Waseela Insight 5th Edition

WaseelaJuly, 2015
Volume 3 Issue 1
S t r a t e g y 1 0 1 :
Its all about
Alignment
F i n d o u t w h a t m a k e s a
g o o d s t r a t e g y . P a g e , 1 1
Legal & Compliance:
Intellectual Property Rights
Page, 17
Risk Management:
A Day in the Life of a Verification
Officer
Page, 14
Branchless Banking:
Corporate Solutions
Page, 15
and more . . .

Features Details
Product
Name
Waseela Microenterprise Loan – Loan
for micro entrepreneurs (Individual)
Product
Description
Is offered to individual who have
ownership of a running business for at
least two years in the following
economic sectors like trade,
production, manufacturing, services,
agriculture and livestock.
Loan
Eligibility
Criteria
Household annual income less than Rs.
500,000/-
Age between 25-58 years (1st loan
cycle) 25-60 years (2nd and 3rd loan
cycle).
Business experience of minimum of 2
Years.
Holding valid CNIC.
Not defaulter of any financial
institutions & Public Utilities.
Household annual income (net of
business expenses) is less than Rs.
500,000/- or limit as revised from time
to time under regulations.
Having the same business location for
1 year and residing in the launching
city for 1-2 years.
*Loan Ticket PKR- 100,000/- to 500,000/-
Lead Time Same Day
*Loan
Insurance
Free Loan Insurance in Case of Death /
Permanent Disability
*Early
settlement
Allowed
NEW
Products
Waseela Microenterprise Loan
* Terms and conditions apply.

Contents
Editor: Samiha Ali Zahid Features & Design Editor: Adnan Reshi
For feedback and suggestions:
info@waseelabank.com
Together We Grow,
pg, 3
A mid year statistical
review of WMBL.
Building Teams,
pg, 6
Find out how to make winning
teams.
Exclusive Interview,
pg, 5
with Ghazanfar Siddique
Chief Technology Officer.
Business Banking Updates,
pg, 8
Learn about our clients and our
relationship officers.
Cover Story,
pg, 11
Find out more about Waseela
strategy and business plans.
Corporate Solutions,
pg, 15
Latest developments on
Branchless Banking.
A Day in the Life of a VO,
pg, 14
Find out the crucial role a
verification officer plays in WMBL.
Picture Gallery
pg, 18
All the latest highlights
of the year.
Intellectual
Property,
pg, 17
The types of intellectual
properties and the
differences between them.

Pg. 3Waseela Insight
Description Dec-14 Jun-15
Net Increase /
Decrease
Percentage
Change
Deposits Rs. 874.125 (M) Rs. 1080.744 (M) Rs. 206.619 (M) 23.60%
No. of
depositors
21,069 30,970 9,901 46.99%
Receivables Rs. 500.574 (M) Rs. 710.291 (M) Rs. 209.717 (M) 41.90%
Avg. loan size Rs. 43,856 Rs. 46,800 Rs. 2,944 6.71%
Active clients 11,414 15,406 3,992 35%
NPL Nil Nil Nil Nil
Write off Nil Nil Nil Nil
PAR Nil Nil Nil Nil
Branch Banking Highlights
874.125
1080.744
0
200
400
600
800
1000
1200
InMillions
Deposits
Dec 2014
Jun 2015
500.574
710.291
0
100
200
300
400
500
600
700
800
InMillions
Receivables
Dec 2014
Jun 2015
21,069
30,970
0
5000
10000
15000
20000
25000
30000
35000
No. of Depositors
Dec 2014
Jun 2015
11,414
15,406
0
2000
4000
6000
8000
10000
12000
14000
16000
18000
Active Borrowers
Dec 2014
Jun 2015

