Paraguay’s lessons from Europe

In a world where government budget surpluses are as rare as four-leaf clovers, Paraguay has been a bastion of stability, producing nine consecutive years of budget surpluses over the past 12 years. After its first budget deficit in a decade, in 2012, the newly elected government passed a fiscal ‘golden rule’ law in 2013, limiting budget deficits to no more than 1.5 percent of GDP. Since then, the government has been struggling to meet this newly self-imposed rule as the necessities of political compromises are colliding with a stagnant domestic consumption.

When economic growth slows down, the temptation is high to adopt corrective measures that can be expensive for a sovereign’s budget. The outcome of the current debate in the country of whether the government should loosen its fiscal policy to push consumption, while the economy is still expected to grow between 3.5 percent and four percent by the end of 2015, will be paramount for the long-term development of the country.

Over the past 600 years, when a sovereign’s debt was becoming too big and unbearable, only two options came invariably to the table: defaulting or declaring war

Paraguay has managed to build the foundations of its current growth story on the success of its private sector, not just agriculture, but also services and industries, while maintaining strict macro-economic ratios: budgets equilibrium, growing foreign reserves and low external debt levels. The legacy of the past 12 years of economic orthodoxy needs to be treated with care, even in the wake of a growing economic crisis within neighbouring Brazil and Argentina.

Much can be learnt from other countries, most of them ‘developed’, where a trend of burying an inconvenient ‘debt’ truth is gathering pace. For that small South American country which is searching for its own long-term recipe for economic stability, current western world budget experiences demonstrate the pitfalls that can seriously restrict governments’ management and governance when fiscal orthodoxy is abandoned altogether.

Paying debts
After years of twists and turns, the Greek tragedy is slowly coming to an end, and the question of weather sovereign debt needs to be repaid or not, needs a definitive answer. After more than five years of delaying the inevitable by, on the one hand, not taking necessary structural reforms to reduce public spending, and on the other hand, throwing more liquidity into a solvency problem, all that has been achieved is the doubling of the problem. Greece’s public debt that used to stand at 130 percent of GDP in 2010 is on course to reach close to 200 percent of GDP by the end of the year through a combination of rising debt and shrinking economy. The cake is now very large and the latest decision in early July to potentially provide additional life lines of up to $95bn is only going to make the indigestion worse, whichever final decision is taken. Death by a thousand cuts is never a good way to go.

One example that has been forgotten too fast and that should work to a certain extent, as a blueprint for future European (or other) debt crisis management, is the Icelandic case study. The country declared itself bankrupt in 2008 in the wake of the spreading global financial crisis. Immediately after, very tough measures to curb public spending were taken, in some cases cutting in half subsidies and salaries. Some two years later, the country was growing again (after a drop of 40 percent in its GDP) and three years after the beginning of the crisis, the country was able to return to the sovereign bond market with new 10-year bonds issued at less than six percent (much lower than some of Portugal, Ireland, Greece and Spain equivalent bonds at that time). An amazing success for a country that, at the peak of its financial bubble, had a financial system 15 times bigger than its economy.

There is no alternative in a zero interest rate, zero inflation environment, but to curb public spending when there is no more room to increase public revenues. One problem is the measure of such fiscal irresponsibility.

Almost all analysis of sovereign debt focuses on two key ratios: debt-to-GDP and fiscal deficit-to-GDP. The EU had decided in 1992 through the Maastricht Treaty, to set limits to these numbers, beyond which it would not be prudent to venture: 60 percent debt-to-GDP and no more than three percent budget deficit-to-GDP.

Ever since the financial crisis of 2007-08, governments in Europe have been struggling to get back within these parameters; indeed, very few have achieved reducing their public deficits (see Fig. 1), and none in southern Europe has achieved a meaningful reduction in its overall debt that would bring it back close to the 60 percent mark. However, the real magnitude of the problem is not properly caught by such ratios. Only a measure of the deficits compared to revenue can demonstrate the extent of the problem and reveal how little chance there is for a lot of countries to avoid a default in the near future.

In Greece, public deficits were between 15 percent and 23 percent of tax income, a situation that is clearly unsustainable as there is no more room for either tax increases or significant public spending cuts after six years of recession. The IMF, by asking for a debt restructuring that includes substantial ‘forgiving’ cuts, is highlighting this issue very clearly this issue.

That situation is widespread to varying degrees in Europe and needs immediate correction. There is only so much that a borrower can decide on his own until the lenders decide for him. That time has now come for Greece, but it will also come for other countries. France, Italy, Ireland, and so on, are not different cases; the spotlight is just not shining on them, as of yet.

The right track
What this means for Paraguay is that it needs to persist in its approach to reach full fiscal conservatism, reducing the weight of its fixed costs as a percentage of revenues, continue to combat tax evasion and keep its sight on percentages of budget surpluses or deficits against revenues and not GDP.

Managing state finances is much more about the flow than it is about the stock. When you can’t pay teachers or pensions at the end of the month, the size of your GDP matters not, only revenues do. Banks lend to companies and individuals based on their capacity to repay, or their cash flow, not based on their wealth. Why should this be different for sovereigns?

Only by measuring debt-to-public revenues and budget deficits-to-public revenues, one can truly assess the financial health of a sovereign state. Over the past 600 years, when a sovereign’s debt was becoming too big and unbearable, only two options came invariably to the table: defaulting or declaring war. Europe has worked very hard on its integration over the past 60 years to move away from the warpath, so if history were to repeat itself (and there is no reason to think otherwise) default seems unavoidable for some European countries.

European debt will not disappear by itself this time, as we have entered into a new prolonged period of low (or nil) inflation and very low growth where anything between one percent and two percent of growth would appear miraculous. Unless dramatic social changes occur in the EU, growth will be impaired by a lack of potential productivity gain. Combined with an ageing population, substantial growth will not come back for a long time and sovereign debt weight will only continue to increase.

European debt in 2015

A golden opportunity
Paraguay should observe very closely what is happening in Europe and in the US. Lessons can be learnt when a sovereign reaches a point of no-return, when the debt weight is such compared to its revenue potential that no political good intention can help anymore and brutal spending cuts, with their social implications, are the only way out, short of a default. Even if a third bailout is agreed for Greece, it is already too late for it to make a difference and default will occur anyhow within the next few months, as the room to manoeuvre for the Greek Government (irrespective of its political ideology) has completely disappeared.

The Paraguayan economy has been growing at an averaged five percent per year for the past 12 years within a fiscal conservatism that has allowed the country to see its credit rating being upgraded four times in the past five years. This converted into a new ability to raise sovereign debt on international markets that translated into $1.5bn raised over the past three years (first ever international bond issues). That newfound fame needs to be controlled and kept in line with the growth potential of the state revenues, especially in a country where the fiscal environment is so favourable.

Paraguay still enjoys a relatively clean sheet when it comes to fiscal policies. It should continue to protect it as its most precious asset, as it is eventually the key to long-term stability and development and without it, a government becomes powerless.

People’s Bank leads Sri Lanka into a new era of banking

Pushing boundaries is an inherent ethos at People’s Bank. It is an ideal that the bank takes for granted, using it as the catalyst to leverage into the unknown. This is a bank that holds the overarching tenet of being the ‘pulse of the people’, while pushing boundaries, seeking new horizons and innovating continuously. People’s Bank retains the strong fundamental of being true to stakeholder expectations, realising their aspirations and being a supportive partner in their journey towards absolute empowerment. Being the ‘pulse of the people’ is about building on those aspirations and expectations, and augmenting the relationships the bank has with its stakeholders into a win-win formula.

Innovating financial solutions are highly characteristic of the bank

Proudly upholding an organisational culture that enables the bank to be the heart and soul of the people, the deep significance of intertwining responsibility into this has played a major role in pursuing its ambitious goals. Whether in crossing the impressive milestone of LKR 1trn ($7.4bn) in its asset base just last year, or reaching the highest profitability since it opened in 1961, People’s Bank has continually proven that it carries a mantle of excellence both quantitatively and qualitatively.

Sri Lanka’s steady hand
For nearly 55 years stakeholder partnerships have been forged and nurtured, and it is evident that the bank uses its status as a fully state-owned bank to empower both the nation and its people to achieve their aspirations, maximising opportunities. People’s Bank has been a strong truss in Sri Lanka’s development process, adding considerable value and impetus to an aggressive development plan that has infused tangible benefits. From multiple infrastructure plans to uplifting industry and entrepreneurs who will contribute towards further economic development, the bank has been at the forefront of identifying the potential the country has, creating a sustainable developmental foundation for it to grow on.

The fact that its genesis began shortly after the country gained independence also adds to the underlying strength, growing together with a populace who entered into a new era of progress at the time, together mapping the progress of a country, empowering it with the spirit of independence and individualism.

The bank has used this insightful knowledge to spur the country and its people on a progressive path of development. It has helped hone the strength of the people, using it as an imperative tool to maximise on the opportunities that emerge in a rapidly transforming globalised marketplace. It has become a strident partner to disadvantaged and under-qualified segments of society, uplifting and encouraging them with sustainable tools to take advantage of these opportunities.

It has also helped spur industry, identifying potential growth areas to champion entrepreneurs who will add impetus to these sectors and form a nucleus of entrepreneurial development and industry growth. It has been an unwavering stalwart in the state’s development strategy, knowing full well the competitive advantages these development initiatives will infuse into the macro canvas of the country, becoming an economic catalyst for the region.

The links implemented by the bank have been strong, creating an impressive formula of unity and togetherness among communities, where competencies, skills and talent have been recognised and developed with cultural and religious roots strengthened further, to revel in the diversity which is unique to Sri Lanka.

People's Bank total deposits

Working for the people
Innovating financial solutions are highly characteristic of the bank. Whether it’s offering assistance from birth to later years, higher education, uplifting lifestyles, helping reach that dream home – being a partner for life to the rural farmer, the blue chip conglomerate, or simply ensuring that the people’s aspirations of living in a middle income country become a reality – People’s Bank has a stakeholder profile that fits.

Its stakeholders encompass myriad segments, varied demographics and multi-faceted walks of life. Capitalising on the close relationships the bank has with its stakeholders, it has cultivated expertise in analysing and retaining the tone and spirit of the ‘pulse of the people’, which remains the underlying principle. It is this pulse that becomes the catalyst for its vision and strategy, the axis upon which its blueprint is mapped to charter its way ahead. This has spurred a multi-dimensional plan of action for the bank, which saw it propel its branch network to nearly 740, ably supported through a connected network of 3,000 ATMs, making it the most expansive network in the country. These channels serve an impressive customer base of over 16 million people manned by one of the country’s most dynamic and innovative teams, totalling 8,156 committed professionals. It also has one of the country’s largest deposits (see Fig. 1) and savings deposit bases of LKR 318bn ($2.3bn), augmented by foreign remittances of over $1bn – one of the largest for a single bank.

