Weight of client in millions

Till now banks considered as most attractive category of clients large enterprises of a category VIP: these are long-term partners, using dear products and stable credit establishments stable and high profitability. However sector of such clientele is narrow enough, besides recently its representatives even more often are interested in alternative schemes of attraction of capital (bonded loans, credit notes, IPO). In searches of new sources of income banks have turned looks to small business: today for its financing special technologies and programs are at full speed created. However, risk of crediting of this sector is too high, and volumes - are insufficient, that prevents to speak about high profitability of these operations.
Meanwhile huge layer of the average companies on former is deprived by attention. Concept of average business of bank environment is indistinct. Understanding of specificity of this category of clients at each financial institutions own. Accordingly, and attitude to it extremely various.
" Our bank works with all categories of corporate clients. For their gradation we lean on volumes of proceeds and quantity working. For example, if at enterprise more than 100 person, and proceeds for last year have exceeded 200 million roubles, it is considered an average ", - deputy director of Ekaterinburg branch of Bank of Moscow Natalia Belokopytova marks.
Some banks differentiate clients proceeding from formats of service. On small business bulk sellings, and there where a lot of complex bank products is required are directed, individual approach is applied. " Different approaches are caused by differences in base needs and expectations. Small enterprises, as a rule, demand high speed of delivery of credits. Average business plans activity is better, more attention gives organizations of account and reporting ", - vice-president of board VuZbanka Svetlana Ozornina gives reason for concept.
Regional banks more often at all do not allocate average business in a separate category of borrowers. According to head of Management of crediting and Uralvneshtorgbanka Denis Burjakova's investment, it is connected by that criteria of definition of size constantly vary. " They depend on our opportunities and priorities, market conditions. Today " average-large " business are enterprises and individual businessmen with proceeds more than 15 million roubles a month and staff of employees not less than 150 person ".
At the banks using western technologies, estimations are formulated extremely briefly. " We define average business proceeding from size of annual proceeds, - adviser of director of Ekaterinburg branch of Impeksbank (enters into group Rajffajzen) ascertains Novel of Gorulev. - It should be in a range from 8 up to 25 million euro ".

Minimum of a credit product

By and large, the purpose of creation of any special technology of financing of certain group of clients - universal approach. It allows to adjust a mass credit product under concrete client.
So, VUZbank for achievement of this purpose allocates base characteristics of a credit product (term, order of delivery and repayment, a delay on repayments, structure of mortgage, structure of cost), and together with client "designs" individual decision from these elements. Popular product among business bank has supplied " renewed demand lines of credit ", for example, with some features: agreement on granting demand line of credit termless, is provided an opportunity of increase in a limit of crediting after growth of scales and needs of business without renewal of documentation.
From average business demand for financing of long-term investment programs and foreign trade activity, crediting of leasing operations grows. Therefore in Bank of Moscow, according to Natalia Belokopytovoj, leasing financing for average enterprise is deduced in two standardized programs. Typical products for maintenance of a working capital (with terms of crediting till three years and different schedules of repayment of credits) are created and in Impeksbank.
As a whole in bank market of precondition for registration of average business in a separate category of clients like would ripen. However appeal of such approach is obvious yet to all. Regional banks do not see necessity for creation of standards, preferring to build individual schemes of service of average clientele. Probably, at given stage such approach is justified: an individual approach - their powerful competitive advantage in comparison with large credit establishments. And here banks of federal value vainly leave "layer" between large and small business without system attention. Average business - most dynamical and mobile group of clients: it very quickly can pass in a category large. Growing up, this sector is capable to become a golden mean which will allow to provide an optimum parity of efficiency and riskiness of bank crediting.





  Source: Info Cash Loan (23.12.2006)