ECOSTYLE
The International Desks
increasingly perform the
function af central point from
one RI office to another j
Mare Oostdijk:
An international network
Anne Jan Zwart,
Director Ecostyle
product RI was previously only able to offer on a limited
basis outside the Netherlands. To rectify that, RI's
Financial Logistics team set up the FLINT project just
over a year ago, and RI has now teamed up with a major
international bankto give Rabobank's clients access
to the partner bank's accounts system. The project is
already up and running in its fïrst phase in 12 countries
and, as Abbenhuis says, providing cash management
is a perfect basis for the sale of other products and
services.
The IS offering also proves to be a good platform for
cross-seil on an international scale, which is a major
element of the revised RI Strategy. For each cliënt, the
International Finance manager tries to identify the
product units within Rabobank that can contribute
to a complete service offering, so that the cliënt is
fully supported internationally. Mare Oostdijk: 'The
International Finance manager plays a central role in
putting together a package of services by looking at
the challenges faced by a particular dient. Is the cliënt
exporting, or importing? Does he need to finance an
acquisition or a new production facility? So selling one
anchor product creates a whole range of opportunities
in terms of integrated solutions, which could include
leasing, factoring, treasury or foreign exchange."
More than once IS managed to create teams made
up of Global Financial Markets, Trade and Commodity
Finance and Corporate Finance specialists to actively
support clients doing business internationally. Chris
Abbenhuis: "Not only do we seek and support cross-
seil within RI, but also between the separate Rabobank
entities like DLL, Athlon, Robeco and FGFi. We organise
meetings frequently to strengthen network contacts
and develop business opportunities for mutual clients."
Oostdijk adds that RI offices increasingly use the
International Desks for RI clients across the world: 'The
service we offer now expands to clients outside of the
Netherlands. The International Desks increasingly act
as the contact point from one RI office to another. For
instance, in Italy the International Desk handles requests
from other RI offices regarding company information
and references. By taking care of these aspects, we also
contribute to increased effectiveness as colleagues at
the RI offices can remain focused on their core task."
lt is still early days and there is still a lot to do, but
what has already been achieved is encouraging. Of
the 150 member banks in the Netherlands, around 75
have already used the business, and this number is
increasing weekly. Chris Abbenhuis: "Clients, both large
and small, now realise that we are one of the few Dutch
banks with an international network. And given that
the Netherlands is the second largest trading economy
in Europe, the potential business is huge. If we can get
this right, by really working with the member banks,
International Services could add enormous value for
Rabobank and its clients.
For more information on Rabobank's International Services
visit: www.rabobank.nl/internationaal
"Ecostyle has been around for more than
40 years. We develop and market organic
fertilisers and pesticides. Research is immensely
important in our sector, but it requires
substantial investment and you can only earn
the investment back with substantial trading
volumes.
We approach the European market via our
branches in Austria, Denmark, Belgium
and Russia. We arranged our financing via
Rabobank because they know the ins and
outs of our company, which creates a great
feeling of reliability and makes talking to each
other a lot easier. Rabobank provided perfect
assistance with this international deal. It gives
you a real sense of security when you know
that you can also arrange your international
business at your local bank."
ISSUE 20 THE WORD
