tSi
Accelerated expansion
outside the Netherlands in
the next three years
'W
V
KÜUU
band Issue 7/September 21, 1990
'A doubling of Rabobank offices spread throughout the world in
the next three years is a realistic prospect,' says Rik van Slinge-
landt, General Manager of the International Division. 'An analysis
has been completed of where we can best be located in order to
meet the main objectives of the Rabobank Group in the interna
tional field. Before setting up an office somewhere, we make an
extensive study about the possibilities in the relevant country. If
you look at the world, there are still a number of blank spaces
where we want to be present. A further expansion in Europe is the
main objective at present.'
trade flows with the Netherlands, but also,
for instance, between the United States
and Italy, or Spain and Italy. That is one
side. In addition, we are investigating
where the agribusiness is concentrated so
as to arrivé at a decision about where we
can best set up a branch in Italy. it is not
certain that it will be Milan, where we
now have a representative office.'
Eastern Europe Van Slingelandt: 'Ger-
many is our most important trade partner.
That makes it important that the Beriin of
fice of the ADCA-BANK will no longer only
concentrate on the city of West Berlin but
also on East Germany. And an LPO is coming
in Leipzig. In addition, Moscow is on the list.
We are working on a proposal to establish
an information office there in the near fu
ture. At present, it is very difficult to oper-
ate in Russia. You have to be closer to the
market. We have many customers who do
business or intend to do business with
Russia. Not only in the Netherlands but also
in other countries. The company in which we
participate in Brazil, for example - a chicken
slaughterhouse - packs and refrigerates
chickens and sends them to Russia.'
e do not believe that we have
to be located everywhere in the
world', says Van Slingelandt.
'We absolutely do not have to follow the two
other major Dutch banks, ABN-Bank and
AMRO-Bank. They have a combined total of
375 foreign branches.'
Agribusiness 'We aim to be located
where our worldwide clients are active. That
is generally in the agribusiness areas',
states Van Slingelandt. 'We can only claim
to be an international agribusiness bank if
we finance the global trade flows in addition
to the local processing industry. We have to
offer a total range of products to our clients.
For example, we will find ourselves in coun
tries such as Kenya and Tanzania financing
coffee and tea, rather than financing sec-
ond-hand cars in India. Not with large oper-
ational branches, but with small outposts
manned by account managers. If it proves
that a more extensive service is needed, we
can probably open an office or look for
forms of cooperation with local banks. We
always aim to achieve the most optimum
possible form of presence in order to be
able to offer our cus
tomers the best pos
sible service.'
Italy 'With the
unification of Europe
in 1992 in prospect
we cannot permit
ourselves not to be
present in a country
such as Italy', says
Van Slingelandt. 'We
are investigating the
possibility of enter
ing into a strategie
alliance in Italy, just
as we now have in
Spain with the Banco
Popular. We are, how-
ever, also examin-
ing the possibility
of starting a full
dressed office there
ourselves. For that
purpose, we are ma
king a very thorough
investigation of the
Van Slingelandt: '1990 will be a very successful year for us.
San Francisco
London
Antwerp
Luxembourg
New York
*Dallas
Milan
Hamburg
Hannover
Dusseldorf
Frankfurt
Stuttgart
Munich
Zurich
Hong Kong
Curapao
Singapore
Jakarta
Sao Paulo
Sydney
North and South-America 'The repre
sentative office in Sao Paulo is getting ex
cellent business and is also expanding tre-
mendously', says Van Slingelandt. 'At the
startin 1988 there was one man, now there
are eight and I expect that the number will
certainly doublé. We are increasingly getting
a grip on the financing of trade between Bra
zil and Europe.' Mexico is another possible
candidate for a Rabobank office. Van
Slingelandt: 'We have quite a few clients,
mainly from Texas, who are setting up a
business there. Things are going reason-
ably well with the Mexican economy and
with trade. What we are also now looking at
is a cooperation agreement with a Canadian
Bank. Canada is an ideal agribusiness
country. We must try to create a form of
presence there which will enable us to ser
vice our customers in a more efficiënt man-
ner.'
Looking for balance 'All our plans are
not only aimed at building up a network, but
Wbrtó Map
