Professional Documents
Culture Documents
PLUTUS15
SKS Microfinance: On the Road to Redemption
Our four-pronged strategy -- comprising calibrated credit cost approach, cost structure
optimization, cash flow management to deliver promises, and capital raise -- has helped us
weather the Andhra Pradesh microfinance crisis of October 2010.1
S. Dilli Raj, CFO of SKS Microfinance, in October 2012.
We have been struck a blow by external forces. Now we are reinventing our company and
microfinance. Thats what we are going to focus in this year. Reinvention of microfinance will
focus on consolidations of existing customer base, diversifying product offerings and continuing to
build consensus to resolve issues in Andhra Pradesh.2
Vikram Akula, Founder of SKS Microfinance in May 2011.
On January 24, 2013, SKS Microfinance (SKS), Indias only listed micro lender, declared a net
profit of Rs.a 11.5 million for the quarter ending December 31, 2012.3 The announcement was
noteworthy considering that SKS had been incurring losses for seven consecutive quarters before
the third quarter of Fiscal Year (FY) 2012-2013 (Refer to Exhibit-I for the consolidated Income
Statement and key highlights of the Balance Sheet of SKS from FY 2007-08 to FY 2011-12).
The companys return to profit followed a turnaround plan initiated by the management of SKS to
cope with the crisis that had engulfed the microfinance sector in India since 2010. The
microfinance sector in India faced a severe crisis after the state of Andhra Pradesh enacted an
ordinance in October 2010 which placed severe restrictions on the activities of microfinance
companies operating in the state. The ordinance by the Andhra Pradesh government was the result
of a number of allegations regarding the business practices followed by Microfinance Institutions
(MFIs) operating in the state. MFIs were accused of resorting to aggressive recovery practices
which had allegedly led to the suicides of many small borrowers from the state. The ordinance
made it difficult for MFIs to collect dues from the borrowers. Banks and other financial
institutions, a major source of funds for MFIs, also stopped lending to them. The non recovery of
dues and the halt in the flow of funds from banks made it difficult for SKS to expand its
operations. The crisis also led to the exit of SKSs founder, Vikram Akula, due to heavy pressure
from investors.
The management of SKS came out with new strategies to help it emerge from the crisis. SKS
started to expand in other Indian states like West Bengal, Bihar, Orissa, etc. where there were no
restrictions on the operations of MFIs. It repaid some of its debts from the revenue generated from
these other Indian states. It also raised some capital to fund its expansion. New guidelines issued
by the Reserve Bank of Indiab (RBI) also eased some of the pressure on SKS to raise funds. It cut
costs by closing down branches and removing employees in areas where it had stopped operations.
Efficient cash flow practices, securitization deals, and Qualified Institutional Placements (QIP)
also helped SKS to overcome the crisis. SKS also started diversifying into other areas like gold
a
Rs. stands for Indian Rupee (or INR), the official currency of the Republic of India. As of January 29,
2012 one US$ is equal to Rs. 53.77.
The Reserve Bank of India, headquartered in Mumbai, Maharashtra, is the central bank of India and
controls the monetary policy of the country.
1
loans, loans to small traders, and loans for the purchase of mobile phones to protect itself from
future negative policy decisions related to the microfinance sector. On the consumer front, SKS set
up an external ombudsman and a toll-free helpline to resolve the grievances of borrowers. It started
proper verification of the background of prospective borrowers and instructed its recovery agents
not to resort to any aggressive collection practices while dealing with the borrowers Meanwhile,
SKS was awaiting the passage of the Microfinance Institutions (Development and Regulation) Bill
(MIB) in the Indian parliament. The bill would override any other state legislation and make the
RBI the sole regulator of MFIs in India. SKS hoped that the passage of the bill would help it to
grow faster in the future.
BACKGROUND NOTE
SKS was started in 1996 by a young entrepreneur, Vikram Akula (Vikram). When pursuing his
PhD in Political Science at the University of Chicago, Vikram had the vision of starting a
microfinance institution to uplift the poorer sections of the society in India. His dissertation was in
the area of poverty alleviation strategies which focused on How to scale microfinance faster.
