1. 1 Africa Micro, Small, and Medium Enterprise (MSME) Finance Program Dar es Salaam – June 2007

2. 2 Why? IFC investment in MSME sector negligible Bank credit to private sector remains low compared to other emerging market regions Access to finance a major constraint to growth of Africas MSME sector YET Competition increasing in many countries and high-end client market saturated Growing interest in SME market Some useful donor programs in place SME Finance KNOW-HOW is the main constraint Absence of sustained technical assistance to African FIs

3. 3 What It Is A major institution-building initiative and platform to speed up the transfer of know-how to financial intermediaries serving micro, small, and medium enterprises in sub-Saharan Africa A platform to enable IFC to develop relationships with targeted banks in sub-Saharan Africa and leading MSME finance advisory firms Scaleable, replicable model leveraging IFC resources

4. 4 Goals Deliver high impact within 3 years through a combination of technical assistance and IFC investment in sub-Saharan Africa Increase volume of MSME finance Widen FIs product offering to MSMEs and the retail market: Loans, cash management, trade financing, housing finance, environmental finance Raise standards of financial services provided to smaller businesses by FIs

5. 5 Approach Programmatic design approach Provide financing and TA as an integrated package Leverage IFC and consultant existing know-how and Africa infrastructure Utilize transparency, fairness and competition to promote the IFC package Complement (not displace) other MSME initiatives Rigorously and comprehensively monitor client market development

6. 6 Design, Coordination, Communication… 1) Core Team = Africa staff + HQ staff CAF, CGF, CSM, CGAP 2) Coordination with: CAF offices 4 CGF sub-coordinators Trade finance program 3) IFC PEP-Africa manages TA consultants 4) Standard due diligence and appraisal questionnaire, term sheet and loan documentation for all investments 5) Six advisory firms/consortia were shortlisted: LFS, DAI, Shorebank Advisory Services, Crédit Agricole Consultants, Rabo International Advisory Services (RIAS), Enterplan

7. 7 From filtering to proposals April 06 162 banks in 36 countries "mapped" as potentially eligible (IFC) April-June 06 84 banks in 24 countries contacted by consultants June 20 06 44 proposals in 21 countries received by IFC July 10-13 06 25 proposals in 17 countries selected by IFC August 15 06 IFC team visits banks to negotiate mandate letters July 07 Launch Round 2 bank selections IFC proceeding with parallel investment-TA due diligence Target – close 15 financing deals by 31 December 07

8. 8 Regional Distribution of 25 Selected Proposals* WEST AFRICA (4 banks) Dakar hub (Cape Verde, The Gambia, Guinea-Bissau, Mali, Mauritania, Senegal 1 bank Accra hub (Benin, Burkina Faso, Cote d'Ivoire, Ghana, Guinea, Liberia, Nigeria, Sierra Leone, Togo 2 banks Lagos hub (Nigeria) 1 bank CENTRAL AFRICA (1 bank) Douala hub (Cameroon, Chad, CAR, Congo, D.R. of Congo, Equatorial Guinea, Gabon, Sao Tome and Principe) 1 bank EAST AFRICA (9 banks) Nairobi hub (Burundi, Djibouti, Eritrea, Ethiopia, Kenya, Rwanda, Somalia, Sudan, Tanzania, Uganda) 9 banks SOUTHERN AFRICA (11 banks) Maputo hub (Angola, Mozambique) 3 banks Johannesburg hub (Botswana, Malawi, Lesotho, Namibia, South Africa, Swaziland, Zambia, Zimbabwe) 8 banks Antananarivo hub (Comoros, Madagascar, Mauritius, Seychelles) 0 banks * Ghana, Mali, Madagascar, Senegal, Sudan, South Africa, and Zimbabwe were excluded from the program. 1 2 4 3 6 5 7 9 6 8 SOUTH AFRICA g LESOTHO

9. 9 TA Funding CAF Strategic Initiative ($2 m) Status: Approved 16 November 2006 Performance-Based Grants Initiative (PBGI) ($30 m) Status: approved by IFC Board 30 March 2006 $100K per consultant x 6 + Administrative budget + Impact evaluation $1 m per bank (minimum 2 years) x 15-30 banks Phase 1 Phase 2

10. 10 Investment Type: Senior corporate loans (To be revised) Disbursement: Bullet disbursement, i.e. not contingent upon the size of MSME loan portfolio Tenor: Up to 5 years with a minimum tenor of 2 years to match the length of the technical assistance work Pricing: As per IFC pricing guidelines. Covenants: Standard loan covenants Mandatory Prepayment clause if Borrower fails to honor its commitment to support MSME as per Advisory Services Assistance Special reporting requirements in order to capture the projects developmental impact at the bank and at the aggregate program levels. Risk mitigation: The presence of a resident advisor in each participating bank under the program (by design) will improve quality of supervision.

11. 11 Highlights Higher than expected bank interest in program Team considering 23 banks in 17 countries Four banks approved (10 pipeline) July 07 launch Round 2 bank selection

12. 12 Expected Impact Demonstration effect that MSME lending is profitable in Africa 60,000-90,000 new MSME loans from 15 banks for $500-750 million Wider product offering to MSMEs Imitation by other banks, leading to further MSME service improvement Replication of the program in other regions

13. 13 Expected Impact Banks SMEs Greater Community Economy Portfolio growth Portfolio quality improvements Improved products and services Higher profitability and efficiency Greater access to finance Easiness in doing business Higher income Higher employment Quality of life improvements Bank Reporting and External Impact Assessment External Impact Asessment MeasurementsExpected Impact External Impact Assessment

14. 14 Performance system for banks Step-up/Step-down interest rate 25-50 bps Annual review Base and stretch targets Step-up if fail to meet base target Step-down if exceed stretch target (no change if fall between base and stretch)

15. 15 Incentives for Program Banks Incentives for Banks First 2 years: TA package resident advisor Step down of I (25-50 bps) Remainder of program [3-5 more years]: Step down of I (25-50bps) If base targets not met TA support removed (first 2 yrs) Step up of I (25-50 bps) Option to require pre- payment/acceleration Incentives for Consultants First 2 years: 5 percent of contract amount (if meet TA targets) Year 3: 5 percent of contract if bank meets base target If TA targets not met Contract terminated

16. 16 Program Impact At Bank Level Has the TA really made a difference? What specific changes resulted from the TA? Are banks serving new markets? Have they improved services to existing clients? Did the IFC investment make any difference? How do banks changes compare to changes in local financial market? Did the program raise wider interest in MSME market among other banks/FIs?

17. 17 Program Impact At MSME and Community Level Do the new services improve MSME performance? Increase in sales? Increase in profits? Increase in employment? Wages? How do clients compare to MSMEs not getting the new services? Improvement in MSME opinion of the bank? Comparison to other banks/FIs?

18. 18 Cost sharing by banks Banks investment in MSME program must equal 30 to 50 percent of IFC TA support Higher cost-sharing expected from larger banks Network banks may invest over 100 percent of TA value Competitive selection process (165=>25 banks) Only banks showing greatest contribution remain under consideration

19. 19 Thank you Contact Person: Rubin Japhta (CAF) Tel: +27 11 731 3000 Email: rjaphta@ifc.orgrjaphta@ifc.org Imtiaz Khan Tel: +254 20 322 6340/4000 Email: ikhan@ifc.org