Retail products in Rusfinance Bank: Service Zashita

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Moses Marshall
6 years ago
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1 Retail products in Rusfinance Bank: Service Zashita

2 Societe Generale Group in Russia Societe Generale Group 81.5 % Universal Banking Rosbank - BSGV 100 % 100 % Universal Banking 2 MIO Customers 6.2 bn loans oustanding Universal Banking 280,000 customers 2.7 bn loans outstanding Rusfinance Bank Delta Credit Real estate 23,000 customers 1 bn loans outstanding Consumer credits + 2 MIO customers 1.8 bn loans outstanding 2

3 Information about Rusfinance Bank 2 nd place by the number of issued car credits considering the results of 1 st half-year 2010* 2 nd place by the number of credits issued in the terms of state program credits are issued by Rusfinance Bank in 2010 ** Прочие 26,1% Сбербанк 22,9% 10 years on Russian Car financing market 62 regions of presence( from Kaliningrad to Vladivostok) Юникредит 7,3% Росбанк 12,2% * Based on the data of RBC rating agency, 1 st half-year 2010 (not all banks took part in the rating) **Statistics as of ВТБ24 12,6% Русфинанс Банк 18,9% Rusfinance Bank services are available to 92% of population of Russia More than partners in car financing Joint programs with 16 brands More than of owned POS 3

Prerequisites for creation of service Zashita

More and more banks offer additional services for

products is difficult to maintain on condition of

(hijacking, total loss) Risk of termination of

4 Prerequisites for creation of service Zashita Increased competition on car financing market: More and more banks offer additional services for clients Lowering of interest rates on standard products is difficult to maintain on condition of maintaining profitability Risk of loss pledge (hijacking, total loss) Risk of termination of credit payments by reason of death of borrower or his/her disablement 4

amount: CAR CAR Additional equipment < 30% of car

Life Insurance For entire term of credit Included in

Prolongation on account of client N/A We do not

5 It s always Client s choice! Description of service Zashita Credit amount: Credit amount: CAR CAR Additional equipment < 30% of car cost OR Additional equipment < 30% of car cost CASCO Life Insurance For entire term of credit Included in credit amount CASCO for 1 year Life Insurance Prolongation on account of client N/A We do not offer separate credits on CASCO and Life Insurance This service is offered as package 5

Advantages of service Zashita For Client + Interest rate on this service is lower than standard tariff + One stop principle: credit documents and insurance policies are registered in one place +

6 Advantages of service Zashita For Client + Interest rate on this service is lower than standard tariff + One stop principle: credit documents and insurance policies are registered in one place + Client does not have problems with insurance prolongation every year + Client s life and health are covered under the contract of insurance which allows repayment of the credit even in case of unforeseen circumstances + There are no limitations on car s storage location and number of people allowed to drive + Market insurance tariffs For Dealer + There is no need to deal with prolongation + Saving on staff + Worthy agent s fee + Agent s fee acquisition is not stretched in time + Guarantee of service workload during effective period of contract (average - 4 years) For Bank + Insuring of pledge lowering the risk of pledge loss + Insuring of borrower Lowering of risk of non-payment due to death or disablement of borrower + Opportunity to lower credit interest rates + Agent s fee acquisition from insurance company for entire term of credit 6

Disadvantages of service Zashita Technology

investments in IT Difficult to sell to clients,

skills development arises The cost of pledge

factors being equal, inclusion of additional

of credit on vehicle Further negative attitude

7 Disadvantages of service Zashita Technology intensive product which requires considerable investments in IT Difficult to sell to clients, the need of additional training of staff for skills development arises The cost of pledge does not always cover amount of credit Other factors being equal, inclusion of additional services into credit amount lowers the amount of credit on vehicle Further negative attitude from clients who do not consider carefully information provided by consultants Complications in document circulation between client, insurance company and bank 7

8 Results of service Zashita realization Over 3 years great efforts were made for development of service Zashita Results: every 3 rd credit is issued with Zashita service 35,00% In 2010 the maximum possible penetration level 30,00% 25,00% 20,00% 15,00% 10,00% 5,00% 0,00% Service sales share, by quantity, % 8

9 Director of Car Financing Department Novikov Evgeny 9

DECEMBER 2013 ROSBANK ACKNOWLEDGED LEADER ON RUSSIAN FINANCIAL MARKET

DECEMBER 2013 ROSBANK ACKNOWLEDGED LEADER ON RUSSIAN FINANCIAL MARKET DECEMBER 2013 ROSBANK SOCIETE GENERALE GROUP Founded in 1864 in France One of the leading international financial groups; the largest asset outside France is Rosbank 32 mln clients in retail banking and