Summary of Contents...............................................................................................................3 How to Submit your Tasks....................................................................................5 Frequently Asked Questions.....................................................................................................5 ASSIGNMENT 1 of 5 - LOAN SUBMISSION [20 Marks]...........................................................11 ASSIGNMENT 2 of 5 - LOAN SUBMISSION for EQUIPMENT FINANCE [20 Marks].................15 ASSIGNMENT 3 of 5 - THEORY [30 Marks]......................................................21 ASSIGNMENT 4 of 5 - SERVICING AND RESEARCH [30 Marks]........................25 5 of 5 - SUSTAINABILITY PLANNING [30 Marks].......................33 Mandatory Feedback Questionnaire......................................................................................35 PART 3 – FOR MODULE 2 OF FULL DIPLOMA COURSE Summary of Contents This section consists of the following tasks: A. Part 1 Learning Activity questions (90 marks) – if not already provided to you please email support@financeinstitute.com.au to obtain the link to complete this task online B. Part 2 Learning Activity questions (60 marks) – if not already provided to you please email support@financeinstitute.com.au to obtain the link to complete this task online C. Assignment 1 - CASE STUDY 1 - You are required to complete 1 submission to a lender on behalf of these clients (20 marks) D. Assignment 2 - CASE STUDY 2 - You are required to complete 2 submissions for these equipment finance clients (20 marks) E. Assignment 3 - THEORY ASSIGNMENT - This is an open book, multiple-question assignment on some of the topics studied within this course (30 marks) F. Assignment 4 – SERVICING AND RESEARCH ASSIGNMENT - You are required to use what you have learned and your research skills to obtain information necessary to understand the complex requirements and risks when providing broking services to clients with complex loan needs (30 marks) G. Assignment 5 – SUSTAINABILITY PLANNING Business Plan - You are required to use the information provided in Part 1 along with research on the internet or in Appendix to prepare a Sustainability Business Plan (30 marks) H. Compulsory Education Department Feedback form All items above are required by NFI Total possible marks = 280. To reach a Competent status for this Diploma qualification, trainees need to achieve 80% for each of the A. and B. Learning Activity online questions and 80% for each of the 5 assignments. Instructions - Instructions help you understand the questions and complete the assignment. Questions/Scenario - There may be one or more questions relating to the competencies you are required to demonstrate. Trainees must ensure that the Cover Sheet provided is included with the full completed 5 Assignment submission (ie. use the provided cover sheet as the front page to your 5 assignments and submit together). The process for Module 2 of the Full Diploma is comprised of online questions + 5 assignments. You are required to complete the online questions then submit the remaining 5 assignments together. Please note, extensive answers are not always required. Brief answers may be appropriate for some questions as long as you ensure your response adequately addresses the question. IMPORTANT: Presenting your submission in a format that is clear and appropriately structured forms part of your and also demonstrates your ability to communicate ideas and concepts and use technology. After NFI has reviewed your Learning Activity question answers and your 5 Assignments have been marked, your marks will be advised put into the online platform. All tasks should be submitted together ie. at the same time, either by mail or email or by uploading into the online platform. Your completed will NOT be returned to you as they are retained for audit purposes as required. The tasks will also be used to assess your language and literacy skills. The assessor will check your assignments to ensure ? that they are accurate with correct grammar and punctuation ? that they are appropriate to the target audience ? that they show planning and organisational skill ? that they demonstrate your ability to search for products and service information and use problem solving approaches to identify customer needs and expectations. TIME LIMITS - You have 12 months in which to complete all of your course for both Module 1 and Module 2 of this course. You may submit your at any time within this period. Extensions are only available after this time for an additional fee. If your 12 months expires you will no longer have online access available. PASS MARK - The above together form the full assessment content of this Diploma course and you are required to achieve 80% on each assessment task in order to pass the course. KEEP A COPY - With all assessments submitted you should ensure you retain an electronic or scanned or photocopied record of your submissions for your own files and in case of possible loss in transit. How to Submit your Assessment Tasks HOW TO SUBMIT YOUR ASSESSMENTS – There are three options for submitting your written assessments as below. Please ensure a Cover Sheet is included. Option 1 – Mail The National Finance Institute P.O. Box 1354 Capalaba Business Centre Qld 4157 Option 2 – Email Email your work to assessments@financeinstitute.com.au Option 3 – Upload If you have access to the online portal where you complete your learning activity questions, then you have the option to upload assignments in this same portal. -------------------------------------------------------------- To contact NFI: Phone: 1300 765 400 Email: enquiries@financeinstitute.com.au Frequently Asked Questions Q. Can I send my assessments through as I do them? A. You should complete your online questions through the online platform then submit all of your other assessments together at the one time. From both Module 1 and Module 2. Q. Is there an attachment file size limit for emailing? A. Yes, if you are scanning your assessments you