• Stanbic still strong in corporate banking
• Barclays on a quest to take lead
• Banks take advantage of companies’ expansion plans
• Stanchart on a slide but remains optimistic
With too much risks associated with retail banking because of low household income, the banks are now more vigorous at corporate banking, and a contest for supremacy has ensued in earnest, observes Staff Writer KEABETSWE NEWEL.
It is perhaps proper to say that because the banking sector has now become tougher and rougher, with more players and limited opportunities, competition in corporate banking has now turned into a bareknuckle fight.
The Business Weekly & Review can confidently state that a few years back, corporate banking was easy and it was the oxygen to most commercial banks. For quite some time now, Stanbic Bank has been known as an institution for the corporates. Standard Chartered and Barclays Bank have also been a bit aloof to the retail bankers for a number of years, although the banks embraced high income earners intimately.
When BancABC commenced operations in 2006, it was a merchant bank with limited or no participation in the retail space. First National Bank Botswana (FNBB), on the other hand, has been known for a long time as a “juvenile banker”. This is because although it also had its hand in corporate banking, its eyes were also on retail banking and even had products for tertiary education students.
Because of increased competition in corporate banking, there came a time when all these banks were busy at retail banking, recruiting household clients with offers loans up until a period where the household sector was almost fully lent, and taking a larger chunk of the banks’ P48 billion total credit.
Retail banking, although it has the masses, is a bit riskier, and has more impairments than the corporate banking segment. With increased economic headwinds, opportunities in the retail segment were almost exhausted, while risks increased. The corporate segment was also affected by lack of economic growth which hit a lot of businesses, but these were a bit safer compared to household individuals. Now the latest trend is that competition in the corporate banking sector is at its highest level, leading to a scramble for the highest market share.
While banks used to make money easily from corporate banking, now they do not because the increase in commercial banks has reduced the number of corporate clients.
Head Researcher at Motswedi Securities Garry Juma said that while banks used to make money easily from corporate banking, now they do not because the increase in commercial banks has reduced the number of corporate clients. Juma said while corporate clients used turn to banks for services, the tables have turned and the hunter has become the hunted.
Two years down the line, FNBB, a bank owned by South Africa’s First Rand Limited, brought Rand Merchant Bank (RMB) to Botswana as a strategy to have its specialist corporate banking unit regionally. This was also to implore its expertise in Botswana.
This meant that RMBB was now eating into clients previously held by Standard Chartered, Barclays, Stanbic and BancABC, raising competition higher.
Stanbic is boss in corporate banking
For ages now Stanbic Bank, a unit of Africa’s largest bank by assets, Standard Bank, has been at the forefront of corporate banking in Botswana. Headed by Managing Director Leina Gabaraane, Stanbic has been the only bank in Botswana focused on corporate banking, although it had personal and business banking. The bank’s performance had been supported by corporate banking and it still is.
While Stanbic has like other banks suffered loss of business because of the depressing economic environment and low interest rates, its corporate banking wing continues to lead not only in its internal performance but also in comparison with other commercial banks in Botswana. The bank’s financial results for the year ended December 31, 2015 shows that total revenue stood at around P700 million, but 54 percent of the amount was from corporate and investment banking. The corporate segment continued to drive the company’s profitability at P193.7 million, while personal and business banking made a P62-million loss.
Juma said that corporate banking was the “blood of Stanbic”. He said over the years the bank had mastered the art of luring corporates to their side more than any other bank, but with increased competition and a change in the economic landscape, Stanbic’s position as a leader in corporate banking may not be as secure as it used to be.
By profitability, revenue as well as rate of impairments, Stanbic is better than Barclays, RMBB, Standard Chartered and BancABC, the country’s largest commercial banks. However, there is a new and interesting development – Barclays Bank is gaining pace.
The rise of Barclays Bank
A peek into the latest 2015/16 financial results by the major banks depicts a tight competition in corporate banking.
However, it is fair to note that Barclays Bank seems to have been the second best performer among the big five banks, and ultimately the best listed on the Botswana Stock Exchange (BSE) in corporate banking this time around looking at its revenue, profitability and the level of impairments. Under the stewardship of Reinette van der Merwe, Barclays seems to be going more corporate and is becoming more vigorous in that regard. For the year ended December 31, corporate banking drove Barclays performance. The numbers show that the bank made a post-tax profit of P260 million in total, but 65 percent of total profit (P169 million) came from corporate banking. Corporate banking profitability grew significantly from P106 million seen during the 2014 period.
Barclays Bank is also busy trying to recruit more high-value clients.
Barclays’ corporate banking segment was, however, lower than that of Stanbic Bank which recorded P193 million as after tax profit for the corporate banking segment.
