fabio bini: foreign investors conference 23rd november

Fabio Bini, Head of International Desk

Bratislava, Austria Trend Hotel - 23rd November 2011

Foreign Investors Conference

THE SUPPORT OF UNICREDIT GROUP IN DOING BUSINESS

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WHY UNICREDIT ?

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AGENDA

� CROSS-BORDER BUSINESS MANAGEMENT: THE INTERNATIONAL DESK

� PRODUCT EXPERTISE

� OUR NETWORK, OUR REACH

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CORPORATE & INVESTMENT BANKING (CIB) IN UCB SKINTERNATIONAL DESK - CONCEPT

� International desks directly support international clients with all business needs a corporate client may face, from ba sic and initial discussions concerning doing business in the countr y, to arranging meetings with local experts and business partners

� All clients’ banking needs are managed by Internatio nal Desks, which take all the required steps to comply with UCG cred it process

� Typically, International speaking clients may rely o n a dedicatedmultilingual staff, led by expatriates having interna tional corporate business experience: that represents a distinctive advantage that may help a client better understand the cultural differ ences in the country

� Clients may find International Desks in all UCG’s CE E local banks

INTERNATIONAL DESK ACTIVITY

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MAIN PRACTICAL ISSUES FACED BY A MID-SIZED FOREIGN INVESTOR

� LANGUAGE

� LAW

� COMMERCIAL PRACTICE

� HABITS

� SIMPLE DO’S AND DON’S

� CONTACTS

� BUSINESS MODEL

� BANKING RELATIONSHIP AND PRODUCTS

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Referral

Current account

opening

(incl. collection account)

Credit lines

Support

in problem solving

ECA (ex. Hermes, Coface)

/ access to domestic

subsidies

Companies having business in the Country

Electronic Banking and/or

cash management

EU Structural funds

Companies interested in having investment/

partnership in the Country

Feasibility studies for

partnership, joint-

venture, and M&A

Issuance of bonds (down

payments/performance)

Advisory services: - legal

- fiscal

- commercial

................. to ................. to ease clientsease clients’’ approach to start approach to start production or commercial investments in the countryproduction or commercial investments in the country

CORPORATE & INVESTMENT BANKING (CIB) IN UCB SKINTERNATIONAL DESK - MISSION

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UniCredit develops special solutions that aim at helping customer clients reduce complexityreduce complexity of managing cross border business

� Cross border Account opening

� FlashPayment

� MultiCash/Europakonto

� Margin-Pooling

� EURO-Pooling

� Cross Border PLUS Credit

� PLUS Vendor Leasing

� PLUS Investment Leasing

� …

� Cross border Account opening

� FlashPayment

� MultiCash/Europakonto

� Margin-Pooling

� EURO-Pooling

� Cross Border PLUS Credit

� PLUS Vendor Leasing

� PLUS Investment Leasing

� …

Some Cross-border products

Some Cross-border products

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� One single point of entry in the respective home country for cross-border business throughout the whole network

� Standardized processes and customized solutions on the basis of uniform service standards in the whole UniCredit Group

� Carefully designed group-wide product range

� State-of-the-Art services out of one hand

� Cost savings due to efficient management of cross border activities

� Europe’s dynamic growth markets comprehensively covered

� Highly qualified teams of relationship managers in the entire region

Key advantages of integrated approach

CORPORATE & INVESTMENT BANKING (CIB) IN UCB SKINTERNATIONAL DESK – CROSS BORDER BUSINESS

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CORPORATE & INVESTMENT BANKING (CIB) IN UCB SKINTERNATIONAL DESK: EASE YOUR CROSS BORDER BUSINESS FROM YOUR OWN DESK

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CORPORATE & INVESTMENT BANKING (CIB) IN UCB SKINTERNATIONAL DESK – THERE IS MUCH MORE TO SEE

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AGENDA




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Products & Services

− Securities Clearing− Settlement− Holding Services− Global and Local

Custody

Global SecuritiesServices (GSS)

− ECA – Export Credit Agency structured finance

− Bank to bank buyer’s credit

− Supplier’s credit− Bank to corporate/

sovereign buyer’s credit− Forfeiting and Trade

receivables financing with Corporate

− Commodity Trade Finance

− Other Trade/export finance loans

Structured Trade and Export Finance (STEF)

− Cash Management for corporate clients

− Domestic Payments− International Payments− Payment Collections− SEPA Credit Transfers &

Direct Debits− Sight Deposits− Account Keeping− Cash Pooling− Card Acquiring− Electronic Banking

