NAB launches overhauled broker offering

From Australian Broker.

One of Australia’s biggest banks has revealed an overhaul in it broker offering that places a strong emphasis on customer service and reducing channel conflict.

Piggy-Business

NAB today officially launched its updated broker offering, which now means NAB borrowers introduced through the broker channel will have the same access to NAB services and products as any other customer.

Through the NAB broker platform, brokers now have access to four more home loans; NAB Choice Package, NAB FlexiPlus Mortgage, NAB Tailored Home Loan and NAB Base Variable Rate Home Loan, as well as 10-year interest only periods for investment loans.

Upfront and trail commission is offered on the expanded suite of home loan products, while brokers also have access to a wider range of credit card offerings.

Steve Kane, NAB broker offering general manager, said today’s launch is a significant step for the bank and signifies the final step in an ongoing process to strengthen the connection between it and the broker network.

“We had the Homeside brand that didn’t really resonate and put a hurdle in front of brokers when they were talking to their customers. We made a decision to move to NAB Broker and remove the Homeside brand, but the operation stayed the same,” Kane told Australian Broker.

“This is the final stage of that journey, which is really about using the full power of the NAB brand, all the process and services of NAB and all the channels of NAB to support brokers. This is really as much a statement about launching NAB back into the broker market,” he said.

As well as allowing broker clients access to a wider range of products, Kane said the new NAB Broker offering will have a strong emphasis on customer service, which will hopefully lead to a stronger broker–client relationship.

“The position that brokers are now taking is… more and more a long term relationship, rather than transactional one,” Kane told Australian Broker.

“A significant number of brokers are now looking at the whole lifecycle of the customer and part of this rebrand is talking about the broker as a trusted adviser and we’re talking about broking for life.

“We need to be able to offer a holistic range of products and services to support the brokers in doing that, rather than just a mortgage.”

Kane said a new initiative, where select NAB Branches will have staff dedicated solely to broker introduced customers, will hopefully achieve that goal as well as helping to reduce channel conflict.

Under the initiative, brokers can refer their clients to a NAB branch, where dedicated broker channel staff will ensure their accounts and other facilities are set up properly. Those staff are not on a sales incentive program meaning brokers don’t have to fear losing the client.

“The broker is in charge of the products they want to sell the customer. We’re not trying to say we’ll take it all over. What we’ll be doing is ensuring all their accounts and facilities are set up correctly,” Kane told Australian Broker.

“It’s not about competition between channels; it’s targeted at customer service. But it’s not targeted at customer service to the detriment of the broker channel.

“We will always respect the primacy of the broker-client relationship. If a customer came in and said I want a transaction account, we might set them up for that, but on their file brokers can indicate they have a financial planning business or whatever else we won’t do anything that conflicts with that.”

The Property Imperative 7th Edition Is Available

The latest edition of our flagship report “The Property Imperative” is now available. The seventh edition updates the current state of the market by looking at the activities of different household groups using our recent primary research, blogs and other available data.

In this edition, we look at household debt servicing ratios, a critical indicator of potential mortgage stress in a low income growth environment. We focus on the impact of “The Bank of Mum and Dad” on first time buyers.

We also examine the latest dynamics in the property investment sector and discuss the future of commissions in financial services.

property-imperative-7-faceIn summary, the rate of mortgage loan growth is slowing, but the overall level of household debt continues to rise and investment loans are back in favour.

Request the free report [49 pages] using the form below. You should get confirmation your message was sent immediately and you will receive an email with the report attached after a short delay.

Note this will NOT automatically send you our ongoing research updates, for that register here.

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Custody industry growth slowing

The Australian custodial and administration sector grew by 1.4% in the first half of 2016, with total assets under custody (AUC) for Australian investors at $2.9 trillion, according to the latest industry statistics released by the Australian Custodial Services Association (ACSA).

JP Morgan emerged as the largest overall provider in the custody market followed by NAB, BNP Paribas, Citigroup and Northern Trust.

custodyThe ACSA statistics reveal that while the sector is witnessing overall positive growth, the drivers have changed, with custody of on-shore assets outpacing that for off-shore.

In particular, it found in the six months to 30 June 2016, total AUC for Australian investors grew to $2.95 trillion; representing circa 183% of the capitalised value of All Ordinaries and indicating the growing need for alternative asset allocation and foreign markets.

Of this amount, $2.05 trillion represents Australian assets; a 3.1% increase from last period. The remaining $903 billion in foreign assets represented a decrease of 2.4%; Despite the fall, off-shore investment still constitutes 30.6% of the total AUC for Australian investors. The level of Australian AUC for foreign clients (sub-custody) grew by 3.4% to $1.2 trillion.

