Why to Provide Non-Financial Services & Products. MEHMET ORMANCI TEB SME Banking Sales Group Director

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1 Why to Provide Non-Financial Services & Products MEHMET ORMANCI TEB SME Banking Sales Group Director

2 Year 2004 Weak brand awareness among SMEs about TEB Narrow branch network ( ~ 85 branches) Comparatively late comer in the SME market Competition was based on «price» SME Team with branch oriented backgrounds Feedbacks from RMs Site visits to SMEs Close relations w/state institutions supporting SMEs Key Challenges Demand Challenges for SME s 3 gaps Lack of knowledge about business management Access to technology Access to R&D

3 Non-Financial Services (NFS) Banks offer NFS to ; Main reasons why banks are offering Non-Financial Services: Differentiate among competitors, Expand their customer reach, Improve business management practices of SMEs Increase their profitability, Source: Why Banks in Emerging Markets Increasingly Providing Non-financial Services to Small and Medium Enterprises, IFC.2011 [sample includes 21 banks in Emerging Markets]

4 Four Pillars Of TEB SME NFS Information Dissemination Training/Capacity Development Consulting / Mentoring Networking SME Hotline SME TV -Ask the Expert - Data screen to monitor fin. markets - Translation platform SME Academy Workshops - Business planning - Marketing & sales - Foreign Trade SME Consultants Program Start-Up House Incubation Center SME Club Alibaba.com membership

5 TEB SME Academy Methodology Lectures by PhDs : Tax / Global Competition Interactive workshops : Business Strategy / Marketing & Sales / Foreign Trade 47 cities 91 seminars participants new clients Enhancing customer loyalty Increasing awareness For TEB Attracting new customers Enhancing business skills For SME s High Brand perception Increasing sales, revenues, profits Benefits

6 TEB SME Consultants Rationale Methodology Increase business management skills of SMEs New customer acquisition & deepen the current relation RM trainings for 2 years Advice delivery by an assessment tool Certified by a Turkish University 600+ Consultants SME Guides SME Experts SME Consultants 600 Consultants Advice Reports Basic knowledge about business functions Basic advice for improvement Advanced trainings on four expertise: Domestic Sales Foreign Trade Production Finance Three main consultancy areas: Sales & Marketing Re-organization Investment SME Consultants is a certificate programme where RMs are given a two year academic training after which they become consultants to give advisory to SMEs about production, marketing, sales, competition etc.

7 TEB SME TV (tebkobitv.com) Rationale Ease access for technology and increase knowledge about business skills Methodology Video on Demand (VOD) internet television Apps for members 7,500 videos members 4.5M visitors/yearly 20M visitors/8 years Ask the Experts SME Lingo TEBLiveFinance Members enjoy practical solutions for their daily business problems

8 SME Support Line Rationale Methodology A free-of-charge line that provides 24/7 information and assistance services to TEB SME Clients Translation Services calls/month Assistance Services International Travel Organizations Assistant services SME access to information services New customer acquisition & deepen the current relation 24/7 Call Center Supplying Temporary Office Materials (Laptop, projection machine, etc.) Information Services Line for Legislation on Foreign Trade Line for Customs Legislation Line for EU Funds Line for Tax 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

9 TEB SME CLUB Methodology Benefits Discounted buying via the platform SME discounts up to 50% save them $10,000/year Corporate firms find an easy access for reaching SMEs TEB enhances customer loyalty and generates revenue($100 annual fee/member) 45 partners members $1.6M annual revenue A platform bridging SMEs and corporate firms at the point of purchase with discounts up to 50 %

10 Thank You

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