The relationship with the Asian diaspora has been significant to the bank’s growing international presence, placing its roots in the UAE, Qatar and Korea – key countries for its growing network – augmenting its correspondent agent network of over 300, spanning 110 countries. A well-founded and strategised IT platform has enabled it to grow its automation process admirably, initiating multiple delivery channels and inbuilt flexibility, resulting in the pioneering of some industry firsts that have set the standard high for the entirety of the financial services industry.

It is certainly fitting that People’s Bank has been a constant recipient of some lofty kudos along the way, which have all epitomised being a true people’s bank. The milestone of exceeding a balance sheet of RS 1trn ($15.3bn) brought on the crown of the prestigious Service Brand of the Year and Banking Service Provider of the Year awards at the SLIM-Nielsen People’s Awards for the ninth consecutive year, which is unmatched by any other financial services institution in the country.

The bank also proudly wears the global laurels of Bank of the Year 2014 at the European Awards as well as Best Banking Group Sri Lanka and Most Sustainable Bank Sri Lanka at the World Finance Banking Awards in both 2014 and 2015. In addition, cementing its financial stability, unrelenting compliance focus and consistent performance, Fitch Ratings conferred it a ranking of AA+.

Positioning People’s Bank as one of the best in Sri Lanka involves vision, strategy and performance. Having already implemented a strategic plan, the bank is well on its way to creating and fostering a performance oriented and more importantly, a customer-centric culture. The bank is also going digital, which is the way of the future, optimising the digital age and using it as an imperative conduit in its digital strategy.

The products will be extended onto every digital device and channel, responsively and seamlessly accessible but always retaining the ‘pulse of the people’ focus as its overall ethos. Undoubtedly it is these facets, together with innovative capabilities inherent within the bank that will enable it to journey into a new era of banking.

CorpBanca shows its commitment to Chile’s renewables market

When it comes to Latin America’s renewable energy market, Chile stands out as the region’s undisputed pioneer and powerhouse. More than that even, some experts have commented that the country could justifiably be called the world’s leading renewables market, and, while its size may pale in comparison to say China or the US, its immediate prospects are far brighter. Endowed with rock solid fundamentals and an accommodating government, the nation promises much in the way of opportunities for the non-conventional renewable energy (NCRE) sector, and a great many investors are eyeing the market with keen interest.

Without any significant fossil fuel reserves to call its own, Chile, historically speaking at least, has drawn on oil and gas imports in keeping its industry well stocked. With expense proving something of a problem, the scope for cost reductions coupled with the promise of reduced emissions have done much to spark the NCRE sector into life and bring a greater measure of sustainability to the already-fruitful economy.

Host to the sunniest desert on the planet and 4,000 miles of windy coastline, investors from across the globe have been quick to pick up on the country’s low carbon opportunities and make good on its promise of self-sufficiency and sustainability.

600MW

Renewable energy capacity added to Chile in the first six months of 2014

In only the first six months of last year, Chile added an impressive 600MW of renewable energy capacity, twice that of the previous 12 months, and the government granted hundreds of concessions for a series of expansive projects. Impressive sure, these figures are merely a consequence of a much-changed energy landscape and underline the importance of a more sustainable energy plan in realising environmental and social gains.

Of the country’s contributors, few have made a greater contribution than CorpBanca, which has time-and-again made clear its commitment to sustainability and contributed its fair share to the development of a robust renewables market. While not necessarily a part of the energy sector, the bank has nonetheless played an important part in the country’s low-carbon transition, and done much to drive some of the latest developments. The role of financial services in facilitating this transition, as in the case of CorpBanca, is often forgotten and its place in fostering sustainability, not just in the energy market but also in the community at large, is little understood. World Finance spoke to CorpBanca’s Director of Wholesale Banking, Jose Francisco Sanchez, and Environmental Officer, Rodrigo Varela, about the major ways in which the country’s energy landscape has shifted, and the bank’s importance in facilitating the latest developments in the NCRE sector.

How does the Chilean Government encourage and support renewable energy?
Chile’s Government has been supporting the use of renewable energies, especially unconventionals, through measures that benefit final consumers – both individuals and enterprises – and involve energy generation using new technologies. In particular, initiatives require that no less than 20 percent of electricity generation stems from unconventional sources by 2025, and measures to promote self-generation, such as giving the option to individuals to offset their utilities bills with their own electricity generation.

What role does CorpBanca play in helping to protect the environment?
As a bank we don’t generate relevant direct environmental and social impacts. On the contrary, our clients might generate significant impacts on the environment due to their business or projects. That is the reason why CorpBanca has a social and environmental risk policy, which aims to ensure that we don’t generate any relevant indirect impacts through our clients. Thus, CorpBanca plays a preventive role, by requiring that our customers comply with international standards, such as the Equator Principles (we are the first Chilean bank to adhere to these principles) and the Performance Standards of the International Finance Corporation (IFC, the financial arm of the World Bank and also shareholder of CorpBanca).

CorpBanca’s environmental officer is responsible for verifying compliance with the above rules, both initially at the moment of the assessment of a financial project and during the life period of the project by monitoring the business activities of the client. The Social and Environmental Committee, put together by the senior management, is responsible for reviewing the aforementioned policy and its enforcement, especially for cases that can generate relevant environmental and social impacts or a reputational risk for CorpBanca.

CorpBanca recently joined the Business Leaders Centre against Climate Change (CLG), which has as a mission: to promote the development of policies and measures to overcome the climate change, and at the same time enable Chilean companies leverage the business opportunities that arise from moving to a less carbon-intensive economy.

Even though the direct environmental impacts of CorpBanca can be insignificant compared to our industrial clients, especially those involved in the mining, generation and distribution energy, and forestry sectors, it is a priority to us to reduce any potential environmental impacts. That is why we became the first bank with neutral carbon emissions in Chile in 2010. Furthermore we measured our carbon footprint in 2011 and 2012, to be able to neutralise our emissions during 2015 through the Santiago Climate Exchange. We will again face the challenge of measuring our carbon footprint for 2013 and 2014.

What projects for promoting sustainability is CorpBanca currently involved in?
CorpBanca has a policy and a focus to finance projects of NCRE, such as photovoltaic and wind projects. By funding such projects we are supporting sustainability both at a country and a global level, as well as achieving a reduction in Greenhouse Gas (GHG) generating energy through more sustainable and cleaner mechanisms. CorpBanca is also evaluating the opportunity to finance energy efficiency projects, which have the same objective as the previous regarding the reduction of GHG.

How important is the Javiera solar plant project for both Chile and the whole of Latin America?
The Javiera project, developed by SunEdison, was the first photovoltaic project to obtain funding from commercial banks (CorpBanca and BBVA) in a sector that, until this milestone, was dominated by the participation of multilateral agencies and development banks. Since the Javiera project, which was structured under Chilean law and according to its sound institutional system, other banks and sponsors have started to evaluate this type of financing.

How does Chile rank in the region in terms of renewable energy?
Chile has fast become a leader in developing renewable energy projects, principally photovoltaics, and has benefited from outstanding sun irradiation conditions in Northern Chile, which facilitate a low production and project costs. The country’s energy generation was historically concentrated in high-cost fossil fuels and had a high external dependence (Chile does not produce oil, natural gas and coal), meaning that there are many more growth opportunities in efficient and sustainable NCRE.

How is Chile’s energy sector evolving?
Several projects of NCRE generation, related to solar and wind energies, or intended to facilitate the construction of small passing hydroelectric plants, were expected by the market, but were put on standby until 2013. Fast-forward to today and the number of projects has increased significantly.

What else can be done to support sustainable practices in Chile?
CorpBanca, through its credit evaluation facilities, identifies opportunities to improve environmental and social aspects of its clients’ everyday lives, which are then communicated to them in order to encourage sustainable development. If all financial institutions replicated this practice, this industry would occupy a leading position in terms of promoting sustainable practices. Alongside the private sector’s contributions to promote better environmental practices, the government, through subsidies directed at companies that implement and support sustainable practices can do a great deal also.

What makes CorpBanca different to other institutions?
CorpBanca decided to take the leadership in financing NCRE projects two years ago, through a concrete plan of actions that involves training our commercial, risk, legal and support teams regarding the characteristics of the sector, its risks and opportunities. This strategy requires a strong dedication from both the board of directors and senior management in order to achieve a good understanding and knowledge of this particular sector. In 2014 we implemented a financing policy regarding NCRE that established guidelines for our commercial team as well as the risks that CorpBanca is willing to take in order that our clients are made more aware of the general conditions under which the bank will finance projects. This transparency has enabled us to achieve a strong and positive position as a leader in the local banking industry and as a major contributor to matters of social and environmental wellbeing.

ICBC establishes itself as a key player in Macau’s banking sector

Macau has fast become an emerging hub of Chinese banking, with the industry playing a key role in the continued internationalisation of the renminbi (RMB) and the diversification of the peninsula’s economy away from gambling. Though still relatively immature, particularly when put alongside neighbouring Hong Kong, key names in Macau’s banking industry are doing a great deal to bring its fledgling banking industry up-to-date.

World Finance spoke to Jiang Yisheng, Vice Chairman, CEO and Executive Director of ICBC (Macau) about the region’s prospects, and how the bank is leading the latest developments.

In what key ways has Macau’s banking sector changed since ICBC (Macau) established itself in the region?
The establishment of ICBC (Macau) has greatly promoted the banking industry in Macau by way of a remarkable catfish effect. For example, the bank has come up with a concept for better service, better products and an all-round better customer experience, working hard to provide a variety of financial options for different clients. Digital services and continued innovation have also developed rapidly, making e-banking the mainstream service in the whole area. Besides, RMB business has become a new source of growth, together with the RMB cross-border trade settlement and financing business.

The establishment of ICBC (MACAU) has greatly promoted the banking industry in Macau by way of a remarkable
catfish effect

What are the biggest opportunities and challenges for Macau’s banking sector?
First of all, the global economic recovery situation remains uncertain, along with cross-border capital flows, which have put a lot of pressure on the bank’s asset and liability management and liquidity management.

Second, the competition in the banking industry has become more and more intense. At present, there are a total of 28 local and foreign banks, excluding the Postal Savings Bank (according to the Monetary Authority of Macao), and the biggest among them are absolute Chinese-funded banks. The homogenisation of the business model and management style has intensified the competition, and put some of our products at a competitive disadvantage in recent years.

