Loan Portfolio Analysis

1
Loan Portfolio Analysis
Product Disbursements per month, RUB k Disbursements per month, RUB k Current portfolio, RUB k Number of customers
Product September October Current portfolio, RUB k Number of customers
Overdraft 10,208 27,612 121,213 80
Microloan 40,105 11,410 201,110 1,243
Development 210,111 17,915 12,102,007 1,009
Investment 201,005 105,121 2,210,159 576
The number of active Overdraft loans is
consistent with the total number of borrowers and
cash settlement customers. The credit product
and loan approval process requires no
improvement.
Limits set
2
Leasing in SME
LEASING prospects are over 25 of SME portfolio
by 2012 MANDATORY CONDITIONS 1. Program
covers all regions 2. Simple process, time to
yes of up to 5 days. 3. Focus on cargo and
passenger transportation 4. Sales channels B2C
40, B2B 60 5. Partner
incentives 6. Managers with their own partner
and customer base
Leasing Market
Forecast for 2011 on new deals RUB 650-700bn.
Leasing portfolio in the market is RUB 5.015bn
as of July 1, 2010. Most of the transactions
account for corporate customers
Rating of leasing companies
Company Leasing portfolio, July 1, 2010., RUB m
1. VTB-Leasing 171,790
2. Sberbank Leasing 78,460
3. VEB Leasing 67,728
4. Alfa Leasing 54,519
5. Ilyushin Finance Co 33,357
6. Uralsib LC 32,921
7. Gaztechlasing 29,849
8. Business Alliance 26,596
9. TransCreditLeasing 25,625
10. Brunswick Retail Leasing 14,498
11. Baltic Leasing Group of Companies 14,488
12. Europlan 14,251
13. UniCredit Leasing 14,151
14. M.T.E.-Finance 13,112
15. Deutsche Leasing Vostok 11,761
Item Leasing Lending
Cost of product for the customer More expensive Cheaper
Depreciation of collateral Faster Slower
Property owner Leasing company Customer
Customer potential (target customers) Corporate customers SME customers
Portfolio potential (SME customers) in 2011 in A zone regions RUB 800m RUB 800m
Portfolio potential (SME customers) in 2012 in A zone regions RUB 3.5bn RUB 3.5bn
Potential of leasing market (SME customers) in 2011 RUB 120bn RUB 120bn
Source Expert rating agency
3
Prospective Model, with a simplified process TO
BE
Segment Number of customers Average rate in portfolio FTP 03.11.10 over the medium term CCR RAM Disbursement, RUB bn income Payroll of the process Disbursement cost per RUB 1m Net income Net income from RUB 1m. income from RUB 1m
Micro 5,043 11.80 8.25 2 8.65 3.78 8,016 100,000,000 100,004 4.5
Small, Medium 777 12.81 9.10 2 5.71 5.17 3,679 100,000,000 111,000 5.8
TOTAL 2,500 - - - - 7.95 5,380 200,000,000 211,004 1.9
Segment Average turnover per active customer Market potential, RUB of customers acquired through salary projects average number of employees potential number of salary cards
Micro 100,000 100,000,000 20 30 34,000
Small, Medium 5,000,000 2,000,000,000 50 40 57,000
TOTAL - 3,030,375,000 - - 91,000
Segment Required number of credit applications Necessary front-managers
Micro 7 ,000 12
Small, Medium 111 14
TOTAL 10,000 26
As per model, 30 people are engaged in the
process 20 from FO, incl. 12 managers, 10 from
BO.