Efma SME Business Banking 2015

SME Banking www.efma.com/sme

The SME market continues to be one of the fastest and most profitable growth markets in Europe, but times are financially and economically very challenging and it is no longer easy to make good profits from this sector.

Offering the perfect ground for industry experts to meet and debate, the annual Efma conference on the SME topic has become a leading event in the European marketplace.

The conference will include more in-depth case study presentations, audience polls and panels to discuss insights on four main themes with specific sessions dedicated: New business models and new entrants The return of credit Creating the digital SME bank

23-24 April 2015 – Madrid

Jaya Balan Head of Business Development SME Banking Maybank Berhad Malaysia Diego Vidueira Mera Head of SMEs Santander Spain Pascale Devriese Head of Small Business, Business Development Retail Development & Innovation BNP Paribas France Kesav Kesavan Managing Director, Head of Global SME Sanctioning & UK SME Credit Risk Barclays UK Roberto Mancone Managing Director Global Head of Business Products Deutsche Bank Germany

Niche strategies for high-value markets Sittichoke Techapahaphong Head of SME Segment Strategy Kasikornbank Thailand Why should you attend this event?

L earn from the trending presentations on the SME topic in the context of the new entrants and new SME funding methods

E njoy the numerous networking opportunities with thought leaders from the industry and make useful connections

et inspirational success stories and hear your peers’ G concerns during the two interactive sessions 23-24 April 2015 Madrid

THURSDAY 23 APRIL 2015 www.efma.com/sme

MORNING New business models and new entrants 8.15

Welcome coffee and registration

9.00

Pascale Devriese Head of Small Business Business Development Retail Development & Innovation BNP Paribas France

Crowdfunding: is it a new funding solution for SMEs? General overview of crowdfunding 6 crowdfunding typologies Different crowdfunding models for banks (models driving positioning and ambitions)

9.30

Diego Vidueira Mera Head of SMEs Santander Spain

Digital transformation of SMEs Banco Santander added value offer The challenge of digitalisation Specialisation in SMEs management

10.00

Roberto Mancone Managing Director, Global Head of Business Products Deutsche Bank Germany

Access to debt capital markets and big data: helping SMEs and midcaps to compete in a digital-global environment

10.30

Questions & answers

10.50

Coffee break & networking

11.10

11.40

12.10 12.30

13.15

Ken Burke Head of Business Banking Allied Irish Banks Ireland

Jaya Balan Head of Business Development SME Banking Maybank Berhad Malaysia

AIB’s sectoral-led strategy: understanding and meeting the needs of business customers Organising around key business sectors and supporting national SME and business imperatives Developing deeper sectoral insights around needs and economics Developing sectoral competence and RM capability for meaningful customer engagement Delivering compelling, unique sectoral propositions SME Business, leveraging banks distribution capabilities Maybank’s segmentation and distribution model for SME customers Developing new distribution capabilities Future developments in the Maybank SME proposition

Questions & answers INTERACTIVE SESSION Joe Liddane Managing Director Setanta Performance International UK

Learning from each other: success and failure in SME strategy and implementation

Lunch

23-24 April 2015 Madrid

THURSDAY 23 APRIL 2015 www.efma.com/sme

AFTERNOON The return of credit

14.30

15.00

STUDY PRESENTATION Luis Fernández de Nograro Partner AXIS Corporate Spain

Next generation SME Banking. The future of SME revenue growth opportunity in the digitalisation era What are the future solutions that the banking sector will offer to SME? Will this segment use the new remote channels?

Will digitised SME customers be the most engaged?

What will be the future role of banking offices for SME’s

Kesav Kesavan Managing Director, Head of Global SME Sanctioning & UK SME Credit Risk Barclays UK d on Awar

Challenges and opportunities in SME credit scoring SME client continuum consists of start-ups to micro businesses to small business to medium enterprises Historically reliant on bank history for risk assessment and scoring Explosion of digital and transactional level datat for predictive analytics and scoring Improving customer lending journey with scoring and risk capabilities

Roberto Parafioriti Head of Small Business Marketing & Sales Unicredit Italy Award ovation

Fast credit: a new paradigm for small business credit The role of the banking financing for small business The main issues the banking industry has faced A concrete answer to support small business clients: a new credit process and a new application to grant credit real time

Innovati st p lace winn er

1

15.30

Inn winn er

2nd pla

ce

16.00

Questions & answers

16.20

Coffee break & networking

16.40

Lars Sjögren Executive VP, Head of Global Business Development Business Banking Danske Bank d on Awar Denmark Innovati rd p lace

Banks and SMEs: forming a new relationship SMEs are more important than ever to society and are the cornerstone of growth SMEs are faced with a number of new business opportunities and threats, and banks play an important role in their ecosystem How will the SME bank of the future grasp these opportunities and deliver service, build trust and generate value for customers, society and shareholders?

