Efma SME banking 2013 conference

EVENTS

www.efma.com/sme

CONFERENCE

SME BANKING Future financing and relationship models in SME banking 21–22 March 2013 Paris, Concorde Lafayette hotel Best practices in retail financial services, more information on www.efma.com

CONFERENCE

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SME BANKING Future financing and relationship models in SME banking The Efma SME banking conference has become a leading annual event in this sector. SME banking remains one of the fastest and most profitable growth markets in European financial services. However, these are challenging times and making good profits isn’t easy. New entrants are emerging as they see the relationship between traditional banks and SME customers weakening. Consequently, suppliers have to radically reappraise their operating models and their future customer and service propositions.

This year’s event will focus on the key factors that affect the ability of banks to fund the SME market and generate acceptable levels of profitably whilst maintaining and building long-term relationships with SMEs. During the conference, there will be opportunities for interactive debate with speakers and fellow delegates.

Key questions What are the keys to financing and profitability?

What new funding and lending models are being developed? Deposits are becoming increasingly important, but where are the new income streams and opportunities? How can banks reduce the cost to serve?

How can banks be more customer-centric and really understand the needs of SMEs? What role will branches and relationship managers play in the future?

Will remote relationship models be viable – and if so, which are the best? How can banks regain customer trust and confidence?

How has risk management changed for SMEs? What are the new risk management models and strategies in this new economic environment?

Hot topics Some of the other key topics that will be discussed include: The threats posed by new entrants New approaches to SME segmentation Developing the right collection model Driving cost out of the back office

21–22 March 2013

Performance management and KPIs for the new SME operating model Channel management and opportunities via direct channels The role of innovation

THURSDAY 21 MARCH 2013 MORNING

Raman Rai Global Head of Business Banking HSBC Bank United Kingdom

Leadership in the new norm – Challenges/opportunities in global operating environments – The fine balance of global leadership – Making it meaningful for the front line

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

InnovAction: after years of product innovation it is time to innovate business models – Who: SMEs first, then banks – What: optimise resources – When: innovate distribution models – Why: return data to clients

Stefan Andersson Head of SME Retail Sweden SEB Sweden

SME business as a driver for increased trust – Benefit from a long-term, expansive and clear SME strategy – The moment of truth: banking-partner also in recession – ‘The shift’: from product-presenter to value-adding business partner – Examples of customer-centric offers and communication

Roberto Parafioriti Head of Small Business Service Model and Commercial Initiatives UniCredit Group Italy

Remote relationship management: a good choice?

– Small business segmentation – Issues and reasons for introducing a remote RM – The UniCredit Italian experience – A glance at other UniCredit experiences (Germany, Austria, etc.)

– Lessons learnt

Magnus Uggla Head of Handelsbanken International Svenska Handelsbanken Sweden

The branch is the bank: how to deliver a superior business customer service at a lower cost – Local decision-making is the key to a high service level – No central marketing: all segmentation and marketing is the responsibility of the local branch – No sales targets or product campaigns: the branch decides what to offer each customer – A strong and well-established corporate culture promoting personal responsibility – Exporting the business model to new geographical markets

INTERACTIVE DISCUSSION

Joe Liddane Managing Director Setanta Performance International United Kingdom

21–22 March 2013

What are the key ingredients of the customer-centric SME bank?

– Creating a customer-centric culture – Truly understanding customer needs – Measurement and targeting

www.efma.com/sme AFTERNOON

Ben van de Vrie Head of Marketing for Business Clients ING Netherlands

Building a new relationship banking model for SME’s – Distribution model and efficient use of channels – How to manage a large portfolio with a relationship model – How to use content marketing in the SME market – Segmentation – ‘Fitness test approach’ – ‘Sector approach’

Alper Tolga Selimoglu Senior Vice President SME Banking Marketing Division Akbank Turkey

Strategy and implementation to ensure profitable growth and regain market share – Strategies to ensure profitable growth and regain sustainable market share – How to rebuild SME customer relationships – Importance of the deposit base in your business model – Payment systems and transaction banking – House bank enablers

