Presentation of Dan Armstrong during Mobile Convention Amsterdam.

1. Mobile Banking and Payments
How Rabo Development is Using Mobile, Branchless Banking Formulas to Change
Access to Financial Services in Africa
A few slides on mobile banking and payments developments within Rabo
Development partner banks in Africa.
Dan Armstrong
Mobile Convention Amsterdam, 19 April 2011

2. Some MFS Rabobank has launched in NL 2003-2011

3. Other Rabobank and Partner MFS Apps, Trials, Products

4. Rabobank Rural & Retail / Rabo Development World-Wide
Key
Rabobank Group Rabo Development
 48 countries, 59.000 employees Rabo International – Retail & Wholesale  Partner Banks: Brazil, Paraguay, Zambia,
Tanzania, Rwanda, Mozambique, China
 Robeco, Sarasin, Orbay, Obvion, Interpolis, Rabo International - Wholesale
Lage Landen, Athlon , etc.  Projects: Egypt, Malaysia, Vietnam,
RIAS & Rabo Development Kazakhstan, Pakistan, Ukraine, Malawi, etc.
 Main focus on food and agri-banking,
cooperative banking, and retail Rabobank Foundation

6. Zanaco
 40+ years of success, growth and
stability, successful expansions,
privatisation and IPO
 450.000 customers, 1.200
employees, 50 branches
 Year-on-year profitability, K3 bln
in assets, mature risk
management regime. Healthy
account portfolio including:
• Retail: account services, personal
loans, e-banking, Xapit, remittances,
cash services
• Corporate: credit facilities, e-banking,
cash services, treasury and
investments, trade services
 Transformation to modern
banking tools: 100+ ATMs,
internet banking, mobile banking
 POS collaboration with Zampost,
121 new locations in 2011
 Rabobank: 49% (2007)

7. Xapit Instant Banking
 Launched in late 2008, USSD
mobile banking
 Also, Xapit ‘account’ =
welcome pack + mobile
banking + ATM card
 Sign-up for an account and
get mobile banking and a
VISA debit card in 5 minutes.
 250.000+ customers to-date *444#
 20+ bill payment partners,
prepaid airtime, etc.
 June 2010 Usage: 21
transactions per month
(average)
 All MNOs: ZAIN, MTN & CellZ

8. First Merchant Bank : FMB Fast Account
 FMB
• 19 branches, corporate and retail
banking, 600 employees, growing
strongly
• 1/11 commercial banks in Malawi
 FMB Mobile / FMB Fast Account
• Launched summer of 2010,
50.000+ customers to-date
• Successful to-date – packaging
of ATM card, bank account and
mobile banking functionality
• Includes immediate (small)
balance on customers’ account,
facilitating usage of the new
product

9. Case Study: NMB mobile
 NMB: National Microfinance
Bank Ltd.
 1,9 mln customers (65% of all
banked Tanzanians)
 Largest Tanzanian bank
network, 145 (100% automated)
branches, 300+ ATMs nation-
wide (donated by local
Rabobanks)
 Consumer and small-business
focused, all income levels
 Branch network designed to
cover minimally 80% of
Tanzanian districts.
 Empowering Entrepreneurs

13. NMB mobile – mobile banking
 Dial *155*66# to access
 Features:
• Balance Inquiry
• Mini-Statement NMB mobile
1. Balance Enquiry
• Money transfers to any NMB account 2. Mini-Statement
3. Money Transfer
• Tanesco Luku Prepaid Electricity Purchase 4. Prepaid Services
5. Other Services
• Vodacom and ZAIN Prepaid Airtime Top-Up 6. Help
• NMB Services like ATM card block, settings
 No need to fill-in forms or visit an NMB
branch to sign-up, simply dial
*155*66*123#
 NMB mobile:
• Launched in August 2009
• 450.000+ active customers to-date
• All mobile networks, 100% nation-wide coverage
• SMS Alerts to 220.000 customers monthly

14. BPR & BPR Mobile Banking
 Banque Populaire du Rwanda
• 1.3 mln customers, 1.400
employees, 191 locations nation-
wide
• Far larger customer base and
network than all other banks in
Rwanda combined
• 1/3 of customers not having
“automated” bank accounts
 New BPR E-Channels
• BPR Mobile Banking
(launched 09/2010, 100.000+
customers to-date)
• BPR SMS Alerts
• BPR ATM Cards
• BPR QuickCash ATMs
• BPR Call Centre

15. BPR ATMs (new "BPR Quickcash" formula)
 Quickcash and ATM Cards
• 100 BPR ATMs online in 2011
throughout Rwanda (donated by
local Rabobanks)
• Increased ATM usage through new
marketing and promotions, usability
campaigns and POS roll-out
 New E-Banking Call Centre
• BPR call centre successful
operating, incl. ACD/call queue
system
• Inbound and outbound calling to
improve usage, sign-ups and
customer satisfaction
• 650-1.000 calls per day, service
level is 85%+

16. BPR Mobile Banking
Mobile Banking
1. Balance Inquiry
2. Mini-Statement
3. Money Transfer (BPR Accounts)
4. Prepaid Airtime
• MTN
• Tigo (pending)
5. Bill Payments
• RECO Prepaid Electricity
• StarTimes Africa TV
• DStv
• MTN Postpaid Bill
• Tigo Postpaid Bill (pending)
6. Bank Services
• Change BPR Mobile Banking PIN
• Change Language
• Order Cheque Book
7. Help

17. BPR Mobile Road Shows & Sign-up Success

18. BPR Mobile Road Shows & Sign-up Success

19. Generating Successful Formulas in (Developing) Markets
Currently has /
uses another
financial product Too poor
Redistribution
Zone
Target / Does not have Excluded by design
Addressable access to the
Market product
Excluded by
default Development
Zone
Does not have / use
a financial product
Does not want
the product
Has access to the
product, but does
not use it Potential users
Enablement
Zone
Based on: http://www.bankablefrontier.com/assets/pdfs/access-frontier-as-tool.pdf

20. Thank You!
Dan Armstrong, +31652085071 www.rabobank.nl
dan.armstrong@takashimobile.com, d.d.armstrong@rn.rabobank.nl www.rabobank.com