Building a New Business Model For New Division at Bank of Vietnam

1. Building aNew BusinessModelfor Consumer&Small
Medium EnterpriseDivision at Vietnam Bank
createdby Amal Rifadly 1
ORGANIZATIONAL STRUCTURE BUSINESS DIVISION at BANK
When the banking companies will flourish , began focusing his attention on the
management of various product lines in various financial industry and decentralize
decision-making authority .
When the financial industry began to make acquisitions and develop new products
and different markets , the need to establish a new organizational structure that
consists of several divisions .
 Micro Finance Division ( Consumer Finance )
 Small and Medium Enterprises Division ( Working Capital Financing )
Each division can be operated independently under the direction of the head of
the division that is responsible directly to the CEO , in a divisional organizational
structure , division head will develop a strategy for each division are:
 The Micro Finance ( Consumer Finance )
 The Financing of Small and Medium Enterprises ( Working Capital Financing )
In the face of competition between the different sections so that the strategies
will be different from the other parts .
At the divisional organization , each section would be a good place to train young
managers ( Junior ) , and is also a good place to develop your intuition and
enhance entrepreneurship initiatives in a number of centers of financial companies
( Bank / Corporate Finance ) .
As an illustration of divisional organizational structure to be built and developed as
follows :

2. Building aNew BusinessModelfor Consumer&Small
Medium EnterpriseDivision at Vietnam Bank
createdby Amal Rifadly 2
Advantages ofdivisionalorganizationalstructurefunctionsbuilt, among others:
 Coordinationacross functionsbecomes easierandfaster
 Havingflexibilityinthestructure ofbank
 specializationin each divisioncan be maintained
 Openmorecareeropportunities
 Potentialcompetitionin the organizationCEOroutineexpensesreducedso as to
havetimeforstrategicdecisions
Inimplementingthestrategy ofa modelof themaintasksthat shouldbe donein
theimplementation processare:
SUMMARYROLE OFPOSITION
HEADDIVISIONhas the dutyand responsibilityof the entire
systemandoperationaldivisionsrunningand leadinga special sectionwithin
thedivisionaremanaged, and thecoordinationbetween the divisionsforthe purposeof
businessmodelsbuiltpassageandprovidereportsto the CEOjob.
MAIN TASKSDIVISIONHEAD
 Build amodel ofretailfinancing business(consumer finance) andsmall and
medium enterprises(micro financing)
 Coordinatemarketingactivities offinancialservicesproducts, in orderto
achievethe target.
 Formulatesegmentation,
targetingandpositioningforfinancialservicesproductsin accordancewitha
predetermined strategy.

3. Building aNew BusinessModelfor Consumer&Small
Medium EnterpriseDivision at Vietnam Bank
createdby Amal Rifadly 3
 Creatingan extensive marketing
networkforfinancialservicesproductsaccording to market
conditionsineachregion.
 Perform analysisandevaluation ofcredit marketingprograms.
 Formulatepromotional activities.
 Coordinate the activities ofa feasibility studytoassessnewbusiness
opportunitiesas well asbusinessconductcustomersatisfactionresearch.
 Orientationonachievementandincreaseprofits
 Addressing thefinancing risktocreditrisk
 Benchmarkingactivitiesinfinancial servicesproductsin order to improvethe
performance ofdivis.
 Identifygovernment regulationthat hamperbusinessandbusinessissues, in
ordertoset priorities formarketingstrategy
 FormulateQuality ObjectivesandQuality ProceduresUnitUnitwhichis a
translationof theQuality PolicyandQuality Objectivesestablishedcompany.
 Divisionprepareactivity reportscorrectlyand on time.
BUSINESS PLAN
Consistent serving and empowering low-income segments of society as well as
small to medium sized small business .
Develop a business that focuses on MASS MARKET service and empowerment,
strategic steps that will be done is to create a plan and build consumer finance
business units that are consumer and consumer financing for small and
medium businesses.
The business plan is focused on two core components ,namely the empowerment
of women and integrated financial program for a better future.
Initiatives in line with the Bank's financial inclusion Vietnam , the focus is to
develop the business division that is specifically designed to meet the banking
needs of low-income segments of society as well as small and medium
enterprises , including for pre-prosperous productive society to gain access to
banking services, I designed a business model innovation tailored to the needs
of the community.

4. Building aNew BusinessModelfor Consumer&Small
Medium EnterpriseDivision at Vietnam Bank
createdby Amal Rifadly 4
The segment not only need access to finance , but also training and mentoring to
increase capacity so that customers can grow their business in a sustainable
manner .
COMPATIBLEPRODUCTPORTFOLIOSEGMENT
 Classificationgroupingcustomersbased onthe portfolioto be
managedcollectively.
 Optimizethe profit obtainedfrom allcustomersby offeringa
differentvaluepropositiontodifferent segments.
 Forobtainingidentifyingmarketprofitopportunitiesinthe future.
 MARKETSEGMENTATION(The process of dividing the
marketaremorehomogeneousgroupedandcharacteristicsthatwillcreatea
different valueineachcustomergroup).
MARKETSEGMENTATIONPROCESS
DISTRIBUTIONMODEL
Application of marketing distribution mix of products and services on the Bank /
finance companies ( Triangle Marketing).
PRODUCT
Attributesthat accompanythe system, proceduresandservicesthatpay attention
tomatters relating to thesize, shape, andquality.
PRICE
Prices in products and services , in the form of counterperformance in the form of

