1. What do you see the main benefits of your bank deposits range in comparison with non-competitors? What are the main distinguishing features of deposit offer your bank? First of all, it should be noted that that product line, which is currently offered on the market of bank deposits, generally understood by clients and fairly structured. Of course, each bank can be represented by a sufficiently large number of variations of the contributions, but the market is clearly divided into three main groups of deposits: Simple savings (nepopolnyaemye) contributions, allowing to receive interest monthly, quarterly or at the end of the contract; replenish the deposit; Universal Deposits - deposits with the possibility to credit and debit transactions. With regard to interest rates on deposits, the maximum rate offered by a simple savings deposits, and further there is decline in yield as they expand the functionality of the deposit. The logic of this approach is as follows: savings deposits represent the most convenient tool for the bank to raise funds, in terms of amount and period for which funds are involved. Contributions, which enables investors to make transactions deposit / withdrawal, complicate the task of the bank of the placement of funds because the Bank can not predict the behavior of the customer and his needs for cash. Because of this, interest rates on such deposits is slightly lower than on ordinary savings, with an equal amount, term and deposit currency. Within these main types there are many different variations. For example, can vary mode of payment (monthly / quarterly / at the end of the contract term deposit) and enrollment (at the expense of demand / market capitalization) percent. Also, many banks there is a segmentation of the deposit line on certain customer groups. The simplest example - the contributions for pensioners. Typically, banks offer to customers such deposits at an interest rate slightly higher than for similar deposits in the deposit rule. This is dictated, firstly, a certain social burden of this population, and secondly, as paradoxical as it may sound, the conservatism and inertia of the client group, compared with other clients. That is, if the pensioner has made its choice in favor of a particular bank, then from it the least we can expect sharp movements on early withdrawal of contributions, or move it to another bank. With regard to the IBRD line contributions, it contains all the main types of deposits are present on the market today: savings, revolving, multi-purpose (with the regime of deposit / withdrawal). Also, the Bank has two contributions, aimed at specific groups of customers: it is the contribution "Pension" and the contribution that has been designed for holders of payroll cards. It filled up contribution, enabling transfer of funds from the payroll card account a deposit on the customer. This mode is very useful because it does not require the presence of the client in the office. With respect to currency deposits, then, naturally, the Bank presented the contributions to the most popular currency - the ruble, the dollar and euro. Terms of placement of time deposits ranged from 1 month to 3 years. Thus, the deposit line fully complies with market conditions. If we talk about those differences, based on which banks can compete, then today is concerned, above all, approach to customers, as well as the promotion channels used by retail products. Actual competition is now concentrated in parts of convenience and efficiency to deliver information on savings products to customers. In our case, this not only through the sale of the Bank's branches, but this promotion of savings products through direct sales. Sales managers at a convenient time make a presentation of the bank savings products for corporate customers of the bank and third-party companies, bringing all the nuances of deposit range to potential customers. This reduces the client's way in the Bank branch: the person after the holding of such meetings is aware of the contributions and the conditions under which the Bank offers, resulting in the Bank branch next saver comes already prepared. However, we must understand that today, perhaps the main factor of competition are the interest rates on deposits. Of course, the client looks at the reliability of the Bank, its quality of service and other characteristics, but the choice of input begins with a comparison of interest rates. With regard to our Bank, after adjusting the conditions of deposit rates IBRD fully consistent with the market. To date, the maximum interest rate is 14,5%. 2. What other tools, in addition to corporate channels, the Bank uses to attract new customers? Our Bank is always striving to make their offers informative and interesting. We tried to carry out seasonal promotions, during which not only offer customers favorable terms on deposits, but also a variety of gifts and souvenirs at the opening of the deposit. Thus, within seasonal stock, marking the New Year, our bank offers for opening a fixed deposit of any gift - chocolate set. Generally today, well constructed marketing model to promote the contributions greatly affects the final result. Client enough to say that the Bank has such a contribution and the interest rate on it such and such: it is important that the offer stood out on the market. This may be a marketing campaign, in which the investor offers a range of profits (gifts, bonuses, lottery, etc.) or other interesting offers. 3. How much in demand these or other contributions in the line of deposits of the Bank? Can I mention the type of contribution, for which there is greatest demand? In the current ruler of the Bank is the most popular savings deposits, because it involves the highest level of profitability. Persistently high demand has been observed with regard to the contribution "Pension". More than half of the portfolio hold ruble deposits, especially in the regions: more than four-year trend of strengthening currencies helped to increase demand for this type of contribution, the more so because interest rates on ruble deposits are higher than for deposits in dollars and euros. It is true the situation has recently changed due to various reasons - the devaluation of the ruble against the dollar and euro. We are seeing an increase dale currency deposits in the bank portfolio. Of interest to depositors and universal inputs, but this applies mostly to people active, business oriented, for whom it is important to "live" communication with the contribution. A chance to recharge / withdrawal allows this type of depositors more quickly solve their immediate financial problems. The number of depositors in the Bank less than on savings deposits, but in monetary terms the amount of these contributions is significant because the average amount of deposits for universal higher than on ordinary savings. 4. At a target segment of depositors is more oriented deposit policy of the Bank? What type of investor is most promising for the Bank? The bank's depositors are people aged 35-60 years, people have enough life experience, are prone to well-informed decisions, the conservative side in making decisions about choosing a bank to place their savings. We do not restrict ourselves only work with certain types of clients. In the line of deposits are present products aimed at different categories of citizens, depending on income level, occupation, age and other parameters - starting with the most low-income and conservative groups (pensioners) to the VIP-clients. That is, in principle, any customer can come to our bank and find a suitable product for him. Of course, in terms of sales performance any bank easier to work with wealthy clients, plans to deploy the deposit amount above the average level, as in this case, the ratio of cost to the promotion / deposit "is lower than for the mass segment of investors. Bank, naturally, easier and more promising to work with people who already know the Bank: are employees of corporate clients, holders of payroll cards, borrowers of the bank. These customers are already familiar with the Bank, so they are easier to convey the necessary information. Second, we focus on people with stable income, which allows to postpone part of the funds received on investments in our savings products. 