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A year into the role with ANZ Commercial Broker General Manager, Angelo Manos

                        How does your experience in finance equip you to work with brokers? With over 24 years of global banking experience, I’ve had the pleasure of working across multiple industries, segments and geographies and have worked with small businesses through to complex global institutions. I spent many years responsible for our Specialised Businesses team which included Health & Property Finance.  This has benefited me in my current role as I was part of building market leading specialised propositions and understanding the intrinsic link between running a successful relationship business and facing the market with the appropriate appetite settings My team often comment on how I thrive when working directly with customers because I still need to step in to help from time to time. This allows me to remain connected with the daily challenges that our brokers, customers and bankers face. Importantly, over time I’ve built strong relationships and seen firsthand why trust and transparency are critical to any partnership. This is important when considering ANZ’s relationship with the broker industry. We have an obligation to customers and brokers to do the things we say we’ll do, to listen and make decisions with our customer’s best interests in mind.  What immediate changes have you made since you came into this role? From an internal perspective, my business looks very different to what it was when I first started in the role. Customers and businesses are voting with their feet and as a result, we’ve seen rapid growth of the broker industry in a considerably short space of time....

NSW Golf Day – Highlights of the day

This month CAFBA held its NSW Golf Day at the recently refurbished Concord Golf Club on Thursday, 14th March 2019 . Whilst the skies threatened all day, the  rain held off until the last group made it back to the club house. The course was in great condition and all who attended had a very enjoyable day. These social events provide a great opportunity to network with colleagues, whether broker or lender. Special Thanks to CAFBA member Graeme Latta who again did a fantastic job organising the golf day. Graeme puts in many voluntary hours ensuring a great day, and it is much appreciated. Thanks also to assistance on the day from Alan Hicking, Andrew Dodwell, Karen Staines and Patricia Kruse. We would also like to acknowledge the sponsors, without whose support these days would not be possible, and to Hermes Capital for providing the drinks cart. Oatram 1st   Metro Finance 2nd   Pickles 3rd   CAFBA 4th NTP NAB 5th   Capital Finance 6th NTP   Findesk 7th   Macquarie 8th   Westpac 9th   ANZ 10th   Platform Finance 11th   Flexi Commercial 12th   CAFBA 13th   Camp Quality / EBP RSL 14th NTP CAFBA 15th   Classic Funding Group 16th NTP BOQ 17th   Scottish Pacific Business Finance 18th Longest Straightest Drive OTHER SPONSORS Easy Lane @ Windsor RSL RTF Finance Hermes Capital The major prize winners were, with special mention to Rob Gibbenson for a Hole in One on the 16th – unfortunately this year there was no car on offer for the hole in one prize! ·       Winner Net – Score 53.5: Colin Dawe,...

Thinking Outside the Box – some insights from Steve Geller.

I have been around the equipment leasing industry long enough to know that the phrase “outside the box” was a unique proposition and something to strive for.  When many of the funders in our industry were very parochial in their approach and in need of booking business, particularly to fill securitization conduits, creativity was sought.  Brokers were encouraged, and rewarded, if they came up with ways to do business that did not fit the mold. Funders needed the volume and looked for ways to get business that was unique and creatively constructed.  As long as the broker could build a case for doing deals safely in a particular fashion nothing was really out of bounds. How times have changed.  Lenders have broker manuals which are tomes and spell out exactly how business is to be done. Creativity is not rewarded any longer. That is very discouraging. As business has contracted and delinquencies and charge-offs have risen, credit is being reviewed more thoroughly and selectivity has increased to the point that a credit officer is questioned on far more credit decisions than he/she ever has, and particularly those transactions that become delinquent or take a far more serious downturn.  It is human nature to be more careful  and cross every “ t” and dot every “i” to the point that for any reason an officer might say to themselves, why bother?  They might believe that the close inspection is not worth the hassle.  It gets to the point that so much background information is asked for even small deals that customers feel it is too intrusive and they go other...

The Australian Financial Complaints Authority (AFCA) is now open and here to assist small businesses.

Established in November 2018, AFCA provides fair, independent and effective external dispute resolution for small businesses and consumers. We are a one-stop-shop for consumers and small businesses with complaints about financial firms, including banks, credit providers, insurance companies, financial and investment advisers and superannuation funds. This is a free service for small businesses and consumers to access. AFCA replaces the Financial Ombudsman Service, the Credit and Investments Ombudsman and the Superannuation Complaints Tribunal. AFCA’s capacity to deal with small business complaints is significantly greater than predecessor schemes. We define a small business as having fewer than 100 employees (an increase from 20 employees), and we can consider complaints about small business credit facilities up to $5 million (previously $2 million Importantly, the amount of compensation we can award per claim for such complaints has more than tripled, to $1 million ($2 million for primary producers). Different thresholds apply for other financial products and services. For most matters, a complaint must be lodged with AFCA within six years of the complainant first becoming aware of the problem, or within two years of a response from the financial firm. However, the Federal Government has recently announced that for a period of 12 months commencing 1 July 2019, AFCA can consider complaints back to 1 January 2008, based on our current scope and thresholds rather than those applying at the time. We will be issuing guidance prior to 1 July 2019 to explain how small businesses can raise these matters with us. Contact AFCA on 1800 931 678 or visit afca.org.au if you have a financial complaint or wish to know more...
A Professional Industry needs professional – let’s start the conversation

A Professional Industry needs professional – let’s start the conversation

When I started my business some 20 years ago, I was often embarrassed to call myself a broker.  When I left my job to become a broker, the looks of disappointment amongst my colleagues was very evident.  Why was a promising banker leaving a credible profession to become a broker?  Some even had the decency to ask me directly.  Slowly but surely, the credibility of myself as a professional commercial finance broker, as well as the credibility of the craft itself improved.  Commercial mortgage broking is becoming legitimate. The attention and importance we now obtain from the banks and lenders is encouraging and the type of new broker we now attract is increasing in sophistication.   I revel at how far we have come as an industry.  But, I’m daunted by how much further we have to go to becoming a profession.  A recognised, educated and qualified profession whose value is widely understood and whose services are just as required as accountants and solicitors.  In the journey to professionalise, we will have only a few opportunities to take major leaps forward in this pursuit, and these opportunities need to be identified and exploited.  We currently have such an opportunity!  An opportunity to demonstrate to the lenders that duly qualified commercial finance brokers are an efficient and effective model for them.  That we are a friend and not a foe.  An opportunity to demonstrate to our clients that we are a cost effective and efficient vehicle to access vital capital for their business.  That we have a deep understanding of their industry, their constraints, their pressures and because we have...