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Financial Literacy

9 easy steps to negotiate out of a bad loan

Anything more than that sets you on the path of financial crisis as the risk of default is mostly higher. But how then does one get out of financial crisis related to the burden of loans? I will attempt to give tips. #LOANTIPS #DEBTS

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Every now and then I meet people howling about their debt burden and how it’s making life difficult for them. Some of the loans are consumer loans used to buy a car, finance a pet project or even pay for house rent. I have always believed that your loan repayment per month should never be more than 40% of your salary or monthly income.

Anything more than that sets you on the path of financial crisis as the risk of default is mostly higher. But how then does one get out of financial crisis related to the burden of loans? I will attempt to give tips. As usual we will depict a real life situation for better guidance

Example: Wale decided it was time to take a loan since landing his new job in 2016. He borrows N2.6m to buy a tokumbo car and the balance to pay for a new 3 bedroom apartment he just moved to. He earns a take home salary of N200k a month and currently pays N80k to the bank as loan. He also spends on average N80k monthly in living expenses such as feeding, transportation, wardrobe, entertainment etc. leaving him with N40k as savings.
Suddenly his company faces a financial situation and decide to slash salaries and cut staff strength. Fortunately or unfortunately Wale is not sacked but told to take a pay cut of N60k dropping his monthly take home pay to N140. He suddenly finds himself in deep financial waters as his loan repayment is now more than half his take home pay.
He currently owes the bank N1.3m (excluding future interest) after paying back half of the loan which was about N3.8b (including principal of N2.6m and interest). Since taking his pay cut in November 2018 he has defaulted twice in repaying his loan as his expenses almost doubled after getting married. The banks have written him severally and have now decided to act. What should Wale do?

Step 1: Don’t be afraid and never get depressed.

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In a capitalist society even the richest of men owe. In fact they owe billions and are often soothed rather than chastised when the bank man comes. The main reason for this is that no bank wants litigation (even if the outcome will favour them). So, as much as you are in deep financial mess they also are. In Nigeria, banks tend to fire small loan borrowers with also sort of threatening letters, like warning that they will write your employers, seize your car or any other collateral assets etc. At the end of the day, an amicable solution is always better preferred.

Step 2. Ask yourself honest questions

BAD LOAN NEGOTIATION
Can I sustain this lifestyle? Should I sell my Car to repay part of the loan? How much can I really repay the bank within the current circumstances? All I really need to do is either repay the loan out-rightly, get a new job or simply just reduce the amount I pay the bank monthly. The following steps will be based on my decision to reduce the amount I pay to the bank monthly.

Step 3. How much can I possibly pay the bank now?

BAD LOAN NEGOTIATION
When Wale was taking home N200k he was paying N80k as loan or 40% of net income. To remain at 40% of that figure, he will need to pay the bank N56k monthly leaving him with N84k. Since he is newly married he believes he needs at least N100k monthly to meet up with the demands of marriage even if it means him not saving. Therefore, the needs to pay the bank N40k monthly, that is half his original pay.
Step 4. Acquaint with loan realities

BAD LOAN NEGOTIATIONNow that you have decided how much you can afford to pay the bank, the next step is to determine what that means in the overall context of the loan. If you owe N1.3m and you wish to repay N40k monthly at an interest rate of 20% then the no of years you are looking to complete the loan will now be 4 years or 47months.

What this essentially means is that the loan which was to last 4 years will now extend to 6years. Remember Wale had paid for 2 year and had 2 left and to accommodate his N40k repayment, he needs to add two more years. This move whilst a cash flow relief will bring additional interest cost almost 100% of the loan value at the end of the payment.

You could also decide to adopt a progressive repayment rather than a uniform one. That is pay N40k for the first year and N60k the next and N80k till the loan is liquidated. This method does the twin job of giving you temporal relief while anticipating an improved cash flow and also helping contain the high interest cost associated with longer tenors.

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[Read Also: Half-Year 2019: Access Bank release financial results]

Step 5: Approach your bank

BAD LOAN NEGOTIATIONNever get shy about telling your bankers your financial predicaments. Remember your success/failures is directly proportionate to theirs so its always in their best interest when you show intent to repay their loans. Set up a meeting with them at a place of your convenience, make sure its a discussion over lunch or drinks as that creates a friendly environment.

Tell them your plans in the clearest form and give an impression its a honest and well thought out now. Make them understand its a win win situation and actually benefits the bank more as they get more cash flow. Don’t be ashamed to tell them you just got a pay cut and as such don’t have a choice but to do this.