need to scan in black & white to keep the file size small. All of your assessment tasks should be sent in one email, not multiple emails. Total maximum attachment file size is 10Mb by email or 8Mb by upload. Q. How should I name my assessments? A. It is important that you name every file name with your own name and what it contains. An example is below. You must adhere to this process. Example: Vivien Xiao FNS50315 Diploma course Assignments.doc Q. What if I can’t get my file sizes small enough? A. You will need to print and mail your assessments if you cannot reduce the file size to within the 10Mb size limit. Q. How long before I receive my results? A. Please allow up to 3 weeks for marking of your assessments. Q. Can I get faster marking? A. Marking will be completed as soon as possible and is dependent on the quantity of marking we have at any one time. In most cases, your assessments will be marked in less than 2 weeks but please allow up to 3 weeks as a maximum. We also offer an Express Marking option for a fee which will reduce marking time down to 3 business days. Please phone 1300 765 400 if Express Marking is required. Q. What if I don’t pass one of my assessments? A. You will be allowed an additional 2 attempts to complete each assessment if you do not pass the first time. We will email to let you know if you do not pass first time and will provide you with detailed feedback to assist with your resubmission. You will then have 21 days to resubmit. Q. How long do I have to resubmit a failed assessment task? A. You have 21 days only in which to re-submit your assessment Q. Once I pass, how can I get my certificate? A. Once your assessments have each reached a minimum of 80% your certificate will go in line to be produced within 1 to 2 weeks of your pass. Your certificate and transcript will be sent by regular mail. Q. My letterbox is small, will my certificate be okay? A. We stamp our mailing envelopes with “please do not bend”. If you do not receive your certificate within the above guidelines and have not heard from us, please check your local post office in case your envelope is being held there. It is Australia Post policy that if the postman considers your envelope may be damaged from inserting into your letterbox, then they may hold at the local post office for collection by you. Q. I have changed my address since I first enrolled, what should I do? A. Please let us know your new mailing address as soon as you are aware of it so that we can ensure our mail will reach you. If you do not advise us of your change of address, your certificate will need to be reissued at a fee of $29.95 and may take an additional 3 weeks. Q. My friend has done these assignments and I have used my friend’s calculations, is this okay? A. To avoid us recording your work as a plagiarised submission, you must ensure that your assignments are 100% your own work. NFI procedures are in place to determine if copying has occurred and using another person’s submission as your own is not acceptable. LEARNING ACTIVITY QUESTIONS ASSESSMENT A and B Part 1 and Part 2 Learning Activity Questions Learning Activity Questions These questions form part of your final marks Please complete online at http://financeinstitute.ecampusv2.com.au/ HOW TO ACCESS YOUR QUESTIONS: Workshop trainees: your trainer will provide you with instructions and the link Distance learning trainees: please refer to the email you received upon enrolment which included your enrolment key Online learning trainees: please refer to the email you received upon enrolment which included your enrolment key Please contact NFI if you have any difficulties Ph 1300 765 400 or support@financeinstitute.com.au Your assignment cover sheet follows overleaf. This cover sheet is also provided in the online platform as an interactive document if you prefer to type your cover sheet. ASSIGNMENT COVER SHEET FNS50315 FULL DIPLOMA I declare that the attached material is all my own work, that it is free of plagiarism and that all sources have been properly acknowledged. Signed ___________________________________________ Date _______________________ My method of enrolment in this course was: PLEASE ENSURE YOU TICK ONE OF THE 3 BOXES BELOW • - I attended a face-to-face workshop in …………………………………………………… (city) on ……………………………….. (date). • - I enrolled as a distance learning student and received my course material by mail • - I enrolled as an online e-learning student and completed my course online Trainee NAME: POSTAL Address: Postcode Phone (home) Phone (work) Fax Phone (mobile) Email address Preferred method of contact THIS PAGE FOR NFI OFFICE USE ONLY This page for NFI OFFICE USE ONLY Trainee name: ___________________________ Name of Assessor: _____________________________________ Date Assessment received: _____________________________________ Trainer’s comments: ASSIGNMENT 1 ASSIGNMENT 1 of 5 - LOAN SUBMISSION [20 Marks] Overview The purpose of this task is to allow you to demonstrate that you can complete the major steps required in broking or writing a moderately complex loan for a customer – through identification, development and implementation of loan options while assessing and managing risks. The samples in Appendix a) and b) will prove helpful. Remember that what you prepare would, in the real world, need to be presented to the client orally and thus must be understood by them. INSTRUCTIONS Read the scenario provided and using the information and data supplied, prepare a formal loan submission for a lender using the following headings. Use subheadings where appropriate to ensure your submission will be easily read and understood by the lender. The client file should contain the standard client information and data that would be included in a typical submission for a loan of this complexity. Your lender submission should include as a minimum the following headings: 1. Borrower’s Details 2. Background 3. Loan Purpose 4. Facility Details 5. Funds Position 6. Servicing Capacity 7. Security 8. Risk Assessment and Management (according to lender policy, guidelines and relevant legislation). Consideration