YOUR REAL CHOICE

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YOUR REAL CHOICE

• www.moznosti.com.mk

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Profile

• SB Mozhnosti founded 2000NB regulated
• NGO Mozhnosti(1996) founder of SB Mozhnosti
• Activities of the SB Mozhnosti
• loans
• -physical persons
• -legal entities
• -agriculture-farmers
• Savings (voluntary)
• -physical persons
• Foreign exchange activities
• Financial consultancy

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SB Mozhnosti Performances31.03.2007

• Equity 6 mil EUR
• Total assets 21 mil EUR
• Active portfolio 20 mil EUR
• - (Average loan 3.500 EUR)
• Active clients 5750
• Total savings 2.4 mil EUR
• Active savings accounts 10.000
• -(Average savings 240EUR)
• PARgt30 days 3.5 (without write offs)
• ROA 3
• ROE 9
• Number of employees 85

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• Savings products
• 1.Denar savings deposits
• -sight deposits
• -term deposits
• (1-36 months)
• 2. Denar savings deposits EURO indexed
• -term deposits
• (6-24 months)
• 3. Flexi savings product
• (6-24 months)

• Loan products
• 1.Business loans
• -micro (lt15.000EUR)
• -SME 1(lt30.000 EUR)
• -SME 2 (lt100.000 EUR)
• 2.Physical persons
• -consumer loans
• -housing loans
• -student loans

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Business loans

• 1.Micro loans
• Max amount 15.000EUR
• Max term 48 months
• Max grace period 9 months
• of active portfolio 58.11
• of active clients 47.20
• Installments
• -monthly fixed amount
• -monthly flexi amount

• 2.SME 1
• Max amount 30.000EUR
• Max term 60 months
• Max grace 36 months
• (-working capital 6, fixed assets 12, agriculture
  36)
• of AP 10.08
• of AC 1.78
• Installments
• -monthly fixed amount
• -monthly flexi amount

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Business loans

• 3.SME 2
• Max amount 100.000EUR
• Max term 60 months
• Max grace period 36 months
• (-working capital 6, fixed assets 12, agriculture
  36)
• of active portfolio 11.10
• of active clients 0.85
• Installments
• -monthly fixed amount
• -monthly flexi amount

• 4.SME 2 - premises
• Max amount 100.000EUR
• Max term 180 months
• Max grace 0 months
• of AP 2.07
• of AC 0.17
• Installments
• -monthly fixed amount
• -monthly flexi amount

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Citizens loans

• 1.Consumer loans
• Max amount 10.000EUR
• Max term 60 months
• Max grace period 0 months
• of active portfolio 26.40
• of active clients 40
• Installments
• -monthly fixed amount

• 2. Housing loans
• Max amount 60.000EUR
• Max term 240months
• Max grace 0 months
• of AP 9.53
• of AC 1.47
• Installments
• -monthly fixed amount

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Citizens loans

• 3.Student loans
• Max amount 1.500EUR
• Max term 24 months
• Max grace period 0 months
• of active portfolio 0.92
• of active clients 6.39
• Installments
• -monthly fixed amount

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DESIGN OF LOAN PRODUCTS

• Needs of clients/Target groups
• Requrements of different credit lines
• Competition
• Diversification of risk
• Pricing
• New Markets
  
  
  
  
  
  
  
  
  
  Set up loan/savings product adjusted for
  cross selling/client loyality

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DESIGN OF SAVINGS PRODUCTS

• Source of funding
• Wider range of products
• Client needs
• Competition

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Chalenges for setting up a diverce product menu

• Market research/ pilot product
• Attractive products for defined target group
• Cost efective products
• Products competitivenes
• Marketing- adequate campaign

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Chalenges for Managing Diverse Product menu

• Portfolio Quality Management PAR/Products
• Asset Liability Management -Maturity matching
  -Interest margin
• Product profitabilty Management
  - ABC COsting

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Savings Products highlights and chalenge in
managing liqudity -ALM Decision

• Setting up liquidity ratios on daily bases
  -Minimum liquid assets -Minimum cash on
  bank accounts -Minimum cash per
  branch( 10 of site deposit amount)
• Following up core deposits
• Maturity matching A/L
• Unexpected situation covered by liqidity bank
  contract

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Moznosti Experience

• Much more difficul to atract savings then to
  grant loans
• Permanent inovation of product menu
• Adequate product conected with source of funding
• MIS
• Crucial role of the staff
• Recognize, measure and manage possible risk
  (setting up targets in the structure of the
  portfolio)