Even if you never had a pay cut but just have financial constraints, make them understand what your predicaments are and how a restructuring of the loan is the best option. They may come with their own proposals for a way out which may or may not be better than yours. Whatever the case just remember than your guiding principle is the cash available to you after you debt service.

Step 6: Forward an official letter to the bank:

BAD LOAN NEGOTIATIONAfter you must have concluded negotiations with your account officers, you should now write them officially requesting for a restructuring of the loan. The tone of the letter can look like this. The response time for banks typically varies depending on the efficiency of their operations. Based on that, it is often advisable that you follow up from time to time especially via emails. Emails are good record keepers as such is mostly preferred as a communication took.

[Read Also: How to keep your small scale business running]

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Step 7: Post Restructuring

BAD LOAN NEGOTIATIONOnce your offer has been approved, the bank will give you a restructured facility with terms and conditions. Make all efforts to read the fine prints as banks notoriously embed details in it. Ensure you look out for the following

  1. Tenor – Make sure it’s the number of years/months you agreed with the bank.
  2. Interest Rate – Always check interest rates especially if they are tied to benchmarks. Sometimes they tell you it’s “subject to market conditions” or “MPR plus 12%”. Whatever the case, they are simply telling you interest rates can go up (hardly down). Make sure your offer rates are competitive. To make sure, consult your accountant or friends in other banks.
  3. Fees – Fees are often over looked when it comes to loans, whereas they are also a cost. When you are restructuring, the banks typically will charge you a “restructuring fee”, “management fee” and facility fee”. Restructuring Fee is a one off payment and can range from 0.25% to 1% of the loan. Always negotiate for 0.25% or even zero. It is possible if you make them understand you can’t afford it. Management Fees are paid every year and is a flat percentage of the outstanding principal. They can tell you it is 1% of the Loan or 0.5%. Facility Fee is also similar to the restructuring fee. However, this is mostly charged for a new loan. Whatever the case strive for a total Fee that will NOT cost you more than 0.5% per annum.
  4. Security – Make sure the security (collateral) they are asking for is what you agreed with them during negotiations.
  5. Caveats – There are usually loads of clauses and caveats that are found under “Other Conditions”. It can be burdensome to read but since its your but on the line, I suggest you read them. Particularly the clause that refers to early repayment. Some banks charge you if you decide to repay all or part of the loan before it is due. Make sure this clause says “you will not be charged for early repayment of all or part of the facility”. Who know, you might land a lucrative job and decide to pay off the loan.

Step 8: Endorse the new offer

BAD LOAN NEGOTIATIONSign a copy of the offer and keep an original as well (with the signature of the representatives of the bank).

Step 9: Think about another job

BAD LOAN NEGOTIATION Start to look for another job or find a way to improve your financial situation. Even with the relatively affordable cash payment Wale has to make, he still has less disposable income available to him. As such a debt burden is something he needs to get out of his life. That will only be put to bed by an improved stream of cash flow.

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[Read Also: Difference Between Interim Dividend and Final Dividend]

Conclusion – Whilst these are basic steps to guide you, it is advisable that you consult Accountants, Lawyers when negotiating with a bank. Never be afraid to negotiate your way out of the pains of debt. Be smart and think rich.

Nairametrics is Nigeria's top business news and financial analysis website. We focus on providing resources that help small businesses and retail investors make better investing decisions. Nairametrics is updated daily by a team of professionals. Post updated as "Nairametrics" are published by our Editorial Board.

2 Comments

2 Comments

  1. Sabrina

    April 23, 2012 at 2:12 am

    This comment has been removed by the author.

  2. Anonymous

    June 21, 2019 at 10:02 am

    This is surely an improvement memo, but it will really go along way, thou I don’t have any debt but am well informed now.

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Personal Finance

Shifting consumer habits demand fresh focus to fight fraud

PFD identified 90 merchant websites compromised by multiple variants of ecommerce skimmers.

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Nearly every part of daily life has changed as the world continues to fight back against COVID-19. Most observers agree that the increased focus on digital commerce by consumers and merchants will likely remain even after a vaccine is found and the economy rebounds.

As the pandemic and its economic impact extend into 2021 and beyond, these new habits will likely crystalize. It is important for merchants and financial institutions to adapt now to support consumer behavior through safe, reliable digital commerce.

