Ecosystem Supporting SMEs and SME Banking Qamar Saleem Senior SME Banking Specialist IFC Bank Advisory services, EMENA November 24th, 2014

Key Messages Sizeable SME population in MENA region (19-23 million) largely lacking access to credit ($210-240 billion financing gap) SME finance from the banking sector is low in MENA (8%); Jordan was estimated at 10%. Multiple access to finance challenges inhibit growth Banks as well as SMEs face various obstacles which inhibit easy access to finance for this underserved segment IFC as part of G20 SME Finance sub-group recently reviewed global SME finance practices & reviewed 164 models Significance of legal & regulatory framework, financial infrastructure, public sector interventions & capacity building for banks emphasized IFC as a knowledge leader in SME finance has a range of services and knowledge collateral available to support SME development

There are 19-23 million Micro Small & Medium Enterprises in the MENA facing a financing gap of $210-240 billion Number of MSMEs in MENA by size Millions Formal SME’s (>5 employees) by country ‘000 Medium (50-250 employees) Egypt 200-250 0.4-0.5 Morocco 200-250 Small (10-49 employees) 0.8-0.9 Formal SMEs 10% Algeria 180-200 Iraq 150-190 Very small (5-9 employees) 0.9-1.0 Sudan 140-160 Micro (1-4 employees) Saudi Arabia 120-140 4.2-5.2 Yemen 60-70 Informal 12.9-15.7 UAE 80-90 Qatar 10-12 Total 19-23 Kuwait 28-35 Jordan 16-20 SOURCE: IFC-McKinsey database 2011, Country statistical offices SOURCE: McKinsey-IFC MSME Database 2011

Unemployment amongst Youth and limited financial inclusion of Women remain key areas of concern in the region Youth unemployment Women in Business SOURCE: IFC, Education for Employment Report, 2011 SOURCE: IFC. Strengthening Access to Finance for Women-Owned SMEs in Developing Countries

While SME finance has 10% share in Jordan, it is heavily medium enterprise focused; ~$2 billion finance gap needs to be addressed 75% Korea SOURCE: Union of Arab Banks/World Bank Financial Flagship Report 2011

However, there are multiple obstacles faced by financial institutions – information asymmetry, collateral, & enabling environment are key issues % of banks responding that obstacle is very important or important for SME Financing SOURCE: Union of Arab Banks/World Bank Financial Flagship Report 2011

There are various barriers for SMEs as well to obtain funding – collateral, pricing, advisory requirements being the key areas SOURCE: SMEs in MENA: Leveraging Growth Finance for Sustainable Development (Citi Foundation and Shell Foundation)

IFC completed a review of leading SME finance practices and models as part of our work with the G20 G20 SME finance Sub Group identified successful practices & policy measures for SMEs in 2011 Work involved review of 164 different models globally and subsequent policy requirements Key Recommendations from the G20 Sub-Group Developing specific country strategies Developing supporting legal & Regulatory framework Building reliable data sources for SME finance Strengthening the financial infrastructure Effective government support mechanisms Address specific market failures e.g. women and sustainable energy finance Building the capacity of financial institutions 1 2 3 4 SME Finance Policy Guide – issued October 2011 by IFC 5

1 Country level strategies and supportive legal & regulatory environment are needed to enhance access to finance for SMEs Ensure effective collection & monitoring of data for efficiency of measures Strengthen credit reporting to even the playing field between small and big banks Avoid over restrictive licensing requirements to significantly increase competition levels Support non-FI alternatives to bank lending in the market e.g. leasing and factoring Case Study: SME Corporation, Malaysia Single dedicated agency to formulate and coordinate overall policies & strategies for SMEs Malaysia Incorporated (established 1983) and PEMUDAH task force (launched 2007) for public-private sector collaboration Bling (business linkages) program to facilitate SMEs supplying to large companies Launch of SCORE (A diagnostic tool to rate and enhance competitiveness of SMEs) in 2007 INNOCERT (Innovation Certification for Enterprise Rating and Transformation Programme) program

2 Accounting and audit requirements need a balance between transparency & regulatory simplicity Credit bureau & registries need complimentary systems for personal and business information from all players (i.e. FI and Non-FI) SME rating agencies offer a potential alternative, but need a certain critical market size (e.g. India) Financial infrastructure needs to be strengthened for improved transparency of SMEs Case Study: SME Rating Agency of India India’s 1st rating agency for MSME’s Diversified equity ownership by 11 banks allowed lenders to accept rating and extend financial and non-financial benefits SMEs are bucketed by size for peer comparisons Rating fee < $1155, subsidized by the government by 75% SMERA forecast to reach out to over 80,000 SMEs over the next 5 years

