Rabobank has traditionally played the role of knowledge bank in this sector and has the
ambition of being the leading food and agri bank globally. The international wholesale banking
business concentrated mainly on its existing food and agri clients in 2011Because of its
international presence and local market knowledge, it managed to streamline its customer
services and meet individual customer requirements even better. The international rural and
retail banking business focuses on wholesale food and agri clients and on retail clients,
particularly to raise savings deposits, in a select number of leading food and agri countries.
After having expanded its retail network in key food and agri regions in 2010, Rabobank went
on to concentrate on the further integration of these operations into its existing retail activities
in 2011In direct contacts with clients, we contributed to making value chains in the food and
agri sector more sustainable.
Pillar 1market leadership in the Netherlands
The wholesale market for Dutch clients is broken down into the market for large corporates
and the market for mid-corporates. Rabobank's goal is to become the preferred bank for mid-
corporates.The ambition for the market for large corporates is to play a leading role in high-
profile transactions. Clients who operate in this market are looking for a reliable long-term
partner, which they select based on mutual trust and their history with the bank. Rabobank's
image on the corporate market was fine-tuned in an advertising campaign highlighting the
fact that we are a global player that is true to its roots (Een wereldspeler die zichzelf blijft).
Rabobank boasts a large international network, and an increasing number of customers with
international operations choose us as their bank. This includes nearly all listed companies in
the Netherlands. A survey conducted by market research agency TNS-NIPO, the outcome of
which was reported in the Financial Monitor of September 2011, showed that Rabobank
became market leader in the wholesale market in 2011. In addition, in 2011, the market saw
Rabobank as the most reputable bank for complex financial services in the wholesale segment.
During the presentation of the Mergers Acquisitions Award 2011, the sale of Action to 31 was
named the best M&A deal of 2011
The newly initiated wholesale activities coincided with great changes in the wholesale market.
Particularly in the second half of 2011businesses were hesitant about capital expenditure,
thereby limiting opportunities for growth.
Pillar 2: recognition as the global food and agri bank
International wholesale banking
The international wholesale banking business focuses on the food and agri sector, in which
Rabobank is a leading player. We offer a broad range of services to customers across the global
food chain. International wholesale banking also serves large Dutch clients operating outside
the food and agri sector. In order to streamline our services, we have entered into alliances with
key product specialists such as Rothschild and Jefferies.This will help to deepen and broaden
our service offering, resulting in higher revenues per client. In 2011, Rabobank was granted a
banking licence in India, so that we can now leverage our food and agri knowledge in this key
market too. Besides our offices in Shanghai, we have also opened a Chinese branch in Beijing.
Our Brazilian operations showed sharp growth, thanks, in part, to a surge in exports, particular
to Asia. Trade and commodity finance, which is characterised by relatively short maturities and
its self-liquidating nature, has developed into a key activity in the international wholesale
banking business that fits perfectly with our focus on the food and agri sector worldwide.
International rural and retail banking
International rural and retail banking is a growing division specialising in providing finance to
agricultural businesses and community banking. After the expansion of the international rural
and retail network following acquisitions in California in 2010, emphasis was placed in 2011 on
the further integration of these acquisitions into the existing local retail operations. In addition,
the opening of a number of new branches helped to further broaden the existing international
rural and retail network. About 80% of growth in rural and retail loans stemmed from the food
and agri sector. Retail lending was up 6%, reaching EUR 35.8 (33.9) billion, making up 34% (34%)
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Strategic Framework Leading food and agri bank at international level