must be given to any environmental, heritage or native title implications 9. Recommendations 10. List of Attachments* * Attachments which would normally be included in a submission to a lender need only be listed for the purpose of this assignment. You will not need to create “dummy” supporting documents. SCENARIO Applicant’s Information Andrew Bisset has been a real estate agent for over 20 years and jointly with his wife Jane own 6 shops at 55 Park Road, Belmont. Mr and Mrs Bisset own the shopping centre under the Bisset Family Trust. The property was valued 2 years ago at $1,450,000 and has a current ABZ Bank Mortgage of $625,000. Five of the shops are rented out for $96,000. The sixth shop is occupied by Mr Bisset’s real estate business, Bisset’s Real Estate Pty Ltd, which pays annual rental of $42,000 to the family trust. For tax purposes Bisset’s Real Estate pays rent which is $20,000 in excess of the fair market rental value of the shop it occupies. Bisset’s Real Estate Pty Ltd was formed at the beginning of the last financial year to take over the real estate agency business, which was previously conducted by a partnership between Mr Bisset and Joseph Hooper. Bisset’s Real Estate Pty Ltd took over the business when Mr Hooper retired and Andrew Bisset is the sole director of Bisset’s Real Estate Pty Ltd. Mr and Mrs Bisset now wish to acquire 3,000m2 of land near their existing shopping centre and hold it for 1 – 2 years pending rezoning. The purchase price is $600,000. The land was previously used as a State Government Health and Dental Centre, but the building was demolished when it became obsolete. The land is currently zoned ‘Special Purpose’, but the local council earmarked the land for future ‘Commercial’ use in it recently released Town Planning Scheme. The land is located at 423 Belmont Road, Belmont and has a two street frontage with considerable passing traffic. The Bissets have contracted to purchase the property in their capacity as trustees of their family trust and settlement is due with 60 days. They wish to raise 100% of the purchase price plus $25,000 for stamp duty, financing and conveyancing costs. They are willing to offer both the land and their existing shopping centre as security for the proposed loan. They will contribute a further $20,000 over the next 1-2 years to cover the costs associated with re-zoning of the property and obtaining approval to develop another shopping centre. Unfortunately ABZ Bank policy does not allow them to lend against land zoned ‘Special Purpose’ and cannot assist with the purchase. The Bissets have appointed you to approach an alternative lender to refinance their ABZ Bank Loan and obtain the additional funds required. Assume an interest rate of 7% for a commercial loan, 9% for an overdraft. Andrew Mark Bisset – DOB 29/07 1965 DL # 2945758 Jane Elizabeth Bisset – DOB 15/06 1967 DL # 2786454 Married with three adult children (one working in the real estate business) Address: 12 Currumbin Close, Carindale QLD 4152 Accountant – Ainslie and Partners Telephone - 07 3349 9999 Work History Financial Information Andrew has been a real estate agent for 22 years in the Brisbane South East area, he specialises in commercial and industrial property (rent roll comprises 75% commercial and industrial properties). His gross salary last financial year was $78,000. In the previous financial year he drew $55,000 from the partnership with Joseph Hooper. Jane has worked as the property manager since Bisset’s Real Estate Pty Ltd took over the agency after the partnership. Her salary last financial year was $43,000. She did not work in the previous financial year. Last Financial year Bisset’s Real Estate Pty Ltd recorded the following financial results: Gross Revenue $346,000 Net Profit $ 72,000 Depreciation $ 14,000 Director Superannuation $ 11,000 In the previous financial year the partnership of Andrew Bisset and Joseph Hooper trading as Bisset’s Real Estate recorded the following financial results: Gross Revenue $422,000 Net Profit $ 84,000 Depreciation $ 16,000 Director Superannuation $ 11,000 The Bisset Family Trust purchased the shopping centre at Park Road Belmont 18 months ago and its financial statements for the past financial year are as follows: Gross Rental Income $138,000 Loan Interest $ 52,000 Management Fees $ 11,000 (paid to Bisset’s RE Pty Ltd) Net Profit $ 50,000 Depreciation $ 25,00 Financial Position – Andrew and Jane Bisset ASSETS House at 12 Currumbin Close Carindale QLD 0 $560,000 Share Portfolio (Blues Chip Listed Shares) $345,000 Motor Vehicles $ 60,000 Furniture $ 85,000 Cash at Bank $ 45,000 LIABILITIES Home Loan with ABZ Bank $190,000 ABZ Bank Credit Card (Limit $20,000) $ 10,000 Financial Position of Bisset’s Real Estate Pty Ltd ASSETS Business Goodwill $250,000 Plant & Equipment $ 35,000 Debtors $ 30,000 LIABILITIES ABZ Bank Overdraft (limit $40,000 secured by residence) $25,000 (Keep in mind that, in the absence of actual tax returns which would confirm the income distribution of the trust, any profit would be distributed and taxed in the hands of the beneficiaries. For the purposes of this assignment, assume company tax of 27.5%, even though in -real life- of course you cannot assume and the distributions would be clear in “real life” financials.) Property being purchased Vacant Land 423 Belmont Road, Belmont QLD 4171 Lot 84 on RP 9564 Zoning “Special Purpose” Area 3000m2 Existing Property Shopping Centre 55 Park Road, Belmont QLD 4171 Lot 43 on RP 9542 Zoning “Commercial” Area 1850m2 Tenancies Tenant Rent Term Rent Review J & R Blend T/A Blend News $22,000 pa net 3 + 3 years Annually by CPI Copelin Accounting Pty Ltd $18,000 pa net 1 + 1 + 1 years Annually by CPI R Spragos T/A Roger’s Deli $28,000 pa net 5 + 5 years Annually by CPI Vu Nguyen T/A Care Pharmacy $20,000 pa net 3 + 3 years Annually by CPI M Goodson T/A Good Alterations $8,000 pa net 3 + 3 years Annually by CPI Bisset’s Real Estate Pty Ltd $42,000 pa net 3 + 3 years Annually by CPI ASSIGNMENT 2 ASSIGNMENT 2 of 5 - LOAN SUBMISSION for EQUIPMENT FINANCE [20 Marks] INSTRUCTIONS The assessment for this module is to prepare TWO submissions (see A and B below): Part A: This first submission is for the client so that they have the facts on all their obligations and fees and the structure of the loan. Remember that what you prepare would, in the real world, need to be presented to the client orally and thus must be understood by them. Part B: This second submission is for the lender - a loan application to the lender in order to gain pre-approval. PART A – THE CLIENT 1. Prepare a list of questions that you would need to ask your clients about the proposed transaction, that is, prepare your needs analysis (ie. Fact Find). 