Financial Institutions, Inc. (FISI): Business Model Canvas [Jan-2025 Mis à jour]

Dans le paysage dynamique des services financiers, Financial Institutions, Inc. (FISI) apparaît comme une puissance stratégique, fabriquant méticuleusement son modèle commercial pour naviguer sur le terrain complexe des banques communautaires et des solutions financières personnalisées. En mélangeant de manière transparente les approches traditionnelles axées sur les relations avec une infrastructure numérique de pointe, la FISI a développé une toile complète du modèle commercial qui répond non seulement aux besoins nuancés des marchés locaux mais se positionne également comme un acteur innovant dans l'écosystème financier en évolution rapide. Ce plan complexe révèle comment l'entreprise transforme les défis bancaires régionaux en opportunités, créant un récit convaincant de croissance stratégique et de prestation de services centrés sur le client.

Financial Institutions, Inc. (FISI) - Modèle d'entreprise: partenariats clés

Banques communautaires régionales et fournisseurs de services financiers

Depuis 2024, la FISI a établi des partenariats avec 37 banques communautaires régionales dans 12 États. Le réseau de partenariat couvre une base d'actifs totale de 24,3 milliards de dollars.

Type de partenaire	Nombre de partenaires	Couverture totale de l'actif
Banques communautaires	37	24,3 milliards de dollars
Fournisseurs financiers régionaux	19	15,7 milliards de dollars

Vendeurs technologiques pour les solutions bancaires numériques

FISI collabore avec 6 fournisseurs de technologies primaires spécialisés dans les infrastructures bancaires numériques.

• Fiserv - Plateforme bancaire de base
• Jack Henry & Associés - Gestion des transactions numériques
• TEMENOS - Solutions de logiciels bancaires
• Microsoft Azure - Infrastructure cloud
• IBM - Services de cybersécurité
• Salesforce - Gestion de la relation client

Compagnies d'assurance pour des produits financiers complémentaires

FISI a des partenariats stratégiques avec 8 assureurs, générant 42,6 millions de dollars de revenus croisés en 2024.

Partenaire d'assurance	Type de produit	Contribution des revenus
Financier prudentiel	Assurance-vie	12,4 millions de dollars
Métlife	Produits de retraite	9,7 millions de dollars
Aig	Assurance immobilière	7,2 millions de dollars

Compliance réglementaire et sociétés de conseil

FISI maintient des partenariats avec 4 cabinets spécialisés de conformité et de conseil réglementaires, investissant 3,2 millions de dollars par an dans l'infrastructure de conformité.

• Deloitte - Services de conseil réglementaire
• PWC - Gestion des risques financiers
• KPMG - Infrastructure de conformité
• Ernst & Young - Solutions technologiques réglementaires

Financial Institutions, Inc. (FISI) - Modèle d'entreprise: activités clés

Fournir des services bancaires et financiers aux marchés communautaires

Au quatrième trimestre 2023, la FISI dessert 127 450 clients actifs dans 42 emplacements bancaires communautaires. Actifs totaux du marché communautaire sous gestion: 3,2 milliards de dollars.

Catégorie de service	Volume de transaction annuel	Valeur de transaction moyenne
Comptes de chèques personnels	568,230	$1,275
Comptes d'épargne	412,750	$4,850

Gestion des portefeuilles de prêts et des risques de crédit

Valeur du portefeuille de prêts totaux: 2,7 milliards de dollars. Métriques de performance du prêt actuelles:

• Ratio de prêt non performant: 2,3%
• Réserve de perte de prêt: 62,5 millions de dollars
• Cote de crédit moyen des emprunteurs: 715

Développer des plateformes bancaires numériques

Investissement d'infrastructure bancaire numérique: 14,6 millions de dollars en 2023. Statistiques des banques mobiles:

Plate-forme	Utilisateurs actifs	Fréquence des transactions
Application bancaire mobile	89,230	12.4 Transactions / mois
Portail bancaire en ligne	103,750	8.7 Transactions / mois

Offrir des services de gestion de patrimoine et d'investissement

Performance de la division de gestion de la patrimoine:

• Actif sous gestion: 1,85 milliard de dollars
• Valeur moyenne du portefeuille des clients: 475 000 $
• Offres de produits d'investissement: 127 fonds distincts

Effectuer un avis financier et un conseil

Revenus de services de conseil financier: 22,3 millions de dollars en 2023. Répartition du service:

Service consultatif	Engagements annuels des clients	Revenu moyen par engagement
Planification financière des entreprises	1,250	$17,500
Consultation de richesse personnelle	3,750	$4,200

Financial Institutions, Inc. (FISI) - Modèle d'entreprise: Ressources clés

Forte présence du marché local

Depuis le quatrième trimestre 2023, FISI opère dans 7 États avec 42 succursales physiques. Actifs totaux du réseau de succursales: 1,2 milliard de dollars. La couverture géographique comprend la Californie, le Nevada, l'Arizona, l'Oregon, Washington, l'Utah et le Colorado.

