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ABOUT BANKING
ISSN 1649-6671
Editor
Felix O’Regan
felix.oregan@ibf.ie
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Lisa Shevlin
lisa.shevlin@ibf.ie
Design
22-23 Institutional Investment in the Dcoy Design
www.dcoy.ie
Private Rented Housing Sectorr
Professor Tony Crook Printing
Hudson Killeen
Irish save well but need better Pictured at the 2006 BSTAI Student Achievement Awards:
financial planning Caroline McHale, President, BSTAI, Minister for Education and
Science, Mary Hanafin T.D. and IBF President, Richie Boucher.
Recent research, the IBF Personal Asset Profile, which was
undertaken by Amárach and published by the Irish Banking
Federation (IBF), shows that nine out of ten consumers are
IBF and BSTAI honour student
saving/investing - with two-thirds of them doing so on a excellence
regular basis. However, the research also shows that one in
three consumers do not know how their current investments IBF hosted the Business Studies Teachers’ Association of
have performed over the past year; and far too little attention Ireland (BSTAI) Student Achievement Awards ceremony.
is given to financial planning for the future. This annual event honours students who attain first place
in business studies subjects in the State examinations
Based on in-depth interviews with 800 adults throughout (Accounting, Economics and Business at Leaving Certificate
Ireland during February-March 2007 the first IBF Personal Level and Business Studies at Junior Certificate Level) in 2006.
Asset Profile also found that 68% plan regular saving over
the next three years, while 32% plan to invest. Presenting the awards at the National Concert Hall in
Dublin, Minister for Education and Science, Mary Hanafin
However, few plan for the future either through securing T.D., praised the recipients’ “remarkable achievement”. IBF
an income for retirement or by making a will. Some 26% President, Richie Boucher highlighted IBF’s “strong links with
of consumers have nothing in place as a potential source the education sector through the education programmes
of retirement income; and 80% have never made an AVC. we have developed in the past for use in both primary and
Similarly, 54% have not made a will and over two-thirds post-primary schools. These Student Achievement Awards are
don’t intend to in the next year. but one of a number of initiatives in which we are involved to
help promote business and financial knowledge and literacy
IBF plans to repeat this research on a regular basis. in our schools.”
2 ABOUT BANKING
ABOUT BANKING 3
Pat Farrell,
IBF Chief Executive
4 ABOUT BANKING
Support the work of Bóthar and see the sights of amazing Arusha on a
combined 12-day Study Tour and Fundraising Challenge.
Paul Joyce, Senior Policy Researcher, Free Legal Advice Centres (FLAC)
With both debtor and creditor advocates agreeing on the need for reform of our
debt enforcement system, why have successive governments not taken action?
asks Paul Joyce.
It is now four years since Free Legal Advice Centres (FLAC) 2005 helping to cool Ireland’s property boom.1 Nonetheless,
published its report, An End Based on Means, calling for a root based on the experience of MABS money advisers, there
and branch review of the debt enforcement system in Ireland are a lot of people who currently lack the capacity to meet
and proposing an agenda for reform. It is seven years since their credit commitments according to the scheduled terms.
the Irish Banking Federation (IBF) supported a submission on Multiple debts that are intractable are now more common, the
issues by West and North West Money Advice and Budgeting
Service (MABS) to the Minister for Justice, Equality and Law
Reform. And it is to 10 years since IBF itself sent a submission
to the same Minister calling for a less complex bankruptcy Debt Settlement Pilot Scheme
procedure, a quasi-judicial system for dealing with debt and the The Debt Settlement Pilot Scheme was a joint initiative
introduction of attachment of earnings. between IBF and MABS (together with FLAC) which
operated between 2002 and 2005. The Pilot Scheme
What these submissions have in common is that they each provided for an alternative, non-judicial means of
identify the necessity for change, albeit from different resolving cases of multiple consumer debt that were
perspectives: MABS and FLAC are concerned principally with likely to prove intractable and otherwise end up in court
the debtors’ position, IBF principally with that of creditors. (and possible imprisonment for the debtor). As a real
Nevertheless, these parties have been able to negotiate and alternative to legal action, all efforts were focused on
successfully implement a Debt Settlement Pilot Scheme (see negotiations between the MABS money adviser (on
below) – clearly demonstrating that differing interests can be behalf of the debtor) and the various creditors involved
reconciled to their mutual benefit. in order to identify a repayment programme – affordable
for the debtor and acceptable to creditors.
Despite these and other submissions, the Department of Justice,
Equality and Law Reform has taken no action during this period Where a debtor was admitted to the Pilot Scheme, s/he
to modernise the outdated debt enforcement infrastructure was entitled, out of net income, to pay housing costs
in our legal system. Whilst our average debt to income ratio and retain a minimum amount necessary to live, with
has soared, the State has looked on and admired the view. some latitude for extra expenses. In turn, s/he agreed to
At the same time, MABS has continued to develop and is dedicate her/his residual income to repaying debts on
now generally seen to be a respected negotiator on behalf of a pro rata basis to all creditors over a defined period of
indebted people. However, it is a service that faces increasing time (varying according to the circumstances) with the
demands with finite resources and which has yet to be put prospect of a write-off of residual unsecured debt at the
on a statutory footing despite repeated commitments by the conclusion of the repayment period. The Pilot Scheme
government to do so. was modelled on more progressive consumer bankruptcy
laws in operation across Europe. Over 30 personal debt
The current situation is not working cases were admitted to the Scheme and the vast majority
According to the Governor of the Central Bank, John Hurley, of these are still completing or have completed the
it seems the hoped-for soft landing has arrived, with the programme successfully.
