SME SUMMIT
17-18 MARS 2016 BERLIN
#EfmaSME16
T
he annual Efma SME Summit has become the leading annual event on this topic in the European marketplace. SME banking professionals from all over the world will meet in Berlin to discuss the core challenges and opportunities faced by small and mediumsized organisations operating in the retail banking sector. Key topics covered at the conference include: Establishing new approaches to engaging
entrepreneurs, startups and Fintechs in SME banking Digitisation: reducing cost and improving
efficiency through operational excellence and automation Improving customer acquisition and
retention, and developing new sales and marketing techniques Exploring potential value-added services for
the SME banking sector, such as big data projects and consultancy Developing relationship management models
for the new era Outlining new lending models and approaches
to risk management
WHY ATTEND THIS EVENT?
Enjoy dedicated sessions on a range of topics
critical to the future success of SME banking et case studies on innovation in SME G banking from BBVA, Nedbank and Idea Bank
Stefan Andersson Head of Business Banking Nordea Finance Sweden Sweden
Emanuele Cacciatore Managing Director SME Department Bank Pekao Poland Javier Castrillo Director, Global SME Banking Santander Spain Dalene Deale-Rowe Head of Specialized Sales Nedbank South Africa Roberto Mancone Managing Director Global Head of Business Products Deutsche Bank Germany Marcelo Soria-Rodriguez Head of New Data Products & Data Stories BBVA Spain Malgorzata Szturmowicz Board Member, Chief Financial Officer Idea Bank Poland
T ake advantage of the opportunity to visit Deutsche Bank’s innovation lab & Q110 branch Check your SME customer-centricity in a special
roundtable discussion devoted to this topic
SME SUMMIT 2016 PROGRAMME www.efma.com/SME16
#EfmaSME16 Thursday 17 March 2016 Engaging entrepreneurs, startups and Fintechs in a new approach to SME banking
8.15 9.00
9.25
9.50
Welcome coffee and registration Commercial digital banking advisory: virtual, engaging, efficient and scalable Commitment from the top The right organisational structure Key competencies for digital leaders Roberto Mancone Managing Director, Global Head of Business Products Deutsche Bank Germany Marketplace lending: the end of universal banking Digital revolution: from the value-added chain of traditional banks to individual products of digital service providers Business model of online lending marketplaces (e. g. Funding Circle) as driving forces of change and discruption Outlook: the financial system in 10 years Matthias Knecht Co-founder, Managing Director Funding Circle UK Turning your customers into your n° 1 acquisition channel State-of-the-art in referral marketing (banking vs. non-banking) How to get referrals in a digital world Building a successful referral marketing strategy Best practices Robert Wetzker CEO Aklamio Germany
10.15
Panel discussion
11.00
Coffee break and networking
Incumbent banks and new entrants
11.30
11.55
12.20
Santander Advance: helping SMEs prosper in a global economy Growth challenges facing SMEs in a global economy New roles that financial institutions are required to play Santander Advance: a new strategy consistent with the bank´s mission Advance programme: going beyond financing to become an SME growth partner Javier Castrillo Director, Global SME Banking Santander Spain How do we inspire a relationship banking workforce to think digitally and remain relevant to our customers? Tools and techniques we use to enable digital as banking product and platform Lessons we have learnt two years in on the journey How cyber security comes to the fore for SMEs Chris Forrest Head of SME Banking UK Barclays Bank UK Discover the first best-in-class Business AppStore for SMEs portal to be launched during the event Stay tuned, updates coming soon!
Rob Hetherington General Manager, Financial Services EMEA SAP UK
13.05 Panel discussion 13.25 Lunch
GET YOUR PREMIUM PASS NOW! Enjoy free access to any 2016 Efma conferences www.efma.com/premiumpass
SME SUMMIT 2016 PROGRAMME www.efma.com/SME16
#EfmaSME16
Thursday 17 March 2016 Using Big Data
14.40 CASE STUDY - From biological value to SMEs: a data journey Learning from how nature and biological systems have evolved How BBVA is leveraging its own data sources to help SMEs adapt to their environment E xamples of projects & products that create new opportunities for SMEs through advanced use of data
Marcelo Soria-Rodriguez Head of New Data Products & Data Stories BBVA Spain
15.25 CASE STUDY - How Nedbank enhanced, rolled out and marketed Market Edge Identifying the opportunity for packaging big data from the payments value chain Market edge, adding value while innovating around the core M arketing market edge , selling an innovation that merchants don’t know they’re missing Challenges and opportunities , where is market edge going?
Dalene Deale-Rowe Head of Specialized Sales Emerging Payments Nedbank South Africa
16.10 Break 16.30-19.30 ON-SITE VISITS Get real-life applications during the on-site visits, via direct interactions and learn how big industry players implement the newest and best ideas, to create value. Choose one of the parallel on-site visits: GROUP 1: 17.00-18.00 Visit Deutsche Bank InnoLab and meeting with Fintech companies 18.15-19.15 Visit to Q110
GROUP 2: 17.00-18.00 Visit to Q110 18.15-19.15 Visit Deutsche Bank InnoLab and meeting with Fintech companies
19.30 Cocktail and informal dinner at Q110 Club
GET YOUR PREMIUM PASS NOW! Enjoy free access to any 2016 Efma conferences www.efma.com/premiumpass
SME SUMMIT 2016 PROGRAMME www.efma.com/SME16
#EfmaSME16 Friday 18 March 2016 Value added services
8.15 9.00
9.25
9.50
10.15
Welcome coffee CASE STUDY - Idea Bank: a unique SME banking model Benefits and risks of specialisation in SME banking Building an effective business strategy by identifying customer needs Using innovations to develop long-term relationship New Idea Hub, an experimental branch model Idea Hub, online platform for managing small businesses with inbuilt banking system Idea Cloud and mobile ATM Malgorzata Szturmowicz Board Member Chief Financial Officer Idea Bank Poland Linking up startups/SMEs, branches and community Developing a new approach to SME Banking A new innovation: Workbench, an incubator for start-ups Stephen Moran Innovation Manager Bank of Ireland Ireland Is it possible to differentiate in banking by not doing banking? What are non-financial services (NFS) for SMEs? W hy do we need NFS? How to structure business and NFS strategies TEB as a business case ROI of NFS Simla Unal SME Banking Marketing Director TEB (BNP Paribas) Turkey
Panel discussion
10.35 Coffee break and networking Relationship management models for the new era: is the traditional relationship manager on the way out?
