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Contents
Executive Summary ..................................................................................................................... 2
1. Introduction ............................................................................................................................ 3
2. Definition of MSME Sector ....................................................................................................... 3
3. Role of MSME sector in Indian Economy ................................................................................... 3
4. Major Issues concerning the MSME sector ............................................................................... 4
5. Issues faced by Banks in lending to SME sector ......................................................................... 7
6. Scope for SME lending ............................................................................................................. 8
7. Challenges and Approaches along the SME banking Value Chain ............................................... 9
8. Risk Management .................................................................................................................. 12
9. How to begin engaging the SME market .................................................................................. 13
10. Initiatives undertaken by Government to strengthen the MSME sector ................................. 17
11. Suggestions for strengthening MSME sector.......................................................................... 18
12. Suggestions for increasing financing for MSMEs .................................................................... 20
References................................................................................................................................. 23
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Executive Summary
Small and Medium Enterprises (SMEs) play a very significant role in the economy in
terms of balanced and sustainable growth, employment generation, development of
entrepreneurial skills and contribution to export earnings. However, despite their importance
to the economy, most SMEs are not able to stand up the challenges of globalisation mainly
because of difficulties in the area of financing. Lack of access to financing is consistently
cited by SMEs as one of the main barriers to growth. Often considered by commercial banks
and financial institutions as risky and costly to serve, SMEs are largely under-served when it
comes to basic financial services. With such limited access to financing, SME owners
struggle to make the investments they need to increase productivity and competitiveness of
their business, develop new market and hire new people. With the opening up of the Indian
economy, it has become necessary to consider measures for smoothening the flow of credit to
this sector.
According to report by CRISL, there exist a lending opportunity of Rs 500 billion for
SME sector. To effectively serve the SMEs, banks need to shift from their traditional method
of banking and adapt to new innovative approaches to meet the unique needs of SMEs. By
analysing each stage in SME banking value chain, banks can take steps to overcome the
existing challenge in each stage. Banks need to understand the unique needs of SME sector
and should focus on providing wider range of standard products and service by adopting
beyond-lending attitude. They should develop innovative modelling for credit risk
management and should utilise IT and MIS effectively in order to serve SMEs in cost
effective manner.
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1. Introduction
Small and Medium Enterprises (SMEs) play a very significant role in the economy in
terms of balanced and sustainable growth, employment generation, development of
entrepreneurial skills and contribution to export earnings. This sector contributes 8 % of
countrys GDP, 45% of industrial output and 40% of its exports. The MSMEs provide
employment to about 60 million persons through 26 million enterprises. However, despite
their importance to the economy, most SMEs are not able to stand up the challenges of
globalisation mainly because of difficulties in the area of financing. Lack of access to
financing is consistently cited by SMEs as one of the main barriers to growth. Often
considered by commercial banks and financial institutions as risky and costly to serve, SMEs
are largely under-served when it comes to basic financial services.
2. Definition of SME sector
Despite its relevance, SME sector has for long faced various obstacles to growth. In
recognition of these difficulties and succumbing to long sustained lobbying, the Government
of India passed MSME Development Act 2006 which brought about major changes in this
sector. The basic achievement was a clear and decisive definition of units that fall under
micro, small and medium category. The definitions are based on total investment in plant and
machinery for manufacturing units and investment in units in equipments for service units.
Currently, the definition used by the Ministry of Micro, Small and Medium
Enterprises is described in Table 1.
Manufacturing Sector
Micro
Small
Medium
Service Sector
Micro
Small
Medium
Investment in Equipments
Less than Rs. 10 lakh
Rs, 10 lakh to Rs. 2 crore
Rs, 2 crore to Rs. 5 crore
Table 1 : Definitions of Micro, Small and Medium Enterprises
more than 8000 quality products for the Indian and international market. The labour to capital
ratio in MSMEs and overall growth in the MSME sector is much higher than in the large
industries. The geographic distribution of the MSMEs is also more even. Thus, MSMEs are
important for national objectives of growth with equity and inclusion.
The MSME sector in India in highly heterogeneous in terms of the size of the
enterprises, variety of products and services produced and levels of technology employed.
While one end of the spectrum contains highly innovative and high growth enterprises, more
than 94% of the MSMEs are unregistered, with a large number established in the informal or
unorganized sector. Besides the growth potential of the sector and its critical role in
manufacturing and value chains, the heterogeneity and the unorganized nature of the Indian
MSMEs and important aspects that need to be factored into policy making and programme
implementations.
