The Head, Emerging Businesses,
Access Bank, Mrs. Ayodele Olojede, in this interview, speaks about the
bank’s commitment to operators in the micro, small and medium scale
enterprises. Nume Ekeghe brings the excerpts:
What is your bank doing to support the development of MSMEs and make it easier for them to access loans?
One of the things we are trying to
pursue this year is our support for MSMEs through loans. We don’t pay
lip service to our love for MSMEs. To show the extent of how much we
want to support them, we have also invested significantly in our
understanding of the risk variables and factors in that segment. In the
last three years, we have incrementally supported MSMEs.
In 2018 alone, we granted up to about
N37 billion as new loans to 11,000 SME customers which even won us
awards both locally and internationally. We were able to achieve this
feat because we introduced an innovative approach to lending. And with
this, all that the customer need to access a loan is just for them to be
able to keep a good credit record and a good sales record. We do not
ask you for an arm and leg. So, if you keep those two records, you are
guaranteed to be able to access our loan. What we do is that we work
with the type of asset that you have, and then we leverage the National
collateral registry. And I make bold to say that, it is only Access Bank
in the industry that is currently using the National Collateral
Registry in support of MSMEs.
So, with the innovative method that we
introduced, even customers who do not have a business registered, were
able to access loans because what we do is to work with our partner
lawyers to be able to get their businesses registered. And once that is
done, they are able to get a loan from the bank. And from the number
that I highlighted earlier, in terms of volume of loans we have granted
to MSMEs, 30 per cent of that amount was used to support women through
our flagship ‘W’ initiative. In fact, what we have done with the W-Power
initiative is such that, if you own 50 per cent of your business, you
can get the loan at 15 per cent per annum.
And then to be able to encourage other
women to own businesses that are not at the stage of 50 per cent
shareholding yet. Between 40 and 49 per cent, we will give you two basic
concessions from the regular interest rate that we charge our
customers. Between 30 to 39 years, also, you get one basic point
concession. But anything below that, you will be charged at our regular
price. We are also planning to expand our footprint to health,
education, and technology. For the health sector, for instance, we have a
partnership with Medical Credit Fund, and through that partnership, we
are able to grant loan up to N3 million collateral-free. And for
education as well, we give collateral-free loan of up to N10 million
specifically for working capital purposes, such as buying school
uniforms, laboratory equipment, books, etc.
We are also expanding our footprints in the technological sector as
well. Even the recently re-introduced creative sector loan, we are
currently at the forefront of pushing that and we are about the only
bank that has even submitted applications to CBN.
Despite all these intervention, MSMEs still lament the inability to access loans, why is that so?
One of the factors that we have
discovered is the reason for high loan decline. It’s not necessarily
because banks do not want to support MSMEs with money, but there a lot
of other criteria that you have to look at. For instance, if you want to
take money from the bank and you do not have or you are not able to
demonstrate the managerial confidence that is required to sustainably
run that business for a while, you may not likely get that money. So,
the point here is that there are funds that concessionary rate is as low
as nine per cent and we are even saying we are going to be flexible
with our collateral requirement. But then you still find that some
customers would still not be able to access finance from in banks
because of some certain things that are required on their own part. And
one of such is the need for you to be able to keep your records like I
earlier pointed out. That is because we would be asking for those when
we are not emphasising or overly demanding of collateral.
Your bank used to be keen on capacity building for MSMEs, is that something you still do?
At Access Bank, we believe that it is
one of the areas where MSMEs require supports and we have various
workshops. Our team just came back from Jos where we had a workshop on
how to be able to leverage social media platforms to boost sales. It is
very important that the MSMEs are able to sell the products that they
produce so that they can pay back the loans. So what we aimed at doing
was to give them an expository training on digital platforms as
different from the traditional methods of selling. So, we are trying to
expose them to all of those platforms to help them to be able to sell
beyond the proximity of their location.