2. In a suitable format, prepare a submission for the clients ie. a Proposal document. What your client submission should include: 1. The parties to the loan 2. The security 3. The facility details 4. Lender details (options, recommendations) that are able to lend 5. Confirmation of the client’s complex requirements 6. The personnel that may be involved: eg. the client's solicitor, accountant, financial advisor 7. The client’s responsibilities, so the client fully understands the loan 8. An outline as to the process timing and what the client needs to arrange 9. The documentation needed to commence the borrowing 10. The name in which the client will sign the contract to purchase 11. A summary of all fees and charges 12. Your notes detailing how you have provided appropriate contact with the client throughout the complex broking process The samples in Appendix a) and b) will assist. PART B – THE LENDER Prepare a loan submission to the lender for pre-approval. Your submission should include as a minimum the following headings: 1. Borrower’s Details 2. Background 3. Loan Purpose 4. Facility Details 5. Funds Position 6. Servicing Capacity 7. Security 8. Risk Assessment and Management (according to lender policy, guidelines and relevant legislation). Consideration must be given to any environmental, heritage or native title implications 9. Recommendations 10. List of Attachments* * Attachments which would normally be included in a submission to a lender need only be listed for the purpose of this assignment. You will not need to create “dummy” supporting documents. EVIDENCE REQUIREMENTS In order to be deemed competent, you will need to evidence the ability to: • Develop detailed broking options designed to maximise the client’s outcomes and reach client objectives which incorporate elements from research and which address complex needs and issues • Identify and describe key assumptions upon which the plan is based • Provide a detailed analysis of research strategies and findings • Test and make appropriate checks on a proposed plan for its integrity and compliance • Assess the impacts of taxation, social security, economic and other government policies on client investment and financial requirements • Interpret and comply with industry regulations and codes of practice • Identify the roles of associated financial advisers and work effectively with them • Assess broking options, financial markets and investment characteristics • Use appropriate sales and marketing methodologies and provide justification and research evidence • Gain client feedback on and/or agreement to the plan • Prepare materials and personnel to effectively implement complex loan structures • Establish appropriate audit trails and effectively document records and data. SCENARIO Commercial Equipment Finance for Ray Henley and Steve Manning The clients you met with this morning have been referred to you by another commercial client. They are joint company owners Ray Henley and Steve Manning and they run a successful and growing transport company. They have a diverse client base spread over many industry sectors which is a conscious management strategy to ensure that they do not have significant business risk to a specific market segment or client. All contracts are written with 30 day payment terms. Background industry checks as well as credit history checks are completed on all new business prospects to ensure that there are no adverse issues that may impact on future trading arrangements. Whilst they have only been trading for 34 months they have a solid business plan with actual results to date exceeding projected sales and profit estimates included in their plan. The business was established with unsecured (apart from Personal Guarantees) Seed Capital of $500k from a private investor based on a guaranteed return of $45k pa, and an overall term of 5 years which also requires a principal reduction of $100k pa. The loan can be repaid at any time without penalty. Ray and Steve’s Requirements To accommodate new contracts in hand and planned future expansion, the applicants require establishment of an Equipment Finance Limit of $500k to purchase Trucks and Dog Trailers in the next 12 months. On the advice of their accountant, a new entity, Henman Holdings Pty Ltd ATF The Henman Discretionary Trust, has been established to purchase equipment which will be internally hired to Henman Transport Pty Ltd (the trading entity). Hire charges will equate to finance payments. Ray and Steve are directors of both companies. The longer term intention is for the Trust to acquire premises to be occupied by Henman Transport Pty Ltd. As part of this expansion the company has leased a second depot at a cost of $6,000pm and will also retain the existing depot. They currently have 5 employees and where needed are using sub-contract operators to fill shortfall in their delivery capacity. Purchase of new additional trucks and trailers will provide additional capacity and flexibility and reduce reliance on sub-contractors who can be unreliable. Whilst a limit is being sought, purchases will only proceed where additional work has been contracted or older equipment is being replaced. Applicants are happy to provide half yearly management accounts as an approval covenant to give a lender comfort that projected sales and profits are in line with budgets. Applicants are keen to reduce debt as quickly as possible and have therefore decided to finance all new equipment over a 48 