Roman kapinos biography. Natalya Kapinos: “The more interesting the projects, the more strength I have. Who is he - an employee of SMP Bank

Our heroes: Managing Director of Retail Business at FG BCS Stanislav Novikov, Head of the Corporate Business Department of the Moscow Representative Office of Rietumu Bank Roman Kapinos, Managing Director of Promsvyaz Asset Management Alexey Ishchenko, Partner of Baring Vostok Capital Partners Vadim Uzberg, Managing Partner of iTech Capital Fund Gleb Davidyuk - they know a lot about closed men's clubs no less than idle British aristocrats. These uncompromising financiers, architects of enormous fortunes, are members of a secret brotherhood committed to making people richer and the world a better place. The emblem of a job well done in their hands is a glass of first-class Scotch tape. The fact that our heroes choose Chivas Regal is perhaps not at all accidental, its blended character perfectly reflects all the diversity and complexity of this world. And who, if not financiers, is trying to make this complexity manageable.

Stanislav Novikov

Financier,gentleman, extreme, member of the secret society Chivas Regal and managing director of retail business FG BCS

Perhaps Stas should have been born in good old England: he is distinguished by purely royal punctuality and truly Anglo-Saxon perseverance in achieving the goal. Stas has two idols: James Bond, in whom he is impressed by the speed of decision-making, and Richard Branson, who does not hesitate to make his childhood dreams come true. Stas himself still fosters boyhood in himself, considering it a guarantee of preserving freedom of spirit, without which it is impossible to achieve success in business. He loves genuinely male toys, flies in a variety of vehicles, fearlessly jumps from them and plunges into the depths of the sea, completed a special course at the Cosmonaut Training Center and conducted two zero gravity flights. But no matter what extreme activities Stas does, he is always distinguished by the utmost elegance. Perhaps that's why his favorite Chivas drink is the elegant Chivas 12 YO.

Alexey Ischenko

Investment manager, gentleman, esthete, lover of the Middle Ages, member of the secret society Chivas Regal and managing director of Promsvyaz Asset Management

Having received a general humanitarian and a narrow specialized business education, Alexey is still confident that versatility is the key to success for a banker. It is no coincidence that his favorite drink in the Chivas line is Chivas 18 YO, which embodies the versatility of this Scottish brand. Incredibly demanding of himself (and a person who prefers Chivas 18 YO to others and cannot be), capable even of public self-criticism and self-propelling, like that non-commissioned officer's widow from the novel by Saltykov-Shchedrin, Alexey is just as demanding of his subordinates and requires they are not just professional skills, but also general erudition: in his opinion, only a multifaceted person can be a good specialist in his field. Therefore, Aleksey's favorite pastime is not reading newspapers or news feeds from a phone monitor, but thick-bound books on the Middle Ages and cycles about travelers. But bookkeepers are only one of Alexei's roles. When asked what he would have done if he had not become a banker, without hesitation, he replies: perhaps he would have performed on the stage.

Gleb Davidyuk

Prophet of digital economy, gentleman, skipper, noble adventurer, member of the secret society Chivas Regal and managing partner of iTech Capital

Being one of the most reputable players in Russian private equity & venture capital, investing all his life, Gleb categorically does not like to waste time and does not accept idleness. Constantly raising the stakes, he prefers only the best: if a car, then Maserati, in which he once went from Moscow to the Baltic seaside, if whiskey, then the noble Chivas Icon, the pinnacle of taste of the Scottish brand. With his investors, Gleb is also always gentlemanly noble, which means, first of all, honesty - he even calls himself “the baba-yaga of venture business”, because first of all he very frankly informs partners about the possible negative consequences of an investment project. But moderate conservatism, as a component of true nobility, is combined in Gleb with adventurous audacity and self-confidence. Indeed, without these qualities, great achievements are impossible both in business and in the world of whiskey.