While studying in the US, Vikram realized that microfinance institutions could sustain themselves
in the long run only by following a for-profit model. After returning to India from the US, he faced
lot of difficulty in starting a new microfinance organization as he couldnt raise the required funds.
Finally, he started SKS by raising an initial amount of Rs. 2.36 million from 357 people (mostly
from his family and friends). Vikram was inspired by Bangladesh banker Muhammad Yunus c and
SKS was established based on Yunuss Grameen Bank model. SKS was initially registered as SKS
Society, a Non-governmental Organizationd (NGO), in 1997 and it started its operations in
Tumnoor Village in Medak District, Andhra Pradesh, in 1998. SKS expanded its operations
rapidly and in course of time, it won several awards for its achievements (Refer to Exhibit II for
major awards and achievements of SKS). Most of the money it received in the form of awards was
also reinvested to fund the expansion of its operations.
SKS used a lot of advanced technological enhancements like the use of smart cards to monitor the
loans of borrowers. It made huge investments in acquiring modern technology in the microfinance
sector and thereby reducing transaction costs. The use of the latest technology helped in the
automation of a number of business processes and lowering of operating costs for the company.
SKS developed its own fully automated and user friendly Management Information System (MIS)
called SKS MAPS (Monitoring, Accounts, Portfolio, and Smart Cards) to monitor its business
processes. Recognizing the efforts of SKS, Friends of Womens World Banking, India e, gave its
first loan of Rs. 500,000 to SKS in 2002. Later in 2004, SKS got its first partnership loan from
ICICIf for Rs. 200 million.4 These funds were used to further expand its operations.
By the year 2003, Vikram had arrived at the idea of converting SKS into a for-profit organization
to fuel its growth. Toward that end, he founded a private company called SKS Microfinance Pvt.
Ltd. and five for-profit Mutual Benefit Trusts (MBTs). The objective was to enhance the social
and economic welfare of the company and MBTs members. Vikram raised US$ 500,000 in 2003
c
ICICI was a finance company engaged in project financing to the Indian industry. It was merged with its
subsidiary ICICI Bank in 1994.
2
through donations via MBTs and invested the amount in SKS Microfinance Ltd. to become its sole
owner. During the period 2004-05, Vikram left for the US to work as a consultant in McKinsey &
Companyg and appointed Sitaram Rao as the CEO of SKS. Sitaram Raos stint led to a five-fold
growth in the company and made SKS into one of the leading MFIs in India. In the year 2005,
SKS went completely from being a non-profit organization to a for-profit organization with SKS
Microfinance Pvt. Ltd. being converted into a Non-banking Financial Companyh (NBFC). In 2005,
SKS Microfinance Ltd. (SKS) bought SKS Societys microfinance portfolio for US$ 780,000. The
proceeds were used to buy an additional stake of US$ 1 million in SKS.
Vikram became the Chairman of SKS in 2008 and appointed a banking veteran Suresh Gurumani
(Gurumani) as its new CEO and MD. In 2009, SKS emerged as the number one MFI in India and
the number two in the world.5 By the year 2010, SKS had expanded its operations to 19 states in
the country. It developed one of the most successful models in microfinance with a good profit
margin and a recovery rate of 99 percent. Being a privately held company, it became difficult for
SKS to raise more money to fund its further expansion. To expand its reach, Vikram decided to tap
the capital markets and embark on an Initial Public Offering (IPO) of its shares. The shares of SKS
opened for subscription on July 28, 2010. The IPO, which was targeted at raising US$ 353 million,
got a very good response and was oversubscribed by 13.69 times.67 SKS became the first
microfinance company in Asia to go in for an IPO. Analysts said that the excellent growth of the
company fuelled by the good margins and high recovery rate for its micro loans were the key
reasons for the success of the IPO.
