UBIWorld. Laura Tanno

Transcription

1 UBIWorld Laura Tanno

2 INTERNATIONALIZATION: a way of surviving or a strategic option? A big opportunity for Italy, Italian companies and UBI 2

3 Internationalization: a great opportunity Italian companies need to: consolidate their presence in the most significant and developped countries, and strenghten their presence in high potential countries GDP preview in the main high potential markets GDP 2012 Estimated GDP 2020 GDP preview in the main high potential markets Source: Comitato Leonardo, ICE, Prometeia

4 Internationalization: a great opportunity % TOTAL ITALIAN COMPANIES (PRODUCTIVE & SERVICES) ITALIAN COMPANIES NOT OPERATING IN FOREIGN MARKETS 15% 94% 6% ITALIAN COMPANIES NOT INTERESTED IN FOREIGN MARKETS ITALIAN COMPANIES INTERESTED IN FOREIGN MARKETS 83% ITALIAN COMPANIES WHICH REPRESENT 20% OF TOTAL EXPORT ITALIAN COMPANIES OPERATING IN FOREIGN MARKETS 17% ITALIAN COMPANIES WHICH REPRESENT 80% OF TOTAL EXPORT 4

5 Internationalization: a great opportunity Nord West (+0,6%) Nord East (+2,4)% Most Important italian regions Regioni più for significative UBI Group per il Gruppo UBI Banca /2012 milioni di euro % variazioni % Center (-0,7%) Islands (-15,0) South (-4,1%) Piemonte ,6 3,8 Liguria ,6-6,2 Lombardia ,7-0,1 Veneto ,5 2,8 Friuli-Venezia Giulia ,9-0,6 Emilia-Romagna ,0 2,6 Toscana ,0-3,6 Marche ,0 12,3 Lazio ,5-1,6 Campania ,5 1,8 Puglia ,0-10,4 Totale regioni più significative ,4-0,1 ITALIA ,0-0,1 Source: ISTAT 5

6 6 Internationalization: a great opportunity

7 Clients operating in foreign markets are better than those concentrated only on the domestic market! IS IT TRUE? 7

8 Rating UBI Corporate clients (updated at february 2014) Rating Clients operating in foreign markets N Clients % clients Rating Low Rating % medium Rating % High Rating % Total Clients NOT operating in foreign markets N Clients % clients Rating Low Rating % medium Rating % High Rating % Total

9 Profitability Corporate clients (updated at february 2014) Profitability Margini Clients operating in foreign markets N Clients Gross Margin Rating Low Rating medium Rating High Rating Total Estimate Average gross margin 2014 Eur Clients NOT operating in foreign markets Estimate Average gross margin 2014 Eur Of which Euro domestic gross margin Source: GSP Unity, dati aggiornati al Esclusi rating: ND, Not Rated, Incaglio, Sofferenza, Ristrutturati e PD180 9

10 What do italian companies do in order to go international? Very often the process they follow is not structured and planned 10

11 Made in Italy: Advisory firms International events Agreement between ConfCommercio and Ministero dello Sviluppo Economico Confindustria Verona and Banca Popolare Vicenza organise the third Internationalization event Chambers of Commerce The Made in Italy in the world Trade Association Seminars on internationalization and fiscal aspects 11

12 supporting Italian companies in the foreign markets.. 12

13 Internationalization process: Italian companies and the Bank Italian Companies The Bank Main Problems Purposes Purposes Lack of skills Limited resources (employers, strategic internal functions) Weak strategic plan Costs deriving from attempts and errors in internasionalization process Difficulties in obtaining access to credit Expansion in new Markets Awareness of its own strenghts and weakeness Conscious choice of the target country and the correct way to approach Awareness of actions, timing, costs and risks Increase the loyalty of its clients Increase the number of clients operating in foreign markets Supporting the internationalization process of its clients Increase volumes and revenues of International Area Reduction of risks with clients 13

14 Internationalization process Main Advantages Increase of revenues and profits Diversification of risks Possibility of acceding to new ideas and experiences Increase of competitiveness in the domestic market Main Risks Economic risks Financial risks Political risks Corporate risks Export Plan Background: company s history, purposes and products Analysis of different foreign markets Business plan Evaluation of alternative paths Check of results 14