Products & Services− e.g. EuropeanGate

Cash Management & eBanking

Transactional Sales & Trade Services

− Products for Financial Institutions− Accounts Nostro/Vostro− Foreign Bank Financing − Clearing− Benededuct & Rebates− Co-operation

Agreements − Trade Finance Products

− Documentary Collection Import/Export

− Import Letters of Credit− Export Letters of Credit− Guarantees− Global Trade

Management (Supply Chain Finance/Trade Purchase)

− @GlobalTrade− Forfeiting and Trade

Receivables Financing with Banks

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Products & Services

− Equity Capital Markets− IPOs, Rights Issues− Capital Increases− Convertible/Exchange-

able Bonds− Equity Linked

Solutions/Private Equity− Debt Capital Markets

− Covered & Financial Bonds− Corporate Bonds− Promissory Bonds− Private Placements

− Structured Capital Markets− Asset Backed

Securitisations− Conduit Financing

− Capital Markets Solutions− Structured and Derivative

Based Financial Solutions Cross Asset Classes including Cash Flow and Yield Optimisation, etc.

Capital Markets

− M&A Execution− Buy-side Advisory− Sell-side Advisory− Fairness Opinions− Strategic Reviews

Corp. Finance Advisory (M&A)

− Syndication − Sponsor-driven

Acquisition Finance− Real Estate Finance − Shipping Finance− Project & Commodity

Finance − Corporate Loans − FI Loans

− Secondary Trading− Agency Services

LoanSyndication

Project & Commodity Finance

− Project Financing− Pre Export Financing

(PXF)− Structured Finance

Advisory− Reserve Base Lending− Bridge Loans to Project

Finance− Multisourced ECA*

Financings

* Export Credit Agencies

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AGENDA




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UNICREDIT AT A GLANCE

�Strong local roots in 22 European countries�International network in approx. 50 countries�Approx. 160,5001 employees�Approx. 9,5001 branches

International MarketsHome Markets*

1 As of 30 June 2011; Including all employees and branches of subsidiaries consolidated proportionately, such as Koç Financial Services branches2 Ranking and market shares in brackets; market shares in terms of total assets as at September 2010 Sources: Company data

Strong Positioning 3 in− Austria: #1 (15.6%)2

− Italy: #2 (13.9%)2

− Germany: #3** (3.5%)2

* UniCredit’s home markets (where UniCredit operates via own local banks): Austria, Azerbaijan, Bosnia and Herzegovina, Bulgaria, Croatia, the Czech Republic, Estonia, Germany, Hungary, Italy, Kazakhstan, Kyrgyzstan, Latvia, Lithuania, Poland, Romania, Russia, Serbia, Slovakia, Slovenia, Turkey and Ukraine

– Lithuania– Poland– Romania– Russia – Serbia – Slovakia– Slovenia– Turkey– Ukraine

– Azerbaijan– Bosnia-Herzegovina– Bulgaria – Croatia– Czech Republic – Estonia – Hungary– Kazakhstan– Kyrgyzstan– Latvia

… and in CEE overall:

International Markets– UK, France– Americas– Asia

#1 (7.0%)2

** In the German ranking only private banks are considered

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Number of Branches

2,959

2,158

1,225

2,653

1,599

1,507

3,860

Countries of presence (2)

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7

12

20

11

9

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UNICREDIT, WITH THE BEST FRANCHISE NETWORK IN CEE , BENEFITING FROM GROUP DIVERSIFICATION

* 100% of total assets for controlled companies (stake > 50%) and pro rata for non- controlled companies (stake < 50%), except for OTP and Raiffeisen International (Group reported data). 2. Including direct and indirect presence in the 25 CEE countries, excluding representative offices. 3. excluding subsidiaries in Russia, Serbia and Slovenia, except in countries of presence. 4. Data as of FY09, apart from total assets in CZ, RO, SRB, BG and AL. Excluding Rusfinance in Russia

SOURCE: UniCredit CEE Strategic Analysis

OTP

KBC

Raiffeisen

Erste

UniCredit

IntesaSP

SocGen

1H10 Data

(4)

(3)

Total Assets*EUR bn

78

83

66

66

36

41

12423

38

79

36

16

100

12

CEE, % share in Group Revenues

15

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SYSTEMICALLY IMPORTANT FINANCIAL INSTITUTION - SIFI

ONLONLYY

2929

BANKING GROUPS BANKING GROUPS WORLDWIDE WORLDWIDE

ARE ARE

SSYYSTEMSTEMICALLYICALLY IMPORTANT FINANCIAL IMPORTANT FINANCIAL INSTITUTIONSINSTITUTIONS (SIFI)(SIFI)

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We were one of the first international banking partners to enter CEE countries after the fall of the Iron Curtain. We built the leading Group in CEE and we are committed to further strong growth in the region.Today, we offer our customers a network of strong local banks forming the largest banking network in the CEE region:� 19 countries� 3,860 branches� around 72,000 employees

We believe that customer satisfaction is the winning strategy.