Third, due to the turbulence of global financial markets, the acceleration of international capital flows, and the division of monetary policy in major economies, the banks are more strictly regulated and subjected to supervision than ever before. Finally, months of decline in gambling revenues have had a great short-term impact on Macau’s economy, which would has also caused the bank’s losses to some degree.

On the other hand, a series of concrete measures on economic diversification in Macau have been formulated in response to the gambling revenue decline, bringing new favourable opportunities for Chinese banks that, due to policy constraints, cannot provide financial services to the gambling industry. Moreover, with the healthy financial position of the Macau Special Administrative Region’s Government, major transportation infrastructure projects and the livelihood public spending projects will continue to speed up, marking a new breakthrough for the banks, and ICBC (Macau) in particular.

The wealth of the average Macau resident has increased rapidly in recent years, meaning more market demand for retail, wealth management and private banking business. At the same time, the cross-region development is making progress for both local economic and financial services, including cooperation with the Pearl River Delta Region, opportunities from the establishment of Hengqin Island FTA and the construction of the Hong Kong-Zhu Hai-Macau Bridge.

Along with the acceleration of the RMB internationalisation, the foreign exchange controls on capital accounts in China have gradually opened up. Therefore, a great many domestic enterprises are seeking foreign investment, making it even more important for banks in Macau to provide appropriate financial services as a link to it, especially for Chinese-funded banks.

Talk to us about the localisation of ICBC (Macau) and the reasons for this
At the end of 2014, ICBC (Macau) had 16 branches, 243 self-service electronic devices and an outstanding e-banking service system, with local employees accounting for almost 95 percent of the bank’s total. In addition, over 250,000 of our customers are local (see Fig. 1), which is almost 89 percent and equal to 63 percent of the working population in Macau. Deposits from local customers have reached 78 percent and income from localised business income accounts for almost 93 percent of the bank. Besides, the market share on economic housing mortgage loans was close to 80 percent of the whole local market in Macau.

Since its establishment in July 2009, ICBC (Macau) has always followed the oversea-branches development strategy of the head office by grasping opportunities from the integration of Guangdong, Hong Kong and Macau, and facilitating trading between China and Portuguese-speaking countries. Nowadays, with the support of local government and regulatory agencies, relying on the ICBC brand advantage and the synergy effect from the integration, the localisation of ICBC (Macau) is successful judging by several aspects, namely the customer, the channel, the business and the human resources.

Why is localisation important for the long-term development of the banking sector?
The long-term development of overseas banks needs support and cooperation from the host country/region, its government, regulatory agencies, enterprises, local communities and residents. Actually, localisation is a win-win situation, beneficial for both the banks and local economic development. The banks can seize the opportunities from local economic policies and social development, and both can find potential for growth. In another way, the bank can also provide financial support and a variety of financial services for local enterprises and residents. With the localisation of new competitors, products, services and technology, the quality and efficiency of local financial services will accelerate the development of the local economy. In fact, the bank and the local economy can influence each other as part of a virtuous circle.

ICBC Macau

How does Macau’s banking sector compare with neighbouring nations?
Relative to banking in Macau, Hong Kong has entered into a mature period, with its large banking sector and a full-set development system of product and management. By contrast, the financial structure in Macau is much simpler, and the banks here still fall far behind the neighbouring regional banks. However, with the construction of the main financial system, the propulsion of basic services, and the establishment of financial markets, Macau has attracted considerable investment for the broader development and localisation of the banking industry.

Tell us about the bank’s participation in activities apart from banking
First of all, ICBC (Macau) has always taken part in social responsibility projects, ever since its establishment. For example, the bank arranged for more than 1,000 staff and their families to join the Annual Macau Walk for a Million and contributed donations to the related fund every year. The bank also affords scholarships for major universities in Macau to support the development of local education. The bank makes donations to several charity communities and foundations and provides priority services for free, while also offering relief supplies and assistance when needed, and showing concern for energy efficiency and environmental protection activities.

Why is it important that financial services engage with social and environmental developments?
It helps to build a strong brand and improve the bank’s image, through which we obtain recognition and praise from customers and society. It also helps to continually enlarge and cultivate clients’ foundations and improve banking services. We enable employees to get involved with social work and banking with a broader vision, as we promote economic development and social progress simultaneously.

How does the region’s wider social and environmental development feed into the success of ICBC in Macau?
With a better brand image, ICBC (Macau) has fast become the choice bank for a greater number of local enterprises and residents. Both the banking customer and business scope has been expanded, with customer numbers up threefold and total assets up in four of the last five years. Employees help reinforce this sense of responsibility and maintain enthusiasm for our work, which in turn has helped keep these initiatives. Meanwhile, these initiatives mean the bank is significantly more competitive at attracting and retaining the best talent. This communication with all parts of society has greatly improved our service and diversified financial commodities, which means the bank gains more of a market share.

What are your ambitions for the future?
Over the next five years, ICBC (Macau) will further enhance its competitiveness on several fronts, such as in business development, internal management, risk management, human resources, culture construction and so on. While being one of the most competitive banks in the local market, the bank will continue to develop and improve in a bid to become a more influential bank in the Guangdong, Hong Kong and Macau area.

Shaky shale plagues the US economy

The continuously desperate state the global oil industry finds itself in has reached the US shale industry – once hailed as the saviour of America’s energy independence – with debts of around $30bn being reported. As a consequence, many of the industry’s smaller producers that sprung up over the last few years amid the shale boom are set to declare bankruptcy.

Borrowing among the industry has hit $169bn

According to a report in the FT, the industry lost as much as $32bn in the first half of this year, thanks in large part to the bankruptcies and restructurings that low prices have caused. Oil production has also fallen over the last few months in the US, with producers reining in their operations in light of consistently low prices.

Borrowing among the industry has hit $169bn, according to analysts Factset. This is more than double the figure from 2010. Raising all these debt helped US shale firms to propel the industry over the last seven years towards a level where it posed a serious threat to the OPEC nations dominance of global oil.

However, with low prices and OPEC’s insistence on maintaining high production levels, the US shale industry has come under intense pressure. As a result, companies are struggling to get the financing they need to continue their operations. According to Dealogic, US producers sold bonds of $10.8 in the first quarter of 2015, but only sold $1bn during the first two months of this quarter.

This fall in the ability to raise money has led to a decline in production over the last few months, as producers worry about the length of low oil prices. Oil services company Baker Hughes Inc announced last week that rig counts throughout the industry in the US had fallen by 13 to 662 last week, which represented the biggest decline in three months.

Responding to the news, Caprock Risk Management analyst Chris Jarvis told Reuters that this decline may not be the bottom of the market. “Clearly the precipitous drop in oil prices has hit capital expenditures for new drilling in the US with today’s Baker Hughes rig count numbers. With prices remaining at relatively low levels without much relief in sight, we are likely going to see further declines.”

Handelsbanken becomes a leading bank in the Nordic region

Banks in the current financial climate have been increasingly forced to rely on state and shareholder support to keep their balance sheets healthy and bring more customers to the fray. The recent crisis has done much to dampen the sector’s progress, and only those with a handle on the changed financial landscape will thrive in the present. Sweden’s Handelsbanken remains the only bank that has not accepted state or central bank support, nor asked shareholders for new funds – achieved through decentralisation.

“During this financial crisis there have been constant challenges of various kinds: the Lehman crisis, the Nordic-Baltic crisis, the US subprime crisis, the liquidity crisis, rather high interest rates and now negative interest rates, which reduce the margins on deposits”, said Ulf Riese, Handelsbanken’s CFO, who spoke to World Finance on the bank’s position in Sweden. “In spite of this, Handelsbanken has had an extremely stable performance quarter-to-quarter, with a constant increase in shareholder value of 15 percent per year.”

During this financial crisis there have been constant challenges of various kinds: the Lehman crisis, the Nordic-Baltic crisis, the US subprime crisis… which reduce the margins
on deposits

Founded in 1871, Handelsbanken has become one of the leading banks in the Nordic region (see Fig. 1), with superior cost efficiency and customer satisfaction. With more than 800 branches to its name in its six home markets and presence in another 19 countries, the bank’s financial goal is for its profitability to be greater than that of its competitors; a goal that is reached consistently every year since 1972. By understanding that many of the challenges gripping the financial sector should not be seen as obstacles but opportunities, and by focusing on customers and not products, Handelsbanken has succeeded where many have not.

“All these external events and challenges – but also opportunities – mean very different things to our customers, and therefore to the bank, in different places. An external event that is negative in one local environment may at the same time be a positive opportunity in another local environment. How to tackle them – the right business reaction – is different from place-to-place”, said Riese. “Fast, local decision-making is key for servicing customers in the right way and consequently for the bank. At Handelsbanken, all these decisions are taken locally – credit decisions, what product is right for a particular customer, pricing, staffing, and so on.”

Personalised banking
Running a bank in this manner involves local decision-making, and means that every branch must take immediate action and constantly adapt to changing conditions. All of Handelsbanken’s branches are free to set their own salaries, decide how many employees it needs, choose its own customers and set its own prices for them. Sources at the bank say that no credit is ever granted at Handelsbanken unless the local branch takes full responsibility for it.

Seeing Sweden, Denmark, Finland, Norway, the UK and the Netherlands as home markets, the key to Handelsbanken’s growth lies in its commitment to local concerns, and on the issues that concern the banking community most. There is also much to be said about the bank’s focus on responsibility: “It is part of human nature to do your very best if you get the mandate. You know that you are in charge and accountable for what you do. There is no other person to blame and you get the full credit for your success. This is combined with the fact that the bank’s employees are also the largest shareholders of the bank.

“When we lend money, we think of it as our own, because it almost is, and the same applies when we spend money – cost-effectiveness is very important when it comes to being competitive on pricing. The fact that we have never fired anyone because of lack of work is also something that makes everyone take a very long-term approach and act responsibly.”

Closely in keeping with the bank’s focus on responsibility, Handelsbanken has also taken pains to unshackle itself from the culture of short-term banking, best characterising those responsible for the crash, and, in doing so, has greatly enhanced its reputation as a responsible and forward-thinking entity; “I think it is very important to take away all short-term incentives”, said Riese. “In banking, it is so very easy to create short-term results that are not sustainable in the long-term. In the early 1970s we removed all short-term incentives. Since then we have had no budgets, no bonuses – neither for management nor staff at our branches – we have no sales campaigns, no central advertising, and no volume goals.”

