On the road Deal of the Month ■(investor relations)- WHAT'S NewS Issue 2 May 1995 -(competition)- Last year, Rabobank's funding requirements were NLG 10 billion. Of this figure, the equi valent of NLG 8 billion was generated in foreign currencies. The international investor re lations team has a real role to play in placing the bank's paper abroad and the roadshow pro gram launched last year will continue in order to safeguard funding for the future. The aim of roadshows is relativ- ely clear-cut - provide deeper insight into the bank's activ- ities for existing investors, and stimulate the interest of poten- tial investors in Rabobank paper. 'Investors receive count- less prospectuses from all kinds of financial institutions all the time,' says investor re lations chief Freek Hoek. 'The aim of our presentations is to meet these people personally. We want them to be able to put a face to a bond issue and to keep them informed on our development. Being a Triple-A bank helps a lot, of course. Roadshow Zürich: George Streichen- berg, Freek Floek, Herman Wijffels. And awards like the IFR 'Bank Borrower of the Year' gives potential investors an idea of the kind of organization we are. But nothing beats person- to-person contact.' The roadshows have the full support of the executive board. Usually, one of the bank's se nior people makes a presenta- tion, such as chairman Her man Wijffels or Henk Visser. Following the success of last year's activities, a new pro gram has been approved for the coming year. In 1995, inves tor relations roadshows will be held in Tokyo, Milan, Rome, Frankfurt, Munich, New York, Chicago, Singapore, Hong Kong, Taipei, Beijing, Geneva and Zurich. 'Although this year we will not be looking for the level of investment we re- quired last year because of the increase in domestic funds en- trusted,' Hoek says, 'we must continue this activity on a regular basis.' This month's winner is Utrecht's corporate banking div- ision for their acquisition of the account of the Dirk van den Broek Group of Companies in the Netherlands. Says account manager Nicole van Tuel: This is a growing and very profitable family-owned group of retail companies comprising five supermarket chains, drug stores, a liquor chain, a network of travel agents and a bakery factory. The total turnover of around NLG 1.6 billion is generated by over 200 retail outlets.' The group prefers working with a single bank and for many years was a cliënt of ABN-Amro. 'We first went to see them in October last year', says Van Tuel. 'What they want from their banker is essentially a comprehensive and intensive service package. Our visit led them to reevaluate their current banking re- lationship and we were invited to put together a concrete, tailored package for the group based on indepth infor- mation received from them.' But it wasn't cut and dried for account executives Wim van den Goorbergh, Henk Gentis and the team working on the proposal. The cliënt also talked to other players - ING/Postbank and VSB, the Netherlands' fourth bank. 'We worked with the Group intensively to refine the best possible package for them,' Van Tuel says. 'They came up with really informed questions about all kinds of oper- ational matters and the expertise of our cash management people was especially useful here.' Fortunately, the bank came up with the right answers and the Group recently announced it would be transferring its banking business to Rabobank. The Group also indicated that this was the start of a long-term relationship. On May 15, the first supermarket chain will begin banking with Rabobank and the others will follow within six weeks. The value in account turnover is around NLG 3 billion per year. Of course, the spin-off opportunities for a core bank's other products are very real. 'But,' says Van Tuel, 'there is an- other interesting aspect to the deal that makes it exciting. The Group also works closely with so-called 'shop in shop' chains which tend to be involved in one of the bank's core activities - food retailing and processing - and in fact, we've already had a number of enquiries from these companies.' This is the first 'Deal of the Month'. Ifyou have a deal you think is a potential win ner, please send your entry for the Deal of the Month to Noor Tania, Marketing Ser vices, UCB652. -( people y~ Horig Kong Senior account man ager Tony Wong joins the corpor ate banking department.The private bankers also have two new senior account managers in Janet Leung and Susie Tse. Senior dealer FX Daniël Wong and treasurer Joseph Tsui strengthen the treasury team. Ireland Deirdre Hannigan has been appointed manager of the corporate banking department. Head of corporate finance Valerie Muihall joins the bank in June. London Bas Kragten hasjoined the securitisation department. Paul McCulloch has leftthe project finance department. Singapore Rabobank Asia has two new private banking officers - Nor man Chen and Javine Koh. Utrecht Financial Markets division: Nick van der Linden joins the bank as chief trader. Maarten Rosenberg has been appointed senior bond derivates dealer. Corporate Banking: Robin Bargmann was appointed deputy chief of the division on May 8. Senior Accountmanager Pieter Zwart joined the bankon April 1. International division: Bob West- hoff has been appointed to the foreign offices department with special responsibility for systems liaison. Edwin de Buck joins the agri-project finance team. Peter Heijne becomes liaison officer with the foreign offices department. Masthead Editorial Staff Annelien Goote (Utrecht), Anne Lavelle (International), Stan Polman (Editor in chief), Noor Tania (Final Editor/ Marketing Services). Editorial Address Rabobank Nederland, Eva van Teeseling, Editorial assistant, UC-R 519, P.0 Box 17100,3500 HG UTRECHT Telephone 31 (0)30 90 2807 Telefax 31 (0)30 901904 Designed and printed by Hoonte-Holland, Utrecht. Please send change of adress cards to Inter- national/Foreign Offices Address UC-0411. Netherlands: BC 102 a (Toon de Keijser)

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blad 'What's news' (EN) | 1995 | | pagina 6