UBIWorld 05_Laura...Source: GSP Unity, dati aggiornati al 28.02.2014. Esclusi rating: ND, Not Rated, Incaglio, Sofferenza, Ristrutturati e PD180 Estimate Average gross margin 2014

Laura Tanno

UBIWorld

2 2

INTERNATIONALIZATION: INTERNATIONALIZATION:

a way of surviving or a strategic optiona way of surviving or a strategic option??

A big A big opportunityopportunity forfor Italy, Italy, ItalianItalian companiescompanies

and UBIand UBI

3 3

GDP preview in the main high potential markets

Source: Comitato Leonardo, ICE, Prometeia 2013

GDP 2012

Estimated GDP 2020

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

Internationalization: a great opportunity

4 4


1.343.000

TOTAL ITALIAN

COMPANIES

(PRODUCTIVE &

SERVICES)

206.000

ITALIAN

COMPANIES

OPERATING IN

FOREIGN MARKETS

1.137.000

ITALIAN

COMPANIES NOT

OPERATING IN

FOREIGN MARKETS

70.000

ITALIAN

COMPANIES

INTERESTED IN

FOREIGN

MARKETS

1.067.000

ITALIAN

COMPANIES NOT

INTERESTED IN

FOREIGN

MARKETS

35.000

ITALIAN

COMPANIES

WHICH

REPRESENT

80% OF TOTAL

EXPORT

171.000

ITALIAN

COMPANIES

WHICH

REPRESENT

20% OF TOTAL

EXPORT

85%

15%

94% 6%

83% 17%

5 5

Nord East

121.929

(+2,4)%

Nord West

156.457 (+0,6%)

Center

64.121 (-0,7%)

South

25.971 (-4,1%)

Islands

16.540 (-15,0)

Source: ISTAT

2013/2012

milioni di euro % variazioni %

Piemonte 41.379 10,6 3,8

Liguria 6.420 1,6 -6,2

Lombardia 108.084 27,7 -0,1

Veneto 52.606 13,5 2,8

Friuli-Venezia Giulia 11.402 2,9 -0,6

Emilia-Romagna 50.788 13,0 2,6

Toscana 31.235 8,0 -3,6

Marche 11.613 3,0 12,3

Lazio 17.667 4,5 -1,6

Campania 9.588 2,5 1,8

Puglia 7.947 2,0 -10,4

Totale regioni più significative 348.730 89,4 -0,1

ITALIA 389.854 100,0 -0,1

Regioni più significative

per il Gruppo UBI Banca

2013


Most Important italian

regions for UBI Group

6 6


7 7

“ “

“ “ ClientsClients operatingoperating in in foreignforeign marketsmarkets

are are betterbetter thanthan thosethose concentratedconcentrated onlyonly

on the on the domesticdomestic market!”market!”

IS IT TRUE?IS IT TRUE?

8 8

Rating

UBI Corporate clients (updated at february 2014)

Rating

N° Clients % clients

Rating

Low Rating 2.370 44%

medium Rating 2.395 45%

High Rating 599 11%

Total 5.364

N° Clients % clients

Rating

Low Rating 5.203 32%

medium Rating 7.201 45%

High Rating 3.619 23%

Total 16.023

Clients operating in foreign markets Clients NOT operating in foreign markets

9 9

Margini

Profitability

Profitability

Corporate clients (updated at february 2014)

Estimate

Average

gross

margin

2014

Eur 21.700

Of which

Euro 5.500 domestic

gross margin

Source: GSP Unity, dati aggiornati al 28.02.2014. Esclusi rating: ND, Not Rated, Incaglio, Sofferenza, Ristrutturati e PD180

Estimate

Average

gross

margin

2014

Eur 48.900

N° Clients Gross Margin

Rating

Low Rating 2.370 5.123

medium Rating 2.395 10.805

High Rating 599 9.554

Total 5.364 8154

Clients operating in foreign markets Clients NOT operating in foreign markets

10 10

WhatWhat do do italianitalian companiescompanies do in do in

orderorder toto go go internationalinternational? ?

VeryVery oftenoften the the processprocess theythey followfollow isis

notnot structuredstructured and and plannedplanned …………

11 11

Confindustria Verona and

Banca Popolare Vicenza

organise the third

“Internationalization event”

Made in Italy:

Agreement between

ConfCommercio and

Ministero dello Sviluppo

Economico

International events

Advisory firms

Seminars on

internationalization

and fiscal aspects

Chambers of

Commerce

Trade Association

The Made in Italy

in the world

12 12

supportingsupporting ItalianItalian companiescompanies in the in the

foreignforeign marketsmarkets …..…..

13 13

Internationalization process: Italian companies and the Bank

Purposes

Increase the loyalty of

its clients

Increase the number

of clients operating in

foreign markets

Supporting the


process of its clients

Increase volumes and

revenues of

International Area

Reduction of risks

with clients

Purposes

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

Main Problems

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

Italian Companies The Bank

14 14

• Economic risks

• Financial risks

• Political risks

• Corporate risks

Main

Advantages

Main

Risks

• Increase of revenues and profits

• Diversification of risks

• Possibility of acceding to new ideas and experiences

• Increase of competitiveness in the domestic market

Internationalization process

Export Plan

• Background: company’s history, purposes and products

• Analysis of different foreign markets

• Business plan

• Evaluation of alternative paths

• Check of results

15 15

UBIBancaUBIBanca wantswants toto bebe the right the right

partner partner forfor italianitalian companiescompanies whowho

approachapproach foreignforeign marketsmarkets

16 16

GoToWorld is the service offered by UBIBanca for supporting italian companies

in the internationalization process

17 17

De

sc

rip

tio

n

Ph

as

es

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.

