Many enterprises to enter high level to make a profit participate in tenders. Today, almost every company can obtain a government contract. Only the customer should have confidence that the winning company will cooperate with him, and that all work will be completed on time and with high quality. Often additional costs are required, and then it is necessary to take out a loan to fulfill a government contract.

Working conditions

For the customer and the company to cooperate, the following conditions must be met:

• guarantee of document signing: for this, the company provides a bank guarantee or takes out a tender loan;
• refund of the advance if obligations are not fulfilled;
• the company must have the right amount of money to implement the necessary plans.

Contract Features

A loan for the execution of a government contract is a type of loan issued to legal entities by a bank. The need for it arises due to winning the competition. The money received is required for:

• order fulfillment;
• salary payments;
• payment for services;
• purchasing equipment and tools.

Compared to a regular loan, a loan for the execution of a government contract is processed quickly. The application is reviewed within a short period. The decision time may be extended, but this is rare.

Opportunities with credit

A loan for the execution of a government contract opens up several opportunities:

• working on multiple projects;
• do not use working capital, but use it to improve the company’s activities;
• internal assets to be replenished artificially;
• increase the competitiveness of the company by fulfilling government orders.

Terms of loan

The money can be provided as a classic loan with interest or as a line of credit. Those interested need to open a current account and also provide a document on the organization of the tender, where the applicant is designated as the winner. In order for a bank loan to be issued for the execution of a government contract, several conditions must be met:

• the enterprise has been operating for more than a year;
• absence of debts from suppliers and banks;
• positive reputation;
• experience in fulfilling at least 1 government order.

Collateral is often required. These can be securities, real estate, raw materials, materials. It is also important to have at least 2 guarantors, who can be business owners, heirs or co-founders.

Loan parameters

Money is issued in rubles based on the following parameters:

• size 1-50 million rubles;
• provision period - duration of the contract + month;
• payment rules are set individually;
• the rate is 14% per year.

A loan for the implementation of a government contract is considered an effective tool. If used correctly, it will help increase profits, as well as facilitate winnings in future tenders. If a loan is provided for the performance of a government contract without collateral, additional conditions may apply.

Features of this type of loan

Typically, OAEF winners require funds to fulfill their contractual obligations. Spending can amount to thousands and millions of rubles. Therefore, it is necessary to first calculate which method of securing and fulfilling obligations will be chosen.

If the terms of the document are not met, fines are imposed, which negatively affects the development of the company. It is important to fulfill all obligations on time and according to the rules.

List of documents

To take advantage of the loan, you must prepare:

• constituent documentation;
• financial statements for the year;
• management financial reporting;
• tax certificates;
• information about the pledge;
• data on the fulfillment of such obligations;
• documents with counterparties;
• other important documentation.

Only when this list of documents is provided will an application for a government contract loan be considered. Sberbank offers to use advantageous offer. The rate is equal to 11.8%, and maximum size amount - 600 million rubles. The loan period is 36 months.

Many Russian banks offer to issue a loan for the execution of a government contract. VTB 24 issues profitable loans on long terms and large amounts.

Borrower verification

Sometimes required on-site inspection to the place of work of the person who submitted the application. Analysis is required credit history, financial opportunities. Only then is a decision made whether to provide funds to the borrower.

Usually money is issued on a general basis, when you need to provide collateral and indicate the purpose. If you take out a loan for the execution of a government contract, then the property rights of the document are put forward as collateral.

Decor

The procedure for concluding an agreement is similar to the standard one. Registration will allow you to participate in government orders if there are no large sums of money. The issuance of funds will help implement many plans.

A company that has 1 million rubles can complete a transaction with a government customer worth tens of millions if all checks are passed. This should be done before receiving a loan.

Execution of obligations

The bank may enter into a non-renewable agreement with the borrower line of credit. According to it, funds paid to the current account can be used to fulfill the contract. The borrower pays interest as well as fees for issuing funds.

Banks offer insurance services, allowing to ensure the safety of property, health, credit. It is advisable to use this service. The loan received will be an excellent help for the implementation of the company's plans.

Sberbank is offering a new product for small businesses aimed at supporting entrepreneurs. The Business Contract loan allows you to finance or refinance the costs of executing government, export and domestic market contracts, as well as refinance similar loans from other banks.

In the article we will look at the features of the loan, tell you on what conditions Sberbank provides bank guarantees, and also analyze the terms of loans for execution government contracts other large banks.

What is a bank guarantee?

