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Fabio Bini: Foreign Investors Conference 23rd November
 

Fabio Bini: Foreign Investors Conference 23rd November

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    Fabio Bini: Foreign Investors Conference 23rd November Fabio Bini: Foreign Investors Conference 23rd November Presentation Transcript

    • THE SUPPORT OF UNICREDIT GROUP IN DOING BUSINESSFabio Bini, Head of International Desk Foreign Investors ConferenceBratislava, Austria Trend Hotel - 23rd November 2011
    • WHY UNICREDIT ?2
    • AGENDA CROSS-BORDER BUSINESS MANAGEMENT: THE INTERNATIONAL DESK PRODUCT EXPERTISE OUR NETWORK, OUR REACH3
    • CORPORATE & INVESTMENT BANKING (CIB) IN UCB SK INTERNATIONAL DESK - CONCEPT INTERNATIONAL DESK ACTIVITY International desks directly support international clients with all business needs a corporate client may face, from basic and initial discussions concerning doing business in the country, to arranging meetings with local experts and business partners All clients’ banking needs are managed by International Desks, which take all the required steps to comply with UCG credit process Typically, International speaking clients may rely on a dedicated multilingual staff, led by expatriates having international corporate business experience: that represents a distinctive advantage that may help a client better understand the cultural differences in the country Clients may find International Desks in all UCG’s CEE local banks4
    • MAIN PRACTICAL ISSUES FACED BY A MID-SIZED FOREIGN INVESTOR LANGUAGE LAW COMMERCIAL PRACTICE HABITS SIMPLE DO’S AND DON’S CONTACTS BUSINESS MODEL BANKING RELATIONSHIP AND PRODUCTS5
    • CORPORATE & INVESTMENT BANKING (CIB) IN UCB SK INTERNATIONAL DESK - MISSION ................. to ease clients’ approach to start production or commercial investments in the country Current account opening (incl. collection Referral account) Companies having business in the Country Credit lines ECA (ex. Hermes, Coface) / access to domestic Issuance of bonds (down subsidies payments/performance) Support in problem solving Advisory services: - legal - fiscal - commercial Companies interested in Feasibility studies for having investment/ partnership, joint- partnership in the Country venture, and M&A Electronic Banking and/or cash management EU Structural funds6
    • CORPORATE & INVESTMENT BANKING (CIB) IN UCB SK INTERNATIONAL DESK – CROSS BORDER BUSINESS UniCredit develops special solutions that aim at helping customer clients reduce complexity of managing cross border business Some Cross-border Some Cross-border Key advantages of integrated approach products products Cross border Account opening Cross border Account opening One single point of entry in the respective home country for cross- FlashPayment FlashPayment border business throughout the whole network MultiCash/Europakonto MultiCash/Europakonto Standardized processes and customized solutions on the basis of Margin-Pooling Margin-Pooling uniform service standards in the whole UniCredit Group EURO-Pooling EURO-Pooling Carefully designed group-wide product range Cross Border PLUS Credit Cross Border PLUS Credit State-of-the-Art services out of one hand PLUS Vendor Leasing PLUS Vendor Leasing Cost savings due to efficient management of cross border activities PLUS Investment Leasing PLUS Investment Leasing … Europe’s dynamic growth markets comprehensively covered … Highly qualified teams of relationship managers in the entire region7
    • CORPORATE & INVESTMENT BANKING (CIB) IN UCB SK INTERNATIONAL DESK: EASE YOUR CROSS BORDER BUSINESS FROM YOUR OWN DESK8
    • CORPORATE & INVESTMENT BANKING (CIB) IN UCB SK INTERNATIONAL DESK – THERE IS MUCH MORE TO SEE9
    • AGENDA CROSS-BORDER BUSINESS MANAGEMENT: THE INTERNATIONAL DESK PRODUCT EXPERTISE OUR NETWORK, OUR REACH10
