Arthur Paijens,
Head of Financial
Logistics
Strengths
'These are all anchor products that give us a real
opportunity to pursue cliënt intimacy, and serve as
a basis for the cross-sell of other Rabobank products
and services. For example, we work very closely with
Global Financial Markets (GFM) to link the sale of
these anchor products to increase the cross-sell of
GFM products, and vice versa. The increased focus
on our international F&A franchise now gives us a
clear course for the customers we are targeting, so
we can tailor our products even more specifically for
those clients and increase the potential for cross-
sell. In effect we're shifting from a product-based
approach to a much more client-focused approach.
On top of that, we're taking the expertise we've
developed in the Netherlands out into the country
units, and using our experience with international
customers to bring added value for our Dutch
customers. It's a win-win situation for everyone."
"Financial Logistics is a department at Rabobank
International that is fully tailored to match the
financial processes of our corporate customers.
We offer an integrated solution to optimise the
risk and liquidity position of our customers by
combining Trade, Cash, Short term Treasury and
Risk Management solutions. Financial Logistics
offers a comprehensive spectrum of services from,
among others, online and real-time insight into a
customer's financial position via the Rabo Financial
Logistics Portal, to tailor-made risk management
advice from our experienced consultants. Current
product developments focus on expanding our
International Cash Management proposition to
better serve our internationally active corporate
customers in the Netherlands and abroad. We also
offer innovative trade finance solutions helping our
clients to better mitigate risks in their supply chain."
get that information back into the organisation,
so the product people can identify any selling
opportunities."
One of the easiest excuses for lack of cross-sell,
Treffers-Herrera says, is that Rabobank doesn't
have the right products. While it is true that
Rabobank does have fewer products than some
of its larger competitors, it does have the right
products for its F&A target group. Given our focus
on F&A, our target group is much narrower than
that of our rivals. And F&A is exactly where we
can add more value for our clients. However, this
makes it even more important that your cliënt is
very clear on what you can deliver and what
your strengths are."
Both Rottjers and Treffers-Herrera believe the
current turmoil on the world's financial markets,
combined with Rabobank's capital strength and
focus on the F&A sector, gives the bank a unique
opportunity to get even closer to its chosen
clients. In Belgium, where the financial sector has
been particularly hard hit, deals like the AB InBev
transaction, and others, are proof that Rabobank
has been able to upgrade its position within a very
short timeframe and get access to the cross-sell
wallet. Another recent example is the EUR 350 min
securitisation transaction with Barry Callebout, the
world's largest chocolade producer. Röttjers: "We
have a unique proposition here as Rabobank is
one of the very few banks that still can offer these
programmes. With the excellent product support
from GFM, RM Chris van Helleputte put us in first
tier position with this cliënt."
"Companies see Rabobank more and more as
a strategie partner. This year is going to be
challenging and we should never be complacent,
issue 19 THE WORD