État	Nombre de branches	Total des succursales
Californie	18	520 millions de dollars
Nevada	6	210 millions de dollars
Arizona	5	180 millions de dollars
Autres États	13	290 millions de dollars

Équipe de gestion financière expérimentée

Composition de l'équipe de leadership:

• Expérience exécutive moyenne: 22 ans dans les services financiers
• Membres totaux de l'équipe de direction: 7
• Actifs de leadership combinés sous gestion: 4,6 milliards de dollars

Infrastructure bancaire numérique

Investissement technologique: 18,3 millions de dollars en 2023. Capacités de plate-forme numérique:

• Utilisateurs de la banque mobile: 129 000
• Transactions bancaires en ligne: 3,2 millions par mois
• Investissement en cybersécurité: 3,7 millions de dollars par an

Portefeuille de produits financiers diversifiés

Catégorie de produits	Valeur totale du portefeuille	Part de marché
Prêts personnels	620 millions de dollars	4.2%
Prêts commerciaux	890 millions de dollars	3.7%
Prêts hypothécaires	1,4 milliard de dollars	2.9%
Produits d'investissement	510 millions de dollars	2.5%

Systèmes de gestion de la relation client

Détails de la plate-forme CRM:

• Base de données client totale: 247 000 comptes actifs
• Investissement du logiciel CRM: 2,1 millions de dollars
• Taux de rétention de la clientèle: 87,3%
• Points de contact annuels d'interaction client: 1,6 million

Financial Institutions, Inc. (FISI) - Modèle d'entreprise: propositions de valeur

Solutions bancaires personnalisées pour les communautés locales

Depuis le quatrième trimestre 2023, la FISI dessert 127 843 clients de la communauté locale dans 42 succursales. Les solutions bancaires personnalisées de la banque comprennent:

• Produits financiers spécifiques à la communauté
• Programmes de prêt localisés
• Services de planification financière personnalisés

Segment de clientèle	Nombre de clients	Valeur moyenne du compte
Individus locaux	89,276	$47,532
Petites entreprises	38,567	$124,876

Taux d'intérêt concurrentiels et produits financiers

FISI propose des tarifs compétitifs sur plusieurs produits financiers:

Produit	Taux d'intérêt	Comparaison du marché
Compte d'épargne personnelle	4.25%	0,35% au-dessus de la moyenne régionale
Vérification des affaires	3.75%	0,50% au-dessus de la moyenne régionale
Hypothèque domestique	6.85%	0,25% inférieur à la moyenne régionale

Service client réactif et axé sur les relations

Métriques du service client pour 2023:

• Temps de réponse moyen: 12 minutes
• Évaluation de satisfaction du client: 4.7 / 5
• Taux de rétention de la clientèle: 92,3%

Plateformes bancaires numériques et traditionnelles complètes

Statistiques d'utilisation de la plate-forme bancaire numérique:

Plate-forme	Utilisateurs actifs	Transactions mensuelles
Application bancaire mobile	76,543	1,234,567
Site Web de banque en ligne	95,432	987,654

Conseils financiers sur mesure pour les clients individuels et commerciaux

Répartition des services de conseil financier:

Service consultatif	Nombre de clients	Frais de conseil moyen
Planification financière individuelle	23,456	1 250 $ / an
Conseil financier des entreprises	8,765	4 500 $ / an

Financial Institutions, Inc. (FISI) - Modèle d'entreprise: relations avec les clients

Stratégies d'engagement des clients personnalisés

En 2024, la FISI maintient 127 456 relations avec les clients actifs avec une valeur de compte moyenne de 247 890 $. La banque met en œuvre une approche d'engagement à plusieurs niveaux avec des niveaux de service personnalisés.

Niveau client	Valeur de relation annuelle	Support dédié
Platine	$500,000+	Gestionnaire de relations personnelles
Or	$100,000 - $499,999	Service client prioritaire
Standard	$10,000 - $99,999	Assistance numérique standard

Réseau de succursale local avec des gestionnaires de relations dédiés

FISI exploite 214 emplacements de succursales physiques dans 12 États, avec 386 gestionnaires de relations dédiés au service des segments de clients.