Figure 1: Total number of MSMEs and employment generated by them over the years
Figure 2: Fixed Investment in MSMEs and MSME's production and contribution to exports
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NOTE: In above two graphs, data for the period up to 2005-06 is of small scale industries4(SSI)
ii.
iii.
Collateral requirements
Because of the high risk perception among banks, banks demand for collateral
for providing line of credit to this sector. Since, these are small enterprises, therefore
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they are not able to provide any collateral most of the time. This further deters
MSMEs sector from availing the credit from banks.
iv.
v.
vi.
vii.
viii.
ix.
x.
xi.
xii.
xiii.
Absence of suitable mechanism which enables the quick revival of viable sick
enterprises and allows unviable entities to close down speedily
Worldwide, MSMEs are credited with high level of innovation and creativity
which also leads to higher level of failures. Keeping this in view most of the
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Issues relating to taxation, both direct and indirect, and procedures thereof.
e) Switching Costs
It is known fact that smaller the business, the more significant the switching
cost (cost incurred in switching the banks) are likely to be and, therefore, it is less
likely that the benefits of switching outweighs the costs involved. Because of this
SMEs find it harder to switch banks if faced with any issue. This situation results in
SME lending becoming a sellers market, which may not be attractive to SME
borrowers.
6. Scope for SME lending
According to a recent study conducted by CRISIL on funding pattern of small and
medium enterprises (SMEs) in India reveals that there is scope for banks to increase their
lending to SMEs by Rs.500 billion. Against the banking practice of financing 75% of an
SMEs incremental working capital requirement, on an average, only around 60% was funded
between 2006-07 and 2008-09. The SMEs meet the bulk of their residual funding pattern
from their own funds. According to this study, bank branches situated in urban areas have
greater scope than their counterparts in the semi-urban and rural areas to increase funding
support to SMEs; the headroom for lending to the small SMEs is greater than that to the
larger SMEs.
The difference between actual bank funding and maximum permissible levels of
funding is defined as incremental
funding
opportunity
(IFO).
According to the study conducted,
smaller the SMEs scale of
operation, greater the IFO. Figure
indicates, SMEs with low turnover
(less than Rs.500 lakh) have much
larger IFO than those with larger
turnover, indicating that the
opportunity in financing smaller
enterprises is much larger than that
of financing larger enterprises.
Increased support will boost growth of smaller SMEs and enhance the effectiveness of
various government initiatives to support SMEs.
SMEs in urban areas have significantly higher IFO as compared to those in semiurban and rural areas. This is surprising, given the general perception that SMEs in urban
areas have greater access to bank funding than those in semi-urban and rural areas, where
banking penetration is lower. The reason for this urban-rural divide in bank funding for
SMEs may be that urban banks spread their funds over a wider basket of large, medium and
small companies in urban areas whereas in the semi-urban or rural areas, the key customer
are restricted mainly to SMEs only.
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Figure 3: Key activities at each of the five stages of the SME banking value chain
i.
ii.
from existing clients. The design of products and services also impacts the
profitability of serving the SME market. There are three main challenges in
developing a product or service offering geared towards the SME client.
a) Develop a set of products that bundled in a compelling way that persuade the
SME client
b) Ensure overall profitability across the offering, recognizing that SME-specific
data is difficult to gather, particularly at the product level
c) Strike the right balance between increasing ones offering to appeal to a
broader market and recognizing ones limitations in the banks capabilities
Banks should adopt the beyond-lending attitude by offering SME clients
products & services that meet full gamut of needs. Banks have found that SMEs are
more likely to loyal clients when they feel that breadth of their needs have been
understood and met. Increasing wallet share and customer loyalty, therefore, depends
in many cases on raising the number of products used by each SME customer. To
effectively maximize and retain the business of SME clients, banks need to i) develop
a wide range of products suited to different SME needs and ii) learn to bundle product
& services.
Figure 4: Various Products & Services that bank could offer to SMEs
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iii.
iv.
