Banking products for small businesses. Business and banking products. The main problems of lending to SMEs

Each bank offers "individual" lending programs for small and medium-sized businesses, but based on lending purposes, the following groups of loans can be distinguished:

· Loan for starting a business. Every aspiring entrepreneur has to deal with the problem of financing his business. The most common way to get the funds you need is a loan to start a business. However, few banks run the risk of issuing such a loan. In order to take out a loan for business development, it is necessary to have a good business plan, which will indicate the prospects for the future business and the entrepreneur's ability to pay the loan received for the business on time. The bank compensates for the high risk by a high interest rate on a loan, a shorter loan term and a surety individuals.

Loans individual entrepreneurs... Such loans are also quite risky for banks, since it is rather difficult for banks to assess the reliability and solvency of individual entrepreneurs. If an individual who takes consumer credit, has a fixed monthly income, at the expense of which the loan is repaid, the individual entrepreneur usually does not have a fixed income and plans to repay the loan at the expense of future income. Basically, individual entrepreneurs need guarantors to obtain a loan, since often individual entrepreneurs are not able to provide the bank with collateral against a loan.

· Loan for business development. One of the stages of business development is the stage of shortage equity capital to invest all the new ideas that are coming or just to replenish working capital... An individual entrepreneur can replenish his own capital with a loan for business development. This is one of the most common types of loans, as it is the most simple form financing. Collateral, goods in circulation or personal property is required (But there are banks that have created a new banking product - an unsecured loan for business development). Interest rates depend on the terms of the loan and the size of the loan.

· Loan for the purchase of fixed assets. A loan for the purchase of fixed assets is provided for the expansion or modernization of the production lines of the enterprise, for the purchase of real estate objects (offices, industrial premises, land plots), for the purchase building materials for the construction of buildings allotted for the needs of the organization, or for the acquisition of machinery and equipment necessary for operation. The main criterion, which allows you to distinguish a loan for the purchase of fixed assets from other financial products developed for business - this is the focus of the received financial resources to purchase non-current assets companies. Such loans, as a rule, are provided for long terms and for large amounts. Accordingly, the requirements for borrowers are stricter. There must be a pledge, which can be goods in circulation, equipment, existing vehicles, special equipment, real estate.

· Commercial mortgage. Commercial mortgage, or business mortgage - the term that is used today in relation to the acquisition of objects commercial real estate using a mortgage loan. A commercial mortgage loan is issued to entrepreneurs of small and medium-sized businesses for the purpose of acquiring non-residential real estate on her bail. Compared to other loans, commercial mortgages are designed for longer terms, but they are shorter than mortgage loans for individuals. Interest rates commercial mortgage higher than residential real estate.

· Investment lending. This credit product is provided by banks for a specific project, for the implementation or development of which credit resources will be directed. An investment loan is usually issued to individual entrepreneurs, legal entities and individuals for a period of 3 to 10 years, although it does not belong to the category of long-term loans. The loan is issued for a specific investment program: expansion of production, re-profiling of an enterprise, purchase of new equipment, implementation of new projects, etc. To obtain an investment loan, the borrower must provide a business plan for the project, as well as confirm his material well-being. The main condition for providing an investment loan is that the borrower has a functioning financially sustainable business. All available assets can act as collateral for a loan: real estate, vehicles, goods, etc. In addition, an investment loan can be secured by a guarantee of legal entities or individuals.

· Overdraft is a loan for operating expenses, provided in the absence or insufficient funds on the settlement (current) accounts. Overdraft provides an opportunity to timely and uninterruptedly carry out settlements with partners, issue on time wages and pay bills. Banks offer overdraft to their clients who already have current accounts and decent turnovers on them. Overdraft interest rates are quite reasonable. The term of the contract can be up to 1 year, but the repayment occurs as the funds are received to the company's account, by writing them off. The period for which the overdraft is issued usually does not exceed 30 days.