SKS IN CRISIS
In the year 2010, the flourishing microfinance industry in India plunged into a deep crisis. Some
analysts and the government of the southern Indian state of Andhra Pradesh accused the industry
of charging higher interest rates from the borrowers and resorting to strong-arm tactics to recover
the loans from the poor. It was reported that, unable to repay the loans, many of the poor
borrowers had taken their own lives. Reports said that a shocking 200 borrowers from the
microfinance institutions had committed suicide in late 2010.8 And 20 borrowers were reported to
have committed suicide in the first two weeks of October 2010 itself.9 The government of Andhra
Pradesh put the blame squarely on the business practices of the microfinance institutions. The
states minister for rural development, Vasant Kumar, said, Only because of the coercive methods
used by the microfinance institutions, such incidents are taking place.10
In October 2010, the government of Andhra Pradesh initiated a heavy crackdown on the activities
of all microfinance institutions operating in the state.11 It banned several of their activities while
putting heavy restrictions on the others. According to a new Andhra Pradesh Micro Finance
Institutions (Regulation of Money Lending) Ordinance issued by the government, all the MFIs had
to declare the effective rate of interest that they charged borrowers. Also, they should not take any
security from the borrowers. The ordinance explicitly stated that no coercive methods should be
used by the MFIs for loan recovery and stipulated that all the MFIs operating from the state should
be compulsorily registered with the RBI. Only five of the forty MFIs which were operating from
the state were registered with the RBI.12 The government of Andhra Pradesh also told the
borrowers that they need not repay the loans they had taken from the microfinance institutions. It
said that it was forced to take action due to the suicides committed by the borrowers. It said that
the private MFIs were charging a very high interest rate which ranged from 24 percent to 30
g
McKinsey & Company, headquartered in New York City, New York, US, is a leading management
consulting firm in theworld.
Non-banking finance company is a company registered under the Companies Act, 1956, of India and is
engaged in the business of loans and advances, acquisition of shares/stock/bonds/debentures/securities
issued by government of local authorities. Non-banking finance companies are regulated by the RBI.
3
percent per year. Many poor people could not get loans from the regular commercial banks due to
their poor credit records and the delays in getting a loan from the banks. The government of
Andhra Pradesh defended its action by stating that the high margins which were earned by these
microfinance institutions were used to sustain the high profits and extravagant salaries of the
promoters. The Andhra Pradesh governments action led to the total cessation of the microfinance
business in a state which had often been touted as the microfinance capital of India.
However, SKS defended its business model saying that it wanted to promote its shareholder value
through the promotion of the welfare of the weaker sections in the society. It added that the interest
rates which it charged for its loans were competitive when compared to the rates charged by the
village money lenders. Some local moneylenders and direct finance companies operating from
Andhra Pradesh charged interest rates which ranged from 36 percent to 120 percent. SKS filed a
petition in the Andhra Pradesh high court urging the court to allow it to continue with its business
operations. In the petition to the high court, SKS said, The Companys effort is to maximize its
capital with a social angle.13
Many analysts blamed the Andhra Pradesh government for damaging the prospects of a flourishing
industry. They said that MFIs were being unnecessarily blamed when all they were doing was
promoting the welfare of the weaker sections of society. Analysts opined that many of the farmer
suicides which were prevalent in India for many reasons other than microfinance were also being
falsely attributed to the business practices of MFIs. The crackdown on the MFIs also drove many
of the poor borrowers back to the moneylenders who charged much higher rates of interest. In a
study conducted by MicroSave India Private Limited14 (MicroSave) in four districts in Andhra
Pradesh, nearly 59 percent of the respondents took loans from moneylenders in the absence of
MFIs.15 But, some other analysts said that the blame for the mess which followed the ordinance
rested both with the government and MFIs. They said that in a rush to expand aggressively, MFIs
had failed to follow proper credit appraisal practices before disbursing loans. Some borrowers
were given loans without the MFIs checking their repayment capacity or past credit histories.