Progetto

3

Operative plan for the


process including

analysis of the costs,

resources, timing,

activities to be

implemented

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


project

1

Prospettiva

2

Report containing an

analysis of the main

potential foreign

markets for the

company and a

proposal of a single

foreign market in

which the


process can be

launched

18 18

COMPANY PRODUCTS/SERVICES INTERNATIONALISATION

PROJECT

Check Up Progetto Prospettiva 3 2 1

GOTOWORLD Check-up

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

PREVIOUS

INTERNATIONAL

EXPERIENCES

Total Ratio

32,25%

• < 30%: the company needs to

implement its strategic plans in order

to increase its competitive capability.

• 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

19 19

Check Up 1

GOTOWORLD Prospettiva

Progetto Prospettiva 3 2

Analysis of wordwide importing countries for all the commercialized products of the

company

20 20

Check Up 1



Analysis for each product: % of wordwide import for each of the commercialized

products of the company

21 21

Check Up 1



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

22 22

Check Up 1



List of products

List of the main

importing

countries for

each product

23 23

Check Up 1

GOTOWORLD Progetto


GANNT

CHART

GANNT Chart: very useful for the company in order to correctly plan each phase of the

process

24 24

Check Up 1

GOTOWORLD Progetto


DETAILED BUDGET

25 25

WhichWhich are the are the mainmain

productsproducts and and servicesservices

providedprovided byby UBIBancaUBIBanca

toto itsits clientsclients??

26 26

Servizi

Transazionali

63 BANKING

SERVICES

26 NON

BANKING

SERVICES

Loans/advance

Trade Finance

Financial

Services

Bank Transfer/ checks

Cash Management

Exchange/ Derivative on exchange

Securities

Operational

Services

Protection from risks (country risk, counterparty risk,

exchange/rate risk

Training

Advisory

services

Professional Services: Legal / fiscal/corporate support , market

researches

Operations services : logistic, accounting, translations

Human Resources services : recruiting

“UBI World”: mapping of products and services

Advisory

services

27 27

CURRENT PRODUCTS OFFERED BY UBI CURRENT PRODUCTS OFFERED BY UBI

67%

UBI and its main competitors

% of coverage of the market

28 28

Offerta

(Gamma Prodotti

e servizi) Processo

Commerciale

UBIWorld

29 29

Pianificazione

Ingresso

Crescita

Internationalization

Phases Quality Geographical

coverage

1 2 3

“UBI World”: guidelines

https://www.google.it/url?q=http://kobridgeconsulting.com/portfolio-item/training-iso-9001/&sa=U&ei=4OBHU-HlEofx4gSe2YC4Cg&ved=0CDIQ9QEwAjgo&usg=AFQjCNGSssaDk3o_H1UGJ__zdvtGd3Um-g

30 30

Planning Planning Entrance Entrance Maintenance Maintenance Development Development Exit Exit

BANKING

SERVICES

Current Accounts (Euro or currency)

Documentary Credit

Advances, and export / import financings

Securities and exchanges

Collection and payments

Cover from exchange risks

International Factoring

Import financing (Euro/currency) and loans for internationalisation

Cash management /Cash Pooling

NON

BANKING

SERVICES

Market analysis

Research of commercial counterparties

Support on legal/ fiscal/ corporate issues

Accounting/ logistics / IT

Recruiting and education

Support to missions

Internationalisation

phases Quality Geographical coverage

1 2 3


31 31

UR Hong Kong

A. Croci

UR Shanghai

LuBo

UR Mumbai

R. Balsari

UR San Paolo

I. Guerrerio

UR Mosca

F. Pelazzo

BC Vienna

A. Stockert




1 2 3

32 32

MEDIO ORIENTE

SUD AMERICA

NORD AMERICA EUROPA

AFRICA

CIS

INDIA

AUSTRALIA

ESTREMO ORIENTE

7

18

7

4

18

1

29

33

53



1 2 3


33 33

UBI Banca has partnership with qualified

counterparties which provide high quality and certified

services

NON BANKING

SERVICES

BANKING

SERVICES

Investments in R&D in order to join high quality

standards for the market



1 2 3


https://www.google.it/url?q=http://kobridgeconsulting.com/portfolio-item/training-iso-9001/&sa=U&ei=4OBHU-HlEofx4gSe2YC4Cg&ved=0CDIQ9QEwAjgo&usg=AFQjCNGSssaDk3o_H1UGJ__zdvtGd3Um-g

UBIWorld 05_Laura...Source: GSP Unity, dati aggiornati al 28.02.2014. Esclusi rating: ND, Not Rated, Incaglio, Sofferenza, Ristrutturati e PD180 Estimate Average gross margin 2014

Documents