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Дмитрий Исаакович Леус

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- Dmitry Isaakovich, what is your assessment of the current state of the Russian economy? Is the banking sector feeling the stagnation announced by certain analysts? - Dmitry Leus: To give assessments and predictions is an ungrateful task. The Russi
http://bankir.ru/publikacii/s/dmitrii-leus-ya-vizhu-bolshoi-potentsial-v-vozrozhdenii-malogo-i-srednego-biznesa-v-regionakh-rossii-10003749/
Dmitry Leus: "I see great potential in the revival of
small and medium-sized businesses in the Russian
regions."
As stated earlier, when a financial institution concentrates on a few core products, it is already
taking an important risk. We have therefore taken the decision to enlarge our product line to
include lending offerings for SMBs in the Russian regions, in addition to corporate lending.
- What motivated your decision to develop SMB lending?
- Dmitry Leus: First and foremost, we came to the conclusion that our financial positions
would allow such an undertaking. Secondly, we already had in-depth knowledge of this
market and had the feeling that we understood our future customers well. In addition, the
platform was already in place – a professional team, our prior expertise, functioning IT
solutions, in addition to regional presence.
- Which are the most popular products your bank offers for SMBs? Are there any joint
programs?
- Dmitry Leus: Our lending solutions for SMBs do not exceed RUB 3m - with a minimal
amount of RUB 30k and durations not exceeding 3 years. Interest rates are calculated on a
case-by-case basis reflecting the client’s financial indicators, with a minimal interest rate of
15% p.a. For seasonal businesses, we may even provide for individual repayment schedules.
To qualify for a loan, a company must have been on the market for over a year, and state
participation should not exceed 25%. Also, the company’s headcount should not be over 250
people. The company must have met all its tax and social obligations. On the other hand, we
do not have any preference with regard to the nature of the business and are prepared to
deal with companies operating in such various sectors as shops, restaurants, hotels, software
firms, building companies, and car service stations. In short, everyone is welcome.
When making the credit decision, we analyze a company’s business plan, its financial
situation, in addition to its credit history with other banks, etc. The company should have
sound financials and be profitable.
We stimulate entrepreneurs to engage in joint ventures and are prepared to gain a deep
understanding of their core activities. Bank has an individual approach to every borrower. We
are interested in long-term partnerships with our corporate clients. Hence we invite them to
transfer their working capital to the bank. This allows the bank to easily analyze its clients’
financial condition and provides our clients with the opportunity to deepen collaboration
through more favorable conditions and interest rates.
We practically do not take account-keeping commissions and, where we do, such
commissions are in stark disproportion to the liquidity provided. Rather, having our clients’
account with us enables us to better understand their operating activities, thereby increasing
transparency. Based on my experience, I can say that most clients remain faithful to us event
long after the loan has been returned. It means that we have finally gained their trust. They
know that they have earned their right for future preferential treatment. In addition, we know
the management team of such companies, their market standing, and many other details.
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http://bankir.ru/publikacii/s/dmitrii-leus-ya-vizhu-bolshoi-potentsial-v-vozrozhdenii-malogo-i-srednego-biznesa-v-regionakh-rossii-10003749/
- Over the last year, Bank has significantly increased its presence in the Russian
regions. What dictated such a move? Is it the smaller amount of initial capital
investments, the lower level of competition with other financial market players, or a
heightened focus on the revival of SMBs in the Russian regions?
- Dmitry Leus: This choice was determined by a whole range of factors. First of all, corporate
borrowers in the regions are much more disciplined – their default rate is below 1 percent.
Secondly, in opposition to the capital, the regional credit market is not overheated. There is a
lack of financial institutions in small Russian towns, and clients are far more attentive to new
opportunities. Our regional network counts over 70 branches, with a rising tendency. Our
strategy in this regard is very simple: we open a branch, take it to its break-even point, and
then we open a new one. Finally, with regard to organizational issues, it is easier to set up a
new business in the Russian regions. Our managers have the opportunity to visit their
customers, evaluate their businesses, and establish a personal relationship.
In the long run, I see great potential in the revival of small and medium-sized businesses in
the Russian regions.
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muninatanya
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