2 ….and financial infrastructure can be strengthened for venture capital and private equity access to the SME market Secured transaction regimes should allow for a wide range of enforceable collateral & out of court enforcement options Improve corporate governance practices should allow venture Capital/ private Equity access to SMEs SME stock Exchanges have only proven marginally useful due to low volumes and a lack of investor interest Case Study: INOVAR Program, Brazil Objective: to strengthen investment in new technology SMEs and to establish Venture capital Created a research and information dissemination platform and developed mgt capacity to accelerate VC investment Established a VC portal where investors and entrepreneurs register Allows for the provision of business plans and joint due diligence for VC funds 20 venture forums established and over $1 billion in VC/ PE investment made in SMEs

3 Effective public sector interventions needed to widen opportunities, build SME capacities and avoid market distortions Credit guarantees can be highly effective, but subsidies should be minimized to clear market failure areas Government procurement can link SMEs into supply chain finance, providing they are paid on time MSME capacity measures e.g. training should ideally be on a commercial/near-commercial basis and become scalable Case Study: FOGAPE, Chile Outreach– 30,000 guarantees issued (1,800 per million people) Finance – Targeted to small businesses, low ceilings Distribution – Through its partner lending institutions Coverage – 70-80%, higher for investment loans Approach – Portfolio/program Lending Fees- risk-based (1-2%) Delinquency - Net loss rate = 1.5%

….currently credit guarantee schemes outreach in MENA is low – benchmark country averages (2,080/million people; 1.2% of GDP) 3 Operation Mechanism Individual N/A Hybrid SOURCE: World Bank-A review of Credit Guarantee Schemes in MENA region

….benchmark countries schemes exhibit higher scale and proficiency 3 ….benchmark countries schemes exhibit higher scale and proficiency Operation Mechanism Portfolio Auction Hybrid SOURCE: World Bank-A review of Credit Guarantee Schemes in MENA region

Specific market failures like financial services to Women-in-business & Sustainable energy finance (SEF) need to be addressed 4 Economic impetus - 31 to 38% of SMEs in developing countries are owned by women – MENA average is 12-15% Women owned SMEs is a profitable opportunity but requires a tailored methodology Key approaches adopted for SEF are a) legal and policy reforms, b) lending facilities targeting banks and/or directly SMEs; c) technical assistance to raise awareness Case Study: Women Entrepreneur Package, Garanti Bank, Turkey Objective to meet businesswomen’s network, training and financial needs Provision of customized suite of services and a support loan and financial training Reached out to 8,400 women and $156 m USD lending disbursed Case Study: Erste, Czech Republic FINESA (Financing Energy Saving Applications) developed. IFC supported bank, identified SEF potential in Czech market- identified SEF potential in Czech market (10M people), $7.3 billion over 6 years CS became leading bank in Czech sustainable energy market, with a $650M (Euro 500M) portfolio, 1700+ new deposit accounts valued at $10 million In Collaboration with IFC

Banks can play a leading role but capacity of financial institutions needs to be enhanced to effectively manage SME business 5 Key areas where core competencies are required for successful SME banking SOURCE: IFC Analysis

5 ….SME Banking can be the most profitable business segment in the Bank but performance varies considerably between winners and losers SME Banking profitability comparison Winners vs. Losers in SME Banking SOURCE: IFC, SME Banking Knowledge Guide SOURCE: Mckinsey Research

IFC provides a combination of Investment and Advisory Services for optimal results Build capacity of FIs in strategy, market segmentation, credit risk management, product development through new approaches and systems to scale up their financing for SMEs on a sustainable basis Promote sub-sector focus: women-owned SMEs, sustainable energy SME projects, agri SMEs, leasing, etc Raise awareness on best practices in the SME Finance space ADVISORY Capacity Building for FIs Develop credit reporting infrastructure based on country needs Support development of secured transactions, collateral registries, legal and regulatory framework Build capacity of public/private stakeholders through advice and training Financial Infrastructure Equity Investments in Financial Institutions / Equity Funds for SMEs Funded lines to expand investment and working capital lines especially in illiquid markets Blended finance options to support the expansion of IFC’s risk appetite (e.g. grace periods, performance based pricing, subordination, higher risk /lower security or in limited cases, local currency positions) [for selected projects] Focus underserved segments, e.g., gender, fragile/conflict, agri, climate SME Financing & Investments INVESTMENT Risk Sharing Facilities / Partial Credit Guarantees to: Enhance risk taking capacity and provide capital relief via low risk weightings Avoid FX mismatches and encourage domestic resources for SME financing Risk Mitigation & Enhancements

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