While Discovery Bank’s new home loan product is marketed as innovative due to its personalised interest rates and shared-value banking model, it’s important to scrutinise just how different it truly is compared to traditional home loan offerings in South Africa. Here are some key points to consider:
Personalised Interest Rates
- Traditional Approach: Many banks offer interest rates based on an applicant’s credit score and risk profile, which is already a personalised approach.
- Discovery’s Approach: Discovery goes a step further by offering additional discounts on interest rates if clients use other Discovery products. While this integration with their broader service portfolio might seem unique, the base concept of personalised interest rates is not entirely new.
Shared-Value Banking Model
- Traditional Approach: Standard home loan facilities do not typically link interest rate reductions to the use of other financial products within the same institution.
- Discovery’s Approach: The model encourages the use of multiple products (banking, insurance, investments) to gain additional benefits, promoting a holistic financial relationship. This cross-product incentivisation can be seen as an evolution rather than a revolution.
Digital Application Process
- Traditional Approach: Many South African banks have already digitised their home loan application processes, offering online and app-based applications.
- Discovery’s Approach: Discovery’s promise of a preliminary offer within five minutes is a notable enhancement in speed and convenience, though not entirely unique given the increasing trend towards digital banking.
Financial Behaviour Incentives
- Traditional Approach: Banks often provide benefits for good financial behaviour, such as lower interest rates for maintaining good credit or making timely payments.
- Discovery’s Approach: By offering rewards for broader financial habits (savings, insurance, investments), Discovery aims to create a more integrated and rewarding banking experience. This is a distinctive angle but still falls within the realm of incentivising positive financial behaviour, which is a common practice.
Overall Savings
- Traditional Approach: Competitive interest rates and flexible repayment terms are standard features aimed at attracting customers.
- Discovery’s Approach: The projected savings (up to R2.8 billion for current clients and R12.2 billion for South Africans) are substantial, but these figures depend heavily on widespread adoption and optimal use of their products. Such savings projections are ambitious and highlight potential benefits rather than guaranteed outcomes.
While Discovery Bank’s home loan product incorporates several attractive features and presents a well-integrated financial ecosystem, many of these elements are enhancements of existing practices rather than completely new concepts. The primary innovation lies in the seamless integration of various financial products and the extent of personalisation and rewards offered.
The demand for residential property remains strong in the second quarter, particularly in the entry-level and middle-class sectors. Property prices too, have shown modest growth and in some areas, we continue to see high demand and price increases. Discovery Bank’s entry into the lending market is likely to be beneficial by fostering competition, encouraging more innovation, and offering South African consumers more choices and potentially better deals. However, the full impact will depend on how well Discovery executes its strategy and how competitors respond. With more complex products and cross-product incentives, there is also a risk of consumers becoming overwhelmed or confused by their options.
- Conri Botha is Director of Conveyancer at Barnard
