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SITUATION OF SMALL AND MICRO ENTERPRISE
Development of a new economy in our countries – emerging sectors .
In Peru, 98% of local enterprises belong to the small and micro enterprise sector .
Bureaucracy and poor access to credit .
Highly adaptable, dynamic enterprises which cannot project on a long term .
MIBANCO PROPOSAL
Acción Comunitaria (Communitarian Action) is a non-government organization which supports entrepreneurs of small and micro enterprises, present in Peru since 1969.
After 30 years of experience, it creates MiBanco, the first Peruvian private bank which assumes the responsibility of concentrating its efforts on the financial support for the development of micro and small enterprises.
FINANCIAL INTERMEDIATION
MiBanco
People resources, public and institutional
National and International Financial Organisms
Capital Market
Stockholders
Passive Products and Services
In debt
Securities Emission
Patrimony
Micro enterprises
Small enterprises
IFI’s and others
Dependants
Stockholders and workers
Channels Channels
Sources Beneficiaries
Active Products and Services
Treasury Money Market
Investments
Financial Surplus (Utility)
OPPORTUNITY
Entrepreneurs of micro and small enterprises, avid for resources .
A business of great volume but high risk
CHALLENGES
Provide a modern banking service to an atomized market with little banking culture.
Follow the pace of a change reality that is quicker than normal.
Achieve an identification with each of our customers creating a banking service according to each particular reality.
THE PILLARS FOR ASSUMING THE CHALLENGE
CULTURE TECHNOLOGY
• Identification with the customer.
• Uphold our promises.
• The best disposition.
• Go beyond expected.
EDUCATE MICRO AND SMALL ENTERPRISE IN BANKING TERMS
PERSONNEL
• Empowerment.• Training.
• Agility.• Follow-up.• Control.• Precision.
FIRST LINE PRODUCTS AND SERVICES
STEPS APPLIED TO REALITY
We start by identifying that which creates value for the customer
1. Need for a bank-educated payment between
customers and suppliers.
2. Need for fast response to credit demands of
customers with a reduction of risk for the bank.
3. Need for educating customers in banking terms in
order to reduce risk.
We identify the internal processes ADHOC
1. Payment system through specific credit line for
customers and suppliers
2. Customer evaluation system containing necessary
information and in real time
3. Customer Attention and distribution system
permanently informed of their situation.
How to reach the clients efficiently and effectively
.
1. Access to electronic banking
2. Customer data scoring
3. Automated sales force (Palm Pilots)
THEREFORE TECHNOLOGY IS WHAT MAKES THE ABOVE POSSIBLE
DATA SCORING
PRODUCT DESCRIPTION
Online system of customer’s bank movements and payment history.
Credit evaluation module.
Business advisors and sales forces can enter the system to evaluate future expenses for a specific customer.
BENEFITS
Speed in response to client.
Risk reduction.
TECHNOLOGICAL SUPPORT
Development of datamart and data warehouse.
Conectivity and hardware in commercial branches.
Information storing by different means (Cards, electronic bank, ATM)
Information digitalization and normalization.
AUTOMATED SALES FORCE
PRODUCT DESCRIPTION
Development of an automated system for sales forces that allows the input of customer-related data using Palm handhelds.
Sales force synchornizes the information obtained from contact with the customer with information contained in the bank’s data warehouse.
BENEFITS
Agility in the storing and exchange of information.
Information digitalization and normalization.
TECHNOLOGICAL SUPPORT
Normalization and identification of relevant data to consider in the system.
Software development for mobile sales force.
Implementation of necessary hardware (palm pilots, synchronization centrals).
ELECTRONIC BANK
PRODUCT DESCRIPTION
Development of systems that will allow the electronic transaction between customers and different economic agents, both national and international.
BENEFITS
Opening to new customers and transactions.
Agility in operations.
TECHNOLOGICAL SUPPORT
Web Page development, transactional systems and databases.
Infrastructure in output mouths. (ATM, POS, Agency systems).
Conectivity.
Digital certificates (VISANET).
DISTRIBUTION CARD
PRODUCT DESCRIPTION Credit card granted to clients with a specific line of funds to pay to a certain supplier. Each card may contain multiple credit lines. The supplier visits the client and the latter pays for products with the credit card and
specific line assigned to that supplier.
BENEFITS Customer obtains credit fast. Order for the customer in the payment issue. Reduction of the accounts receivable cycle of the supplier. Bigger follow-up of the client’s history. Risk reduction.
TECHNOLOGICAL SUPPORT Real time system of account conciliation. Wireless hardware y POS handed to the supplier’s sales force. Risk analysis system and fast and secure emission of credit lines.
PRODUCTSINTERNAL PROCESSES
Savings
Previable funds
Current Accounts
Debit cards
Credits
Commercials
Consumption
Time deposits
Mortage
CREATION OF VALUE
Management controlBusinessFinancesRisks
T E C H N O L O G Y
KnowledgeManagement
Exploitation Data Mart
Data Warehouse
Window
Business
BackOffice
ElectronicBank
Internet
MobileBank
PhoneBank
PointsOf Sale
CULTURE TECHNOLOGY
• Identification with the customer.
• Uphold our promises.
• The best disposition.
• Go beyond expected.
EDUCATE MICRO AND SMALL ENTERPRISE IN BANKING TERMS
PERSONNEL
• Empowerment.• Training.
• Agility.• Follow-up.• Control.• Precision.
FIRST LINE PRODUCTS AND SERVICES
T E C H N O L O G Y
CULTURE
• Identification with the customer.
• Uphold our promises.
• The best disposition.
• Go beyond expected.
EDUCATE MICRO AND SMALL ENTERPRISE IN BANKING TERMS
PERSONNEL
• Empowerment.• Training.
FIRST LINE PRODUCTS AND SERVICES
The product is important
Culture is more important
There are fundamental elements to create value in the enterprise:
But technology is the vehicle the will allow us to deliver such value in the right place and time
RESULTS UP TO OCTOBER 2002
Disbursed US$ 295’858 US$ 417’820Customers served 456,131 577,851
Gross investment US$ 61’327 US$ 78’795Active customers 77,942 94,431Arrears 2.80% 2.94%
Covering 147% 150%
A December 2001
A October2002
CUSTOMERS
33,85841,344
58,088
92,619
150,000
0
20,000
40,000
60,000
80,000
100,000
120,000
140,000
160,000
1998 1999 2000 2001 2002
THANK YOU