How can you convince your supplier that payments for goods and services will be received? Most The best way- is to receive a personal guarantee from an independent financial organization. Thus, a bank guarantee ensures the fulfillment of contractual obligations and does not require direct financial investments. In the absence of payment in deadlines the supplier can contact the bank to receive payment for goods and services.

A bank guarantee under a government contract remains the most reliable and in a simple way securing the contractual obligations of both parties. Its essence is that the bank provides written obligations to the state-owned company to monetary compensation in case the contractor fails to fulfill his obligations under the contract.

To ensure government procurement, only an irrevocable guarantee with strict restrictions is used (the bank cannot withdraw, reduce or amend documents without the knowledge of the state-owned company). You can get it from almost all major banks; to do this, you need to write an application and attach the necessary documents.

There are such types warranty obligations:

· Payment guarantee – the bank pays an agreed amount to the manufacturer or seller in case of non-compliance with the terms of the contract.

· Advance payment return guarantee – the bank returns the advance if the applicant refuses to fulfill his or her financial obligations.

· Tender guarantee – issued to the auction participant and guarantees the auction organizer payment of funds in the event of the participant’s victory.

· Tourist Operator Guarantee – mandatory for all tour operators and guarantees the fulfillment of obligations to tourists and travel agencies.

· Guarantee in favor of customs and tax services.

The best conditions are usually offered by the banks that service the company. How longer term cooperation, the more favorable the conditions for providing the guarantee. Even if you find a more profitable option on the side, it is worth informing your bank. So as not to lose regular customers credit institutions are trying to maintain a flexible policy and make concessions. It is worth considering that a prerequisite for issuing a guarantee is to open a bank account.

Program conditions

At Sberbank, a “Business Contract” loan is issued for a period of up to 36 months in the amount of 500,000 rubles to 200,000,000 rubles (in some cases up to 600,000,000 rubles). However maximum amount cannot exceed 70%-80% of the contract amount. The interest rate is determined individually and depends on financial condition borrower, collateral and other factors. Approximately for an amount from 15,000,000 to 50,000,000 rubles for a period of 24 months, 15.69% per annum will be charged. The payment schedule is adjusted to the receipt of revenue under the contract.

Security can be a guarantee from individuals or legal entities, a pledge property rights under a contract or pledge of movable (immovable) property, as well as guarantees from the Credit Guarantee Agency.

Commission for issuing the contract and for early repayment absent, however, a monthly loan servicing fee for the execution of an export contract is charged for half the loan term in the amount of 1.5% per annum of 70% of the loan amount. Insurance of collateral is required, except in cases where property rights are pledged for the entire amount of the transaction.

The application is reviewed by the bank within 3-5 working days, financing is provided in the form bank loan, credit line with a free regime or drawdown schedule, frame line. Resident companies of the Russian Federation with annual revenues not exceeding 400,000,000 rubles and operating for at least 3 ( trading companies) or 12 months (other enterprises). When submitting an application, you must provide constituent and registration documents, financial statements and documents on economic activity.

Offers from other banks

Otkritie Bank offers the Bank Guarantee program, which provides credit obligations without diverting funds from the company’s turnover in the amount of up to 6,000,000 rubles without collateral. The warranty period is determined individually within 24 months. The collateral may be movable and real estate, transport, equipment, goods in circulation. Size interest rate and the commission is established in each case separately.

The Bank of Moscow operates the State Contract program. The loan is issued to finance a state or municipal order for a period of up to 24 months. The amount is calculated depending on the size of the contract and can range from 1,000,000 to 150,000,000 rubles, but no more than 70% of the transaction value and no more than 85% of the cost of completing the order at the same time.

Funds under the contract are issued in one lump sum or as part of a credit line with a disbursement limit. The payment schedule is set depending on the terms of the loan. The interest rate depends on the financial condition of the borrower and is determined after assessing the creditworthiness. A prerequisite for the client is that the business has been in business for at least 12 months (in this area) and the distance from the bank branch is no more than 200 kilometers.

At Rosselkhozbank, under the State Contract program, loans are issued in the amount of up to 45,000,000 rubles and can be equal to the maximum transaction price. The repayment schedule is set separately for each client depending on the timing of receipt of revenue. Funds for the execution of a state or municipal application are issued for a period of up to 12 months and are secured by a guarantee from the spouse (for individual entrepreneurs) or key shareholders, as well as a pledge of property. The company must be active for at least 12 months.

Benefits of financing

The market for government and commercial contracts in last years has become quite relevant, it has great potential, so banks are actively developing this area.

