Post on 04-Jun-2015
Sales Strategy for 2007
Citibank Press Conference, May 15, 2007
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The Agenda
Citibank Sales Strategy tillCitibank Sales Strategy tillthe end of 2007the end of 2007
Opening new unique branchesOpening new unique branches
Bert Pijls, Business Manager, Citibank Retail Banking Division for CR and SR
Network expansion for SME Network expansion for SME customers in Czech Republiccustomers in Czech Republic
Rajeev Chalisgaonkar, Director, Commercial Banking Group
Citibank Sales Strategy till Citibank Sales Strategy till the end of 2007the end of 2007
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Banks‘ sales networks in Europe
Czech Republic under-banked compared to Western EuropeTo be successful in given segment, bank should have at least a 6% „share of the door“
* Measure based on 1680 branches and population 10.2 MM inhabitants (2005)
Inhabitants per branch
0
1,000
2,000
3,000
4,000
5,000
6,000
7,000
8,000
9,000
10,000
Be
lgie
Lu
ce
mb
urs
ko
Šp
an
ěls
ko
Ra
ko
us
ko
Po
rtu
ga
lsk
o
Ně
me
ck
o
Itá
lie
Šv
ýc
ars
ko
Niz
oz
em
í
Dá
ns
ko
Fra
nc
ie
Irs
ko
No
rsk
o
Slo
vin
sk
o
Fin
sk
o
Šv
éd
sk
o
Ře
ck
o
UK
ČR
Ma
ďa
rsk
o
Po
lsk
o
EU = 1,957
4,947
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Citibank‘s Business Principles
Citibank puts greatest emphasis on clients‘ requirements that are accounted for and incorporated into Citibank‘s strategy.
Clients‘ requirements imposed on Citibank services:
ACCESSIBILITY: Citibank services are accessible from any place and are available at any time (Internet, telephone, external sales agents, bankers). Due to our global presence, we are able to service our corporate clients in more than 100 countries worldwide.
COMFORT: Citibank services are available from the comfort of one‘s home, without the need to physically visit our branches (bankers, external sales agents, Internet, telephone).
EXPERTISE: Highly trained and specialized Citi bankers, who are selected per most demanding criteria. Each of them takes care of a limited number of clients only, due to which they can thoroughly understand and comprehend their clients‘ financial needs.
FLEXIBILITY: Citibank products are flexible, we offer individual solutions customized to each client‘s own needs and requirements.
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Effective sales channels for single products and individual segmentsCitibank is focused on the following 3 key areas:
Segment Clients‘ needs Citibank strategy
Retail Banking
Individual care, accessibility
Enhancement of branch network, entire products offering is available via the Internet or phone
CitiGold WM Segment
Individual approach, 24x7 accessibility, discretion, expertise
Dedicated center, discretion zones in all branches, certified bankers
Credit Cards Accessibility, minimum of paperwork, speed
We sell the cards where our clients use them (kiosks), no need to submit one‘s income statement,
Consumer loans
Accessibility, minimum of paperwork, no collateral, discretion
Kiosks, internet, telephone, no need to submit one‘s income statement (Citibank clients), loans without a guarantor
SME segment
Individual approach, expert advisory, good knowledge of local market, 24x7 accessibility
Network of dedicated centers, calls at the client‘s site of business, internet, telephone
Top corporates
Global presence, international experiences, individual approach
Presence in 100 countries, international products, high expertise
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Development of Citibank sales network till the end of 2007
Before the end of 2007 we plan to open up to 6 bricks-and-mortar branches
Strengthening our sales position we hold in the City of Prague
– Opening of up to 4 retail branches
– Enhancing the number of points of sale for O2 Citi credit card (beginning by May, the card is sold at 21 O2 stores in Prague and 7 O2 stores in Brno)
Strengthening our position in the segment of affluent clientele
– Opening of dedicated center for private clientele (CitiGold segment)
Strengthening our position in SME segment
– Opening of another dedicated center(Zlín)
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100% accessibility and 100% comfort for all Citibank clients
• Internet (sale of all products )• Telephone (sale of all products)• 10 sale kiosks (sale of all types
of credit cards and personal loans)
• 21 Shell gas filling stations (sale of Shell MC from Citibank)
• 4 sale kiosks at the airport (Citi ČSA credit card)
• 28 02 stores (O2 Citi card)• 45 sales representatives who
make personal visits to companies in the CR (entire products offering)
• 100 external sales agents across the entire CR (credit cards, personal loans)
• 16 Citibank branches Our sales network comprises morethan 1,000 sale specialists
BranchesSales kiosksShell gas filling stationsO2 stores
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Unique conception of new retail branches
Modern solution of the branches
– Interactive communication with clients, automated services => reduction in Citibank‘s costs
12-hour business hours
– The business hours of new branches accommodateclient‘s needs. Our extended business hours make it possible even for fully occupied clients to visit our branch at one‘s leisure before or after their own working hours.