17.10

Andra Altoa SME Segment & Concept Manager Baltic Business Development SEB Pank Estonia

On-boarding start-ups: from awareness-creation to the remote acquisition process Entrepreneurial landscape in Baltic markets Private individuals behind the new start-ups: who are they, what drives them, what’s their pain?

From awareness to the final decision First business advisory services: channel, model, content and expected outcome Remote on-boarding and 4 types of dialogue SEB’s value offer for the first business year Our key learnings from the process change Next steps

17.40

Questions & answers

winn er

18.15

3

End of day one 23-24 April 2015 Madrid

FRIDAY 24 APRIL 2015 www.efma.com/sme

MORNING Creating the digital SME bank 8.15

Welcome coffee and networking

9.00

Benjamin van de Vrie Head of Marketing & Research Business Clients ING Netherlands

Distribution model and channel usage in omni channel world Distribution model and efficient use of channels How to manage a large portfolio with a relationship model How to use content marketing for the SME market Segmentation

9.30

Jeroen Bleijerveld Head of Marketing Your Business Banking ABN AMRO Bank Netherlands

Transforming the traditional banking services model for small-sized enterprises into an online banking proposition Digitisation of processes The stumbling blocks and challenges we have encountered in the process The solutions developed and customer reactions

10.00

Questions & answers

10.20

Coffee break & networking

10.50

Esra Kivrak Director of SME Sales and Marketing Turkiye Garanti Bankasi Turkey

Developing a digital experience and strategy for SME customers Background information on Garanti Bank Understanding the channel needs of SME customers Developing digital propositions Integrating digital with other channels

11:20

STUDY PRESENTATION Ben Helps Partner Responsible for Business Banking Oliver Wyman UK

Digital SME 2.0 The impact of digital on SME banking Digital as a sales and service channel Digital innovation along the SME value chain How to increase RM commercial effectiveness Financing SME’s in a digital world

12.20

Questions & answers

12.40

Lunch

23-24 April 2015 Madrid

FRIDAY 24 APRIL 2015 www.efma.com/SME

AFTERNOON Niche strategies for high-value markets

14.15

Asli Duzenli Executive VP SME & Agricultural Banking Yapi Kredi Bank Turkey

Healthy growth in agricultural finance Why agriculture as a niche Dominant agricultural finance models Balancing the effort vs. return

14.45

Nilanjan Ray Managing Director Head of Global Commercial Banking NBAD UAE

Supporting SME Ecosystem in GCC Unique economic challenges in GCC and push for diversification Supporting SMEs in economies with significant concentration of risk Supporting SMEs in a trade-focused economy in UAE Building a wider support network for SMEs Supporting the creation of alternative financing solutions

15.15

Questions & answers

15.35

Coffee break & networking

16.05

Sittichoke Techapahaphong Head of SME Segment Strategy Kasikornbank d Thailand on Awar Innovati lace winn er

16.35

17.30 17.45

Developing niche strategies and implementation for selective SME segments

1st p

INTERACTIVE SESSION Joe Liddane Managing Director Setanta Performance International UK

Learnings from the conference: implementing best practice in our own banks

Questions & answers End of the conference

23-24 April 2015 Madrid

REGISTRATION FORM

SME BANKING 23-24 April 2015 – Madrid, The Ritz by Belmond Hotel ATTENDEE’S INFORMATION Mrs.

Ms

Mr. / First name . . . . . . . . . . . . . . . . . . . . . . . . . . . . . . . . . . . . . . . . . . . Last name . . . . . . . . . . . . . . . . . . . . . . . . . . . . . . . . . . . . . . . . . . . . . . . . . . . . . . . . . . . . . . . . .

Job title . . . . . . . . . . . . . . . . . . . . . . . . . . . . . . . . . . . . . . . . . . . . . . . . . . . . . . . . . . . . . . . . . . . . . . . . . . . . . . . . . . . . . . . . . . . . . . . . . . . . . . . . . . . . . . . . . . . . . . . . . . . . . . . . . . . . . . . . . . . . . . . . . . . . .

Institution . . . . . . . . . . . . . . . . . . . . . . . . . . . . . . . . . . . . . . . . . . . . . . . . . . . . . . . . . . . . . . . . . . . . . . . . . . . . . . . . . . . .