In place of these incentives, the bank has introduced a long-term participation system called Oktogonen, in which the bank, reaching its goal of having higher ROE than the average of its peers, each year channels a third of extra profits into the participation foundation. “Oktogonen in turn buys Handelsbanken shares and since we have fulfilled our company goal for 43 years in a row, it means that the employees through Oktogonen have become the largest shareholder of the bank. And you can’t take out your money until you are 60 so it is very long-term”, said Riese.

This air of responsibility carries over into the bank’s approach to risk, and by monitoring its exposure to certain areas, Handelsbanken can mitigate against risks outside of its control. “We don’t know where the dollar is going, or next week’s interest rates, but we certainly know our customers locally and how to provide value to them. We have therefore minimised all market risks, and we do not take any positions. We do not like macrorisks, so we are only in very well developed markets”, added Riese.

“The only risk we are prepared to take is credit risk, because we know that our local profound knowledge of our customers makes us much better in assessing this and handling this risk than other banks. Although we have the lowest risks we combine this with the strongest financial position of all European banks, simply because we do not like risk and want to be sure to have the resources to serve our customers, regardless of the financial stress in the system. We want to be sure to cater for our own needs, being the only peer bank that has never taken any state support, nor central bank funds, nor asked our shareholders for new equity, either in this financial crisis or the one in the 1990s.”

Handelsbank

Pieces of the puzzle
Handelsbanken’s organic growth model is also a key area in which it minimises risk, in that the model has proven itself to be scalable and repeatable. “We start new branches, one at a time, brick by brick with exactly the same philosophy that we have worked with for some 50 years. We do not believe in large acquisitions, or ‘strategic’ bold decision-making at the top. To be local is key if you want to keep the risk low and really provide excellent service. Then, when you add up all these local efforts in our now 840 branches, the numbers become very substantial.”

Another crucial facet of Handelsbanken’s winning formula is its digital banking tools, which constitute a key part of maximising customer engagement. However, unlike rival banks, Handelsbanken choose not to force customers into a specific digital highway, allowing them more freedom in choosing how it is they want to access the branch.

“Digital banking solutions are very important. You have to be top notch here. We are, but the problem is that many other banks are too. It is only the colour on the screen, app or whatever that differs”, said Riese. “The differentiation never comes from this – it is simply something you have to provide. What we have is a unique way of combining these possibilities for the customer to access the bank with the physical branch. We see these digital highways as just other ways for the customer to visit the branch, digitally rather than physically. Our branches are what make us different and the customer responsibility always stays with the local branch, regardless of how the customer chooses to reach the branch.”

What makes Handelsbanken different from its competitors is the fact that the bank is organised in geographical terms, and that they have linked the local branch with customers’ various technical opportunities for communicating. The aim is that regardless of how the customer communicates with the bank, the local branch and customer account manager are always available. This focus on the branch ahead of perhaps more modern alternatives is unusual for one of Europe’s leading industry names, though it is through this approach that Handelsbanken has been able to reinforce its commitment to local affairs and keep customers and staff satisfied.

“We have been in business since 1871”, concluded Riese. “We have no budget or long-term plan, but our intention is certainly to keep on doing things with the proven business model we have for at least the next 144 years, but of course with the ambition to become even a bit more Handelsbanken every day. In other words, to constantly improve.”

UNB Group remains competitive in challenging environment

The banking environment in the UAE has changed substantially over the last year. Driven by an expansion in the non-oil sector, namely services and construction, a strong momentum of growth was observed in 2014 with GDP growth of 5.2 percent (see Fig. 1). As a result, banks are performing quite well, having posted a considerable growth in assets, deposits and net profits for 2014, and maintaining healthy capital adequacy ratios in the process. Total assets have increased by 18 percent, reaching AED 2.31trn ($628bn) in 2014 and total customer deposits rose by 11 percent, hitting AED 1.42trn ($386bn). These impressive growth figures have been bolstered by the recent regulatory reforms in the UAE and should help to protect the economy, which in turn will secure consistent economic growth in the years to come.

The GCC banking system remains sound, profitable and well capitalised

But despite the overall economy’s positive performance, global oil markets face a new and challenging environment, and with it, UAE banks could face a much tougher operating environment if prices do not improve. The credit gross is likely to drift lower over the years given the expected slowdown in economic activity, leading to reduced scope for deposit growth. Government spending is expected to remain high, as both Dubai and Abu Dhabi have announced planned infrastructure spending, including projects related to the hosting of the 2020 World Expo. Dubai’s successful attempts at diversifying its economy and expanding its global reach makes it less vulnerable to oil price fluctuations, and a boost in business activity is expected in the next few years.

Moreover, a strong dollar, to which the UAE currency is pegged, has helped cushion the impact of the fall in crude price. Expansion of the non-oil sector is emerging as the key driver for economic growth, and will help boost overall GDP in 2015.

The GCC banking system remains sound, profitable and well capitalised, and UAE banks have emerged as one of its top performers. Total assets of GCC banks grew by 10.4 percent to $1.2trn in 2014. In comparison, UAE banks witnessed stronger growth in total assets, up 18 percent, reflecting a higher contribution. The focus on raising non-interest income paid dividends in 2014. UAE banks recorded a very strong growth of 30 percent in non-interest income in 2014, while GCC banks have increased their non-interest income by 15 percent last year.

Rising star
“The UNB Group continues to strengthen its financial position, balancing growth with prudent risk management principles in line with the group’s core strategy of consistent growth”, UNB CEO Mohammad Nasr Abdeen told World Finance. “The consistent growth in underlying business, focussed strategy and our deep commitment to all our stakeholders has resulted in record profits with the UNB Group achieving a profit of AED 2.02bn ($549.93m), an increase of 16 percent compared to the previous year.”

The Union National Bank Group, to give it its full title, is one of the rising stars of the GCC banking system, publishing a solid set of financial results (see Fig. 2) with the loans and advances increasing by seven percent to AED 64.1bn ($17.45bn) in 2014 across various economic sectors, while the investment portfolio of the group saw a significant surge, increasing by 47 percent during the year to AED 11.6bn ($3.15bn). The increase in its investment portfolio mainly comprises of high quality fixed income issuances by regional and local issuers. The total assets of the group increased by seven percent in 2014 to AED 93.5bn ($25.25bn) in 2014, with customers’ deposits recording a growth of four percent in the same year.

GDP growth in the UAE

UNB is a leading bank in the UAE, a position it holds by consistently offering award winning products and services, designed to meet the needs of different customers. As a result, the bank is uniquely positioned with a strong customer centric platform reflected in its tagline: ‘The bank that cares’. Based on the principle of creating value for all stakeholders the ‘we care’ approach is focused on shareholders, customers, employees, business partners, the environment and society.

“UNB’s sustained and strong performance over the years can be attributed to the inspired leadership provided by the Chairman and the Board of the Directors, who fully support the CEO and the top management team in their pursuit towards achieving the business goals”, said Abdeen.

“UNB’s leadership is closely involved in developing, implementing and improving UNB’s management system to support the delivery of its strategy. UNB is successfully moving closer to achieving its Mission [2013-2015], which is to grow shareholder value and maintain financial solidity, through innovation, staff well-being and outstanding customer service.”

Economic success
The bank has received consistently strong assessments by reputed credit rating agencies and enjoys a robust capital adequacy position, which is well above the mandated requirement. It is firmly committed to excellent service and the senior management of the bank have encouraged and championed the adoption of this business framework.

Several leading industry bodies both locally and internationally have recognised the group’s endeavours and achievements in this area, which Abdeen and his colleagues view as a source of recurring encouragement. UNB is a winner of a Sheikh Khalifa Excellence Award, as well as the Dubai Quality Gold Award, which makes it the first organisation to win these two impressive accolades simultaneously. Not only that, but it has garnered praise from within its industry, helping to affirm its strong and stable reputation as a market leader.

Since its inception, UNB has played an active part in contributing towards the economic success of the UAE led by its truly visionary leaders who have ensured continued prosperity and economic growth for the country. The bank has pledged to continue with investment into technology and infrastructure for the provision of technologically advanced and secured services to its customers. During the year 2014, the core banking solution available across the group entities was extended to the overseas branches in Kuwait and Qatar. It also received the ISO Information Security Management Systems (ISO 27001:2013) Certification Audit for all its UAE offices including its subsidiaries. And UNB continues its efforts to support the corporate and retail business through its innovative product offerings and its commitment to provide superior customer service. Not only that but the bank has been growing its franchise, especially in areas like SMEs, Islamic financing, brokerage services, structured finance and private banking.

Fig 2

Responsible ethos
The bank has always been a responsible corporate citizen and supported development at the local and international level. Corporate social responsibility (CSR) is a key area of focus for UNB and is intrinsically embedded in the bank’s vision and strategy. Therefore, it is committed to making a positive impact on its customers, employees and communities where it operates, with a dedicated budget allocated for CSR initiatives each and every year.

“The bank has been consistently supporting CSR initiatives over the years, ensuring that it plays an important and active role as a responsible corporate citizen and plays an active role in supporting the development of the local and international community by supporting various CSR initiatives and projects in different categories such as education, Emiratisation, community causes, special needs, climate change and environment”, said Abdeen.

“As a testament to its commitment and development to CSR, UNB has recently become the first bank to be verified to follow the guidelines of ISO 26000 by Lloyd’s Register Quality Assurance (LRQA). UNB received the ISO 26000 Statement of Implementation certificate after an extensive evaluation process that included gap analysis and multi-stage assessments.”

Some of the key initiatives UNB sponsored during 2014 include supporting the Egyptian Ladies Association fundraising dinner, with the proceeds from the event given to children with cancer in Egypt and Arab countries, as well as the sponsoring of the 10th INSME annual meeting and forum, which took place in Abu Dhabi in March under the theme ‘Investing in Innovation: Building a Sustainable Knowledge-based Economy’.

The bank even worked with Burjeel Hospital and hosted a special lecture for UNB staff to raise awareness about breast cancer and organised ‘The Pink Bake Sale’, where UNB employees baked and sold homemade sweets to raise funds for breast cancer initiatives and charities.

UNB’s strategies have always focused on three key areas: providing best customer service, nurturing its employees development, and being innovative while maintaining financial solidity and growing shareholder value. These three areas are aligned with the bank’s mission objectives, helping the organisation thrive. The Abu Dhabi Economic Vision 2030 sets targets outlining the intended strategy for economic development, identifying key resources to be developed and core policy reforms to be implemented. And the bank remains committed to continue to contribute and support the growth of the UAE economy in its journey to make it one of the best countries in the world.