Serving clients
Servicing SME clients include meeting the needs of the existing clients,
cultivating new business through cross selling, and managing risk by addressing
problem loans. Two key challenges in effectively servicing SME clients are i) SMEs
have unique demands and value personal and attentive service, and ii) meeting these
demands can be costly given the frequency of contact required and potentially lower
revenue earned per client. Given these two challenges, banks must balance the
importance of keeping operating cost down with the risk of under-investing in service
which could lead to customer attrition, higher default rates and lost sales
opportunities.
To overcome the above challenge banks should adopt the following
approaches to cost-effectively meet the unique demands of SME clients.
a) Using direct delivery channels
b) Segmenting and redefining relationship management
c) Turning demands into opportunities through cross selling
v.
learning back into its strategic planning cycle for the SME business. The primary
tools for facilitating this learning are banks information technology (IT) and
management information system (MIS).
There are two main challenges in managing information and knowledge: i)
developing the infrastructure (tools and systems) to collect and analyse information,
and ii) developing the capacity (skills and process) to turn information into knowledge
and adjust operations accordingly.
Bank approaches to managing information and knowledge can be divided
according to key functions. Some of the most important key functions are i) risk
modelling and portfolio monitoring ii) client relationship monitoring, and iii)
profitability analysis. Excellence in managing information and knowledge is
demonstrated when information is directly linked with improved operations at all
levels of an organization. In other words, the information for the key decisions must
be available and the staff must know how to use it.
8. Risk Management
Risk management is a critical bank function in each of the five stages of SME banking
value chain. In case of SME banking, with potentially higher frequency and lower value
transaction adds to the complexity of managing risk. There are two main categories of risk to
prioritize in case of SME banking: a) credit risk and b) the risk of excessive cost to serve the
client.
a. Credit Risk
Credit risk is the risk of lost revenues and assets from delayed payments or
non-payment of loans or other credit products. It is important concern in SME
banking because unlike larger corporations, SMEs often can not provide verifiable
financial information. As a result of this information asymmetry, most bank loans to
SMEs are secured, or in other words, require collateral. Banks that find other ways to
manager credit risk without requiring collateral have a potential competitive
advantage when serving SMEs.
b. Risk of excessive cost to serve the client
The risk of cost overruns results from bank uncertainty regarding the best
operating model for serving SMEs. Whereas corporate clients are characterized by
low-volume, high-value transactions, SMEs often require more transactions at lower
values.
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Loans are just one part of the SME banking. Strong revenues come from
providing a suite of effectively bundled, value-added products including
deposits and transactional products.
d. Build product development skills
These skills are needed to create a strong value proposition in the product
offering to targeted clients.
iii.
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v.
segment, product level, and customer levels. To effectively use the IT and MIS for
SME banking, banks should:
a. Understand and value the role of IT and MIS
Since SME is volume-driven business, IT and MIS have become critical for
client service, product development, cost savings, and overall competitive
advantage.
b. Build adequate hardware and software architecture
Among other functions, a banks hardware architecture should facilitate the
central storage of client and accounting data, and efficient communication
between branches. Centralized and consolidated data is essential to
understanding clients and identifying opportunities.
c. Prioritize analytical capabilities
Data architecture is essential for supporting a performance-oriented culture; a
quantitative approach to risk management; and CRM capabilities, which
include segmentation, direct marketing, and optimization of distribution
channels. For these purposes, banks must be able to retrieve and analyze data,
and make data extracts and analysis available to operational staff.
10. Initiatives undertaken by government for strengthening the MSME sector
There are various programmes and schemes have been initiated to strengthen the
financing for MSMEs and to strengthen the MSMEs itself. Some of the various programmes
and schemes are outlined below.
i.
Credit Guarantee Fund Trust for Micro and Small Enterprises (CGTMSE)
This trust is established by Government of India and Small Industries
Development Bank of India (SIDBI). The objective of this scheme is to provide
availability of bank credit without the hassles of collaterals or third party
guarantee to the first generation of entrepreneurs.
Under this scheme, any collateral / third party guarantee free credit facility (both
fund as well as non-fund based) extended by eligible institutions, to new as well
as existing Micro and Small Enterprise, including Service Enterprises, with a
maximum credit cap of Rs.100 lakh (Rupees Hundred lakh only) are eligible to be
covered.
The guarantee cover available under the scheme is to the extent of 75% / 80% of
the sanctioned amount of the credit facility, with a maximum guarantee cap of
Rs.62.50 lakh / Rs. 65 lakh. The extent of guarantee cover is 85% for micro
enterprises for credit up to Rs.5 lakh.