Many borrowers used the money they borrowed for consumption purposes and could not repay
later. Lack of appropriate credit checks also resulted in some borrowers getting loans from
multiple MFIs and thereby exceeding their total credit limit. Some politicians who were closely
linked to local moneylenders also pushed for action against the MFIs. Commenting on the
controversy related to MFIs in India, The Economist noted, Chasing growth, MFIs seem to have
piled into the same villages, lending to the same people. Some recovery methods have involved
intimidation. The MFIs, however, are less abusive, as well as far cheaper, than traditional
moneylenders. Their troubles in AP stem from a mixture of institutional rivalry, politics, and
ideology.16
The crisis that was sparked by the ordinance issued by the Andhra Pradesh government was in turn
followed by some major problems related to the top management of SKS. Just before the government
ordinance was issued restricting the activities of MFIs in the state, the board of SKS had terminated the
services of its CEO Suresh Gurumani and appointed MR Rao as its new CEO.18 Gurumani, who was
instrumental in SKS coming out with an IPO, was blamed for the aggressive business practices
followed to maintain the growth rates of the company. He resigned even from the board of SKS in May
2011.19 The huge losses suffered by SKS in the wake of the crisis led to a steep fall in share prices,
much to the anger of shareholders. Some shareholders accused the management of not taking adequate
steps to stop the fall in share prices. Bowing to the pressure from investors, Vikram resigned as
Chairman and member of the board of SKS in November 2011.20 The management of SKS, however,
said that Vikrams resignation was voluntary and that no pressure had been exerted on him by the
board.21 But Vikrams resignation and the appointment of a new management failed to lift the
confidence of investors and the share price continued to
plummet. From an all-time high of Rs.1,490 , the stock price of SKS crashed to an all-time low of
Rs.54.4 in June 2012 (Refer to Exhibit- III for stock chart of SKS).2223
staff strength from 25,730 to 11,480. The number of branches in Andhra Pradesh was reduced
from 566 to 121 during the same period. This optimization of its operations led to a reduction of its
personnel cost by 47 percent for this period and its operational expenditure by 45 percent (Refer to
Exhibit-IV for the operational highlights of SKS from FY 2007-08 to FY 2011-12).30 It started to
follow efficient cash flow management practices by meeting all its obligations in time. Dilli Raj,
the CFO of SKS, said, We have met all our financial obligations in a timely manner, which has
helped us come out of supply-side shock.31 SKS put more emphasis on a smooth cash flow so
that its operations did not get stalled in the face of a crisis (Refer to Exhibit- V for the Cash Flow
Statement of SKS for the FY 2010-11, 2011-12). Good recovery rates in non-Andhra Pradesh
states also ensured a problem free cash flow management. Smoother cash flow was given more
importance than returning to profits and cleaning its balance sheet of bad debts. This helped in
boosting the confidence of lenders and investors and allowed it to get more funding. Dilli Raj
added, We embraced the principle that, in a crisis period, cash flows are more important than
balance sheet and balance sheet is more important than Profit & Loss (P&L).32
The net worth of many major MFIs was wiped out in covering the non recoveries in Andhra
Pradesh. As a result, many of them opted for corporate debt restructuring packages after the crisis.
SKS, being a listed company, did not opt for debt restructuring in order to protect the value of its
shareholders. Instead, it recapitalized itself through preferential issues, securitization deals i, and
Qualified Institutional Placementsj (QIP).33 Securitization deals helped SKS in releasing the
money that remained blocked in the form of unrecovered loans which could be used for further
expansion of the loan book in the other states that were not affected by the crisis. SKS raised Rs.
3,540 million through a securitization deal in February 2012. Commenting on the deal, Dilli Raj
said, The Rs 354 crore (Rs.3.54 billion) transaction demonstrates that funding concerns raised
after the Andhra Pradesh MFI Act were behind the company. All that money would be used to
grow assets in areas outside Andhra Pradesh. 34 Apart from infusing the much needed funds after
the crisis, the securitization deal gave the investors confidence and led to a rally in its share price.
In July 2012, SKS Microfinance raised Rs.2.3 billion through QIP and Rs.335 million through the
private placement of shares. 35 This QIP was the major infusion of capital after its IPO in 2010. In
November 2012, it raised another Rs. 2,000 million through another securitization deal from a
public sector bank.36 Many analysts opined that the money raised through these securitization
deals and QIPs would facilitate further expansion in states which were not hit by the crisis.