Branchless Banking Highlights
Transaction Type No. of Transactions Volume (Millions)
Account-to-Account Fund transfers 243,368 378.77
Person-to-Person Fund Transfers (Sent) 6,634,002 30,711.97
Person-to-Person Fund Transfers (Received) 6,680,649 30,864.21
Person-to-Account Fund Transfers 2,363 12.20
Account-to-Person Fund Transfers 60,671 196.77
Cash-in (Deposit) 1,008,171 3,759.45
Cash-out (Withdrawal) 392,242 2,773.36
Utility Bills Payments 5,994,288 9,952.79
Mobile Top-ups 1,879,073 199.50
IBFT Outgoing 63,233 733.87
IBFT Incoming 610 4.18
Total Corporate Disbursements 41,298 340.72
Total Corporate Collections 211,987 352.21
50,075
55,256
47000
48000
49000
50000
51000
52000
53000
54000
55000
56000
Agents
Dec 2014
Jun 2015
196,325
1,154,013
0
200000
400000
600000
800000
1000000
1200000
1400000
Level 0 Customers
Dec 2014
Jun 2015
5,088
40,784
0
5000
10000
15000
20000
25000
30000
35000
40000
45000
Level 1 Customers
Dec 2014
Jun 2015
16
45
0
5
10
15
20
25
30
35
40
45
50
Corporate Clients
Dec 2014
Jun 2015
* *
*Jan – June, 2015

Q. What is the biggest technological challenge you face as CTO of Waseela?
As a Waseela Bank CTO I am dealing with many challenges as the organizations needs increase, one
particular technological challenge raises to the top: Dealing with the complexity of data. The
massive explosion in data is creating unprecedented manageability issues for banks around the
world that can be linked to the following factors; rapid growth of mobile users, customer
engagement platforms, real-time data processing & rising data security concerns.
Q. How do you propose over coming this challenge?
Implementing effective data access and management standards coupled with a nimble
infrastructure architected around new delivery models such as cloud computing and using emerging
technologies like Hadoop to leverage the power of unstructured data will be critical components in
the arsenal of bank CTO’s. With such imperatives in place, banks will be able to shift their focus
from dealing with the complexity of data analysis, governance and distribution, to actually
harnessing the data and using it to their advantage.
Q. How do you balance short term commercial with long term strategic development of the
company.
Well projection from our business sides is required to offer any technology enabled services,
knowing that we will have a hundred transactions today and thousands tomorrow is key in our
strategic IT development. I like to use something called agile working. We break up projects into
smaller bits instead of procuring whole solutions. This gives us room to adapt to our changing
needs. I also use some thing called the 10% rule; leaving a buffer in my projections to address
urgent and unforeseen needs so when the time comes I have no problem adapting.
Q. What 2-3 key attributes do you feel some one aspiring to a career in IT should have?
Technology has a one to one relation with the employees, for this it is important to brand your self
as a technologist, be the go-to guy for any IT related solution. Learn to say yes, never say you cant
come up with a solution, think out side the box to get things done. Understand that you need to
have a strong line relation, build trust with your colleagues by saying yes, even when you want to
say no. Finally understand and speak in business terms, don’t be all techie with your audience, give
them the answers they want to hear, this solution will make their life easier.
Interview:
Ghazanfar Siddique
Chief Technology Officer
Waseela Bank

Building
Teams
By Zahir Ahmed Mobin
Team building is a significant tool that enables
an organization’s management and its team
members to break the barriers, build trust
amongst themselves, help improve working
capacity and facilitates better communication.
Here are a few practical tips to help build
great teams:
Emphasize practical support.
Effective team building increases the trust
factor among employees and increases self
esteem among its team members. We
demonstrated this in our own department,
Central Finance and Accounts, when an
associate single handedly managed to take
care of the payables section (involving
verification of documents, payments and
issuing of cheques) for two months while the
position of his direct supervisor remained
vacant.
Create open communication channels.
A good team synergy helps build a positive
working environment that encourages
candidness and is open to feedback. This gives
the employees motivation which results in
boosting team morale, improves confidence,
increases reliability on team, thus creating a
harmonious atmosphere. Excursion trips help
break the monotony and strengthen team
bonds.
Establish values not rules.
Emphasizing on rules can create reluctance
in team members. In a dynamic corporate
environment this can break teams. It is
important to provide your team with
principles and values to rely on, which are
flexible but maintain the essence of your
vision.
Do’s
• Have a goal
• Team oriented activities
• Reflect and discuss
Don’ts
• Force participation
• Focus on individuals
• Only fun
*Ben Dattner, Harvard Business Review
*
BBQ @
Harnoi
Daytrip @
Galiat

