Beruflich Dokumente
Kultur Dokumente
Students:
Professor:
Dino Ibrahimovi
Bezdrob PhD
Muamer
Enes Tuna
Ahmet eunovi
Below are the last available financial statements that give a complete picture of
the bank performance.
Basic performance indicators show that the Bank continuously increases its
customer base. We will present only the most important
Total bank deposits compared with the same period last year increased by 18%
yoy
Compared with the same period lastyear, total bank assets increased by 16%
Also, it is evident that Bank is expanding its business scope which results with
bigger market share on B&H market.
2012F; 2.18%
2011F; 1.47%
2011F; 1.78%
2010F; 1.47%
2009F ; 1.31%
2008; 0.93%
2010F; 1.16%
2009F ; 0.96%
2008; 0.73%
2007; 0.68%
2007; 0.61%
OBJECTIVES
STRATEGY
To continue overtaking the market at the time of stagnation and slow growth
of local market in the aim of overtaking of bigger market share and attaining
higher profitability of the Bank;
To increase Corporate portfolio by 37% and Retail portfolio by 23% in the aim
of recovery of local economy and still low demand of the citizens;
To expand the network of branches and branch offices of the Bank by
adjusting prices and by making innovations in products to increase the Banks
market participation share in all parts of the Retail segment (deposits,
financing, credit cards, etc.), and to make more efforts to increase operating
income;
To monitor receivables from clients more strongly and to apply more
conservative policies while approving financings in order to maintain portfolio
quality on the present level;
To provide long-term and low cost deposits and credit lines from the
Shareholders and to ensure direct financing of individual projects of the
leading BH companies.
ACTION PLAN
1. Retail Banking Division
-
Expansion of branch network (the goals set by the Budget of the Bank for
2014 are distributed through the branches under the supposition of
opening of 6 new branch offices with the following schedule:
1 Branch offices in the 1st quarter (1 Branch office opened at the end
of March);
o 3 Branch offices in the 2nd quarter (April, May and June the effects
of the Branch office that was opened in June can be expected in the
3rd quarter);
o 2 Branch offices in the 3rd quarter (1 Branch office in July and 1 in
September the effects of the Branch office opened in September
can be expected in the 4th quarter);
o at the end of June and 1 at the end of July);
Permanent improvement/advancement of the existing deposit products;
Introduction of new forms of savings (programs of special purpose savings;
housing, car purchase,);
Permanent improvement of alternative sales channels (external
associates);
To intensify promotion programs for collection of deposits from the B&H
Diaspora in a form of promote campaigns and direct contact by visiting
associations and Dzemat of B&H Diaspora (the program has been
started in the current year and produced good results);
To intensify marketing and promotion activities related to the existing and
new savings-deposit products;
To intensify cooperation with the Islamic community in B&H for promotion
of savings products of the Bank, especially Zakat and Hajj savings, as
well as promotion of the Program for the B&H Diaspora.
o
Retail Financing
Alternative channels
The basic advantage of the alternative sale channels is that they can reach a
client throughout Bosnia and Herzegovina, and particularly in the areas where
the Banks branch network is not developed.
Moreover, they can contact clients after the working time of branches.
a. In order to fulfill the given tasks, the alternative channels must be
trained and skilled to actively perform combined sale of all Banks
products and services. Training will be performed for each particular
product by responsible persons of every Branch, who is engaging
and monitoring the sale channels
1. Improvement of the existing and development of new products
Improvement and development of new deposit products:
Responsible
part of the
Bank
Retail
(Product
Development
Unit)
In cooperation
with
IT,
Legal Dept.
Services
and
Support Group
Commencement
1. Improvement of
all Bank deposit
products
and
services
2. Introduction of
new products and
services
3.
Product
packages
Conclusion
Permanent task
Permanent task
End of
quarter
second
In cooperation
with
Commencemen
t
Services
and
Support Group,
Legal Dept,
Credit
and
Market
Risk
Management
Division
1. Improvement
of all financing
products
2. Introduction of
new products and
services
3.Product
packaging
Conclusion
Permanent task
Permanent task
End of
quarter
second
with other banks and establishing faster and more efficient communication
between the clients and the Bank.
In addition to that, the Bank planes to introduce service and product
packages, which should result with an increase of overall volume of the
operations of individuals with the Bank. The beneficiaries of packages will also
have additional benefits in the form of discount of fees, membership fees and
profit margin on some types of financing.
