New Zealand - GROWING PRESENCE 6 1 bankers on the spot WHAT S NEWS Issue 9 September 1996 1 F.l.t.r. (back row) Alister Bennett, Mike Walter, Don Kennedy, Bev Walters, Andrew BurnsRachael Wright, Henk Visser, Bryan Inch, Peter McLeod, Darren Hay, (kneeling) Jaap Klep, Henk Gentis, Cor Broekhuyse. The bank's rural lenders are anything but new to the New Zealand market. And, in fact, Rabobank as corporate banking partner is not new either. What is new is our presence in both capacities as Rabobank New Zealand branch. Launched officially on August 28, we ask head of corporate banking and New Zealander, Dean Clark, what the bank can expect from this market. New Zealand exports, and half of all those exports are agri-based. And because t this is a very small market, you'11 find that many of our rural colleagues' primary clients are also directors of major agribusiness companies here. So, you see, it is vital for both divisions to work very closely together.' UNDER ONE NAME This is perhaps the reason why the bank in New Zealand has opted to operate under a single name, rather than continuing to use both P1BA and Rabobank. Although this distinction will remain in Australia, where the PIBA brand name enjoys major recognition, the rural lending teams in New Zealand will continue to build their cliënt base, but under the Rabo flag. A massive advertising eampaign was launched to familiarize existing clients with the name change. The idea is to get across the bank's global position as specialized food and agribusiness bank - not only on national expertise, but also the kind of international know-how essential for an export-oriented market. SECTORAL AFFINITY But let us get back to the actual market itself. As Clark noted, both divisions of the NZ operations will be working together for increased cross-selling opportunities. Division is perhaps rather a large word for the bank's two teams. The rural division currently has 12 staff at four locations on New Zealand's North and South Islands. The corporate team comprises three people based in Auckland on the North Island. Clark, Philip McKinstry and Michelle O'Neill have been on site only since April. 'In view of what I've just said about close cooperation between divisions, we need corporate bankers here with an affinity for the primary sector. I Fd.t.r. Philip McKinstry - Assistant Manager, Corporate Banking, Michelle O 'Neill - Personal Assistant, Corporate Banking, Jaap Klep - General Manager, Dean Clark - National Manager, Corporate Banking Structureal Finance. 'Put us in the picture about New Zealand', was the question we asked Dean Clark. He came up with a number of facts and insights that were as surprising as the market he and his colleagues in both the rural and corporate divisions are targetting. 'What you have to know about this country is that what we call 'rural' business, which is our name for the primary sector both here and in Australia, and corporate banking are inextricably linked. Agribusiness is a fundamental part of the New Zealand economy, representing almost 15.5 percent of GDP, of which farming accounts for 7 percent and fishing and forestry 3 percent. Another factor you have to understand is that this is a very small market. Ten companies account for 80 percent of all

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