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 Company: Türk Ekonomi Bankasi, Istanbul, Türkiye
Company Description: Türk Ekonomi Bankasi(TEB),a reputable and prestigious institution in the Turkish banking sector, was established in 1927.TEB Mali Yatirimlar A.S., which owns 84.25% of TEB that went public in February 2000, signed a partnership deal on 10 February 2005 with BNP Paribas.BNPP is one of the six strongest banks in the world according to Standard&Poor's and the largest bank in the eurozone by deposits.
Nomination Category: New Product Awards & Product Management Categories
Nomination Sub Category: Best New Product or Service of the Year - Services
Nomination Title: TEB SME CONSULTANTS
Tell the story about this nominated service (up to 500 words). Describe its functions, features, benefits, and sales results to date. You may include here hyperlinks to product photographs and data sheets. IMPORTANT: Begin each link with http://, and enclose each link in square brackets; for example, [http://www.youraddress.com]:
SMEs in Turkey think, as a result of lack of vision, that the only problem they
have is the financial problems and low-cost funds to be provided in this respect
will solve all problems pertaining thereto. It appears that the primary
requirements are the problems such as managerial, guidance and support service
requirements, effective management of marketing and sales systems and so on. It
is understood that extensive management consultancy support will be the solution
of these problems. Hereby, we have decided to train SME Relationship Manager at
the branches (RMs) to be able to cope with this basic requirement of SMEs,
create long-term relationship with them and become their consultant banks in
this context.
“TEB SME Experts/Consultants” is a unique service where SMEs are offered, free
of charge consultancy services about their daily business. This is not an
outsourced activity but is an in-house solution within TEB where SME (RMs) who
are responsible to serve the SME customers at the branches are trained to become
Experts. With this program they can analyze the customers not only from the
perspective of a banker but they offer a 360° perspective and pinpoint every
important issue –ranging from business strategy and organizational structure to
production, foreign and domestic sales , marketing and HR etc.- related with
the business. The mission of this service is to provide tangible results for
SMEs, aiming to make them competitive both at domestic and global markets.
SME Experts/Consultants who work at the branches are expected to perform their
routine daily banking business as RMs but behave as trained Consultant who can
make scientific suggestions to their customers about their business.
TEB SME Expert /Consultants are specialized in four different areas:
1. Foreign Sales and Marketing Expertise
2. Domestic Marketing and Sales Expertise
3. Production Management Expertise
4. Finance Management Expertise
SME Experts/Consultants are entitled to prepare a “Company Analysis Report”
which gives every details about the company by the analysis of distinguished
questions as business strategy&goals, production process analysis, HR
management, etc.. The report of 60-100 pages that may be changed according to
the vital function and contain due diligence and proposals for the solution of
problems will be prepared within a period of 1 month. With this report SME
consultans are capable of understanding the very nature of SMEs; they can
pinpoint their problems, offer basic solutions and examine the business as a
whole with its all functions. 70 Experts / Consultans have conducted
consultancy services to about 150 SMEs.
TEB SME Experts/Consultants project is the first and sole application in the
Turkish banking sector where RMS and SME benefit both at the same time. While
the bank officers generally look at the firms in “commercial” respect and assess
them from the point of view of financial figures ; our RMs may have different
knowledges as a result of their special training taken in this respect and then,
become eligible to bring comments and proposals with relation to all vital
functions of the firm.
List hyperlinks to any online news stories, press releases, product reviews, or other documents that support the claims made in the section above. IMPORTANT: Begin each link with http://, and enclose each link in square brackets; for example, [http://www.youraddress.com]:
According to Media Monitoring and Media Analysis Services, TEB SME
Experts/Consultants has access to 9 million 683 thousand persons with national
and local print media stxcm 5581 (column-inches) news.
http://www.tebkobitv.com/news/Hurriyet-IK-01022009.jpg
http://www.tebkobitv.com/news/Hurriyet-IK2-01022009.jpg
http://www.tebkobitv.com/news/Referans-19122009.jpg
Here is the URL of TV advertisement http://www.tebkobitv.com/screen.aspx?prg=3131
There are a few examples of success stories, created by our SME experts on this
matter, herein below:
Business Line of the Customer: Mineral – Industrial Oil and Anti-freeze
production
Contribution of the TEB SME Expert: Production processes were examined, it is
noticed that the boiler and pipes were out of the plant. It was emphasized that
there would occur loss of heat in cold weather conditions and insulation was
suggested to come over this problem. Then, the firm carried out an insulation
application there and brought down the production costs by 10 %.
