Internationalization and business support in the USA

Transcription

1 Internationalization and business support in the USA Daniele Marcheselli, Internationalization Office Marketing Department, Intesa Sanpaolo Turin, 2015, November 16th

2 Schedule Intesa Sanpaolo and the Group's international network Internationalization and business support Supporting business relationships in the USA 1

3 Italian banking leader of European scale 2

4 The Group at a glance: Financial Highlights 3

5 European scale 4

7 The Group Italian Network 6

8 The Group International Network 7

9 It ensures international coverage with differentiated methods depending on the type of business and market Correspondent banking arrangements 1 with 2016 banks, of which 865 entrusted Foreign Trade 13 Corporate Branches 16 Representative Offices 16 Subsidiary Banks Foreign Investments 1) 4,768 correspondent banks, of which 2,016 functional to trade flow management Partnership agreements with Banks worldwide 8

10 Exports and Internationalization Businesses needs Keys Italian Business and its subsidiaries Foreign business counterparty Financial needs Non -financial needs ENTRY IN NEW MARKETS, MANAGEMENT AND GROWTH LEVEL OF MATURITY OF THE BUSINESS UNDERSTANDING AND EVALUATION OF OPPORTUNITIES BASE STAFF TRAINING DEVELOPING COMMERCIAL TRANSACTIONS COUNTERPARTY RISK MANAGEMENT RISK MANAGEMENT (RATE, EXCHANGE, COUNTRY) WORKING CAPITAL REQUIREMENTS COLLECTION AND PAYMENTS (BASE AND INTERNATIONAL) SEARCH OF COUNTERPARTIES AND PROMOTION ABROAD BASE STAFF TRAINING INVESTMENT ADVICE COUNTERPARTY RISK MANAGEMENT RISK MANAGEMENT (RATE, EXCHANGE, COUNTRY) WORKING CAPITAL REQUIREMENTS AND INVESTMENTS COLLECTION AND PAYMENTS (TREASURY MANAGEMENT) GROWTH THROUGH EXTERNAL SOURCES (e.g.: M&A) SPECIALIST ADVICE (LEGAL, TAX...) SEARCH OF COUNTERPARTIES AND PROMOTION ABROAD STAFF TRAINING SPECIALIST GUIDANCE INFORMATION GUIDANCE INFORMATION GUIDANCE INFORMATION COMPLEXITY OF NEEDS 9

11 The interconnections between the various stakeholders represent a key driver to meet these needs and a success factor "Interconnected" markets Success in today's markets depends increasingly on the ability to interconnect all the business stakeholders (customers, suppliers, competitors, institutions and associations...) 10

12 Intesa Sanpaolo has launched initiatives to position itself as a highly innovative player through 2 platforms which are synergic and complementary to each other in terms of needs met and objectives Tech Market Place Objective Promote matching in order to start partnerships, commercial collaborations, acquisitions or sales Promote the meeting and exchange between supply and demand for technological innovation between Businesses Target B2B; International market B2B; Domestic demand - International offer Sectors Cross-sector Cross-sector Benefits for customers Increase the business by establishing relations with potential selected and reliable partners Accelerate the path to innovation (demand) Focus on the tech assets developed (supply) 11

14 An integrated network Our presence in the United States of America Washington D.C. New York New York Moscow New York Dublin London Amsterdam Bruxelles Warsaw Frankfurt Luxembourg Prague Bratislava Paris Koper Budapest Zagreb Bucharest Turin Belgrade Milan Sarajevo Madrid Tirana Istanbul Tunis Casablanca Athens Cairo Beirut Beijing Qingdao Shanghai Seoul Tokyo George Town Abu Dhabi Dubai Mumbai Shezhen Hong Kong Ho Chi Minh City Singapore Santiago Sao Paulo São Paulo Santiago São Paulo Head Office HUB Branch International Corporate Bank Foreign Representative Branch Office The New York Branch is the Hub covering the North and South America for Intesa Sanpaolo s Corporate International Network. The Hub also works closely with Banca IMI Securities Corp., New York, the Washington D.C. Representative Office and the Group s other foreign entities and local units of the Italian Network. 13

15 An integrated network A customer-focused service model with an international scope ITALY GLOBAL RELATIONSHIPS WITH CUSTOMERS AND UNDERSTANDING THEIR NEEDS Relationship Managers provide customers with a single point of reference throughout the various phases of the internationalization process adopting an integrated approach. Specialist team, with strong competences on international markets and industrial sectors, identifies targeted solutions on specific objectives and strategies and activates the necessary involvement of our Italian colleagues and product teams. Specialists in Transaction Banking, Trade-Services and Cash Management offer assistance throughout the country in relation to foreign trade, support services and products dedicated to import-export business, activities covering the transaction process and development of integrated solutions for international cash management. 14

