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)