Another Revenue Challenge

According to Moody’s the new Focus on US Banks’ Sales Practices Is Another Revenue Challenge.

Last Tuesday, Thomas Curry, head of the US Office of the Comptroller of the Currency (OCC), indicated during testimony before the US Senate Banking, Housing and Urban Affairs Committee that his agency will conduct a horizontal review of sales practices at the nation’s largest banks. Later, Consumer Financial Protection Bureau (CFPB) Director Richard Cordray added that his agency would be “doing a joint action” with the OCC.

We believe regulators will conduct a particularly thorough review of the industry’s sales practices in response to the media and political spotlights on Wells Fargo & Company’s (A2 stable) recently disclosed wrongdoings, the unauthorized opening of up to 2.1 million deposit or credit card accounts. For the banks, the additional regulatory focus is credit negative because it will increase scrutiny on deposit fees, which are a meaningful contributor to their revenue.

Deficient sales practices have only been highlighted at Wells Fargo and nowhere else. Nonetheless, in underscoring the need for a broader review, Mr. Curry highlighted the importance of incremental product sales and fees, noting that protracted low interest rates put the industry, not just Wells Fargo, “under enormous margin pressure.”

As shown in Exhibit 1, Federal Deposit Insurance Corporation (FDIC) data show that service charges on deposit accounts are significant for the industry, totaling nearly $34 billion in 2015, or 14% of total noninterest revenue. Large as this number is, it has fallen in absolute terms and as a percentage of non-interest income since the 2008-09 financial crisis, primarily because of heightened regulation. The additional exams announced last week will only reinforce existing scrutiny over specific revenue sources, such as overdraft fees.

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The misconduct at Wells Fargo has put all large banks in the regulators’  crosshairs. Exhibit 2 shows that for most large banks, deposit service charges are a meaningful contributor to overall revenue; that is, the combination of net-interest income and non-interest income. Specifically, for the first six months of 2016, 16 large banks reported a median contribution to total revenue of 6.7% from service charges on domestic deposit accounts, with one bank in the group, Regions Financial Corporation (Baa3 review for upgrade), earning 12% of its total revenue from this source.

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Although some senators at last week’s hearing highlighted their worry that inappropriate sales practices could be widespread, that determination has not yet been made. Regardless, we believe the revelations at Wells Fargo will cause banks to tread cautiously before rolling out more aggressive sales initiatives in the current environment. That alone will constrain their revenue growth

Jobs Or Working Hours In The Labour Market?

Interesting paper from the RBA, released today, “Jobs or Hours? Cyclical Labour Market Adjustment in Australia.” It looks at how the labour market has adjusted over the economic cycle, and concludes that in recent times reduced job working hours, rather than job cuts have been the order of the day. One reason why measuring underemployment is so vital.

They argue this is because of the more mild downturns, and labour hoarding.

We find that, while both employment and average hours worked tend to adjust over the cycle, the share of labour market adjustment due to changes in average hours worked has increased since the late 1990s. Indeed, the contribution of average hours to the cyclical variability in total hours worked has tripled, from 20 per cent over 1978–98 to 58 per cent over 1999–2016. Such a large increase in the importance of average hours adjustment was not observed in other developed economies.

jogbs-and-hoursSince the late 1990s, a larger share of cyclical labour market adjustment in Australia has come about via changes in average hours worked, as opposed to changes in employment. While empirical evidence is inconclusive (partly due to the difficulty in modelling average hours worked), our view is that the relatively short and shallow economic downturns in the 2000s have played a role in this. Had these downturns been more severe, like the recessions in the 1980s and 1990s, firms eventually may have needed to shed more workers than they did. In other words, it is likely that both employment and average hours tend to adjust in the early stages of a downturn, but relatively more adjustment occurs through employment as the downturn persists and becomes more severe. It is also possible that labour market reforms over recent decades have provided firms with more scope to reduce their use of labour by reducing working hours rather than by redundancies.

We also find that the main driver of the adjustment in average hours during the 2008–09 economic downturn was a reduction in hours worked for employees who remained in the same job (i.e. labour hoarding). Consistent with this, a longer-run historical analysis suggests that changes in the composition of employment have not been the main driver of the decline in average hours during downturns and recessions.

Another Strong Auction Result

From CoreLogic.

Confirming the APM result we reported on Saturday, the preliminary clearance rate remains above 70 per cent for the ninth consecutive week, edging close to 80 per cent.