Roman Kapinos

Banker, kitesurfer, lover of history, gentleman, member of the secret society Chivas Regal and head of the corporate business department of the Moscow representative office of Rietumu Bank

Generosity is one of the most important personal characteristics of the Roman. As an extrovert of the highest order, he is incredibly generous with people emotionally. But he never exchanges on trifles: monogamous, honest, stable in habits and preferences, stubborn in achieving goals. The novel is sure that a person, like a good whiskey, must have a solid foundation - an emphasis on traditions and time-tested technologies, but to become a truly interesting person you have to generously mix dozens of blends - interests and hobbies. This is in Moscow Roman is a serious businessman, but on vacation he is a reckless surfer, for whom riding the waves is his special way to perfection, a way to challenge himself and test his limit of possibilities. He sets new goals for himself and opening another book about the Second World War, Roman is not only a banker and surfer, but also an extra-class connoisseur of history.

Vadim Uzberg

Private equity guru, gentleman, water sports enthusiast, member of the secret society Chivas Regal and partner of Baring Vostok Capital Partners

As a partner of one of the largest private equity funds, Vadim knows very well what professional success is. Therefore, of all the drinks in the Chivas line, he prefers Chivas 25 YO, the epitome of Chivas' worldwide success. The main feature of this 25-year-old scotch tape is its lightness due to unique alcohols. Ease of ascent also distinguishes Vadim Usberg, an inveterate traveler and lover of extreme sports. This ease also means the ability to respond flexibly to all changes occurring in the global financial markets. In his own words, quickly change direction, move in different planes: not only left or right, forward or backward, but also up and down, he was taught by kitesurfing, in which Vadim achieved no less success than in the investment business. But success is impossible without a sincere faith in him. And Vadim is confident in the colossal prospects of the Russian market, although at the same time he tries not to lose his sense of humor and an adequate assessment of the current situation. But success is also incredible hard work, responsibility and luck to meet the right people. And the best way to celebrate another achievement in your successful career is with a glass of Chivas 25 YO in the company of close friends.

Soft chimes of grandfather clocks, light columns and luxurious armchairs, warm wood and vases with blooming orchids. I look forward to the start of our interview in a spacious office lobby in the style of a new classic, filled with comfort and reliability. These are also the tastes of the head-founder of Absolut Chastny Bank - a subdivision of Absolut Bank for servicing private clients. For Natalia Kapinos, this is already the fourth project to launch and develop Private Banking. And, as usual, she started it from scratch. More precisely, from Moscow and St. Petersburg: “At the very beginning we had only two premium offices, and today we have eleven. In three years, the total pool of our clients has grown to two and a half thousand people. Although their number is not so important for us, it is much more important how many years the client stays with us. "

M.C .: Natalia, what qualities are the most important for a person who starts a project from scratch?

Natalia Kapinos: In my professional life, there have been four large startups, and each time it was a drive for me, a challenge to myself, a chance to realize myself and show results to others. When you have to start something, there are always risks. Fears and fears are characteristic of any person. But, in my opinion, one of the positive traits of my character is the absence of fear. I go forward and very rarely look back. Unless just to see the mistakes you learn from.

Where does such fearlessness come from? Maybe you were engaged in martial arts as a child?

As a child, I did everything I could, but there is hardly a connection here. There is a part of my life that the principle of fearlessness does not apply - this is my family, home, relatives. And in everything related to business, strategy, financial model, business plan are important. Courage in my work should be based on numbers and facts, on strategic data - miracles do not happen. Also, you must be able to accept risks - and sometimes they are higher than the pros that may be in the future.

“Before starting a family, I could afford spontaneous steps. But now everything is different. You are looking a few steps ahead. "

You talk a lot with people and say that you "first of all need to understand what the client's psychology is" - how conservative he is or is ready to try something new. How do you define this?

The first contact with a person is important. For example, you, Yuna, walked in, spoke - and I immediately understand which manager you will be more comfortable with.

And more specifically, Natalya?

It can be seen that you are an open person, quite emotional. A manager who speaks so slowly that you want to rush him is unlikely to suit you. Fast and clear will be comfortable. And there is another type of people who need time to make a decision, and this time they need to be given.

So you catch the rhythm of communication?

Yes, and also the state of a person - people rarely come to the bank completely liberated. Any financial institution is a little scary. We have to overcome stereotypes: in the past of our country there were defaults, people were often deceived - all this has been erased from memory for a very long time.

You speak like a person who has taken a course in psychology - have you never been fond of it?

