afg fy 13/14 highlights
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Twenty years of growing our business by growing our brokers’ businesses.
The 2013/2014 snapshot
OUR TRADING YEAR HIGHLIGHTS
¡ We se3led a record over $26B in residenAal loans ¡ Commercial se3lements almost $2B and leasing se3lements of over $228M ¡ Our share of the overall housing loan market hit 12% during the year, with WA hiQng 20%
and NSW and Vic both hiQng 10%
OUR TRADING YEAR HIGHLIGHTS
¡ Sold over 4,500 insurance polices through our partnerships with TAL Insurance and Allianz ¡ ConAnued to be an advocate for compeAAon and assisted non major lenders maintain a share
of over 20% in very compeAAve environment
¡ Retained all major client groups and recruited another 332 producAve members
¡ Grew by 161 new AFG Credit RepresentaAves ¡ ConAnued our impressive growth, charted here over our 20 years of operaAon
NSW HIGHLIGHTS
¡ ResidenAal Se3lements $7.7B, 125% of target and over $1.5B above budget
¡ Commercial Se3lements $550m, a whopping 216% of target
¡ Leasing $47.2m, se3led 110% of target
¡ New recruits 89, represenAng 127% of target ¡ Raised over $10,000 for Children's Cancer
QLD HIGHLIGHTS
¡ Compare The Market – naAonal account to distribute leads to our brokers naAonally
¡ Nexus Lending – PLAN QLD No 1 group ¡ Vision Money – Aussie top loan writer in NT
SA HIGHLIGHTS
¡ Restructured SA staffing and created two hybrid BDM roles where aggregaAon and AFG Home Loans roles are performed by each BDM
¡ Recruited 37 brokers ¡ Recruited major group, My Finance House from
Finsure
¡ High Achievers Gala Dinner with 190 a3ending
¡ Wifi, hot water, coffee machine, cleaner, new furniture, disposed of obsolete computer equipment
VIC HIGHLIGHTS
¡ Vic PB in se3lements -‐ $647M in July
¡ Vic PB in lodgments – $1B in July
¡ Vic PB in Commercial Leasing – almost $10M in July
¡ Vic increased market share re ABS stats
¡ Successful staff transiAon
¡ Clear audit record
WA HIGHLIGHTS
¡ Achieved 20.35% market share in a month
¡ Recruited 105 brokers
¡ 30 consecuAve months of record volumes for each month
¡ Recruited premier brands Realmark and Builton Group
¡ 1st and 2nd in BDM of the Year
¡ High Achievers Gala Dinner with 460 a3ending
¡ New Credit and Client Services processes including the establishment of the Sydney CS team ¡ New ANZ Warehouse implemented
¡ Two RMBS deals completed
¡ Scenario Line introduced in Credit ¡ ImplementaAon of ConstrucAon Loan Funding
¡ Revised cash flow reconciliaAon reporAng – MulA Trust Realignment
¡ Business Intelligence reporAng expansion to include excepAon suite and term out extracAon
¡ $1B of Direct loans under management in AFG SecuriAes ¡ ImplementaAon of Jira workflow management in Client Services ensuring swiler turnaround
Ames for customer requests
AFG HOME LOANS
INFORMATION TECHNOLOGY
¡ FLEX 6.0 released in November 2013, providing a completely re-‐architected FLEX planorm running on new server infrastructure distributed across two data centres in an acAve-‐acAve design with real Ame data replicaAon -‐ FLEX has maintained 100% since this implementaAon
¡ Implemented a new monitoring soluAon that performs 1,500 system checks every few minutes across all our environments
¡ FLEX Sales Tools iPad app two way integraAon with FLEX was delivered during January 2014
INFORMATION TECHNOLOGY
¡ The Office 365 Rollout to all staff was completed in November 2013
¡ FLEX 7.0 was released in May 2014, this release included the Siebel Open UI soluAon that provides FLEX with browser and system independence
¡ Lynk, the lead management system for brokers, was released to members during MasterClass in May 2014
¡ The iPad BDM Tool was released to BDMs and RMs at the March 2014 Sales Conference
¡ Over the financial year the number of IT risks has been reduced from 45 to 25 with the vast majority of high risk items eliminated
MARKETING
¡ 1135 members on the SMART program.