We use our international know-how associated to our deep local roots to offer the best service to our customers:

� State-of-the-art products and services for corporate and retail customers.

� Unique integrated service for customers with cross-border business.

� High service level

We believe in the CEE region, not only from an economic point of view

The success of our customers is in the focus

of all our activities

We are the strongest banking partner in the

CEE region

We feel at home in CEE and want to be a gateway between the countries of our network and enhance the cultural and social exchange in Europe:

� Connecting Europe -region-wide cultural projects

� Social projects - UniCredit foundation

� Sponsorship of the UEFA Champions League and related social activities

� Research and publications tofoster the knowledge of CEEcountries in Western Europe

UNICREDIT IS THE STRONGEST PARTNER IN CEE3 MAIN PILLARS

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OVERVIEW OF UNICREDIT GROUPBUSINESS MODEL

CUSTOMER CENTRICITYCUSTOMER CENTRICITY A MULTI-LOCAL APPROACHA MULTI-LOCAL APPROACH

GLOBAL PRODUCT LINESGLOBAL PRODUCT LINESGLOBAL SERVICE LINESGLOBAL SERVICE LINES

BUSINESS BUSINESS MODELMODEL

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UNICREDIT´́́́S INTERNATIONAL PLATFORMLeveraging Home Markets through Americas and Asia Pacific Networks

Americas Asia

� US HQ Global Account Management (GAM) Clients

� Subs of Home Markets Clients served in Americas

� Asia HQ Global Account Management (GAM) Clients

� Subs of Home Markets Clients served in Asia

Leveraging on selected US and Asian GAM clients in Home Markets

Reaching UniCredit’s Home Market Clients in America s and Asia

* UniCredit’s home markets (where UniCredit operates via own local banks): Austria, Azerbaijan, Bosnia and Herzegovina, Bulgaria, Croatia, the Czech Republic, Estonia, Germany, Hungary, Italy, Kazakhstan, Kyrgyzstan, Latvia, Lithuania, Poland, Romania, Russia, Serbia, Slovakia, Slovenia, Turkey and Ukraine

International Markets

Home Markets*

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CORPORATE AND INVESTMENT BANKING NETWORK ITALY

� Regional focus on 6 markets with a Corporate Banking network of 75 branches− North West: 6 branches− Lombardia: 22 branches− North East: 14 branches− North Centre: 15 branches− South Centre: 16 branches− Multinationals: 2 branches

� Access to the network of 4,195 branch offices in Italy

Data as of November 2010

Palermo

Cagliari

North WestLombardiaNorth EastNorth CentreSouth Centre

Napoli

Potenza

Catanazaro

Bari

Campobasso

L’Aquila

Roma

Perugia

FirenzeAncona

Bologna

Genova

Torino

Aosta

Milano

Trento

Verona

Venezia

Trieste

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CIB NETWORK GERMANY

Data as of July 2011* Numbers including Real Estate

� Multinational Corporates (approx. 300 client groups): Central service approach through approx. 100 colleagues located in CIB hubs Munich and London

� Regional approach with a Corporate Banking network of 21 locations: Approx. 230 relationship managers serve approx. 29,000 CIB clients throughout Germany:*− North: 3 locations, 6 branches− West: 3 locations, 3 branches− East: 3 locations, 2 branches− Rhine Main Saar: 2 locations, 2 branches− Baden-Wuerttemberg: 2 locations, 2 branches− Bavaria North: 3 locations, 3 branches− Bavaria South: 4 locations, 4 branches− Munich: 1 location, 2 branches

� Access to UniCredit Bank AG’s branch network with 617 branch offices in Germany

Düsseldorf

Kiel

Berlin

Stuttgart

Mannheim

LeipzigDüsseldorf

Köln

Dortmund

München

Augsburg

Bayreuth

Rosenheim

Würzburg

Passau

Regensburg

Ulm

Nürnberg

Frankfurt/Main

Hannover

Hamburg

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Bregenz

Innsbruck

Salzburg

Klagenfurt

LinzSt. Pölten

Graz

Mödling

Wels

Vienna

CIB NETWORK AUSTRIA

Regional centre

Local units

Vienna

� # 1 Bank in Austria with 15.3% market share on loans � Regional focus with a Corporate Banking network of 153 relationship managers serving approx.