Features Details
Product Name
Waseela Karobar Loan – Loan for
Individuals
Product
Description
Waseela Karobar Loan is an ‘Individual
Loan’ with acceptable personal guarantee.
The loan may be utilized to expand micro-
enterprises / small businesses (to meet
working capital requirements or purchase
of assets).
Loan Eligibility
Criteria
Household annual income less than Rs.
500,000/-
Age between 25-58 years (1st loan cycle)
25-60 years (2nd and 3rd loan cycle).
Business experience of minimum of 2
Years.
Holding valid CNIC.
Not defaulter of any financial institutions &
Public Utilities.
Household annual income (net of business
expenses) is less than Rs. 500,000/- or limit
as revised from time to time under
regulations.
Residing or working in launching cities for
at least 2 years.
*Loan Ticket PKR- 20,000/- to 60,000/-
Lead Time 3-5 Days
*Loan
Insurance
Free Loan Insurance in Case of Death /
Permanent Disability
*Early
settlement
Allowed
NEW
Products
Waseela Karobar Loan
* Terms and conditions apply.

By Usman & Nasir
Business Banking
Updates
Asset Sales Incentive
Relationship officers are the bread and butter of our organization. They are at the front line
bringing in revenue for Waseela and play an important role in developing relations with our
clients. With our recently launched incentive scheme, all RO’s with a portfolio of Rs. 8 Million and
above are eligible for up to 1% of loan amount. Our top performing RO’s of the year are:
Imran Ali
Mardan
Shoaib Ahmed
Jhang
Tahir Raza Khan
Bhakkar
Rs. 59,512
Rs. 30,615
Rs. 19,809
Incentive Amount
Poverty alleviation is a very important part of Waseela’s vision. We don’t
just provide our clients with loans, we aspire them to achieve their dreams.
One such client; Muzamil Khan from Mohra Noor, in the suburbs of
Islamabad made around Rs. 23,000/- a month by providing dairy products
to the nearby locals with just one cattle.
Over the course of two years and several Khushhal Kisan Loan (unsecured) cycles, he is now making
Rs. 40,000/- a month with more than 3 cattle. With this ease provided to him by Waseela and with
the exceptional service of our RO, Muzamil now encourages others from his village to approach
Waseela.
Client Story

By Usman & Nasir
Business Banking
Updates
Deposit mobilization is an integral part of any bank. Waseela offers lucrative incentive to all
employees who bring in deposits as per the following:
Liability Sales Incentive
• Waseela Bachat A/C: 0.3% of average monthly balance.
• Waseela Sahulat Current A/C: 3% of average monthly balance.
• Waseela Mahana Munafa Term Deposit: Up to 0.2% of average monthly balance.
• Waseela Mustakbil Munafa Term Deposit: Up to 0.2% of average monthly balance.
All employees have the opportunity to augment their income by mobilizing deposits and thus earn
handsome incentive in return. Following are the top contributors for liability sales incentives since
January 2015:
Kamran Adeel,
CFO & Company Secretary
Rs. 66,631/-
Moshin Raza,
Branch Manager, Jhang
Rs. 124,506/-
Lutuf ullah Siyal,
Teller, Dherki
Rs. 111,702/-
Muahmmad Ali,
Operations Manager, Faislabad
Rs. 94,722/-
Ghulam Nazik
Relationship Officer, Lodhran
Rs. 53,702/-
Shahzad Hussain,
Relationship Manager, Khanpur
Rs. 21,370/-
Shahzad Iftikhar,
Verification Officer, Liaqatpur
Rs. 24,317/-