The Business Contract product allows Sberbank to finance the execution of orders and offers profitable terms for the development of private business and participation in government procurement. On this moment Sberbank ranks first in the number of issued bank guarantees in the segment up to 8,000,000 rubles and continues to actively develop the market.

“Business Contract” for the financing of government contracts concluded in accordance with Federal Laws No. 223-FZ/30/, No. 44-FZ/44/	Replenishment working capital to finance the costs of implementing government contracts; refinancing of costs for executed government contracts; investments in fixed assets that are/will be used to fulfill government contracts; refinancing of loans from other banks provided to finance government contracts.
“Business Contract” for financing domestic market contracts	Replenishment of working capital to finance the costs of fulfilling domestic market contracts; refinancing of contract implementation costs for completed domestic market contracts; investments in non-current assets that are/will be used to fulfill domestic market contracts; refinancing of loans from other banks provided to finance costs under domestic market contracts.
“Business Contract” for financing export contracts	Replenishment of working capital to finance the costs of fulfilling export contracts, refinancing of contract implementation costs for completed export contracts.
Loan terms	From 1 to 36 months 3
Interest rate
Loan currency
Repayment of principal	Payments are synchronized with the receipt of revenue under the contract
Amount of credit	The minimum loan amount is from 500,000 rubles. The maximum loan amount is up to 200,000,000 rubles, for individual cities - up to 600,000,000 rubles 5, but no more: 70% of the amount of the government contract and the domestic market contract 80% of the export contract amount residual value of the contract costs of fulfilling the contract, reduced by the amount of the advance received
Security	Pledge of existing property (movable, immovable) Pledge of property rights under a contract Guarantee of individuals and/or legal entities Guarantees of JSC "Federal Corporation for the Development of Small and Medium Enterprises" (when financing government contracts within the framework of Federal laws No. 44-FZ, No. 223-FZ)
Loan issue fee	Absent
Commission for early loan repayment	Absent
Loan servicing fee for execution of an export contract	Charged monthly. The loan servicing fee for the execution of an export contract is 1.5% per annum of 70% of the loan amount. Charged monthly on the dates of payment of interest on the loan, in equal installments over ½ of the loan term
Insurance	Property insurance is not provided when pledging property rights under a contract for the entire contract amount. In other cases - compulsory insurance collateral property 6
Penalty for untimely transfer loan repayment or interest payment	0.1% of the amount of overdue debt. It is calculated on the amount of the overdue payment for each day the payment is late.
Contract requirements	Settlements under contracts are carried out through a current account opened in PJSC Sberbank. There are no restrictions in the contracts on the transfer of property rights (requirements) to third parties as collateral.

3 For loans for the execution of government contracts concluded in accordance with Federal Laws No. 44-FZ, No. 223-FZ - the maximum loan period is 36 months if the period of business is more than 12 months. For cases of operating for less than 12 months, the maximum loan term is no more than 24 months. In both these cases the expiration date of the loan agreement cannot be later than the maximum of the following dates: the expiration date of the government contract; the expiration date of the period provided for by the government contract for making final payments to the borrower; end dates budget year, increased by 30 calendar days; expiration date of the contract, extended by no more than 2 months. For loans for the execution of government contracts (within the framework of Federal Laws 44-FZ and 223-FZ) for trading enterprises period of activity - at least 3 months. For loans for the execution of domestic market contracts minimum term conducting business from 12 months, maximum loan period 36 months. In this case, the expiration date of the loan agreement cannot be later than the maximum of the following dates: the expiration date of the contract; the expiration date of the period provided for in the contract for making final payments to the borrower; expiration date of the contract, extended by no more than 2 months. For loans for the execution of export contracts, the minimum period for conducting business is 12 months, the maximum loan period is 24 months. In this case, the expiration date of the loan agreement cannot be later than the maximum of the following dates: the expiration date of the contract; the expiration date of the period stipulated by the contract for making final payments to the borrower.

4 This interest rate is valid for a loan period of 24 months. and the loan amount is more than 15 million rubles. The final interest rate is set individually and depends on the financial condition of the borrower, the term and amount of the loan, as well as the collateral provided. Detailed information You can obtain information about Sberbank PJSC loan products for small businesses, lending conditions and documents required to obtain a loan at Bank branches serving legal entities and individual entrepreneurs.