No, it's just intuition. Practice and experience develop it. I would love to go to some kind of training, but everything I would like to visit happens on weekends, and this is my time for the family. It may sound pretentious, but there are priceless things in life: communication with a child, with a husband - those simple joys that outweigh everything else.

Man or woman - do you see any difference in terms of their relationship with money?

Probably, a woman approaches money matters more thoughtfully. She lives in three guises at once - a businesswoman, a mother, and a wife - and feels a little more responsibility for everything. But it is also true that a woman often rules over a man. If he comes for a loan, it is often a woman who sends him to the bank. She chooses an apartment and brings up the topic.

Are you also trying not to take too much risk?

Before starting a family, I could allow myself spontaneous steps - it's great that it was that way, but now everything is different. You look a few steps ahead, think about the education of your children - where to study, how much money will be needed. Many of my clients reason about the same and come to me with a "family case" - a request to resolve their issues in a comprehensive manner.

And which one would you call ideal?

You know, the "ideal client" is the same illusion as, for example, the "ideal husband" or "ideal wife". To be honest, the "ideal" does not need to go to the bank, he is able to do everything himself. For me, the concept of ideality does not exist in relation to anyone else. To loved ones, to her husband - well, the child is perhaps an exception. There must be exceptions! I can’t imagine how I would live with my husband if he was “perfect”. It would definitely be maddening!

Does your husband think so too?

I got married at a conscious age, at 33 - by this time you have already learned to get along with yourself and are ready to put up with some things in another person. The same can be said about her husband. We entered family relations absolutely consciously. This does not exclude feelings and emotions - everything just becomes more weighty and high quality for everyone.

The "ideal client" is as much an illusion as the "ideal husband" or "ideal wife". To be honest, the "ideal" does not need to go to the bank, he is able to do everything himself "

What does it take to become a VIP client?

If we talk about "Absolut Private Bank", then the threshold of entry for us is 15 million rubles. Another option is to purchase a premium card.

And how to determine that the manager will honestly give recommendations, and not strive to sell you another financial product?

First of all, ask yourself a question - is it pleasant for you to communicate with him? There are clients who test a manager: they ask questions about new investment products, the price of oil and the exchange rate - how does he navigate the situation? And there is another important point - time. In Private Banking, the longest and most difficult part is gaining trust and then maintaining a relationship. The main thing for us is for the client to be calm. If he doubts, I say: it is better to transfer the money to another bank, and when you are sure of the situation, you will return. And there was not a single case that the client did not return.

What questions do VIP clients ask you most often?

On alternative ways of investing, on how to diversify your portfolio. Previously, funds were mainly held in deposits - there was a high rate, but now the key rate is declining and, I think, will continue to decline - therefore, other financial solutions need to be offered. Our client, unlike the western one, has always had and will have a desire to make money. We show you how money can work by offering investment products.

Your son went to school not so long ago - how do you teach him to relate to money?

I don’t teach specifically - in my opinion, children read everything from their parents themselves. It is not what we say that matters, but what we do. It seems to me that our son is careful about money. Since the first grade, we give him a small amount once a week so that he can distribute it himself: buy something or put in a piggy bank. It's nice that he is ready to share his money, if necessary. There was a good example recently: a courier brought something home, but I didn't have enough change. And my son helped me.

"It is important that my desires are much higher than my capabilities. The higher the goal, the more interesting."

You are in daily contact with rich people. What do you think it means to be rich?

Money is the energy of freedom that we receive in order to realize ourselves, to travel, to buy something. Many do not feel rich even with solid capital. If we talk about me personally, then I need just enough so that I can live with pleasure here and now. It's nice when you can go and buy whatever you want. But practice shows how quickly the feeling of "wow!" from buying the next thing. I began to limit myself. I want to prolong the feeling of anticipation. And it is also important that my desires are much higher than my current capabilities. Both materially and intangible. The higher the goal, the more interesting it is.

