4. Jobs Jumping
Baby
Schools Life
College Entrance
Graduate
Job Settling
Marriage Intention
Home Marriage
Baby
Stable Career
Family, Child Growing
Elder care
Child
grown up
Grand parents
Better Home,
Child in School
WHEN CUSTOMER NEEDS IT?
4
9. 10
How we are convenient & seamless?
Get our
Loan offer
Accept our
offer
Loan
delivery &
check
Get the loan
payment
Payback
CALL YOU
BACK
ASK FOR INFO
NO DOCS
PROPOSE AMOUNT
& PAYBACK TIME
YOU CAN AFFORD
GIVE YOU CHOICES
DELIVER THE
CONTRACT
CHECK REQUIRED
DOCS & TAKE PICS
AT YOUR DOOR
SEND PAYMENT
SMS WITH BANK
INFOS
WE HELP YOU TO
REMEMBER BUT
DO NOT CALL YOU
CALL / CHAT /
POST
APPLY ONLINE
ACCEPT ON CALL
ASK ANY
QUESTIONS
STAY AT HOME OR
GET DELIVERY TO
ANY OTHER PLACE
GO TO OUR
PARTNER BANKS
GET BANK
TRANSFER
GET CASH BACK
FOR PAYING ON
TIME
YOU
WE
10. 11
HOW FAST ARE WE?
DAY 1 DAY 1
DAY 2
AFTERNOON
OFFERS
DAY 2 DAY 30
DAY 1
MORNING
OFFER
Get our
Loan offer
Accept our
offer
Loan
delivery &
check
Get the loan
payment
Payback
11. 12
GAP OF THE INDUSTRY
SIMPLE & FAST PROCESS
EASY TO APPROACH
STABLE INTEREST RATE
BROAD OUTLETS & QUALIFIED
REPRESENTATIVES
CLEAN REQUIREMENTS
EASY DISBURSEMENT
EASY PAYMENT/ INSTALLMENT
COMPLICATED CHECKS
CONTINUOUS DISTURBANCE
IMPOLITE PAYMENT REMINDERS
HIDDEN FEES
ANNOYING REMINDER CALLS
WANTS GETS
NO OUTSTANDING PLAYER – ALL INTERCHANGEABLE
16. 17
Phase
Sales Model
Risk Model
Operations
Seamless CX
2: Professionalization
More warm leads =>
partnerships
Continue to use direct sales
agent and tele sales
Risk scoring model, increasing
reliance on auto approval
Technology enablement to
improve productivity and
efficiency
Important
3: Pull & AI
Largely pre-approved loans (DB)
Greater use of remote channels
(internet, TLS)
Scale down physical presence
Sophisticated risk model to
determine pre-approved product
Automatic process offers
very fast TAT & disbursement
Critical
1: Wild West
Leads via cold approaches
DSA model
Cross sell when enough
customers in database
Simple criteria, no risk model
Largely manual & paper based
Nice to have, can be forgiven
EVOLUTION OF THE INDUSTRY
17. 2/3 discover new providers through research & 1/2of these discoveries are made via onlinesources
BUT FUTURE IS ALREADY HERE….
21%
UNCOVEREDNEW
OFFERINGS
65%
UNCOVEREDNEW
PROVIDERS
DISCOVERY THROUGH RESEARCH BRANDDISCOVERY SOURCE
Q26. While looking for information / doing research, did you uncover any new providers that you hadn't initially thought of?
Base: Signed up for credit card or personal loan in the past year, n=501 Q26A. How
did you learn about the new provider? Base: Discovered new providersn=324
TOPSOURCE
53%
FOUNDONLINE
Source: PathToPurchaseResearchbyGoogle&Kantar/ TNS,2017