Table 2 Comparison credit products for SMEs

The main forms of lending to small and medium-sized enterprises are Lending to small and medium-sized enterprises: textbook. allowance / A.I. Shpynov. - M .: POLPED Reference books, 2010.-155 s:

· Credit: one-time provision of a loan amount for a certain period. The loan must be repaid by the borrower within the specified period, or in accordance with the established repayment schedule.

· Credit line: a legal obligation of a bank to issue a loan to a client in a certain amount within a specified time. A credit line differs from a one-time lending in that a client can receive a loan not once on some day specified in the agreement, but when he needs it, in installments.

Table 3. Types of credit lines

In addition, in agreements with banks, two more concepts related to the provision of credit lines are often used. These are, firstly, credit lines with a disbursement limit, when the total amount of funds disbursed is limited. Refunds do not increase the credit limit, that is, in fact, such a loan is classified as non-revolving. And, secondly, the so-called line of credit with a debt limit - the total amount of debt is limited. If the company returned part of the money, then the volume of lending is restored. Hence, this is a revolving line of credit.

Small business is the backbone of any economy. At the same time, the main problem that entrepreneurs have to face is the issue of financing. In Russia, it is difficult not only to find sources of funding, but even relevant information. Today, not all Moscow banks that have branches in the territories are able to operate throughout the Krasnoyarsk Territory. Most of it is concentrated in the city of Krasnoyarsk. There are about 40 banks on the territory of Krasnoyarsk, these include Absolut Bank, AK Bars, Alfa-Bank, VTB, Promsvyazbank, Rosbank, Raiffeisen, Uniastrum Bank, etc., but not all of them offer services in the field of small business, and about 11 banks. We will consider all those possible lending services using the example of three banks. This will Uralsib Bank, Raiffeisen Bank OJSC, Absolut Bank.

The types of loans are varied: these are microcredits, microcredits in the form of overdraft, express loans, secured loans, investment loans, etc. The money can be borrowed for up to five years, with certain types of loans - up to 8 years. Particular attention should be paid to the pledge, it can be both the property of the enterprise (real estate, vehicles, equipment), and goods in circulation. At the same time, the amount of collateral depends on the loan term: with a loan term of up to 1 year, it will most likely be necessary to provide up to 100% of the loan amount, with a loan term of more than 1 year - up to 50% of the loan amount. But to obtain an express loan, an entrepreneur may need, for example, two solvent guarantors. An investment loan can be secured, among other things, by the borrower's residential real estate. Almost all banks offer the development of an individual payment repayment plan, taking into account all the specifics of the business. In Krasnoyarsk, according to experts, loans without collateral or with a small amount of collateral are popular. Bank customers prefer to receive loans without opening a current account, as well as credit lines with a debt limit with a tranche period of 90-180 days, credit lines for replenishment of working capital, moreover, revolving overdrafts. Interest rates on loans for several years are at least 11% per annum (from those declared by banks). Banks usually only charge a one-time loan fee. Monthly commissions are most often not provided. Of course, the golden rule of bankers is observed - an individual approach to the client. That is, a certain fork is indicated for the product, for example, 15 - 18%. A specific indicator for a specific business is determined during the agreement loan application... The dependence is the most direct: there is a collateral - lower%, the larger the collateral, the lower the%. Business "zero" - the percentage is higher, the case is valid for a significant period -% lower. If you want to get a loan in the "express" style - get ready for higher rates - from 19% and more. At the same time, if you are an accomplished businessman - you can choose among different proposals, if the business is at the inception stage - you will have to run around and agree to the proposed conditions, which are certainly more profitable than the offers of "usurers". By the way, it is necessary to say especially about these competitors of the banks. Despite the fact that the offices offer money to entrepreneurs often at extortionate interest (in some cases it is about 5% per month, respectively per year - 60%), this type of capital loan is in demand. Of course, because when receiving these funds there is no need to talk about "business transparency", about financial reporting, etc. In general, creditors do not really care what an entrepreneur takes money for, if only he gives it on time. Indeed, a "mega competitive" advantage. However, talking about economic effect there is no point in such a "credit". For business development, timely financial support is important, which was determined when creating a small business lending program for OJSC "ALFA-BANK": loans for small businesses are provided for any purpose related to its development; the decision to grant a loan is made on the basis of information about the real state of the client's business; the loan is repaid according to an individual schedule, taking into account the seasonal characteristics of small business; it is possible to defer the repayment of the principal debt on the loan for a period not exceeding 6 months.