month term, without a balloon/residual and will commit a refund of GST Input Credits as additional repayments built into the contracted loan structure. Initial Fact Find Ray and Steve have both been in the transport industry for many years each being Financial Controllers for major transport companies. Ray has an MBA and Steve a marketing degree. These combined skills complement each other and assist in the effective management of the business. Ray is married and has no dependants. His wife is a school teacher and she will be retiring at the end of the year. Steve is single and is presently completing a HR degree as they feel that as the business grows these skills will be required. Steve and Ray have provided the last two year’s financial accounts for the trading business, as well as interim accounts for the current financial year. (Note: You need to calculate the required servicing for the new debt and surplus required for lender comfort. Assume an interest rate of 10% for the proposed debt) Financial accounts ? Year 1- Sales $700k Net Profit $240,000 ? Year 2- Sales $812k Net Profit $358,000 ? Current year interim indication- Sales $1.125m Net Profit $506,000 (10 months); Operating Costs include – Depreciation $86,000, Interest $52,000, Sub-contractors $71,000, Directors’ Superannuation $60,000 ? Wages to partner one $100,000 (paid as Fully Franked Dividend) ? Wages to partner two $100,000 (paid as Fully Franked Dividend) ? Payment to private investor (flat fee) $45,000- Expensed in P&L as Finance Cost ? Existing Equipment Finance (Chattel Mortgages) repayments of $5,000pm Applicant Information Key Balance Sheet Items ? Ray Henley net income $100,000 (paid as fully franked dividend), owner occupied property $850,000 with debt of $250,000 (assume 7.2% P&I), credit card limit $25,000 (with debt of $15,000, assume at 3.8%), contents $100,000, superannuation $550,000, motor vehicle $40,000 with nil debt. ? Steve Manning - net income $100,000 (paid as Fully Franked Dividend), owner occupied property $500,000 with debt of $350,000 (assume 7.2% P&I), credit card limit $10,000 (with debt of $3,000, assume at 3.8%), contents $85,000, superannuation $150,000, motor vehicle $25,000 with debt of $15,000 (assume five year debt at 9%). ? Cash in business account $25,000. Cash $25,000 Debtors $220,000 Creditors $100,000 Notes: They currently meet all creditor payments at 30-day terms. Debtor collection has been solid with active management of debtors and pre-contract investigation of new clients. They have just signed a delivery contract with Organic Flower Growers who supply to Coles Supermarkets state-wide. To accommodate this work their initial purchase will be a refrigerated Pantec truck at a cost of $145,000. Projected net profit from this contract is $60k pa. P.T.O. for additional Tips on this assignment. TIPS 1. In this Assignment 2, your submission can be either: a) Consolidation of all income and debt in assessing servicing capacity OR b) Separate residential and commercial calculations. 2. Presentation – Although in real life you may well present the client part of this assignment in person to the client/verbally, for the purposes of this assignment please present your submission in a written report format. Remember to include Part A, the list of questions that you would need to ask your clients about the proposed transaction, that is, prepare your needs analysis/Fact Find. Then make use of Appendix a) and b) for guidance on layout. Note that Appendix b) has key content points on page 3. 3. Risk management is the forecasting and evaluation of financial risks together with the identification of procedures to avoid or minimize their impact. If you take a look at Ray and Steve's requirements and the -fact find- area in the scenario, this will assist you in providing possible risks and the relevant information to mitigate these risks, for example strong servicing, short loan term with no balloon, etc. 4. Funds Position – As explained in Appendix b), the Funds Position should include a calculation of required funds including purchase price and costs to ensure that borrowings and equity are sufficient to complete the transaction. The clients are potentially buying equipment costing $500,000 and it would be reasonable to say 100% borrowing requested. Brokerage is payable by the lender and included in the loan repayments to them so there is no additional cost in relation to brokerage. 5. Loan Repayments – If the loan is $500,000 and you calculate the P&I repayment amount of $21.25 (showing under the 5 Years column in the Monthly Repayment Calculator table in Appendix m), you would get a monthly repayment figure of $10,625 per month. However the scenario in this Assignment 2 is based around a 4 year term not a 5 year term so your calculation of the repayment amount would be a higher figure per month. If preferred, you may also, or instead, source and utilise an online Chattel Mortgage repayment calculator. 6. Servicing Capacity – You can assume that the lender will allow you to use three addbacks: Depreciation, Interest and the full amount of Directors’ superannuation (because they are paying themselves in the form of fully franked dividends, not salary). Remember also to use the rate of 27.5% when you work out the taxation on income. So simplistically you will have income less tax, then add back the addbacks, take away their commitments and you’ll be left with the servicing surplus and the DSCR. 7. Security – Security in the way of a mortgage over the homes of the Directors could be taken but it is probably unnecessary in this case. The more likely security would comprise of the Goods (trucks and trailer), the Directors' Guarantees and the GSA from Henman Transport Pty Ltd. ASSIGNMENT 3 ASSIGNMENT 3 of 5 - THEORY ASSESSMENT [30 Marks] – 5 marks for each question When responding to the following questions you are to describe the processes and resources used in each situation. Please provide evidence of any templates, organisational material or technology used and/or provided to the client in each situation. All references to written material