Kaiser Partner on structuring family wealth

Maintaining and growing wealth requires a lot of responsibility, and all the more so if you are doing this job for other people, such as a family – especially if the wealth is distributed down the generations. If you are responsible for a family’s wealth, you have to proceed in a very structured, careful way.

Before you can start, there are questions to be asked: how do you educate the adults and children so they can deal with the wealth in a sensible manner? This becomes important not only when the wealth owner dies, but perhaps even more so if he or she becomes incapacitated. Who should act in their place, and according to what instructions? What conflicts of interest could there be? And how can these be resolved beforehand to ensure the family and its assets aren’t damaged?

An open conversation at the right time, led by an outsider, can save endless frustrating attempts to sort out the situation
later on

In many cases wealth owners make good decisions about the family finances while they are still alive, which makes things easier for the family. But if something unexpected happens to this person, or if they die before leaving instructions, it can be very difficult for the survivors to know where to start. If they haven’t been involved until this point, the situation can often be overwhelming, even for the smartest and most well-educated heirs and partners.

On the same page
Timely ‘training’ in the family finances is very important. It can help family members understand what is going on and what the original wealth creator’s intentions were. Family seminars, for example, are a good way of gathering and aligning the family’s intentions and ideas. These can then feed into appropriate training measures that will stand future heirs in good stead and help keep the family’s ideals alive.

This type of training requires a partner who takes the time to understand the family properly. At least one whole day should be set aside for a discussion involving all the relevant family members. The expert partner can then put together a training programme that should only last a single weekend. These family meetings bring a lot to the surface and often create the foundations for the family’s wealth to flourish.

Everything hinges on the question of what the wealth is for. Should your company remain in the hands of the family for generations to come, or should the wealth be maximised regardless of what its constituent parts are? Should the whole fortune be kept together, or when the time comes should it be divided between the heirs? Should everything be passed on to the next generation, or should some of it be used for charitable purposes?

Discussing these matters can be a very delicate business, and all too often the issue is avoided. But this can lead to the decline of the business, disputes between siblings and cousins, or consternation at having to deal with large sums of money. An open conversation at the right time, led by an outsider, can save endless frustrating attempts to sort out the situation later on.

The issue of structuring also comes up here. These days many families live scattered around the globe. Grown-up children may be studying in England, the US or Australia. They may fall in love, get married and stay abroad. Wealthy people may fall in love; they may have children out of wedlock who they would like to care for.

Many Swiss people are attracted to life in the US. But Swiss banks often want to close accounts if a child or the family as a whole relocate to the US. Managing assets in a way that keeps the US tax authorities happy is also a massive challenge. This is a particularly sensitive issue if the family is considering, perhaps for business reasons, a move to the UK. The UK still offers the attractive resident non-domiciled regime, which supposedly offers tax exemption for the first seven years of residency.

Interestingly, however, some of the conditions for asset management in the UK for a resident non-domiciled citizen are diametrically opposed to the obligations of a US taxpayer. In such a situation a wealth owner needs a partner with comprehensive capabilities who can reconcile all the different requirements. Only then can any unappetising, and especially unintended, tax consequences be properly mitigated in a timely and competent manner. Measures can be taken at the asset level but also at the structural level using vehicles like foundations, trusts and insurance solutions. But again it is important to find a partner who knows and can take account of the specific circumstances.

Looking at the options
Many companies are bought, split up and sold. Business partnerships can be forged with people who live in jurisdictions for which the current structures are not beneficial. Such matters need to be planned and analysed to avoid problems later on. Owners can suddenly find that they are no longer running a company but simply sitting on a pile of cash generated by the sale of the company, and the temptation may arise to start a new business.

Families may decide to change their domicile for many different external reasons, but such a change always needs well-managed exit and entry planning. If this isn’t done properly, whole fortunes can be frittered away. Which is why you need a partner who can put a task force together. Usually this will include experts from both countries who can examine the tax and legal aspects generally, as well as in relation to real estate, art and other assets.

Entrepreneurs who have sold their companies don’t just have to cope with the material wants of families and partners, but also suddenly find that they are now full-time asset managers. This could be something that has never previously interested them, and they may need help. Friends often advise them to set up a family office, but this entails a staff, governance, compliance, regulatory constraints, all of which can seem overwhelming.

Who should head up the family office – a family member perhaps? Is this person sufficiently qualified? And most important of all, where should the family office be domiciled, in what form, and with what structures? Who can you trust? In a family office a lot of information is centralised, and employees may change employer, meaning that knowledge and information can be lost.

This is yet another responsibility for the entrepreneur who wants to set up a family office. Tax implications must be checked and sorted out, while entrepreneurs may face completely new challenges involving previously unknown partners.

An entrepreneur who suddenly has a large cash fortune as a result of selling a company has other dangers to navigate too. Many acquaintances will immediately see him or her as a potential investor. They will propose supposedly lucrative investment opportunities that sound very attractive. An entrepreneur who does not know this terrain well may quickly become entangled in assessments of private equity deals and private debt. Again, it is vital to know who you can trust. Many entrepreneurs trust other businesspeople that have already been in this situation. But are they really the best advisors? Where might their interests lie?

It is important here to find a neutral, independent, knowledgeable partner who can stand at the investor’s side, helping them with diversification and with choosing these new investment forms, some of which may have a much longer investment span than originally supposed.

We live in uncertain times – legal action against companies is on the increase, governments are moving aggressively against presumed wrongdoing, and patchwork models are often replacing traditional family structures. All of these factors can potentially put the maintenance of family wealth at risk. A legal ownership structure in the form of a trust or foundation creates additional protection, makes succession planning easier and can create legal opportunities for tax optimisation. Such structures can be used to hold companies, financial assets, property, art collections and yachts.

With collections, however, there are many things that wealth owners need to consider, though most only do so when it is too late. What should happen to the collection? Should it be sold, kept in a museum, should you set up your own museum, should it be distributed among family members? And if so, what formula for distribution will ensure the legacy doesn’t cause decades of dispute and jealousy? This is where a collector needs a partner who understands, who already has the experience needed to make the necessary arrangements with a steady hand.

Collections can be a tricky matter. If wealth owners aren’t careful, a collection can take up a lot of their time, or end up costing a fortune in advice and tax. Many questions arise about passing on the collection, VAT and asset tax, storage, security and climate control, access, usage and management. Again, the wealth owner will ideally have a partner who has done this kind of thing before and who is prepared to use this experience to help.

A structured, careful process increases returns but above all reduces risk, avoids possible strife within the family and gives you more time to enjoy life. The costs involved are far outweighed by the gains. This is why wealth owners and their families need an independent, entrepreneurial partner by their side to help them make the right critical decisions based on all the necessary information.

Glencore halts Hong Kong trading

Commodities giant Glencore has halted Hong Kong trading in a bid to reduce some of its $30bn debt. In a press release published on the same day, the company also declared its commitment to a proposed equity issuance that aims to raise up to $2.5bn. Morgan Stanley and Citi will underwrite 78 percent of the equity issuance, with Glencore’s senior management taking up the remaining 22 percent.

Glencore will also suspend production in Zambia and the Democratic Republic of Congo for 18 months

Additional measures will be implemented so as to raise a further $7.7bn, which include the suspension of dividends and reductions in working capital. According to the press release, Glencore will also suspend production in Zambia and the Democratic Republic of Congo for 18 months in order to remove 400,000 tonnes of copper cathode from the market, which is expected to boost prices.

The Barr-based firm is also considering the sale of assets, including a stake in its agriculture unit that could reduce its debt by around a third.

2015 has been a turbulent year for Swiss firm; falling prices in oil and metal have caused heavy losses that amounted to $676m in the first half of the year and caused Glencore’s market value to plummet by more than 50 percent.

The start of September saw the situation deteriorate with Glencore’s largest weekly decline in London since it began trading publically in 2011. While on September 03, Standard & Poor downgraded Glencore’s credit rating from stable to negative, which has placed further pressure on this year’s worst performer in the FTSE 100 index.

Following the debt reduction measures that were announced on September 8, Glencore shares jumped by 10.8 percent to 136.30p.

BMO Bank of Montreal spots economic opportunities in Canada

Although Canada is traditionally a resource-based economy, it is well diversified. Current efforts to expand knowledge-based industries and service sectors are supported by the country’s robust banking sector, which is facilitating the growth of both small and large businesses. With five major national banks and a number of smaller regional players, the reach of national networked banks is wide and has also made Canadians fast adopters of new technology. Following a number of reforms to Canada’s Bank Act in recent years, the sector is showing great regulatory strength in terms of governance, which has been aided by the fact that Canada was not affected as badly as many countries during the financial crisis.

Changes in commercial customer behaviour, which are driven most notably by the confluence of mobile networks, rapid digitisation, customer analytics and cloud-based computing, are transforming the competitive landscape in all industries and prompting reviews of long-held business models and inviting new entrants. This transformation can be seen in banking also, as exemplified by the pace of innovation in the payments space. World Finance had the opportunity to speak with John MacAulay, Head of Canadian Commercial Banking for BMO Bank of Montreal, about changes in the industry, the importance of relationships and how the bank is striving to get more women in the workplace.

We want to target growing and dynamic market segments – we see women entrepreneurs as one of the most vibrant segments
in Canada

Relationship building
The importance of customer relationships is vital for the continued development of the banking sector. “We know that our financial performance as a company is grounded in the day-to-day realities of the people and companies that bank with us”, said MacAulay. “These customers expect their bank to guide and support them, especially when the 24-hour news cycle generates mixed and often confusing signals about what will happen next.”

BMO has a highly involved approach to relationship management with its clients, striving to meet changing needs and preferences. By offering products such as Deposit Edge for scanning and depositing cheques, customers can benefit from faster payments and greater convenience. While PaydPro also saves clients a great deal of time as it transforms mobile devices into debit and credit terminals. “The primacy of the customer is our focus. Nothing is more vital to us. In fact, our bank’s stated vision is to be the bank that defines great customer experience”, said MacAulay.

“In the commercial banking space, that means seamlessly bringing the full value of BMO to every relationship – and growing with our customers.” The bank regularly engages with its customers in order to assess their evolving needs and then provides customised solutions that draw on a full range of products right across the BMO Financial Group. The firm calls the approach “Relationship Management the BMO Way”; through a regular cadence of contacts over the course of a year, a recipe for making those contacts valuable and a commitment to excellence, customers feel assured that they can rely on the service.

Focused approach
BMO Commercial Banking is currently concentrating on industries in Canada that are exhibiting opportunities for growth. For example, the manufacturing sector sees great promise in Ontario and Quebec. With the US economy strengthening, low fuel prices and the low Canadian dollar, experts expect the sector to remain strong for some time to come.