It has been another strong week for auction activity, there were 2,445 auctions held across the combined capital cities with a preliminary auction clearance rate of 78.3 per cent this week.  Last week, the final auction clearance rate was recorded at 76.2 per cent with 2,149 residential properties taken to auction. At the same time last year, auction volumes were higher (2,835) with a clearance rate of 69.7 per cent. Over the first four weeks of Spring, auction clearance rates have consistently been recorded at a higher rate than over the corresponding weeks last year, while auction volumes remain around 20 per cent lower.

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First Time Buyers Ever More Reliant On “The Bank of Mum and Dad”

As we continue our look at the results from our household surveys, we turn to first time buyers. They are still active in the market, though struggling with high home prices and tighter lending criteria. Last month the number of owner occupied first time buyers fell.

One significant factor in the mix is the extent of help to purchase from parents or other family members – the proverbial “Bank of Mum and Dad”. More than half of first time buyers are now seeking such help, and the average value has lifted to more than $83,000. The trend since 2010 is pretty stark. Those without access to family money are at a significant disadvantage.

bank-mum-and-dad-sept-2016-smLooking in more detail at the type of help, direct assistance with a deposit now accounts for more than 40%, whilst around 20% of first time buyers receive some help to meet ongoing mortgage repayments. In contrast, the proportion of families offering a bank guarantee is falling, along with making general gifts. Others get help with general expenses, especially child care costs, or purchase transaction costs.

bank-mum-and-dad-sept-2016-2 This inter generational shift of wealth is enabled by the accumulated value gained by older households as they ride the property price boom. Some will refinance to draw capital out for their kids. Sometimes this is used to help these first time buyers to purchase an investment property.

From our surveys we also find that as many first time buyers are being driven by the expectation of future capital growth as finding a place to live. They are also aware of the tax advantages, and the relative costs of renting.

survey-sep-2016-ftb-driversNo surprise then the biggest barriers to purchase are high home prices (more than 50%) and finding a place to buy (24%).

survey-sep-2016-ftb-barriersMore than 23% say they are not sure where they will buy, though nationally a suburban house is still the first choice.

survey-sep-2016-ftb-buyHowever, in the eastern states, high prices lead to more households going for a unit, or to purchase an investment property.

survey-sep-2016-ftb-whereOur first time buyer tracker shows that a significant proportion of first time buyers are going direct to the investment sector. The ABS reported the number of OO first time buyers fell last month. In original terms, the number of first home buyer commitments as a percentage of total owner occupied housing finance commitments fell to 14.1% in July 2016 from 14.3% in June 2016. The number fell from 8,486 to 7,586, down more than 10%.  The average loan size was $335,600, 0.2% higher than last month.

home-lenidng-all-ftb-july-2016-absNext time we look at down traders.

Major bank lending changes to benefit SME borrowers

From Mortgage Professional Australia.

The relaxation of the lending policies at Westpac, CBA and St George are expected to jumpstart property purchases by small and medium-sized enterprise (SME) owners.

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All three banks lowered the requirement for SME borrowers to present two years’ worth of financial records as income verification, reducing this down to one year’s worth. Moreover, borrowers no longer need to present their tax returns.

Westpac and CBA also increased the lending capacity percentage for SME buyers to 90% (from the previous 80%) of the purchased property’s value.

Such initiatives are important because “in the past, banks have viewed the SME demographic as risky, despite many owners coming from strong corporate or trades backgrounds with a long successful working history in addition to strong equity in various investment classes,” said Joel Wyld of the Mortgage and Finance Association of Australia.

“Many SME owners have had to settle for low doc loans for a two year period which has deterred them from purchasing property.”

Banks can target service before sales to avoid a banking royal commission

From The Conversation.

The US$185 million fine levied on US bank Wells Fargo for unauthorised accounts opened by employees seeking bonuses appears to have become a tipping point for industry action in Australia.

Reacting to sales targets and bonus incentives, Wells Fargo employees artificially inflated their sales by secretly opening accounts. They then transferred funds using these accounts, triggering overdraft fees and other charges. Staff also falsely opened credit card and debit card accounts, causing credit card holders to incur annual fees. Debit cards were issued with PINs, again without the customer’s knowledge. More than two million such fake accounts were created.

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This week Westpac chief Brian Hartzer said the bank would remove all product-related incentives across its 2,000 branch tellers and instead base their incentives on customer feedback about service quality.