Another thing that we also do very well
to be able to help our customers is that we organise MSME clinics. And
these are one on one engagement. Typically, what happens is that the
consultant would ask key questions around areas where you are
struggling, and then they would be able to proffer solution to help you
through them. We have been doing this now for many years. Last year, we
were able to successfully engage 11,000 customers. So far, by this half
year already, we have done about 12,000 from our 30,000 target for this
year. With this, we are helping them with their finances, business
management practices, helping them with understanding alternative
methods of how to be able to sell their businesses and also supporting
them with loans.
You said you granted over N37 billion in loans to SMEs, how much did you grant the previous years?
The years before, it was about N22 billion to 8,000 customers.
The years before, it was about N22 billion to 8,000 customers.
How long is a customer supposed to have a relationship with Access Bank before benefiting from its loans?
The way we think about MSMEs has
typically gone beyond the traditional ways banks used to look at them
and engage with them. When I talked about keeping records, I didn’t mean
keeping records with the bank. What I meant was that, if you are a
business owner, do you have your sales records? When you buy your
stocks, do you keep records of what you bought and how you are selling
them? So when I come and ask you, how much have you sold today, you not
only able to tell me, you are also able to show me. And then i can see
what you have done for the past three or six months. That is discipline.
Now, if the bank wants to lend money to Cadbury for instance, the first
thing they are going to ask of is their financial statement.
So what I am saying is that, where is
your own financial statement as a business owner? Possibly, what we
would be seeking to see from the bank is that you are also depositing
your sales proceeds to that bank. Hence, we can give you a loan even
when you are not our customer. What we only require is that you keep the
money in a bank. And what we are trying to ensure by so doing is that
you participate in the formalised sector. So if you wanted a loan from
us today, without having an account with us, we can give that to you
provided, you were able to present your business records and bank
statements and you still can get a loan. But of course, you would still
have to open an account with us where the money would be credited into.
Earlier you said your bank is
expanding its scope to support education, health and IT, why not
agriculture, and what sort of financing is available to MSME players in
those sectors?
We have a dedicated team that handles
every agricultural transaction, they don’t sit with my team and that was
why I didn’t talk about it. But as a bank, agriculture is one of the
sectors we are also focused upon. Generally, all our solutions are
tailored through what a client would require. So if it were an equipment
purchase, you want to expand your business, etc, we would be able to
support you in that line, and they are all collateral-free. My emphasis
is more on those facilities we give out collateral-free. Because
collateral is a major challenge in accessing finance to a lot of MSMEs.
So, we have been trying to be creative around how we work with them.
So if you asking for facility of about
N50 million or N100 million, then it is a different type of assessment
that we would be requiring. We a biased about women, so our flexibility
for women in terms of a collateral-free facility is up to N4 million.
Generally, it is about N3 million. Remember I mentioned our partnership
with Medical Credit Funds, in the health sector, and that enables us to
be able to give collateral-free loans to up to about N3 million. But
under that program, we can actually lend up to N350 million. This thing
about gender is all about empowering women to be able to do more in
business.
You mentioned earlier that you
are the only bank using the collateral registry, why do you think other
banks don’t trust the collateral registry enough to leverage on it in
giving loans. What has been your experience in leveraging on it, and
what its opportunities for us as a country?
I think it starts with what your focus
is as a bank. So if you are not focused on MSMEs as a sector, you are
not necessarily required to use the National Collateral Registry,
because there is a different registry for every other type of loans. So,
at Access Bank, because we are deliberate about our support for MSMEs
we are also leveraging all of the infrastructure that have been
provided.
And so, the National collateral registry just allows us to be able to
register moveable assets. And the way the register works, we have some
unique identifiers that, if you go to another bank, they are supposed to
be able to know that you have pledged those assets. So that is supposed
to protect us. So as an organisation, if you are not focused on this
particular segment, then you may not have a need for the registry. And
that is why I said what I said because a lot of banks would claim to be
playing in that segment, but then, can they boast of some of the
achievements that we have, and can they do it the way we do it at Access
Bank? Not necessarily.
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