The Bank provides legal entities with the following types of lending programs: " Universal loan"," Working loan "," Overdraft "," Bank guarantee". The loan officer selects the borrower the most profitable option lending in accordance with the purpose of the required loan, the term of the desired lending limit, its term, as well as the collateral provided by the borrower, allowing you to minimize banking risks related to the return of the loan.

Table 2.9

Characteristics of lending programs of OJSC "ALFA-BANK"

Based on the results of the comparative analysis It should be noted that the most attractive lending program for the bank's clients is "Universal Credit", since under this program it is possible to obtain a loan amount of up to 75,000,000 rubles for a period of 2 to 3 years. This program small business owners are interested in property accepted as collateral.

Clients who have a current account with OJSC "ALFA-BANK" are provided with "Overdraft" for up to 60 days inclusive. These clients have established themselves as reliable borrowers. Consequently, the bank has a high level of confidence in the quality of this type of lending. Choosing one or another loan program of the borrower, loan officer evaluates it financial condition, credit history. In this regard, the borrower must meet certain bank requirements:

* registration of the borrower as a legal entity or individual entrepreneur.

* participation of the state in the authorized capital of the company is not more than 49%;

* the borrower is a resident of the Russian Federation;

* at least 2 years of business experience;

* annual revenue is no more than 780 million rubles;

* absence of negative credit history;

To consider an application for a loan, you must submit to the bank following documents:

* title (constituent and registration) documents;

* financial documents, management reporting data;

* documents confirming the ownership of the collateral provided.

When a bank issues a loan Special attention pays attention to the danger of a significant increase in credit risks. This leads to a sharp aggravation of the liquidity situation.

The risk of default is a portfolio characteristic that depends on two factors - the quality of each borrower individually and diversification loan portfolio by the size of the loan, industries, purposes, and its terms. The policy of OJSC "ALFA-BANK" is not to compensate for the risk high stakes, but to form a high-quality diversified portfolio. On average in the market, according to experts, the percentage of default on loans does not exceed 2%, in OJSC "ALFA-BANK" this indicator is set at the level of 1.5%. allowable share of delinquency in the loan portfolio is not more than 4%. According to the results of the work of OJSC "ALFA-BANK" for 2008-2010. based international standards financial statements we can conclude about the work of the bank as a whole. In 2010, the volume of the loan portfolio legal entities increased by 53.8 billion rubles, which is more for the same period in 2009. Profit before taxes from profit increased in comparison with the results of 2009 by 31.1% and amounted to 134.8 billion rubles. The increase in profit was due to an increase in income from lending and commission transactions. The Bank's capital has increased since the beginning of the current year by 15.0% due to the received net profit and amounted to 783.5 billion rubles. The analysis of the structure of the loan portfolio of the studied bank, which showed the most profitable aspects of lending programs, indicated the points to which the bank needs to pay attention. The main point in this chapter is the comparative characteristics of loan products provided to small businesses in OJSC "ALFA-BANK", analysis of changes in the bank's loan portfolio. This made it possible to identify positive trends, to understand the weaknesses in the development of the direction of lending. In particular, the former are expressed as follows:

• 1. The bank presents three directions of lending, one of which the client has the opportunity to use on favorable terms for him. According to the results of the comparative analysis, it should be noted that the most attractive lending program for the bank's clients is "Universal Credit", since under this program there is an opportunity to obtain large amount credit.
• 2. The analysis of the creditworthiness of the borrower is carried out on the basis of a scoring system, which makes it possible to take into account possible risks when issuing a loan.