16 An integrated network A customer-focused service model with an international scope NEW YORK HUB BRANCH DIRECT KNOWLEDGE OF THE MARKET AND DEDICATED SERVICES Team staffed by multilingual personnel providing support to Italian companies working closely with the Bank s Italian Network, sharing its customer service model and client approach. Team dedicated to the management of publicly listed American and International corporates. Specialist Teams offering Trade and Structured Export Finance services and Project Finance expertise. Well-established relationships with local and Italian Institutions and Authorities in the USA, including Agencies, the Italian Chamber of Commerce for the USA in New York, the Italian Embassy, the Italian Consulate and the Italian Trade Commission. 15

17 An integrated network A customer-focused service model with an international scope. WASHINGTON D.C. REPRESENTATIVE OFFICE RELATIONSHIPS WITH INSTITUTIONS, INTERNATIONAL AND SUPRANATIONAL ORGANISATIONS Strenghten relationship with the multilateral agencies based in Washington D.C. (eg: World Bank Group, Inter- American Development Bank, etc.) to support the development of Italian companies in emerging markets. Liaise with the U.S. Government Institutions, the IMF and other international organisations based in Washington D.C. Cooperate with the Italian Embassy in Washington D.C. to support the development of Italian companies in the US and attract multinational corporates to Italy. 16

18 Our services Services dedicated to customer activity in the United States of America NEEDS MARKET INTELLIGENCE IMPORT-EXPORT INVESTMENT SOLUTIONS IN USA MANAGEMENT OF U.S. SUBSIDIARIES TAILORED SOLUTIONS Country overview Business data Researching commercial opportunities Partner Search Road-show Start-up Initiative Support and financing of transactions Discounting of bills Credit Insurance Working Capital Financing Trade and Structured Export Finance Financial solutions (local and cross-border financing, local Government stimulus packages and/or special structures, SIMEST, etc.) M&A Advisory Project Finance Cash Management Trade and Structured Export Finance Financing Liquidity Hedging of financial risks Investment Banking INTEGRATED PLATFORM OF PRODUCTS AND SERVICES PARTNERSHIPS AND COLLABORATIONS 17

19 Our services Services dedicated to customer activity in the United States of America CASH MANAGEMENT A wide range of local and international services to optimize commercial and financial flows. Electronic management of core services, including remote banking facilities. BANK ACCOUNTS Resident/non resident corporate accounts Time deposits Account opening from Italy Account reporting INCOMING AND OUTGOING PAYMENTS Domestic payments in US$ and other currencies Incoming domestic and international US$ and foreign currency payments Tax payments Checks and Lock Box Service ELECTRONIC BANKING Inbiz platform (included Filegate) SWIFT Host to Host CASH POOLING Intraday Cash Concentration (D) End of Day Cash Concentration (D+1) 18

20 Our services Services dedicated to customer activity in the United States of America TRADE AND STRUCTURED EXPORT FINANCE Solutions for financing sales and purchases. Range of products to mitigate the risks associated with emerging markets. Trade services supported by an electronic platform, including remote banking facilities (*). Letters of credit (import, export and stand-by) Discount of commercial receivables Documentary collections ECA financing Import/export financing Trade finance electronic platform (InBiz) (*) (*) Shortly available FINANCING Supporting the growth and development of companies, by providing short, medium-long term and structured finance loans. Bilateral loans Short, medium - long term credit facilities Revolving credit facilities (RCF) Syndicated finance 19

21 Our services Services dedicated to customer activity in the United States of America LIQUIDITY AND HEDGING OF FINANCIAL RISKS Wide range of products for the management of treasury, liquidity, interest rate risks (*) and foreign exchange risks. Time Deposits (*) Shortly available Money market deposit accounts Hedging of Foreign Exchange and Interest Rate Risks STRUCTURED FINANCE & INVESTMENT BANKING Ad-hoc solutions for investment projects. 20 Project Finance Structured Finance Syndicated loans 20

22 Our experience - Some examples Partner to Italian companies expanding in the United States of America COMPANY OBJECTIVES INTESA SANPAOLO SOLUTIONS Small Italian Corporate Company setup establishment of a new production site in the USA supporting the Group s internationalization objectives. Assistance in gaining access to funding from local government entities. Issuance of stand-by letters of credit in favor of government entities to guarantee the issuance of industrial revenue bonds. Medium-sized Italian Group leader in the mechanics sector Fulfillment of an important construction order/contract for a leading, foreign oil company. Assistance in obtaining the necessary funding to fulfill the order and in involving an American government entity in the export trade transaction. Involvement in the financing pool, with a participation of 50% in the committed credit facilities provided. Discount without recourse of trade receivables generated by the order. Large Italian Corporate Optimization of its own cash flow originating from the financial services offered to its local clients for the purchase of its products. Granted a medium-term (amortizing) credit line to discount the leasing contracts offered by the company. 21