5 Maximum amount up to 600 million rubles. operates in the following cities: Volgograd, Voronezh, Ekaterinburg, Irkutsk, Kazan, Krasnodar, Krasnoyarsk, Moscow, Nizhny Novgorod, Novosibirsk, Omsk, Perm, Rostov-on-Don, Samara, St. Petersburg, Ufa, Chelyabinsk. Maximum amount up to 10 million rubles. within the framework of express analysis, it operates in the following cities: Moscow, St. Petersburg, Novosibirsk, Yekaterinburg, Rostov-on-Don, Kazan, Krasnodar, Voronezh, Krasnoyarsk, Ufa, Chelyabinsk, Omsk, Tomsk, Volgograd, Vladivostok, Nizhny Novgorod, Podolsk , Khabarovsk, Tyumen, Saratov, Irkutsk, Khimki, Sochi, Surgut, Perm, Tolyatti, Kaliningrad, Samara, Yaroslavl, Lipetsk, Balashikha, Nizhnekamsk, Ulyanovsk, Kaluga, Stavropol, Belgorod, Magnitogorsk, Kursk, Penza, Nizhnevartovsk, Izhevsk, Kemerovo , Krasnogorsk, Mytishchi, Ulan-Ude, Yakutsk, Korolev, Cheboksary, Syktyvkar, Murmansk, Novokuznetsk, Cherepovets. In other cities in the Russian Federation, the maximum loan amount is up to 200 million rubles. (up to 5 million rubles as part of express analysis).

6 Except valuable papers, individual Vehicle and real estate objects

PLUS magazine talks with Anatoly Popov, senior vice president, head of the “ Corporate business» Sberbank.

PLUS:How has SME demand for banking services changed over the past few years? Your assessment of the situation with lending to small and medium-sized businesses.

A. Popov: Sberbank pays great attention to SME lending. Thus, in 2017, the volume of loans issued in this segment increased by 60%, and the increase in the loan portfolio of small and medium-sized businesses according to the segmentation of the Federal Tax Service amounted to more than 200 billion rubles, reaching 1,265 billion rubles. Thus, the overall growth was about 20%. Taking into account the fact that the share of small and medium-sized businesses in the volume Country's GDP is about 20–21%, this is a very good result.

We see increasing quality of the portfolio and increasing quality of borrowers. In the 1990s, almost any enthusiast could become an entrepreneur, inspired by some basic idea, for example, to bring a product from Moscow to Omsk, put it on the counter and sell it. Entrepreneurs of the 2000s were beneficiaries of the rapid economic growth, to whom “the fish itself went into their hands.” In turn, the entrepreneur
2010s – already an experienced businessman. Today, a whole class of professional entrepreneurs is being formed in the market, having gone through more than one crisis, with successful and failed projects behind them. And, most importantly, formed teams promoting their ideas.

In total, more than 28 thousand SMART loans have already been issued to small businesses in the amount of over 45 billion rubles

A legal entity cannot live without a bank, since it needs to constantly make payments. Therefore, the fundamental demand for banking services has not changed. Quality requirements have increased banking services and their digital component. The requirements that an entrepreneur makes today for a modern bank are a minimum of documents, travel, everything must be done remotely. Of course, this is a challenge for any bank.

Sberbank has a high level of use of its digital solutions. The difference between Sberbank is the speed of payments. Our digital standard for internal account transfers legal entity at any Russian subject– 3–5 minutes. The client knows that his payment will be delivered almost instantly.

PLUS:What changes do you observe in the behavior of SME representatives, and what new things have appeared in the bank’s own approaches to lending? For example, what is the current situation with overdue payments?

A. Popov: The processing time for loan applications is being reduced, including due to the introduction of new technologies based on Big Data. Since September 2016, Sberbank has been using smart lending technology for small businesses, which is based on traffic analysis Money enterprises on bank accounts, as well as data from open sources. Smart loans make it possible to determine the solvency of a particular borrower based on indirect signs and calculate the likelihood of issuing a high-quality loan. Even though we have been working with this technology for quite some time, it still gives very good results.

The average bill is 1.5–1.7 million rubles. At the same time, there are only about 62 problem loans (or a little more than 0.02%). If in large and medium-sized businesses the period for making decisions on high-quality borrowers for revolving lending is about 15 days, then with smart lending everything is resolved within 24 hours. A loan can be obtained within an hour; Sberbank’s database already has more than 300 thousand ready-made pre-approved solutions. It is important that we managed to achieve high predictive power of the new models, comparable to models working on data on the credit history of borrowers.

We are consistently reducing interest rates on loans for small businesses; they are now below pre-crisis levels. The average rate on loans issued to SMEs at the end of last year was 11.2% per annum.

In general, the situation with overdue payments has become much better. This is due to the improvement in the quality of borrowers and the fact that we have become more reliable in forecasting, using more data sources that help us better understand the profile of the borrower and their ability to service the debt.