BancaTakaful
Promo
Win Prizes Through Takaful Sale!
26-May, 2015 till 26-July, 2015
1st
3rd2nd
Minimum
Sales
Prizes Slots
PKR 350,000
Samsung LED TV,
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PKR 250,000
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PKR 105,000
Samsung
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1
Terms & Conditions
1. Promo duration: 26th May till 26th July, 2015.
2. Only BankaTakaful (Pak Qatar) contribution will be
considered in this promo.
3. Referees will qualify from sales generated by a single
branch.
4. Cancelled and surrendered cases will not be included in
the promo targets.
5. Prizes will be distributed in Aug/Sep 2015 after
incorporating 14 days free look period.
6. Staff who are contributed will be provided an
appreciation certificate.
For additional details regarding our new Banca Takaful products please visit our website:
www.waseelabank.com

S t r a t e g y 1 0 1 :
Its all about
Alignment
by Adnan Reshi
Defining Strategy.
Since the pivotal work of Michael Porter, we
are quite close to defining what strategy
means for organizations. The two broad
views, Resource Based and Position Based
are predominant in literature and
practicality. It all boils down to Do what
everyone else is doing (but spend less
money doing it), or do something no one
else can do.
Both these options have the potential to be
equally successful, but you can also take a
third route by trying to expand the pie
through targeting a completely different type
of customer.
77%
12%
Tele-density
2014
Formal Financial
Services
Take the example of Branchless Banking in
Pakistan. According to the Access to Finance
Study (A2FS) only 12% of the population has
access to formal financial services. Whereas
of the remaining 88%, only 32% are
informally served and 56% are completely
excluded. On the other hand, according to
the report by Pakistan Telecommunication
Authority, the country's tele-density touched
as high as 80% with mobile penetration
sitting at 76.6% with 139.9 million
subscribers (as of June 2014). Now it might
not take much to figure out the huge
potential of financial inclusion by providing
financial services through mobile banking, it
takes a genius to come up with a strong
strategic position to ensure capturing as
much of this infant market as possible.
“The existing branch network of
the banking system is insufficient
to serve the millions of
unbanked masses”
*PTA Annual Report 2014
**Governor of State Bank of
Pakistan, 2014
*
**

Business Plan vs. Strategy
A strategic plan is the end game, its where
you want to be when the dust settles. A
business plan on the other hand is a static
snap shot of the future, providing tactical
material on how to move forward. Its like a
game of chess, the potential moves the
pieces can make are your tactics, where as
the checkmate position is your strategy.
Brief Overview
What is
Strategy?
Business Plan vs.
Strategy
Our Strategy
Our
Business Plan
Be more cost effective
then your competition
or do something no
one else is doing.
Strategy is where you
want to be, a business
plan is how to get
there.
“Our business targets are just small
steps in achieving our long term
goals & vision for the company”
There are so many aspects to strategy that
go unnoticed because we might confuse it
with our business plan. Beyond the business
level there is a parent company which has to
align the strategy across several individual
business units. This is called corporate
strategy and involves answering one key
question: “What business should we be in?
Telecommunications, banking, construction,
manufacturing or all of the above.”
VimpelCom has ventured into financial
services in Pakistan and taken on new
exposure.
“Financial services will play a
pivotal role in VimpelCom’s
corporate strategy
Our Business Plan
There are several types of business plans,
you might have predominantly heard about a
couple of them; the start-up, growth,
feasibility & operational business plan. A
start-up plan details the basic steps for
setting up a business. Growth plans cover in-
depth, milestones and targets. They also
highlight expansion requirements such as
human resource, capital and infrastructure.
An operational plan focus on the day to day
operations and how to increase efficiency.
According to Leeds School of Business, a
feasibility plan on the other hand addresses
the target market of the product and
services. It focuses on realigning resources to
ensure a healthy bottom line by achieving
operational self sufficiency.
Growth Plan:
Expansion & Investment
Feasibility Plan:
Realignment & Efficiency
• Financial Inclusion
• Poverty alleviation
• Innovative ADC’s