23 Our team in the USA Contact details Biagio Calabrese General Manager New York Hub Branch Luigi Ruggerone Chief Representative Washington D.C. Representative Office Barbara Schiaroli Relationship Manager Italian Desk - Corporate & Public Finance New York Hub Branch Tel: +1 (212) biagio.calabrese@intesasanpaolo.com Tel: +1 (202) luigi.ruggerone@intesasanpaolo.com Tel: +1 (212) barbara.schiaroli@intesasanpaolo.com Antonia Perrino Relationship Manager Italian Desk - Corporate & Public Finance New York Hub Branch Maria Laura Baran Relationship Manager Italian Desk - Banca dei Territori New York Hub Branch Alessandro Guzzo Relationship Manager Italian Desk - Banca dei Territori New York Hub Branch Tel: +1 (212) antonia.perrino@intesasanpaolo.com Tel: +1 (212) marialaura.baran@intesasanpaolo.com Tel: +1 (212) alessandro.guzzo@intesasanpaolo.com Marco Modena Relationship Manager International Network & Global Industries New York Hub Branch Tel: +1 (212) marco.modena@intesasanpaolo.com Francesco Ponti Assistant Relationship Manager Italian Desk C&PF Tel: +1 (212) francesco.ponti@intesasanpaolo.com Lorenzo Rodinò di Miglione Assistant Relationship Manager INGI Tel: +1 (212) lorenzo.rodino@intesasanpaolo.com Elisabetta De Masi Assistant Relationship Manager Italian Desk BdT Tel: +1 (212) elisabetta.demasi@intesasanpaolo.com Kerin Zinze Assistant Relationship Manager Italian Desk BdT Tel: +1 (212) kerin.zinze@intesasanpaolo.com 22

24 Operating Agreements with US local Banks Project: Open Horizons With the project Open Horizons» were implemented operating agreements with some of the major American banks. They represent an additional tool available to Italian and US companies in their internationalization processes. Headquartered in New York - NY, is the first American commercial bank and operates throughout the US through 5,100 branches providing a full line of products and services for the retail market, the corporate market and for Financial Institutions Headquartered in San Francisco - CA, is the fourth largest bank in US by Assets and operates in US through 6,000 branches in 39 States providing a full line of products and services for the retail market, the corporate market and for Financial Institutions Headquartered in Minneapolis - Minnesota, it is the fifth American commercial bank and operates in the US through 3,086 branches providing a full line of products and services for the retail market, the corporate market and for Financial Institutions Headquartered in Cincinnati - Ohio, it is one of the top 20 US regional banks and operates through 1,303 branches in 12 US States (Ohio, Kentucky, Indiana, Michigan, Illinois, Florida, Tennessee, West Virginia, Pennsylvania, Missouri, Georgia and North Carolina ) 23

25 Internationalization Office Contacts Head: Monica Cristanelli - Tel: monica.cristanelli@intesasanpaolo.com Geographical Desk Incoming Desk - Italy Eastern Europe Roberto Gallo - Tel: roberto.gallo@intesasanpaolo.com Cecilia Ventura - Tel: cecilia.ventura@intesasanpaolo.com Americas Desk: deskesteuropa.ui@intesasanpaolo.com Paolo Ciancio - Tel: paolo.ciancio@intesasanpaolo.com China Gianluca Cervellera - Tel: gianluca.cervellera@intesasanpaolo.com Paola Barba - Tel: paola.barba@intesasanpaolo.com Laura Meggiolaro - Tel: laura.meggiolaro@intesasanpaolo.com Massimiliano Toti - Tel: massimiliano.toti@intesasanpaolo.com Desk: Paola Morini - Tel: paola.morini@intesasanpaolo.com deskcina.ui@intesasanpaolo.com Daniele Marcheselli - Tel: daniele.marcheselli@intesasanpaolo.com Desk: deskincomingitalia.ui@intesasanpaolo.com Dario Mendorla - Tel: dario.mendorla@intesasanpaolo.com Desk: deskameriche.ui@intesasanpaolo.com Desk Institutions EMEA Europe Middle East Africa Asia and Oceania Alessandra Barbetti - Tel: alessandra.barbetti@intesasanpaolo.com Claudio Celli - Tel: claudio.celli@intesasanpaolo.com Giancarlo Cirillo - Tel: giancarlo.cirillo@intesasanpaolo.com Andrea Sanavia - Tel: andrea.sanavia@intesasanpaolo.com Leonardo Zuin - Tel: leonardo.zuin@intesasanpaolo.com Desk: deskasia.ui@intesasanpaolo.com Desk: deskemea.ui@intesasanpaolo.com Agreements-Events Gianni Berno - Tel: gianni.berno@intesasanpaolo.com Roberto Colombo - Tel: roberto.colombo@intesasanpaolo.com Gabriella Tognazzo - Tel: gabriella.tognazzo@intesasanpaolo.com Desk: deskistituzioni.ui@intesasanpaolo.com 24

26 WARNING This document is intended solely to provide information on the Group Intesa Sanpaolo activities abroad and point out some products and services available, or support exports, indicating some of the main features. It therefore does not have an advertising purpose and is not intended to constitute an offer or a promotion of such products and services. For complete information about the contractual terms and conditions of products, please consult the relevant INFORMATION SHEETS of the Bank and third parties available at Branches and on the website of the Bank. The Bank may at any time change the contractual characteristics and conditions of the products offered. The loan is granted subject to assessment of the Bank.