Rabo
band Issue 11/August 24, 1992
Raiffeïsen Zentralbank
Austria
Rabobank France ra
Parits
tiricole
Crédit A
Rs.
Crédit Agricole
Lloyds Bank
Contacts Brigitta van Kanten speciali-
zes in Great Britain and Spain, Hans van de
Weerd in Belgium and France, Cecilia
Tidström maintains contacts with Austria
and Eastern Europe and Bert Wiss's port
folio comprises Italy and Germany. 'Depend-
ing on the questions from the member
bank's customer we consider what the best
answer will be here. Sometimes we contact
the alliance bank ourselves. Then it is gen-
erally a matter of activities we can easily
handle from here. Opening a certain ac
count, providing information, or looking af-
ter local financing. We have good contacts
with our colleagues in the alliance partners'
organizations who can help with all these
aspects. When we think it is important for
Rabobank to give local support as well we
call in our contact on the spot', says Bert
Wiss, outlining the activities of the Euro
desk.
Contact point The local liaison staff
is very well informed about banking matters
and business customs. You can find them
at Rabobank branches abroad. They decide
whethertheir own Rabobank office can deal
with the question or whether it is better to
bring in one of the alliance partners' of
fices. They are generally involved in the
somewhat more complicated problems
which require local support such as a
request for finance, participation in or the
takeover of a foreign company.
In Austria, Rabobank has entered into
a strategie alliance with a cooperative
sister bank. The Raiffeisen Zentralbank
(RZB) is the central institution of a num-
ber of local and regional banks operating
on a cooperative basis. The RZB group is
a very important player in the Austrian
banking world, with 20,000 employees
and 1,700 branches. Like Rabobank, RZB
is one of the largest banks in both the pri
vate market and for medium-sized and
small businesses. Trade between Austria
and the Netherlands is limited in scope.
An important factor in the cooperation is
primarily the access which RZB can offer
to the markets of Eastern Europe, where
this Austrian partner has very good con
tacts. It also has offices in Moscow and
Prague and joint subsidiary banks in Hun-
gary, Czechoslovakia and Poland. In addi-
tion, the alliance partner has four subsi-
diaries which specialize in supplying ser
vices and advice relating to trade with the
countries of Eastern Europe. These ad-
vantages are also available to Rabobank
customers as a result of the alliance.
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RZB Vb x
Crédit Agricole, Rabobank's partner in France, is one of the largest banks in the world.
France is an important trading partner for Dutch businesses. The Netherlands exported
goods worth over Dfl. 26 billion to France in 1991. In order to support customers in their
business dealings there Rabobank has a branch of its own in Paris. The strategie alliance
with Crédit Agricole is an excellent solution, enabling the regions outside Paris to be
covered as well. Crédit Agricole is France's largest bank, with more than 9,400 branches
and over 75,000 employees. Rabobank and Crédit Agricole have many points in common.
Both are cooperative banks and, like Rabobank, Crédit Agricole has its roots in the agricul-
tural sector. The French bank is also an important player in the savings market and the
home mortgage market. Crédit Agricole is now also concentrating strongly on larger com-
panies. The distribution of the branches and the extensive range of services for medium-
sized and small businesses are particularly important factors for Rabobank's customers.
Of recent date is the strategie alliance with
RZB Austria, the Austrian bank which is com-
pletely at home in Eastern Europe.
Rabobank customers Wiss of the
Eurodesk: 'When the partner bank is called
in, the customer still remains a Rabobank
cliënt. Rabobank is and remains respon-
sible for the quality of the service. Rabo
bank's contact will then also keep an eye on
things on the spot for both the customer
and the local bank. In a number of cases,
the liaison officer also guides the customer
in the further contacts in a country.' Practi
cal experience has shown that by now many
fruitful contacts have been estabiished with
the alliance partners. A great many Rabo
bank customers have already been helped,
particularly in Spain, France and Great
Britain. Nor is it only a question of handling
funds transfers. The alliance partners are
also caiied in to help with financing, trade
information and takeovers.
Two directions Wiss emphasizes that
the strategie partnership is not a matter of
one-way traffic. The partner banks are also
referred to Rabobank via the Eurodesk.
'Just as our customers are sometimes
helped through the alliance partners' offices,
so customers of these partners find their
way to local Rabobanks.' These contacts
can be very advantageous: for example, a
British hotel chain placed the financing of a
Dutch project with a local bank.
With the partnership concept, Rabo
bank now has a flexible instrument avail
able for giving shape to its financial ser
vices in Europe. Depending on the Dutch cus-
tomer's question, the most suitable answer
is selected. 'Supporting domestic business
with international services' is no mere emp-
ty slogan. The international activities are fo-
cused on the customer's wishes. The aim is
not to build up as many of our own foreign
offices as possible. Providing optimum ser
vices for Rabobank customers is the basic
objective.
In Great Britain, Lloyds Bank and Rabobank
Nederland's London Branch work side by side
for the customers of the Rabobank Group.
Like other banks, Rabobank has its
own branch in the financial centre of
Europe - London. An office was also
opened in the Scottish capital, Edinburgh,
two years ago. In addition, a strategie al
liance was concluded with Lloyds Bank in
1991. Rabobank's customers can get
help with their business transactions
through this bank's approximately 1,900
branches. Lloyds Bank is one of the four
major banks in the British Isles. Looking
at the assessments of the rating agen-
cies it is the strongest of the four. An im
portant fact in view of the unsettled times
the British banking world has experienced
in recent years. Lloyds Bank was founded
in 1765 and has grown steadily since
then. At present, it has around six million
account holders, both private individuals
and companies. Lloyds is at present con
centrating mainly on medium-sized and
small businesses.
