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COVER STORY WHOLESAIL/RETAIL
10 issue 21 THE WORD
Sales process
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"The revised Rl strategy intensifïes the
focus on Food and Agribusiness (F&A)
and our core clients," Sipko Schat answers
when asked why Rabobank International
decided to implement a new governing
structure. "We have acquired a wealth
of knowledge of the global F&A
business over the years. We now need
to concentrate on increasing our share
of strategically-important segments in
the market, and on increasing business
with our existing clients. The changes
we are making to the Rabobank
International structure promote this
process." The new structure's Wholesale
Clients division, managed by Sipko
Schat, will concentrate on corporates
and listed companies in the global
F&A business. In the Netherlands, Rl
wholesale Netherlands will continue its
traditional role as the 'all-finance' bank.
"The ultimate objective is to provide our
clients with even better service," Sipko
Schat says.
Berry Marttin will take up responsibility
forthe International Retail activities and
concentrate on our retail banks and
farmer finance. Although the retail banks
have unleashed potential, a majority
of them need investments to achieve
the nessecary economies of scale and
strengthen their deposit base. They
may be large banks in an Rl context, but
they often have small market shares in
the countries in which they operate.
Competition is difficult.
Berry Marttin is certain that the new
structure will offer major benefits to
both the bank's clients and its staff.
"We will, in particular, be able to further
improve our focus. Both Wholesale
and International Retail now receive
the attention they deserve, and in the
process so does the cliënt, because
we can offer them even better service.
The involvement of the cliënt in our
banking activities is a key element of
our strategy going forward. We need to
think of how to establish structures in
all our activities that capture the opinions
of markets we operate in and use these
opinions to improve the services and
products we offer to the market in a
profitable and sustainable manner."
The increased focus on the cliënt will, in
particular, be visible at the front end of
the organisation - in the sales process,"
says Sipko Schat. Sipko Schat continues:
'The aim is to reach the highest level of
cliënt intimacy. We need to move away
from a product approach and instead
focus on cooperation, promoting cross-
sell throughout the businesses, and most
importantly focus on our clients."
This means building our organisation and
Rabobank International Organisation
Wholesale International Retail
Kuijpers
Sipko Schat
Bcrry Marttin
Ralf Dekker
CFRO
Harry de
Ayo Blok
CF/TCF/PE
Nieuwen-
huizen
Wholesale NL
Sander Prujjs
Kloosterman
Clients Int
Rabo Development will be managed as a separate division
Wholesale
International Retail
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