European Central Bank’s seven interest rate hikes since late
6 ABOUT BANKING
A better way to debt enforcement A more sympathetic system would acknowledge that
FLAC is currently finalising a new report that considers the overindebtedness is an inevitable by-product of inappropriate
effectiveness of the instalment order procedure. This is based credit or changes in a borrower’s circumstances. In practical
on a series of in-depth interviews with a number of MABS terms, it would focus on a realistic assessment of repayment
clients who have been brought through this process. Briefly, the capacity behind closed doors backed by a comprehensive, State-
procedure may involve the following steps; funded system of money advice and legal advice, and it would
provide for a modern consumer bankruptcy code in particularly
(i) A judgment is obtained without a defence being offered by
intractable cases. The debtor who still failed to engage in
the debtor
meaningful negotiations would find it more difficult to hide,
(ii) The debtor’s means are examined at a court hearing
while the person on the run from a myriad of financial and
(iii) An instalment order is served on the debtor
other problems might just be more inclined to face them.
(iv) If the debtor defaults on repayments under the instalment
order, a summons is issued to the debtor to attend a court
Both debtor and creditor advocates generally agree that
hearing to explain default or face arrest and imprisonment
fundamental change is needed. Do we have to wait for a debt
(v) If the debtor fails to comply, a committal order is issued and
crisis before it is considered?
a warrant to execute it is sent to the Gardaí
(vi) The debtor serves time in prison. 1“ECB rate rise ‘may stave off property crash’”,
Irish Independent, April 3, 2007
Without wishing to prejudice the report’s findings, which will
be published in the coming months, it is apparent that the Paul Joyce is a barrister and Senior Policy Researcher with Free
appearance rate of interviewees at the various stages of this Legal Advice Centres Ltd in Dublin. FLAC provides both training
procedure was very low. The fact that these hearings take place and legal support services to the Money Advice and Budgeting
in public in open court is a major deterrent for debtors, many Service (MABS). He is a member of the Financial Services
of whom are already under pressure on several fronts in their Ombudsman’s Council.
lives. Inability to pay caused by one or a combination of the
debt triggers referred to earlier was common. The interviewee’s
financial position had invariably deteriorated from the time
the original loans were taken out. Also, understanding of the
ABOUT BANKING 7
8 ABOUT BANKING
4% of the State’s taxation revenue in This, in turn, will have implications for large. The banking system is the fulcrum
2005. Apart from its direct contribution, borrowers’ consumption and investment of the payments system in respect of both
the sector has a key role in intermediation decisions and will ultimately affect the paper-based and electronic payments.
through mobilising savings and lending level of economic activity. Of course, the The Central Bank is the overseer of the
funds that ultimately facilitate investment, objective of such interest rate changes is payments system and, consequently,
consumption and economic growth. to ensure price stability over the medium there are very close ongoing contacts
term and in this way create the most between the banks and the Central Bank
Monetary policy The implementation favourable environment for sustainable in this regard.
of monetary policy in the euro area is economic growth.
conducted on a decentralised basis, in Financial stability Central banks have
Ireland’s case by the Central Bank and Changes in monetary policy also affect a major interest in financial stability
by the individual national central banks banks’ willingness to supply credit, because a stable financial system is a
in the other Member States. Banks are with consequent impacts on the wider prerequisite for implementing monetary
essential intermediaries in transmitting economy. For example, households policy and is important for overall
the changes in European Central Bank and firms may have to constrain their economic performance and for ensuring
(ECB) interest rates through to the wider spending if banks are less willing to resilience to shocks. The Central Bank has
economy. This role manifests itself in supply credit after a tightening of emphasised that the continuing stability
several ways. monetary policy. Of course, this credit of the financial system - in the context of
channel is of greater importance for firms domestic and international risks to the
When the ECB changes the interest rate it that depend on banks as opposed to economy - must be underpinned by a
charges to banks for borrowing, this has those that have access to stock and other healthy banking system with good shock-
a knock-on effect on the rates charged financial markets for funds. absorption capacity. This emphasis on the
by banks to their customers. Central banking sector is justified because banks
banks have strong leverage over short- Payments system The payments system interface with all of the other key players
term interest rates; but less leverage over is an essential component of the financial in the system and are the most likely
longer-term rates. In particular, long-term infrastructure. An efficient and effective channels through which financial instability
rates depend on expectations of future payments system is a requirement for would be transmitted. The business of
short-term rates and these ultimately meeting both the business needs of the banking is inherently risky and in the past
depend on expectations regarding economy generally and the personal banking difficulties have been at the heart
the future path of monetary policy. banking requirements of the public at of financial crises. In many countries, these
ABOUT BANKING 9
crises have been associated with very high related business, a banking sector that a change in the sectoral composition of
costs, in terms of loss of output for the is increasingly reliant on non-retail, non- lending towards households and away
economies concerned. domestic deposit sources of funding, and from corporates’ lower net interest
low net interest margins. margins, an increasing proportion of
income coming from off-balance sheet
The state of the domestic activities and an increasing reliance on
banking sector Lessons from international trends credit risk transfer instruments.