Marcela Navarro MD Executive Business Manager to CEO Corporate Banking Division The Royal Bank of Scotland Group United Kingdom

Reconnecting with society – Better understanding our customer – Identifying new sources of income – Being relevant to society

Hassan Bertal Deputy General Manager SME Banking Attijariwafa Bank Morocco

Developing new initiatives in the SME market – Creating SME centres with a specialist organisation – New credit processing – New range of products

Mark Cunningham

Managing key deliverables in the SME segment – Managing the demand and supply conundrum – Delivering lending growth in a shrinking economy – Product optimisation for working capital needs – Helping SMEs drive growth on Europe’s periphery

Director Business Banking ROI

Bank of Ireland Ireland

Gregory Rung Partner

Oliver Wyman United Kingdom

Rethinking the SME-bank relationship - Evolving sector dynamics and challenges after 5 years of uncertainty - Reach of tactical measures to prepare for regulatory/economic impact - Need for structural changes through truly differentiated service and delivery models - Towards a model of information-driven SME banking

FRIDAY 22 MARCH 2013 MORNING

Susan Hayes Managing Director

Barclays Bank United Kingdom

Véronique Berthout Head of Small and Medium Enterprises Retail Banking, Business Development

BNP Paribas France

Veli Sencer Demirel SME Banking Strategic Planning and Central Marketing Manager

Providing vital support to SME’s in key areas – Helping businesses grow in a recession – Helping businesses use innovation to solve their business problems – Looking at how innovation, networking and mentoring, via both traditional and new methods, can give businesses confidence to grow

Key success factors to optimise the small business credit process – The specific BNP approach to the small business segment – Understanding customer needs – Challenges and constraints facing the bank – Processes and process efficiency – Basel III and risk management

SME/entrepreneur combined business model – Businesses and business owners combined service model to maximise the relationship

Turkiye Garanti Bankasi Turkey

Mihail Povaliy Head of Mass Corporate Business

Alfa Bank Russian Federation

Fabrizio Alfano Head of Small Business Core

Intesa Sanpaolo Italy

Nilanjan Ray Senior Vice President Head of Business Banking Division

Abu Dhabi Commercial Bank United Arab Emirates

Building a new value-added model for SME banking – Operational model: entering a new segment for the bank – New opportunities: transaction business vs. lending – Relationship model: hunters and farmers (branches) – Special programmes for SMEs: what value added can we deliver to customers?

New lending and rating models for small businesses: innovation and opportunities – New lending models for . Micro clients . Core clients – New rating models – Credit limits: new approach

New lending model for SMEs – Analysis of SME scoring models – Rating models for higher-end SMEs – Transaction scoring models for loans to existing but non-borrowing customers – Parameterised vs. judgemental credit decision-making – Role of compliance, sanctions and emerging patterns of international trade in lending decisions

www.efma.com/sme AFTERNOON

Martin Roussel Executive Director Small Business Banking

Raiffeisen Bank International Austria

Okay Yıldırım Head of Cash Management

Finansbank Turkey

Mark Tilden

Managing your SME segment in the new normal environment: the use of non-financial performance indicators – How do you track relationship management?

– What are the levers that generate value for your business?

– Has your management team finally changed its mindset?

– Do your relationship managers have the ‘right’ behaviour when meeting clients?

Smart cash management for SMEs – Online cash flow tools addressing SME needs in following up their payments and collections – How can a SME have an IT expert without hiring one?

– Shared purchasing platforms for SMEs to purchase as corporate clients

The effect of new banking regulation on economic growth

Partner and Head of UK Practice

Ares & Co France

INTERACTIVE DISCUSSION

Joe Liddane Managing Director

Setanta Performance International

Key learning points from the conference – What key things and insights have we learned at this event?

– What can we take back and implement quickly in our own organisation?