Weaknesses in the development of lending to small businesses are as follows:

• 1. Non-transparency of the potential client's business, in this regard, in the future, it becomes difficult to conduct high-quality underwriting, which allows you to identify the bank's risks associated with late return credit funds the borrower;
• 2. The borrower's lack of collateral and guarantors for obtaining a loan, which makes it difficult to choose a loan program;
• 3. Untimely repayment of credit funds by the borrower The Bank loses the timely profit it expected. Consequently, the bank increases its expenses by looking for new funds and collecting debt from borrowers. In this regard, the bank needs to tighten measures to prevent such situations, first of all, by applying increased penalties for the fact of delay in payment of a loan.

The small business lending department in Krasnoyarsk began its work in 2009. OJSC "ALFA-BANK", as a strong dynamically developing bank, aims to maintain the growth trend and become a leader in servicing legal entities. In view of the current competition in the small business lending market, it will not be easy for the bank to achieve its goal of increasing the volume of lending to small businesses, but in order to remain in the lead it needs to offer its clients something completely new.

Based on the foregoing (the goals of the bank, the demand of small businesses for available loans, it is necessary to create new types of loan products for the bank. At the same time, they should be beneficial for clients and the bank, attractive in terms of service, should help to retain existing customers and attract new ...

Starting capital is required to organize a new business. Many aspiring entrepreneurs decide to seek help from a credit institution. Most banks have developed programs for aspiring businessmen. The registration process is often lengthy and requires a lot of paperwork.

If you decide to take a loan, then you need to keep in mind that regardless of the results of the work, the company will have to pay monthly established by the bank the amount, so you always need to have a "fallback" payment or a reserve to pay off debts.

1. The company must be legally registered and have all the necessary registration documents on hand. Read about how to start a business from scratch here -.
2. Business plan. Any bank will need a detailed business plan for your future enterprise; during a personal interview, you will have to tell your vision of the situation, what you need money for and how it will work. Ready business plans can be found on our website.
3. Financial performance... Specialists of credit institutions carry out their own calculations of the firm's stability indicators, so you need to be ready to provide all the necessary data, reports or forecasts. To do this, you need to take care of the availability of a specialist in the company in advance, since this information is quite narrow in specialization.
4. Availability of property. The presence of real estate and other expensive property in the property significantly increases the chances of approving the application and reducing the percentage of loans, with the condition of collateral.
5. Borrower reliability. When applying for a loan for an individual entrepreneur, the entrepreneur himself will be checked as an individual for the presence in black credit lists of all banks. When applying for a loan for an LLC (limited liability company), all founders and, possibly, their family members (usually spouses) are checked. Credit history, unambiguously, must be positive, otherwise a refusal will follow.
6. Guarantors and co-borrowers. The presence of individuals or businesses as guarantors or co-borrowers increases the chance of approval of the application, as does the presence of collateral.
7. Insurance registration. The presence of insurance in many banks is a prerequisite... In other credit institutions, its approval is strongly encouraged.

Loan products for small businesses

Loans for starting a business are divided into:

• Target
• Inappropriate

A targeted loan can be used only for those specifically specified in loan agreement goals (acquisition of material, fixed assets, etc.). After payment to the counterparty, the costs must be documented, namely, to provide the bank with copies of contracts, shipping documents (invoices).

An inappropriate loan can be used at your own discretion. After receiving it, the company is obliged to make a stable monthly payment; the bank does not need to confirm the expenses. Interest rates for non-targeted loans are always higher than those for targeted loans.

Bank credit programs

Where to get money to start own business? This is the problem that 95% of aspiring entrepreneurs face! In the article, we have revealed the most relevant ways to obtain start-up capital for the entrepreneur. We also recommend that you carefully study the results of our experiment in exchange earnings:

Let's show a small selection credit programs that banks have today:

Sberbank of Russia OJSC... The loan product is called "Business Start". It is possible to obtain a loan without collateral, subject to the availability of guarantors and down payment... The rate is 17-18% per annum. Amount from 100 thousand rubles to 3 million rubles. Loan term 6 - 36 months.