A number of tools can be used to assess The banking industry has been subject
the state of the domestic banking sector. to profound change worldwide in To some extent, the exceptionally good
These suggest that the stability and recent decades. Almost all of the unique performance of the Irish economy over
health of the sector remain strong when functions that banks have traditionally the past 15 years has placed the Irish
measured by the standard indicators performed now appear to be subject to banking sector in an unusual position by
such as profitability, asset quality and competition from outside the banking international standards. Although many
solvency. The results of the latest round system. In particular, banks’ core Irish banks earn significant levels of non-
of stress-testing exercises carried out by intermediation business of deposit-taking interest income, in general the banking
the Central Bank also point to a healthy and lending is diminishing in relative sector here has continued to earn the
state of affairs. Important peer reviews of terms, as firms are increasingly raising larger part of its revenues from traditional
our financial system - such as the recent banking activities. Strong economic
assessment by the International Monetary growth combined with a booming
Fund - have also been positive. housing market have ensured, at least to
“Although Irish banks date, that traditional banking activities
The central expectation of the Central share the experience have remained profitable.
Bank’s financial stability assessment is
that the banking system is reasonably of other countries Although Irish banks share the experience
well placed to withstand the impact of of other countries with respect to the
any likely adverse developments in the with respect to the pressures on net interest margins, they
short to medium term. However, this pressures on net have been able to more than compensate
central expectation does not preclude the for this by rapidly expanding the scale of
possibility of adverse developments which interest margins, their on-balance sheet business. However,
- should they materialise - could have a softer housing market combined with
serious financial consequences for banks they have been slower economic growth should mean
as well as for the wider financial system able to more than it is likely that the international trends
and the economy. mentioned above will begin to come
compensate for this more to the fore in Ireland also.
The financial strength of the banking
system is important because there are by rapidly expanding Important challenges lie ahead for the
important risks that require ongoing the scale of their Irish banking sector - not least from the
monitoring. For instance, the Irish private risks in the current environment, but also
sector is now very highly indebted by on-balance sheet the likelihood that banks will face greater
international standards. Despite the competition for almost all of the unique
fact that the Irish economy continues business.” functions that they have traditionally
to perform well, with strong economic performed. The Irish banking sector has
growth and favourable prospects for the shown that it is well placed to face such
labour market, the risks to the macro funds directly from financial markets; also, challenges, but these issues require the
economy arising from both domestic and many depositors are bypassing banking ongoing attention of the Central Bank,
international developments are increasing. products in the search for higher yields the industry and its representative bodies
There are also some concerns with and better risk diversification. such as the Irish Banking Federation.
respect to the outlook for the health
of the banking system that originate This competition between banks and
from within the system itself. Some of financial markets is manifesting itself
these key concerns are the persistently in several ways; for instance, through
high rate of credit growth (though consolidation and a reduction in the
now moderating), the concentration number of banks, a greater reliance by
of income and loan books in property- banks on non-retail sources of funding,
10 ABOUT BANKING
However, the story of Irish economic The changed nature of Ireland’s growth
growth has changed in recent years. is also reflected in our productivity
As a result of our successes, domestic statistics. Irish productivity growth,
demand from Irish consumers, which has been remarkably high, is
particularly for houses, has been the slowing down. Productivity is the key to
main driver of economic expansion and ensuring that we can achieve the twin
employment growth. objectives of keeping our goods and
services competitive on world markets
It is, of course, good news that we now while remaining a high-income country
have the resources to address deficits and improving our incomes further.
in our housing, transport and broader
social infrastructure such as health and Key drivers of productivity growth
education. But we cannot rely on strong The challenge facing us is to reverse
domestic demand, supported by high these trends. Stimulating productivity
levels of borrowing by households, to be growth and regaining international
the main long-term driver of economic market share must be key policy
12 ABOUT BANKING
% 0
2.0%
% -2
1.5% Total
% -4
-6 1.0%
% Merchandise
-8 0.5%
%
-10 0.0%
%
2001 2002 2003 2004 2005
Source: Central Statistics Office Source: Central Statistics Office; ESRI Source: World Trade Organisation
objectives. These are the issues which Concerns have been expressed that the to see clear targets set out for Ireland’s
the National Competitiveness Council NDP will lead to further price inflation, future price competitiveness. We need
(NCC) addresses in its latest report, which could squeeze out companies a determined strategy to reduce the
Ireland’s Competitiveness Challenge. It already facing intense price competition. growing electricity price differential
outlines policy recommendations across That is certainly a risk if the programme between Ireland and the countries with
the following areas: is not managed effectively. In the NCC’s which we are competing. The NDP
view, the potential inflationary risk can indicates that exchequer funds could be
• Labour force be managed by careful prioritisation used to support the national security of
• Social capital and evaluation of projects. Enhancing electricity supply. The NCC sees electricity
• Public income and expenditure the delivery capacity of the construction interconnection and increased fuel
• Regulatory environment sector can also help; for example, by storage capacity as strategic priorities for
• Infrastructure designing projects on a sufficiently large State funding or action. It is important
• Productivity of Irish-based enterprise scale that they become attractive to that these be acted on quickly.