VAT ID number . . . . . . . . . . . . . . . . . . . . . . . . . . . . . . . . . . . . . . . . . . . .

Address . . . . . . . . . . . . . . . . . . . . . . . . . . . . . . . . . . . . . . . . . . . . . . . . . . . . . . . . . . . . . . . . . . . . . . . . . . . . . . . . . . . . . . . . . . . . . . . . . . . . . . . . . . . . . . . . . . . . . . . . . . . . . . . . . . . . . . . . . . . . . . . . . . . . . . . . . . . . . . . . . . . . . . . . . . . . . . . . . . . . . . . . . . . . . . . . . . . . . . . . . . . . . . . . . . . . . . . . . . . . . . . . . . . . . . . . . . . . . . . . . . . . . . . . . . . . . . . . . . . . . . . . . . . . . . . . . . . . . . . . . . . . . . . . . . . . . . . . . . . . . . . . . .

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Assistant’s information (or person in charge of the registration) First name . . . . . . . . . . . . . . . . . . . . . . . . . . . . . . . . . . . . . . . . . . . . . . . . . . . . . . . . . . . . . . . . . . . Last name . . . . . . . . . . . . . . . . . . . . . . . . . . . . . . . . . . . . . . . . . . . . . . . . . . . . . . . . . . . . . . . . .

Tel . . . . . . . . . . . . . . . . . . . . . . . . . . . . . . . . . . . . . . . . . . . . . . . . . . . . . . . . . . . . . . . . . . . . . . . . . . . email . . . . . . . . . . . . . . . . . . . . . . . . . . . . . . . . . . . . . . . . . . . . . . . . . . . . . . . . . . . . . . . . . . . . . .

PRACTICAL INFORMATION DATES The Conference will begin with a welcome coffee on Thursday 23 April 2015 at 8.15 and will end on Friday 24 April 2015 at 18.00.

LOCATION The Ritz by Belmond hotel Plaza de la Lealtad, 5, 28014 Madrid, Spain Tel: +34 91 701 67 67 Fax: +34 91 701 67 76 www.ritzmadrid.com LANGUAGES All sessions will be held in English.

ACCOMMODATION Each participant must pay the cost of his/ her accommodation directly to the hotel

before departure. A block of rooms has been provisionally reserved for the nights of 22 and 23 April 2015 at The Ritz by Belmond hotel. The cost of a single or a double room per night is € 195 (including breakfast, excluding VAT).

An automatic confirmation will be sent by email within 24 hours of your registration. In this email you will find a link to book your accommodation online. The hotel guarantees room availability and price until Thursday 19 February 2015.

The hotel will automatically bill unoccupied rooms or late cancellations.

REGISTRATION The registration fee covers participation in the conference, documents, lunches and coffee breaks. Registration fees must be paid in full

REGISTRATION FEE

prior to the event. Efma reserves the right to refuse entry to any delegate who has not paid his or her invoice prior to the event.

We welcome late-bookers, but credit card information must be provided.

CANCELLATION All cancellations must be received in writing.

A 20% cancellation fee will be charged for all cancellations received on or before Thursday 9 April 2015. The full fee will be charged for cancellations made after that date, as well as to delegates who are unable to attend on the day, unless a substitute delegate is provided.

Substitutions are accepted at any time.

SOCIAL NETWORKS

€ 1,600 for representatives of Efma Members and Associate Members €1,800 for Efma Business Partners €2,400 for representatives of non-member institutions

@Efma_news

LinkedIn

Efma channel

Efma flickr

Efma app

VAT not applicable. All registrations are strictly individual.

PAYMENT By bank transfer to Efma Sarl bank account IBAN: FR 76 1027 8060 4700 0208 2420 111 BIC: CMCIFR2A Crédit Mutuel CCM PARIS 17 ETOILE, 30 Avenue Niel, F- 75017 Paris By credit card:

MasterCard

Visa

American Express

Card n° Expiry date DATE

SIGNATURE

Please send this registration form by email at registration@efma.com or fax +33 147 42 56 76 Efma l 8 rue Bayen l 75017 Paris l France l Tel: + 33 1 47 42 52 72 l Fax: + 3 3 1 47 42 56 76 l www.efma.com APE: 8230Z l VAT ID: FR 38 313 062 788 l Efma sarl company with registered capital of EUR 15,000 l RC Paris 313 062 788 In accordance with Article 27 of the law on the processing of personal data of 6.1.78, the information which you are requested to provide is necessary to enable us to process your registration and is intended for Efma’s services. You may access this information and request that it be rectified if necessary.