So what have been the various business plans
we have been following at Waseela? You
might have been working towards your
individual, team or departmental goals but
they were all designed to fit in a bigger well
thought out yearly plan.
What is important is understanding that
business plans are short term. They change
from year to year but overall the direction
remains in achieving our strategic objectives.
But the question arises what are our strategic
objectives? What are we trying to achieve in
the long term?
Our Strategy
Who better to explain what Waseela’s
strategy entails then Ghazanfar Azzam,
President & CEO, WMBL. Let’s hear what he
has to say regarding our strategy:
“At Waseela our long term strategy is
designed to play a leading role in promoting
and achieving financial inclusion in Pakistan
by bringing in millions of unbanked people
into the formal financial services system.
“Strategy without tactics is the
slowest route to victory. Tactics
without strategy is the noise
before defeat.”
Our mobile or branchless banking channel is
already serving around 15 million customers
every month and making their lives easier in
making small money transfers and
conveniently paying their utility bills.
Going forward our ambition is to bring all of
these and more customers in the mobile
wallet net and thereby increase number of
savers in the country manifold.
Another area where our long term strategies
are focused are playing a more active and
leading role in Government to Person (G2P) &
Business to Person (B2P) services. Payments
of wages, pensions and transfers to poor
people through Benazir Income Support
(BISP) and other similar programs promote
poverty alleviation and improve access to
finance. We are also making an important
contribution in small enterprise financing and
rural agricultural finance.
In a nutshell, Waseela is following a well-
designed multi-pronged strategy to promote
financial inclusion, alleviate poverty and help
in job creation through innovative and
technology enabled products and services to
our target markets.”
Waseela Business Plans
2013
2014
2015
2012 Start-up Plan
Growth Plan
Operational Plan
Feasibility Plan

A
Day
in the life of a
Verification
Officer
By Amna Rubab
Loan File Review
To check the correctness and compliance of data provided in Loan Application Form.
Field Visits
Cross verifies the loan applicant’s provided
information independently, through interview of
applicant and other sources to check the credit
worthiness of the applicant.
Processing
The VO initially approves the files and sends it to Head Office for further processing. He
then corresponds with the Risk Management Department till the approvals are received.
Did you know?
Over 10-15% of loans per month are
turned down by VOs to ensure our
portfolio quality.
Verification Officer’s (VO) play a crucial role in Waseela. All loans brought in by our Relationship
Officers are carefully reviewed and approved by the VO before any sort of disbursement can take
place. He is the custodian of our loan portfolio quality and the reason why we are able to maintain
0% Portfolio at risk to date. Lets see what his day to day job entails.
Daily Travelling
A VO travels approx. 70-100 km daily for verification purpose to check the correctness
and compliance of data provided in the Loan Application Form.
Daily Verification
A VO does 4-6 verifications per day, which includes physical verification of borrower,
guarantor, residential and market areas even in the harshness of the beating sun,
rough winters and tough rains. He performs his duty efficiently without considering
physical challenges as a hurdle.

SolutionsBy Branchless Banking
Corporate
In this era of mobilization and revolution generally in every field and particularly in the financial
sector MobiCash presents solutions for public and private sector organizations to meet their
financial requirement. Here are some of the services provided by MobiCash:
Loan Repayments
MobiCash with its largest agent network brings yet
another unique solution where customers of
various microfinance banks and institutions can
now pay their monthly loan installments easily
through 54,000+ MobiCash outlets, bank branches
and Mobilink business centers even through their
mobile accounts. Currently we are serving
Khushhali Bank Ltd. and DAMEN Support Program
while many other companies are in the pipe line.
Khushhali Bank LTD.
DAMEN Support
Program
Village Development Organization
Village Welfare Society
Orangi Charitable Trust
Al Mehran Rural Development
Collections
Collections has played a significant role in the
progression of our revenue and a huge number of
transactions have been witnessed since 2014.
Keeping in view the actual demands and business
advancement, MobiCash has introduced internet
bill payments, donations collections, fee
collection, ticketing and online payments. This
allows customers to make their payments with
convenience and ease through mobile accounts or
via MobiCash agent network.