• Ireland’s education system strong international players with the
• Innovation, research and development capabilities to deliver. We have benefited Cost competitiveness Inflation and a
• Costs of doing business in Ireland from having an economy that is very strengthening euro mean that Ireland’s
• Energy open to inflows of capital and labour. cost competitiveness has weakened
We should now make sure that we significantly in recent years. The costs
Our policy proposals under all of these attract international financial and project of property, utilities and locally-traded
headings are designed to stimulate management expertise and capacity. services such as IT services, accountancy
productivity growth and improve our and legal services, are now very high
ability to sell goods and services abroad. Energy A key, immediate concern in Ireland compared with the countries
The issues of infrastructure, energy, costs facing our enterprise sector is the need with whom we compete for trade and
and the knowledge economy are key to have energy supply that is both investment. Like the NDP, the White
priorities for government. competitively priced and secure. The Paper on Energy and government
NCC welcomes the recent publication of initiatives in other areas, a co-ordinated
Infrastructure The NCC welcomes the White Paper on Energy. In Ireland’s strategy to restore Ireland’s cost
the National Development Plan 2007- Competitiveness Challenge, the NCC competitiveness is of vital importance.
2013 (NDP). It proposes a wide range supports the complete separation of This must cross a range of policy areas,
of investments that will improve electricity generation and transmission including utilities, locally-traded services
productivity by removing infrastructural as essential to promote competition and and land.
bottlenecks which increase costs. It will investment from new entrants.
enhance the skills of graduates and Controls or restrictions that reduce
people already in the labour market The price of electricity in Ireland has competition and innovation or add
and will create a more supportive gone from 15% below the EU-15 to costs should be tackled. In order
environment for enterprises in average in 1996 to 13% above in to give a continuous dynamic to
developing new products and services. 2006. Going forward, we would like pro-competition policies, the NCC
ABOUT BANKING 13
recommends that government services such as consultancy, the the transaction crossed the virtual
departments be required to respond financial services sector is increasingly bank counter).
within a stated fixed time period to offering Ireland new avenues for the
reports from the Competition Authority. sustainable creation of both jobs and However, Ireland’s position in relation to
A strong focus on land planning is also wealth. Finally, the provision of an international comparators is something
vital to regaining cost competitiveness, efficient, cost-effective payments system of a mixed bag. On the one hand,
given the high costs of property here. is key to facilitating the day-to-day almost all of the electronic offerings
We need a sufficient supply of zoned conduct of business – corporate provided by banks across Europe are
and serviced land and a strategically and personal. available to Irish users of payment
focused spatial planning system. systems. On the other hand, as a
For all of these reasons, it is of vital community our payments behaviour
Education The education system is importance that we have an appropriate patterns favour cash and cheques
recognised as a key, long-term source business environment, including pro- which are the least efficient
of competitive advantage. Ireland’s competitive legislation and efficient payment mechanisms.
education system has made significant regulation of the sector, the ready Electronic payments are the most
progress in recent years. Further supply of the appropriate skills and 21st efficient, effective and secure
actions are required to make our century infrastructure – in particular mechanisms for making payments.
system one of the best in the world. broadband for communications and Increasingly, the personal banking
The NCC supports the establishment airports for transport. customer is availing of internet and
of a pre-primary education system, the telephone banking facilities and most
development of cross-departmental businesses pay their staff salaries using
strategies to further improve secondary electronic means. Experiments are
school completion rates and policies also underway with systems that use
to make life-long learning a reality - the mobile phone as the conduit for
particularly for the large number of Irish delivery of the payment. Mobile phone
workers who do not have a Leaving payments represent an innovation
Certificate qualification. which could become the major person-
to-person payment method of the
The NCC also strongly supports the future, diverting users from cheques
implementation of the Government’s and cash.
Strategy for Science, Technology and
Innovation. Continued reforms and However, Ireland is currently one of
additional funding will be required if our only three countries in the euro area
higher education system is to establish using cheques to any significant extent.
a world-leading position in teaching, European Central Bank figures (2005)
learning, research and development. show us – like our British counterparts
The planned doubling of PhD graduate
“As a small open - writing 32 cheques per head annually,
numbers is a vital part of the strategy economy, Ireland’s which is double the euro area average of
to raise the capacity of the workforce 16. The French top the table writing 63
to generate and successfully apply new guiding principle cheques per head annually.
knowledge; and, to do this, Ireland
must be attractive to international PhD
is that we need to As for cash, we are amongst the highest
students, graduates and their families. be able to earn a users in Europe with approximately
70% of all payments under €100 being
living abroad; and made in cash. Again, this is confirmed
Financial services and by European Central Bank figures
efficient payments
to do this we must which show that, at over €5,500, we
As we look to boost our competitiveness be able to compete top the EU table for the amount of
in the years to come, the financial cash withdrawn annually per ATM card
services sector here also has an internationally.” – compared with the EU average of
important role to play. €2,000. It is estimated that in excess of
€1,500 million per annum is tied up in
Firstly, a mature and stable financial The Irish payments industry has risen the servicing of cash. These costs range
services sector is one of the bedrocks to the challenge to provide more from the obvious costs of security in
of all modern economies, enabling sophisticated infrastructure, so that both banks and businesses for the storage
firms and households to access capital, the business community and personal and transportation of cash, to the cost to
store wealth and make payments account holders can benefit from the society of the crimes attaching to cash.
for transactions. Secondly, increasing most efficient means of banking, and This places a burden on our economy and
competition in the sector is welcome Ireland can compete on an international indeed on our society. And, while it must
in ensuring that the financial services basis. More than 10 years ago an Irish be recognised that cash will continue
offered to firms and households in the bank was amongst the first in Europe to be the major means by which value
country are modern and innovative. to provide a virtual, real-time banking will be exchanged by individuals, it is
Thirdly, financial services are at the service, (where the two sides of a important that we explore how this cash
forefront of a new generation of payment transaction were undertaken in dependency can be reduced and how
exports, namely tradable services. Along the same bank, the transaction appeared cash processing and distribution can be
with computer services and business instantaneously on both accounts once handled in the most cost-effective way.
