1 / 17

What do our customers want? - their top 3 needs are

What do our customers want? - their top 3 needs are. CB to focus on: Wall St to Main St Cross sell products from the Personal businesses into our customer base: Corporate portal to lower cost to serve. Corporate Banking. Institutional Banking. ‘ Balance Sheet’ on reasonable terms

mave
Télécharger la présentation

What do our customers want? - their top 3 needs are

An Image/Link below is provided (as is) to download presentation Download Policy: Content on the Website is provided to you AS IS for your information and personal use and may not be sold / licensed / shared on other websites without getting consent from its author. Content is provided to you AS IS for your information and personal use only. Download presentation by click this link. While downloading, if for some reason you are not able to download a presentation, the publisher may have deleted the file from their server. During download, if you can't get a presentation, the file might be deleted by the publisher.

E N D

Presentation Transcript

  1. What do our customers want? - their top 3 needs are CB to focus on: • Wall St to Main St • Cross sell products from the Personal businesses into our customer base: • Corporate portal to lower cost to serve Corporate Banking Institutional Banking • ‘Balance Sheet’ on reasonable terms • Partner & trusted advisor • Smart products / customised solutions • Industry Knowledge • Creative ideas and solutions • High quality service proposition • IB’s focus will be: • Leverage the success of Industry Specialisation to our institutional customers • Client servicing • Corporate Portal – helps customers streamline operations

  2. Transaction details Customer profitability Product & pricing details Management Analysis Reporting System Product profitability Risk profile “What if” scenarios Relationship expense Risk based pricing Share of overheads …supported by world class customer value management systems like MARS Key Inputs Key Outputs

  3. Summary • The pre-eminent domestic corporate banking franchise • Our cross sell focus is embedded in the sales network, driven to growing non-balance sheet product solutions for customers • Optimising overall customer value is driving new revenue opportunities • The business will continue to build industry specialisation • Goals • Double digit earnings growth • Continue growth and diversification of customer revenue mix • Maintain customer satisfaction ratings • Performing loans remain at 99% of total book

  4. Global Capital Markets David Hornery Global Head of Capital Markets Australia and New Zealand Banking Group Limited 20 July 2001

  5. Leveraging capabilities for high growth segments • What do we do? • Financial performance • Low risk profile • Realising our growth opportunities • Goals for Global Capital Markets

  6. Capital Markets means different things to different people • Derivatives trading and sales, interest rate & equity • Credit: • Underwriting • Trading and sales activities • Short and long dated securities • Government and non-government credit derivatives • Primary Markets activities: • Securitisation • Syndication • Origination

  7. We are delivering strong performance $m Operating Income Profit After Tax $m 18% Growth 50% Growth Mar-01 Sep-00 Mar-01 Mar-00 Sep-00 Mar-00 % FTE Cost Income Mar-01 Mar-01 Sep-00 Mar-00 Sep-00 Mar-00

  8. …generated from a broad-based mix of products and clients... 1996 Portfolio 2001 Portfolio

  9. 6 5 4 3 Daily VaR 2 1 0 …while adopting a low risk profile Daily Value at Risk Trends US$m Limit US$5.2m Avg use US$1.9m Source: Group Market Risk Dec 99 Mar 01 • Market Risk • Risk managed under global books • Market Risk (VaR) limits and usage unchanged • Credit Risk • Risk limits unchanged • The majority is MTM on Derivatives books • Residual is typically Investment Grade Securities Inventory • Netting and collateral management are important initiatives

  10. We are a leader in Capital Markets League Tables • #1 Interest Rate Products in Australia 2001 (Asia Risk) • #2 Bank Australian Equity Derivative Product (Asia Risk) • Runner Up Debt House of the Year (INSTO) • #1 Commercial Paper Australia (Asia Money) • Lead & Arranger Debt Issuer of the Year (INSTO) • Arranger & Lead Mgr Securitisation Deal of the Year (INSTO) • #1 Lead Arranger Australian Syndicated Loans (IFR) • #2 Lead Arranger New Zealand Syndicated Loans (IFR) • Lead Arranger Project Deal of the Year 1999 & 2000 (INSTO) • #1 Issuer Put Warrants, #3 Overall Equity Warrants (ASX turnover statistics)

  11. Our future growth lies with complex, high margin products... • Securitisation • Credit & Equity Derivatives • Complex Hybrids • Advice & Structured Solutions High IP, complex, higher margin fee-based business Margin & skill game • Interest Rate Derivatives • Long-Dated Aust & NZ Credit Product • Syndication, Securities, Origination Strong & sustainable market positions • Cash, Short-Dated Securities, FRAs • AusMarkets.com • ANZ Futures • ANZ Mees Pierson • Clearing Services Commoditised, cost & volume-driven economics Volume & cost game Sell Exit e-enable

  12. …such as securitisation... • Principal finance/structured • investment vehicles • Corporate bonds/loans • CBO/CLO/CLN • Project finance CLO • Margin loans • Commercial loans • Insurance premium loans • Consumer loans • Future flows • Credit cards • Trade receivables • Auto loans & inventory leases • Big ticket leasing (eg aircraft) • Equipment loans/leases • CMBS/credit lease • Sub-prime mortgages • Residential mortgages Increasing complexity Track Record • Securitisation Deal of the Year - Kingfisher 2000-1D (Insto Magazine) • 1st Non-Credit Lease CMBS • 1st & Only Term Trade Receivables Transaction • 1st & Only Private Label Credit Card Transaction • 1st Consumer Loans Transaction • 1st & Only IPF Funding Loans • Global 1st & Only Asset-Backed A-3 CP Program (almost 100% market share in A-2 & A-3)

  13. CREATE DISTRIBUTE Listed equity warrants PROTECT Second generation derivatives Leadership in structured wealth product Full product toolbox …and equity derivatives Full suite of structured/customised High net worth product Growth Cycle Corporate Investment & Stock Option Management Structured Investment Investor Services • Higher complexity • Increased value • Greater franchise leverage Trading Business Basic Core Competencies (people, risk, systems, reputation)

  14. Our areas of strong & sustainable competitive advantage are the Australian & New Zealand Credit & Derivative product suite Our growth will come from: e-enabling, selling or exiting those businesses subject to commoditisation and scale economics Growing our core businesses at 10%-15% compound, consolidating our top 3 status A clear focus on select, high growth, high IP businesses, in which we have already built a strong pipeline Summary • Goals • 15% + earnings growth • Global leadership in Australian and NZ credit & derivative products

  15. ANZ Corporate is a growth business • Strongly positioned: • 30%+ of earnings come from outside Australia • The leading corporate bank – top ranked in the eyes of customers • Excellent financial performance • Platforms for growth • Each business has strong growth potential • Leading edge intellectual capital to drive fee income • On track to double profit by 2004

  16. The material in this presentation is general background information about the Bank’s activities current at the date of the presentation. It is information given in summary form and does not purport to be complete. It is not intended to be relied upon as advice to investors or potential investors and does not take into account the investment objectives, financial situation or needs of any particular investor. These should be considered, with or without professional advice when deciding if an investment is appropriate. For further information visit www.anz.com or contact Philip Gentry Head of Investor Relations ph: (613) 9273 4185 fax: (613) 9273 4091 e-mail: gentryp@anz.com

  17. Copy of presentation available on www.anz.com

More Related