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The extent of guarantee cover is 80%(i) Micro and Small Enterprises operated
and/or owned by women; and (ii) all credits/loans in the North East Region
(NER). In case of default, Trust settles the claim up to 75% (or 80%) of the
amount in default of the credit facility extended by the lending institution.
ii.
iii.
iv.
in other areas like acquiring raw material, technology up-gradation, marketing, product
designing and packaging, distribution and access to international market etc. Apart from
schemes already implemented for strengthening MSME sector, these are following some
suggestions to further strengthen MSME sector.
i.
Marketing
Marketing is one of the critical areas where MSEs face problems. In the global
arena, they do not have the strategic tools, and the means for their business
development, unlike the medium and large enterprises. Constant changes in
market dynamics due to technological changes and globalization has had a
profound impact on the competitiveness of the MSEs. The MSEs also face
problems in operations in the smaller markets due to ingress of branded products
backed by strong advertising campaign. Some of the suggestions to come over
these challenges are as following:
a) Setting up of Marketing Development Assistance fund
b) Need to undertake brand building for MSEs
c) Organization of Vendor Development Programme and Buyer-Seller Meets
for MSEs in targeted markets
d) Product design should be focus of attention.
e) Build and coordinate the efforts of various institutions ate state, regional
and cluster levels and also by involving MSME associations in the country
to undertake various marketing functions.
ii.
iii.
iv.
v.
vi.
viii.
ii.
Increasing use of IT
Banks should put in place an electronic tracking system for ensuring timely
approval/rejection of loan applications of SMEs. SMEs should be informed about
reasons for reasons for rejection of their loan application within a definite period.
iii.
Banks should approve proposals for term loan and working capital simultaneously
for SME projects to avoid delay in tying up of funds by the SMEs. This would
avoid overrun in cost and time, which is a major problems for SMEs.
iv.
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v.
Banks should encourage lending to pool of micro entrepreneurs who have been
financed by Micro Finance Institutions and are now ready for borrowing at higher
levels in the missing segment of Rs. 50,000 to Rs. 5 lakh.
vi.
Banks may be encouraged to use a scoring model to ensure speedy disposal of the
loan applications from micro enterprises.
vii.
viii.
Banks may absorb one-time guarantee fee and annual service fee under the Credit
Guarantee Scheme to facilitate higher flow of credit to SMEs without
collateral/third party guarantee.
ix.
x.
xi.
xii.
been averse to funding smaller and early stage businesses. At present, the source
of equity funds/risk capital for the MSMEs are very limited.
One of the main reasons for this is the absence of a Stock Exchange for
MSMEs or a separate platform of an existing stock exchange for MSMEs. These
enterprises are, therefore, unable to access capital market. An exchange designed
for the needs of the Indian SMEs will have several advantages.
a) A dedicated SME Exchange shall lead to diversification of sources of
finance for the SMEs by paving the path for raising risk capital.
b) Growth in equity culture through this platform for SMEs will result in
greater shareholder activism. The public scrutiny of SMEs is expected to
raise productivity of the MSMEs by improving their governance processes
and practices.
c) An SME Exchange will also build the bridge between SMEs and private
equity and venture capital by providing an exit route.
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References:
1. The Macro, Small and Medium Enterprises Development Act 2006, accessed from
http://www.and.nic.in/C_charter/indust/msmeact2006.pdf
2. A report by CRISIL ratings on SME funding published on January 03, 2011 accessed
from
http://www.crisil.com/Ratings/Brochureware/News/CRISIL-Ratings_smefunding-pr_030111.pdf
3. The SME Banking Knowledge Guide by IFC, World Bank Group accessed from
http://www.ifc.org/ifcext/gfm.nsf/AttachmentsByTitle/SMEBankingGuidebook/$FIL
E/SMEBankingGuide2009.pdf
4. Report of Prime Ministers Task Force on Micro, Small and Medium Enterprises
accessed from http://msme.gov.in/PM_MSME_Task_Force_Jan2010.pdf
5. The Ministry of Micro, Small and Medium Enterprises http://msme.gov.in/
6. National Small Industries Corporation http://www.nsic.co.in/
7. The office of Development Commissioner (MSME) http://www.dcmsme.gov.in/
8. Annual Report 2010-11, The Ministry of Micro, Small and Medium Enterprises
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