Business Line of the Customer: Manufacture of agricultural machine
Contribution of the TEB SME Expert: The production processes of the costumer
which asked for an investment loan to by a new machinery were examined and it
was suggested by a report, prepared there under, to shift to an alternative
production system at the dye-house. The workflow accelerated by this application
and production was raised by 50 percent. There has been no loan requirement by
the company any longer. Due to this increase in production and profit there is
no longer any loan demand but the customer begin to work with us with longer
volumes of transaction then before.
Business Line of the Customer: BABY AND KIDS’ READY-WEAR PRODUCTS
Contribution of the TEB SME Expert: While the rates of wastage were examined
within the production processes, it was noticed that the firm used to
subcontract the embroidery works to be made out of the factory. The TEB SME
Expert made a proposal to the firm with relation to the cost saving that may
occur in this context and advised the firm to purchase an embroidery machine
instead of subcontracting the said embroidery works outside and employ 1 person
from the production at this machine on part-time basis. Upon this proposal, an
embroidery machine was purchased and a saving of 35 Piaster is achieved per
piece. The added value at the firm, of which annual production referred to an
approximate number of 1 million pieces, has been TRL 350.000 per annum.
Various examples from consultancy works creating customer satisfaction and
loyalty take place herein below.
Business Line of the Customer: Production and Sales of Packaging Material
Contribution of the TEB SME PRODUCTION MANAGEMENT EXPERT: The SME Expert, who
checked the production processes, determined that the rate of wastage was
significantly high in the manufacturing process due to the excess amount of
materials. He suggested that the use of this material as the raw material of
another product might decrease the rate of wastage. A product of this kind was
researched and at the end, the production of plastic floor covering was
initiated and then, sold to Cyprus. Although the Expert, who made this analysis,
is appointed from Istanbul to Izmir, the firm keeps calling up this TEB SME
Expert in every investment of it and gets his opinion about it.
Customer’s Field of Engagement: Egg Production
Contribution of the TEB SME FOREIGN SALES and MARKETING EXPERT: A detailed
foreign Trade analysis with relation to the global markets was prepared for the
firm that has engaged in the production of egg in Kayseri since 1975 and it was
advised to incline towards the export. With a report having indicated that it
would increase the profit that may arise from the Support and Price
Stabilization Fund (DIFIF) at the end of export in case it received an Inward
Processing Licenses (DIIB) and the profit margin of the same would be 33 percent
higher by the return of VAT in comparison with its domestic sales. Then, the
company which was afraid to make export was convinced that it could make a trial
and send one container of eggs to Iraq, finally it turned out to be an important
export item and it realized an export sale of US$ 600 thousands from that date
up to current period. The company is no longer afraid and happy to start
“export” activities as a result of our report.
Here is a comment of the owner of this egg producer:
“What makes this project special or original is that it was my first attempt to
realize export activities for my company. Export has always been a target which
I did not know when to realize and with this it was actualized. We no longer
make only domestic sales but now working internationally as well. Its
contribution to our profitability should also be mentioned. It helped us to
adapt ourselves to become a corporate company in the market. When the SME Expert
explained in his report and presentations that the State incentives existed for
my company and he gave all the relevant figures and documents we realized that
“export” was very profitable and had less procedures than we have thought. That
made us to take action immediately, There was no need to be afraid to make
exports as a result of this Consultancy service. I choose TEB due to its unique
services which differentiate itself from other banks. I choose TEB because it is
my Expert, my Financial Adviser, a driving power and an exclusive guide for me
and for my business. I feel privileged to have these services from my bank.”
Provide a brief (up to 100 words) biography about the leader(s) of the team that developed the nominated product or service:
Devrim Ziya Tavil was born in 1972, Turkey. He attended college at Middle East
Technical University, Department of International Relations. He started his work
life at Pamukbank as Auditor in 1996. After actively involving into many
projects both at branches and head offices, he promoted Deputy Head of Audit in
2001 and be in position for administrative functions for 3 years. Then in 2004
he appointed to Retail Banking Department as Vice President. In 2005 he started
to work with Turkish Economy Bank, a BNPP Joint Venture, as Commercial Banking
SME Division Manager. He is an active player of developing & applying SME
banking strategies; the result is many successful and prize taken projects under
his leadership.
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