Securitization is the practice of pooling various types of contractual debt like residential and commercial
mortgages, micro loans, and credit card debt obligations and selling them to investors in the form of
bonds, pass-through securities, or collateralized mortgage obligation (CMOs).
Qualified Institutional Placement is a capital raising tool (mostly used in India) where a listed company
raises funds by issuing equity shares, fully and partly convertible debentures, or other kinds of securities
which are convertible to equity shares to a qualified institutional buyer (QIB).
6
forms to lending. While its micro loans were focused mostly on helping the rural poor to set up
their own businesses, it was contemplating the idea of lending to other small existing traders like
the owners of kirana storesk. These loans were intended to help them expand their businesses.
Gold loans and loans for the purchase of mobile phones were other areas that SKS was looking at
to fuel its future expansion.39 The steep rise in the prices of gold had led to many middle income
and poor Indian families investing heavily in gold. SKS started a pilot gold loan scheme in nearly
50 centers across the country. The pilot scheme would close by the end of FY 2012-2013 and give
an idea on its long-term viability.40 It hoped that diversification into other forms of lending would
result in minimizing the adverse effect of any future policy decisions related to the microfinance
sector. SKS was also contemplating setting up a subsidiary for running these noncore businesses as
Indian regulations did not permit the revenues of a microfinance company to exceed 15 percent of
the total.41 But some analysts were skeptical about these new expansion plans. They said that
deviating from its core business area would lead to a loss of focus for a company like SKS and
would also deprive poor people of micro loans. Commenting on the diversification to other areas,
The Economist noted, If (microfinance) firms start to gravitate towards these lines of business,
that could yet again leave the neediest behind.42
LOOKING AHEAD
Other than reframing their strategies, the Andhra Pradesh crisis made MFIs rethink about other
business operations related to disbursement and recovery of loans. SKS too implemented a number
of steps to protect the interests of its borrowers. It set up an external ombudsman to deal with all
the complaints of its borrowers and set up a toll-free helpline in 8 Indian languages to help its
borrowers.43 SKS also started a customer grievance cell to deal with the problems of customers. It
also instructed its recovery staff not to resort to any harsh recovery practices. SKS started a
practice of discussing all the recovery related issues with group members and resolving the issue
amicably. It started a new tactic of incentivizing its sales force for proper verification of the
borrowers background. Its sales force was required to properly check the background of
borrowers and come out with proof that the loan was for income generation purposes and not for
personal consumption.
SKS was also awaiting the passage of the Microfinance Institutions (Development and Regulation)
Bill (MIB) in the Indian parliament. The bill had been pending before parliament for nearly two
years. When passed, the bill would make the RBI the sole regulator of the microfinance sector in
the country. It would also override any other legislation passed by any other state governments.
The bill was based on the recommendations of the Malegam Committee constituted by the RBI to
address the crisis faced by the microfinance industry in India since 2010.44 But the bill had been
pending before parliament since 2011, as certain sections in the government had raised objections
regarding some of its provisions. SKS was hoping that the passage of the new bill would help it in
expanding its operations across the country without the fear of any future state level legislation
impeding its growth prospects. The new bill was also expected to help in reviving the flow of
funds from banks and other financial institutions. It remained to be seen whether a promise of an
industry interrupted by policy decision would be able to revive after appropriate policy action.
Kirana stores are small family-owned retail outlets in India which sell groceries.
7
QUESTIONS
1. Explore the future strategies that SKS should follow in order to return to its high
growth path.
2. Discuss the pros and cons of SKS expanding into other unrelated areas of finance
like gold loans and loans to small traders.
