Bilansi uspjeha - Raiffeisen Bank

SME segment
SME market
BiH market is mostly an SME market, so that the largest number of corporate customers of the Bank are SME customers.
Based on information of USAID for 2004, there are ca 60.000 of registered SME customers in the area of
BiH. Entity-level tax authorities estimated that this number was much higher and that there were over 100.000 SME
customers. According to the same source of information, the most dominant category are micro enterprises with total
of 10 employees (91% of total number of SME companies).
Bank in function of SME
Raiffeisen Bank has recognised the importance and perspectives of SME market in the country and at the end of 2004
performed reorganisation in order to get closer to small and middle market customers and offer them a kind of service
that is corresponding to their specific needs by using Bank’s business network.
Based on the Decision of the Supervisory Board of the Bank on Changes to the Existing Organisation and Job Classification
of the Bank, an SME segment was established on 1st of January 2005 as new organisational part within
the Retail Division.
SME customers are segmented to Micro and Small customers based on their generated total annual income.
New products and training
• Two packages of SME products were launched in 2005 (Raiffeisen Espresso and Long Espresso).
• Continuous training of Front function which, in 2005, encompassed training related to sale of standardised products
as one of the main foundations of SME sale.
Sale
• Raiffeisen espresso was launched in March: 202 packages were sold until 31.12.2005 in amount of
KM 6,7 mio
• Long Espresso was launched in October: 103 packages were sold until 31.12.2005 in amount of
KM 7 mio; out of which 70 packages were sold in December 2005 in amount of KM 4,6 mio.
Prompt service through an optimised SME process
• Approval Process System was also an SME project for 2005. APS supports the electronic decision-making process
relative to all involved functions starting from submission of loan application to the moment of issuing a Decision
and it functions on basis of an Internet platform principle. This is the first application in RI Network that is connected
with the Core system.
Key indicators
• Total number of SME customers as of 31.12.2005 is ca 17.000
• In the mid-term plan until 2008, Raiffeisen Bank projected significant growth of SME portfolio. In 2005, budgeted
increase of SME loan portfolio was achieved by ca 30% compared to the previous year
• As of 31.12.2005, SME Segment achieved budgeted goals and exceeded average assets by 7%
• Gross Income: 18% over the budget; Commission result: 36% over the budget
www.raiffeisenbank.ba
Retail Division
37