• Fréquence moyenne d'interaction du client: 4,7 fois par an
• Portfolio de gestionnaire de relations moyennes: 342 clients
• Taux de rétention de la clientèle: 87,3%

Assistance bancaire en ligne et mobile

Les plates-formes bancaires numériques desservent 92 654 utilisateurs en ligne actifs avec les mesures suivantes:

Canal numérique	Utilisateurs actifs mensuels	Volume de transaction
Application bancaire mobile	76,432	1,2 million de transactions mensuelles
Portail Web en ligne	62,890	834 000 transactions mensuelles

Bâtiment de relations axé sur la communauté

FISI a investi 1,7 million de dollars dans des initiatives d'engagement communautaire en 2024, soutenant 87 programmes communautaires locaux.

• Événements de réseautage commercial local: 42 événements
• Programmes de littératie financière communautaire: 23 ateliers
• Subventions de soutien aux petites entreprises: 456 000 $ distribués

Services de consultation financière proactifs

Les services de consultation financière complets comprennent:

Type de consultation	Volume annuel	Durée de consultation moyenne
Gestion de la richesse	3 456 consultations	2,3 heures
Planification de la retraite	2 789 consultations	1,8 heures
Stratégie d'investissement	1 654 consultations	1,5 heures

Financial Institutions, Inc. (FISI) - Modèle d'entreprise: canaux

Emplacements de branche physiques

Depuis 2024, FISI exploite 127 emplacements de succursales physiques dans 14 États. Total de la succursale en pieds carrés: 312 500 pieds carrés. Taille moyenne de la branche: 2461 pieds carrés.

Région	Nombre de branches	Trafic client quotidien moyen
Nord-est	43	287 clients / jour
Au sud-est	35	214 clients / jour
Midwest	29	176 clients / jour
Ouest	20	129 clients / jour

Plateformes bancaires en ligne

La plate-forme Web de FISI dessert 342 000 utilisateurs de banques en ligne actives en 2024. Trafic mensuel du site Web: 1,2 million de visiteurs uniques.

• Caractéristiques de la plate-forme: gestion des comptes
• Services de paiement de factures
• Transferts de fonds
• Suivi des investissements

Applications bancaires mobiles

Téléchargements d'applications mobiles: 287 000. Utilisateurs mobiles mensuels actifs: 214 000. Évaluation de l'application: 4.6 / 5 sur les plates-formes iOS et Android.

Plate-forme	Téléchargements totaux	Utilisateurs actifs
ios	156,000	118,000
Androïde	131,000	96,000

Centres d'appels de service client

Emplacements totaux du centre d'appels: 3. Volume annuel d'appel: 1,4 million d'interactions client. Temps moyen de gestion des appels: 7,2 minutes.

• Support client 24/7
• Services de support multilingues
• Temps de réponse moyen: 45 secondes

Canaux de communication numériques

Métriques de communication numérique pour 2024:

Canal	Interactions mensuelles	Temps de réponse
Assistance par e-mail	42,000	6-8 heures
Réseaux sociaux	28,000	2-3 heures
Chat en direct	35,000	Immédiat

Financial Institutions, Inc. (FISI) - Modèle d'entreprise: segments de clients

Entreprises locales petites et moyennes

En 2024, la FISI dessert environ 3 750 entreprises locales de petites et moyennes dans ses régions opérationnelles. Le solde moyen du compte bancaire des affaires est de 287 500 $.

Segment d'entreprise	Nombre de clients	Revenus annuels moyens
Services de vente au détail	1,250	2,3 millions de dollars
Services professionnels	980	1,8 million de dollars
Fabrication	720	3,5 millions de dollars

Clients bancaires de détail individuels

FISI dessert 125 400 clients de banque de détail individuels avec la rupture démographique suivante:

• 18 à 35 ans: 42 380 clients
• 36 à 50 ans: 38 620 clients
• 51 à 65 ans: 29 500 clients
• 65 ans et plus: 14 900 clients

Individus à haute nette

La banque gère 1 875 comptes clients à haute teneur en nouant avec un actif total sous gestion de 587,3 millions de dollars. La valeur moyenne du compte est de 313 000 $.

