PRODUCT COMPETITION MATRIX – ZENICA OFFICE

Organisation MKO "EKI" in PARTNER PRIZMA MIKRA REZ FOND

association with WVI
PRODUCT/ EKI has seven Similar loan products They offer small Smaller loans with unregistrated
SERVICES different products -New product – loans with higher very high interest business up to
characteristics of similar (registries, consumer loan up to interest rate. They rate for 5.000 KM,
products, period, amount, nonregistrated 2000 KM, loan for preferred credit for females(solidar registrated up to
grace period etc business, agriculture) unregistrated business female (solider groups).Loans are 50.000 KM on
up to 5.000 KM. group ).No for registrated and 36-month max.
Lamp over 5.000 KM registrated business. unregistrated grace period 3
Credit for recon. businesses. month
house and flat.
PRICE costs of similar Interest from 8,3 y Price very similar to .Price for LAMP C1-1,96%, C2- Price for
products-interest, app declining to 1,3% m EKI's. First circle- similar. Interest from 1,92%,C3-1,89%,C4- unregistrated
fee, penalties, other costs flat, interest 1,25%, but 0,83 % flat rate 1,85%,C5-1,79%,C6- business similar
Fee from 0-2%, decreasing of price in (LAMP), recon.house 1,75%,C7-1,69%,C8- like EKI's. For
penalties, according to the next cycles is better 1,25%. Solidar group 1,59%,C9- registrated, better
low than in EKI. LAMP (1,10-1,69%) Fee 2% 1,39%,C10- than EKI's- from
better price that EKI's 0,99%.No app fee, no 9-8,33 % y flat.
penalities. Fee for all
products 2%.
PLACE are the Yes, loan officers are Yes, very similar like They work on field Similar to EKI, work Do not working
service/product on the field and EKI. Loan officers are with clients and in with clients on field much on the field.
accessible where and service/product is very working on the field. office. and at office. Working directly
when it is wanted?
accessible with business
associations.
PROMOTION (this Mostly just direct Doing more on They have brochures Advertising on radio, Doing more on
refers to sales contact with clients marketing than EKI: and posters. brochures, posters, marketing than
communication which promotion material, presentaitions on EKI. Advertising,
includes advertising,
public relations etc)
advertising including field and at office. including TV,
radio radio. Official
promotions,
 promotion
material.
PEOPLE (- includes Clients are very Generally (Maglaj, Clients are satisfied Good communication Clients are not
how the clients are satisfied with EKI staff Breza) clients are not with PRIZMA staff. with clients, satisfied with
treated by the staff of the attitude and for some of satisfied with attitude professional attitude. staff attitude; they
MFI? Are they made to
feel welcome? etc.
them that's very of staff, not flexible, are behaving as
important reason to hard in communication they are working
stay with EKI in the bank.
PHYSICHAL Clients feel Pretty similar like They have good staff Good location, one Good looking
EVIDENCE how the comfortable in the EKI's. They have in one house on good room which is used office space, with
branch physically looks, office brochures and posters location. for meetings, promotion
whether it is tidy or dirty, what EKI doesn't have. brochures, posters material, but not
newly painted or
decaying, the appearance
They have better and pictures of good comfortable for
of the brochures, posters vehicles. clients with stories the clients.
etc. about them on the
walls.
POSITIONING ""Old" clients are Clients are thinking of Clients are thinking Clients are thinking Client are
(where is MKO in mind thinking about EKI as a them just as a MKO for of them just as MKO of them just as MKO. thinking of them
of target consumers or part of their families. lending loans. can on simple way just as a place
what they think when
somebody mention it)
For the first time get loan. where they can
borrowers EKI is just get a loan.
MKO where they can
get a loan.
PROCES (- includes Simple procedures, Forms are more Simple process Similar to EKI, more complicated
the way or system in forms easy to fill, complicated than EKI's. without salary bands disbursment olf loan procedures, forms
which or through the clients do not wait Clients are waiting for (solidar group) or in 15 days. No and guaranties.
product is delivered: how
the transaction is
much, good system approval longer than in maximum 2 salary collateral-solidar Clients are
processed and EKI. bands for loans more group.Application waiting for
documented, the than 3000-10000KM, form filled by loan approval longer
queues/waiting involved, for loans until 3000 1 officers. than in EKI.
the forms to be filled etc) salary band.