The move comes after a long history of sales-driven banking cultures. Wells Fargo confirmed it had fired over 5,300 employees for such behaviour, between January 2011 and March 2016.

Employees of Wells Fargo had been vocal about the high-pressure culture that existed in the bank in an LA Times article in 2013. They spoke of being regularly humiliated by managers in front of their colleagues and threatened with the sack for failing to meet targets. Some begged family members to sign up and open unneeded accounts. The root cause of this pressure on Wells Fargo employees was the bank’s corporate culture, and a cross-selling target of at least eight financial products per customer.

US regulators say the record fine levied on Wells Fargo should “Serve notice to the entire industry that such initiatives need to be carefully monitored as a basic element in any company’s compliance program, to make sure that incentives for employees are aligned with the welfare of customers”.

Such misdemeanour’s by financial services providers are not unusual. Earlier in 2016 Santander Bank was fined US$10 million for allegedly enrolling customers in overdraft protection services that they had never authorised.

Regulators in Australia have also become concerned that sales incentives are harming the financial industry’s integrity. The Australian Bankers Association is conducting a review of “product sales commissions and product based payments that could lead to poor customer outcomes”.

In its submission to the review, the Finance Sector Union of Australia (FSU) has focused on these poor customer outcomes. It puts much of the blame on the “conflicted remuneration” that causes “the systematic application of remuneration and work systems that drive employees to sell and/or push products and services” to bank customers.

The FSU submission is based on a survey of 1,298 bank employees undertaken in August 2016. Based on feedback from members, it says bank staff employment is often dependent on “their ability to gain referrals, sell the product of the week or reach a volume based target”. The FSU concludes that “existing remuneration systems are having a detrimental effect on the lives of bank employees” and that the Australian banking industry’s remuneration systems is “causing the industry harm”.

This week Reserve Bank Governor Philip Lowe also weighed in, saying remuneration structures within financial institutions should promote behaviour that benefits not just an institution, but its client.

Australian banks are some of the most profitable in the world and are in a strong position to lead by example in gaining and then sustaining the trust of their customers. Cross selling of products and services can be achieved by a rigorous focus on customer service that produces not just customer satisfaction, but customer delight.

Achieving this means confronting the dilemmas created by “conflicted remuneration,” whereby bank executive rewards are directly related to sales and subsequent profitability. If sales targets continue to lead to customer harm, banks will lose the vital ingredient of trust that banking relies on. And those calling for a banking royal commission will be granted their wish.

Author: Steve Worthington, Adjunct Professor, Swinburne University of Technolog

Time To Turn Up The Cyber-security Wick

Given the massive shift to the digital world, cyber-security is something which should be front of the minds of financial institutions. But awareness needs to penetrate throughout these institutions, as well as on to their customers, and up to the executive suite. This is not just something for the IT security “experts”. It is about awareness and cultural change.

As the recent Government Cyber Strategy highlighted Australians have quickly embraced economic opportunities in cyberspace.

In 2014 alone, the Internet based economy contributed $79 billion to the Australian economy (or 5.1 per cent of GDP). This amount could grow to $139 billion annually (7.3 per cent of GDP) by 2020 as more devices, services and people are connected online.

connected-2015Figures vary, but cybercrime is estimated to cost Australians over $1 billion each year. Worldwide, losses from cyber security attacks are estimated to cost economies around one per cent of GDP per year. On this basis, the real impact of cybercrime to Australia could be around $17 billion annually. These costs are expected to rise. Government, telecommunications, resources, energy, defence, banking and finance sectors are likely to remain key targets for cyber criminals and malicious state actors alike.

It is estimated that by 2020 there will be at least 50 billion devices connected to the Internet globally. This explosion of connectivity will accelerate innovation in products and services, providing new business opportunities and new jobs.

However, the more connected ‘things’ are, the more targets there are for malicious actors. Part of the problem is that online security has not been considered in the design of many of the devices connected to the Internet. This has made it easier for malicious actors to disrupt and damage networks.

As an example of how vulnerable Internet connected devices can be, in 2015 the popular technology website Wired.com reported that security researchers had hacked into the electronics of a US car through its online entertainment system, changing its speed and braking capability before shutting the car engine down remotely. This demonstration led to the manufacturer having to provide software updates for 1.4 million US cars and trucks fitted with the same entertainment system.

Increased connectivity is also changing the relationship between consumers and businesses; it is fragmenting supply chains and business models. In turn, this will affect how people live and work, and how industries and economies perform.

Australia is the third most targeted country for banking botnets.

