Lending

Corporate Lending

Sberbank accounts for one third of the total loan portfolio of Russian banks, which marks the Bank out as a key investor in the Russian economy. The Bank extended over RUB 5.5 trillion in loans to corporate borrowers in 2011, up 28% on the previous year. Our corporate loan portfolio expanded 35.0% year-on-year to RUB 6.6 trillion. Territorial banks across the country account for more than half of our corporate loan portfolio.

We offer our corporate loan products in all of Russia’s regions. Our market share varies by region depending on economic factors. As of 31 December 2011, Sberbank accounted for 24.9% of the Moscow market and 47.6% of the market in the area served by Tsentralno- Chernozemny Bank*, which represented our minimum and maximum market shares respectively in the corporate lending segment. As of 31 December 2010, the smallest and largest market shares were recorded respectively in Moscow (22.8%) and in the area served by Zapadno-Uralsky Bank* (55.4%).

* Tsentralno-Chernozemny Bank operates in the Belgorod Region, Voronezh Region, Kursk Region, Lipetsk Region, Orel Region and Tambov Region. This data includes the aggregate operations of Sberbank’s territorial banks and the Central Office in the territory.

The Bank works closely with large borrowers and small- and mediumsized businesses. Preference is given to borrowers with a good credit history that conduct a substantial part of their business through Sberbank.

% Portfolio share, %
Large corporate customers 58.1
Medium-sized businesses 21.4
Small business customers 10.3
Government bodies 4.2
Total 100.0

To better serve our large- and medium-sized corporate customers, the Bank set up a system of client managers, improved its product and service offerings and introduced a renewed range of overdrafts, revolving credits, trade and export finance and cash and settlement services.

Small business lending is one of the Bank’s priorities. The cumulative volume of small business loans extended in 2011 was more than RUB 650 billion, while the number of customers rose above 100,000. For details, please see the Contributing to the Economic Development of the Country section of this report.

CRM Corporate, our automated customer relationship management system, has been designed to promote mutually beneficial relationships with corporate customers. Significant emphasis is placed on developing the system. This high-tech system currently operates a lending process for large- and medium-sized businesses, while in the future its functions will be expanded to cover small and micro loans and distressed assets. The CRM Corporate project has been recognised internationally, winning bronze prize for Project Excellence in Big-Sized Projects at the 2011 IPMA Awards International Congress. Sberbank was the only bank that made it to the finals of this prestigious international award. The project also won the Banking Technology Award in the Best Use of IT in Wholesale/Transaction Banking category.

* Zapadno-Uralsky Bank operates in the Perm Territory, Komi Republic and Republic of Udmurtia. This data includes the aggregate operations of Sberbank’s regional banks and the Central Office in the territory.

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