15 UBIBanca wants to be the right partner for italian companies who approach foreign markets 15

16 GoToWorld is the service offered by UBIBanca for supporting italian companies in the internationalization process 16

17 GOTOWORLD Assessment GoToWorld is the service offered by UBIBanca for supporting medium and small entreprises in the internazionalization process After each phase, each firm can decide if continuing with the following phase of the GoToWorld Assessment or stop the process. 1 Description Phases Check Up In depth interview (it lasts roughtly 1h30m) with the entrepreneur finalised to complete a concise report in which it is provided an analysis of the sustainability of the internationalization project 2 Prospettiva Report containing an analysis of the main potential foreign markets for the company and a proposal of a single foreign market in which the internationalization process can be launched 3 Progetto Operative plan for the internationalization process including analysis of the costs, resources, timing, activities to be implemented 17

18 GOTOWORLD Check-up 1 Check Up 2 Prospettiva 3 Progetto COMPANY PRODUCTS/SERVICES PREVIOUS INTERNATIONAL EXPERIENCES INTERNATIONALISATION PROJECT The GoToWorld Check Up confers a ratio (from 0% to 100%) for each of the above mentioned area. Furthermore the report also confers to the client a Total Ratio < 30%: the company needs to implement its strategic plans in order to increase its competitive capability. Total Ratio 32,25% Ratio between 30% and 60%: the company is sufficiently structured but some improvement actions are necessary in order to increase the company s competitiveness Ratio > 60%: the company is already adeguately structured and ready for the internationalisation plan 18

19 GOTOWORLD Prospettiva 1 Check Up 2 Prospettiva 3 Progetto Analysis of wordwide importing countries for all the commercialized products of the company 19

20 GOTOWORLD Prospettiva 1 Check Up 2 Prospettiva 3 Progetto Analysis for each product: % of wordwide import for each of the commercialized products of the company 20

21 GOTOWORLD Prospettiva 1 Check Up 2 Prospettiva 3 Progetto Analysis of single product and single country: amount and % of import of each product commercialized by the company in each of the main importing countries 21

22 GOTOWORLD Prospettiva 1 Check Up 2 Prospettiva 3 Progetto List of products List of the main importing countries for each product 22

23 GOTOWORLD Progetto 1 2 Check Up Prospettiva 3 Progetto GANNT CHART GANNT Chart: very useful for the company in order to correctly plan each phase of the process 23

24 GOTOWORLD Progetto 1 2 Check Up Prospettiva 3 Progetto DETAILED BUDGET 24

25 Which are the main products and services provided by UBIBanca to its clients? 25

26 UBI World : mapping of products and services Financial Services Loans/advance Trade Finance 63 BANKING SERVICES Servizi Operational Transazionali Services Bank Transfer/ checks Cash Management Exchange/ Derivative on exchange Securities Advisory services Protection from risks (country risk, counterparty risk, exchange/rate risk Training 26 NON BANKING SERVICES Advisory services Professional Services: Legal / fiscal/corporate support, market researches Operations services : logistic, accounting, translations Human Resources services : recruiting 26

27 UBI and its main competitors CURRENT PRODUCTS OFFERED BY UBI % of coverage of the market 67% 27

28 UBIWorld Offerta (Gamma Prodotti Processo e servizi) Commerciale 28

29 UBI World : guidelines Pianificazione 1 Internationalization 2 Geographical 3 Phases coverage Quality Ingresso Crescita 29

30 UBI World : guidelines 1 Internationalisation 2 Geographical coverage 3 phases Quality Planning Entrance Maintenance Development Exit Current Accounts (Euro or currency) BANKING SERVICES Documentary Credit Advances, and export / import financings Cash management /Cash Pooling Collection and payments Securities and exchanges Cover from exchange risks Import financing (Euro/currency) and loans for internationalisation International Factoring NON BANKING SERVICES Market analysis Research of commercial counterparties Support on legal/ fiscal/ corporate issues Accounting/ logistics / IT Recruiting and education Support to missions 30

31 UBI World : guidelines 1 Internationalisation 2 Geographical coverage 3 phases Quality UR Mosca F. Pelazzo BC Vienna A. Stockert UR Shanghai LuBo UR Mumbai R. Balsari UR Hong Kong A. Croci UR San Paolo I. Guerrerio 31

32 UBI World : guidelines 1 Internationalisation 2 Geographical coverage 3 phases Quality CIS 33 NORD AMERICA 7 EUROPA 29 MEDIO ORIENTE 4 ESTREMO ORIENTE 53 SUD AMERICA 18 AFRICA 7 INDIA 18 AUSTRALIA 1 32

33 UBI World : guidelines 1 Internationalisation 2 Geographical coverage 3 phases Quality NON BANKING SERVICES UBI Banca has partnership with qualified counterparties which provide high quality and certified services BANKING SERVICES Investments in R&D in order to join high quality standards for the market 33