How Bank can Control Internal Transfer Rate -2

In practice, agencies often complain of excessive levels. They face the price war generated a better distribution of offers on the market and often use the waiver system to maintain or expand their portfolios client. Salespeople do not see a sign in the TCI arguing that the competitiveness of a TCI unit operation does not enhance the profitability of the customer relationship as a whole.

The profit margin is very important to implement the development strategy of the Bank. Yet the results are often heterogeneous because of the multiplicity of stakeholders and the synchronism of the calculations. Thus during the formation of the commercial offer, the account manager is based on a grid giving along different axes (rate type, maturity, options ...) the rate of the product. This grid does not know the actual margin generated by the operation. This is calculated a posteriori (stock) with the exact characteristics of the operation. This discrepancy explains in part the discrepancies in the results presented by the commercial world versus the financial sphere.


Senior management must have coherent and unique dashboards. This coherence can only come from a good articulation of the calculations a priori / a posteriori. It is therefore necessary to develop processes and tools that do not just needed for each function (ALM, Controlling, development) but that cover, in aggregate, all the needs.

How Bank can Control Internal Transfer Rate -1

Today the majority of banks have developed an approach by internal transfer rates. The approach differs depending on the size, the activity of institutions and the role of the ALM (Asset Liability Management or ALM).

However, she always intended to measure the contribution of the financial and commercial sphere to the MNI (and GNP).

The TCI is the center of trade between these two spheres, it is the price at which business units, respectively, puts or refinancing their resources and jobs to the ALM.

The TCI is usually built for a loan from the backing of the rate of "flux flow" of the operation, taking into account the refinancing costs, plus the cost of contract options (caps, floors ...) or customer (option prepayment ...). Thus, the performance of transactions by trading is not affected by changes in the market because the risk is transferred to ALM.

CFOs have responded to the problems of development of ICT and the processes that are derived are now under control. However, refunds are made which are not always effective to control the performance of the Bank.
To do this, banks must transform TCI management tool of the act by providing a commercial return consistent at all levels (commercial, financial, decision-maker).

Ideally ICT must be used at the proposal stage to project the commercial profitability of the customer. Indeed to drive the business effectively, we must take into account all the elements that run with the client's portfolio. But if the TCI enables sales to act on the elements they control (as the financial risks are carried by the ALM), it does not enhance the overall customer or business. Similarly, agency officials must be able to make the same tests at their level.

Financial Services And Country Risk

Importantly, to attract new customers, foreign banks will make their reputation in the region by addressing several areas (retail banking, asset management ...) and extending their geographical coverage, in contrast to local, often focused on a number few countries. This strategy requires a deployment capitalizing on existing settlements, focusing on synergies (sharing of customer data ...), and market knowledge already acquired with the risks, a decisive element in the investment decision.


Indeed, Central Europe in particular differs from other popular markets like China and India by showing a mainly political and economic situation almost stabilized. Of course some main regulatory obstacles remain, like the restrictions governing credit growth, to inhibit growth in net banking income. Also binding regulations set by some central banks in the region often impose bureaucratic processes. Also, banks will have to deal with financial transparency may be limited, to understand the economic health of their third example.

However, the states of Central Europe, mostly integrated into the EU, should be quickly put in line with European standards and guidelines and promote the establishment of foreign banks. Their alignment of means of payment or accounting standards is remarkable.

Still, the disparities within the region persist. Some states of Eastern Europe have large current account deficits and political instability, like the Balkans. Therefore, it is questionable whether these countries will be able to follow the path of the "leading countries" such as Slovenia, Hungary or the Czech Republic and converge to a stable market economy and conducive to the rapid emergence of financial services. From this perspective, Europe is undoubtedly a great ally.

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Financial Services

Consequently, the CEECs converge progressively towards consumption standards similar to those observed in Western Europe and reveal a proven potential for banking services. Although over 80% in Croatia or the Czech Republic, the rate remains low in most countries of the area, such as Romania, Bulgaria or Ukraine. As proof, the share of deposits to GDP stagnated in the latter State to 23% in 2005 against 90% for the euro area. Initiated fewer than twenty years, the transition from a de facto demonetized from Soviet pattern and a market economy is new and explains the low level of banking services. Therefore the CEEC are in a learning phase of the "bank" and the concepts and mechanisms inherent in the savings and credit, in a context marked by the absence of national champions or at local banks reference.

Thus, despite the rise of some local industry the development opportunities are real and evidenced by the growing demand for consumer credit or to the habitat. In addition to the benefits of the wave of privatizations, banking and investment also benefits from the financing needs of state and local governments under-equipped and is involved in the emergence of large industrial groups in the region.


To exploit these opportunities and differentiate themselves from their local competitors, foreign banks can rely on better product knowledge, particularly in private banking, where financial engineering is growing rapidly. The increased standard of living behind the rapid growth of the CEECs argues for a broader offering to meet increased need for diversified products, at least in the country’s most bank accounts or may become a near horizon. Meanwhile, banks will have to segment their offer and better distinguish the customers 'standards' of "tributaries" in particular financing. In this context, a solid local employee is no longer a luxury. They will have to learn to build a trusting relationship with customers, whose perception of banks is still mixed. The practice of clear and transparent pricing and secure banking will improve this perception.