The bank is also making gains among small businesses, again in Ontario and Quebec, where the service industry is benefiting from renewed economic growth and the low dollar. “We are particularly proud of our strength in Aboriginal banking”, said MacAulay. “We have 14 Aboriginal branches and we are one of two major banks with an on-reserve housing loan programme.” BMO is the only bank to have been honoured for four consecutive years with the Canadian Council of Aboriginal Businesses’ Gold Progressive Aboriginal Relations Award.

BMO is also an industry leader in providing customised financial solutions for Canadian farmers. The bank’s agriculture banking specialists focus on understanding the challenges of the industry, its cyclical nature and the need for financial banking solutions that are convenient, affordable and adaptable. “Customers see our commitment to the industry, to their business, and they have confidence that we have the right people in place to help them succeed”, said MacAulay.

Women in business
The bank is also making a vigorous effort on a key growing segment – that of women entrepreneurs, which now represents over half of new small business start-ups in Canada. “It is our goal to be seen as the bank for women in business”, said MacAulay. “We want to target growing and dynamic market segments – we see women entrepreneurs as one of the most vibrant segments in Canada”, he added. To show its commitment, BMO recently announced that it is making an additional $2bn in credit available to women-owned businesses across Canada over the next three years. By having more of the bank’s balance sheet available to women, they are afforded more certainty in terms of credit, which enables them to invest in their businesses, expand their operations and create more jobs for Canadians.

The women in business segment in Canada is indeed vibrant. The number of women in professional roles has grown 35 percent over the past 20 years. Women retain an ownership stake in 47 percent of Canada’s 1.6 million SME enterprises and majority ownership in 16 percent.

“The number of self-employed women is up 17 percent over the last decade compared to a five percent increase for men [see Fig. 1]. And we already know that women business owners feel a significant amount of confidence in the Canadian economy”, said MacAulay. A recent BMO study found that 66 percent of women surveyed have a positive economic outlook for the upcoming year, and nearly half expect their businesses to grow.

BMO’s commercial bankers are observing impressive growth in parts of the economy where small businesses play a vital role, such as knowledge-based industries, agriculture and professional services.

Self-employment in Canada

Professional services
Professions that require specialised training is a sector that is quickly becoming recognised as needing specialised expertise from financial institutions. “We know from our own surveys that two-thirds of Canadian entrepreneurs say the professional services sector represents an attractive investment opportunity”, said MacAulay. Those entering the professional services space often require a number of credit facilities in order to function, such as operating lines of credit, term loan financing, as well as acquisition and succession financing. There is also a growing need for finance in terms of equipment, leasehold and real estate in the growing sector. Moreover, many professional services need training in the field and so must consider these costs also.

Through its commercial bankers BMO offers the support required to such industries, including funding for schooling, financing for the business or assistance with succession. “We aspire to be the bank of choice for Canadian businesses from start-up through growth and ongoing expansion. That means having the best bankers on the street, providing top-notch relationship management and the solutions that our clients need to fulfil their goals”, MacAulay explained. With so much growth expected in the areas that are being focused on by BMO’s commercial arm, it seems the bank has placed itself in the best position to seize the favourable opportunities that are currently unfolding in Canada.

BMO Bank of Montreal is winner of the World Finance Banking Award for Best Commercial Bank, Canada 2015

Saudi Arabia cuts spending to fight oil slump

The world’s number one oil exporter has at last succumbed to a steep decline in oil prices and announced, on September 5, that it would for the first time reel in its spending plans.

Saudi Arabia’s finance minister, Ibrahim Alassaf, confirmed in an interview with CNBC Arabia that the kingdom would do so in order to plug its widening budget deficit, set to run at $120bn this year, and to reduce the rate at which it’s eating up its reserves.

In order to cover its current levels of expenditure, Saudi Arabia needs an oil price of approximately $100

With oil at less than half the price it was a year ago, Saudi Arabia – which relies on the black stuff for 45 percent of its GDP and 90 percent of its export earnings – has been reluctant to alter its spending plans until now. “We have built reserves, cut public debt to near-zero levels and we are now working on cutting unnecessary expenses while focusing on main development projects and on building human resources in the kingdom,” said Alassaf in the interview.

The finance minister hasn’t yet confirmed where the cuts will fall, although he suggested that recent projects will be the first to suffer delays. In order to cover its current levels of expenditure, Saudi Arabia needs an oil price of approximately $100, more than twice its current price, and a failure to adjust its spending in kind will eat away at its reserves – more than $600bn at last count.

The kingdom has relied upon oil-derived revenues to fund its social spending programmes for some time, and in doing so Saudi Arabia has managed to avert the unrest that has so characterised some of its Middle Eastern counterparts. Without the same levels of generous spending, the kingdom might struggle to maintain the level of stability it has done up until now.

Saigon Commercial Bank on Vietnam’s new-found liquid stability

Southeast Asia’s many financial hubs have been making great financial gains recently, including Vietnam, because the country’s economy appeals to a wider international investor base. Naturally, a number of banks and financial institutions have diversified to take advantage. World Finance spoke with Saigon Commercial Bank (SCB) Chairman Dinh Van Thanh to find out how the bank has leveraged its growth.

Last year the maintenance and stabilisation of operations at SCB performed well. What other accomplishments have been notable?
The stabilisation and maintenance of operations has been paramount to the bank’s progress. On top of that, reinforcement and enhancement of our financial competence, corporate management and quality risk management were among SCB’s significant business targets during the course of the year.

The increase of chartered capital for the bank… is one of the important parts of the restructuring plans of the State Bank of Vietnam

In 2014, SCB rolled out new deposit products appropriate to each customer segment, delivered more utilities appropriate to modern banking services, as well as extending credit to a number of prioritised industries and sectors under the guidelines of the Government and the State Bank of Vietnam.

Further to that, SCB also achieved the key targets of our restructuring process: stable liquidity, consistent growth in mobilised funds, NPL ratio under the regulated level, and the financial competence has been reinforced by the increased chartered capital and improved prudent ratios.

In tandem with the restructuring, the bank also focused on its corporate management quality as well as our internal control system. We have improved our risk management in line with international standards, re-arranged the transaction network; and improved the quality and the efficient allocation of human resources.

SCB has been actively pursuing a target of increased chartered capital to enhance its financial scope. How was this done?
The increase of chartered capital for the bank – as well as for the whole system of commercial banks – is one of the important parts of the restructuring plans of the State Bank of Vietnam. In 2014, thanks to the support of SCB’s domestic and foreign shareholders, the bank achieved the increase of chartered capital by $91.57m to $654.53m. From 2016 to 2019, SCB will continue its plan of raising capital from existing shareholders as well as potential new foreign investors who express interest in the bank.

What contributions have been made to develop the local community, as well as the bank’s employees?
Within the community, SCB has frequently participated in charitable activities, especially to people in remote areas of the country, and in particular students and soldiers. In addition, SCB has been deeply concerned about the improvement of the material and spiritual life of employees who have taken an important role in the bank’s development.

The operational expansion has reinforced shareholder trust. How will this be maintained in 2015?
With the achievements gained in 2014, this year we will continue to strengthen the financial competence by increasing the chartered capital and the improvement of prudent financial ratios.

Besides, SCB will enhance the stability in its liquidity; restructure mobilised funds with the target of lower cost of funds; and extend credit prudently to various economic sectors, mainly the prioritised industries or sectors.

Along with the business development plan, SCB will concentrate on improving the management capacity by applying information technology solutions into its data analysis, management reports, building up teams of effective managers and qualified sales persons; enhancing the efficiency of communications and marketing, positioning and building the brand recognition system; rearranging the transaction network; fulfilling CSR commitments and facilitating the development of the bank’s workforce.

ActivoBank caters to digitally-savvy clients

For banks to neglect the commercial and informational capabilities that digital services provide their customers is no longer acceptable in today’s world. Now more than ever, customers desire mobile banking apps, which allow users to obtain all the information on their bank’s products and services. Customers have become more self-directed and possess a youthful spirit that wishes to embrace new communication technologies that allow for a banking relationship based on simplicity, not complexity.

Given this fact, many banks have taken strides to unlock the potential of digital technologies and use them to better understand and connect with customers. In Portugal, where sales of smartphones have been growing rapidly (see Fig. 1), one bank in particular has invested heavily in digital technologies and services in order to better serve its tech-hungry clients. World Finance had the opportunity to talk with the Nelson Machado, CEO of ActivoBank, to find out how it designed its digital offering to be intuitive for customers, and how its plans to continue the development of all its online applications in the years to come.

How has the company used social media to benefit itself and its customers?
ActivoBank has a dedicated team monitoring its social media presence 24/7, with defined workflows for response approval and with some pre-approved responses to improve our response rate. This is achieved without overlooking the personalisation of every customer response to the profile of that fan and/or customer, thus stimulating conversation and dialogue. Our social media platform is managed by ActivoBank’s marketing department, with the help of specialised company ComOn.

122,497

ActivoBank’s Facebook likes

The bank has several initiatives concerning only social networks, one of which is the 100,000 Fans Savings Deposit – created specifically for Facebook fans to celebrate the bank reaching 100,000 fans. Activobank was the first Portuguese bank to have an exclusive product for Facebook. This innovative and pioneering initiative converted fans into clients. Heading into 2015, ActivoBank had 72,961 customers and 112,762 Facebook fans.

Besides Facebook, ActivoBank is also present on Twitter, LinkedIn, Instagram, YouTube and Google+. Social networks enhance the community involvement and work as a magnet, attracting new customers, as well as allowing engagement with the brand. We have social media monthly reports that include metrics like country benchmarks and the identification of key influencers, alongside overall qualitative feedback and communication suggestions for the next month. We constantly measure what content, applications and brand actions worked better and which did not, adapting and re-evaluating our social media strategy.

What is next in terms of utilising the power of digital services?
ActivoBank is a next generation digital bank. Contrary to traditional banks, it does not rely on branch offices whose presence is negligible in a day-to-day management. ActivoBank is built mainly with an online and mobile presence.

Our bank bases its strategy on new technologies and innovation and is continuously developing easy-to-use services. At the same time we’re heavily working to invest in new ways to deliver our commercial offerings, integrated across all channels, including our website, mobile site, mobile app, social media, Ponto Activo (PA), call centres and email – providing a unique offer for each customer.

How has the virtual branch improved the banking experience of your customers?
Since its inception as a new brand [in 2010], ActivoBank has marked its presence on Facebook. In May of 2015 ActivoBank became the first Portuguese bank to have a chat room on Facebook, linking fans and the bank’s commercial area.

