Covers the main retail loans: Auto Loans, Home Loans, Credit Cards, etc. Excellent for those seeking a career in retail lending – sales or credit.
|Asset Products - Generic Concepts||Asset Products Classification: Classification of asset products based on parameters such as security, interest rates etc.Types of Borrowers: Salaried, HUF, Business Borrowers, Trusts & Societies.|
Key Terms: IRR, APR, EMI, Guarantor, Co-Borrower, etc.
|Loan Life Cycle||Stages in the Loan Life Cycle: Discussion on various stages in lo -->an life cycle, from 'Loan Origination' till 'Collections & Recovery' of loans.Roles at Various Stages: Roles related to 'Sales', 'Credit', etc., that fit in various stages of a loan life cycle.Four Cs of Credit Appraisal: The key factors in Credit AppraisalCredit Reports and Credit Scoring Understanding credit reports and credit scoring to assess the credit repayment behaviour of a customer.Documentation The types of documents required by a lender, for loan approval.Loan closing & Disbursal: You will learn about the procedures that are followed while closing and disbursing a loan.Servicing: Various customer servicing processes like EMI collections, statements, etc.|
Collections & Recovery: The procedures that are followed when a customer delays repayment of the loan.
|Personal Loans (PL)||Overview: An overview on personal loans, its features and benefits.Product Types & Variants: The types of personal loans, for different customer profiles.Eligibility & Documentation: The eligibility requirements to grant a loan, as well as the documentation needed.Credit Evaluation Process: The general credit policy, for approval of PLs.|
PL Terminology: Discussion on key terminologies related to personal loans such as CPV, TVR etc.
|Auto Loans||Introduction: An overview of auto loans, its features and benefits.Product types and variants of auto loans: Discussion on various types of auto loans available.Eligibility & Documentation: The eligibility requirements to grant a loan, as well as the documentation needed.|
Car Segmentation: Segmentation of cars on various parameters such as price, vehicle type etc., to estimate the amount of loan that can be disbursed.
|Credit Cards||Introduction: An overview of the credit card product.Players in the Credit Card Payment System: The parties involved - such as 'Cardholder', 'Acquiring Bank' etc.Process Flow of a Credit Card Transaction: The process from the purchase, till the transaction is posted into cardholder's account; including who earns/pays what.Loan Features of Credit Card: How the credit card is administered as a loan product.Business Model of an Issuer: The incomes and expense components for a credit card issuer. For example, Interest bearing receivables, Rollover rate, Interchange income, Acquisition cost, etc.Critical Factors for Growth of Cards, and Credit Card Benefits: What makes the business grow; the product benefits to the customer.Product variants: Consumer Cards: Discussion on general features of consumer cards such as 'Premium Cards', 'Secured cards' etc.Product variants: Commercial Cards: Discussion on general features of different types of commercial cards such as 'Fleet Cards', 'Pay Direct Cards' etc.|
Business Processes of Credit Card: The business process related to a credit card, such as Product Management, Sales, Sales Operations, etc.
|Home Loans||Introduction: An overview about home loans, its features and various players.Business Model: The business model of home loans and various elements constituting it.Key Terms: Key terminologies such as Loan amortization, Loan To Value ratio, Debt Burden Ratio (DBR)/FOIR, etc.Home Loan Products: Classification of home loan products based on repayment methods, interest rates and purpose/borrower's need.Other home loan products: Discussion on other home loan products, like 'Refinanced Mortgages', 'Reverse Mortgages', etc.Eligibility & Documentation: The eligibility requirements to grant a loan, as well as the documentation needed.|
Associated Products: The products sold with home loans, such as 'Default/Repayment Insurance' and 'Content Insurance' etc.
|Other Loans||Education Loans: Discussion on courses eligible for education loan, expenses, requirement of collateral and methods of repayment.|
Loans Against Securities (LAS): An overview of LAS, its working, and the key features related to it.
|Sales in Retail Assets||Introduction: An overview on sales in retail assets and how it is different from sales of non financial products.|
Five Commandments in Retail Asset Sales: What every sales person needs to understand!
|Credit Documentation and Collections||Credit Documentation: Understanding the documents needed for credit evaluation, ISA requirements and classification of documents ensuring ISA requirements.|
Collections: An overview of the collections process, reasons for default. Different stages, or buckets of delinquency, and how accounts move between buckets.
|Organisational Structure and CIBIL||Indicative organisational structure of collections divisionNew techniques and innovations: A discussion on new techniques adopted by banks to reduce the delinquencies, as well as risk arising due to delinquencies.|
CIBIL: A discussion on CIBIL, its scoring process and how to understand a CIBIL report.
Case Study on Credit Card Documentation and Collections: Two case studies - one, on better management of an agency, and another, on better management of a customer.
He has earlier worked with India Infoline and Standard Chartered Bank. His experience includes both sales and collections for retail loans.