PLUS:Given the growing popularity of mobile banking and the general trend of customers switching to mobile applications what steps is Sberbank taking to develop its Sberbank Business Online application?

A. Popov: We strive to ensure our presence wherever our clients are. That's why our family of mobile apps is available on all the most popular platforms. iPhone, iPad, Apple Watch, smartphones and tablets with the Android operating system, wearable gadgets Android Wear - for all these gadgets there are Sberbank Business Online applications.

At the end of 2017, we launched the Sberbank Business Online mobile application for the Windows 10 operating system. By downloading and installing it, users will be able to work from any device on this operating system: from a computer, tablet, laptop or 2-in-1 gadgets.

Sberbank's "Easy Start" allows small businesses to reduce the cost of opening and maintaining an account

It is important that we are not just creating an adaptation of the same application for different types devices. For each operating system, for each gadget, the application is created anew, taking into account the specifics and features. This allows us to take advantage of the unique advantages of technology and operating systems to improve user convenience. For example, Apple releases Face ID technology - we are building the ability to authenticate into the application through it.

Does the Windows 10 operating system allow you to dynamically change the image on the icon tiles in the system? We add real-time display of the amount due or debt on the loan to the tile.

Do Windows 10 devices use Windows Hello biometric technology? We'll use her too.

In each such case, we try to act proactively and take into account the possible wishes of our clients even before they are voiced. In addition, we are very attentive to customer requests that come to specially created mobile application development email boxes. Users appreciate this. Throughout the year, the ratings of our applications do not fall below 4 out of 5 points, and the applications themselves confidently top the lists of the most downloaded business programs.

PLUS: What are the key products in your SME line today? Which ones are the most in demand?

A. Popov: In September 2017, the “Easy Start” service package was launched, which allows small businesses to reduce the costs of opening and maintaining an account with Sberbank.

Entrepreneurs at the start of a business are very sensitive to costs, and we, as a bank, hear them, so we decided to introduce a special package of services specifically for start-ups and small companies “Easy Start”.

Sberbank is very attentive to customer requests that come to specially created electronic mailboxes for mobile application development

For the first time, Russian entrepreneurs had the opportunity to open an account free of charge without monthly fee for maintaining an account, payments to counterparties within the bank are free, the first year of servicing the Business card costs “0” rubles. And this is not a temporary action, but permanent conditions. Thus, we give the opportunity to micro-businesses or those self-employed who are just transferring their activities from the “gray” zone to the legal one, to fully use all the possibilities of modern banking services.

Entrepreneurs not only open a bank account, connect online banking, send payments, take out loans (which, by the way, even today cannot be done in every bank). They connect CRM, create websites, check contractors, use accounting. We are creating an ecosystem that already includes two dozen services to optimize a company’s business processes and promote its business.

PLUS: How does Sberbank plan to retain its existing SME clients and expand the number of new ones? Are you planning to introduce a loyalty program for corporate clients?

A. Popov: We achieve customer retention primarily by meeting and even exceeding the expectations of these customers.

We agreed with Internet giants on the largest bonuses for Sberbank clients - up to 120 thousand rubles for the first advertising campaign on the Internet on the resources of Yandex, Google, myTarget (uniting Odnoklassniki, VKontakte, Mail.ru Group).

A free offer is ready for bank clients for personnel selection - 30 days of job posting and 7 days of access to the resume database for those who have not yet worked with HeadHunter.

Together with Google, we created the Business Class program for developing entrepreneurs. The course includes online modules (for beginners - business modeling, consumer research, customer search, financial accounting and others, for existing entrepreneurs - analysis of business processes, increasing sales, development strategy, etc.) and a series of face-to-face events in the format master classes. The form of training is most convenient for those who have little time - distance learning: short video lessons about 5 minutes each

More than 135 thousand people are registered in the “Business Class”, of which 70% are aspiring entrepreneurs and 30% are existing ones

We tried to reach as many entrepreneurs as possible, and now educational program(by the way - free for its participants) is already operating in 30 regions of the country. More than 135 thousand people are registered in the “Business Class”, of which 70% are aspiring entrepreneurs and 30% are existing ones. In 2018, the geography will expand to at least 40 regions.

We invest a lot in remote services, not only in Internet services, but also in our contact center - functionality, response time, quality of answers, the use of cognitive assistants, chatbots - any possible contact between the client and the bank must be highly professional. We are also currently working to minimize the time that a client spends on identifying himself when calling. The most important thing is to be convenient for customers, because they value convenience above all.