And it's all about her

Natalia Kapinos
Deputy Chairman of the Board of "Absolut Bank", Head of "Absolut Private Bank"
Family: husband and son (8 years old)
Education: graduated from the Omsk Institute of Foreign Languages ("translator-linguist of English, German") and the Financial Academy under the Government of the Russian Federation ("financial management")
First leadership position: Head of Individual Banking Department at Swedbank OJSC
Fashion style: classical; favorite brands - Dior, Chanel
Enthusiasm: collection of rare fragrances
Favorite perfume: Japanese vintage fragrances that can be found at auction
Chocolate: only bitter "Babaevsky"
Sport: fitness 2-3 times a week
Travels: favorite country - Italy ("and there are many other beautiful places in the world")

Education- Kharkiv State University, Faculty of Economics, specialty - economics, qualification - teacher of economics. (1993) - graduation year.

Institute of Economics of the Russian Academy of Sciences, graduate school (2005) - graduation year.

Belgorod State University, socio-theological faculty, specialty - theology, master's degree (up to the present day).

Academic degree- candidate of economic sciences, specialty 08.00.01 - Economic theory. (2005).

Academic title- Associate Professor (2006).

Research Interests: Russian religious philosophy, Russian religious literature, Russian religious economics, church and monastic economy, sectarian economies, non-religious economies, patriotism, Orthodox values, morality, theology, sectarian studies, Old Believers.

Experience:

Kharkiv State University:

WITH 1993 assistant.

Kharkiv National Pedagogical University named after G.S. Frying pans:

WITH 2002 Associate Professor.

Kharkov Theological Seminary:

WITH 2011 teacher.

Belgorod State National Research University:

WITH 2016 associate professor. and up to the present moment in positions of associate professor.

Belgorod Theological Seminary (with a missionary focus):

WITH 2017 to the present day researcher.

Readable / developed training course:

Fundamentals of Orthodox Culture, History of World Religions, Philosophy, History of Russian Philosophy, Russian Religious Thought, Parish Economy, Religious Ethics, Theory and History of Atheism, Charismatic Movements, Fundamentals of Economic Theory, Fundamentals of Management, Fundamentals of Marketing, Tax Law.

Diplomas / awards / honorary titles.

2017 Certificate of honor of the Metropolitan of Kharkov and Bogodukhov Onuphriy.

2017 Letter of thanks from the rector of the Smolensk Orthodox Theological Seminary, Metropolitan Isidor of Smolensk and Roslavl.

2017 Certificate of the participant of the V international scientific-practical conference of BelSU.

2017 Certificate of the participant of the International Scientific and Practical Conference BDS (with m / n).

2017 Certificate of the participant of Innokentyevsky missionary readings (with international participation) (with m / n).

2017 Certificate of the participant of the XV Ioasaph readings of the BDS (with m / n).

2016, Certificate of Merit of the Metropolitan of Kharkov and Bogodukhov Onuphriy "For works for the glory of the Holy Orthodox Church."

2016 Letter of thanks from the rector of the BDS (with m / n).

2016, Certificate of honor of KhNPU named after G.S. Frying pans for the Best Supervisor.

2014 Certificate of honor of KhNPU named after G.S. Frying pans "For achievements in career guidance".

2015 Certificate of honor of KhNPU named after G.S. Frying pans "An example of professional skill".
2013 Certificate of Merit from Metropolitan of Kiev and All Ukraine Volodymyr "For labors for the glory of the Holy Orthodox Church."

Refresher courses

· In 2015 - Methodology for the creation and application of electronic educational and methodological complexes of disciplines for distance learning.

2011, Development of the university in the context of innovations in education

· 2007, Assessment of the quality of knowledge and professional competencies in the quality management system of higher education.

Total number of publications:

Has 107 publications, including 6 monographs and 101 scientific works used in the educational process

27.11.2017 09:00

The office of the deputy chairman of the board of Absolut Bank is more reminiscent of an expensive boutique than the office of a top manager, and Natalia herself seems to have left the glossy pages. But in the course of the conversation, it becomes clear that behind all this beautiful entourage is the soul of a startup, excellent intuition and business acumen.

Judging by the fact that you started private banking from scratch at Swedbank, B&N Bank, KIT Finance, and then at Absolut Bank, you are a startup by vocation. How is life in a constant time pressure mode?