A PA is an ActivoBank branch office and has a special design: clean, white and without leaflets or product announcements, except for a projection on the wall and a large touch screen. The virtual PA is a virtual branch office, a native app for Facebook allowing everyone to contact the bank directly. ActivoBank is the only bank in Portugal with such an app implemented. You do not need to be a customer or even a Facebook fan. It intends to recreate the experience of a PA without the hassle of going to one.

Enthusiastic about including the client in the conversion, ActivoBank wanted to review the service level for responses to questions posed by fans. When we launched our virtual PA in May, ActivoBank achieved a high percentage of customers’ resolutions in 20 minutes. This is a new experience for our customers and they are delighted. On Facebook, the virtual PA is a tab to engage new customers, promote account openings and aims to convert fans in customers.

How successful has online account opening been for growing your customer base?
The percentage of accounts opened via online channels has been increasing, which is why the bank committed to updating its online account opening in 2015. As such we have made it possible for customers to initiate the opening of an account through mobile devices. This new feature expedites the process of opening an account and the customer only addresses the PA to finalise the process, namely legal data confirmation (required by Banco de Portugal).

What wider benefits has the company gained from becoming a paperless bank?
ActivoBank is a paperless bank in its daily functioning. We have maintained for quite some time that the considerate way of providing documents to the customers is digital. However, until recently the legal impositions of Banco de Portugal required a number of signatures on physical paper whenever an account was opened. ActivoBank was the first Portuguese bank to enable accounts to be opened without paper, allowing customers to instead provide their signature on a tablet.

In this spirit, already featuring instant issuing cards and a highly efficient process that takes less than 20 minutes to complete (a benchmark in Portugal), we went on to the next step – a paperless step. In its simplest form it involved switching paper for digital documents, with the customer signing their name on an iPad, providing an efficient and environmentally friendly service to clients. This initiative is fully aligned with the strategic objectives of the bank, namely simplification of processes, innovation, customer growth and reduction of costs.

Our paperless project is much more than simply reducing paper. It is a new fully digital experience and a new way to simplify internal account processing, while enabling reduction of costs and risks concerning paper handling (i.e. lost documents, misplaced mail, etc.).

Just one month after its implementation, the project proved a complete success. More than 80 percent of all current accounts are now opened using this system, back office processes are highly simplified and the customers are delighted with the experience. This simplification also provided us with efficiency gains related to the reduction of the time spent by employees and the eradication of paper handling errors.

ActivoBank

How much money has it saved the bank?
In each account opening at least five signatures are required from each client and about 50 pages are printed to be delivered. For five years now, ActivoBank has delivered all the legal documentation digitally, first as a CD and presently in a pen drive.

In the constant pursuit for innovation and process simplification ActivoBank led an initiative to turn this process paperless in three phases covering all account opening already implemented. The first phase centred on the Activo PA branch and consisted of collecting the compulsory signatures in a tablet, eliminating the paper. The second phase involved enabling the websites, both web and mobile, to open accounts and to collect the customer’s signatures on a laptop.

The third phase also affects the associates – independent sales representatives, people who use their personal and professional network to spread the concept and promote ActivoBank – and allows the upload of the document photos directly to the bank’s central system attaching them to the process. At the end of this semester ActivoBank will launch the updated online account pre-opening availing this technology and enabling customers to pre-open an account and upload the documents. By using this innovation the bank is saving real money by not printing approximately 100,000 document paper sheets per year – solely on the account opening process. Therefore, it is estimated that each year ActivoBank saves about €150,000.

What is on the horizon for ActivoBank?
The bank’s activity is based on five key values: simplicity, transparency, accessibility, trustworthiness and innovation. ActivoBank is in a constant pursuit to improve upon these values each time its clients interact with the bank, without being invasive in their lives, and while keeping things as simple as possible.

Zenith Bank Ghana takes the country’s banking industry to new heights

When, in 2014, Ghana’s headline GDP growth slumped to four percent, down from 7.3 the year previous, the World Bank remarked that the figure was likely to fall further in 2015. Impeded by an irregular gas supply, a sharp fall in local currency, rising inflation, declining oil revenues and low prices for gold and cocoa, the country’s export growth has been heavily weighed upon. Nonetheless, Ghana’s prospects remain broadly positive, and the coming years should see the numbers rebound, as policymakers keep to the solutions set out by the IMF.

Of the many factors at play here, banking has proven to be of great importance to the economy. World Finance spoke to Daniel Asiedu, Managing Director and Chief Executive Officer of Zenith Bank Ghana, about the major ways in which the industry has shaped the economy, and how Zenith factors into the country’s future.

What impact has the banking industry had on Ghana’s economy?
The banking industry continues to play a critical role in financing various sectors of the economy, with the services sector being the largest beneficiary. Loans and advances to customers grew by 90 percent between 2013 and 2014. These went to finance the various aspects of productivity across different sectors of the economy, contributing to the GDP growth experienced in 2014.

All over the world, countries are moving to a cash-lite economy, owing to the benefits associated
with it

In addition, the banking industry contributed GHS 837m ($204m) in taxes and levies in 2014 to boost government revenue (see Fig. 1), and the introduction of VAT on financial services lends credence to the contribution of the banking sector to economic growth.

How is Zenith redefining banking in Ghana?
Since its inception, Zenith Bank has always operated with the objective of making banking easier and better than anything customers have ever experienced. Currently in its 10th year of operation, Zenith has improved upon its operating capacity, size, market share and industry ranking in all parameters. It has built financial, structural and technological muscle, established its presence in the country and has created a beacon of innovation and service excellence in the Ghanaian banking industry.

The bank has played a major role in the transformation of the banking industry into an intensely competitive, customer-oriented, more efficient and technologically inclined industry. Before Zenith commenced operations, relationship banking was novel, e-banking was almost restricted to ATMs, banking was limited to a few hours in the day and weekend banking was almost non-existent.

What are the advantages of having a cash-lite economy?
All over the world, countries are moving to a cash-lite economy, owing to the benefits associated with it. For households and firms, increased transparency means that payments can be easily and accurately tracked. The risks associated with loss of funds are considerably reduced and the exchange or usage of funds can be concealed from parties with no legitimate right to the information. Likewise, payments can be made at a speed proportionate to the underlying need for which the payment is made, with the knowledge that they will be delivered in a dependable manner. Ultimately, it facilitates better financial management, or, the ability to implement additional financial practices that enable better financial record keeping and control of finances.

In terms of the economy, a shift to electronic payment can increase the range of services available and may decrease costs over time, although this outcome will depend in part on the functionality of the bank account in use. For an unbanked person, receiving a payment into an account creates a point of entry into the financial system. New payment methods also open opportunities for new businesses to start up. One such opportunity is for local merchants to serve as agents of financial providers, receiving a fee for offering a cash-in or cash-out service.

Various studies have acknowledged the link between financial development and economic growth and concluded that greater financial depth leads to faster economic growth. Countries with greater financial depth also have lower levels of inequality. While greater depth is not the same thing as more electronic payments, the two are related: electronic payments depend on the payer having electronic value to transfer; a higher proportion of electronic payments in an economy would imply a higher proportion of deposits in the formal financial system, which would be measured as greater financial depth.

Fig 1 Ghana

How can Zenith help create a cash-lite economy in Ghana?
The bank can play a major role in the payments council that the Bank of Ghana (BoG) seeks to set up in the near future. Zenith Bank prides itself on being a leader in the provision of e-banking products and services and will make a significant contribution to the activities of the council. The council’s mandate primarily is to ensure that the economy moves from cash-heavy to cash-lite as well as ensure greater financial inclusion. Zenith Bank Ghana has been at the forefront of implementing electronic platforms for the purpose of driving banking products and services. The bank is also noted for its safe and reliable internet banking platform, which enables its customers to access funds and transact business wherever they may be. It is the bank’s objective to increase its reach to all corners of the country, not only through its physical branch network but also through electronic banking products and services such as mobile money, thus reaching more people who are unbanked.

What products and services are on offer for customers in Ghana?
The bank offers its customers a comprehensive range of products and services using leading technologies. We believe that development and deployment of e-business products and platforms are key competitive tools in the banking industry.

Our target is to dominate the market by continuously developing innovative products on the back of our robust IT infrastructure as we win new customers and gain market share. The bank’s products and services are usually birthed out of the needs of its customers.
With our diversified customer base, mobile banking is becoming an indispensable channel for our retail as well as corporate customers. We are therefore developing new products to tap into the business opportunities this channel presents.

Why has compliance become a top priority for Zenith’s operations?
Compliance has not ‘become’ a top priority; it has always been a top priority in Zenith Bank’s operations. There has, however, been a need for greater emphasis in recent years as reflected by a number of factors. First is the formal establishment of a compliance department, whose job it is to deal with issues as compliance gains prominence as a distinct industry discipline across the globe; an increasing recognition of the problems of money laundering, terrorist financing, corruption and financial crime in general, against which new non-traditional lines of defence need to be erected.

Regulators are taking a far more robust stance/approach to the issue of non-compliance by industry-players. Conversely, foreign banks have adopted an attitude of much greater scrutiny of the relationships with their correspondents around the world. The point is to ensure that respondents do not present an unacceptable level of money laundering/terrorist financing risk.

Local regulators have also applied more pressure and have demanded greater demonstration of compliance from local banks. In Ghana for instance this is reflected in several ways: the establishment of the Financial Intelligence Centre (FIC), which in recent times has been known to issue a regulatory report on the levels of compliance achieved by local banks; the drafting of various laws, Anti-Money Laundering (AML) Act, AML Regulations, AML/Combating the Financing of Terrorism (CFT) Guidelines, Anti-terrorism Act, Anti-terrorism Regulations); the conduct of annual AML on-site examinations by the BoG; an increase in the powers given to the FIC, as set out in the amended AML Act; and the mandatory submission of various compliance/AML-related returns to both the FIC and BoG at specific times throughout the year.

In the long run, non-compliance will prove to be an expensive way to do business, and will have severe regulatory repercussions and ultimately erode the reputation and competiveness of any bank.

Fig 2 Ghana

How did Zenith withstand Ghana’s challenging operating environment in 2014?
The major challenge faced by banks in Ghana in 2014 was shrinking margins as a result of increased competition, rising cost of funds, inflation (see Fig. 2) as well as depreciation of the local currency. However, our prudent management culture, disciplined emphasis on measuring every aspect of our business, well diversified transactions, commitment to controlling expenses as well as unparalleled service delivery, resulted in a strong balance sheet in 2014.