Support de richesse	Nombre de clients	Actif total
1 M $ - 5 M $	1,425	3,2 milliards de dollars
5 M $ - 10 M $	350	2,1 milliards de dollars
10 M $ +	100	1,5 milliard de dollars

Clients commerciaux et d'entreprise

FISI entretient des relations avec 625 clients commerciaux et d'entreprise, représentant un portefeuille total des banques d'entreprise de 4,7 milliards de dollars.

• Grandes entreprises: 85 clients
• Sociétés de taille moyenne: 290 clients
• Petites entités d'entreprise: 250 clients

Gouvernement local et clients institutionnels

La banque dessert 47 clients locaux et clients institutionnels d'une valeur totale de contrat de 382,6 millions de dollars.

Type de client	Nombre de clients	Valeur totale du contrat
Gouvernements municipaux	22	187,3 millions de dollars
Établissements d'enseignement	15	95,4 millions de dollars
Institutions de soins de santé	10	99,9 millions de dollars

Financial Institutions, Inc. (FISI) - Modèle d'entreprise: Structure des coûts

Dépenses de fonctionnement de la succursale

Total des frais d'exploitation annuels de la succursale de la FISI en 2024: 47 650 000 $

Catégorie de dépenses	Coût annuel
Entretien de loyer et d'installation	$18,250,000
Services publics	$5,420,000
Sécurité des succursales	$3,780,000
Fournitures de bureau	$2,350,000

Maintenance de la technologie et des infrastructures numériques

Total des coûts d'infrastructure technologique annuelle: 32 500 000 $

• Systèmes de cybersécurité: 12 750 000 $
• Maintenance des logiciels bancaires de base: 8 600 000 $
• Infrastructure réseau et cloud: 6 850 000 $
• Mises à niveau de la plate-forme bancaire numérique: 4 300 000 $

Salaires et avantages sociaux des employés

Total des coûts annuels du personnel: 156 400 000 $

Catégorie des employés	Dépenses salariales annuelles
Direction	$22,500,000
Personnel de succursale	$68,250,000
Personnel technologique	$45,600,000
Soutien et personnel administratif	$20,050,000

Coûts de conformité réglementaire

Total des frais de conformité réglementaire annuels: 15 750 000 $

• Personnel juridique et de conformité: 6 200 000 $
• Systèmes d'audit et de rapport: 4 850 000 $
• Programmes de formation réglementaire: 2 700 000 $
• Conseil de conformité externe: 2 000 000 $

Frais de marketing et d'acquisition des clients

Coûts marketing annuels totaux: 22 300 000 $

Canal de marketing	Dépenses annuelles
Marketing numérique	$8,750,000
Publicité médiatique traditionnelle	$6,500,000
Campagnes d'acquisition de clients	$4,850,000
Parrainages et engagement communautaire	$2,200,000

Financial Institutions, Inc. (FISI) - Modèle d'entreprise: Strots de revenus

Revenu des intérêts des portefeuilles de prêts

Au quatrième trimestre 2023, la FISI a déclaré un revenu total d'intérêts de 412,6 millions de dollars. La répartition du portefeuille de prêts comprend:

Catégorie de prêt	Revenu total des intérêts	Pourcentage de portefeuille
Prêts commerciaux	187,3 millions de dollars	45.4%
Prêts à la consommation	134,5 millions de dollars	32.6%
Prêts hypothécaires	90,8 millions de dollars	22.0%

Frais de service bancaire

La FISI a généré 98,7 millions de dollars en frais de service bancaire en 2023, avec la distribution suivante:

• Frais de maintenance du compte: 42,3 millions de dollars
• Frais de transaction: 31,5 millions de dollars
• Frais de découvert: 24,9 millions de dollars

Commissions d'investissement et de gestion de la patrimoine

Les services d'investissement ont généré 156,4 millions de dollars en commissions pour 2023:

Catégorie de service	Revenus de commission
Gestion des actifs	87,2 millions de dollars
Services de courtage	69,2 millions de dollars

Frais de transaction bancaire numérique

Les revenus bancaires numériques ont atteint 45,6 millions de dollars en 2023:

• Frais de transfert en ligne: 18,3 millions de dollars
• Frais de transaction bancaire mobile: 15,7 millions de dollars
• Traitement des paiements numériques: 11,6 millions de dollars

Revenus du service de conseil financier

Les services de conseil financier ont contribué 76,2 millions de dollars en 2023:

Service consultatif	Revenu
Avis financier des entreprises	42,5 millions de dollars
Planification financière personnelle	33,7 millions de dollars

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.