Yes, all these projects are my pride. Frankly, it is very pleasant to understand that you are involved in their creation. In general, it is difficult to be a startup, not everyone succeeds. In addition to a strong desire to create something new, you also need to assemble a team that can implement all your ideas. I was lucky in this regard: the people with whom I work have been with me for a long time, I can rely on them. But for the project to take off, I first have to believe in it myself and be inspired by the idea, and then convey this feeling to the employees. Then everyone's eyes light up, things are moving in the right direction.

Where do you get the strength? Here you wake up in the morning, outside the window is hopeless November, the sun has said goodbye to us until spring. How to get yourself to go and inspire others?

Thank God I have enough energy. Maybe she recharged it in her Siberian childhood. We had a lot of sun - from morning to evening, at any time of the year. So, if the weather in Moscow was the same as there, I would not stop at all.

But seriously, I draw strength, oddly enough, in the work itself. I spin like a squirrel in a wheel and generate at least not electricity, but drive for sure. The more tasks, the more interesting and complex the project, the more I want to do something.

- And failures are not unsettling? Surely you had them.

Of course, they were, like everyone else. But they are the very platform on which success is built. I do not believe in the saying that only fools learn from their mistakes, and smart ones learn from strangers. I would not have had such results if it had not happened in my life ... even if not falls, but difficulties and obstacles for sure. This experience helps to go further, develops intuition.

- That is, good intuition is the result of accumulated experience?

Exactly. After all, we do not guess on the coffee grounds: if it works, it will not work. We analyze the situation, previous experience. As far as decisions are concerned, I always make them differently: sometimes I just take a piece of paper on which I write all the pros and cons after brainstorming with the team. It is necessary to understand when the situation simply needs to be given time to stand, and it is resolved by itself. And it happens that I wake up in the morning with a ready-made solution in my head.

Your last project, Absolut Private Bank, was launched in 2014, when the development of private banking was already in full swing for other financial institutions. There were fears that it would not work?

Yes, we were the last to enter this market. And it was difficult to prove to the shareholder, primarily in numbers, that we can be successful. Even more fears arose when we went to the regions in 2015 and opened 13 branches there. Someone even twisted at his temple, said: “Guys, where are you going? Everyone stopped and you slow down. " Now it is already clear that everything was not in vain. Of course, we did serious pre-marketing, looked at the client base, thought about what Absolut Bank can offer to its clients in each of the regions.

- Did your past experience help or hinder you?

The most important conclusion I came to when launching my startups: you never need to create a copy of a business model, even a successful one. At first it seems that if the previous project has taken shape, then it is enough to transfer it to a new company, starting from the idea and ending with the content of presentations, and you will inevitably win. Nothing like this. This trick doesn't work. Every time everything is new: a completely different life, different approaches to business, to clients. And the product line and promotion channels depend on the latter. Therefore, before starting to build and develop a business, we talked a lot in the regions with those who use private banking services.

- Do the metropolitan clients differ from the regional ones?

Hardly ever. There are some nuances, but by and large, even investment products, which, it would seem, should be difficult for people from the periphery, are perceived by them with a bang. And then we must not forget that such clients have a close connection with Moscow. Here, as a rule, they have a part of the business, representative offices.

- How exactly does Absolut Private Bank attract clients?

I think, first of all, by the attitude. All banks have, plus or minus, the same conditions, and I understand how difficult it is for a person to decide who to entrust his capital to. Especially after all that has been happening in the banking market lately. You need to meet people, devote time to them, and I always personally communicate with key clients. I even made my office not look like an office one, so that people would be comfortable here, so that they could talk about financial planning and about life. You know, it is very significant when not only you remember the birthdays of your clients, but they are yours too. This is a sign of continued cooperation and trust.

When banks began to leave the market en masse, many clients were in tension and confusion. And I went to the regions, told them about the situation in our bank, shared plans and strategy. Such a sincere and trusting attitude is especially appreciated.

Do you arrange any events for clients where they can get to know each other and communicate in an informal setting?

Yes, once a year we hold a big event where we can meet all together, relax, talk. But in everything there should be a measure. Moscow is oversaturated with various events, especially in November-December, and people start choosing very carefully where to go. So you need to either do something of the "wow!" Category, or not do it at all.