NETWORK OF BRANCHES
Market situation study has shown the following important indicators:
-
Taking into account the above stated and planned increase of financings and
deposits there is an evident need for further expansion of the network of
branches. We believe that it is necessary to open minimum 6 new branch offices
in 2014. Expansion strategy would be:
-
- In the initial phase, small number of employees would be hired (3) and we
would rent business premises in order to create lower costs of equipment, rental
and maintenance.
The plan is not ambitious because of present fear of potential clients to have a
debt to a bank, certain saturation of credit cards market, as well as planned
change of credit cards concept next year.
In order to realize the plans, in 2014 it will be necessary to continue with
occasional marketing and different promotion campaigns. With supposed sale
and existing fees the following values could be reached:
10
in
INCOME
DESCRIPTION
Notes
Plan 2014
To issue 3,000
debit cards
new
Fee
from
3. transactions
Fee
from
4. transactions
cash
non-cash
25
180
To issue 1,440
credit cards
new
Admission
membership
1. fee 20 KM*
155
Fee
for
keeping
of
account and statements
3. delivery
4. Transaction fee
Total
income
issuing
1.327
11
Cards
acceptanceacquiring
Income from acquiring of
1. other bank' cards/ATM**
Income
2. merchants/POS***
In total 20 ATMs
35
from
TOTAL INCOME
1.380
*
Under supposition that 17% of sale would be realized in time of promotion
campaigns (free of charge cards).
** Including planned installation of 6 new ATMs.
*** Including planned acquisition of 100 new POS terminals.
PRECONDITIONS:
TARGETED GROUPS:
Present clients of the Bank
12
Clients
Clients
Clients
Clients
Clients
Clients
who
who
who
who
who
who
INDUSTRIES
Financing large wholesale food and goods chains from which we can
expect considerable
foreign payment operations and generation of
income;
Financing food producers, production which has secure placement in local
and foreign market;
Project financing (financing projects which have secure investors and
collection instruments);
Financing crude oil and oil derivatives;
Financing production that has contracted undertakings and secured
market supply.
PRODUCTS
13
14
15
Responsible
part of the
Bank
In cooperation
with
Commenceme
nt
Conclusion
Credit
and
Market Risks
Management
Division
Business Group
Permanent task
Permanent task
Credit
and
Market
Risks
Management
Division
In cooperation
with
Commencemen
t
Conclusion
Treasury and IT
Division
Permanent task
Permanent task
16
In cooperation
with
Commencemen
t
Conclusion
Business Group
Permanent task
Permanent task
Setting up of Department
for monitoring collection of problematic
receivables and reprogramming;
Filling vacant position in the Corporate Remedial Department
Undertaking activities for collection of due receivables for clients classified
under C, D and E categories in order to bring the level of allocated
provisions on optimal level;
Preparing strategy proposals for recovery of debtors and for possible
collection in accordance to the Program for Special Financing Risk
Management;
Preparing proposals for instigation of court proceedings for overdue claims
from clients.
Responsible
part of the
Bank
Credit
and
Market
Risks
Management
Division
In cooperation
with
Commencement
Conclusion
Legal Department
Permanent task
Permanent task
PR & MARKETING
PR activities
Ite
m
No.
Beginning and
completion
Quantity
Twice a month,
Preparing
of
THE
BANK
Two pages
edition
in
every
17
Newsletter
Arrangement of a page in
the Journal Banke
Developing
topics
and
arranging a page in the
"Business newspapers"
Page
is
delivered
several
days
prior
publishing
of
the
Journal
Page
is
delivered
several
days
prior
publishing
of
the
Magazine
News
are
written
whenever the Bank
releases a new product
or initiates a new
action,
opens
new
branch, etc.
Arranging
pages
Magazine Zehra
Arranging
Magazine
Sumejja
On a first day in a
month
for
page
for
Bosanska
10
Preparing semi-annual PR
clipping
Twice a year
Immediately
after
expiry of the first six
months
11
Booklets
and
other
promotional material
Immediately
agreement
after
an
12
Immediately
agreement
after
an
13
Designing
marketing
campaign
for
certain
products and services
Immediately
agreement
after
an
14
Coordination
with
journalists who are coming
to
the
Bank
and
preparation of employees
for interviews
Immediately
agreement
upon an
18
15
Every 1st
month.
16
Proof-reading of monthly
reports
and
other
documents of the Bank
Immediately
upon
receipt of material.
day
in
MARKETING
Planned Budget for marketing in 2014 amounts to KM 404 thousands.
Ite
m
no.
