MORTGAGE SECURED LOAN Performance by Group 4 1. LÂM BỬU CHÂU 2. TRƯƠNG HẠNH DUYÊN 3. LÂM HẢI NGUYÊN 4. BÙI TRUNG KIÊN 5. HỒ LÊ THIỆN TÂM 6. LÊ THANH TRÚC.

MORTGAGE SECURED LOAN

Performance by Group 41. LÂM BỬU CHÂU2. TRƯƠNG HẠNH DUYÊN3. LÂM HẢI NGUYÊN4. BÙI TRUNG KIÊN5. HỒ LÊ THIỆN TÂM6. LÊ THANH TRÚC

OVERVIEW – ANZ BANK Established: 1838 in Sydney Australia Asset: 239 billion USD Employee: More than 48.000 people Position: among the top 50 banks in the world. Branch in VN: HN 1993 and HCM 1996 - 2005: Launches strategic alliance with SACOMBANK, Vietnam(10%) - 2008: Receives license for incorporation in Vietnam - More than 9 braches - Awards: From Finance, Finance Asia, CFO magazine Current Problem: - The Application for MORTGAGE SECURED LOAN decreased significantly

to 200 - FUM (fund under management) of loan amount drawdown fell to 58%

compared to previous month

ENVIRONMENT - INDUSTRY

ENVIROMENT Outside Factor

- View of government in building and developing in bank market

- The Impact after joining World Trade Organization Inside Factor awareness of customers, human resources quality and so (on)

INDUSTRY Foreign Bank: HSBC, Standard Character, Common Wealth Local Bank: Vietcombank, Agribank, ACB

MORTGAGE SCURED LOAN

Home loan Tenor: 5-20 years Investment loan Age: 18-65 years oldEquity loan Some conditions about

salaries, mortgage.

The revenue from ANZ mortgage of ANZ will be reduced

The drawdown FUM significantly decreased

Number of applications submitted down

Internal-lending conditions External - circular 13/2010/TT-NHNN

STATISTIC OF APPLICATIONS OF ANZ FINAL 6 MONTHS IN 2010

07/2010: 40108/2010: 44409/2010: 42510/2010: 35311/2010: 23812/2010: 302

0

50

100

150

200

250

300

350

400

450

Jul Sep Nov

Application

DRAWDOWN FUM

07/2010: 2.285.026 USD

08/2010: 2.778.205 USD

09/2010: 2.542.327 USD

10/2010: 1.935.218 USD

11/2010: 1.715.786 USD

12/2010: 1.902.583 USD

0

500.000

1.000.000

1.500.000

2.000.000

2.500.000

3.000.000

Jul Sep Nov

DepositFUM

IMPACT OF CIRCULAR 13/2010/TT-NHNN

difficult for increasing money creativity

have tightened the dong liquidity

IMPACT FROM INTERNAL POLICY

ANZ Mortgage Credit Policy is criticized too strict for Vietnamese Customers

  ANZ Vietcom Viettin Sacom ACB

Minimum Income(for living expense)

VND 6 - 9 mil VND 3 - 6 mil

Accepted Incomes &Documents required

Salary, rental and business income inHA NOI & HCMC only+ Note: (1) internal financial report is not

accepted.(2) salary must be supported by

bank statement, if not PIT declaration is required.

Any legal income. In case, there's no certified documents,bankers are to go site visit to assess the income

Coverage Area HA NOI & HCMC All over Vietnam

Security

+ Only red/ pink book/limited salescontract.+ Minimum value required is USD40,000

+ Also accept others beside houses/land / apartment suchas certificate of deposit, Gold, Bond…+ No minimum value is required

Customer

Promotion Offer: Discount 2%per annual for the

first 6 months from the first date of drawdown if

security is red/pink book

Discount 1.5%per annual for the

first 6 months if security is sales contract

Direct email:

Purpose: attract new customers

BELOW THE LINE

MAKETING IMPLEMENTATION

TV : HTV / VTVRadio: FF99, Print ads: standees at

branchesWeb banners: Vnexpress,

dantriNews papers : Thanh Nien,

Tiep Gia Dinh,SG Doanh Nhan

Purpose: Inform the promotion programBuilding more awareness

A BOVE THE LINE

Staff ReferralsBest sales

prize

OUR RECOMMENDATION

The campaign should be applied for existing customers if they are qualified with below conditions:

Good repayment historyLVR (lending value ratio) less than 10%.Stable and clear income