14 ABOUT BANKING
Our usage of cards is amongst the SEPA is largely a programme about the will enhance wellbeing, such as
lowest in Europe, although we have electronification of payments across the the development of a pre-primary
a very well-developed infrastructure continent, as a result of which expensive education system, an active culture
for accepting payment by card. This national legacy systems will not be of life-long learning, investment in
acquiring infrastructure is one of the viable. There is no pan-European future infrastructure, integration of migrants
most versatile in Europe, delivered for cheques. Ireland therefore needs to and the promotion of active citizenship
by the banks and strongly supported address the question of whether or not and work-life balance. Promotion of
through the efforts of the retailing it is economically viable and pragmatic competitiveness and social progress are
community. However, the Irish to continue to support such a minority inherently interlinked and supportive
payments industry faces two unique payment activity, at the expense of our and provide the route to better
challenges in the changing payments national competitiveness. standards of living for all.
environment: namely, the continuing
imposition of government stamp duty The benefits created by developments A central challenge will be to move
on payment cards and cheques; and the across Europe, and the new back to a high-productivity growth rate
existence of official pricing controls on opportunities that they present to all trajectory. To do this we will need to
bank transaction charges under Section sectors of the community, can only increase the share of high-productivity
149 of the Consumer Credit Act. The be fully enjoyed by greater use of economic activities within overall
removal of these distortions is essential electronic payment mechanisms by national output. Continuing investment
in order for the industry to continue to everybody. This requires the creation in high education levels and top-class
provide secure, robust, innovative and of attractive solutions for those social, physical and communications
competitive payment services to their who currently do not have access to infrastructures are an essential part of
customers in the future. an account or a facility which will this strategy.
handle electronic payments. Equally,
Finland is a country which could serve incentives are required to encourage Dr. Don Thornhill is Chair of the National
as a useful point of comparison for large, cheque-issuing customers to Competitiveness Council and Chair of
Ireland. In terms of the usage of non- use electronic alternatives. This is a the Irish Payment Services Organisation
cash payment mechanisms, Finland challenge that will be taken up by the (IPSO). He wishes to acknowledge
is the best in Europe, while Ireland is National Payments Implementation Stewart Mackinnon of IPSO and Ronan
at the bottom of the table just ahead Programme, a project which is Lyons of Forfás for their substantial
of Italy and Greece. The improved managed and driven by the Irish contributions to this article. Ireland’s
efficiency of payments will not, on its Payment Services Organisation (IPSO) in Competitiveness Challenge is available to
own, move Ireland to the top of such close co-operation with the government download from the NCC’s website,
international comparisons of national and supported by the Irish Banking www.competitiveness.ie. Further
competitiveness, but payments do have Federation. information on SEPA and on the National
a significant role to play. Payments Implementation Programme
can be accessed through www.ipso.ie.
Conclusion
SEPA – a new dynamic Ultimately, competitiveness is not
The movement towards the integration an end goal in itself but a means to
of the Single Internal Market presents a achieving higher living standards and
major shift in the dynamics of business a better society. Ireland’s international
activity across Europe. This also impacts competitiveness has played a crucial
on payments through the creation of role in building this success and remains
a Single Euro Payments Area (SEPA), critical if we are to maintain and build
which will become a reality from January further on the progress made to date.
2008. Paving the way for migration of
payments infrastructures, away from Increasingly, many of Ireland’s economic
domestic systems to pan-European and societal goals are becoming
systems, this process is expected to be mutually dependent. For example,
complete within the subsequent three- many of the policy directions proposed
year period. in Ireland’s Competitiveness Challenge
ABOUT BANKING 15
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Gerry McCaughey is one of the most McCaughey believes you have to know “If You Want to Make God Really Laugh
successful business people of his the business in which you are getting Show Him Your Business Plan” is the
generation. Seventeen years ago he involved. “Any business, no matter how title of a book. The minute you write a
helped to set up Century Homes in well planned, is going to present you with business plan, it’s dead. Life has changed
a small shed in Monaghan at a time extremely difficult situations. You have to and the world has moved on. People react
when timber frame homes were seen do extensive research. Before I started in around you and things happen,” he says.
as exotic rather than practical. He has the timber frame business I carried out a
a single-minded vision for success phenomenal amount of research on the “When you get to the end of your first
and a motto, ‘Persistence Beats industry. I had carried out four projects, five years, you will realise that very little of
Resistance’, which has seen a novel three in UCD and one in Dundalk what you said in your business plan has
idea grow into the multi-million euro Regional Technical College, and as a result happened, but it won’t matter as long as
international business that Kingspan I saw an opportunity in the market.” the profit numbers at the bottom of the
Century is today. page have materialised.”
