Mortgage Credit Ukraine - visits Realkredit Danmark
Agenda <ul><li>Realkredit Danmark as part of the Danske Bank Group </li></ul><ul><li>home real estate chain as loan origin...
Speakers <ul><li>Steen Hansen [email_address] </li></ul><ul><li>Klaus Kristiansen [email_address] </li></ul><ul><li>Michae...
Danske Bank - Strategy and focus A transition towards an international retail bank 1997 1999 2001 2005 1990 1995 Mergers/a...
One Group – One System  A strategy of doing things the same way everywhere Brand Channel Branches Contact Centre Internet ...
Market capitalisation Danish banks - Danske Bank largest bank in Denmark Danish banks  market capitalisation (DKr bn) (DKr...
Market capitalisation European banks - Danske Bank c. 21 largest bank in Europe European banks  market capitalisation (USD...
Company Structure  <ul><li>RD is the Danske Bank Group’s mortgage finance arm and its provider of mortgage finance product...
Company Structure <ul><li>The nation-wide branch network of Danske Bank and BG Bank, comprising a total of approx. 500 bra...
Organization Board of  Directors Interal Audit Jens Peter Thomassen Group Chief Auditor Executive Board Sven Holm Thomas M...
History and Company Structure  ctd <ul><li>RD has 767 employees of which 165 are employed in the centralised departments a...
Business concept <ul><li>RD is the Danske Bank Group’s mortgage finance arm available to all customers on the Danish mortg...
Mission <ul><li>RD’s core business is mortgage lending based on the issuing of mortgage bonds </li></ul><ul><li>RD will en...
 
home – real estate agent <ul><li>Established in 1990 </li></ul><ul><li>Subsidiary of RD </li></ul><ul><li>Franchise busine...
home <ul><li>Vision:  </li></ul><ul><ul><li>Best brand and market leader </li></ul></ul><ul><li>Mission:  </li></ul><ul><u...
4 focus areas <ul><li>1 Profitability </li></ul><ul><li>2 Market share </li></ul><ul><li>3 References (the battle of the f...
Why references? Why not sales? <ul><li>The marketplace </li></ul><ul><ul><li>Banks are close to their customers </li></ul>...
home/group concept <ul><li>home provides the buyers with RD-loan offers for financing </li></ul><ul><li>home refers custom...
Results <ul><li>home is very profitable </li></ul><ul><li>29 % MA 1Q06 </li></ul><ul><li>56 % references to banks – plus: ...
Motivation <ul><li>home gets a commission </li></ul><ul><ul><li>From the banks </li></ul></ul><ul><ul><li>From RD </li></u...
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  1. 1. Mortgage Credit Ukraine - visits Realkredit Danmark
  2. 2. Agenda <ul><li>Realkredit Danmark as part of the Danske Bank Group </li></ul><ul><li>home real estate chain as loan originator </li></ul><ul><li>Product Development </li></ul><ul><li>The loan process </li></ul><ul><li>Credit scoring </li></ul><ul><li>Q+A </li></ul>
  3. 3. Speakers <ul><li>Steen Hansen [email_address] </li></ul><ul><li>Klaus Kristiansen [email_address] </li></ul><ul><li>Michael Hermansen [email_address] </li></ul>
  4. 4. Danske Bank - Strategy and focus A transition towards an international retail bank 1997 1999 2001 2005 1990 1995 Mergers/acquisitions Divestitures/closures Banking activities UK Banking activities US Danske Securities Banking activities Asia BG Guaranty & BG Factoring Non life insurance
  5. 5. One Group – One System A strategy of doing things the same way everywhere Brand Channel Branches Contact Centre Internet Finance Centres ATMs Product FOREX Bonds & Equities Treasury Leasing Life & Pension Cash Management Mortgage Credit Asset Management Cards Currency Fees Payments Approvals Customer output Interests Accounting Core Organization Accounts Customer Risk Data Warehouse
  6. 6. Market capitalisation Danish banks - Danske Bank largest bank in Denmark Danish banks market capitalisation (DKr bn) (DKr bn)
  7. 7. Market capitalisation European banks - Danske Bank c. 21 largest bank in Europe European banks market capitalisation (USD bn) (USD bn)
  8. 8. Company Structure <ul><li>RD is the Danske Bank Group’s mortgage finance arm and its provider of mortgage finance products based on mortgage bond issuance. RD provides loans secured on all forms of real estate (property) collateral including private and rental residential property, holidays homes, social, cultural and educational housing, commercial, industrial and agricultural property. In this capacity RD is a mono line MCI that only focuses on mortgage credit. RD also ensures that all mortgage finance customers of the Danske Bank Group have access to quality advisory services </li></ul><ul><li>RD markets its products through the Danske Bank and BG Bank branch networks, as well as its own distribution channels. The Danske Bank and BG Bank branch networks have increased RD’s distribution power significantly, not only in terms of market share; they also provide economies of scale. The fact that RD’s own branch offices are often located physically together with a BG Bank or Danske Bank branch office has created additional synergies </li></ul>
  9. 9. Company Structure <ul><li>The nation-wide branch network of Danske Bank and BG Bank, comprising a total of approx. 500 branches and corporate centres, strengthens the distribution power of RD considerably </li></ul><ul><li>RD is represented by 22 branches across Denmark - 18 of these in shared offices with Danske Bank finance centres or large Danske Bank and BG Bank branches </li></ul><ul><li>home A/S is the real-estate agency chain of the Group. The real-estate agency activities are organised as franchise business, and the chain comprises a total of 190 offices in Denmark and has a staff of 1.100 </li></ul><ul><li>RD has branded its products, thereby achieving the benefits of having an extensive customer base and distribution network as well as the positive effects from public awareness </li></ul>
