1. Innovating banking for greater financial inclusion David Ferrand, FSD Kenya

2. Kenya has come a long way

3. Didn’t happen by accident Technology changed the game... …regulation enabled…...and players innovated

4. Dynamism evident at all levels Top ten banks by assets (KShs bn)

5. But especially in relation to inclusion Number of deposit accounts across top ten banks

6. Immediate future looks positive  Global Findex shows formal exclusion already down to 25% (2014)  800,000 accounts to be opened for the poorest  FinAccess 2015 could show only 20% exclusion in Kenya?  Italy currently shows 13% and the US 6%

7. But… …many new bank accounts are not used… 2013 data (FinAccess)

8. … and active accounts are only used monthly on average 2013 data (FinAccess)

9. Why? Financial diaries offers some insights into the lives of the poor Insufficient income Income and expenditure is volatile Managing liquidity a daily struggle Money should be working Active money managers, using formal and informal tools

10. How do we tackle this? 1.Financial tools need to be low cost to use 2.Solutions must be relevant to needs

11. The cost challenge The average Kenyan is living on a low income

12. The cost challenge Budget breakdown of a typical low-income household

13. The cost challenge: Reaching people Bank branches + mobile money agents Bank branches Over three quarters of the population within 5km of an access point

14. The cost challenge: The role of ‘collabatition’ Credit information sharing Payment system interoperability Cash-lite

15. The relevance challenge. The liquidity-illiquidity preference conundrum

16. Financial assets are small, illiquid and informal Financial assets

17. The relevance challenge Distribution of routine expenditures by value (%) Most transactions are very small

18. What do people do now? DEVICE Mobile Money Savings in House ROSCA 2 Credit to Clients ROSCA 1 Current Account Savings Account Investme 1 ASCA 1 Mbao Pension Rent arrears Joint liability loan Borrowin from friends Electricit arrears Shop Credit Low income are active money managers: using different tools for different jobs Low income are active money managers: using different tools for different jobs BALANCE 2885 774 -5700 700 5800 7300 2000 1800 600 400 900 0 0 333 0 Flows % Income 35% 19% 12% 9% 7% 2% 1% 0% 8% 5% 2% 1% 0% #TX 106 34 35 9 31 8 1 1 1 11 6 6 4 Assets Liabilities Median household in study used 14 devices

19. A relevant financial tool? M-Kopa 5m homes off electricity grid Spend KShs 20,000 pa on kerosene Poor quality light Negative health implications Kerosene lighting Solar light system Cost KShs 20,000 Sold on credit Pay by mobile money Flexible pay when you can Remote switch-off using mobile Daily cost less than kerosene After a year own the asset M-Kopa solar

20. Is M-Kopa a ‘killer app’? Sceptical view Why it is a killer app Builds value: an asset and free cash-flow Copes with problem of income volatility Substitutes for existing cash-flow Is the remote switch needed? Just a credit product

21. Where are the next killer apps? Start with value creation for the client Revenue model consistent with cash-flows Deep segmentation – one size does not fit all Link to the ‘real economy’ New business strategies Smart phones are coming Data analytics revolution: credit Value addition – combine finance with other services Semi-customised solutions Technology again the enabler Leveraging social capital Using local know-how The human dimension Informal solutions can point the way