What plans does Zenith have for further growth in Ghana?
We are committed to delivering the right strategy, business mix and culture, using the best people to drive continued growth and take advantage of the opportunities in the marketplace. We want to be the best in all parameters (especially, customer service delivery) in a very dynamic industry, an objective shared by our dedicated staff. The brand is living up to the meaning of its name Zenith and becoming stronger and stronger each year.

As we celebrate our 10th year of operations in Ghana this year, we look into the future with confidence and a deep sense of appreciation of the tremendous opportunities ahead of us. We are proud of our successful track record of balancing the interests of our stakeholders i.e. shareholders, customers, employees and the communities in which we operate in.

We have built a strong foundation of integrity, trust, and ethical behaviour in our businesses. This foundation will serve as a springboard into the next decade, when our operations as well as our commitment to stakeholders should extend far beyond taking deposits and giving out loans.

Crédit Mutuel Group drives Europe’s financial sector

Following the long-awaited onset of Europe’s economic recovery, the French investment banking and insurance sector is experiencing a revival of sorts and stronger sales as result of a greater volume in activities. The stimulus programme implemented by the European Central Bank has so far been successful in promoting trading within the region’s financial markets, while also creating a more favourable environment for the industry and lifting the earnings of European banks.

The Crédit Mutuel Group stands out among the most prominent in the sector, in terms of its recent performance and the consistency – regardless of the ebb and flow of the European financial landscape.

Since its formation, Crédit Mutuel Group has worked tirelessly to create a vivacious network of clients and shareholders. This has been achieved through the company’s mantra of tailored service, which is seen as fundamental to the business. The group’s organisational structure has also contributed significantly to its ongoing success; by creating an environment conducive to outstanding teamwork, high productivity and smooth internal operations are realised on a daily basis. World Finance had the opportunity to speak to Michel Lucas, Chairman of Confédération Nationale du Crédit Mutuel, about how the group achieves enduring success, even during challenging economic periods.

€708.8bn

Total savings

€305.2bn

Customer deposits

€15.4bn

Net banking income

Democratic approach
Established as a cooperative bank in 1947, shareholders own the group’s equity capital and also direct the company’s strategy through a democratic approach. “We pursue development by remaining resolute to our founding values: solidarity, responsibility, equality, proximity and transparency”, said Lucas. “Proper company management, which is essential to the company’s long-term success, does not seek to enrich a group of shareholders. This makes it possible to ensure steady growth, together with the best possible service at the lowest cost.”

This decentralised organisational structure thus promotes greater employee involvement at every level – local, regional and national – and achieves excellent responsiveness and superior service. This arrangement also enables an efficient decision-making process, together with better risk diversification and improved quality control.

As a mutual company, Crédit Mutuel Group is not listed on the stock exchange, while, as Lucas explained, “Its sustainable development strategy is not focused merely on short-term returns. The Crédit Mutuel financial cooperative cannot be sold, as it is inalienable.”

As a leading banking and insurance company in France, the group comprises the Crédit Mutuel network and all of its subsidiaries. The wide reach of the its two main retail bodies – Crédit Mutuel and CIC – has recently been complemented by Targobank and Cofidis – together they constitute a network that has almost 6,000 points of sale. While CIC, the retail banking subsidiary that is located in the Paris region, has a sweeping presence itself, comprising of five regional divisions, as well as specialised subsidiaries in all finance and insurance business streams. Crédit Mutuel Group’s local banks are located in 18 regional federations; as each federation is a member of the Confédération Nationale du Crédit Mutuel, the group’s central administrative entity, an encompassing scope across the country is facilitated with relative ease.

Growing stronger
In terms of its financial strength, Crédit Mutuel Group continues to grow through its efforts to bolster all of its regulatory capital ratios. “With nearly €44bn in shareholders’ equity attributable to the group, which is up by 9.1 percent, the group has a CET1 ratio of 15.3 percent and one of the strongest balance sheets in Europe”, said Lucas. “The quality and solidity of the group’s assets have been confirmed by the European Central Bank (ECB) and European Banking Authority (EBA), which ranked it first among the leading French banks and among the safest European banks following the stress tests of 130 European banks carried out in October 2014.”

Crédit Mutuel Group ended 2014 with a net income of more than €3bn, thereby exhibiting an impressive growth rate of 11.4 percent. “It’s worth remembering that Crédit Mutuel is not just a bank. Its insurance, telephone and customised remote surveillance activities complement the traditional banking business, constituting additional services that help to satisfy the needs of shareholder members as closely as possible”, said Lucas.

Crédit Mutuel Group owes its results to the dynamism and expertise of its 78,000 employees and 24,000 directors, together with their ability to develop trust-based relationships with customers. In order to maintain this strength, the group pays special attention to training both its employees and volunteer directors. “It is they who represent the group, and their professionalism constitutes one of the keys to its development”, said Lucas. Leading on from this belief, professional training at Crédit Mutuel Group has become increasingly prominent, particularly as new technologies play a greater role in the lives of consumers.

Pillars of strength
Along with the bricks-and-mortar branch network, the group provides its customers with full online banking and insurance access. Crédit Mutuel Group places a strong importance in providing a local service that is easy to access, together with a portfolio of simple products that are especially adapted to meet customer needs. High standards of clarity and transparency are also carefully maintained features of the organisation, as is the security it can offer, which is predicated on the group’s financial strength.

Understanding customers is at the heart of the organisation’s strategy and forms an integral part of the culture at Crédit Mutuel Group. “Customer satisfaction is based on the group’s three pillars: stability, security and service quality, which together, guarantee trust”, said Lucas. This structure requires measured growth, notably in regards to the loan-to-deposit ratio, as well as improved profitability in equity capital and risk management. “These three pillars are strengths that make it possible to continue improving the service given the group’s 30 million customers in France and the rest of Europe.”

This philosophy works together with a strategy that alternates between organic and external growth on the one hand – and the consolidation of acquisitions on the other. In the span of just a few years, Crédit Mutuel Group has expanded its international position through various strategic deals. The purchase of Germany’s Targo Bank and French group Cofidis are major new growth paths for the company in Europe and also in terms of its scope for consumer credit. Similarly, Assurances du Crédit Mutuel (GACM) has successfully gained a foothold in Spain and continues to grow there, as evidenced by the acquisitions of RACC Seguros, Agrupacio, and most recently Atlantis. In 2014, international business represented 16.8 percent of Crédit Mutuel Group’s net banking income – showing growth of 4.7 percent since 2005.

Credit Mutuel deposit breakdown

Sustaining momentum
As a leading retail bank, Crédit Mutuel Group has helped to support the economy across all of France’s regions, while also developing strategically significant partnerships abroad. “The group owes its results first and foremost to the vitality of its networks and dynamic sales growth. These factors enable Crédit Mutuel Group to serve a variety of clients, from retail customers and associations to professionals and companies on an optimal basis, allowing them to achieve an excellent volume of business through the group’s far-reaching networks and diversified business lines”, said Lucas.

The group’s total savings in 2014 had grown by 6.9 percent to €708.8bn, while customer deposits increased by 4.8 percent to €305.2bn – excluding the contributions made by Société de Financement de l’Economie Française. This growth essentially stems from sight deposits and home savings plan deposits (see Fig. 1), which last year showed 10.7 percent growth to €95bn and 10.4 percent growth to €30.1bn respectively, thereby illustrating the behaviour and growing prudence of households in a low-interest rate environment. Dissimilarly, Livret Bleu and Livret A passbook savings accounts were adversely impacted by a reduction in their interest rates and made less headway, growing only 0.7 percent to €38bn, in 2014.

The share of savings centralised with Caisse des Dépôts et Consignations was 56 percent, representing a total of almost €33bn. As such, repurchase agreements with new customers are now accounted for as deposits in order to better reflect the economic reality of these short-term financing transactions. Insurance savings increased by 6.6 percent to €114bn as a result of healthy inflows from customers within a context of falling regulated savings rates, while bank financial savings of €289.6bn exhibited strong growth that amounted to 9.5 percent. Both areas of growth were underpinned by the high business volumes carried out by the group’s specialised businesses, as well as several acquisitions made over the course of the year, resulting in a 15 percent share of the French market for deposits.

In terms of lending, outstandings rose by 4.3 percent to €364.8bn, while housing loans grew to €189.4bn last year, making up 52 percent of the group’s lending breakdown (see Fig. 2). Growth in consumer loans accelerated thanks to an increasing number of new loans in group’s network and subsidiaries, with outstandings climbing by 2.2 percent to €36.5bn. Amid a restrictive economic environment, the group also stepped up its activities with individual business owners, leading to substantial increases in equipment loan outstandings and leasing outstandings. Also of note in 2014 was an accounting classification change for securities held in repo.

Credit Mutuel 2

A good year
In 2014, net banking income increased by 1.4 percent to €15.4bn, benefiting chiefly from the group’s robust insurance business, which paved the way for an 8.7 percent increase in revenue earned on insurance activities and an appreciation of the fair value through profit or loss portfolio (notably in the private equity business). The net interest margin on customer transactions also improved despite the persistent low interest rate environment, while net commission income also grew slightly by 0.8 percent.

Following the exceptional stability seen in 2013 that saw no increases in general operating expenses, such costs rose by 2.5 percent last year, largely as a result of ‘other operating expenses’, which had climbed by five percent to €3.39bn in 2014. As a result, although the other components remained stable, the cost-to-income ratio reached 64 percent, compared with 63.3 percent in 2013.

Another positive result for the group was the 23 percent reduction in the cost of risk to €1.05bn. “This decline concerned both the actual net provision for known risks, which had decreased by €241m, and the net provision allocations/reversals for loan losses. This trend reflects our rigorous risk management combined with the team’s dynamism in their relationships with customers”, said Lucas. The proportion of non-performing loans also fell in 2014 from 4.4 to 4.3 percent. Net income attributable to the group totalled €2.95bn, showing a growth of 11.5 percent from the previous year, with its banking and insurance arms contributing the majority of this revenue.

At the close of last year, the group held a 17 percent share of France’s retail bank lending market. “The continued improvement of the loan/deposit ratio, from 147.1 percent five years ago to 119.5 percent in 2014 shows the group’s decreasing dependence on the markets for its refinancing”, said Lucas.

With expansion plans afoot and a more stable environment to operate it, the scene seems set for the continued growth of the French giant, or as Lucas put it, “Committed to both deliberation and action, Crédit Mutuel is pursuing its development by relying on the participation of its employees and elected directors looking to build a strong, human and unified Group, the Crédit Mutuel of tomorrow. More generally, faced with the limitations of the all-provident State, we must rediscover the power of individual initiative and its collective face: cooperation.”