11.05
11.30
11.55
Taking traditional SME banking online Opportunities and pitfalls in digitising traditional SME banking Customer expectations and reactions to an increasingly digital SME bank Thoughts on the future of digital SME banking Jereon Bleijerveld Head of Your Business Banking ABN Amro Netherlands Remote relationship management: new approaches Future relationships and distribution channels for SMEs SME’s real banking needs From multi-, through omni- to mixed channels Efficient distribution: a win/win Stefan Andersson Head Business Banking - Nordea Retail Nordea Sweden Managing small business banking in a cost-efficient way Sub-segmenting small business customers for efficiency Creating remote RMs for high quality service Co-operating with retail banking to serve small business customers Using top-notch technology for sales and services in small business banking Ozhan Orge Director SME Banking Finansbank Turkey
12.20 Panel discussion 12.50 Lunch
SME SUMMIT 2016 PROGRAMME www.efma.com/SME16
#EfmaSME16
Friday 18 March 2016 New approaches to the SME market
14.05
14.30
Being innovative across micro customer acquisition channels: from branch to crowdsourced practice Network of rural consuls Rural lending corners Mobile loan officers: end to end loan processing at clients site on a tablet Crowdsourced customer acquisition: an app on everyone’s smartphone Nikoloz Kurdiani Deputy Chief Executive Officer, Small & Micro Business Banking TBC Bank Georgia
Bringing it all together, a new approach to SMEs Engaging entrepreneurs, startups and Fintechs, how to grasp the opportunities resulting from new EU fund programmes Digitisation, opportunities generated by mobile banking, internet banking and a different approach to segmentation Customer retention, retention experiences and a new approach to retention Value added services, POS development + packages with sustainable benefits, sharing by Pekao Emanuele Cacciatore Managing Director SME Department Bank Pekao Poland
14.55 Developing new value added services and strategies for the SME market
Cenk Kaan Gür Executive Vice President of Commercial & SME Banking Akbank Turkey
15.20
Panel discussion
15.40
Coffee break and networking
16.10 ROUNDTABLE DISCUSSION: F ive acid tests to check your level of customer centricity, involving members of the Efma Business Banking Advisory Council Deutsche Bank – Roberto Mancone Nordea Finance Sweden – Stefan Andersson TBC Bank – Nikoloz Kurdiani
16.55 End of the conference
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SME SUMMIT 2016 REGISTRATION FORM www.efma.com/SME16
#EfmaSME16 17-18 March 2016 - Berlin ATTENDEE’S INFORMATION Mrs.
Ms
Mr. / First name . . . . . . . . . . . . . . . . . . . . . . . . . . . . . . . . . . . . . . . Last name . . . . . . . . . . . . . . . . . . . . . . . . . . . . . . . . . . . . . . . . . . . . . . . . . . . . . . . . . . . . . . . .
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Email . . . . . . . . . . . . . . . . . . . . . . . . . . . . . . . . . . . . . . . . . . . . . . . . . . . . . . . . . . . . . . . . . . . . . .
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Assistant’s information (or person in charge of the registration) First name . . . . . . . . . . . . . . . . . . . . . . . . . . . . . . . . . . . . . . . . . . . . . . . . . . . . . . . . . . . . . . . . . Last name . . . . . . . . . . . . . . . . . . . . . . . . . . . . . . . . . . . . . . . . . . . . . . . . . . . . . . . . . . . . . . . . . Tel . . . . . . . . . . . . . . . . . . . . . . . . . . . . . . . . . . . . . . . . . . . . . . . . . . . . . . . . . . . . . . . . . . . . . . . . . email . . . . . . . . . . . . . . . . . . . . . . . . . . . . . . . . . . . . . . . . . . . . . . . . . . . . . . . . . . . . . . . . . . . . . PRACTICAL INFORMATION DATES The SME Summit will begin with a welcome coffee on Thursday 17 March 2016 at 8.15 and will end on Friday 18 March 2016 around 17.00. LOCATION Mövenpick Hotel Berlin Schöneberger Strasse 3 10963 Berlin, Germany www.movenpick.com/en/europe/germany/ berlin/hotel-berlin/overview/ LANGUAGES All sessions will be held in English. ACCOMMODATION Each participant must pay the cost of his or her accommodation directly to the hotel
before departure. A block of rooms has been provisionally reserved for the nights of 16 and 17 March 2016 at the Mövenpick Hotel Berlin. The cost of a single room per night is 149 euros (including breakfast and taxes. 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 Wednesday 3 February 2016. After this date the hotel cannot guarantee either room availability or prices. The hotel will automatically bill unoccupied rooms or late cancellations. REGISTRATION The registration fee covers participation in the SME Summit, 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 3 March 2016. 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
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@Efma_news
Efma channel
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VAT excluded. 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
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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.
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