A Prposal for Centralizing credit approval systems for Car Dealerships

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This proposal was conceptualized back in 2007. It attempts to address the issue we have in Cardealerships in Kuwait with Finance Companies staffing their Salesmen in a Car Dealership.

If you are interested in financing this project kindly get in touch
email: gkabbara@yahoo.com

Published in: Automotive, Business, Technology
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A Prposal for Centralizing credit approval systems for Car Dealerships

  1. 1. Proposal 1 Prepared by. Ghassan Kabbara All Rights reserved Conceptualized in 2007 Updated Presentation Sept 2008
  2. 2. 4/20/2014 Property of Ghassan A.N.Kabbara 2 This proposal has been conceptualized and prepared by Ghassan Kabbara. Any information that you will obtain hereafter will remain with you in strict confidence. Further due diligence on the project matter for the purpose of conducting a feasibility study of the proposed project will only be initiated upon the approval of Mr. Ghassan Kabbara in writing.
  3. 3. 4/20/2014 Property of Ghassan A.N.Kabbara 3 You the viewer will be required to sign an NDA immediately after the Presentation has been made. If you agreed to these terms and conditions we shall proceed with the presentation
  4. 4. 4/20/2014 Property of Ghassan A.N.Kabbara 4 Proposal for Centralizing of Credit Approval System For Dealerships Phase 1
  5. 5. 4/20/2014 Property of Ghassan A.N.Kabbara 5 A Car Dealership in Kuwait has a primary objective. Selling Cars.
  6. 6. 4/20/2014 Property of Ghassan A.N.Kabbara 6 Selling cars normally occurs in a Showroom. This “Showroom” besides having Car Exhibits for Display also occupies Salesmen and Staff of multiple Financial Institutions.
  7. 7. 4/20/2014 Property of Ghassan A.N.Kabbara 7 We all know that the Salesman job is to Sell Cars and get the best deal for his dealership by getting the maximum profit. Regardless of the outcome of the Profit a Prospect who enters the showroom eventually is converted into a Customer who is willing to Finance payments for his Car.
  8. 8. 4/20/2014 Property of Ghassan A.N.Kabbara 8  Before we proceed it is important to note that over 85% of the Sales are Financed by one of multiple available Financial Institutes (FI) in Kuwait.(KFH, CFC, NBK, etc.) Over 10 FIs offering Financing.  Hence the Customer is directed to the Representative of an FI who calculates his payment plan once the dealership salesman has secured the deal.
  9. 9. 4/20/2014 Property of Ghassan A.N.Kabbara 9 This frees up the Salesman to take on the next potential customer while his to-be customers finalizes the deal with the Representative of the Finance Company.
  10. 10. 4/20/2014 Property of Ghassan A.N.Kabbara 10 Usually Payment plans for all the FI are very similar. Depending on the offering of the lenders. Conventional and Islamic Finance Instruments exist. However a flaw lies in the Credit approval process that some FI take advantage of for the benefit of making the Sale.
  11. 11. 4/20/2014 Property of Ghassan A.N.Kabbara 11 Once the customer has decided on the payment plan and has been approved the Finance Representative utilizing his Application that connects him to his company‟s server prepares the necessary documents and get the customers signature and follows up with the approval process.
  12. 12. 4/20/2014 Property of Ghassan A.N.Kabbara 12 What we have here is a bunch of representatives all accessing their Server for Credit approval and document printing. Some FI even utilize a manual system.
  13. 13. 4/20/2014 Property of Ghassan A.N.Kabbara 13 In the following graphic example I have shown only 2 showrooms connecting to 2 FI Systems
  14. 14. 4/20/2014 Property of Ghassan A.N.Kabbara 14
  15. 15. 4/20/2014 Property of Ghassan A.N.Kabbara 15 Problems with this setup  The Selling process is delayed.  There is duplication of effort done initially by Salesman and then by Representative.  Corruption occurs as Salesmen are getting un- official commissions from FIs for passing Customers to them. Kick-backs  For each Showroom in Kuwait there is on average 4-5 Representatives for each FI participating in the Dealership occupying floor space that can be used otherwise for displaying automobiles.
  16. 16. 4/20/2014 Property of Ghassan A.N.Kabbara 16 Problems with Setup Cont..  Extra cost for FI to connect Systems to Central Server. Cost of Link, Servers, printers, Occupying Tel lines for Internet Access.  License costs on Server for S/W.  Each credit approval system differs for each FI provided multiple forms for Dealership to process.  No connection between Dealership database with The FI Database