Marketing
activities
announcements)
(advertising
and
Total
in KM000
RADIO
36
TV
52
PRINTED MEDIA
46
EVENTS
PRINTING/PRODUCTION
69
SPONSORING ACTIVITIES
10
DESIGN
20
ALLOCATED FUNDS
50
21
TOTAL
100
404
Division
The major objective of IT development strategy of Bosna Bank International is for
THE BANK to be recognizable in the B&H market by the following traits:
Operation efficiency.
Pursuant to that the most significant strategic goals of the IT Division are:
Close cooperation with other Bank divisions in the aim of aligning of the IT
priorities and plans with the needs of the Bank and increasing operation
efficiency;
Establishing of a system for decision-making support, which would help
considerably in the Bank management;
Lowering of operational risk that IT system presents for the Bank, which
before all implies implementation of the Data security management
19
LEGAL DIVISION
Department for Legal Procedures and Representation
KEY GOALS:
Representing the Bank before courts and other authorities for the
purpose of protection of the rights and interests of the Bank;
Providing legal counseling and interpretation of legal regulations;
Performing legal work related to insurance of receivables by
registration of pledge right over real estates, movable property and
securities and the related preparation of applications for notary public
processing;
Representing the Bank before notary public in the mortgage procedure;
Preparing contracts on pledge over movable property and securities;
Registration in the Register of pledges over movable property and
registration of pledge right over securities with the Securities Register;
Issuing of removing of pledge;
Performing legal action in legal proceedings, executive, criminal,
offences, administrative and bankruptcy proceedings in the aim of
protection of the rights and interests of the Bank and the related
preparation of legal suits, proposals, responses, appeals and objections
and other documents;
20
Responsible
part of the
Bank
Department
for
Legal
Procedures
and
Representatio
n
In cooperation
with
Commencement
Conclusion
January 2014
Permanent task
Management,
Heads of
organizational
parts, Corporate
Banking Division,
Retail Banking
Division, Credit
and Market Risk
Assessment
Division and other
Divisions when
required.
21
Responsible
part of the
Bank
Department
for
NormativeLegal Work
In cooperation
with
Commencement
Conclusion
January 2014
Permanent task
Management,
Heads of
organizational
parts, Corporate
Banking Division,
Retail Banking
Division, Credit
and Market Risk
Assessment
Division and other
Divisions when
required
22
Responsible
part of the
Bank
HR
Department
In cooperation
with
Commenceme
nt
Conclusion
Management, Heads
of Organizational
parts
January 2014
Permanent task
Employees of the HR Department are responsible for all above tasks, whereby
commencement of the tasks will be in January 2014.
The Operational Plan coincides in some items with the Plan for the previous year
because the Staff rules and the HR Policies have not been amended. The two
documents require revision and renaming so as to become part of the project HR
Potential Management; the parts that have to contain the provisions of the B&H
or FB&H laws should be defined in the way that they do not have to be amended
each time when laws change. We believe that it is necessary to pass a decision
on implementation of the project HR Potential Management.
Planned number of increase of employees in 2014 is 32. Detail plan for every
Division is attached to this Plan.
In view of the number of employees at the end of the year, we suppose that the
bank will have 190 employees (two branch offices with three employees, the
Executive Director and an employee in Credit and Market Risk Management
Division). It is possible that the bank will open one Branch office at the beginning
of 2014, but major preparation for that will be done in 2013.
Administration and General Services Department
KEY GOALS:
23
Responsible
part of the
Bank
In cooperation with
Commence
ment
Conclusion
Administration
and General
Services
Department
January
2014
Permanent
task
In cooperation
with
Security Division
Retail
Division
Security Division
Agencies
protection
persons
property
for
of
and
Agencies
protection
persons
property
for
of
and
Security Division
Security Division
IT Division
Banking
Commence
ment
Conclusion
First Saturday
in the last
month of
each quarter
End of each
quarter
Permanent
task
Permanent task
Beginning of
2nd half of the
year.
Permanent
task
Beginning of
2nd half of the
year
End of year
24
SECRETARIAT
Planned activities of the Secretary General and Senior Assistant to Secretary
General of the Bank in 2014:
-
Keeping the shareholders register and other activities and actions related
to share capital of the Bank;
25
Securing the legality of the work of the Boards of the Bank and other
crucial operations of the Bank;
Performing other tasks and work deriving from the nature of the work and
instructions of the relevant bodies of the Bank.
The following financial indicators for 2014 are integral part of this Operational
Plan, as follows:
Planned Balance sheet and Income statement for 2014;
Administrative Costs Budget and Capital Costs Budget in 2014;
Summary of the Banks staff requirements in 2014.
26