or websites used must be provided (simple format). Question # Question Detail 1. Describe how you gather the information required when establishing the client’s complex lending requirements? In answering this question you should refer to: • Explanation of the services provided to the client • Listening and questioning techniques you employ • Your use of language appropriate to any cultural differences • Your interpersonal skills and how you would deal with any emotive issues sensitively • Your ability to build/establish rapport • Your professionalism • Your communication skills • Your provision of appropriate contact with client throughout the complex broking process 2. Describe how you record and document your interaction with clients? In answering this question you must refer to: • Templates used to gather information in initial interview • Diarising or recording telephone conversations • Procedures that are established for critical implementation, timing and priorities • The documentation gathered • Any technology used to record or gather information. • How you access and use appropriate specialist software, organisational templates, spreadsheets and databases • How your recommendations and loan structures, as presented to clients, are documented according to organisation guidelines and procedures 3. Describe how you research and consider complex broking solutions based on the clients’ needs? In answering this question you must refer to: • How special or complex features of a client's situation and objectives are discussed, reviewed and clarified • The analysis of the client situation to determine opportunities and constraints • Research into loan structures or options including those which are new or non-standard • Consideration of financial issues in terms of economic, legislation, taxation, legal, insurance • In what conditions would the broker need to refer clients to a Tier One advisor (eg. financial advisor or accountant) • How possible loan structure or options are analysed, modeled, prioritised and measured • The process used to reject inappropriate options including checks to ensure compliance with relevant Acts • Assessment of options to successfully achieve the client’s objectives • How you liaise with others, share information, listen and understand. 4. Describe and/or provide evidence of how you identify and manage risk when dealing with clients with complex loan requirements? In answering this question you must consider: • Risk evaluation criteria eg. undertaking risk categorisation and determining the level of risk • Risk assessment tools (eg. valuation practices) • Communication of the aspects of the valuation result/s to clients • Discussion on the issues around an adverse valuation • Establishment of the probability of risk including the severity and/or impact • Identification of stakeholders and how throughout the loan process o you seek their views o provide pertinent risk information – clearly describe risks o recommend amendments to existing controls and report any need for new controls • How would you as a professional in the industry ensure that you comply with industry and government requirements and professional codes of practice? • How would you read and interpret organisational and industry information? 5. Provide an example of how you present the loan options to the client, including an explanation of why you chose that option or options. This also must state the name of the lender and an explanation of why you chose that lender. In answering this question you must consider: how you guide the client through options including: • Discussion of impact – advantages, disadvantages, risks and financial implications • Fees charges and commissions inclusive of any fees paid by the lender directly to the broker • How would you explain to the client the lender conditions as they comply with relevant legislation, regulatory guidelines, industry sector compliance requirements and the lenders policy • Research and documentation provided to the client • Consultation required with other financial services professionals (eg. accountants, lawyers, financial planners, valuers, etc.) • Confirmation that the client understands the options presented and any concerns are addressed • Providing information on complaints resolution procedures (internal and external) as included in the information provided to the client. 6. Prior to presenting the loan options to the client did you identify any concerns that the client may raise? What preparation was completed to respond to these concerns? Consider: • Research/documentation materials • Alternative recommendations • Regulatory limits and financier guidelines In your answer you should also refer to your ability to: • Identify and respond appropriately to client concerns • Exercise restraint when dealing with clients in conflict situations • The process used to gain agreement to proceed from the client. ASSIGNMENT 4 ASSIGNMENT 4 of 5 - SERVICING AND RESEARCH ASSESSMENT [30 Marks] – 5 marks for each question Question 1 In this exercise we are analysing some financial statements in preparation for completing a submission to a financier. The scenario is provided below and an income statement and balance sheet is then provided for Wholesale Butchers. You will then have 3 tasks to complete – A, B and C below. TIP: You may wish to reference the INT Services Practice Activity which you completed in Part 1 of the course learning guide: A. Using the 2 financial statements provided for Wholesale Butchers Pty Ltd, calculate the ratios in the table provided and comment as to the risk using Low/Medium/High rating: B. Complete the manual Serviceability Analysis for Wholesale Butchers Pty Ltd by inserting the figures into the table provided C. List your comments on the outcome from your completed Serviceability Analysis as you would if presenting this in a submission to a lender. Scenario: Mr Brett Olsen has owned his wholesale butcher company “Wholesale Butchers” for the past four years. He is the sole director and shareholder of the company. The past six months has seen an influx in