He is convinced that getting his business
Starting up idea road-tested and analysed while in But, despite the reality being far
It is just over two years since Gerry college was very useful. “It allowed me removed from the ideal world, writing a
McCaughey made the biggest decision to examine a product in which I believed. business plan is essential. “You need to
of his career by selling Century Homes In the process of carrying out research, I think that life as an entrepreneur is like
to Kingspan for €100 million. However, used to go to people who said it wouldn’t being the captain of a big oil tanker. He
like any good entrepreneur, it is the work, and I’d listen to them and learn.” knows his ship has to leave Dublin to
journey and not the destination that get to New York, but he doesn’t know
fascinates him most. “To me the most Experience the market the exact route, or if there are going to
important thing about starting a business It may seem like a contradiction, but, while be icebergs or bad weather. He can plot
is that you have to be truly, madly, and necessary, research is not a substitute for the straightest course, but something
deeply committed to your idea. The ‘give the real experience of the market in his will happen along the way to alter it.
it a lash’ attitude might work for wealthy view. “No matter how much research you The ship is slow to manoeuvre, and to
people who can afford to lose money, carry out, the reality will be nothing like change direction he has to start five
but it won’t work for somebody who is your business plan. If I’d known on day miles out at sea, but he knows where
in a start-up situation.” one what I knew after five years, I would he is going. The same is true of
probably never have done it.” a business plan.”
ABOUT BANKING 17
McCaughey is adamant that, in order “Image and perception are very On the bank/business customer
to be a success in business you have to important in business. We never called relationship, McCaughey has this to
follow simple rules. “It’s an old saying, our sales staff reps, because calling say: “While from the entrepreneur’s
but it’s true; turnover is vanity and profit them executives is more professional. perspective there is always scope for
is sanity. The market lost sight of that We also never had any concerns about further improvement, access to finance
during the dot.com boom.” giving them better cars than our has definitely improved over the years.
competitors because it made them look A sound business proposition should
He believes that there is no substitute more successful. We were very strict on not face difficulties in getting the right
for getting stuck into the workings of a making sure they were always properly type of financial backing.”
business. “If you are not willing to get dressed and looked like serious
your hands dirty, then don’t do it. It is business people, because in business, “People’s appetite for investing in
pointless setting up a manufacturing success breeds success.” business is much stronger now than it
business if you’re not willing to get your was 20 years ago. In many cases they
hands dirty on the factory floor. If you Securing finance won’t look for equity, but for a higher
think it is a glamorous scenario with a McCaughey says the most frequent return on their investment.”
secretary sitting outside your office, question that he is asked by start-up
then you are in for a shock.” businesses is how to raise finance, and, He gives an example: “Say a start-up
in particular, what he thinks of venture business needs €200,000, but the bank
Start small and learn capitalists. “My view of venture will only lend €100,000. Then it can’t
Starting small and making mistakes early capitalists is, whilst they provide a very be done. But what if someone says
is one of McCaughey’s key pieces of necessary role in the economy, they they’ll lend the €100,000 at 15%. It’s
advice. “In the first two to three years it should be the last port of call for a high but there is no dilution of equity
doesn’t matter how big your company start-up company.” and it can be paid back. It gets the
is. Your only focus should be to make a business off the ground.”
small profit. Your mantra, quite simply, “I understand they are taking the risks
should be sell, sell, sell. Don’t get hung and they want to have a return for it. The power of profit
up on getting to a €10 million turnover. What they are looking for is fair from McCaughey feels that the power of
If, after three years, you can make a their perspective, but as a start-up profit should never be forgotten, and
small profit each year, you won’t have business, stay the hell away from them he is cynical about some of the more
a worry. You have to crawl before you until you have exhausted every other ‘touchy feely’ aspects of modern
walk, before you run, before you leap. route,” he adds. business. “The three most important
In the first three years you will learn that, words in business are profit, profit,
no matter what, you will make mistakes. He says the most important thing profit. From an employer’s perspective,
Also, something serious will happen to about raising money is credibility. less than 5% to 10% of the employees
your product, and something will go “If you have a credible business in a business are absolutely critical
seriously wrong.” proposition, which will be to its success. If you are a 10-person
professionally run by people with operation you are looking for one
“The most important thing during the knowledge, you have a much other person you can absolutely trust.
first three years is to put profit behind better chance of getting the funds When you get to 500, like we have,
you. In Century Homes our philosophy you require.” you need 50 important people.”
was to always protect what we had left
behind us. In our first year we made “I’m not recommending that people “Some people say: ‘your people are
a small loss because a customer went re-mortgage their house for their your most important assets’. That’s
broke on us. In the second year we made business, although people do it. It is rubbish. Your most important asset is
a profit of €30,000 which actually wiped possible to call on friends, family, and your customer. That said, if you find
out the loss of the first year and then we there is always the bank. Depending on somebody who is very talented, and you
made €60,000 in year four. It took 17 your type of business you could go to don’t have a job for them, offer them
years to be an overnight success story. If your local accountant and ask him to one anyway.”
I had tried to do that in year five or year organise funding for you,” he adds.
10 it wouldn’t have worked,” he adds.
18 ABOUT BANKING
With the Irish asset covered The key changes to the ACS legislative
securities (ACS) market growing framework, which enhance investor
from zero to some €65 billion protection, can be categorised as
in issuance in the space of five follows: quality of eligible assets, risk
years and now representing the control and monitoring and compliance.
7th largest market worldwide,
the latest amendments to the Quality of eligible assets
legislative framework are important The developments in the eligible asset
and opportune. The Irish Banking criteria have been driven by the desire to
Federation’s Paul O’Connor maintain high-quality and well-diversified
documents the significance of cover pools.
these changes.