18,000 CIB clients throughout Austria− Federal States/Regions:

− 7 regional centres (serving Austrian and international Corporates as well as Public Sector and Real Estate clients)

− 2 local units− Vienna:

− 2 regional centres (serving Austrian Corporates)− 4 central units (serving International Corporates,

Public Sector, Real Estate and Financial Institutions clients)� Access to UniCredit Bank Austria’s retail branches

network with about 300 branch offices in Austria

Data as of July 2011

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CIB NETWORK POLAND

� # 1 Bank with 17% market share on loans � 260 relationship managers in the Corporate Banking

network serving over 14,000 mid and large corporate clients:− Mid caps:

− Area Central Poland− 3 Macroregions (Mazovian, South-East,

Central-East), 12 Regional Corporate Centres− Area West Poland

− 3 Macroregions (Pomeranian, North-West, Silesian), 12 Regional Corporate Centres

− Large caps:− FMCG Goods, Consumer Goods, Integrated

Energy & Oil and Gas & Chemicals, Technology & Communication, Heavy Industry, Infrastructure, Construction, Transportation & Logistics

− Asian Clients unit− Financial Institutions and Public Sector

Data as of 25 July 2011

GdyniaGdańńńńsk

Olsztyn

Bydgoszcz

Szczecin

ZielonaGóra

Poznańńńń

Bia łłłłystok

Lublin

ŁŁŁŁódźźźź

Warszawa

Kielce

RzeszówKraków

Wroc łłłław

Opole

Katowice

Bielsko-Bia łłłła

Koszalin

Pomerania

North-West

Silesia

Central-East

Mazovia

South-East

Warsaw, Cracow

Regional Centre

Large Corporates

Public Sector

24Source: CEE Communication CoordinationFigures as of 31 December 2010; market shares as of September 2010; market shares in terms of total assets.

UNRIVALLED NETWORK IN CEE

Czech Republic�6.5% market share�83 branches

Hungary�5.3% market share�133 branches

Slovenia�6% market share�21 branches

Croatia �25% market share�136 branches

Slovakia�7.7% market share�76 branches

Bosnia�21% market share�136 branches

Serbia�7% market share�71 branches

Poland�12.8% market share�1,014 branches

Kyrgyzstan�14% market share�40 branches

#1#4

Baltics�2% market share�5 branches

#4

#5

#7

#5

#1

#1

#2 #10Russia�2% market share�106 branches

#10

Ukraine�5.3% market share�443 branches

#5

Romania�6% market share�235 branches

#7

Bulgaria�17% market share�235 branches

#1

Turkey�8.8% market share�927 branches

#4

Azerbaijan�1% market share�8 branches

n.a.

Kazakhstan�8.7% market share�115 branches

#5

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CORPORATE & INVESTMENT BANKING (CIB) IN UNICREDIT GROUPEASE YOUR CROSS BORDER BUSINESS FROM YOUR OWN DESK

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#2#2in in Slovak Slovak

CORPORATE MARKETCORPORATE MARKET

ARE WE REALLY GOOD?

Source: UniCredit Bank based on Trend Analyses

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UniCrChapter Title – Chapter Section TitleUniCredit Bank ako člen skupiny UniCredit

CORPORATE LOANSMID (EUR 5 - 50 mil.)

Market leader: TATRAGrowth leader 1: POBAUCB position: #2 ��

Concentration 2: 54.6% ��

Share within the bank non-financial corporate (rele vance of the segment)

Note: 1. growth leader among players with at least 3% market share2. Market share of TOP3 players3. Market volume – UCB estimate4. DEX, J&T, BMAIS not available5. KOBA, OBER as UCB estimate


2010(mil. EUR)

YoY(%)

Market share

Market 4 133 5,5%1. TATRA 1 000 2,2% 24,2%2. UCB 831 20,8% 20,1%3. CSOB 447 -6,0% 10,8%4. VUB 377 -4,0% 9,1%5. SLSP 376 3,9% 9,1%6. POBA 294 119,6% 7,1%7. VOBA 169 -16,0% 4,1%8. OTP 159 -21,3% 3,9%9. KOBA 45 -21,7% 1,1%

10. PRIVAT 44 140,6% 1,1%11. OBER 23 118,2% 0,5%

SZRB 53 0,4% 1,3%

VUB SLSP VOBA OTP KOBA UCBTATRACSOB PRIVAT

MARKET

15% 20% 25% 30% 35% 40%

8.OTP

9.KOBA

7.VOBA

5.SLSP

4.VUB

3.CSOB

2.UCB

1.TATRA

-30%

-20%

-10%

0%

10%

20%

30%

0 200 400 600 800 1 000 1 200

Volume (mil. EUR)

YoY

gro

wth

(%

)

avg

6.POBA(+120% yoy, 294 mil. EUR)

10.PRIVAT(+141% yoy, 44 mil. EUR)

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#2#2GROWTH IN CORPORATE GROWTH IN CORPORATE

LOANS MARKETLOANS MARKET in Slovakiain Slovakia

ARE WE REALLY GOOD?


