drivers for the quarter in this breakdown:

• Loan interest from the $4.59 billion loan portfolio.
• Investment advisory income topping $3.0 million in Q3 2025.
• Service charges and treasury management fees contributing to the $12.1 million total Noninterest Income.

Finance: draft 13-week cash view by Friday.