We also have a number of business breakfasts on the investment theme planned. Many people are interested in it now, and clients respond to such invitations with pleasure.

- Have people become bolder in terms of investments?

Yes, definitely. But the process is not happening quickly, because it is difficult for conservative clients who have always sat in deposits to decide on an investment product that is unusual for them. And our distinguishing feature is that we give people time and the opportunity to try new things, we advise, we help to choose a tool, a strategy, taking into account their risk appetite.

Now the time has come when the second generation begins to steer big business in families. How are young people different from their parents?

As a rule, they are all with a very good education, most often Western ones. Unlike our clients of the age of 55 plus, their children have gone headlong into digital technologies, online, they are not very interested in coming to a bank office. They solve all their financial issues using the phone.

- Are they more risky than the parents?

In my opinion, they are rather interested in non-standard banking products, mainly investment ones, sometimes it seems to me that their courage is off the charts. The second generation has a simpler attitude towards money. It is interesting for me to watch them, I am curious how they plan to dispose of their capital further.

- Do you remember how you earned your first money?

Certainly. At the age of 18, she got a job as an assistant manager at the Omsk branch of Inkombank, at the same time she studied at the institute. A good knowledge of English contributed to the fact that I was invited to Moscow, to the division that was responsible for direct investment. And my career began in the capital.

- Is the fact that you are a beautiful woman more likely a trump card in business or an obstacle?

You know, I have not yet met such a client or partner who would be unpleasant to communicate with an attractive woman.

- Communicating is one thing, solving business issues is a little different.

Believe me, after 10 minutes of any business negotiations, everything falls into place. The “dress” by which you were greeted ceases to be important. The first place is taken by the asset that is in your head - experience, knowledge, results.

- You have an eight-year-old son. Do you somehow educate him financially?

I believe that a child should have a happy childhood. What it was like for me. I do not want to deliberately impose on him any thoughts, ideas from adult life. The upbringing of a child, including financial, is not a teaching and notation. This is an example of parents: how they behave, how they relate to each other, to work, money.

- Your image is thought out to the smallest detail. Do you shape your wardrobe yourself or do you resort to the help of a stylist?

I do not use the services of stylists and, to be honest, I spend the least time thinking over my image. Yes, when I come home in the evening and scroll through the plans for the next day in my head, I roughly understand how I will need to look tomorrow. Sometimes I need to be in strict clothes, sometimes I can afford to dilute it with bright accessories, for which I have a weakness.

- Do you like shopping?

I have absolutely no time to go shopping. There are people who, knowing my size, bring things to the office, and I buy what fits. I prefer classic luxury brands. If you are in a high position, then this leaves an imprint on your whole life, including on the dress code and behavior. You are always in sight and must be aware of this. There are rules of the game, and the higher you go, the tougher they are.

- What other female joys remain ... Spa?

I play sports, but I'm not sure if it's a joy. Often, after a hard and long day at work, I literally drag myself into the gym, trying not to pay attention to the insidious organism, which immediately gets sick from unwillingness to train. But miracles do not happen. If I want to be in shape, I have to watch my diet and go to the gym. Of course, there is good genetics, but no one has canceled the laws of gravity either. So you have to force yourself.

- And what about the food?

Here I was just very lucky - I do not like sweets. And in principle, I treat food utilitarian: it should be useful and enter my body several times a day in small portions. It was always like this for me, I didn't have to rebuild on purpose.

- Your husband Roman Kapinos is also a banker, deputy chairman of the board of SME Bank. How do people of the same profession get along at home?

They get along well. For me, a husband is, first of all, a friend, a partner. We can always discuss important things for both of us, consult. Moreover, he is a lawyer, his advice is very valuable.

- Do you get tired of banking topics that are also overtaken at home?

It doesn't happen that often. In general, I try to forget about business at home, to devote maximum time to the child. For me, he is the greatest joy of my life, my inspiration. When I see him in the evenings, I forget about everything. My husband “brings” work home more often than I do. Digests the information received during the day, sometimes it is advised.

Both of you are also top managers. It turns out that not only two bankers, but also two bosses meet at home ...