¡ We sent over 7 million Amed, targeted and personalised emails under the SMART banner.
¡ Brand new AFG website a3racAng twice the traffic and ten Ames the new broker leads
¡ AFG held over 150 events last financial year, with over 6000 a3endances across the events program.
¡ Jeremy Wealleans and Sally-‐Anne Merrington won the inaugural SMART Cup with 34 sign ups.
CONFERENCES
¡ AFG sales conference, Perth: 68 delegates (staff) ¡ Commercial and equipment finance conference, Brisbane: 82 delegates (members, lender
sponsors and staff)
¡ Masterclass 2014: 1,300 delegates (members, lender sponsors and staff)
¡ Chairman’s Club Barcelona: 195 delegates (members, lender sponsors and staff)
SERVICES & SUPPORT
¡ Streamlined processes § Sale of Commission and Contacts
§ Change of EnAty Process -‐ enabling name change without a new member agreement
§ Signing up a Referrer ¡ Planning the move from Brokerpedia to our own BrokerHQ
§ Running two different BrokerHQ sites during the cross over! § CreaAon, upload and filing over 1500 documents to the new BrokerHQ
¡ AssisAng in the transiAon to Broker Centre (replacing Apply Online) and FLEX Open UI ¡ New Team Leader for Member Support -‐ Sam Burne3
¡ Maintained service levels during staffing restructures
¡ Proposals and cosAngs approved for: § IPscape – new call centre solware § Central – self service member portal
¡ Parklink § All 22 apartments sold § Advance construcAon in line with the construcAon program.
¡ Richmond Quarter § Required presales secured § ConstrucAon funding in place § Advance construcAon in line with the construcAon Program
¡ Taskers – Stage 1 (Falcon) § Required presales secured § ConstrucAon funding in place § Advance construcAon in line with the construcAon Program § Commence sales in Stage 2a (Regent)
¡ Equity Funding – secured an addiAonal equity funding deal with Blackburne Property Group.
AFG PROPERTY
FINANCE
¡ Successfully implemented Phase 1 upgrade of Hyperion ¡ Finalised sale of all assets and liabiliAes of Zinc Finance ¡ SecuriAsaAon division
§ ParAcipated in the latest assets backed securiAes issues that raised $600m of addiAonal finance to fund the issuance of new mortgage loans (AFG 2013-‐2 Trusts and AFG 2014-‐1 trust)
§ Increased our involvement in the securiAzaAon operaAons to support their growth, especially in the treasury
§ Prepared the hedge accounAng treatment and some of the fair value models to account for the fix interest and swaps
¡ Property division § Prepared the accounAng treatment of the Redeemable preference shares issued to and by AFG Property
Investment No.1 Pty Ltd § Reviewed the accounAng treatment and prepared the accounAng entries in relaAon to St Peter’s JV
dissoluAon (To bring 100% interest instead of 70%) § Prepared the accounAng treatment, the cash and GL transacAon flows and implemented processes for
the new complex structure of McCabe St Ltd JV, which involved the creaAon of a Bare Trust and a new development company -‐Taskers Living Pty Td (bare Trustee)and Taskers Living Development Company Pty Ltd.
HUMAN RESOURCES
¡ OrganisaAon wide employee survey in October 2013 to assist understanding of employee engagement levels.
§ Performance Review changes § Increase in training for Managers
§ More opportuniAes for training
§ Increased focus on career development
§ Reduce company values to core focuses
§ Development of TeamHQ
§ Create be3er means of internal communicaAon and uAlise to inform employees of: § Senior leader profiles § Upcoming events with an increased focus on bringing employees together more olen
§ Department updates
AWARD WINS
¡ Australian Broking Awards 2013 -‐ Sydney AFG won the “Best IT Planorm” and “Best MarkeAng” awards.
¡ MFAA Award night 2013 -‐ Sydney Kevin Ma3hews received an MFAA Life Membership.