READ MORE: CBN wants to be able to freeze bank accounts linked to suspected criminals

A shift to online channels by consumers and fraudsters

Globally, consumers are shopping more online. Just look at the numbers.

  • In Nigeria, more consumers turned to online shopping for the first time with 42% of shoppers starting to purchase food via eCommerce platforms.
  • In South Africa, in-store physical activity greatly dwindled, with 63% consumers visiting physical grocery stores less often.
  • In Kenya, consumers’ preference for digital solutions is fast increasing as customers turned online for shopping. 43% of consumers started purchasing from pharmacies online
  • In the U.S., Visa credentials active in spending on eCommerce channels, excluding travel, were over 12% higher in June than in January. Moreover, when you examine the active credentials who tend to be more significantly engaged in eCommerce, the spend per active credential increased by over 25%.
  • In the U.K., active eCommerce credentials increased 16% while spend per active credential increased 3%.

Where consumers go, fraudsters follow and Visa’s Payment Fraud Disruption (PFD) team has seen a similar shift in fraudulent activities/fraud attempts from in-store to online.

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Between March and April 2020, there was a rise in fraudsters establishing short-term “COVID”-named merchants and using these fraudulent merchants to perform account testing and enumeration. This is where fraudsters use merchants or financial institutions to guess account numbers, expiration dates and CVV2/security codes through automated testing. This activity is often marked by high volumes of low-dollar declines.

Our Visa team also saw an increase in e-commerce skimming attacks, where fraudsters inject malicious JavaScript code into the websites of merchants and service providers to digitally harvest payment information such as billing address, account number, expiration date, and CVV2 from the checkout forms on e-commerce pages. In April 2020 alone, PFD identified 90 merchant websites compromised by multiple variants of e-commerce skimmers.

Fortunately, fraud prevention capabilities such as Visa Account Attack Intelligence, which prevents account testing, and Visa eCommerce Threat Disruption, which prevents online skimming, are free of charge and are among the many fraud prevention layers and security benefits available to Visa clients.

Visa, financial institutions, and payment providers work hard to keep consumers’ payments safe – using multiple layers of security to prevent fraud, protect data, and help them get their money back if someone uses their card without permission. Yet, fraudsters are counting on consumers to be distracted and let their guard down, so they can trick them into handing over their personal or financial information.

This is why we believe consumer education is key in the fight against fraud and we have been helping consumers understand how to spot fraudulent activity and how to protect their sensitive information, particularly now, when most of our payments have shifted to digital.

Here are three simple steps every consumer can follow to stay safe when shopping online:

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  • Pay securely online – When paying online, use Visa Checkout that offers an extra layer of protection and always check the URL to ensure it begins with “https://”. The “s” at the end confirms a secure connection.
  • Pay securely in-app – Update your passwords with a strong password unique to each account or better yet, switch to fingerprint or facial recognition for account login and/or payments if it’s an option.
  • Beware of phishing scams – Be careful of unsolicited and suspicious emails, SMS or phone calls. They may try to steal personal information like your account number, username and password. If in doubt, do not click on any links or download files.

Additionally, we implement a rule-based authentication service called Visa Cardholder Authentication Service (VCAS) that combines risk intelligence and targeted rules strategy to help reduce customer friction as well as provide seamless payment experiences.

The need for contactless payment acceptance in Nigeria

While online commerce has increased, in-store purchases have not gone away. Essential workers still have to go into the office and re-fuel for their commute and some goods simply cannot be purchased online and delivered to consumers. In these situations, embracing contactless card payments can offer peace of mind. Visa data shows that consumers are increasingly embracing contactless across the world, and as Main Streets and High Streets reopen, consumers are asking for more touchless options to pay.

Touchless, or contactless payments, where one can tap to pay with a card or smart phone, enables a safe and secure experience without the need for consumers to touch the checkout terminal and early indications show usage is high among grocery stores and pharmacies around the world. A few other trends include:

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  • Nearly 50 countries improved tap to pay penetration by more than 5% and over 10 countries increase by 10% or more from fiscal year Q2 to Q3.
  • Visa helped more than 55 countries increase the tap to pay limits, reducing the share of transactions that require consumer contact by more than 40% in several of those countries.
  • In the U.S., more than 80M contactless Visa payment cards were added in the first 6 months of the calendar year as financial institutions accelerated their issuance schedules.

READ ALSO: Crypto-Scammers stole $24 million worth of BTCs in 2020  

Despite the increase in penetration and card issuance, the fraud rate for contactless payments is significantly lower than the overall card present fraud rate, which illustrates the security of tapping to pay.