  17. 17. 4/20/2014 Property of Ghassan A.N.Kabbara 17 Problems with Setup Cont..  Customer time is wasted as he moves form Salesman to Representative and back to Salesman.  Not All FI systems have direct access to monitor Customer Credit Rating.  Black Listed Customers can bypass the system. No control.  There is multiple database of customer records in each of the FI database. No Customer data integrity.
  18. 18. 4/20/2014 Property of Ghassan A.N.Kabbara 18 These are some of the Problems.
  19. 19. 4/20/2014 Property of Ghassan A.N.Kabbara 19 Advantages to the FI in Dealership Presence in Showroom provides a means to market his plans. Hence Attracts more customers. Frees Salesman to continue with potential customer during peak hours.
  20. 20. 4/20/2014 Property of Ghassan A.N.Kabbara 20 But does physical presence of FI Representative add value to the Dealership? Wouldn‟t the Dealership achieve more benefit if the Customer‟s experience is a delighted.
  21. 21. 4/20/2014 Property of Ghassan A.N.Kabbara 21 Can we find a solution to address these problems and possible introduce a more automated Streamlined System where there will be Increased Revenues and reduced costs to Dealerships. Can we find a solution to lower costs to the FI.
  22. 22. 4/20/2014 Property of Ghassan A.N.Kabbara 22
  23. 23. 4/20/2014 Property of Ghassan A.N.Kabbara 23  Questions come to mind. – Did this solution address the problems we have identified? – Does it produce cost saving for the FI? – Will the Dealership accept to remove the FI from their showrooms? – Is it Feasible to Generate Revenue for the Hosting Entity? – What is the potential growth of such a project? – Has someone else beat us to it?
  24. 24. 4/20/2014 Property of Ghassan A.N.Kabbara 24 Key Question: how will the Dealership benefit from eliminating the FI in the Showroom? – Cost reduction – Streamline the Selling process – One stop shop. – Free Floor Space.
  25. 25. 4/20/2014 Property of Ghassan A.N.Kabbara 25 Did this solution address the problems we have identified. The Selling process is delayed. – The new setup seems to improve the process as Customer has to approach only Salesman who inputs the payment plan and a printout for all FI plans is produced. Giving Customer the option of choosing the desired plan.
  26. 26. 4/20/2014 Property of Ghassan A.N.Kabbara 26 Did this solution address the problems we have identified There is duplication of effort done initially by Salesman and then by Representative. – the Salesman has to input the Customer Details (Civil Id) that will be linked to the Hosting Server
  27. 27. 4/20/2014 Property of Ghassan A.N.Kabbara 27 Did this solution address the problems we have identified Corruption occurs as Salesmen are getting un-official commissions from FIs for passing Customers to them. – This can be monitored as each Salesman ID will be logged and audited in the system.
  28. 28. 4/20/2014 Property of Ghassan A.N.Kabbara 28 Did this solution address the problems we have identified For each Showroom in Kuwait there is on average 4-5 Representatives for each FI in the Dealership – No need for an FI representative in each showroom. The automated approval system will Credit controls This produces a significant cost saving on Human Resources as well for the FIs.
  29. 29. 4/20/2014 Property of Ghassan A.N.Kabbara 29 Did this solution address the problems we have identified Extra cost for FI to connect Systems to Central Server. Cost of Link, Servers, printers. – Although a minor cost burden it will be Cost reduction for FI as they no longer have a presence in the showroom. (also reduces maintenance and having to resort to manual work)
  30. 30. 4/20/2014 Property of Ghassan A.N.Kabbara 30 Does it produce cost saving for the FI. (Example)  If each FI has one representative in Each Showroom and one PC, and a connection with S/W. A cost saving of approximately KD 120,000 /year on Staff can be realized. Taking only the top 5 dealerships assuming only 5 showrooms for each. Cost of Employee is KD 400.  Other costs for H/W, S/W Lic and IT support staff, Hiring, Firing, not included yet.
  31. 31. 4/20/2014 Property of Ghassan A.N.Kabbara 31 Did this solution address the problems we have identified License costs on Server for S/W. – License costs on main Server for each End user will be reduced as there is no need to access servers (now back office servers) from the showroom. – Again this is a cost burden to the FI that will be reduced.
  32. 32. 4/20/2014 Property of Ghassan A.N.Kabbara 32 Did this solution address the problems we have identified Each credit approval system differs for each FI provided multiple forms for Dealership to process. – Centralized on Application that is hosted will provided a standard set of e-forms outputs for a dealership. Improving the selling process even more. – The whole process will be Automate and the approval cycle time will be reduced.