The need to get serious was reinforced when recently The New York State Department of Financial Services announced that a new first-in-the-nation regulation has been proposed to protect New York State from the ever-growing threat of cyber-attacks. This could become a template for other jurisdictions. It imposes significant mandatory obligations on financial sector firms.

The regulation requires banks, insurance companies, and other financial services institutions regulated by the State Department of Financial Services to establish and maintain a cyber-security program designed to protect consumers and ensure the safety and soundness of New York State’s financial services industry.

The proposed regulation is subject to a 45-day notice and public comment period following the September 28, 2016 publication in the New York State register before its final issuance. It requires regulated financial institutions to establish a cyber-security program; adopt a written cyber-security policy; designate a Chief Information Security Officer responsible for implementing, overseeing and enforcing its new program and policy; and have policies and procedures designed to ensure the security of information systems and nonpublic information accessible to, or held by, third-parties, along with a variety of other requirements to protect the confidentiality, integrity and availability of information systems.

The proposed regulation by the Department of Financial Services includes certain regulatory minimum standards while maintaining flexibility so that the final rule does not limit industry innovation and instead encourages firms to keep pace with technological advances.
New York State Department of Financial Services Superintendent Maria T. Vullo said, “Consumers must be confident that their sensitive nonpublic information is being protected and handled appropriately by the financial institutions that they are doing business with. DFS designed this groundbreaking proposed regulation on current principles and has built in the flexibility necessary to ensure that institutions can efficiently adapt to continued innovations and work to reduce vulnerabilities in their existing cybersecurity programs. Regulated entities will be held accountable and must annually certify compliance with this regulation by assessing their specific risk profiles and designing programs that vigorously address those risks.”

The recent Security Innovation Network’s SINET 61 conference in Sydney highlighted the risks to banks and underscored that this was more a cultural issue, not a technical one. Banking staff need to be sensitised to potential risks around “phishing” emails. Some are being tested with cyber security “cyber security fire drills”. Many speakers suggested that the issue was just not being taken seriously enough.

This despite the 2015 CYBER SECURITY SURVEY:MAJOR AUSTRALIAN BUSINESSES” published by Australian Cyber Security Centre (CSC) with CERT (one of their partner agencies). Industry data was collected from major Australian businesses that partner with CERT Australia, and that underpin the social and economic welfare of Australia and deliver essential services including banking and finance, defence industry providers, communications, energy, resources,transport and water. This component of the survey was hosted online through an online survey platform. Most of the respondents (67%) were from large organisations (200+ employees), 23% were from medium size organisations (21-199 employees) and 10% were from small organisations (less than 20 employees).

The results highlight that cyber security incidents are still common and recurrent for Australian businesses. Half of the respondents reported experiencing at least one cyber incident that compromised the confidentiality, integrity or availability of a network’s data or systems in the last year.

They say that IT security awareness and practices of general staff appear to have improved since 2013. However, many cyber threats now feature well-crafted socially-engineered emails that make it difficult for the user to determine legitimacy, regardless of training. The rise of these threats could be behind the shift in investment moving away from awareness training toward more technical controls in an effort to prevent the user from having to make a judgement call.

The findings also demonstrate that industry organisations are yet to be convinced of the benefits of reporting incidents. Many industry organisations chose not to report incidents as there was no perceived benefit to them.

77% of respondents have cyber security incident response plans in place with 37% of these regularly reviewing it. Industry organisations were asked what other types of IT security policies, plans or procedures they were using.Basic security policies, plans and procedures are being applied by the majority of organisations. For example, 93% have an information security policy, 89% have business continuity/disaster recovery plans, 87% undertake network monitoring and 78% have a backup or archiving policy. While the majority of organisations are using some security policies there are areas for improvement. For example, less than half of respondents have a system security plan in place (44%), and only 51% of organisations have a removable media policy.

Ransonware and malware were the most frequent incidents, but more than 15% were from external unauthorised access, and 10% banking malware.

threats-2015Australia’s AU$240 million cybersecurity strategy, will focus on closer collaboration with business.

The Australian government will spend hundreds of millions of dollars defending Australia from foreign cyber attacks, and has stated it employs offensive cyber capabilities to deter possible attacks — which could mean employing hackers to disrupt activities overseas.

Technical solutions are important but cultural change will be most effective in mitigating this form of cyber attack.

As businesses and governments we must better educate and empower our employees to use sound practices online. This Strategy seeks to promote an improved institutional cyber culture and raise awareness of cyber practice across government and business to enable all Australians to be secure online.
Time for the carrot and stick I think!