3. Analyze the strategies that should be followed by companies when faced with
harsh government policies which stifle their growth prospects
Exhibit I
FY 2008-09
FY 2009-10
FY 2010-11
FY 2011-12
Income
Income from operations
1,625
5,060
8,735
11,601
4,357
Other income
75
479
853
1,093
366
Total income
1,700
5,540
9,589
12,695
4,723
Financial expenses
564
1,944
2,884
3,478
2,611
Personnel expenses
Operating and other
expenses
Depreciation and
amortization
477
280
1,376
759
2,163
1,221
3,263
1,704
2,001
1,512
51
108
125
161
100
36
110
517
2,362
11,734
1,410
4,299
6,912
10,971
17,960
289
1,240
2,677
1,724
(13,237)
122
438
937
608
368
166
802
1,739
1,116
(13,605)
Expenditure
FY 2008-09
FY 2009-10
FY 2010-11
FY 2011-12
443,316,520
570,566,520
645,272,190
17,805,214,742
4,301,701,762
2,569,412
19,293,235
41,792,895
2,973,120
45,128,151
1,679,472,06
6,058,634,113
8,893,253,598
7,898,449,915
20,971,310,278
25,795,733,538
6,835,096,225
3,280,637,141
394,371,918
1,150,988,056
18,621,020,729
9,177,741,550
78,930,402
124,201,266
188,517,612
2,226,486,966
3,467,498,582
10,733,106,790
30,156,880,755
40,134,582,995
41,037,817,850
13,337,710,022
Exhibit II
Award/Achievements/Acclamation
1999
2000
2000
Wins the Digital Partners SEL Award and a soft loan of USD 25000.
2002
Bags the first ever debt from Friends of Womens World Banking, India.
2004
2005
2006
2007
2008
2008
2009
2010
Is accredited as the top ranked MFI in India and the second ranked in the world.
Signs an agreement with HDFC on technology license and service usage for
undertaking housing finance activities.
Crisil assigns an MFI grading of mfR1 recognizing the ability of a microfinance
institution to conduct its operations in a scalable and sustainable manner.
2010
Source: www.sksindia.com/
Exhibit III
Source: www.google.com/finance.
l
Grameen Foundation is a global not-for-profit organization which works to eradicate poverty while improving
the quality of life of the poor and of women by providing them access to financial solutions, essential
information, and business opportunities using microfinance and innovative technological solutions.
10
Exhibit IV
FY 2007-08
FY 2008-09
FY 2009-10
FY 2010-11
FY 2011-12
No. of Branches
770
1,353
2,029
2,379
1,461
No. of Districts
219
307
354
378
329
6,818
1.9
12,814
4
21,154
6.8
22,733
7.3
16,194
5.3
16.80
44.85
76.18
78.31
27.37
10.51
24.56
43.21
41.11
16.69
No. of Employees
No. of Members (in
Millions)
Disbursements
(INR in Billion)
Gross Loan
Portfolio (Rs. in
Billion)
Exhibit V
Cash Flow Statement of SKS for the FY 2010-11, 2011-12 (figures in Rs Thousands)
Cash flow from operating activities
(Loss)/ profit before tax
(13,237,453,452)
1,708,964,889
Non-cash adjustment to reconcile (loss)/ profit before tax to net cash flows
Interest on shortfall in payment of advance income tax
14,681,565
15,353,133
100,197,104
161,495,861
(2,891,638)
(9,722,842)
(1,042,300)
682,100
96,925,414
70,368,441
(196,037,812)
168,527,595
(12,283,881)
357,457,452
11,686,774,593
789,125,768
256,463,412
1,047,179,601
336,847,910
128,268,965
(957,819,085)
4,437,700,963
(917,687,384)
(2,504,474,125)
11,060,282
10,320,366
(1,906,858,668)
(840,887,142)
Contd
11
Contd
16,976,800,657
(6,433,578,014)
238,537,052
(159,180,244)
5,445,661
(32,037,098)
13,449,478,515
(5,522,135,294)
(42,236,100)
(721,319,188)
13,407,242,415
(6,243,454,481)
(26,865,488)
(231,655,238)
2,972,255
1,852,301
(35,560,993)
35,560,993
(690,759,820)
272,744,390
(679,092,060)
7,380,460
47,685,801
7,307,365,545
(366,862,160)
(9,043,699,679) (4,654,712,278)
(3,102,250,402)
66,962,390
(12,098,264,280)
2,352,753,497
629,886,075
(3,883,320,524)
3,891,476,905
7,774,797,430
4,521,362,980
3,891,476,906
-END-