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Providing Non-Financial Services to SMEs

Providing Non-Financial Services to SMEs. Simla Unal Senior Manager SME Banking Business&Synergy Development May 20, Tajikistan. Turkish Economy & Banking Sector. Banking Sector in Turkey (Dec.’12). SME Cash Loans in Turkey (mio USD). Number of Banks Number of Employees

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Providing Non-Financial Services to SMEs

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  1. Providing Non-Financial Services to SMEs Simla Unal Senior Manager SME Banking Business&Synergy Development May 20, Tajikistan

  2. Turkish Economy & Banking Sector

  3. Banking Sector in Turkey (Dec.’12) SME Cash Loans in Turkey (mio USD) Numberof Banks Number of Employees Total Net Profit Number of Branches Total Assets Total Loans 49 188,748 USD 13,068 mio 10,381 USD 761,495 mio USD 441,531 mio SME Cash Loan share in commercial loans 38% SME Cash Loan share in total loans 25% Turkey, Turkish Economy and Banking Sector Population: 75,627,384 (2012) GDP : USD bln786,064 (2012) GDP/Capita: USD10,456 (2012) GDP growth 2012* *Source: IMF

  4. Why to Provide Non-Financial Services & Products

  5. SMEs in Turkey Number of small sized firms increases but medium-sized firms cannot succeed to reach the big-sized firms group SME Share in Employment 79% SME Share in Production 58% The average life of a company is 11 years ! 80% of newly established firms are closed in 5 years ! Most of the rest are staying small ! Turkish Ministry of Industry & Trade Turkish Statistical Institute2010

  6. Access to Finance? Long Term Loans Low Interest Rates Easy Colleteral 6

  7. What They Really Need... Financial Support Cost Efficiency New Product Launch New Customer Qualified Employee Performing R&D Close & Personal Connection Secured Customer Incentives & Support Foreign Trade Large Orders & Small Purchases

  8. How to Differentiate?

  9. Differentiation KNOWLEGDE SMEs R&D TECHNOLOGY TEB SME Banking aims to become the first to be remembered when SMEs are concerned by acting as a “consultant bank” rather than applying classical banking approaches.

  10. 65 Events 39 Cities 16,500 Businessmen&women Since 2005 • TEB SME Academy aims to increase • the competitive powers of SMEs • in local and global markets • by means of interactive workshops • for “strategy, institutionalisation, marketing and growth scenarios” with the content : • Opening Speeches • TEB SME Banking Approach • Lectures by PhDs • Interactive Workshops TEB SME Academy : A Consultive Solution for SMEs BENEFITS for SMEs • Increase profitability • Enhance professional management • Increase market share • BENEFITS for the Bank • Enhancing customer loyalty • Attracting our competitors’ customers by differentiation • Gaining ‘prestige’ by supporting the SME • Training customers, reducing risk 10

  11. Future Strategy Conferences 13 Cities Northern Cyprus TEB Prominent figures of the cities/countries/sectors aim to bring out “strategies” in order to shape their futures. 4 Sectors (Automotive-Jewelry Tourism-Agriculture) 11

  12. www.tebkobitv.com aims to easen the way to access information about business Members enjoy practical solutions for their daily business problems. TEBLiveFinance TEB SME TV SME TV Experts SMELingo More than6,000 videos 20,000 daily / 4.5 mn annual visitors More than 120,000 members 12

  13. TEB SME Consultants is a management consultancy service for SMEs where SME RMs offer diversified solutions for SMEs as a result of a 2-year training program. TEB SME Consultants • SME RMs will have 360° approach when assessing SMEs and be able to analyse & suggest about • firm strategy, long term projects • production • marketing & sales • HR • Certified by TOBB University • 4 Main Expertise • Strategy and Growth Management • Training for 5 Months • 3 Main Consultancy Areas • Training for 24 Months 13

  14. SME Club 15,600 Members 49 Global & Local Partners A platform bridging SMEs and corporate firms at the point of purchase with remarkable discounts. • Cost management support for SMEs and attractive discounts up to 50% from the most reputable companies • An SME can save EUR15,000 average/year. • Corporate firms get the advantage of selling to SMEs. • Loyalty club for TEB SME clients • 120$ Yearly membership fee is an additional non-interest income source for TEB.

  15. Information Services • Line for Legislation on Foreign Trade • Line for Customs Legislation • Line for EU Funds • Line forTax and Audit • Line for Corporate Social Responsibility • Line for Quality • Line for Gold • Line for Agriculture • Line for Employers • Line for National & International fairs • Line for Trainings for SMEs • Line for Leasing • Line for Factoring • Line for Assurance 444 0 667 A free-of-charge line that provides 24/7 information and assistance services to TEB SME Clients 150-200 calls /month SME Support Line • Assistance Services • Translation Services • International Travel Organisations • Office Management Assistant • Supplying Temporary Office Materials (Laptop, projection machine, etc.) 15

  16. Are They Replicable in Other Markets?

  17. An Example - BNPP Algeria 10 SME Academiestookplace in BNPP Algeria since 2007 withtheparticipation of Ministry of Economyand 300 participants SME Academy BNPP Spirit of Innovation 2007 • Opportunities for similar emerging markets have been defined • Methodology has been shared with BNPP • Workshops have been executed with BNPP Algeria to transfer the know-how • Tips for execution have been shared to secure success 17

  18. Are They Applicable in Other Markets? PILOT STUDIES IN BELGIUM AND ITALY & WILL BE LAUNCHED IN MID-YEAR 18

  19. IFCannounces a Turkish bank as a “Success Story” for the first time... • Developing an SME Banking Strategy & Value Proposition to SMEs • Designing and Roling Out New Non-Financial Services (TEB SME Academy, TEB SME Consultants etc) • Measuring Return on Investment & Benefits to TEB and SME Clients • Conclusion and Looking Ahead IFC has adopted TEB as a success story for both bank and clients while studying over the non-financial services provided to SME clients.

  20. New Ideas?

  21. The Market? Objective The pioneer  bank of Start-Up Business Banking The first bank after the government institutions supporting entrepreneurship and technology

  22. Target Group

  23. The Offer TEB Start-Up Banking Financial Service Package • TEB Start-Up Center • Incubation Centre • Business Management • Consulting • Start-Up Trainings • University • METU • Özyeğin Hacettepe TEB BranchsMicro Business Consultants Regional Start-Up Trainings Non Financial Services

  24. Conclusion Strategy is about making choices, trade-offs; it's about deliberately choosing to be different. Michael Porter

  25. Thank You Simla Unal Senior Manager TEB SME Banking Business&Synergy Development +902166352245 simla.unal@teb.com.tr

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