    • Products & Services Cash Management & Transactional Sales & Global Securities Structured Trade and eBanking Trade Services Services (GSS) Export Finance (STEF) − Cash Management for − Products for Financial − Securities Clearing − ECA – Export Credit corporate clients Institutions − Settlement Agency structured − Domestic Payments − Accounts Nostro/Vostro − Holding Services finance − International Payments − Foreign Bank Financing − Global and Local − Bank to bank buyer’s − Payment Collections − Clearing Custody credit − SEPA Credit Transfers & − Benededuct & Rebates − Supplier’s credit Direct Debits − Co-operation − Bank to corporate/ − Sight Deposits Agreements sovereign buyer’s credit − Trade Finance Products − Forfeiting and Trade − Account Keeping − Documentary Collection receivables financing with − Cash Pooling Corporate Import/Export − Card Acquiring − Import Letters of Credit − Commodity Trade − Electronic Banking − Export Letters of Credit Finance Products & Services − Other Trade/export − Guarantees − e.g. EuropeanGate finance loans − Global Trade Management (Supply Chain Finance/ Trade Purchase) − @GlobalTrade − Forfeiting and Trade Receivables Financing with Banks11
    • Products & Services Loan Project & Commodity Corp. Finance Advisory Capital Markets Syndication Finance (M&A) − Syndication − Project Financing − Equity Capital Markets − M&A Execution − Sponsor-driven − Pre Export Financing − IPOs, Rights Issues − Buy-side Advisory Acquisition Finance (PXF) − Capital Increases − Sell-side Advisory − Real Estate Finance − Structured Finance − Convertible/Exchange- − Fairness Opinions − Shipping Finance Advisory able Bonds − Strategic Reviews − Project & Commodity − Reserve Base Lending − Equity Linked Finance − Bridge Loans to Project Solutions/Private Equity Finance − Debt Capital Markets − Corporate Loans − Multisourced ECA* − Covered & Financial Bonds − FI Loans Financings − Corporate Bonds − Secondary Trading − Promissory Bonds − Agency Services − Private Placements − Structured Capital Markets − Asset Backed Securitisations − Conduit Financing − Capital Markets Solutions − Structured and Derivative Based Financial Solutions Cross Asset Classes including Cash Flow and Yield Optimisation, etc. * Export Credit Agencies12
    • AGENDA CROSS-BORDER BUSINESS MANAGEMENT: THE INTERNATIONAL DESK PRODUCT EXPERTISE OUR NETWORK, OUR REACH13
    • UNICREDIT AT A GLANCE Strong local roots in 22 European countries Strong Positioning3 in International network in approx. 50 countries − Austria: #1 (15.6%)2 − Italy: #2 (13.9%)2 Approx. 160,5001 employees − Germany: #3** (3.5%)2 Approx. 9,5001 branches ** In the German ranking only private banks are considered … and in CEE overall: – Azerbaijan – Lithuania – Bosnia-Herzegovina – Poland – Bulgaria – Romania – Croatia – Russia – Czech Republic – Serbia – Estonia – Slovakia #1 (7.0%)2 – Hungary – Slovenia International Markets – Kazakhstan – Turkey – UK, France – Kyrgyzstan – Ukraine – Americas – Latvia – Asia Home Markets* International Markets * UniCredit’s home markets (where UniCredit operates via own local banks): Austria, Azerbaijan, Bosnia and Herzegovina, Bulgaria, Croatia, the Czech Republic, Estonia, Germany, Hungary, Italy, Kazakhstan, Kyrgyzstan, Latvia, Lithuania, Poland, Romania, Russia, Serbia, Slovakia, Slovenia, Turkey and Ukraine 1As of 30 June 2011; Including all employees and branches of subsidiaries consolidated proportionately, such as Koç Financial Services branches14 2Ranking and market shares in brackets; market shares in terms of total assets as at September 2010 Sources: Company data
    • UNICREDIT, WITH THE BEST FRANCHISE NETWORK IN CEE, BENEFITING FROM GROUP DIVERSIFICATION 1H10 Data Total Assets* Number of Countries of CEE, % share in EUR bn Branches presence (2) Group Revenues UniCredit 124 3,860 19 23 Erste 83 2,158 7 38 Raiffeisen 78 2,959 79 19 KBC (3) 66 1,225 12 36 SocGen (4) 66 2,653 20 16 IntesaSP 41 1,599 11 12 OTP 36 1,507 9 100 * 100% of total assets for controlled companies (stake > 50%) and pro rata for non- controlled companies (stake < 50%), except for OTP and Raiffeisen International (Group reported data). 2. Including direct and indirect presence in the 25 CEE countries, excluding representative15 offices. 3. excluding subsidiaries in Russia, Serbia and Slovenia, except in countries of presence. 4. Data as of FY09, apart from total assets in CZ, RO, SRB, BG and AL. Excluding Rusfinance in Russia SOURCE: UniCredit CEE Strategic Analysis
