c F&A - LEARNING OPPORTUNITIES Rabobank International What's NewS Monthly internal newsletter for Rabobank International Issue 2 February 1998 V '-y-Y Arthur Arnold opened the first module of our F&A relationship management traming program in London. The first module of our dedicated F&A international relationship management training program kicked off in London on 20 January with a bang. Top F&A gurus, including Flarvard professors Ray Goldberg and David Bell along with Dutch Nijenrode's Gerrit Broekstra and Martha Vahl will be tackling the subject of opportunities for F&A bankers during the four-day course. Over 30 participants from various disciplines and 18 offices around the network are taking part in the course which has been created specially for RI. All are strong performers who will benefit from enhanced insight into a broad range of relevant client-related banking issues. Opening the first module, Arthur Arnold said: 'We are in the midst of a significant change process. The type of training program these relationship and product managers are attending is vital to the success of that process. By combining training exposure to corporate and investment banking and F&A, they will be better equipped to create customer value now and in the future.' More details in our next issue. in brief contents NEW YEAR ADDRESS The first working week of January is traditionally the time when chairman Herman Wijffels gives an overview of ^hat preliminary figures for the past year show and what forecasts indicate for the coming 12 months. This year was no exception. Much of the address was, of course, devoted to our centenary which kicked off at this event. There will be numerous celebrations around the world (see the Teamplay insert in this issue). But Wijffels warned 1998 will not be all fun for the domestic organizaton. Preliminary figures show the organization as a whole achieved major growth last year; the balance-sheet total will top the NLG 400 billion Jjor the first time ever. 'People PFave worked extrentely hard to achieve these resuits,' Wijffels said. Predicting growth in 1998 between 8 and 10 percent, he stressed the need to control costs. 'We need a fresh wind blowing through the organization,' he said, 'let's hope it picks up power during our centenary year.' NZ ACQUISITION Following the highly successful take over of Primary Industry Bank of Australia in 1994, the bank again intends to make a strong acquisition in the region. Wrightson Farmers Finance Ltd is a full subsidiary of the hugely reputable agri- specialist corporate of the same name. Rabobank has bought the finance company for around USD 100 million and it will now trade under the name Rabo Wrightson Finance Ltd. Said Wrightson chairman, Sir Ronald Trotter and our own Cor Broekhuyse in a joint statement: 'The creation of this new company represents a unique combination of Rabobank's financial strength and knowledge of agriculture globally and Wrightson's market leadership and long experience in servicing New Zealand agriculture.' The acquisition's current finance activities will be pursued from 28 branches throughout New Zealand. The new subsidiary will provide services to the top segment of primary agricultural corporates. Besides mortage lending, Rabo Wrightson Finance offers New Zealand's agricultural companies leasing, seasonal lending, payment traffic and life insurance. If all necessary regulatory approvals are obtained, then the final contracts will be signed on 5 February. WHAT'S HAPPENING IN THE NETWORK? WHAT'S NEWS HAS THE SCOOP. Working relations - unique cliënt down under 3 Global forex - Michele di Stefanotalks strategy 4 Operating action - spotlight on VictorCuyckens 6 Sponsorship - hockey, cycling and Brazil 7 The DLL factor - what they candoforus 13 Euro on top - special tools for better info 14 Talking heads - RoelfHagoort 16

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