And that's fine too. It would be more difficult if one of us occupied a lower position. My husband understands all the nuances of my business, I - his. We never have questions, claims to each other.

- I read that you collect rare fragrances.

Yes, this is my hobby. I am very sensitive to smells, I love interesting, and indeed everything is beautiful. In principle, in life I surround myself with things that are pleasing to me and pleasing to the eye. In my daily tough business environment, there is very little time for contemplation of beauty.

- Is there a special scent?

Yes, and its value is completely independent of cost. These are rather emotions, pleasant memories. When I was little, my mother was given Climat from Lancome as a gift. And then this smell seemed terrible to me, I did not like it at all. But over time, I began to miss him because he was associated with happy times. I found the scent of those years in a shabby box and I apply it on some special occasions for me.

- Judging by the abundance of books in your office, this is another passion of yours. Here is a biography of Henry Ford on the table ...

Yes, I literally ran into the bookstore this weekend to buy it. I am interested in the personality of Ford, I wanted to know more about him. I really have a lot of books in my office, and if you have half an hour free, you can pour coffee and read something. For example, about Lev Bakst. I went to his exhibition, where they talked about the life of the artist, his work. But you cannot fit all the most interesting things into the excursion, so I bought a book in the museum and study it with pleasure. It is a pity that there is very little time left for reading, only like this - in snatches or on vacation. I already bought myself several books for the winter holidays, and now I am in anticipation of new discoveries.

SME Bank is a state-owned bank. For small and medium-sized companies, this means that they work with a reliable financial partner, whose license will not be revoked tomorrow. Roman Kapinos, Deputy Chairman of the Management Board of SME Bank, explains what else distinguishes the Bank from others.

SME Bank is not a new player on the market - for many years it has provided funds to banks to finance small and medium-sized businesses. Why was the decision to launch direct lending made?

Every year it becomes clearer that small and medium-sized businesses are the basis for stable economic development, even though their share in Russian GDP is currently small. A simple example - there is a huge factory in the city, it provides residents with jobs. This is good for big business, but who feeds these residents? LLC "Romashka", LLC "Buttercup" and LLC "Tatiana", small grocery stores with their own mini-bakeries, which are in the same city. You will say that now it is "Magnet", "Dixie" or "Crossroads", which have appeared almost everywhere. And where do the products come from? Bread, milk, sour cream?

To any plant, to any production, products are delivered through small and medium-sized businesses. Therefore, it is so important for the state that small and medium-sized businesses not only survive, but develop, and the number of SMEs grow. In the regions, small and medium-sized businesses are an opportunity to provide for themselves and their families with dignity, to be the master of their own destiny, to be able to live on their land, and not to go to work in large cities. So, by financing banks on a two-tier system, we, of course, supported SMEs, but the main risks were borne by the intermediary bank. And it was he who decided who to give a loan, taking into account his interests and following market trends. We understood that with such a system, not all SMEs would be able to receive the support they needed for development. This format of work has ceased to suit us, therefore, in order to provide support to all entrepreneurs who need it, there was an understanding of the need to change the current system.

Interaction with banks is gradually evolving into agency work: we give banks the opportunity to offer our products for a commission. So all the risks fall on us, and the agent receives a commission. At the same time, we do not take clients away from banks, they can expand the offer by adding to the loan from SME Bank, for example, their products for settlement and cash services and making the offer even more attractive.

In 2015, the Federal Corporation for the Support of Small and Medium-Sized Businesses was created in Russia, and it became logical that we, a bank supporting small and medium-sized businesses, came under its wing. Since the establishment of the SME Corporation in Russia, important changes began to take place: the National Guarantee System was created, which united banks and guarantee funds to provide guarantees to businesses to receive financing in the event of insufficient collateral.

Another important stage was the creation of the SME Lending Stimulation Program. The Bank of Russia and the SME Corporation have developed a unique program that allowed businesses implementing projects in priority sectors of the country's economy to obtain loans at an interest rate significantly below the market average, and precisely when businesses needed them most. At the same time, during 2016, the rate continued to decrease (at the moment, the rate under the Program is 9.6% per annum for medium-sized businesses and 10.6% for small ones).

