Case Study
ANZ Mortgage Group - The Business
Strategic Evolution
The challenge involved
repositioning the ANZ Mortgage
Group’s existing distribution
strategy
Australia and New Zealand Banking Group Limited
ANZ originated in London in 1835, when the Bank of Australasia was established under Royal Charter. In 1951
the Bank of Australasia merged with the Union Bank of Australia (established 1837) to form Australia and New
Zealand Bank Limited. Later, in 1970, Australia and New Zealand Bank Limited and the English, Scottish and
Australian Bank Limited (established 1852) formed the Australia and New Zealand Banking Group Limited.
Today the Bank is a complex financial services conglomerate and one of Australia’s largest financial
institutions. It operates over 2,000 points of representation in Australia, New Zealand, Asia, the Pacific, the
United Kingdom, Europe, the Middle East and the Americas.
ANZ Mortgage Group
The ANZ Mortgage Group is an integral component of ANZ’s complete banking service, offering a diverse
range of mortgage home lending products. Consumers are able to access the ANZ Mortgage Groups products
via a number of alternative distribution platforms, both within the ANZ Group and through independent
financial intermediaries.
The Challenge
The past five years have seen unprecedented growth in the Australian home and residential investment loan
market. The stimulus for such growth has been a combination of strong economic activity, recent government
initiatives (eg first home buyer’s grant), and an ever-expanding population.
Whilst ANZ has prospered in this environment, the continued emergence of independent financial
intermediaries, with their combination of fixed and mobile service capabilities, highlighted a strategic threat
to the ANZ Mortgage Group’s continued growth within the mortgage sector.
The challenge for the ANZ Mortgage Group was to conceive and implement a strategic initiative that would
involve the repositioning of their existing mortgage distribution strategy. Their aim was to maximise market
penetration, continue growth of mortgage lending funds under management and strengthen their strategic
position within the Australian mortgage market.
building better and more valuable businesses...

Small Business Success
The development of an
owner-operator business
model, harnessing the
entrepreneurialism and
productivity of small business
owners
A Business is Born
ANZ Mortgage Solutions: ANZ’s
new mobile mortgage lending
franchise distribution channel
Case Study
The Solution
The strategic initiative identified by the ANZ Mortgage Group involved the adoption of an owner-operator
business model, which harnessed the entrepreneurialism, productivity and toil of small business operators,
within the constraints of a business format franchise.
In recognition of its specialist capabilities within the sphere of franchising and channel network development,
DC Strategy (DCS) was engaged to assist the ANZ Mortgage Group with this initiative.
The ensuing project involved assessing the economic feasibility of a franchise model, and addressed the
corporate and organisational issues associated with successfully growing and managing a network of
franchised ANZ business representatives.
DCS’s key focus was to develop a business model that would facilitate the ANZ Mortgage Group’s achievement
of its desired outcomes, whilst simultaneously developing the knowledge, understanding and skill sets of
ANZ’s key internal stakeholders, with respect to managing a network of small business owner-operators.
The Outcomes
The result has been the development of ANZ Mortgage Solutions, ANZ’s new mobile mortgage lending
franchise distribution channel.
ANZ Mortgage Solutions focus is on galvanising ANZ’s position within the mortgage market, by extending
the service capabilities of its mortgage lending distribution platform. The principle strategic objectives of the
business are to:
– Extend the ANZ Mortgage Groups share of the Australian mortgage market
– Enhance the service capabilities of the ANZ network
– Implement a distribution model that recognises the ever-evolving needs of the Australian consumer
ANZ is genuinely excited to provide the opportunity for a selection of motivated individuals/owner operators
to align their future endeavours and successes with those of the ANZ Mortgage Group.
DC Strategy Contact Details
International Head Office Australia
Level 5, 530 Collins Street, Melbourne +61 (0)3 8102 9200
Melbourne VIC 3000 Australia Sydney +61 (0)2 8220 8700
Brisbane +61 (0)7 3015 7600
growth@dcstrategy.com Perth +61 (0)8 6222 1011
www.dcstrategy.com Canberra +61 (0)2 8220 8700
building better and more valuable businesses...