Vow Academy...Vow/ YBR 1.05 –2pm - Commercial & Leasing Opportunities with Glenn Mitchell Head of Vow Commercial, plus Kevin Arkell Liberty; Brian Steele - Macquarie & Tony Ahdore
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Vow Academy2015 WEBINAR SERIES
Agenda 1pm – 1.05pm Welcome & Vow Update
Tony Newcombe –National Training MgrVow/ YBR
1.05 – 2pm - Commercial & Leasing Opportunities with Glenn Mitchell Head of
Vow Commercial, plus Kevin Arkell Liberty; Brian Steele - Macquarie & Tony Ahdore - Bibby(debtor Finance specialists)
2pm - Close
Hannah's Chance Foundation is the passionate voice in
the fight against sarcoma, an aggressive form of cancer
that primarily affects young people between 12 & 25. Vow
Financial has chosen Hannah's Chance Foundation again
in 2015 as our preferred charity to support a worthy
cause and those affected by this rare and aggressive
cancer.
At our major events Hanna’s Chance volunteers will be
present, give generously to this worthy cause…………A person's true wealth is the good they do in this worldHelp us make research happen and change the future for sarcoma sufferers everywherehttp://www.hannahschancefoundation.org.au/
Congratulations ! Lenders tip broker market share to approach 60 per cent
Australia’s biggest lenders and mortgage groups believe broker market share could hit between 51 and 60 per cent in three years’ time, according to a major report.
Deloitte’s Australian Mortgage Report 2015, now in its tenth year, asked eight mortgage market leaders what proportion of mortgage settlements brokers will represent in three years.
Six out of eight said broker market share would grow to between 51 and 60 per cent, with only two predicting market share to fall to between 41 and 50 per cent.
Vow Academy ACL Software Migration updateAnticipated dates for data migration for ACL Infinitive Users:
WA brokers have completed training & data migration set for next week
QLD ACL training is set for 20 & 21 April & migration From 1st May
NT & SA & Some NSW will commence from 24 April – 1st May ( there is an opportunity with 5-8 workshops in NSW that we can accommodate say 60 ACL holders)
TAS – 18th & 19th June / Vic – from 22nd June / NSW 4th May on at various dates for a final migration of data on Sat 27th June.
Expected turn off of Spectrum is 30th June 2015 ! – all migrations to be completed
Vow Academy Software updateWhat will the training cover?
Training will be a 3 hr workshop, bring your laptops, and at the training you should have access to your symmetry system to set up a dummy loan, do a preliminary assessment loan & interest rates comparisons, produce & file compliance & support documents, navigate to Apply on Line to lodge electronic applications, & learn how to track & monitor the loan application to settlement process.
if you are not familiar with Symmetry already ( & a lot are) we encourage you to have a look at the symmetry system handbook & training tools in anticipation of your migration – they can be located on the Vow Broker web site
Vow Academy UpdateWhat training is on in APRIL ?
Melbourne & TAS8th New Broker Induction workshop15th – ACR Compliance Workshop & Commercial/Leasing Webinar28th – CPD Day - Tasmania
Sydney 14th – Loans Processing Workshop – for broker admin staff 16th – 30th Symmetry training – new brokers to Vow + ACL holders21st – ACR Compliance workshop23rd – Induction Workshop for new brokers to Vow29th – Mini-conference 30th – Pinnacle Club _ Top 20 Vow Broker conference
Perth & Brisbane1st – 2nd – Symmetry Training ACL & ACR’s _ WA.21-22nd – Symmetry Training ACL holders – Qld.
Vow Conference update
Registrations :contact your State Mgrs
Conference web site is now up & running
www.vowconference.com.au
Strictly ConfidentialThis report contains information that is confidential and proprietary to Liberty Financial Pty Ltd (“Liberty”) and is solely for theuse of Liberty personnel. No part of it may be used, circulated, quoted, or reproduced for distribution to any person other thanthe intended audience. If you are not the intended recipient of this report, you are requested to return it immediately to Libertyas its property. Copyright © Liberty Financial Pty Ltd. All Rights Reserved.Liberty Financial and the Liberty star logo are registered trademarks of Liberty Financial Pty Ltd.
DO MORE WITH LIBERTY
Presentation to Vow
15 April 2015
THE COMMERCIAL FINANCE LANDSCAPE
Bank guidelines
Boundary of prudent lending
Bank appetite
Credit impaired
Low doc
Specialised securities
Stand-alone leases
Stated income
SMSFs
Bridging loans
Tax debts
No doc
COMMERCIAL RATES AND FEES
Product Base Rate Base Settlement Fee
Enterprise Full Doc From 5.65% From 1.00%
LeaseStream From 5.65% From 1.00%
SuperCredit-SMSF From 5.65% From 1.00%
Enterprise-Low Doc From 5.95% From 1.50%
Boost (Clear Credit) From 6.50% Flat 2.50% (min $3,000)
A rate for risk approach that varies in line with (i) LVR, (ii) credit profile,(iii) verification choice, (iv) loan size, and (v) security type. Rates andfees will also vary where loans require credit committee approval.
Rates shown above are inclusive of trailing commission of 25bps.