Rosbank... Amount up to 40 million rubles. Up to five years. The rate is 12-16.5% per annum. It is necessary to pay a one-time commission and pledge all the property of the company (within the loan amount).

Transcapitalbank... This bank offers a wide line of credit for small businesses: loans for development, targeted lending, leasing, factoring. Rates from 15% per annum. Loan amount up to 30 million rubles.

VTB 24... The bank offers the following loan products: revolving loan, business mortgage, working capital replenishment. Rates from 9% per annum. Loan amount from 850 thousand rubles. Loan term up to 120 months.

First of all, you should contact the bank in which your company is serviced, this will ensure the transparency of data and documents will be required much less. In addition to partner clients credit institutions are more loyal.

Many firms, having chosen a bank in advance to receive a loan, pre-open a current account in it and provide banking services.

When applying for a loan, carefully study the agreement in order to avoid double interpretation of the text and further disagreements. Ask a specialist to thoroughly explain the clauses of the agreement on which you have questions.

After the payment schedule is formed, once again calculate your benefits from purchasing this banking product. Perhaps the conditions will be completely unfavorable for your business.

If there is profit in the company, try to repay the loan ahead of schedule, since the principal amount of interest is included in the first months of payments, that is, the principal debt at this time practically does not decrease, but interest is paid.

How the state defines small and medium business

The most important criteria for financiers are the average annual number of employees of the enterprise and the amount of income of the enterprise for the previous year.

Criteria for classifying an enterprise as a small and medium-sized business (SME) federal law No. 209-FZ "On the development of small and medium-sized businesses in Russian Federation", And the decree of the government of the Russian Federation No. 265" On the limit values ​​of income received from the implementation of entrepreneurial activities for each category of small and medium-sized businesses. " The most important criteria for financiers are the average annual number of employees of the company and the amount of the company's income for the previous year.

Micro-enterprises include companies with up to 15 employees and an annual income of up to 120 million rubles.

Small businesses include companies with up to 100 employees and an annual income of up to 800 million rubles.

Medium-sized enterprises include companies with 100 to 250 employees and an annual income of up to 2 billion rubles.

Bankers have their own criteria

Some of the bankers we interviewed in their classification of SMEs are strictly guided by the criteria of the legislation. This is done, for example, by B&N Bank, Rosselkhozbank, Center-Invest Bank, Kuban Credit Bank.

But there are also important nuances.

B&N Bank distinguishes three groups of companies in the small business category depending on the size of their revenue, and each group offers banking products specially designed for this category of clients.

“A significant factor influencing segmentation is the degree of integration of the personal finances of business owners with the company's money and the presence of automated systems accounting, - says the director of the department of SME Bank "Intesa" Mikhail Volkov. - If this degree is large, and the accounting system at the enterprise is not automated enough, the company can be defined as a small business instead of a medium one. And companies with small revenues, but good indicators of profit and assets can be considered as a larger business. Companies that rent out their own real estate are a striking example. "

Banca Intesa classifies companies with revenues of up to 60 million rubles as microbusiness, small businesses with revenues of up to 1 billion rubles, and medium-sized businesses with revenues of up to 2 billion rubles. And it plans to raise the upper limit of annual revenue for medium-sized enterprises to 3 billion rubles in the near future.

Bank Unicredit in Moscow classifies enterprises with revenues of up to 800 million rubles as small business, but for branches in the regions it reduces this limit to 300 million rubles. The bank considers the size of the annual revenues to be $ 75 million, which now amounts to 4.3 billion rubles, as the upper limit of classifying the enterprise as a medium-sized business.

Promsvyazbank classifies enterprises with revenues of up to 60 million rubles as micro-businesses, up to 360 million rubles as small businesses, and up to 4.5 billion rubles as medium-sized businesses. In Moscow and St. Petersburg, the upper limit for small business is 540 million rubles.

In Rosbank, small businesses include companies with revenues of up to 400 million rubles, and medium-sized ones - up to 4 billion rubles.

At VTB, small businesses include companies with revenues of up to RUB 300 million, and medium-sized businesses with revenues from RUB 300 million to RUB 10 billion.

