This is what we are focusing on:
to originate globally and execute locally 9
Business case:
BANKING SPECIAL M&A
Leverage each other
Trend spotters
Emmanuel Durand
(1963) became Global
Head ofM&Ain2009,
having been Head of M&A
Americas, co-head M&A
for Europe and Head of
M&A for Latin America. He
joined Rabobank in 1999,
after working at the top
level in Latin America's
banking industry. Durand
is a board member of Rabo
Securities USA, Inc., of
Rabobank North America
Advisory Board and of the
Executive and Manage
ment Committees of the
Rabobank-Rothschild
Cooperation.
The M&A team works with other groups in Rabobank - it's
'the Rabo way' - and the whole organisation benefits from
the exchange. Fernandez: "We don't divulge information
that's sensitive to clients or confïdential, but we do share a
lot of valuabie insights from our clients. These insights are
now shared much more efficiently and globally across the
organisation - and that has made us all better M&A bankers,
better coverage bankers and better F&A research analysts."
It's very much a two-way exchange, as Ronil Sujan, Head of
Asia-Pacific M&A, explains: "We are constantly leveraging
all the other resources of the bank. My team has a very big
territory so we have to be resourceful and synergise with
other parts of the bank. This approach has helped secure
some good wins."
Durand has no doubt about the importance of cooperation.
Teamwork is essential for success, he says: "M&A isn't
a boutique within Rabobank; it is entirely part of the
organisation. So we need to leverage the organisation to
get the M&A business; and we need to leverage the M&A
business to get other business for Rabobank. The
focus on achieving this is far sharper than it was
two years ago."
Globalisation is a dominant theme for today's still-
fragmented F&A industry and the pace of it is
accelerating. In addition, there'sfresh interest in
the commodity sidefrom financial and strategie
Shrewd insight secured Rabobank the M&A mandate
when Brown-Forman was looking to sell Fetzer Vineyards.
Rabobank's M&A team, with the constant support and insight
of the Brow-Forman SRB, won the mandate because it took a
global view. It suggested looking for an international buyer.
As a result, Rabobank and its cooperation partner Rothschild
sold the business to Chilean wine producer Viha Concha y
Toro SA in a deal valued at USD 238 million and our Chile team
participated in the financing for Viha Concha y Toro.
Head of Global M&A Emmanuel Durand says: "We were
uniquely capable to talk to them about international buyers
and this was the value we brought to the cliënt. We closed
the deal at a value significantly above their expectations.
Because of our international network and the ability to identify
the unique buyer for the cliënt to maximise value, we have
strengthened our relationship with Brown-Forman at the most
senior level."
RI WORLD