Settlement fees are inclusive of a 50bp upfront commission. Upfront feesmay be increased to 1% with commensurate increase to settlement fee.
* Rates accurate and correct as at 15 March 2015. Refer to Introducer Guide for full rates and fees.
LIBERTY MOTOR SUITE
LIBERTY DRIVE
• A new-to-market prime motor loan for Residential Specialists
• Delivery rate starting at 7.69% pa, with a 3.30% commission
• Simple qualification process – owner buyer, clean credit, stable employment
• System approvals and one hour settlements
MAX LVR: 150%
LIBERTY OPTIONS
• Options for short term/casually employed
• Credit blemishes, unpaid defaults, recently discharged bankrupts
• Available to renters/boarders/living with parents
• Rates starting from 11.99% depending on profile
• Fixed rate commissions structures to keep things simple
• Four hour approvals and settlements
MAX LVR: 150%
Drive and Options come with:
• Availability on new and old vehicles (up to 20 years at the end of term)
• Loan terms of up to 7 years
• Backed with Liberty’s hands-on BDM support
THE MOTOR OPPORTUNITY
Cars less than 7 years old
Cars more than 7 years old
46.5%53.5%
Client Auto Profiles
Asset Finance Potential:
- 46.5% of all applicants had cars that were 7 or more years old
- On average these applicants had about 30% home equity
- ~282,000 new/old cars purchased every month
- Average family has 1.8 cars
- People will change one of their vehicles within 6 months of buying/refinancing their home
LIBERTY RESIDENTIAL OFFERINGS
Product Base Rate Max LVR
Liberty Star – Prime From 4.39% Up to 95% + cap LMI
Liberty Custom From 4.99% Up to 95%
Liberty SuperCredit 5.74% Up to 80%
Up front commission of up to 1% and trailing commission of up to 20bps(paid from day 1).
Applications can be lodged via LoanNET or ApplyOnline with a 24 hourturnaround time.
Dedicated credit team - so you deal with the same underwriters fromapplication to settlement, supported by your Liberty BDM.
* Rates accurate and correct as at 15 March 2015. Refer to Introducer Guide for full rates and fees.
Liberty Financial: Do More
STRICTLY CONFIDENTIAL
Commercial OriginationBusiness Banking
April 2015
PAGE 16
Commercial Origination strategy
Mortgage led distribution of Business Banking services
Strategic arrangements with intermediaries are fundamental and primary distribution strategies for
Macquarie in mortgages, wealth, leasing and funds management
Business Banking aims to replicate this success and build the market-leading Commercial
Origination capability
We commenced operations in July 2014
We have a team of eight broker BDMs who manage broker relationships and source new deals
Our team comprises of experienced industry professionals
— Ross MacPherson
— Steve Elliot
— Nicholas Oates
— Daniel Cherrie, Kevin Treanor and Michael Broughton
— Bill Mauger and Belinda Allsopp
PAGE 17
Commercial Origination customer value proposition
We understand our customers’ business
We adopt a “people” approach to lending rather than product or policy
Business Banking creates wealth for business customers
We have a reputation for disciplined execution and strategic reliance on broker partners
Our customer relationships are detailed and long-standing
We focus on relationships, flexibility and analysis rather than price
2013 Business Banking customer satisfaction survey
PAGE 18
Risk Appetite Summary
Prudent growth through disciplined risk culture
Strengths are professional firms, financial services and property
Proactive pricing of risk and return
Flexibility of LVRs and Terms
No SPV construction and development, agribusiness or small retail
Industries
Accounting Doctors
Commercial real estate Medical specialists
Corporate transactional banking Dentists/Orthodontists
Financial planning Veterinarians
Insolvency Engineers
Insurance broking Architects
Legal Quantity surveyors
Strata Environmental sciences
Residential real estate Geological/geotechnical sciences
Private and property clients Valuation services
PAGE 19
Products and Services
Full suite of services to meet customer needs
Business accounts
Transactional accounts
At call investments
Term deposits
Basic trust accounts; ideal
for securely holding monies
on behalf of your clients
Regulated trust accounts;
tailor-made for real estate
and legal firms
Personal accounts
Transactional accounts
At call investments
Term deposits
Lending
Cash flow lending
SMSF property lending
(residential and commercial
loans)
Working capital
Succession
Acquisitions
Strata improvement loans
Property loans
Commercial
Residential security / business
purpose
Deposits
Transactional accounts
Account payables and
receivables solutions
DEFT and batch payments
Merchant services
International money transfers
Payments
PAGE 20
Accreditation and commissions
Attractive and flexible commission structure
Existing accreditation framework via Macquarie Mortgages applies
Schedule of eligibility and commissions attached to existing VOW distribution agreement
Upfront and trail model
Up to 50b basis points upfront and 30 basis points trail (negotiated on each deal and determined
in Macquarie's absolute discretion)
No deal size cap
PAGE 21
Disclaimer
This material has been prepared by Macquarie Bank Limited ABN 46 008 583 542 AFSL & Australian Credit
Licence 237502 (“Macquarie”) for general discussion purposes only, without taking into account your
personal objectives, financial situation or needs. Before acting on this general information, you must consider
its appropriateness having regard to your own objectives, financial situation and needs. The information
provided is not intended to replace or serve as a substitute for any accounting, tax or other professional
advice, consultation or service. Nothing in this presentation shall be deemed binding on Macquarie or any of
its Related Bodies Corporate.
