Lending by people again

MTF Finance is putting people back at the heart of lending. With a growing national network and a strong focus on SMEs, the New Zealand-owned lender is proving that local knowledge and personal relationships still make all the difference.

When Chris Lamers reflects on the past three and a half years as CEO of MTF Finance, one theme comes through strongly. Connection. For him, finance is not just about numbers on a balance sheet, but about people, relationships, and trust.

“MTF Finance is a New Zealand-owned company, and what drives us is helping New Zealanders get ahead by making lending personal again,” says Chris. 

“In a world where banking is increasingly digital and centralised, we’ve deliberately invested in people on the ground, embedded in communities across the country. That makes all the difference.”

MTF’s national office is based in Dunedin, where the company was founded more than 50 years ago. Despite its deep southern roots, the organisation has a growing national footprint, with 55 franchise offices spread across the country, a network that has grown by 10 percent in the past three years.

Over the same period, MTF’s receivables book has grown from $700 million to $1.1 billion. “That’s 60 percent growth,” says Chris. “And importantly, we’ve done it without a 60 percent increase in costs, which makes us more efficient and allows us to pass better pricing back to customers.”

The engine behind this growth is MTF’s franchise model. Each local office is independently owned, with lending decisions made by people who live and work in the same communities as their customers. 

“If you’re running a landscaping business in Silverdale for example, the local MTF franchise owner – Philip – probably knows you and understands the local market conditions. That means they can consider more than just what’s written on a P&L sheet, he can take character, reputation and local knowledge into account.”

A growing role in SME finance

Around 35 percent of MTF’s lending portfolio is now SMEs, a share that Chris expects to rise. “Traditionally, we’ve been known for funding tradespeople and small operators, like the classic ‘tradie in a van’. But increasingly, we’re working with larger SMEs too, businesses employing dozens of people, often borrowing between $300,000 and $2 million. That’s a gap in the market where tailored lending really matters.”

MTF has also begun funding franchise purchases through partnerships with established brands such as Hire-A-Hubby, Green Acres and Kitchen Studio. “We see strong potential in helping New Zealanders get into business ownership.”

He adds that the reasons SMEs seek funding are diverse: Everything from managing cash flow to investing in growth opportunities. Recent government incentives, such as the 20 percent upfront tax deduction on capital investments, have provided a boost. “But at the end of the day, most business owners we deal with simply want to keep growing sustainably, paying their staff, and looking after their customers.”

Non-bank lending comes of age

The role of non-bank lenders like MTF in the business funding landscape has expanded significantly in recent years. According to Lamers, more than 1.7 million New Zealanders accessed finance from a non-bank lender last year. “Competition in financial services doesn’t usually come from the big banks, it comes from specialist lenders. That’s the case globally, and it’s happening here too.”

What sets MTF apart, he says, is the personal touch. “Of course we use digital tools and AI. But when you’re running a small business, sometimes you just want to talk to someone who knows you. With us, you can call your local franchise owner directly on their mobile. They’ll understand your business, and they’re the ones making the lending decision. That’s rare.”

The current economic climate remains challenging, with business confidence patchy across regions and industries. “It feels hard, especially in places like Auckland and Wellington, but if you step back and look at the numbers, there are plenty of businesses doing well. The South Island in particular is showing strength.”

Chris is cautiously optimistic about the next 12 to 18 months. “I think we’ll be in better shape as a country in a year’s time than we are now. Growth won’t just flick back on overnight, it’ll be gradual. But confidence plays a big role. New Zealand is a great place to live and work, and we need to start believing that again,” he says.

For SMEs feeling the pinch, his advice is to keep the conversation going. “If you’re having challenges, talk to your lender early and often. The more your financial partner understands your business, the more they can help. Our job is to sit alongside businesses and figure out solutions together.”

Discover the MTF difference, here.