In 2018, we plan to launch an industry specialization program. Active work is already underway for agricultural producers. We develop special solutions for retail businesses, including cash registers. We will move in sectors, meeting the interests of one or another specific industry. Businesses have serious needs in this area, and they need to be addressed.

PLUS: What methods does Sberbank use to evaluate potential bank clients? Does the bank have special scoring models for SMEs?

A. Popov: Sberbank does not divide clients into good or bad. We are ready to work with any client who is registered in accordance with Russian legislation.

Sberbank checks the client when opening a current account. It is worth noting that the number of refusals at this stage is insignificant. We have also seriously revised our approaches to the mechanism of fraud monitoring and compliance with 115-FZ.

It is no secret that enterprises that conduct real activities often draw up documents in such a way that their work falls under the criteria of dubious activity. And here we see our task as helping actually operating enterprises organize their work correctly, and if the company is ready to change, then helping to rehabilitate.

In 2017, we entered into agreements with 1.98 thousand companies in the amount of 170 billion rubles (including small businesses - 1.2 thousand companies, in the amount of 10.7 billion rubles.

The Bank of Russia and Rosfinmonitoring are also working on rehabilitation procedures, developing regulatory framework in this direction.

For example, we have now prepared about 1,200 cases to remove clients from the “black list”.

As I already noted, Sberbank uses scoring models that allow us to assess the borrower’s ability to service a particular loan in a particular amount. Based on them, we make credit decisions.

PLUS: N Sberbank recently announced the launch of the Best of Business Partners online service for participants foreign economic activity(VED). What benefits do entrepreneurs get when using it?

A. Popov: Unfortunately, not all entrepreneurs have the necessary experience in this area. Often, in order to build their foreign economic activity, entrepreneurs need contacts not just with potential suppliers or buyers, but with specialists who can properly support their activities at one time or another. So, for example, for a small company it is very difficult to find a translator from Chinese or a person who will inspect the cargo and help with registration necessary documents for its transportation. There is a whole class of service companies in the world, sometimes freelancers, who provide certain services in a particular country. Our task is to give entrepreneurs the opportunity to find them and use such contacts around the world. It is worth noting that our online service is based on the principle of assessing the performance of each specialist, similar to the online platforms Uber and Airbnb, so that ultimately our entrepreneurs receive quality services.

In 2017, within the framework of the Subsidy Program, loan agreements worth RUB 27.3 billion were concluded.

We maintain active contacts with embassies and trade missions that have a similar network of contacts. We want everything to be as clear, convenient and efficient as possible for the end entrepreneur who uses this service.

PLUS:Sberbank’s partnership in the framework of work with SMEs with third structures. What other organizations and in what areas are you already doing this kind of work?

A. Popov:Sberbank actively participates in government programs, which are aimed at supporting small and medium-sized businesses. First of all, this is the Program for stimulating lending to SMEs, implemented jointly with JSC SME Corporation and Central Bank Russian Federation. More than 450 entrepreneurs were financed under the Incentive Program. In 2017, within the framework of the Subsidy Program, loan agreements worth RUB 27.3 billion were concluded.

Another successful program with government support is preferential lending producers of agricultural goods. This mechanism was developed taking into account the proposals of Sberbank and launched by the Russian Ministry of Agriculture in 2017. Now agricultural companies, including SMEs, receive preferential financing at a rate of up to 5% per annum directly from banks, and the entire necessary work With the Ministry of Agriculture, our bank undertakes the coordination of borrowers, reporting and receiving subsidies.

In 2017, we entered into agreements with 1.98 thousand companies in the amount of 170 billion rubles (including small businesses - 1.2 thousand companies, in the amount of 10.7 billion rubles)

Of these, 90 billion rubles were actually provided to agricultural enterprises (small businesses - 8.5 billion rubles)

Sberbank also actively works with guarantees and sureties of the National Guarantee System (SME Corporation, SME Bank, regional guarantee organizations). This mechanism makes it possible to provide borrowed funds to those SMEs that do not have sufficient collateral (NGS guarantees and sureties are provided in an amount of up to 75% of the loan amount, depending on the type of guarantee product and region). In 2017, our bank issued more than 1,800 loans for total amount more than 35 billion rubles. Sberbank's share in the total NGS portfolio is about 30%.

In total, Sberbank currently works with 10 government support programs (in addition to those listed: the Far East Development Fund and Baikal region, Single-industry towns development fund, Industrial development fund, Program for exporting enterprises, etc.). Our loan portfolio programs with state support amount to 152 billion rubles from Sberbank’s total SME portfolio.