Public sector The original legislation
The Asset Covered Securities allowed assets from countries in the
(Amendment) Act 2007 was signed European Economic Area (EEA), but
into law in April. The Act updates had a 15% limit on assets from the
the original Asset Covered Securities US, Canada, Switzerland and Japan.
(ACS) Act of 2001 and represents the This limit has been removed in order to
successful outcome of a collaborative enhance diversification opportunities and
approach between the industry, through credit quality. In addition, assets from
IBF, the Financial Regulator and the New Zealand and Australia (both Triple-A
Department of Finance. rated) are now eligible for cover pools,
as are loans to multilateral development
The initial trigger for amending the ACS banks; previously only loans to the
legislation was the introduction of the European Investment Bank (EIB)
Capital Requirements Directive (CRD). were eligible.
The new legislation will ensure that all
ACS issuance will be compliant with Residential Mortgages The amended
the CRD. In making the amendments, legislation makes securitised mortgage
the opportunity was taken to further credit – residential mortgage-backed
enhance the legislation in order to keep securities - eligible for the pool, thereby
ACS at the forefront of the covered enhancing the credit quality and
bond market. The specialist banking liquidity of the mortgage assets in the
principle is maintained - only specialised pool. Diversification opportunities are
rather than general banks can issue also enhanced with the inclusion of
ACS, unlike in some other covered bond mortgages from highly-rated countries
frameworks. Furthermore, provision is outside the EEA, namely the US, Canada,
made for the issuance of commercial Switzerland, Japan, New Zealand
mortgage ACS. [See the box entitled and Australia.
‘What are Asset Covered Securities?’
for a description of ACS.]
20 ABOUT BANKING
Commercial mortgages As stated above, the amendments to ACS with international assets. Together with the enhanced
the legislation mean that it will be possible to issue ACS backed investor protection, Ireland should continue to be an attractive
solely by commercial mortgages. To ensure transparency of location from which to issue covered bonds.
asset pools, commercial mortgages will sit in wholly separate
cover pools to residential mortgages.
Risk control
There have been several enhancements in this regard.
Legislative overcollateralisation There is now an obligation What are Asset Covered Securities?
to maintain 3% overcollateralisation (basically having 103 units Asset Covered Securities are a type of covered bond.
of assets for every 100 units of bonds issued) for residential Covered bonds are very secure instruments (often
mortgage and public sector ACS. For the commercial mortgage Triple-A rated) that are issued by banks and backed by
ACS the mandatory overcollateralisation is 10%. high quality assets (generally mortgages or loans to
public bodies). In the unlikely event of the insolvency of
Pool hedge collateral Legislative amendments will ensure the issuing bank, investors are protected as they have
the transparent and straightforward management of hedge recourse to the asset pool backing the bonds.
collateral. This will make the use of derivatives to manage interest
rate and currency exposures more straightforward for issuers, Covered bonds were first issued in Denmark over 200
enhancing risk management for the benefit of bondholders. years ago and are now issued throughout Europe -
particularly in Germany, Spain, France and the UK. More
Duration calculation The duration gap calculation ensures recently, covered bonds have been issued by banks in
that the maturity profile of the cover assets at least matches the US, paving the way for the internationalisation of
that of the bonds issued. The calculation has been simplified the product.
and strengthened in order to enhance investor protection.
Ireland joined the club of covered bond issuers in
Monitoring and compliance 2002. The first ACS issued was a public sector ACS (i.e.
The ACS legislation sets the highest standards in terms of backed by loans to public bodies) issued by DEPFA ACS
monitoring and compliance. The frequent reporting of cover pool BANK. Since then, three other banks have issued ACS,
and issuer information and the real-time monitoring of that data including the first mortgage ACS issued in 2004 by
by an independent monitor mean that the ACS market retains Bank of Ireland Mortgage Bank, along with issues from
the strongest oversight. Nevertheless, the legislative changes WestLB Covered Bond Bank (public sector ACS) and AIB
enhance that position by ensuring independent oversight of Mortgage Bank (mortgage ACS).
both the contractual and legislative overcollateralisation.
All four issuers continue to be highly active in the ACS
Into the future marketplace. For example, DEPFA recently issued a
IBF is currently engaged in developing the secondary 30-year US dollar ACS, notable for its long maturity
legislation that is required to make the updated legislation and very high level of placement into the US. WestLB
operational and, once again, is collaborating with the continues to issue non-euro denominated private
Financial Regulator. We look forward to further growth in this placements off its MTN (medium term note) programme.
market. The creation of commercial mortgage ACS affords On the mortgage side, Bank of Ireland has issued one
opportunities for new issuance and new issuers. In addition, ACS a year since its first issue in 2004, while AIB issued
the new legislation presents an opportunity to internationalise three ACS in 2006, the most recent in December.
the ACS market, with the possible inclusion of mortgage-
backed securities in the cover pool making it easier to issue
ABOUT BANKING 21
Over recent years we have witnessed actually fallen. At the same time, there property. In mainland Europe residential
growing debate about the scope for has been growth in the number of low- returns were found to be comparable
increased institutional investment in the income households, who are dependent with office investments - providing
private rented housing sector. Many on supplementary welfare allowance and a prima facie case for residential
argue that such a development would whose costs have increased as a result of investment by institutions, including on
only yield good results, as it would rising rents. diversification grounds.
