Despite having 308 other clients, Ayme Aguilar Alvarez can remember every last detail about Vittana student Beder Solano without having to reference his loan file. Ayme, a loan officer for Vittana’s microfinance partner here in Peru, can recall Beder’s loan terms, as well as his specialization in school, extra-curricular activities, daily schedule and the names of all of his family members—just from memory.
Ayme’s close relationship with Beder and her other clients is representative of the work ethic and dedication that characterizes loan officers and branch managers at EDAPROSPO. Last week, Vittana reached a milestone—$100K in loans made to students around the world. This was certainly a day to celebrate those Vittana lenders who give students a chance to receive higher education, but it was also a day to celebrate people like Ayme—the loan officers and branch managers on the ground who know Vittana students and their families best.
Ayme spends most of her day outside of the Comas branch office disbursing new loans, making client visits, searching for new clients and training groups of borrowers who are using microfinance to improve their businesses and increase their earnings. But what sets Ayme’s efforts apart is the care she takes to foster strong relationships with her clients. When making house calls, for example, Ayme doesn’t just focus on business – she takes lunch, inquires about how children are doing in school, and indulges in the latest neighborhood gossip. Such personal touches convey to Ayme’s clients that she is invested not only in their monthly payments, but also in their long-term success.
Ayme makes it a point not to use the word “poor” to describe her Comas clients because she doesn’t think the word is a fair description for a group of people who are “strong, empowered and determined to provide more for their families and future.” The enthusiasm she encounters when disbursing and promoting Vittana loans is a perfect example of her clients’ focus on the future.
[youtube]http://www.youtube.com/watch?v=pzmQAy1qKeE[/youtube]
While EDAPROSPO continues to work hard to promote this popular new student loan, ensuring that clients learn to use their credit responsibly is a priority too. As branch manager of the Comas office and a former credit analyst, Verónica Munive Huaylinos understands the risks that face low-income clients in Comas. In Lima, as development, business and infrastructure shifts into the Cono Norte area of the city, the microfinance and credit market expands as well. As a result, Verónica says, clients in Comas have more opportunities to receive loans from a variety of organizations and banks, putting them at risk of being over-indebted.
To protect their clients from this risk, EDAPROSPO enforces a two loan product limit, allowing families to receive only one large business loan and another smaller complementary product, such as a Vittana loan. Policies like this ensure that EDAPROSPO borrowers successfully meet all of their financial obligations. But ultimately it is the strong relationships loan officers build with their clients that guarantee that Vittana loans are in the hands of students and families who are committed and responsible borrowers.
With Beder Solano’s first payment rapidly approaching, Ayme is certain that he will be ready to make it on time. Why? Almost every Sunday afternoon Ayme has the opportunity to check in on Beder’s progress – she’s a regular customer at his family’s cevicheria.
To get more information about Beder or help fund his loan, you can check out his Vittana profile here.
{ 1 comment }
Nice. The blog captures the core element of successful microfinance —- strong client relationships.
Know your customer is the basis for for keeping risks for both borrowers and lenders within prudential limits. A sustained and frequent communication enhances both the willingness and the ability to pay.
Your blog illustrates this principle in a simple and clear manner.
Comments on this entry are closed.