Nguyen Anh Cuong - Co-founder and CEO, Fundiin
Traditionally, investors wanted to invest in firms with significant growth and a large user base, but they are now more interested in startups with a path to quickly attain profitability.
For Fundiin, the emphasis is always on producing a quality product without spending too much money on acquiring clients. The firm also concentrates on technical advancements. Therefore, we do not have a problem with sustained development when investor preferences shift, since this has always been the company’s focus.
We manage risk based on two criteria: the proactive collection of fresh data and the use of technology to construct strong credit rating models based on client transactions. Our customer selection criterion is based on the connection between BNPL and retail partners, as well as clients, partners, and BNPL, so that all parties profit.
The primary product of Fundiin is BNPL. It has the same appearance as a credit card, despite the fact that the global credit card use rate is between 50 and 70 per cent, while Vietnam has a rate of more than 5 per cent. When BNPL expands in Vietnam, there will be greater room since the bulk of the population lacks access to card payments.
BNPL provides a completely free solution. However, many consumers and retail partners do not believe in a completely free fintech solution until they use it.
Legality is also an impediment. When nations in the area have been legal for 5-6 years, their fintechs are well developed, have mobilised a great deal of cash, and have begun going to Vietnam to grab market share.
Fintech in Vietnam, on the other hand, has mobilised all available funds, but it lacks a sandbox for management.
We have met several investors in Asia who wish to invest in BNPL, but there is a legal obstacle, which has a negative impact on investment attractiveness. However, there are investment groups that think the regulator will improve the sandbox system if a business delivers substantial value to customers and is approved.
Le Van Duong - Partner, Indochine Counsel
The BNPL company plays the role of an IT service provider that operates a platform connecting consumers with merchants and lenders.
To merchants and lenders, the company offers its platform and tools, especially machine-learning algorithms, to analyse consumers’ shopping behaviours for credit provision purposes.
Via the platform, the application for a loan is submitted for the lender’s consideration. Upon approval, the loan proceeds are disbursed either directly to the merchant responsible for the purchase, or to the appointed bank account of the consumer to finance the relevant purchase. The merchant then proceeds with the purchase, and consumers make the repayment in instalments.
From a practical standpoint, compared with other structures, the partnering structure proves to be pragmatic and efficiently harmonises various needs of the involved players, while effectively mitigating compliance risks. The partnering structure enables the fintech platform to leverage the credit of the finance company, which provides the necessary lending licenses and experience to deliver credit to the customers. It also allows all parties to benefit from credit performance and underperformance on the credit.
Lu Duy Nguyen - Senior director Tiki Corporation
Online payments have become widespread, and BNPL is also an online payment method. However, depending on their credit ratings, BNPL allows customers to spread out spending over a longer period of time. Credit management oversight for each person will vary based on the individual’s credit use.
The number of reports proves that it will increase by 15-30 per cent and become the payment trend of the future. I believe that e-commerce platforms, such as ours, will gain from BNPL because consumers will have a greater desire to shop and spend more money on the floor.
With the assistance of BNPL, we can also enhance marketing programmes, promotions, and other features of e-commerce systems like Tiki.
Prior to cooperating on the development of a feature on Tiki exchange with BNPL providers, it is important to explain and agree to a number of factors, including the debt collection procedure and the customer service process.
We use a set of factors to select partners, including user experience of the product, direct and indirect costs of the product, and coordinating with the system integrator to evaluate creditworthiness in the most accurate manner. The third criterion is evaluating the degree of investment and the team that will invest in product lines for partners.