Retail and Commercial Bank Corporate and Investment Bank Investment Management Instalment Finance Listed Holding Company FirstRand Limited, JSE:FSR.

Retail and Commercial Bank

Corporate and Investment Bank

Investment Management

InstalmentFinance

Listed Holding CompanyFirstRand Limited, JSE:FSR

Apply for finance

1) Visit branch where client banked.

2) Apply for an extension on homeloan or a personal loan.3) Application was done verbally to the Bank Manager.

Credit Decision

1) Bank Manager decided if client deserving of further credit.2) No intelligence or science.

Apply for finance 1) Visit branch where client

banked.2) Apply for an extension on homeloan or a personal loan.3) Application was done verbally to the Bank Manager.

Contracting

1) Bank Manager draws up

hand written contract for client to sign.

Payout

1) Customer had to pay the dealer.

Contracting 1) Bank Manager draws up a hand written contract for

client to sign.

Customer Experience

1) Processes were neither customer nor dealer centric.

2) All processes were manual.3) Finance was a protracted process

Apply for finance

1) The emergence of a secured vehicle finance.2) Go to any branch where

client banked.3) Filled in a pre-printed paper application form.

Apply for finance 1) The emergence of a secured vehicle finance product.2) Go to any branch where

client banked.3) Filled in a pre-printed paper application form.

Credit Scoring

1) WesBank introduced a manual credit scorecard.

• Limited to Private Individuals• Scorecards based on 10 characteristics

from an available 105• Scorecard limit R100 000

Banks had to ‘phone credit bureax for credit checks.

Contracting

1) Pre-printed contract manually

completed and signed at the bank.

Payout

1) Bank paid dealer by cheque.2) Cheque was hand delivered to the

dealer.

Contracting 1) Pre-printed contract manually

completed and signed at the bank.

Customer Experience

1) Process was more streamlined but still took a long

time.

Payout 1) Bank paid dealer by cheque.2) Cheque was hand delivered to the dealer.

Contracting 1) Pre-printed contract manually

completed and signed at the bank.

Apply for finance

WesBank pioneered finance consultants on the large dealer floor.

Client filled in a paper application on the dealer floor.

Application collected by Marketer.

Credit Scoring

Computerised Scoring introduced.

Banks bad to ‘phone credit bureaux for credit check.

Scorecard Based on 15 characteristics from an available 180

Scorecards extended to: Self employed Small companies

Scorecard limit R350 000

Contracting

Computer generated contracts delivered to and signed at the dealership.

Payout

Consultant on the dealer floor would write out a cheque for the dealers, or cheque physically delivered to the dealership.

Customer Experience

Much more efficient experience for both the customer and dealer and within a reasonable time.

Introduction of Fax technology.

Apply for Finance

F&I concept pioneered by WesBank: Focus on back end income Performance Groups F&I business manager recruitment F&I business manager training Performance management of F&I

Pre-printed applications manually completed and faxed to centralised Marketing Support Centre.

Credit Scoring• Automated links to Credit Bureaux introduced.• Behavioural account information obtained from

FNB.• Scorecard based on 20 characteristics from an

available 400.• Scorecard limit R500 000

Contracting

Computer generated contract faxed to dealership and signed by client.

PayoutDealer settled by Electronic Funds transfer.

ContractingComputer generated contract faxed to dealership.

PayoutDealer Settled by EFT.

ContractingComputer generated contract faxed to dealership.

Customer Experience

• Fast & efficient processes.• Highly customer and dealer centric.

Apply for finance

• F&I loads and submits digital application via a Vendor system

Credit Scoring

• Full electronic integration with Home Affairs, Credit Bureaux, Deeds Office, CIPRA and

other banks.• Scorecard based on 100 characteristics from an

available 3000.• Scorecard limit R1 000 000

Apply for finance

• F&I loads and submits digital application via a Vendor system

>

Contracting• Contracts signed on iContract 24/7 any place in the world. • iContract has cut down contracting time from 30 minutes to 10 minutes.

• Once the transaction has been concluded, dealers use iPay to

pay themselves.

Payout

Payout

• Contracts signed on iContract 24/7 any place in the world.

iContract has cut down contracting time from 30 minutes to 10 minutes.

Contracting

Customer Experience

Payout

• Contracts signed on iContract 24/7 any place in the world.

iContract has cut down contracting time from 30 minutes to 10 minutes.

Contracting

• Once the transaction has been • concluded, dealers use iPay to • pay themselves.

Payout

• Customer & dealer experience highly innovative and the ease of doing business radically improved.

Customer Experience

Always on finance

The data revolution

DealershipSelf Help

Settlementsby SMS

IDXBank Statement Sharing

IDX

NATISSelf Registration

Customer Self Help

IVRInteractive Voice Response

WesBank LIVE

Thank you.