Download - AFG FY 13/14 Highlights
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Twenty years of growing our business by growing our brokers’ businesses.
The 2013/2014 snapshot
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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%
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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
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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
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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
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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
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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
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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
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¡ 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
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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
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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
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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.
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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)
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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
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¡ 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
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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.
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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
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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.
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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
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¡ ¡
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
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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
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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
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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.
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AFG IN THE COMMUNITY
Kmart Wishing Tree for The SalvaAon Army
LifeAme Distributors for Princess Margaret Hospital
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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.
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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
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AN ENGAGEMENT WAS ANNOUNCED
CongratulaAons to ExecuAve Director Malcolm Watkins on his engagement to Peter Kerr.
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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.
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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.
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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
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Twenty years of growing our business
by growing our brokers’ businesses.