This is despite that retail banking accounted for 73 percent of Barclays’ (P1.3 billion total revenue) in 2015. Being as risky as it is, retail banking had P236.3 million as impairments, while corporate banking had only P7.8 million in that regard.
Head of Corporate and Investment Banking Kgotso Bannalotlhe said his strategy was to “help companies that drive Botswana’s economy”. More specifically, these are pan-African blue-chip companies which are very profitable and have vigorous expansion plans. “We are well placed to support these companies with finance,” he added, noting that these companies have little chances of defaulting on their loans because with so much financial muscle, they could cushion themselves from economic headwinds.
Barclays Bank is also busy trying to recruit more high-value clients, which could boost their corporate loan book. Barclays was the only financial house which offered services to Botswana Telecommunications Corporation Limited (BTCL) during its just ended Initial Public Offering (IPO) which obviously pumped millions into its corporate banking proceeds. This could also explain the sharp increase in Barclays’ corporate banking performance. Lately, the institution also signed a P1-billion facility to BCL Mine, which has been in financial deficiency for some time now. If BCL services the facility efficiently, which could be the case considering that the mine has a government guarantee, then Barclays will make a killing.
The shrinking Standard Chartered
As the first bank to open shop in Botswana, Stanchart had become a master in corporate financing. This is a bank that has an image of being the best diamond financier because it had internationally cut its teeth in financing diamond. Locally, Stanchart did the same, striking good deals with major institutions such as Debswana, Okavango Diamond Company (ODC) and others. This bank, headed by chief executive Moatlhodi Lekaukau, had also established a good relationship with public institutions/parastatals such as Botswana Meat Commission (BMC) which assisted then in ballooning its performance.
Challenges emerged as parastatals started to underperform because of economic challenges while some were simply mismanaged. Commodity prices fell, killing performances of mining companies while diamond sales declined because of slowing demand in China and the Western economies, impacting on Standard Chartered’s corporate clients.
The bank made P282 million revenue in the corporate banking segment out of P880 million in total.
As it stands, the bank incurred a large impairment of P70 million which Chief Finance Officer Mpho Masupe says was caused by a default by one major client which is undergoing challenges because of the economy. “We have engaged that client and we believe the defaults will be sorted in the shortest time,” he said.
The bank made P282 million revenue in the corporate banking segment out of P880 million in total.
Masupe said the challenges were mainly from the economic environment, but noted that his bank remained very strong in corporate banking. “Our clients are diversified across all sectors of the economy and we shall continue ensuring we are not exposed to either public or private sector,” he said, when The Business Weekly & Review wanted to know why the bank seemed to be more focused on government owned institutions. Further,
Masupe said that they were also chasing blue-chip institutions which are expanding. “All the banks are chasing those clients, it is just a matter of time who beats the other to a target client,” he said.
RMB: The smart new kid on the block
Being a unit of the gigantic FNBB, RMBB only specialises in corporate banking. It is a regional player, which is well capitalised at group level as well as possessing enough superior expertise to entice any corporate entity into its armpit. RMBB is only two years in Botswana, but already the corporate bank is chewing part of the corporate bank market share, cutting right into that of the already existing banks.
FNBB’s six months results ending December 31, 2015, show that RMBB, their corporate banking unit’s revenue stands at P163 million, but during the 2014 full year the corporate banking unit had made P277 million as revenue. Using the latest available full year results, it is right to argue that the revenue was lower than that of Stanchart by a margin, putting a checkmate mode on the latter. RMBB has its eyes on the capital market.
Eleste Fauconnier, Africa Analyst for RMB said as a group, RMB the bank has been involved in over 55 deals in sub-Saharan Africa (SSA) and has been the lead advisor and book runner on almost all of those landmark deals, including five of the largest seven Initial Public Offerings (IPOs) in SSA since 2010.
Fauconnier said that RMB had a long and successful track record in advising Botswana companies on raising equity capital, having advised most recently leading local tourism outfit Wilderness Safaris on a concurrent Johannesburg Stock Exchange (JSE)/Botswana Stock Exchange (BSE) listing, and Choppies on its JSE secondary listing.
Given time, RMBB is likely to advance its market share ahead of other banks and will possibly become one of the leading corporate bankers here.
Bancabc eyes growth
Owned by the English investment firm, Atlas Mara, BancABC believes that as a smaller institution, opportunities are still in abundance.
Managing Director Jitto Kuruian said that, with their P522 million income for the year ending December 31, 2015, a total of 35 percent of the revenue comes from corporate and investment banking. He said the Atlas Mara group’s idea was to have corporate banking and retail contribute equally to the group performance. In his views, as a new entrant in the market, the bank has an opportunity to introduce new products that could lure new customers under its fold.
Further, given Atlas Mara’s strong financial position and international banking expertise, Kurian believes BancABC has an advantage of being in the forefront going forward.
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