  33. 33. 4/20/2014 Property of Ghassan A.N.Kabbara 33 Did this solution address the problems we have identified No connection between Dealership database with The FI Database. – Dealership Data can be extracted to the FI Database. (info such as car model prices, Customer info, history can be imported into the FI Server for calculation of payment plan.) Alternative is for portal application used by Salemans to access dual databases.
  34. 34. 4/20/2014 Property of Ghassan A.N.Kabbara 34 Did this solution address the problems we have identified Customer time is wasted as he moves form Salesman to Representative and back to salesman – Customer only has to settle down with ONE Salesman to close the deal. FUTURE PLANS WILL ENABLE CUSTOMER TO USE A KOISK.
  35. 35. 4/20/2014 Property of Ghassan A.N.Kabbara 35 Did this solution address the problems we have identified Not All FI systems have direct access to monitor Customer Credit Rating. – The FI Server can be linked to the Credit rating application. (CBK) or the providing entity such as CI-NET.
  36. 36. 4/20/2014 Property of Ghassan A.N.Kabbara 36 Did this solution address the problems we have identified Black Listed Customers can bypass the system. – Black listed customer Data can be accessed from the source or imported to FI. None need to send multiple CD‟s, printouts etc to Dealership.
  37. 37. 4/20/2014 Property of Ghassan A.N.Kabbara 37 Did this solution address the problems we have identified There is multiple database of customer records in each of the FI database. – The Centralized Hosting Server will have a single Customer Database. This will be used for Audit purposes, for control of Credit Rating for ensuring Integrity of Customer Data.
  38. 38. 4/20/2014 Property of Ghassan A.N.Kabbara 38 Is it Feasible to Generate Revenue for the Hosting Entity This is the BIG question. What are the sources of Revenue. – An Agreed Income per Transaction. – A percentage of the direct saving. – A Leased Fee for utilization of the Server. – External access to customers for FI calculations. TCO of owning a vehicle. – As creative as we can get.
  39. 39. 4/20/2014 Property of Ghassan A.N.Kabbara 39 How to provide Incentives to FI Shareholders. Potential Growth Offer them Shares in the Hosting Entity. Promising them that this Hosting Service will move on beyond Car Dealerships. Promising them that this Hosting Service will move beyond the physical borders of Kuwait.
  40. 40. 4/20/2014 Property of Ghassan A.N.Kabbara 40 Has anyone else beat us to this? In Kuwait? In the GCC?
  41. 41. 4/20/2014 Property of Ghassan A.N.Kabbara 41 More advantages Internet payment plans can be made via a portal for customers. Koisks in Dealerships are being installed that can be linked to the hosting Server. Better Credit Control by CBK.(CI- Net) Lender Vs Mediator Vs Borrower
  42. 42. 4/20/2014 Property of Ghassan A.N.Kabbara 42  This setup is going to happen Soon.  Do you want to watch this opportunity go by.  Knowing the potential of the Earnings that can be generated by this setup why wait. It will take at least one year to prepare the infrastructure.  How will this effect the current Credit constraints that the CBK has imposed?
  43. 43. 4/20/2014 Property of Ghassan A.N.Kabbara 43 Proposal for Centralizing of Dealership System for Dealerships „SaaS” Phase 2 “Kerridge as an Example”
  44. 44. 4/20/2014 Property of Ghassan A.N.Kabbara 44
  45. 45. 4/20/2014 Property of Ghassan A.N.Kabbara 45 Proposal for Centralizing of Credit Approval System for Merchants(Retail Outlets) Phase3
  46. 46. 4/20/2014 Property of Ghassan A.N.Kabbara 46 Proposal for Centralizing of Credit Approval System in Dealerships in GCC “SaaS” Phase4
  47. 47. 4/20/2014 Property of Ghassan A.N.Kabbara 47 Summary  Phase 1 – Offer SaaS to Dealerships in Kuwait. Min 2 major dealers. The rest will soon follow.  Phase 2 – Offer Kerridge SaaS with the Hosting Company. (Not in our control however)  Phase 3 – Offer SaaS to Merchant Retail Outlets whom FI have existing presence.  Phase 4. – Explorer expanding to GCC Dealerships.
  48. 48. 4/20/2014 Property of Ghassan A.N.Kabbara 48 If you want to build a thriving business you have to see beyond today‟s certainties to tomorrow‟s uncertainties. You have to look at what is going to happen next in your field and put your self in a position to take advantage of it. • Extract taken from “The Second Bounce of the Ball” – Turning Risk into Opportunity
  49. 49. 4/20/2014 Property of Ghassan A.N.Kabbara 49 NDA Confidentiality Agreement Between Ghassan A. N. Kabbara And ____________________

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