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

Rabobank Bronnenarchief

blad 'RI The Word / The Word' (EN) | 2009 | | pagina 37