Offer and demand.

" Fosborn home " plans to start large-scale campaign on informing population on an opportunity of new service " According to Paul Komolova, employee of broker company " Independent bureau of hypothecary crediting ", in USA borrowers finance credits at a difference in rates in 0,2-0,3 %. " At us it is necessary to pay again commission for delivery of credit, to pay state duties and notarial charges so to interest borrower, difference in rate should make 1,5-2 % ", - it adds. According to Feodor Efremova, general directors of " Russian credit house ", now are engaged in a question of a morgage of order of 10 banks. In some of them this process is already debugged, others only start to work with this service, it adds.
" Literally one bank on beginning of December was ready to finance without any commissions ", - Paul Komolov tells. However it thus limits list of banks where credit is received.
Such languid position of banks in relation to refinancing is caused by two reasons - first, weak work of technology of delivery of hypothecary credits, not speaking about more complex technology of their morgage, and second - that demand for this service looks insufficiently high, anyway, if to judge under reference of citizens.
Paul Komolov tells, that demand for refinancing languid - in NBIK such references will hardly be typed more than 2-3 %. " Service on a morgage is in demand, but small because on this theme there is not enough information. It stirs more to a wide circulation of given service ", - Feodor Efremov ascertains. Thus on analytical researches of market of mortgage more than 60 % of borrowers would like to lower rate under hypothecary credits.

On a crest of not shown demand.

And this, in effect, theoretical demand (and still it is possible to name its postponed because of misunderstanding, whether is accessible such service and whether is favourable it) has forced to borrow in promotion of service on a morgage company " Fosborn home " - leading hypothecary broker in market.
One week ago it has been declared creation of All-Russia Center of an exchange of hypothecary credits. Data can bring in electronic base of this center about credit clients, wishing to lower rate.
As Vasily Belov, general director " Fosborn home " has told to "Proprietor", for first week of work in center send applications for 12 million dollars, and company is ready to finance 55 % of credits already today. Thus service for clients will appear under fixed price, company asks to bring 300 dollars of commission for acknowledgement of gravity of intentions.
It sharply reduces price of service for clients, in fact usual commission of hypothecary broker makes 1-1,5 %. It is obvious, that on such conditions to take advantage of service many borrowers who stopped earlier serious enough expenses for process of a morgage will want.
How company " Fosborn home " is going to receive profit if actually will not raise commission fee from clients? Answering this question of our magazine, Vasily Belov has answered, that to a detail of scheme - a know-how of company, however has shared general idea: " We collect a pool of credits for certain sum and we spend tender among banks on refinancing of all pool. It is favourable to banks to receive at once serious enough pool of credits, and they are ready to give more favourable conditions, than at individual refinancing ".
Pilot transaction at a rate of 5-10 million dollars is planned for a pool of credits in beginning of next year, and for half a year it is possible to finance debts up to 300 million dollars, has slightly opened plans Vasily Belov.
In general, at company rather grandiose plans - " Fosborn home " obviously it is necessary marketing strategy " to create a new segment in market and to be first in it ". " We have decided to be first in this segment and have dated opening center for announcement of decrease in requirements of Bank of Russia to sufficiency of own means at release of hypothecary bonds with 14 up to 10 %. It should lead to decrease in rates under hypothecary credits ", - tells Belov. Confirming following to classical scheme of marketing, " Fosborn home " plans to start large-scale campaign on informing population on an opportunity of new service.
But in any case clearly, that company is going to develop seriously business and, offering in any sense dumping services to stake out for itself a serious share of market of financing.
In practice similar offers in any sphere of market provide rather interesting offers for potential clients to whom at a stage of start of project qualitative service at price of below market is offered.

Possible problems.

Let's note, that professional participants of market consider, that a serious obstacle for development of business becomes Russian "supertransparency" of any bases when actually in market it is possible to buy any information, including bases of bank security services. Paul Komolov doubts, that citizens will want to inform someone, how many they have taken on credit and by that indirectly to tell about incomes. " law on bank secret is much more rigid, than law adjusting activity of hypothecary brokers ", - adds it.
However first week of work has shown, that citizens not too strongly are afraid of disclosing information, besides base will be protected by means of complex IT-system on basis of Microsoft Dynamics CRM.
Other problem for development of business in some long-term future can begin desire of banks keep clients at itself, independently offering them cheaper credit. " In West really bank-creditor tries to keep client and is ready to reduce rate, and in Russia in mass order so yet do not work ", - optimistically rejects this danger Vasily Belov.
It considers, that prospects at center rather good if to consider, that expected average term of payment of credit grows every year - in 2005 it has made 8,5 years. " If earlier credit was taken by people who expected it to extinguish ahead of schedule now borrowers pay to bank more significant part of income and have less opportunities ahead of schedule to extinguish credit ". So, exchange of credit for cheaper will be for such borrowers rather actual literally with each downturn of rate under hypothecary credits for 0,5-1,0 percentage items, that is it is literally every year.



  Source: Info Cash Loan (20.12.2006)