OUR PEOPLE
71 staff celebrated more than five years service with AFG, and the following staff celebrated 10 years with the company;
¡ Debbie E3ridge ¡ John Fulgaro
¡ Garry Downes
¡ Natalie Da Silva
¡ Lee Durston
¡ Carl Taylor
¡ Yolande Barkhuysen ¡ David Bailey
¡ Ryan Hosken
¡ ¡
BRAVO AWARD WINNERS
Quarter 1 Ted Nicholls
Quarter 4 Mandy Au Credit Analyst
Quarter 2 Jesse Kremer BI Technical Developer
Quarter 3 Maxine Gray RelaAonship Coordinator
SALES SUCCESS
Jeremy Wealleans ResidenAal BDM of the Year
Them Lam, AFG Home Loans BRM of the Year
Clara SciarePa, Runner Up -‐ ResidenAal BDM of the Year
George Srbinovski, ResidenAal BDM of the Year – 3rd place
Shirley EllioP Team Player of the Year
AFG IN THE COMMUNITY
AFG raised $208
Luciano Appeal
AFG raised $165.30 Head Office staff donated 29 pairs of jocks, 43 pairs of socks and other supplies to Perth’s
homeless.
Downes Syndrome Association
Cupcake Day
$2,600 was raised
AFG IN THE COMMUNITY
Light the Night Walk – Perth – 2 October 2013 The Leukemia FoundaAon held its annual Light The Night Walk on Wednesday
2 October 2013. ParAcipants walked with shining lanterns to raise awareness and funds with the hope to cure leukemia, lymphoma and myeloma.
The fundraising total for Perth alone was over $128,000 with a naAonwide total
in excess of $1 million dollars and sAll growing. Thank you to all those who contributed to this very worthy cause.
Amy Zecca proudly carried a gold lantern in memory of Bradley McGougan.
AFG IN THE COMMUNITY
Kmart Wishing Tree for The SalvaAon Army
LifeAme Distributors for Princess Margaret Hospital
AFG IN THE COMMUNITY – OUR PARTNERS
A Western Australian not for profit organisaAon focused on financial literacy at primary school level.
An organisaAon focused on the protecAon of Australia's unique biodiversity and conservaAon program.
An independent not-‐for-‐profit iniAaAve involving over 100 organisaAons from the private, public and community sectors encouraging Australians to take a close look at their money management.
WE WELCOMED 3 BABIES INTO THE WORLD!
Jarrah James A son for Jia Jia Wong
Rachel Lily A daughter for Ryan Hosken
Finn Ava A daughter for Simon Mateljan
AN ENGAGEMENT WAS ANNOUNCED
CongratulaAons to ExecuAve Director Malcolm Watkins on his engagement to Peter Kerr.
WE CELEBRATED WEDDINGS
Mavina Fan married Ben, on Tuesday 12th November 2013, in Phnom Penh, Cambodia. A tradiAonal Cambodian wedding was enjoyed by family and friends.
Erin Kelly married Chris Burgess, on Saturday 12th April at Great Northern DisAllery, Middle Swan, a wonderful evening had by all.
WE CELEBRATED WEDDINGS
Marie married Cathal Quinn, on Saturday December 21, 2013, at St Patricks Church , Monaghan with a recepAon at The Nuremore Hotel, Monaghan, Ireland
Joelle Jones married Bryan Quinn, on Saturday 22nd February at Hannah Games Lodge, South Africa.
WHAT’S NEXT
In line with the Board’s Strategic Plan our next 12 months are focused on:
¡ ConAnuing to invest and grow AFG Home Loans and the SecuriAes business lines
¡ Complete another successful AFG SecuriAes Term deal
¡ ConAnuing to provide leading edge technological soluAons for our brokers, with a real focus on growing innovaAon
¡ Growing our successful property pornolio
¡ ConAnuing to grow our market share in core business, which enables us to conAnue to diversify
¡ Capitalising on the opportuniAes we see across our commercial and leasing business
Twenty years of growing our business
by growing our brokers’ businesses.