《银行商业计划书》课件

OVERVIEWThis business plan aims to cover the following areas:Perform market,competitors and risk analysis.Identify critical success factors relating to small businesses financing.Define the scope of Retail FinanceProvide an overview of the business set-up Identify the key processes and linkagesIdentify target segments and products of Retail FinanceReview of current loan packagesAssess business potentialIdentify marketing strategies and action plans1CRITICAL SUCCESS FACTORSEasy access to financing Few years of biz track record and no impressive financial statementsDifficulty in raising securityEg.DBS launched the IMPRESS program to help SMEs obtain financing without collateralFast turnaround timeEg.Heller Financial promised a turnaround time of 3 days for Micro Loan and 1 day for Express HP.2CRITICAL SUCCESS FACTORSProximity to Potential CustomersDifferences in demographicsProduct Bundlingeasier to attract small businesses need to retain them through product bundlingincrease fund based and non-fund based incomeThird Party AlliancesTo get biz referralsRelationship bankingAdvisory rolePersonalized service3MARKET ANALYSISOpportunitiesOver 92,000 SMEsGovernment encouraging entrepreneurship=no.of small businesses is likely to increaseAvailability of government assisted schemesGovernment is restructuring the Retail Sector=Retail 21 plan=10K out of 17K retail establishment in HDB area4MARKET ANALYSISTHREATSSmall companies are susceptible to changes in the market changesIncreased competition among retailersChanges in the regulations eg.Waiver of audit requirement for exempt companies5COMPETITORS ANALYSISOCBC Community BankingUOB Retail BusinessDBS Very Small Business UnitOffers a wide variety of products and services6RISKS ANALYSISSurvival rate is lowGovernment financial assistance schemesCompetency RiskNot trained to handle creditPFC processing team specialises in personal loansTo engage the support of Credit Management&Biz SupportCentralised approval to ensure consistency and quality7BUSINESS SET-UP3 Retail Finance centres West,Central,East1st Retail Finance Centre:Jurong East branchPilot branch for neighbourhood bankingTap on branch network8SCOPEOCBC Sole-proprietorship and partnershipTurnover of less than$5mUOBSole-proprietorship,partnership and private limited companiesLoan size of less than$1mProduct ManagementSize of workforce of less than 10 workers9SCOPE-RECOMMENDATIONSole-proprietorship,partnership and private limited companiesUse loan size as a guideCut-off point:$2mRationalSmall bizes also start up as pte ltd companiesLoan size Straight forward approach10SCOPE-RECOMMENDATIONSize of workforcediffer from industries to industriessubcontract and part-time staffservice industry vs trading firmsTurnover Loan size may be low due to several bankersNetworthDeterminate of loan quantum11PRODUCT SCOPETo offer a wide variety of loan products,including trade facilities and factoringRationalSchemes that we are driving involved trade facilities and factoringGood avenue for non-fund based incomeCater to diverse financing needs Tapping on existing system and resources12BIZ SET-UP3 Retail Finance Centresin the West,East and Central part of SingaporeSelling thru branch networkJurong East-a pilot branch to try out neighborhood banking concept.The other 2 centres in 2003.13ORGANISATION CHARTRequire 8 staff for FYE 2002/2003Currently 3 peopleNeed at least 1 Class I Officer by 1/10/02The rest will be recruited in stagesMatrix Reporting StructureEnsure discipline,control and synergyEnsure sense of belongingEncourage cross selling14ORGANISATION CHART15KEY PROCESSES&LINKAGES16TARGET SEGMENTSRMM has identified the following target industries:-Growing industriesIndustries that require licensing or registrationIndustries that are above threshold size17TARGET SEGMENTSWholesale trade/Trading companiesheavy user of factoring and trade facilitiesRetail Tradeproperty financingtrade facilitiesBusiness Servicessource of biz referrals18REVIEW OF CURRENT LOAN PACKAGESMicro Loan58 approved loans totalling$2.15mNone turned NPLOff-budget measures:extended to end of the yearCreate awareness for the banksExpect to perform better with branches actively soliciting for business from existing customers19CPA LOANSNot likely to have any new CPA loans:Bank has frozen the CPA business due to impending changes in legislation requirementsComplete the entire marketing listMore business referralsAs at 30/6/02,biz referrals amted to$10mExpect more referrals as rapport has been built up with some CPA firms,eg.BS Lim&Co.and Tan Soo Chong&Co.20FRANCHISE LOANSComments by CCS on 23/4/02:To review franchise packages and ascertain reasons for lack of submission4 franchise packages:ECM Chinese Medical Centre P/L,7-11,Cambridge Childcare,Pasta Matrix21FRANCHISE LOANSReasons for lack of submissionOur approach is to target at established franchisors and on selective basisEconomic conditionRequests are from new Master Franchisees=higher risks cos concept has yet to be proven in SingaporeFranchisors are stringent in initial assessmentEstablished franchisors are inactive in recruiting local franchisees.22FRANCHISORSChange approachInstead of providing customised financing packages to every franchisors while waiting for franchisees to sign up:More cost effective to consider on a case by case basis as the no.of new franchisees recruited per year per franchisor is assessed to be small;Franchisees request to vary terms and conditions of the proposed financing packageFranchisors are not forthcoming with the financial performance of the business.23BUSINESS PROJECTIONObjectivesTo achieve a loan growth of$50m in terms of approved limitTo max non-fund based income,mainly from facility fees,referral fees,insurance commissionProjected a net income of$278,563 in its first year(9 mths)24OBJECTIVE 1:LOAN OF$50MExpect utilisation rate:70%Spread over various segmentsWholesale Trade:$10mMainly OD,trade facilities,factoring,Biz Plus packages,LEFS,LISTarget size:80 companies$125K each25OBJECTIVE 1:LOAN OF$50MRetail Trade:$10mProperty Loan:$7.35m(based on 30 shop units$245KRenovation Loan:$0.9m(based on$30K per shop)Others(trade facilities):$1.75mDepending the our packaging and pricing of property loanBusiness Services:$10mMainly OD($6.85m),Business Card,Micro Loan($1m),HL($3m),TL,FDExpect to be programmed loan10%success rate(as per CPA package)137 cases$50K eachDependent on Product Management to develop financing packages26OBJECTIVE 1:LOAN OF$50MOthers:$5m Third Party referrals and other new products and schemes targeting at new industries27OBJECTIVE 2:MAX NON-FUND BASED INCOMEAs identified by Product Management:Processing FeesReferral Fees Insurance Commission28MARKETING STRATEGIESDirect sellingTo existing customersThru branch networkLower risk due to track recordDirect sellingTo new customersBy Retail Finance 29MARKETING STRATEGIESIntermediaries3rd party alliancesCPA firms and consultancy firmsInternet bankingSource of informationOn-line submission of loan applicationMainly OD($6.85m),Business Card,Micro Loan($1m),HL($3m),TL,FDExpect to be programmed loan10%success rate(as per CPA package)137 cases$50K eachDependent on Product Management to develop financing packages303132