TheCentreforMicroFinanceAcomprehensiveapproachofMicrofinanceKarachiNovember1st,20061AgendaMicrofinanceinIndia:anoverviewTheCentreforMicroFinanceResearchUnitMFIStrategyUnit2Microfinance:whoarethetargetedclients?PoorandvulnerablehouseholdseconomicallyattheBottomofthePyramidLow IncomeMiddle ClassHNIUltra poorHowcanmicrofinanceimprovetheirlives?3Microfinance:whatisit?whereasobjectivesareOftenperceivedasSuiteoffinancialservicesThrift/savingsCreditInsuranceandInvestmentsTransferPaymentsandRemittancesGroupandindividuallendingSustainableactivityMicro-creditGrouplendingSocial/charitableactivity4Thechallengeahead:demandvs.supplygaptobridgeSupplyDemand60%ofMFservicesinSouthSeveralun-servedareas20KFTEstohire(TBD)Financial training for top mngtTraining for middle mngt & fieldstaffIncentive schemesIFMRcenters(CAFS,insurance)ICICItrainingsHBS,Duke,IIMCoordinateexistingprovidersMicroSave,CareIndia,Basixschooloflivelihood,EDASetupnewfacilities(ifrequired)Cocoon?231MIS:partnershipwithFINO3TodevelopacommonendtoenddeliveryplatformsharedacrossIndianMFIsCreatedassectoralresourcetoserve700McustomersObjectiveToaccessreliabledataonMFIsoperationsperformanceEasierportfolioratingthroughcreationofhistoricaldataBenefits for MFIsBenefits for investorsToreduceinitialCAPEXrequiredperMFIToimproveproductdepthandcapabilityToimprovebusinessmanagementandreducetransactioncostsdatareliabilityandtimeliness(product,clients)TobetterserviceliabilitiesandinvestmentsToallowsingle-windowmonitoringofcustomerrelationshipsCurrent statusCurrentlysizedfor12-50McustomersProofofconceptscompleted,finalcontractnegotiations(IBM/iflex)Entireinfrastructure,hosting,operationsoutsourcedFirstphaselaunchwith5partnersbyMay200633Marketlinkagecreation:approachCorporatesMFILocalpresenceinidentifiedregion?Willingness/CapacityofMFItoProvidecustomizedfinancialproducts?Identifyentrepreneurs(ifnecessary)?Provide/coordinatetechnicaltrainingatthefieldlevel?Volumegenerated(absorbed)?Quality?Costofproduction?Capacitytocontract&paybackloan?Existingcapabilities/trainingneed?Producttobesourced(retailed)?Region?Volume?Price?Quality?Requiredinvestments(capitalorcapabilities)fortieup?Expectedreturn(invalue)?Timeframeofreturn?Riskundertakenbycompany(quality)?Previouspilotalreadyundertaken?CustomersDemandSupplyICICICommercialteamsICICISectoralteamSectoralexperts/NGOsMarketdynamics434Marketlinkageexample:cattlefeeddistributionthroughGodrejAgrovet-Spandana(1/2)4ObjectiveToincreasefarmersrevenuesfrommilkproductionthroughimprovedyieldandqualityofmilkproducedbycattlefeedutilizationToreducetheriskonSpandanasloansthatgotowardbuffalopurchaseExpectedImpactExpectednetrevenueincreaseinGuntur300-600Rs/month/householdwithasinglebuffalofedwithcattlefeedupto2400Rs/month,ie.by34%*,oncehouseholdsscaleupto4buffaloafterdemonstrationeffectononebuffaloMarketingthefeedproducttotraditional/lowincomefarmersandeducatingthemtoutilizationofsuchproductDesigningacreditproductthatcaterstotheclientsneedsChallenges*: average monthly household income of 60 families surveyed was 7000RsDairyactivityisalowrevenueactivityforfarmersinspiteofagrowingmilkdemandandthereforeremainsamarginalsourceincomeMilkyieldsfrombuffaloesislowbecausethesearenotfedgoodqualityfeedFarmersperceivedairyingasasubsidiaryactivitybecauseitonlyoffersmarginalincome:theyhavenoincentivetoownmorethat1or2buffaloesFarmershoweverwillingtoinvestindairy(cattlefeed,highqualitybreeds,artificialinsemination)oftenlackthefundstodosoGodrejAgrovet,aconcentratecattlefeedproducer,isnotpresenceintheareaswhereSpandana(MFIwith700,000clients)operates.InitialSituation35Marketlinkageexample:cattlefeeddistributionthroughGodrejAgrovet-Spandana(2/2)GodrejAgrovetSpandanaProvidecreditat0%int.rateforthepurchaseoffeedDeliverstheproducttoweeklycentermeetingHasassigned1projectleaderDoesnotmakeanyprofitoutofthisinitiativeIncreaseyieldsandfat%Increaseincomeby10-20Rs/dayAreoffereddoorstepdeliveryAreabletopurchasethefeedoncreditat0%Deliversconcentratefeedin50kgbagstocentrallocationsfromwhereSpandanareceivestheproductRegion:GunturPrice:325Rs/50KgHasassigned2officerstocoordinateprojectCustomersDemandSupply436GodrejAgrovet-Spandana:productivityimprovementInitialsituationDealerGodrejDistributorFarmerDealerDairyAfterSpandana-GodrejpartnershipTobepilotedSpandanaFarmerGodrejSpandanaChillerEntrp.DairyMilkCattle feedCattle feedPilotedLoanSalesSalesLoan437HandicraftFisheries/SeaweedTreesplantationFoodprocessingVegetables/MintcroppingMarketlinkagecreation:otherprojects441ThankyouForanyquestionannieifmr.ac.inorsdjariifmr.ac.in42Information AsymmetryNocollateralNocredithistoryDifficulttoevaluateenterprisespotentialsuccessHigh Costs of Intermediation LowvaluetransactionsGeographicalisolationHighsupervisioncosts(nofinancialliteracy)Informalactivities:needflexibleaccessIlliteracy:traditionalservicesinappropriateHighcashhandlingcostsConstraintstoscalingaccessforthepoorProvision of microfinance is constrained byRegulatoryIssuesStaff IncentivesnotalignedtomaximiseaccesstofinancialservicesforpoorHigh transaction costsPoorTechnology43Howtoreleasetheseconstraints?ToimproveimpactofmicrofinanceonthepoorToincreaseaccesstotherelevantsuiteoffinancialservices44CMF:Whoarewe?Permanent staff:23Researchassociatesand8MSUAssociatesfromKennedySchool,Yale,IFMR,XIMB,IRMAShort-term Interns:MastersandPhdstudentsfromKennedySchool,Harvard,Yale,MIT,DSEetc.Research Committeetogiveadviceonsubmittedproposals:JonathanMorduch(NYU),AbhijitBanerjee(MIT),Byomkesh(SKS),Mr.Thiagarajan(MCFI),Chandrasekar(IFMR),BinduAnanth(CMFRfounder)45CMFsObjectivesResearchInfluencepracticeAdvocacyStrategybuildingTraining46