    • SYSTEMICALLY IMPORTANT FINANCIAL INSTITUTION - SIFI ONLY 29 BANKING GROUPS WORLDWIDE ARE SYSTEMICALLY IMPORTANT FINANCIAL INSTITUTIONS (SIFI)16
    • UNICREDIT IS THE STRONGEST PARTNER IN CEE 3 MAIN PILLARS We are the strongest The success of our We believe in the CEE banking partner in the customers is in the focus region, not only from an CEE region of all our activities economic point of view We were one of the first We believe that customer We feel at home in CEE and international banking partners satisfaction is the winning want to be a gateway between to enter CEE countries after the strategy. the countries of our network and fall of the Iron Curtain. enhance the cultural and social We use our international know- exchange in Europe: We built the leading Group in how associated to our deep CEE and we are committed to local roots to offer the best further strong growth in the Connecting Europe - service to our customers: region. region-wide cultural projects Today, we offer our customers Social projects - UniCredit State-of-the-art products and a network of strong local banks foundation services for corporate and forming the largest banking Sponsorship of the UEFA retail customers. network in the CEE region: Champions League and Unique integrated service for 19 countries related social activities customers with 3,860 branches cross-border business. Research and publications to around 72,000 employees foster the knowledge of CEE High service level countries in Western Europe17
    • OVERVIEW OF UNICREDIT GROUP BUSINESS MODEL CUSTOMER CENTRICITY CUSTOMER CENTRICITY A MULTI-LOCAL APPROACH A MULTI-LOCAL APPROACH BUSINESS MODEL GLOBAL PRODUCT LINES GLOBAL PRODUCT LINES GLOBAL SERVICE LINES GLOBAL SERVICE LINES18
    • ´ UNICREDIT´S INTERNATIONAL PLATFORM Leveraging Home Markets through Americas and Asia Pacific Networks Americas Asia US HQ Global Account Management Asia HQ Global Account Management (GAM) Clients (GAM) Clients Subs of Home Markets Clients served Subs of Home Markets Clients served in Americas in Asia Leveraging on selected US and Asian GAM clients in Home Markets Home Markets* International Markets Reaching UniCredit’s Home Market Clients in Americas and Asia * UniCredit’s home markets (where UniCredit operates via own local banks): Austria, Azerbaijan, Bosnia and Herzegovina, Bulgaria, Croatia, the Czech Republic, Estonia,19 Germany, Hungary, Italy, Kazakhstan, Kyrgyzstan, Latvia, Lithuania, Poland, Romania, Russia, Serbia, Slovakia, Slovenia, Turkey and Ukraine
    • CORPORATE AND INVESTMENT BANKING NETWORK ITALY Regional focus on 6 markets with a Corporate Banking network of 75 branches Aosta Trento Trieste − North West: 6 branches Milano Verona − Lombardia: 22 branches Venezia Torino − North East: 14 branches Bologna − North Centre: 15 branches Genova Ancona − South Centre: 16 branches Firenze − Multinationals: 2 branches Perugia Access to the network of 4,195 branch offices in Italy L’Aquila Roma Campobasso Napoli Bari Potenza Cagliari Catanazaro North West Palermo Lombardia North East North Centre South Centre Data as of November 201020
    • CIB NETWORK GERMANY Multinational Corporates (approx. 300 client groups): Central service approach through approx. 100 Kiel colleagues located in CIB hubs Munich and London Regional approach with a Corporate Banking network Hamburg of 21 locations: Approx. 230 relationship managers Düsseldorf serve approx. 29,000 CIB clients throughout Germany:* − North: 3 locations, 6 branches Berlin − West: 3 locations, 3 branches Hannover − East: 3 locations, 2 branches − Rhine Main Saar: 2 locations, 2 branches Dortmund − Baden-Wuerttemberg: 2 locations, 2 branches Leipzig Düsseldorf − Bavaria North: 3 locations, 3 branches − Bavaria South: 4 locations, 4 branches Köln − Munich: 1 location, 2 branches Frankfurt/Main Bayreuth Access to UniCredit Bank AG’s branch network with Würzburg 617 branch offices in Germany Mannheim Nürnberg Regensburg Stuttgart Passau Augsburg Ulm München Rosenheim Data as of July 201121 * Numbers including Real Estate