For SME Bank, a global change was the launch of direct lending - here we, the state bank for support of small and medium-sized businesses, are carrying out the instructions given to us by the government of the Russian Federation and our shareholder, the SME Corporation. For SMEs, financing at an attractive rate becomes available at a state bank that works exclusively with small and medium-sized businesses and understands their needs. This is our plus.

- Tell us in more detail about the pros and cons of working as an entrepreneur with SME Bank?

The first significant plus is that we are a state-owned bank, and for small and medium-sized companies, working with a reliable bank, whose license will not be revoked tomorrow, is a key factor. At the same time, in comparison with the more clumsy large credit institutions on the market, due to our youth in the direct lending market, we are more actively moving towards technological solutions.

We do not strive to create a formalized system of working with clients: at 17.00 I received an application, at 17.00 the next day I must issue it. If the client needs it urgently, then it is urgent. And our competitive edge is speed. We must make decisions quickly, while following all the necessary procedures.

As a result, we get a satisfied client who is ready to recommend us as a reliable business partner. A pool of loyal customers is gradually forming, who tell their friends and business partners about us - yes, these guys know how to work! They are good at what they are doing!

- Who is he - an employee of SME Bank?

A corporate manager must be able to do everything, he must be ready for any "special operation". And he must be erudite in his field, at least a little versed in various segments of the industry or service sector at the "engineering" level. Before the opening of direct lending in the bank, the team was transformed. The main focus is on those people who have experience of working with small and medium-sized businesses, were engaged in market transactions, have a large client base and practical experience.

- Why did you decide to open the first regional office of SME Bank in the Republic of Tatarstan?

Kazan statistically demonstrates the highest volumes of support for small and medium-sized businesses among the regions of Russia - this is the first. Second, in the Republic of Tatarstan there are indeed many companies in the SME segment, including high-tech enterprises, which are our target audience. In general, this region has a very high level of entrepreneurial initiative, and we expect to attract many clients.

- What tasks did you set for the Kazan unit?

The task was set as follows: within the first three months to issue loans with a total amount of up to 1 billion rubles, and by the end of the year to develop a diversified portfolio, which will consist of loans for both medium-sized businesses and for the mass segment using flow technology.

- And how did the unit manage to accomplish the task?

At the moment, in Tatarstan, we have already issued more than 1.1 billion direct loans, and the bank is considering new projects. So yes, the first task was successfully completed.

- You said about the mass segment - what do you mean by that?

The mass segment is packaged products that involve minimal participation in their structuring. That is, these are the products that we are planning to make the driver of in-line sales. For example, the product "State Contract - Revolving" for up to 25 million rubles or products for women entrepreneurs. Some mass products are still being developed.

- Tell us about the products you named in more detail?

We have identified as a special segment for a number of products women entrepreneurs who have been trained in the educational programs of the SME Corporation. The final rate on two credit products "Express for current purposes" and "Express for investments" for them will be 10.6% per annum. Accordingly, a loan can be obtained to replenish working capital and implement investment projects.

If a client fulfills a government contract and needs additional funds, we will provide them within the framework of the loan product “State Contract - Revolving”. This product allows both to cover the initial needs of the entrepreneur, and to carry out, for example, the technical re-equipment of production, fixed assets.

At the moment, of all the instruments provided by SME Bank, which ones are the most popular with businesses?

The most popular are the tools that allow you to get support in the framework of the implementation of contracts for the largest government customers - for example, the issuance of guarantees under 223 and 44 Federal Laws. The SME Business Navigator Portal is also gaining popularity - a marketing tool developed by our shareholder, the SME Corporation, both in terms of initial consulting (including the creation of business plans) and in terms of marketing analysis, which allows people who have initiative, but do not know where to start, to realize their entrepreneurial ambitions. Moreover, the business plan, developed with the help of the Business Navigator, is already being accepted by banks. I recommend trying this resource for existing entrepreneurs as well: it will significantly save time searching for information on loan products of banks that work with SMEs.

It may sound like a slogan, but nevertheless, Russia in the regions is developing precisely at the expense of people with entrepreneurial initiative. And we give hope and confidence in the future for the most active part of our society - entrepreneurs.

Internet newspaper "Realnoe Vremya"