Commitment to community‘s development
– Citibank commits itself to participating in the develop-ment of civic community at every location where any Citi branch is opened
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Unique Global Branch Concept
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Unique Global Branch Concept
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First Glimps of New Approach
Network Expansion for SME Network Expansion for SME customer in Czech Republiccustomer in Czech Republic
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Our Services for SME companies
InceptionInceptionCapacity Growth
Capacity Growth
Market Diversification
(Exports)
Market Diversification
(Exports)
RapidGrowthRapid
Growth
Needs:• Financing for production capacity
/ sales infrastructure / working capital
• Account services
• Investment loans
• Equipment-backed loans EU advisory services
• Working capital
• Trade finance • Working capital finance
• Overdrafts• Account Services
Needs:• Financing for increase in
production capacity ( new factory, new warehouse..)
• Facilitation of foreign trade
• Long-term financing• Trade finance / services• Working capital finance• Overdrafts• Account Services• Treasury services• Advice on marketing and risk
management
ConsolidationConsolidation
Needs:• Optimise
financing cost• Utilise excess
liquidity• Manage FX
risk and counterparty risk
• Trade finance / services
• Liquidity management
• Investments• Derivatives• Export
insurance / factoring
Maturity & Renewal
Maturity & Renewal
Needs:• Succession / Change of
ownership• Transition to hired
professional management• Gaining scale to compete
with large companies• Strategic exit
• Acquisition financing• Succession planning• Buy-out financing• Wealth management
Lifestage
NeedsNeeds
Citibank ServicesCitibank Services
We support SME companies at every stage of their life-cycle
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Citibank Branches and Corporate Centres for SME
Corporate centres
Citibank branchesTEPLICETEPLICE
BRNOBRNO ZLÍNZLÍN
OSTRAVAOSTRAVA
PARDUBICEPARDUBICE
PRAGUEPRAGUE
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Why corporate centres ?
• SME companies in Czech Republic are well advanced in usage of various technologies
• We offer our SME customers quality Internet banking platforms and Online FX trading systems
• 99.5% of our SME banking transactions are processed online
• The traditional role of bank branches has changed from handling routine transactions to providing value-added advice to clients, and providing innovative banking solutions
• Customised advisory services and advanced banking products are the main advantages offered by Citibank to SME customers
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Role of Corporate Center
• Staffed with bankers who have local knowledge and experience
• Comfortable meeting and negotiation place for our customers and their
relationship managers
• Support our role as advisors to the clients
• A place for informative and educational events such as Foreign
exchange seminars, seminars about EU subsidies and other interactive
discussions between the Bank and SME companies
• Easy accessibility for SME customers
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Zlín Corporate Centre
• Large number of current customers present in the region
• Fast growth of GDP and exports in the Zlin Region – strong investment flows expected over coming five years, together with investment in infrastructure
• Managed by experienced bankers with long local experience