orders and, to keep up with demand, he requires another refrigerated van in order to maintain delivery standards and turnaround times to his respective buyers. Mr Olsen wants to purchase a secondhand van, 1 year old, from RV Dealers for $55,000 and is considering a 5 year Chattel Mortgage (CM), with an interest rate of 9% and monthly repayments of $1,133.21. He has opted not to provide a deposit and is not seeking any balloon at the end of the loan term. As no deposit is to be applied, repayments will be monthly in advance. Mr Olsen’s only business debts are an overdraft with CBA with a limit of $25,000 and current balance of $2,800 at 9% and his CM with 6% loan with Esanda for his existing refrigerated van, with monthly repayments of $1,058 pm and 2 years remaining. His financials for the financial years ending 2018 and 2019 are provided here for your perusal and assessment (only $ are shown in financials, not cents, so there is some rounding in totals). Wholesale Butchers Pty Ltd Income Statement For the financial year ending 30 June 2019 2018 2019 $ $ Sales 485,000 509,250 Cost of Goods Sold 291,000 305,550 Gross Profit 194,000 203,700 Operating Expenses Advertising 1,250 1,300 Amortisation 500 500 Depreciation 9,000 7,650 Interest 4,372 3,735 Office Equipment 1,000 1,100 Rent 29,100 30,555 Salaries (Directors) 32,000 35,000 Stationery 800 925 Utilities 25,000 26,000 Vehicle Expenses 9,700 10,185 Wages/Staff 48,500 50,925 Total Operating Expenses 161,222 167,875 Net Profit 32,778 35,825 Wholesale Butchers Pty Ltd Balance Sheet For the financial year ending 30 June 2019 2018 2019 ASSETS $ $ Current Assets Cash 22,945 25,078 Receivables 4,042 4,244 Stock on Hand (inventory) 5,596 5,876 Total Current Assets 32,582 35,197 Non-Current Assets Plant and equipment 24,000 21,600 Vehicles 35,000 29,750 Other Non-Current Assets 2,348 2,574 Intangibles (Formation Costs) 6,250 5,750 Total Non-Current Assets 67,598 59,674 Total Assets LIABILITIES 100,180 94,871 Current Liabilities Creditors 11,192 11,752 Overdraft CBA (Limit $25,000) 3,600 2,800 CM Esanda Current Portion ($1058x12) 12,696 12,696 Provisions Employees 4,042 4,244 Other 598 637 Total Current Liabilities 32,128 32,129 Non-Current Liabilities CM Esanda Long Term Portion 22,256 11,295 Total Liabilities Total Non-Current Liabilities 22,256 11,295 and Provisions 54,384 43,424 NET ASSETS (Owners’ Equity or Shareholders’ funds) 45,796 51,448 NB. Notes to the balance sheet and income statement have been omitted for this exercise however must be provided with every loan submission. Part A – Ratios Using the financial statements provided - Wholesale Butchers Pty Ltd - you should fill in the table below by calculating the 9 different ratios for each of the 2018 and 2019 years. Then in the Risk Rating column please state whether the risk rating would be LOW, MODERATE or HIGH, for each of the ratios. RATIO 2018 2019 Risk Rating 1. Current Ratio 2. Quick Ratio (Acid Test) 3. Return on Equity (ROE) 4. Return on Assets (ROA) 5. Debt to Equity Ratio 6. Debt to Assets Ratio 7. Leverage Ratio 8. Interest Coverage Ratio (ICR) – Existing Debts 9. Debt Servicing Coverage Ratio (DSCR) – Existing Debt 1 Part B – Serviceability Analysis Using the financial statements provided - Wholesale Butchers Pty Ltd - complete the Serviceability Analysis below. 30 June 20__ 30 June 20__ Net Profit Before Tax (Note 1) Plus Potential Add Backs: Interest Depreciation + Amortisation (Note 2) Additional Superannuation (Note 3) Extraordinary or non-recurring expenses (may be Plus or Minus) (Note 4) Earnings Before Interest, Taxation, Depreciation, and Amortisation (EBITDA) Less Taxation* calculated on Net Profit Before Tax figure above (Note 5) Available for Debt Service (ie. EBITDA less tax above) Interest Cover Ratio: Proposed Deductible Interest Costs: Existing Overdraft (Base on $25k limit) Existing CM Interest (Current + Long Term) [Hint: $34,952 @ 6% for 2018] Plus Proposed facility ($55k @ 9%) Total Proposed Interest Costs Proposed Interest Coverage Ratio (Note 6) (EBITDA divided by Total Proposed Interest Cost) Debt Service Cover Ratio: Existing Overdraft from above, interest only Existing Loan Repayments ($1,058pm) Proposed Loan Repayments ($1,133.21pm) Total Commitment Proposed DSCR (Note 7) (Amount available for Debt Service divided by Total Commitment Proposed) * Corporate tax rate used is 27.5% Notes 1 Generally only operational income is included unless non operational revenue is regular and reliable in which case comments should support inclusion 2 Amortisation refers to the write-down of intangible assets such as patents, licenses or copyright 3 Only include if there is above superannuation guarantee levy and is thus discretionary. Salaries generally infers payment to owners whereas Wages infers employees’ remuneration 4 Relates to one off items such as a gain or loss on sale of assets which reflect in the net profit but will not recur 5 Principal Repayments come from after-tax earnings so allowance needs to be made 6 Interest is a tax deductible expense and therefore the ratio does not require any allowance for taxation 7 New purchase will attract taxation deductions for depreciation and interest with a consequent reduction in the Net profit and the taxation liability and therefore enhance the repayment ability somewhat. Usually comment if DSCR is below 1.2 Part C – Comments Complete some comments on the outcome from your completed Serviceability Analysis for Wholesale Butchers Pty Ltd, as you would if presenting this in a submission to the financier. Comments may include but are not limited to: Question 2. Please research the Internet (eg. Google) on the subjects below and review the course material, then provide comprehensive answers to the following: A TRUSTS • What is a Unit Trust? • What is a Discretionary Trust? • What is a Hybrid Trust? • What is a Discretionary Family Trust? • What is a Trustee? • Define the differences of each type of Trust, including the obligation/s of the Trustee • Provide an example of when each type of Trust would be used. B COMPANY • What are the legal requirements of