SolutionsBy Branchless Banking
Corporate
Disbursements
In order to meet various financial requirements of our clients we are offering disbursement solutions
on CNIC’s, Mobile Accounts, MobiCash ATM Card and Biometric Verification System.
Customized monetary solutions are provided to Corporate Clients to efficiently
manage secure social disbursements processes. Some of our clients are:
Efficient, convenient and advanced processes of salary disbursements fulfilling the
needs of our growing customer base through Mobile Accounts or Cards. Some of
our clients include:
Our recent projects and their disbursements are:
• FDMA: PKR 1.4 Billion to 52,000 people (on-going project)
• PBM: PKR 500+ Million to 70,000 people via Biometric Verification System (on-going project)
• PDMA: PKR 550 Million to 21,000 families
MobiCash has introduced various government payment mechanisms and have
replaced old methods of by-post delivery or desk payments at government banks.
Funds are being disbursed on CNIC’s and MobiCash ATM Cards, which can be
withdrawn from any ATM, POS Devices, MobiCash franchise and from any
Waseela bank branch without the hassle of waiting in lines.
• Chip Training & Consulting
• Firdous Fazal Welfare Society
• Idara e Talim o Aaghai
• ZIMS Security
• Muree Brewery
• Model Securities
• Bahum Associates
• Pri & Co
• Saya Weaving
• Community World Service Asia
• Habib Qatar International Exchange Pakistan
• Acted

Intellectual Property Rights
By Aslam Minhas
Intellectual property refers to creations of the mind: inventions; literary and artistic works; and
symbols, names and images used in commerce.
Intellectual property is divided into two categories:
• First is Industrial Property which includes patents for inventions, trademarks, industrial designs
and geographical indications
• Second category is Copyright which covers literary works (such as novels, poems and plays)
films, music, artistic works (e.g. drawings, paintings, photographs and sculptures) and
architectural design.
Intellectual property rights are like any other property right. They allow creators, or owners, of
patents, trademarks or copyrighted works to benefit from their own work. These rights are outlined
in Article 27 of the Universal Declaration of Human rights. World Intellectual Property Organization
(WIPO) is the international body which administers various treaties on the protection of intellectual
property.
Why to promote and protect intellectual property?
• It encourages us to create and invent new works in the areas of technology and culture.
• The legal protection of new creations encourages the commitment of additional resources for
further innovation.
• The promotion and protection of intellectual property spurs economic growth, creates new jobs
and industries, and enhances the quality and enjoyment of life.
Some examples; the multibillion dollar film, recording, publishing and software industries – which
bring pleasure to millions of people worldwide – would not exist without copyright protection.
Patent
A patent is an exclusive right
granted for an invention,
product or process that
provides a new way of doing
something, or that offers a
new technical solution to a
problem.
Trademark
A trademark is a distinctive
sign that identifies certain
goods or services produced or
provided by an individual or a
company and their specific
characteristics and quality
Industrial Design
Industrial design refers to the ornamental or aesthetic aspects of an article.
A design may consist of three-dimensional features, such as the shape or
surface of an article, or two –dimensional features, such as patterns, lines
or color. Industrial designs are applied to wide variety of industrial products
like watches, jewelry and other luxury items
One of Swatch’s many patents
2013
Swatch Logo
2014
*"SWATCH" and other trademarks, logos, characters and other marks are subject to the trademark and other rights of Swatch.

Picture Gallery
Team “Fighters” Win Waseela Cricket
Tournament during “Passion” month
Waseela Quiz Competition
“Passionate Scholars”
Bank Ops team win Waseela
“Futsal Mania”
Counter Strike
Gaming Competition during
“Innovation” month
“Drive for Passion” Waseela Employees
Visit Customers during “Integrity”
month (Peshawar)
Purple Day at
Waseela Head Office

Picture Gallery
Scavenger Hunt
on Trail 5
Movie Night
“Fast & Furious 7”
Management Team at
Business Banking Conference 2015
“Waseela Idol”
Singing Competition
“Waseela Go’s Green”
Plantation Drive
Business Banking Conference
2015 at PC Muzaffarabad

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