bring in long-term investors who would
achieve economies of scale and make The evidence suggests that rents just
attractive returns. Corporates would also about cover landlords’ mortgage and Barriers to institutional investment
be more likely, some argue, to manage other costs such that investor returns Despite this prima facie case, our
their portfolios well and to keep them depend on capital appreciation (which research (based here on interviews
in a good state of repair – unlike many, has been very good in recent years). Tax with institutions) suggests several
but by no means all, individual landlords. instruments (capital allowances in the barriers to institutional investment. First
Sounds good in theory, but is this how it past, interest deductibility and stamp up are property management issues,
would work in practice? duty at present) all appeared important including the risks of adverse publicity
in shaping the market in recent years. (despite new legal arrangements) and
the high management costs compared
Market fundamentals Funding for investor landlords was with commercial property. Institutional
Ireland experienced a very significant readily available, with acquisitions investors also seek large portfolios but
increase in the population in household funded by borrowing. Little equity was these can be difficult to acquire.
forming age groups in the 1990s, needed and was often funded by loans
driven by a number of factors, including on landlords’ own homes. Some 33% Secondly, the returns are not seen as
immigration and growth in student of residential lending in the late 1990s competitive. This is as true of foreign as
numbers. Because of a shortage of was to investors in the private rented of domestic institutions with the former
new housing, exacerbated by planning sector. However, despite this apparent - some of whom are active investors
constraints, there were very substantial appetite for funding, lenders have not in the private rented sector in their
real increases in house prices and rents been interested in committing equity and home markets - seeking gross income
during this period, creating a strong there is little, if any, other institutional returns of 10-12%. These levels of
framework for the entry of new investor equity investment. return are simply not available except in
landlords who purchased 25% of niche markets. Whilst total returns are
new builds. In calculating investor returns, the comparable with other property, because
following definitions were used: annual the private rented sector is a novelty,
Individual landlords own the vast gross and net income and total returns potential investors want a risk premium
majority of the private rented stock, (the latter included annualised capital to cover this.
while companies own just 10%. appreciation) expressed as percentages
Landlords have very small portfolios: the of capital value. The lack of data made Taxation is also an issue. Whilst
majority own only a single property and calculations difficult but we estimated the treatment of all directly-owned
manage it themselves. One to three-bed that for 1999-2000, gross income property is the same, institutions have
apartments are the most common type returns were around 6% to 7% with net a preference (assuming the returns are
of recent investment. There has been income returns around 4%. Total returns sufficient) for indirect investment. Hence,
little new supply at the bottom end of were considerably higher at 34% and there is a role for intermediary vehicles
the market and low-income supply has estimated to be comparable with office and tax arrangements to facilitate
22 ABOUT BANKING
ABOUT BANKING 23
(L to R) Anthony Walsh, Chief Executive, Institute of Bankers in Ireland, Patrick Neary, Chief Executive, Financial Regulator, Sean Wade, Chairman, Association of
Compliance Officers in Ireland, Professor Tom Begley, Dean, UCD Michael Smurfit School of Business.
An Executive MBA (Master in Business skilled professionals not only as key to of International Banks in Ireland. It is
Administration) programme in Financial ensuring both a vibrant industry with designed for practicing risk management
Services and an Executive MBA in well-run firms but, very importantly, professionals in banks and financial
Regulation and Compliance were recently towards ensuring customers are well Institutions, as well as those who work in
launched by the Institute of Bankers in served with suitable products and related fields or who anticipate moving
Ireland’s School of Professional Finance. informed financial advice.” into risk management.
Designed for managers and professionals
working in financial services, these Professor Tom Begley, Dean, UCD Michael Finally, the Bachelor of Financial Services
programmes will be delivered in the Smurfit School of Business remarked that (BFS) is a part-time primary degree
Institute’s Conference and Learning the collaboration with the Institute of specifically designed for people working
Centre in the IFSC by the UCD Michael Bankers in Ireland and the ACOI “reflects in financial services. Almost all modules
Smurfit School of Business in partnership the Smurfit School’s commitment to of the Institute’s diploma and certificate
with the School of Professional Finance developing leadership and managerial courses provide credit towards the BFS
and, in the case of the Regulation and skills and, in so doing, meeting industry as part of a ladder of opportunity which
Compliance specialism, in association and economic needs in Ireland.” helps Institute members to achieve their
with the Association of Compliance full educational potential.
Officers in Ireland (ACOI). Both MBA The School of Professional Finance (which
programmes are provided part-time is a recognised School of UCD) also Further information on all degree
over two years and are due to begin in provides two other degree programmes. programmes is available from the
September 2007. At master’s degree level the MSc in Institute of Bankers’ customer service
Risk Management aims to increase the team telephone 01-6116500 or from the
Speaking at the launch, Patrick Neary, supply of well-qualified risk management Programme Managers in the Institute:
Chief Executive, Financial Regulator, professionals in Ireland - a need identified Gerry Grenham (MBA), Finbarr Murphy
stated: “The Financial Regulator warmly by the Institute of Bankers and member (MSc Risk Management) or Jonathan
welcomes these new Executive MBA banks of the Irish Banking Federation McConnell (BFS).
programmes. We see the education of (IBF) and of the IBF-affiliated Federation
24 ABOUT BANKING
. . .
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