5. How high proportion of the population in the resource base of the Bank? Proportion of individuals is quite high (10%), but it is not dominant. However, because the retail is a priority for the Bank, we understand that without a competitive range of contributions that would be interesting to the market, the Bank can not succeed. 6. How relevant is now remote to attract public funds from inaccessible areas (eg, through post offices)? Does your bank intends to use such opportunities? If we evaluate the current situation where the issue of trust in the bank is extremely important, we believe that people should see the Bank branch, its employees and managers should be able to ask questions and get answers quickly. Therefore, the effect of the presence in the specific location is actually the main condition for solving the customer to place money in the bank. Remote mode does not involve direct communication with the client, and this is a significant gap. For this reason, it is not obvious that this way of communicating with customers for a commercial bank is suitable. For state-owned banks, I fully admit that accept deposits using the same post offices can be interesting and profitable. On the issue of cooperation with Russian Post, the Bank has no such experience, so no clear conclusion about the effectiveness of this method of raising funds is difficult. However, judging by the results of attracting deposits on such technology to other banks, I do not think this is an effective channel to promote deposits. Speaking in general remote service, the Bank offers its customers the following features. The Bank has advanced a convenient system for remote customer service: In addition to the ATM network and terminals, it includes Internet banking and mobile bank. For example, using Internet-banking customer can at any time to refill your account, transferring money, such as payroll cards. Thus, we try to offer clients a way to easy and quick communication with the bank. 7. How do you feel about this new savings products as investment deposits? How do you see the future of these products? Indeed, this type of savings products recently appeared on the market. However, this tool is focused not on the mass consumer. And given the current situation on financial markets, deposits, profitability is tied to the dynamics of certain indexes are quite risky. Therefore, to date such products for the Bank are not a priority, and plans to launch yet. Nevertheless, in future, such products will be in demand. The market will calm down and this will stimulate demand for various savings instruments. Increases financial literacy of clients are changing consumer preferences, because this will change and market savings products. We can therefore expect a larger number of instruments with variable income, linked to market indices. 8. Call 02.01 savings instrument which, in your opinion, now constitute the greatest competition to bank deposit? What are the products of the deposit will have to compete in the future? This, above all, investing in real estate. So far, these investments provide a decent return. Secondly, it is, of course, is the market of collective investments - the same mutual funds. This is perhaps the main competitors. In addition to these there are other ways of saving - for example, investments in precious metals, in antiques, art objects. But such methods of savings can not be called mass. 9. What do you think is the main driver of market growth and what factors, in contrast, currently hinder its development? The positive factors I refer, above all, more active banks in the market: it is the correction of conditions, depending on market conditions, growth rates, a variety of marketing campaigns that would eventually be welcomed by consumers. Skip to main negativity I am inclined to include the volatile situation that we are now witnessing in the financial market and the economy as a whole. It is a factor including the psychological nature: the unknown frightens people - what will happen next year, the country will experience a crisis that will be the level of salaries, the banking system, etc. Prompt action by central banks and financial authorities in times of crisis are encouraging. The situation on the deposit market calms down. 10. What are your predictions about the dynamics of the market in the next 1-2 years? Because of our high dependence on the world economy to make predictions for the next two years is difficult. Dynamics of development of the banking market will be determined by systemic factors, such as the situation on financial markets in the world, the dynamics of GDP growth in Russia, the development of the consumer market in Russia. Too many factors will influence the development of the market in the future. But overall market growth in the coming year to slow significantly. 11. How the current situation the state must act to help banks overcome the negative trend in the market? The measures which are now taken control and the government - increasing the sum insured, the provision of liquidity to banks - a very necessary and correct. Such actions are intended to reassure the population, show that the state has the situation under control and not let her come to a repetition of 1998, and the future of the state legislative initiatives will depend on the stability of market deposits. We can expect the next increase the sum insured. Very significant role to play introduction irrevocable deposit, currently the topic was actively discussed. After the market calms down the introduction of such a product would be welcomed by market participants. 12. And how do you think of a fairly popular topic for improving the financial literacy of the population? Improving financial literacy - a necessary task, and certainly very important. Behavior of investors strongly affects the stability of banks. Today, all market participants are interested in that level of perception of banking products by the population changes, and decisions on the placement of funds was taken deliberately, and not on the basis of certain psychological motives. Unpredictable behavior leads to a chain reaction and does not cause problems in individual banks, but in general the banking system. Higher level of understanding of banking products, a good knowledge of the financial market and its laws allow the investor to make more informed and reasoned decisions. In any case, such a policy will simplify and make more transparent and predictable relationships between banks and customers 13. What, in your opinion, possible to implement this policy in practice? What if this is the role of government and banks. In the prevailing circumstances the state must consistently build meaningful legislative field, in which will be formed transparent relationship between the subjects of the financial market. The task of propaganda to date largely lies with banks because the banks in this case are the major stakeholders. Customer growth, increased profitability of their operations largely depends on how quickly and correctly customers perceive the proposals on banking products, which make them banks. At the same time, in a much changed retail market we are able to solve tasks that are critical for all market participants and consumers of banking services. 15. 16.
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