5. Building aNew BusinessModelfor Consumer&Small
Medium EnterpriseDivision at Vietnam Bank
createdby Amal Rifadly 5
interest rates , both for deposits and loan products , as well as fees for banking
services.
PROMOTION
Promotional activities on products and services through advertising in mass
media , or television , the overall concept of promotional activities include
Interest Rate , Product Sales Promotion , Public Relations , Sales Trainning ,
Marketing Research & Development .
PLACE
Distribution channels Bank products and services , such as branch offices , which
directly provide products and services offered .
PEOPLE
Her personal approach dominant element of the ranks of the front office ,back
office up to the managerial level.
PROCESS
Systems and procedures covering the terms and conditions imposed by the Bank's
products and services .
Systems and procedures reflect an assessment of the service sooner or later , the
use of appropriate technology and excellent creativity required for a process that
is fast yet safe .
OPERATIONAL MODEL
The series of value chain activities for the company's operations in the banking
industry that are specific to each activity the product gains some value .
Activities that provide value -added products products from total value added of
all common activity that categorizes the value -added of the primary organization
that built the business includes the sale rate . Sales and marketing operations ,
administrative infrastructure management , human resource management and
management technologist .
Costs and value drivers are identified for each value activity is divided into 2 types
,namely :
1. PRIMARY ACTIVITY
Inbound logistics, activities associated with material handling before use.
Operations, activity of which is related to the processing of inputs into
outputs.
Outbound logistics, activities undertaken to deliver the product into the
hands of consumers.

6. Building aNew BusinessModelfor Consumer&Small
Medium EnterpriseDivision at Vietnam Bank
createdby Amal Rifadly 6
Marketing and sales, activities associated with directing consumers to be
interested in buying the product .
Service, activities that maintain or increase the value of the product.
2. SUPPORT ACTIVITY
Procurement, relating to the acquisition of inputs / resources .
Human Resources Management, HR settings ranging from recruitment
,compensation, and termination .
Technological Development, development tools, software , hardware ,
procedures , products in the transformation of inputs into outputs.
Infrastructure, consisting of departemen-departemen/fungsi-fungsi
(accounting , finance , planning and so on) that serve the needs of the
organization and bind the parts into a whole.
Retail business functions (Consumer financeconsumer goodsand small
medium enterprises) which isfocused on Research and Development,
Product Design, Service, Production Process, Marketing & Sales of products
by providing loans to eligible consumers, Distribution Customer Service.
HUMAN RESOURCES
Human Resources Training Unit , which is responsible for the development
and implementation of human resource development programs , including
Management Development , Information Technology Development , Dealer
Development , Human Resources Development .
Technological DevelopmentInfrastructure, Management Information
Systems, Accounting, Operations, Financial, Human Resources Department.
Electronic banking servicesDiversion, Delegated Authority and Service
Strategy 'from the Central Office to the branch office network .
Structure formation , Credit Service Center and Branch Service Center, so
that lending is more efficient and improve service and business analysis in
the branch office .
Infrastructure that was developed based on four main concepts that
structure of reporting lines, forms a flat structure, a hierarchical
organizational structure, and the structure of the Strategic Business Unit .
Internal Control, Internal Audit constructed, Compliance, Risk Management
UnitIntranet for all branches .

7. Building aNew BusinessModelfor Consumer&Small
Medium EnterpriseDivision at Vietnam Bank
createdby Amal Rifadly 7
Risk Management as part of the risk management infrastructure.
Various committees namely Risk Mitigation , Corporate Governance , Risk
Management , Audit , Credit , Products , Assets and Liabilities.
Restucturing and Settlement, an independent committee with a special
unit handling problem loans.
Instutional Banking Group and Asset - Liability Management, As a
supporter of the Bank's activities and treasury activities .
FINANCIAL MODEL
Iattachsamplefinancialmodelanalysisin buildingproductsfinancing :
FINANCIAL MODEL
Summary
Year 1 Year 2 Year 3 Year 4 Year 5
PRODUCTIVITY
Sales Person 15 15 15 15 15
Total Customer Acquired 2.376 2.880 2.880 2.880 2.880
Avg Customer Acquired / Mth 198 240 240 240 240
Total Disbursement 7.128 8.640 8.640 8.640 8.640
Avg Disbursement / Mth 594 720 720 720 720
BALANCE SHEET
Number of Customer 1.579 2.469 3.098 3.681 4.225
Outstanding Balance 4.936 7.302 7.882 8.127 8.259
PROFIT & LOSS
Margin Income 1.752 4.622 5.595 5.875 6.000
FTP (360) (948) (1.148) (1.206) (1.231)
Net Margin Income 1.393 3.674 4.447 4.670 4.769
Fee Income 238 288 288 288 288
Total Income 1.630 3.962 4.735 4.958 5.057
Manpower Cost 1.541 1.541 1.541 1.541 1.541
Operational Cost 78 78 78 78 78
Total Cost 1.619 1.619 1.619 1.619 1.619
Profit Before Tax (82) 2.198 2.581 2.852 3.052
Profit After Tax (57) 1.539 1.806 1.997 2.136
NPL 1% 2% 3% 3% 4%
START MAKING PROFIT Yes 7 BULAN
BREAK EVEN POINT Yes 12 BULAN
BRANCH