VOW
Tony Ahdore – Senior Business
Development Manager
Agenda
Who are Bibby?
Bibby Financial Services in
Australia
How it works
Introducers
Receivables by industry
Financing change
Our services
Debtor finance prospects
Proud to support SMEs worldwide
“We want to do business
and have earned a
reputation for helping
when others can’t or
simply won’t”
Key statistics
• 200+ year trading history of group
• Leading global invoice financier
• Annual factored turnover almost $7bn
• Largest independent specialist in the UK (the largest market for Debtor
Finance in the globe)
Global leadership across 4 regions
• Wholly owned by the Bibby Line Group
• Advancing over $6.5bn to SMEs worldwide
• Operating in 17 countries across the Asia Pacific/Americas/UK/Europe
• www.bibby.com.au for information on all our global businesses
Who are Bibby Financial Services
Bibby Line Group structure
Flexible financial solutions for SMEs
• Well established since 2002
• National presence – Local offices in all major cities plus coverage in key
regional centers and NZ
• Annual factored turnover over $2bn
• Leading independent non-bank debtor financier
Bibby’s SME Target Market – businesses with annual sales revenue from
$500K to $100M
Bibby Financial Services in Australia
Bibby’s Core Services
Factoring
• We can help improve your cash flow and provide an immediate injection of cash against the value of your outstanding invoices
Invoice Discounting
• For larger businesses with turnover in excess of $1m pa with the client retaining responsibility for collections activity
Export Factoring
• An immediate injection of cash against the value of your outstanding invoices to overseas debtors
Asset Finance
• Additional funding against P/E and property to help maximise working capital
Bad Debt Protection
• Protection of profits against the risk of debtor insolvency or inability to pay
Capability statement
• Fast turnaround
• We provide certainty / stability
• Access to additional working capital to fund business growth
• Reliable source of funds to match your business requirements
• Access to decision makers
• Funds drawn at anytime of the week
• Our approach is entrepreneurial and less institutionalised
• Wholly owned by the Bibby Line Group and the largest global non-bank debtor financier
• We can provide the capital structure to grow your combined businesses while cost savings and productivity increases associated with the merger or buyout can take hold
Funding growth
M/A, buyouts
• We provide working capital funding to accelerate cash flow from accounts receivable or other available assets
Financing operations
Working capital financing
• We can support reorganisation through debt restructuring. Refinancing for longer or better terms may also provide the cash flow needed for meaningful business restructuring
Financing restructure
Revitalising your company
Financing change
Source: DIFA Q4 statistics 2014
Factored receivables by industry in Australia
Sector %
Wholesale trade 38%
Manufacturing 19%
Labour Hire 11%
Business Services 9%
Transport & Storage 7%
Agriculture & Mining 3%
Other 10%
Prospects for debtor finance
Key qualifier – B2B with sales on
credit terms (e.g. 30 days EOM)
Reasons for debtor finance:
1. Lack of cash flow - Slow debtor
payments or traditional finance can be
extended or not available
2. Suppliers - Payment of liabilities on
time capitalise on better supplier terms
Alternative to mortgage finance
Funding rapid sales growth
1.Invoices raised
2.Invoices sent to Bibby
3.Bibby funds client
4.Customer makes
payment
5.Balance, less fees,
returned to client
How it works
Bibby’s facility fees
A service fee for management of the
facility is a fixed percentage of the
gross value of each invoice
An interest charge on the funds the
client has drawn (calculated daily,
taken monthly)
Application/Legal fees
Who we can help
SME’s – sales revenue $0.5M to $100M
Small caps/limited companies and LLPs
Businesses selling to other businesses
on credit terms for completed sales
MBOs / MBIs, M&A
Succession plans
New start ups
Minimum security requirements
• A factoring or invoice
discounting agreement
• A circulating security
interest
• Guarantee and indemnity
from Director/shareholders
With Bibby, doing business is straightforward and easy
Why choose Bibby?
• Forget the red tape and slow pace of traditional finance solutions. You’ll benefit from fast and flexible solutions for your business. We recognise that every business has unique requirements
Service
• With 200 years of trading history, we know what its like to be in business. We’re independent and perfectly positioned to understand your business. We do business your way.
We understand business
• Our approach is entrepreneurial and less institutionalised. We know that being flexible is important to you. We can offer a wide range of solutions to help you achieve your business goals.
Easy to do business with
Introducers
• Commission
• Upfront and trailing commission
• Innovative incentive scheme
• Reciprocal Business
• We promote our introducers businesses
to prospects, clients and other business
partners.
Questions
Next Webinar
Date : Wednesday 22nd April – 1pm
Topic: Reading Financials for small business lending & serviceability calculations with
Sponsored by: Macquarie & hosted by Michelle Standley Qld State Mgr & Michelle Strapps _ BDM Macquarie Qld
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