    • CIB NETWORK AUSTRIA # 1 Bank in Austria with 15.3% market share on loans Regional focus with a Corporate Banking network of 153 relationship managers serving approx. 18,000 CIB clients throughout Austria − Federal States/Regions: − 7 regional centres (serving Austrian and international Corporates as well as Public Sector and Real Estate clients) − 2 local units − Vienna: − 2 regional centres (serving Austrian Corporates) − 4 central units (serving International Corporates, Public Sector, Real Estate and Financial Institutions clients) Linz Access to UniCredit Bank Austria’s retail branches St. Pölten Vienna network with about 300 branch offices in Austria Wels Mödling Salzburg Bregenz Graz Innsbruck Vienna Klagenfurt Regional centre Local units Data as of July 201122
    • CIB NETWORK POLAND # 1 Bank with 17% market share on loans Gdynia ń Gdańsk 260 relationship managers in the Corporate Banking Olsztyn network serving over 14,000 mid and large corporate Koszalin Szczecin clients: − Mid caps: Bydgoszcz ł Białystok − Area Central Poland ń Poznań − 3 Macroregions (Mazovian, South-East, Zielona Warszawa Central-East), 12 Regional Corporate Centres Góra − Area West Poland Łódź ź − 3 Macroregions (Pomeranian, North-West, Silesian), 12 Regional Corporate Centres ł Wrocław Lublin − Large caps: Opole − FMCG Goods, Consumer Goods, Integrated Kielce Katowice Energy & Oil and Gas & Chemicals, Technology & Communication, Heavy Industry, Infrastructure, ł Bielsko-Biała Construction, Transportation & Logistics Rzeszów Kraków − Asian Clients unit Pomerania − Financial Institutions and Public Sector North-West Silesia Central-East Regional Centre Mazovia South-East Large Corporates Warsaw, Cracow Public Sector Data as of 25 July 201123
    • UNRIVALLED NETWORK IN CEE Poland Baltics 12.8% market share #2 2% market share #10 Czech Republic 1,014 branches 5 branches Russia 6.5% market share #4 2% market share #10 83 branches 106 branches Slovakia Ukraine 7.7% market share #5 5.3% market share #5 76 branches 443 branches Romania Hungary 6% market share #7 5.3% market share #7 235 branches 133 branches Bulgaria Slovenia 17% market share #1 6% market share #5 235 branches 21 branches Turkey Croatia 8.8% market share #4 927 branches 25% market share #1 136 branches Azerbaijan Bosnia 1% market share n.a. 8 branches 21% market share #1 136 branches Serbia Kyrgyzstan Kazakhstan 7% market share #4 14% market share #1 8.7% market share #5 71 branches 40 branches 115 branches Source: CEE Communication Coordination24 Figures as of 31 December 2010; market shares as of September 2010; market shares in terms of total assets.
    • CORPORATE & INVESTMENT BANKING (CIB) IN UNICREDIT GROUP EASE YOUR CROSS BORDER BUSINESS FROM YOUR OWN DESK25
    • 26
    • ARE WE REALLY GOOD? #2 in Slovak CORPORATE MARKET27 Source: UniCredit Bank based on Trend Analyses
    • Market leader: TATRA CORPORATE LOANS Growth leader1: POBA UCB position: #2 MID (EUR 5 - 50 mil.) Concentration2: 54.6% UniCrChapter Title – Chapter Section Title UniCredit Bank ako člen skupiny UniCredit 30% 10.PRIVAT 6.POBA (+141% yoy, 44 mil. EUR) (+120% yoy, 294 mil. EUR) 2.UCB YoY growth (%) 20% 2010 YoY Market (mil. EUR) (%) share Market 4 133 5,5% 10% 1. TATRA 1 000 2,2% 24,2% avg 2. UCB 831 20,8% 20,1% 5.SLSP 3. CSOB 447 -6,0% 10,8% 1.TATRA 0% 4. VUB 377 -4,0% 9,1% 5. SLSP 376 3,9% 9,1% 0 200 400 600 800 1 000 1 200 4.VUB 6. POBA 294 119,6% 7,1% 7. VOBA 169 -16,0% 4,1% -10% 3.CSOB 8. OTP 159 -21,3% 3,9% 9. KOBA 45 -21,7% 1,1% 7.VOBA 10. PRIVAT 44 140,6% 1,1% -20% 11. OBER 23 118,2% 0,5% 8.OTP SZRB 53 0,4% 1,3% 9.KOBA -30% Volume (mil. EUR) Share within the bank non-financial corporate (relevance of the segment) 15% 20% 25% 30% 35% 40% VUB SLSP VOBA CSOB PRIVAT TATRA OTP KOBA UCB MARKET Note: 1. growth leader among players with at least 3% market share 2. Market share of TOP3 players 3. Market volume – UCB estimate28 4. DEX, J&T, BMAIS not available 5. KOBA, OBER as UCB estimate Source: UniCredit Bank based on Trend Analyses
