Gateway a start for Yellow Brick Road
The credit union that serves staff of Commonwealth Bank will fund the entry to the home loan market of Yellow Brick Road, the financial planning business headed by Mark Bouris (one of the founders of the abandoned Wizard Home Loans brand).Gateway's funding capacity for Yellow Brick Road may be just that: a funding gateway. The credit union funded only $100 million of loans in the last financial year, though this was lower than in 2008 when it financed $130 million in new loans.The credit union had assets of $520 million, including $85 million in lines of credit, at June 2009.Mark Bouris, executive chairman of Yellow Brick Road, said he was aiming to originate $100 million in new loans in the first month and ramp up to $200 million a month after that."We have a model where we can turn the volumes up and down, and send the business into the banking system. But that's not likely in the first few months."Yellow Brick Road will seek to place loans that do not meet Gateway's credit criteria with another lender through Connective, an aggregator. YBR has introduced loans through Connective for a couple of years.Bouris said loan demand was largely a function of distribution, and branch numbers. He said YBR recently opened its twentieth outlet. He said inquiry levels over YBR franchises increased since the recent broadcast by the Nine Network of the Australian edition of 'The Apprentice', in which Bouris got to fire the talent and hire the series winner.At this stage the main variable rate product promoted by Yellow Brick Road is the same as that for Gateway, at 5.99 per cent. This appears to be about to rise to 6.34 per cent, or a rise of 35 basis points rather than the 25 basis point rise in the cash rate pushed through two weeks ago by the RBA.Bouris, who sold Wizard to GE Capital in 2004 and left GE following the decision to sell the Wizard brand earlier this year to Aussie Home Loans, said "the market is there to be taken."I only want to be in the front end. I don't want to get back into that end of the business [funding]."Gateway Credit Union has evolved from its origins as the staff credit union for the bank (or at least the bank staff's trade union) over the last decade, but senior managers continue to serve on the board of directors.The board includes two executives from CBA; the chair, Steven Carritt (the bank's general manager for asset and liability management) and Graham Raward (the bank's executive manager, group funding). Malcolm Graham, national manager, mortgage funds at ING Australia (and a subsidiary of ANZ) also sits on the board.