a company? • What are the personal obligations of directors by law (please summarise)? • Can anyone be a director of a company? • What is the minimum number of directors required? Question 3: From your research in the course and the Internet please provide answers to the following (from a Financial Accounting perspective): • What is a Balance sheet? • What is a Profit and Loss statement? • What is Depreciation? • What is Liquidity Ratio? • What is Current Ratio? • What is Debt to Equity Ratio? • What is a Cashflow Statement? • What is an Asset? • What is Liability? • How is a Net Profit determined? • How would you define Equity? • Under Australian taxation conditions, what are allowable expenses (provide 3 acceptable examples)? Question 4: From your research in the course and the Internet please provide a definition of the following 4 products and give examples: • Commercial Bank Bill • Invoice or Factoring Finance • Chattel Mortgage • Asset Finance product or Equipment Finance Question 5: In the Australian Standard ISO 31000:2018 there are 8 Principles of Risk Management. A) Please list six (6) of them and B) briefly state what each one is about. Principle Outline of Principle A B Question 6: There are many ways that an Industry Analysis can be completed. We have provided a sample below of a simple process to categorise the overall risk of any business/industry that you may choose to analyse. Please review the entries below. To simplify the process some factors have been grouped together to alleviate any overlap of impact. Task: In approximately 200 words, explain why you believe it is necessary to categorise risks Industry Risk Factor Low Risk Moderate Risk High Risk Life Cycle Mature Industry Mature or Saturated Decline or Introductory Social/ Demographic Stable trends Unstable trends Very unstable – strong trend impact Cost Structure Lower Fixed costs - Higher Variable Costs Fixed Costs Higher than Variable Very High Fixed Costs, Very Low Variable Costs Economic Environment Not impacted by Business Cycle Some impact by Business Cycle Heavily impacted by Business Cycle Political Environment None to little influence, some regulation Some to heavy, Influenced by regulation Strong Influence – heavily regulated Buyer Impact Many Buyers Fewer Buyers Few buyers, large search effort, high budget required Supplier Impact Many Suppliers Limited or Few Suppliers Dependent on one or few, large input value Threat of New Entrant High barriers to entrant. Lower start up costs, access to market No new entrant barriers- very low costs Threat of Substitute Product/Service No Substitution Some substitutes - low cost to switch High level of substitutes no switching costs ASSIGNMENT 5 ASSIGNMENT 5 of 5 - SUSTAINABILITY PLANNING ASSESSMENT [30 Marks] Task: Please construct a written plan for sustainability for your business (or proposed business). Your plan should be for a business which is finance in nature eg. mortgage broking. Please incorporate all the points below into your plan. Length should be more than 1000 words ie. two typed pages. Note, if you are in, or propose to be in, a sole trader business or working within a structure that has their own business plan, then not all of the points may be applicable to you however they should be covered in your assignment. Simply say after the point “may not be applicable to my business” however most points should be. Also please note that profitability is crucial to sustainability and should be considered in any plan. Additional assistance: - We provide a document about Sustainability in Business in Appendix k - You can utilise the internet to assist with your research - A useful framework to use is the Triple Bottom Line concepts. Points to cover in your plan: • Define scope of sustainability policy - what do you want to achieve. • Gather information from a range of sources to plan and develop policy. • Identify and consult stakeholders as a key component of the policy development process. • Include appropriate strategies in policy at all stages of work for minimising resource use, reducing toxic material and hazardous chemical use and employing life cycle management approaches. • Make recommendations for policy options based on likely effectiveness, timeframes and cost. • Develop policy that reflects the organisation’s commitment to sustainability as an integral part of business planning and as a business opportunity. • Agree to appropriate methods of implementation, outcomes and performance indicators. • Promote workplace sustainability policy, including its expected outcome, to key stakeholders. • Inform those involved in implementing the policy about expected outcomes, activities to be undertaken and assigned responsibilities. • Develop and communicate procedures to help implement workplace sustainability policy. • Implement strategies for continuous improvement in resource efficiency. • Establish and assign responsibility for recording systems to track continuous improvements in sustainability approaches. • Document outcomes and provide feedback to key personnel and stakeholders. • Investigate successes or otherwise of policy. • Monitor records to identify trends that may require remedial action and use to promote continuous improvement of performance. • Modify policy and or procedures as required to ensure improvements are made. This concludes your five assignments. Please see the introduction for how to submit to NFI Mandatory Feedback Questionnaire Provided next is a questionnaire which forms part of your personal assessment of this course. This questionnaire is an AQTF stand-alone document which is separated from your assessment once received by NFI. Only your responses are input into the Department of Education & Training’s statistical website – NO NAMES NOR ANY METHOD OF TRACKING RESPONSES IS RETAINED OR REQUIRED BY THE DEPARTMENT. Please return the completed, double sided questionnaire provided, returning at the same time as your Assessment submission by either uploading or emailing. We thank you for your co-operation with this Departmental requirement. [This page intentionally blank]