PLUS:What initiatives and new services as part of working with SMEs are planned by the bank in 2018?

A. Popov: One of the important vectors remains the speed of decision-making in credit work and improving its quality. Another important vector is the development of a digital ecosystem based on Single Sign-On single sign-on technology. In other words, the client, working with the Sberbank Business Online remote banking system, will be able to seamlessly (without having to create passwords, open Personal Area) use any other non-banking service, for example, cloud accounting, website builder or download cloud CRM. Also, to make payments in these services, there will be no need to enter details or transfer them from one place to another. Integration of the bank with the client’s business is a fundamental vector. We want our clients not to feel the boundary between the ERP system and the bank, so that this mechanism is as comfortable as possible for them. We believe that the most important thing for clients is time. Therefore, we should be their bank of seconds, not days.

Read in this issue.

Sberbank is in the TOP-3 credit institutions Russian Federation, actively supporting small and medium business. A variety of programs, the opportunity to obtain borrowed funds with a minimum package of documents, and affordable tariffs are conducive to long-term cooperation.

Terms of lending at Sberbank

Lending to small businesses and individual entrepreneurs - priority activities of the country's largest bank. Absolutely transparent conditions and a flexible pricing system attract potential borrowers. However, the lender is not ready to cooperate with every applicant, since Special attention pays attention to the quality of the loan portfolio.

A potential borrower must meet the minimum requirements, namely:

• presence of Russian citizenship among the founders;
• no losses for reporting period(quarter, year);
• lack of existing enforcement proceedings, claims from tax authorities;
• period of activity - at least 12 months from the date of registration (for certain products the period may be reduced to 6 months).

All credit products can be divided into 2 large groups: factory and conveyor. (Table 1). The factory is a direction for financing LLCs and individual entrepreneurs with annual revenues of up to 60 million rubles. It is characteristic of him minimum package documents and fast processing times for applications. The conveyor is a technology for providing borrowed funds to clients with revenue from 60 to 400 million rubles per year. A lower interest rate is provided for this direction.

The full line of products for individual entrepreneurs, micro and small businesses can be found on the official website of Sberbank.

Table 1. – Main credit line

Product name	Minimum amount, thousand rubles.	Maximum amount, thousand rubles.	Annual percentage, %	Purpose of lending	Additional terms
Loan Factory Program
"Confidence"	100	3000 (for clients without a credit history - 1000)	17 – 18,5	Any	A guarantee is required (for individual entrepreneurs - close relative, for an LLC - a close relative of the business owner)
Express overdraft	100	3000	15,5	Covering cash gaps	The product is available only to borrowers whose annual revenue does not exceed 60 million rubles.
Express bail	300	5000	16 — 19	Any	Providing liquid real estate or equipment as collateral
Credit conveyor
Business turnover	150	3000 (over 3 million borrowed funds are provided to pay off financial obligations to other banks)	13,8 – 16,5	Replenishment of working capital	A guarantee from the business owner is required or individual(for individual entrepreneurs) or pledge of real estate
Business overdraft	200	17000	12,73	Eliminating cash gaps	For opening a limit, a fee of 1.2% of the borrowed amount is charged, minimum 8.5 thousand rubles, maximum 60 thousand rubles
Business invest	150		11,8 – 15,5	Business expansion, property acquisition, construction, financing of a new direction	It is possible to refinance loans from third-party banks and leasing companies, and provide a deferment on the payment of the principal debt
Business real estate	150	limited only financial capabilities borrower	11,8 – 15,5	Purchase of commercial real estate	Possibility of registration on the security of the purchased property
Business trust	100	5000	15,5 – 17,5	Any	Guarantee of an individual
Business project	2500	200000	11,8 – 14,5	Business expansion, production modernization, entering a new direction	Guarantee of a private or legal entity; providing a deferment on the principal debt until the launch of the project

Good to know! In 2017, Sberbank launched individual pricing conditions allowing borrowers to receive borrowed money on non-market conditions. The program is valid for borrowing in an amount of 5 million rubles or more. When deciding on setting an interest rate, the depth of the relationship with the bank is taken into account (number of available products: business cards, insurance programs, salary project, merchant acquiring etc.). It has become obvious that lending to small businesses in Russia is gaining momentum, and Sberbank remains the leader in this financial sector.

The best small business lending bank!

The growth in Sberbank lending to small businesses in the first six months of 2017 amounted to 6%. The head of Sberbank, German Gref, at a meeting with Russian President Vladimir Putin, confirmed “2017 will be better for banks than the previous one, and Sberbank’s share in it will be from 40 to 50%.”