    • ARE WE REALLY GOOD? #2 GROWTH IN CORPORATE LOANS MARKET in Slovakia29 Source: UniCredit Bank based on Trend Analyses
    • ARE WE REALLY GOOD? 42 %Our PORTFOLIO of INTERNATIONAL CLIENTS in SLOVAKIA30 Source: UniCredit Bank
    • ARE WE REALLY GOOD? More than 14,000 clients from all over the world took part in the 2011 Euromoney Cash Management poll. This year thanks to the joint effort between GTB and the relationship managers in all countries we are present in UniCredit could manage to improve our position compared to last year. UniCredit is the Best Cash Management house in five countries: Austria, Bosnia Herzegovina, Croatia, Poland and Serbia. Also noticeable is that in Germany, Czech Republic, Slovakia and Kazakhstan, UniCredit was ranked #2. In Italy, Hungary and Romania we achieved the 3rd place. This means that we are among the TOP 3 in almost all countries we are present in! Also at regional level UniCredit did very well being placed #2 for Central and Eastern Europe. With position #7 for Western Europe and #7 in the global ranking we are among the 10 best cash management houses of the world! Commenting on the ranking UniCredits head of Global Transaction Banking, Marco Bolgiani, said: “We are proud to be ranked by our clients as one of the most efficient Cash Management service providers. Cash Management is very important as it is often the anchor product for a client relationship. Having convinced our customers about our competence and know-how in transaction services opens then new opportunities to do further business."31
    • ARE WE REALLY GOOD? Best Project Finance House in CEE Best M&A House in CEE Best Equity House in Poland Best Sovereign Borrower Slovakia Best Arranger of CEE Loans, Best Equity House in Turkey (UniCredit Joint Bookrunner) excl. Russia Best Project Finance House in CEE Best Cash Management House in Austria, Pulkovo Airport – European Airport Deal of the Year 2010 Bulgaria, Croatia, Slovakia, #3 in Poland, Hungary 2010 Nord Stream Phase 2 – European Gas Deal of the Year 2010 Best Relationship Management in Trade Finance 2011 Nord Stream Phase 1 – European Gas Deal of the Year 2010 Best Bank for Cash Management, Liquidity Management and Payments & Collection in CEE 2011 Best Trade Finance Provider in Poland, Austria, Ukraine and in CEE 2011 Best Supply Chain Finance Provider in CEE 2011 Best Sub-Custodian Bank in Austria, Croatia, Hungary and in CEE in 201132
    • KEY MESSAGE SLOVAKIA IS A REWARDING COUNTRY Sound Macroeconomic Environment Strong Micro-foundations of the Economy OUR BUSINESS MODEL IS DESIGNED TO Bring value to our customers Create a long-term relationship33
    • CORPORATE & INVESTMENT BANKING (CIB) IN UCB SK INTERNATIONAL DESK - LOCAL CONTACTS OF UniCredit Bank Slovakia a. s. International ID Staff is speaking Italian, English, German, French, Spanish and Russian A Member of UniCredit Group A Member of UniCredit Group Fabio Bini Katarina Hajnikova Head of International Desk Relationship manager International Desk UniCredit Bank Slovakia UniCredit Bank Slovakia Sancova 1/A Tel.: 00421 2 4950 2373 Tel.: 00421 2 4950 4004 Sancova 1/A 813 33 Bratislava Fax: 00421 2 4950 3257 Fax: 00421 2 4950 3257 813 33 Bratislava e-mail: fabio.bini@unicreditgroup.sk e-mail: katarina.hajnikova@unicreditgroup.sk A Member of UniCredit Group A Member of UniCredit Group Katarina Krajnakova Jana Asaro Relationship manager International Desk Account Officer International Desk UniCredit Bank Slovakia UniCredit Bank Slovakia Sancova 1/A Tel.: 00421 2 4950 2302 Sancova 1/A Tel.: 00421 2 4950 2073 813 33 Bratislava Fax: 00421 2 4950 3257 813 33 Bratislava Fax: 00421 2 4950 3257 e-mail: katarina.krajnakova@unicreditgroup.sk e-mail: jana.asaro@unicreditgroup.sk34
    • THE SUPPORT OF UNICREDIT GROUP IN DOING BUSINESSFabio Bini, Head of International Desk Foreign Investors ConferenceBratislava, Austria Trend Hotel - 23rd November 2011