F&F
1760
1864
1898
1949
1972
Q&A
UNICO CAPITAL MARKETS
COMMITTEE AT RABOBANK'S
LONDON OFFICE
RIIN
Just the facts figures
with Mark van Driel
Head ofControl for Rabobank International
Q
Q
Q
Two flour mills are opened in the English
cities of Woolwich and Chatham. These
are the first companies to operate on a
cooperative basis. The labourers are the mill
owners who, in addition to flour, can also buy
bread, butter, tea and sugar from the mill.
GERMAN RURAL MAYOR FRIEDRICH WILHELM
RAIFFEISEN FOUNDS THE COOPERATIVE CENTRAL
FARMERS' CREDIT BANK, OR BOERENBANK, THE
HEDDESDORFER DAHRLEHNSKASSEN-VEREIN.
Six Dutch farmers' credit banks join forces
to establish the Cooperative Association of
Raiffeisen Banks and Agricultural
Associations, with its headquarters in the
Dutch city of Utrecht. In 1903, the name of
this organisation is changed to the
Cooperative Central Raiffeisen Bank. That
same year, 22 farmers' credit banks establish
the Cooperative Central Farmers' Credit
Bank in Eindhoven, a town in the south of
the Netherlands.
The first real collaboration takes place
between the two cooperatives: they
establish the bank association 'Gemeen
schappelijk Bankkantoor' in The Hague.
The main reason for this is to prevent
large agricultural organisations having
to choose which bank they do business
with, since more and more iocal Raiffeisen
and Framers' Credit banks are competing
with each other. This also strengthens
their position with regard to other,
non-cooperative banks.
THE COOPERATIVE CENTRAL RAIFFEISEN
BANK AND THE COOPERATIVE CENTRAL
FARMERS' CREDIT BANK MERGE. THE
COMMON NAME BECOMES RABOBANK.
This year's Unico Capital Markets Committee
meeting was held at Rabobank's London office
in May. Organised annually and hosted by one
of the Unico members, the Capital Markets
Committee meeting's aim is to actively seek
cooperation possibilities in the capital markets
area.
This year's event was hosted by Global
Financial Markets, which prepared the agenda
in partnership with Unico and DZ Bank.
Oliver Wyman from Financial Consultancy
was invited to present the compan/s view on
the future of capital markets. The presentation
was followed by an exercise that identified
a number of business rationales as warranting
further cooperation among the Unico
members: risk sharing; access to distribution;
access to products; and access to scale
efficiency. Initiatives that fit these categories
can be presented to the Capital Markets
Committee.
The Unico Banking Group was founded in
1977 and consists of eight European coop
erative banks. The members are: Credit
Agricole, DZ Bank, ICCREA Holding, Pohjola
Bank, RZB Group, Banco Cooperativo Espahol,
Raiffeisen Schweizand Rabobank.
Rabobank International introduced the cliënt
income recognition system in May. The system
will create a benchmarkfor cross-seiling to
clients within the corporate bank, and enable
management to track how much is earned on
a cliënt and by which business line. Mark van
Driel, Head ofControl for Rl, talks about how
it will work.
A Basically, it's a system that allows Rabobank
to set up and then follow the income earned
on a cliënt, specified by product. For example,
we cross-sell products to many of our clients
to make sure they are supplied with as broad
a range of services as possible, and that they
remain a profitable cliënt for the bank. These
include risk management products, structured
finance products, or insurance or asset
management products. In the past, the system
was more internally focused. This new system
puts the cliënt in the centre. The system provides
an overall view of the income from the cliënt
and the business lines that are responsible for it.
A Although each of Rabobank's clients are
allocated to a business line that has a direct
relationship with them - such as Trade and
Commodity Finance if the cliënt is involved in
commodities - the aim is that products from
different business lines are sold. The system
will provide transparency in product sales
success, therefore supporting RI's strategy
of further improving customer return.
A We hope to deliver the first real data at the
beginning of summer, which is when we will
see the first results. There will be continuous
improvement on the data quality to ensure
that we can work with the infrastructure
already in place so that staff are motivated
to work with the system.
issue 20 THE WORD
