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Presentation On Marketing of HBFC Products & Project Financing By: Muhammad Iqbal Shad Chief Manager (Marketing) Marketing Division, Lahore
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Mission
HBFC to be socially responsible & commercially
sustainable housing finance institution
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Products
Strengths of HBFC
Corporate
HBFC being pioneer Housing Finance Institution of the Country Trust of people on HBFC being a public sector Organization.
Name of Officer
Mr. Illyas Hassan Akhtar, Assistant Manager (F&A) Mr. Ather Mehmood Iqbal Manager (Law) Syed Sabir Ali Assistant Manager Mohammad Ghayas Zonal Manager Mr. Zulfiqar Ali Hakro Assistant Manager (OPS) Rana Muhammad Saleem District Manager Quetta Mr. Sami Dad Khan Manager (Audit)
Zone
Lahore Multan Faisalabad Gilgit
Sukker
Quetta Islamabad
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Name of Officer
Mr. Sheraz Farooq Assistant Manager
Mr. Mehtab Alam Bukhari Assistant Manager (Investment) Mr. Akhtar Hussain Pathan Mr. Rustam Khan Manager
Zone
Karachi HP Zone Hyderabad
Abbotabad
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Marketing
Competition Market segmentation Advertising Campaigns & Promotions Positioning
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Competition
1952 - 2000 2000 2006
Challenge:very scenario.
Virtual Monopoly
25 Competitors
(More are entering) From monopolistic situation to a competitive market
Strategy:friendly,
Main Competitors
Name of Bank / NBFIs ABN AMRO ALFALAH * CITI BANK FAYSAL BANK * HBL NBP MEEZAN BANK * UNION BANK Markup Floating Fixed 9.5% 15% 9.5% 9% 9.5% 9.5% 9% 9.5% 9% 10% 14% 14% 15% 15% 14% 14% Revisable after 5 years Rate Revisable after 10 years Quarterly floating 9% For Salaried 10% For Business SPECIAL FEATURE
PICIC
9.5%
14%
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Market Segmentation
LOAN/INVESTMEN T CLASSIFICATION AREAS INVESTMENT Slabs
Rs.0.1 to 0.2 million Model villages & Towns
AGE
Micro
Rs.3000 to 6000
18 to 55 year
Small
Rs.0.2 to 1 million
18 to 55 year
Rs.1 to 2.5
Urban Areas
18 to 55 Year
Rs2.5 -5 million
Big cities / DHQ (FSD, MTN, Pindi etc.) 5 big cities posh Areas (KHI, LHR, ISL, PINDI,
18 to 55 year
18 to 55 year 14
EMPHASIS
SMH FINANCING
(For Micro Housing Finance a separate company in the name of Social housing company is being formed)
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Advertising
Billboards Hoardings Print & Electronic Media Website Seminars & conferences Exhibitions Brochures
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Customer Retention
HBFC provides Investment facility for repair & renovations to all its regular existing partners HBFC provides additional Investment Facility to all its existing partners for additional construction on the Income & Guarantee of their blood relations HBFC existing clients are also eligible for 2nd Investment on closure of 1st loan availed by them.
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Positioning
HBFC
SMH Business
Competitors
25 Banks- High net worth clients Posh Localities Focus on Purchase Name Lending
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Eligibility criteria
Builders/ Developers should possess valid builder / developer license from Building Control Authority, where applicable. Builders/Developers undertaking development of sites or construction of housing project must have at least five years experience and good track record in the construction of housing projects / development of sites. Have timely completed development of sites / construction of minimum three housing projects of reasonable size. CIB report in respect of sponsors of the project i.e. firm as well as its Directors or Partners is positive. Clear and marketable title to the land free from all encumbrances, charges and liens on which the project will be built in case it is offered as an equity of the builders/sponsors. No construction shall commence without an approved building plan or approved layout plan by a competent authority, where applicable. Where HBFC is involved in the purchase of and development of sites with the developers the land shall be free from all encumbrances and debt equity ratio shall be followed as prescribed by HBFC as per rules. Audited Balance Sheet of the company if it is a Private or Public Limited Company. 21
How to apply
The builder will apply to the Managing Director, HBFC Head Office, Karachi on the prescribed application form of HBFC (Copy enclosed at annex A, through authorized person of the Company/Builder, with non refundable processing fee as below: 1. If project consisting upto 50 flats/houses only Rs.10,000/2. If project consisting from 51 flats/houses to 100 flats/houses only Rs. 25,000/3. If project consisting above 100 flats/houses Rs.50,000/-
The application shall be supported with the photocopies of the following documents.
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Title Documents
a) b) c) d) e) All documents concerning ownership of land. Concept plan (at the time of submission of application The Builder/Company will submit the approved Building Plan before sanction; Permission to Assign (if applicable) Non encumbrance certificate.
f)
g)
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Valuation
The operation division will get the Project cost valued by at least two approved Valuers of PBA. The cost will be born by the Builder/Company.
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Audit
The case will be forwarded to audit Division of HOK for audit. The audit department will clear the case within 7 working days.
Approval of Investment
Approval of Investment shall be made by the Project Committee in 15 working days.
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Disbursement
Banking arrangements
a) The account will be opened with the bank to be nominated by HBFC which will be operated by HBFC and the builders under the escrow banking arrangement.
b) All transactions including disbursement and collection of money on account of booking of flats/housing units and subsequent installments from the allottees and withdrawals for the construction of the project under pre agreed terms will be made through collection account. c) Payment from the allottees on account of booking and subsequent installments shall be made through Account Payee cheques only which will be deposited in the same bank account.
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Rate of Profit
The Assets and Liability Committee shall determine the rate of profit for bulk/bridge finance in general or on case to case basis.
Syndication Committee
The Project syndicate Committee will comprise of Managing Director one member from the Assets and Liability Committee and one member from the
Project Committee;
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Release of fund
Release of fund from the disbursement bank account shall be in installments based on actual construction activity. At each stage of construction, the stage of construction of Project shall be assessed by the recommended Project Monitor from HBFC, before the release of funds from the disbursement bank account.
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Thank you
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