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ARE WE REALLY GOOD?

4242 %%Our Our PORTFOLIO PORTFOLIO

of INTERNATIONAL CLIENTS of INTERNATIONAL CLIENTS in SLOVAKIAin SLOVAKIA

Source: UniCredit Bank

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ARE WE REALLY GOOD?

More than 14,000 clients from all over the world took part in the 2011 Euromoney Cash Management poll. This year thanks to the joint effort between GTB and the relationship managers in all countries we are present in UniCredit could manage to improve our position compared to last year.

UniCredit is the Best Cash Management house in five countries: Austria, Bosnia Herzegovina, Croatia, Poland and Serbia. Also notic eable is that in Germany, Czech Republic, Slovakia and Kazakhstan, UniCredit was ra nked #2. In Italy, Hungary and Romania we achieved the 3 rd place. This means that we are among the TOP 3 in almost all countries we are present in!Also at regional level UniCredit did very well being placed #2 for Central and Eastern Europe.With position #7 for Western Europe and #7 in the global ranking we are among the 10 best cash management houses of the world!Commenting on the ranking UniCredit's head of Global Transaction Banking, Marco Bolgiani, said: “We are proud to be ranked by our clients as one of the most efficient Cash Management service providers. Cash Management is very important as it is often the anchor product for a client relationship. Having convinced our customers about our competence and know-how in transaction services opens then new opportunities to do further business."

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�Best Project Finance House in CEE�Best Equity House in Poland�Best Equity House in Turkey

�Best M&A House in CEE�Best Sovereign Borrower Slovakia (UniCredit Joint Bookrunner)

�Best Project Finance House in CEE�Pulkovo Airport – European Airport Deal of the Year 2010�Nord Stream Phase 2 – European Gas Deal of the Year 2010�Nord Stream Phase 1 – European Gas Deal of the Year 2010

�Best Arranger of CEE Loans, excl. Russia

�Best Bank for Cash Management, Liquidity Management and Payments & Collection in CEE 2011�Best Trade Finance Provider in Poland, Austria, Ukraine and in CEE 2011�Best Supply Chain Finance Provider in CEE 2011�Best Sub-Custodian Bank in Austria, Croatia, Hungary and in CEE in 2011

�Best Cash Management House in Austria, Bulgaria, Croatia, Slovakia, #3 in Poland, Hungary 2010�Best Relationship Management in Trade Finance 2011

ARE WE REALLY GOOD?

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KEY MESSAGEKEY MESSAGE

� SLOVAKIA IS A REWARDING COUNTRY� Sound Macroeconomic Environment� Strong Micro-foundations of the Economy

� OUR BUSINESS MODEL IS DESIGNED TO� Bring value to our customers� Create a long-term relationship

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CORPORATE & INVESTMENT BANKING (CIB) IN UCB SKINTERNATIONAL DESK - LOCAL CONTACTS OF UniCredit Bank Slovakia a. s.

A Member of UniCredit Group

Fabio BiniHead of International Desk

UniCredit Bank SlovakiaSancova 1/A813 33 Bratislava

e-mail: [email protected]

Tel.: 00421 2 4950 2373

Fax: 00421 2 4950 3257




Tel.: 00421 2 4950 2302

Fax: 00421 2 4950 3257




Tel.: 00421 2 4950 4004

Fax: 00421 2 4950 3257

Katarina KrajnakovaRelationship manager International Desk

Katarina HajnikovaRelationship manager International Desk




Tel.: 00421 2 4950 2073

Fax: 00421 2 4950 3257

Jana AsaroAccount Officer International Desk

International ID Staff is speaking Italian, English, German, French, Spanish and Russian

Fabio Bini, Head of International Desk

Bratislava, Austria Trend Hotel - 23rd November 2011

Foreign Investors Conference

THE SUPPORT OF UNICREDIT GROUP IN DOING BUSINESS

fabio bini: foreign investors conference 23rd november

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