  10. 10. Organization Board of Directors Interal Audit Jens Peter Thomassen Group Chief Auditor Executive Board Sven Holm Thomas Mitchell Executive Board Secretariat Henrik Blavnsfeldt Senior Vice President Region East Jens-Erik Corvinius Regional Director Region West Allan Aagaard Regional Director Funding & Markets Klaus Kristiansen Senior Vice President RD Service Lars Kjær Senior Vice President Credit Division Carsten Nøddebo Rasmussen Executive Vice President Steen Hansen Sales Division Executive Vice President Corporate Division H. P. Hansen Head of Corporate Division Subsidiary Home a/s Niels Bjerregaard Executive Director (25) (248) (259) (95) (52) (45) (29) (14)
  11. 11. History and Company Structure ctd <ul><li>RD has 767 employees of which 165 are employed in the centralised departments and 602 in the the 22 mortgage credit offices and corporate centres across Denmark </li></ul>
  12. 12. Business concept <ul><li>RD is the Danske Bank Group’s mortgage finance arm available to all customers on the Danish mortgage credit market </li></ul><ul><li>RD’s objective is to be market leader and the customers’ first choice as provider of secure and convenient mortgage finance </li></ul><ul><li>From its business activities, RD aims to create value for shareholders, customers and employees </li></ul>
  13. 13. Mission <ul><li>RD’s core business is mortgage lending based on the issuing of mortgage bonds </li></ul><ul><li>RD will ensure that the Danske Bank Group offers expert advisory services and provides competitive mortgage finance products and services tailored to the individual customers and their property </li></ul><ul><li>RD will offer additional products and services, mainly from the Danske Bank Group. Development of combination products will be carried out in co-operation with other business areas of the Group </li></ul><ul><li>Products and services are marketed through RD’s own distribution channels as well as the sales network of the Danske Bank Group. Customers will be offered a choice between personal advisory services and sophisticated electronic solutions </li></ul><ul><li>RD is participating actively in attracting customers to the Danske Bank Group as an entity </li></ul>
  14. 15. home – real estate agent <ul><li>Established in 1990 </li></ul><ul><li>Subsidiary of RD </li></ul><ul><li>Franchise business </li></ul><ul><li>home is the franchise-provider </li></ul><ul><li>95 franchise-holders </li></ul><ul><li>190 branches all over the country </li></ul><ul><li>1.100 employees </li></ul><ul><li>First on the Internet in 1996 – www.home.dk </li></ul>
  15. 16. home <ul><li>Vision: </li></ul><ul><ul><li>Best brand and market leader </li></ul></ul><ul><li>Mission: </li></ul><ul><ul><li>The leading real estate agent that gives the best deal and refers customers to the group </li></ul></ul><ul><li>Core-values: </li></ul><ul><ul><li>Integrity, Accessibility, Value creation, Expertise, and Commitment </li></ul></ul>
  16. 17. 4 focus areas <ul><li>1 Profitability </li></ul><ul><li>2 Market share </li></ul><ul><li>3 References (the battle of the financing) </li></ul><ul><li>4 Hit rate </li></ul><ul><li>I will return to the results! </li></ul>
  17. 18. Why references? Why not sales? <ul><li>The marketplace </li></ul><ul><ul><li>Banks are close to their customers </li></ul></ul><ul><ul><li>Product-packages and loyalty-programmes are standard </li></ul></ul><ul><ul><li>The real estate agent gives advice to the seller that pays the bill </li></ul></ul><ul><ul><li>The agent gives loan offers </li></ul></ul><ul><ul><li>The real estate agent must not give advice to the buyer </li></ul></ul><ul><ul><li>It is the buyer, which decides the financing of the property </li></ul></ul>
  18. 19. home/group concept <ul><li>home provides the buyers with RD-loan offers for financing </li></ul><ul><li>home refers customers to the banks </li></ul><ul><ul><li>Buyers that already uses the banks (simple) </li></ul></ul><ul><ul><li>Buyers who does not (not simple) </li></ul></ul><ul><ul><ul><li>home recommend the banks </li></ul></ul></ul><ul><ul><ul><li>Best practise: Physical customer introduction </li></ul></ul></ul><ul><li>Why do we do it this way? </li></ul><ul><ul><li>The banks have the best opportunities to create a strong relationship with the customer – they have more to offer/sell </li></ul></ul><ul><li>If the customer says “no thank you”: </li></ul><ul><ul><li>home refers to RD – for the mortgage only </li></ul></ul>
  19. 20. Results <ul><li>home is very profitable </li></ul><ul><li>29 % MA 1Q06 </li></ul><ul><li>56 % references to banks – plus: </li></ul><ul><ul><ul><li>21 % Group customers </li></ul></ul></ul><ul><ul><ul><li>8 % RD </li></ul></ul></ul><ul><ul><ul><li>15 % Lost opportunities/potential </li></ul></ul></ul><ul><li>26-59 % hits in banks </li></ul><ul><ul><ul><li>40 % hits for RD </li></ul></ul></ul>
  20. 21. Motivation <ul><li>home gets a commission </li></ul><ul><ul><li>From the banks </li></ul></ul><ul><ul><li>From RD </li></ul></ul><ul><li>Management focus </li></ul><ul><li>Internal results </li></ul><ul><li>Best practise </li></ul>
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