Banks often set their own criteria for classifying SMEs. They often use different boundaries of SME segments for Moscow and St. Petersburg and for other regions.

As we can see, banks often set their own criteria for classifying SMEs. They often use different boundaries of SME segments for Moscow and St. Petersburg and for other regions. There are significant differences in the definition by banks of the upper bound for annual revenues for medium-sized enterprises, thanks to which even large regional enterprises fall into the category of SMEs in some banks.

What are the differences between banks' offers for different segments of SMEs

How do the offers of banks for SME clients differ depending on the size of their business?

The press service of VTB notes that all SME clients are interested in lending and transaction products - settlement services, cash transactions in cash, services to ensure foreign economic activity... And the list of services that is relevant for a particular client is determined to a greater extent by the specifics of the client's business, rather than his revenue. For example, trade enterprises, in addition to the services already listed, are interested in acquiring and cash collection. At the same time, small business clients working in the field retail, actively use corporate cards for withdrawing and depositing cash around the clock through the VTB Group ATM network.

The director of the small business department of Rosbank, Maxim Lukyanovich, said that there are no fundamental differences in product offers for micro-business clients, small and medium-sized businesses. Since Rosbank pays attention to increasing sales of remote banking services (RBS), Internet banking services are cheaper for micro and small business clients.

The press service of the Rosselkhozbank notes that the main differences between products for borrowers of different segments of SMEs are in the conditions. Thus, for microbusiness, a line of specialized products has been developed that provide for longer lending terms for current purposes, the provision of a simplified package of documents, lending without collateral or partially unsecured loans. For small business clients with a loan amount of up to RUB 30 million, a business plan or feasibility study is not required.

The larger the client's business, the more flexible conditions the banks are ready to offer him

The larger the client's business, the more flexible conditions the banks are ready to offer him.

What banking products are most in demand by small and medium-sized businesses

Depending on the scale of the client's business, not only the range of the bank's offers differs, but also the demand for banking services.

VTB Bank believes that small businesses use remote channels to a greater extent, striving to conduct almost all operations in in electronic format... Recently, there has been a growing demand from medium-sized business clients for the bank's digital services.

Maxim Lukyanovich notes that services in Rosbank are most in demand from SMEs settlement and cash services and related. RBS services are popular - about 80% of transactions are carried out in a non-cash form, the Internet bank has become the main working tool for an entrepreneur. Clients of the medium-sized business segment also actively use transaction products, lending to replenish working capital and finance investment costs.

Taking into account the specifics of SME clients, Rosselkhozbank is especially in demand for loans for seasonal work, loans for the purchase of machinery and equipment, loans in the form of overdrafts.

Kirill Tikhonov, Managing Director for Small Business Development of Promsvyazbank, said that in Promsvyazbank, the most in demand among microbusiness loan products is “credit-online”, and small ones - all kinds of guarantees, overdrafts, loans and credit lines, factoring. Internet and mobile banking are in great demand among RBS products.

UniCreditbank is in demand for packages of offers for small businesses, as well as related transaction products, for example, the execution of international transactions and foreign exchange transactions.

In Kuban Credit Bank, SME clients prefer loans to replenish working capital, to purchase fixed assets, as well as to refinance loans previously received from another bank.

V large banks to optimize business customer service different categories divided between departments - usually small, medium and corporate. And the bank's approaches to clients of different categories are different.

The criterion for the classification of enterprises by banks according to the scale of their business is very important for customers. In order to optimize the business in large banks, customer service of different categories is divided between departments - usually small, medium and corporate businesses. And the bank's approaches to clients of different categories are different. Often, the rulers also differ. banking products which banks offer to clients depending on the scale of their business.

But this is not the only way the bank builds up work with clients. For example, small banks often lack internal separation. corporate clients by the size of their business, and the same internal divisions jar.

All this is important for managers and financiers of SMEs to understand, since many of them are in different banks fall into different customer groups. Accordingly, they will be offered different lines of banking products.