Small business loan - lending purposes

A corporate loan from Sberbank can be provided for various purposes:

• covering cash gaps;
• modernization of production;
• replenishment of current assets;
• acquisition of commercial real estate;
• purchase of transport and special equipment and others.

The bank is wary of startups, so it won’t be possible to take out a business loan for the development of an enterprise. However, the lender is quite loyal in financing the opening of new directions by existing profitable enterprises.

In general, small business lending programs at Sberbank in 2017 can be divided into 2 groups: targeted and non-targeted. The first ones are intended for purchasing a specific product or financing a specific direction. The borrower must report to the lender on the advisability of spending the money received within the time frame established by the agreement. Non-purpose loans can be spent at the discretion of the client.

Lending modes

When lending to small and medium-sized businesses in Russia, Sberbank implements various options provision of borrowed funds, which allows each client, depending on the specifics of business activity, to find the most optimal option.

For small businesses, Sberbank offers the following lending modes:

1. Credit. Provides for the transfer of the entire loan amount to the current account of an individual entrepreneur or LLC. In this case, interest is charged on the entire loan debt, regardless of whether the client used the borrowed funds or not.
2. Credit line (ON, NKL, frame). ON has an availability period after which no money will be provided. After the sample is redeemed, the limit is renewed. With NKL, interest is charged on the balance of the loan debt, and the unused limit is subject to a fee. In the framework option, borrowed funds are provided under separately concluded agreements within the established limit.
3. Overdraft. This is checking account financing. Ideal for commercial businesses. When revenue or other transfers are received into the current account, the overdraft is automatically written off, which allows you to save on interest.

Stages of small business lending

Applicants can apply for a loan directly from the small business sales sector or through the SBBOL system. If, during a call to the customer base, operators identify a need for borrowed funds, then they will transfer the information to the lending division of the bank and to the manager to whom the client is assigned.

The process of obtaining borrowed money includes the following stages:

1. Consultation. Selection of a loan product, provision of information on the conditions for obtaining a loan.
2. Collection of documents. The Credit Factory technology requires a minimum package of documents (registration documents, financial statements for the reporting period with a receipt for its acceptance by the Federal Tax Service, SRO (if necessary), license (for licensed types of activities), passport of the decision maker). The "Conveyor" technology provides advanced the financial analysis activities of the applicant, so the list of documents is expanding.
3. Analysis of the information provided, structuring the transaction. Analysts, together with representatives of the security and collateral service, check the legal purity of the transaction and calculate the borrower’s rating. For “factory” products, a full analysis is carried out by the client manager.
4. Providing transaction information to the underwriting service. Experts assess the riskiness of the transaction, the solvency and reliability of the borrower. Based on the information received, a decision on the application is provided.
5. Conclusion of an agreement. Loan agreement signed at the bank office. If the transaction amount is over 5 million rubles, a security specialist must be present when formalizing the contractual relationship.

Good to know! In some cases, approval of the transaction is carried out through the credit committee. It consists of a client manager, to whom the applicant is assigned, the head of the business sales department, an analyst and underwriters. Positive decision accepted by a majority vote.

1. Money transfer. For non-purpose products, money is transferred to the current account after the application is processed by the BEC office. By targeted loans money is provided only by order in a strictly established form.

Increasing lending volumes to small businesses - Video

Connection to the Sberbank Business Online system (SBBOL)

Sberbank is largest player, actively cooperating with small businesses. Its terms and conditions credit products recognized as the best at domestic market(according to banki.ru). The Bank actively supports existing enterprises and individual entrepreneurs, providing them with democratic and loyal conditions. The package of documents for processing borrowings, in comparison with other players, cannot be called minimal, especially using the “Credit Conveyor” technology.

Smart loan Sberbank - introduction of new lending technologies

© Photo — German Gref

Sberbank is constantly introducing new principles and approaches to supporting small and micro businesses in Russia. One of the innovations was the launch of a smart business lending program. So, what is Smart Credit? As part of this program, a client who has funds flowing through a bank account can be pre-approved for a loan. The size, rate and terms of the loan are calculated based on analysis of current account turnover. The advantage of this service is that the application process and loading of funds can be completed in almost one day. The program has already been used by many companies who highly appreciate its quality.

Some bank indicators as of September 1, 2017!

Sberbank's net assets are 23.337 billion rubles (the leader in Russia), the volume of capital (according to the requirements of the Central Bank of the Russian Federation) is 3.473 billion, the loan portfolio is 15.554. billion, liabilities to the population - 11.429 billion.