Although there may be some regression back to the norm after the pandemic, it is not a leap to think some habits will remain. The shift to buying online is here to stay. For merchants and financial institutions, adapting to new consumer habits not only means meeting customer preference, but it is also an investment into the future of digital payments. It is time for Nigeria to embrace the convenience and security of tapping to pay in-store.

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FEATURED

What policy changes, other challenges hold for MSMEs in 2020 – Chief Economist, PwC

The startup companies are valued at over $1 billion because the uncertainties of doing business in Nigeria are quite high.

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Andrew Nevin

It is a given that 2020 has been one of the most trying years for business owners and entrepreneurs. Some businesses have been crushed completely, with some left barely breathing.

The year started with the announcement of the increased VAT rates, moved on to the coronavirus pandemic and its attendant challenges, the global oil crisis and its implications on national revenue, and just after the easing of the lockdown, the recent increase in fuel price. What do all these connote for Micro, Small, and Medium Enterprises that were already groaning under stiff economic policies and trying to survive the hard days? Your guess is as good as mine.

Taxation in the middle of a pandemic

Amid all of these challenges, the government (through its agencies) trying to widen its tax net and improve revenue, with more duties and tax options being imposed on Nigerians. Just recently, as courier and logistics business operators were still trying to grapple with the implications of the increased NIPOST license fees, when NIPOST and FIRS went on a social media war of words over which agency is constitutionally justified to collect the Stamp Duties.

There is also the recent rental tax announced by the government, a move still being protested by unions who have argued that this pandemic period is a time for the government to give out palliatives, not widen its tax net.

What do the multiple changes and challenges in 2020 mean for MSMEs?

In a recent tweet on his handle, Partner & Chief Economist at PwC Nigeria, Andrew Nevin (Ph.D.) noted that the current circumstances will stifle the entire economy and constrain MSMEs from growing, as it is quite difficult to grow in an economy that is not growing.

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“… The complexity and cost of governance and the fiscal crisis is leading to a situation where successful companies in the tax net are subject to more and more taxes, which means they cannot grow and some companies in the formal economy will try to move back to the informal economy, further compounding the issue,” Nevin tweeted.

(READ MORE: CBN lists major constraints affecting businesses, as borrowing rates projected to rise )

Nevin also noted that even though the SMEs employ over 80% of the country’s workforce, the startups in Nigeria hardly get to the point where they are valued at over $1 billion. And this is because the uncertainties of doing business in Nigeria are quite high. Gokada, for instance, had a thriving business environment and was set to break even when the new policy was introduced banning motorcycles across major routes in Lagos. This, he said, shows the uncertainty of the business environment in Nigeria.

In addition, attracting global capital to scale a unicorn requires more money than are readily available for risky companies in Nigeria. The challenging business environment and the ‘reputation’ associated with the Nigerian flag makes it very hard to get sufficient external capital.

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According to him, SMEs entering the formal sector means higher productivity and monitored payment of taxes. Yet, entry into the formal sector is still a choice most small businesses do not want to embrace due to the economic environment.

“… if the cost and complexity of entering the formal sector is too high, then the SME will elect to stay in the informal sector with all the attendant issues, including that they can be subject to harassment by the authorities,” he said.

(READ MORE:Innocent Chukwuma: From selling spare parts to manufacturing an indigenous automobile brand)

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He noted that the large SME sector arises partly from unemployment and people rushing into entrepreneurship as a means of livelihood; as well as the difficulties to grow a large and strong business.

“These type of statistics always tell us the sector is huge but it is huge because it is too difficult to grow big companies, so this is not a sign of strength. The best structure for the economy is to have strong large companies that then create room for SMEs to be part of their ecosystem.

“Large companies raise standards (look at quality of Dangote companies for example) and raise productivity and create opportunities for others so large SME sector is sign that business is too difficult because if Nigeria was functioning correctly, we would have 100+ Dangotes in the Economy,” Nevin tweeted.

Explaining the challenges of MSMEs in Nigeria, Chairman and Managing Partner at Ofuani Maidoh & Co, Clement Ofuani, noted that small businesses in Nigeria have more pressing challenges to deal with than the government-imposed fiscal burdens.

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Ofuani told Nairametrics in an interview, that the harsh and hostile operating environment makes for a more serious challenge for small businesses.