United Kingdom

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21–22 March 2013

SCHEDULE

THURSDAY 21 MARCH 2013

FRIDAY 22 MARCH 2013

8:15

Welcome coffee and registration

8:15

Welcome coffee

9:00

Raman Rai HSBC Bank

9:00

Susan Hayes Barclays Bank

9:25

Roberto Mancone Deutsche Bank

9:25

Véronique Berthout BNP Paribas

9:50

Stefan Andersson SEB

9:50

Veli Sencer Demirel Turkiye Garanti Bankasi

10:15

Questions & answers

10:15

Questions & answers

10:30

Break

10:30

Break

11:00

Roberto Parafioriti UniCredit Group

11:00

Mihail Povaliy Alfa Bank

11:25

Magnus Uggla Svenska Handelsbanken

11:25

Fabrizio Alfano Intesa Sanpaolo

11:50

Questions & answers

11:50

Nilanjan Ray Abu Dhabi Commercial Bank

12:10

Interactive discussion

12:15

Questions & answers

12:45

Lunch

12:30

Lunch

14:15

Ben van de Vrie ING

14:00

Martin Roussel Raiffeisen Bank International

14:40

Alper Tolga Selimoglu Akbank

14:25

Okay Yıldırım Finansbank

15:05

Questions & answers

14:50

Mark Tilden Ares & Co

15:20

Break

15:15

Questions & answers

15:50

Marcela Navarro RBS Group

15:30

Break

16:15

Hassan Bertal Attijariwafa Bank

16:00

Interactive discussion

16:40

Mark Cunningham Bank of Ireland

16:30

End of conference

17:05

Gregory Rung Oliver Wyman

17:30

Questions & answers

18:00

End of day one 21–22 March 2013

REGISTRATION FORM

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SME BANKING 21–22 March 2013 Paris ATTENDEE’S INFORMATION Mrs.

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

VAT ID number (if applicable) . . . . . . . . . . . . . . . . . . . . . . . . . . . . . . . . . . . . . . . . . . . . . . . . . . . . . . . . . . . . . . . . . . . . . . . . . . . . . . . . . . . . . . . . . . . . . . . . . . . . . . . . . . . . . . . . . . . . . . . . . . . . .

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

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

PRACTICAL INFORMATION DATES The conference will begin with a welcome coffee on Thursday 21 March 2013 at 8:15 a.m. and will end on Friday 22 March 2013 around 5:00 p.m.

LOCATION Concorde La Fayette hotel 3, Place du Général Kœnig 75017 Paris, France Tel. :+33 1 40 68 50 68, fax:+33 1 40 68 50 43 www.concorde-lafayette.com/en LANGUAGE 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. Rooms have been

provisionally reserved for the nights of Wednesday 20 and Thursday 21 March 2013 at the hotel Concorde La Fayette.

The cost of a single room per night is 230 euros, 250 euros for a double room (including breakfast and taxes).

An automatic confirmation will be sent by email within 24 hours after your registration.

In this email you will find a link to download an accommodation booking form. To book your room, please complete and return this form to the hotel until Monday 18 February 2013. 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

REGISTRATION FEE

the conference, documents, lunches and coffee breaks. Registration fees must be paid in full 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.

CANCELLATIONS All cancellations must be received in writing.

A 20% cancellation fee will be charged for all cancellations received on or before Thursday 7 March 2013. 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.

PAYMENT

1,600 euros + VAT 19.6 % = 1,913.60 euros for representatives of Efma member institutions.

2,400 euros + VAT 19.6 % = 2,870.40 euros for representatives of non-member institutions.

All registrations are strictly individual.

By bank transfer to Efma Sarl bank account IBAN: FR 76 3000 7999 9904 2252 7800 001 BIC: NATXFRPPXXX Natixis, FE3 - Unité 3B/747 BP 4, F- 75060 Paris Cedex 2.

By credit card: MasterCard Visa American Express Card n° Expiry date

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SIGNATURE

Efma Channel

Efma l 8, rue Bayen l 75017 Paris l France l Tel.: + 33 1 47 42 52 72 l Fax: + 33 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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