“Epileptic electricity power supply, inefficient transportation system and insecurity impose more operating costs on MSMEs than the fiscal taxes listed,” he stated.

Ofuani, who served as Senior Special Assistant to President Umaru Musa Yar’Adua on Policy, explained that the Finance Act waives income tax for companies with turnover below N25 million, thus granting fiscal reliefs to most small businesses.

(READ MORE: Nigerian firms expect to start employing again in August – CBN survey)

“The stamp duty on rental agreements and other agreements are additional burdens as is the increase of VAT to 7.5% but the below-the-table taxes paid by MSMEs in form of unreceipted ‘taxes’ to the security personnel along the transportation corridors, and to bureaucrats for normal government services are the greatest frustrations that make Nigeria uncompetitive in global commerce and as an investment destination,” Ofuani stated.

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Amid all of these formal and informal challenges, it becomes very difficult for the small start-up to grow beyond its startup stage and become a big company.

The on-going pandemic and recent policies have done little or nothing to address these challenges and despite the palliatives, loans, and support schemes being launched by the government at various levels, most of these small businesses will still find their growth stunted by some of these “unreceipted taxes”.

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Investment Tips

Payback and Return on Investments

To calculate payback, the cash flow or return from the investment needs to be known.

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In previous articles, we have explored various methods of fundamental analysis, including cash flow and earning. Two key questions every investor asks are — How much will I make from this investment? How soon can I get returns? These questions are broadly Return on Investment (ROI) questions and there are lots of ways to calculate it, including Breakeven Analysis and Internal Rate of Return. Let us look at their ROI tools in detail starting with Payback

Payback is how long it takes for an investment or business to recoup its initial investment. With Payback, the shorter the number, the better. Look at it this way, if you got an offer to build a railway from Lagos to Ibadan and you will get payback in 5 or 8 years, which would you prefer? 5 of course.

READ ALSO: Difference between Clean and Dirty Price of a Bond

Payback analysis is useful where the investor wants to know if the project is work the time and investment capital it is also easy to calculate. A shorter payback also means the project has a shorter time to be exposed to volatility and risk however this does not mean it eliminates risk, it just determines time frame during which the investment is subject to higher volatility without a full return of invested principal. Payback is like Breakeven calculation, but payback is focused on time while breakeven is focuses on time as a unit.

To calculate payback, the cash flow or return from the investment needs to be known.  For instance, A company wants to set up an online platform to receive online orders. It estimates the project will cost N5m in total and will increase sales by N1.5m every year. The company projects that the equipment will be depreciated at 20% meaning it will last 5 years. What is the payback for this project?

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(READ MORE: Plentywaka raises $300,000, seeks partners as it launches operations in Abuja)

To calculate payback, we divide the total cash sum by the cash returns for the project. In this case, 5,000,000/1,500,000 that equals to 3.33. Note the company estimated the project equipment will last 5 years

Payback does not talk about profitability, rate of return or if the company investing will remain as a going concern. The calculations are simply focused on when the initial investment is repaid. From the example above, the N1.5 the earned from new project 1.5m is not profit, its cash received because of the new online ordering system. Payback does not also consider Time Value of money, thus again from our example, the Present Value of N1.5M received is not considered. This Payback is often used as a gateway analysis tool to determine if a project should be considered.

To enhance Payback calculations, many analysts will integrate time value calculation with discount rates to match the future cash flows to today’s cash outlay. This is known as Net Present Value (NPV) which is the present value of the cash flows at a discount rate compared to your initial investment. Thus, NPV compares future cash to today’s cash outlay to determine If project is viable. Eg you discount all future dividends from stock using a discount rate back to today and compare it with a market price to determine if you should buy the stock. If NPV is positive, then the project or investment is good, a negative NPV means the future cash flows are worthless, thus not a good investment. The main problem with NPV in my estimation is the assumption of the discount rate to use. A discount rate that too high or low will skew the results of the NPV and render the output false.

READ ALSO: Nigerian LNG to increase exports, returns profits despite weak gas prices 

The last ROI calculation I want to review is the Internal Rate of Return (IRR). Technically the IRR is the rate of return that makes all cashflows rates of return equal to zero, in other words, it is the rate of growth investment is expected to generate annually. The more positive the better. IRR integrates the elements of payback and NPV and is also use in comparing different options and picking the option with the highest value.

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Today, all these formulas are available on Excel sheets and financial calculators on our mobile devices you do not have to be a math’s geek to implement ROI, but I remain a useful tool in comparing projects.

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