ING Wholesale Banking
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ING Wholesale Banking ING Group Investor Day 2016 William Connelly, Head of Wholesale Banking, Member of Management Board Banking Amsterdam • 3 October 2016 Key messages • ING Wholesale Banking has a clear strategic roadmap and is delivering on its priorities • We are a leading European wholesale bank generating strong results • We have increased efficiency and reduced complexity through our Target Operating Model (TOM) • We have successfully grown the business while maintaining a prudent risk profile • Lending growth supports diversification and sustainability • ING WB is committed to servicing our global client base and achieving sustainable returns 2 ING Wholesale Banking is delivering on all priorities and targets From Good to Better – March 2014 Today • Lay foundation for further growth • Target Operating Model rolled out globally across the network Transformation • Introduced InsideBusiness, our full service integrated portal Programme • Global services and operating hubs started in Manila and Bratislava (WB TOM) • IT system complexity reduced (~450 systems decommissioned) • Cost savings targets realised consistently • Achieve core lending growth • Diversified asset growth at 13% CAGR from 2013 to 1H16 > 5% CAGR by 2017 • Centres of excellence established in Germany and Belgium Growth across • To support balance sheet optimisation • Successfully launched Working Capital Solutions to EUR 7 bln the network • While maintaining risk discipline • Sustainable Transitions Financed increased to EUR 28 bln • Risk costs reduced to 32 bps of RWA in 1H16 • Mitigate RWA impact on FM • Successfully mitigated Basel 2.5/3 impact on FM RWA (EUR 23 bln) Active Balance • Portfolio review • Non-core assets fully run-off Sheet Management 3 We continue to produce strong commercial and financial results Cost income ratio Income (in EUR bln) Expenses (in EUR bln) (in %, excl. CVA/DVA) CAGR +4.1% CAGR +1.6% 47.0 47.5 5.6 2.6 45.3 45.9 44.8 4.9 5.3 4.9 2.4 2.4 2.4 2.8 1.3 2012 2013 2014 2015 1H16 2012 2013 2014 2015 1H16 2012 2013 2014 2015 1H16 Risk costs Result before tax Return on equity* (in EUR bln and bps of RWA) (in EUR bln) (in %, excl. CVA/DVA) 71 68 CAGR +18.0% 2.5 12.5 37 2.1 2.0 10.9 11.2 11.9 11.7 1.0 33 32 0.9 1.5 1.3 0.5 0.5 0.2 2012 2013 2014 2015 1H16 2012 2013 2014 2015 1H16 2012 2013 2014 2015 1H16 * ROE based on 10% of average RWA 4 We are a leading European wholesale bank with global reach Wholesale Banking result before tax ING Bank result before tax 1H16* 1H16** Wholesale Banking Wholesale Banking 1% • We are a primary relationship EUR 1,282 mln 20% driven European bank with global 44% NL reach EUR Belux 6% • Our clients are premier 39% 1,282 Germany international and domestic blue mln EUR Other C&G chip corporates, as well as 3,323 12% WB RoW multinationals and leading mln Other financial institutions 61% 17% • We facilitate our clients’ business 8% through our international network 9% across Europe, Asia and the Retail Banking Americas EUR 2,041 mln EUR • We serve our clients in sectors 1,282 where we have proven expertise 20% mln through our global franchises in 63% Industry Lending and General Lending Industry Lending General Lending & Transaction Services • We support our clients’ flow Wholesale Banking Financial Markets ** business through comprehensive Retail Banking Bank Treasury & Other offerings in Transaction Services * ING Bank result before tax excluding Corporate Line (-/- EUR 128 mln) and Financial Markets ** Including CVA/DVA 5 We service primary relationships in over 40 countries 32% 44% UK 24% 8% 14% Americas Asia 38% Market 49% 25% 29% 61% 63% Leaders 16% 22% 13% Challengers European 41% & Growth 50% Network Markets 28% 43% Local revenue Incoming revenue Outgoing revenue Local revenues are revenues from local companies and institutions, booked locally; Incoming revenues are revenues from non-local companies and institutions, serviced locally and booked locally; Outgoing revenues are revenues from local companies and institutions, serviced non-locally and booked non-locally 6 WB TOM improves the client experience and increases efficiency Wholesale Banking Target Operating Model (WB TOM) Cumulative gross cost savings and targets (in EUR mln) • We digitalise the Wholesale Banking offering for our clients 350 375 405 415 415 203 260 20 50 60 60 through InsideBusiness across geographies and franchises 138 10 315 340 355 355 355 355 • Global services and operating hubs provide services directly 138 185 260 to our clients across geographies -70 • Target technology rollouts are progressing across Lending, 2013 2014 2015 2016 2017 2018 2019 2020 2021 Transaction Services and Financial Markets New announced restructuring provision New announced WB TOM extension target • We will continue to further drive simplification, business Initial WB TOM target growth and innovation via extension of the programme Realised Multi-Country Multi-Product Cost income ratio Wholesale Banking in 1H16 (in %) International reach, multiple Online client interactions in languages and support an integrated platform 87% 83% 76% 72% 61% 57% 45% 34% Credit Deutsche BNPP SocGen Barclays Uni- ING Santander Multi-Device Suisse Credit Platform accessible via Web and App * Source: company financial disclosures 7 Lending growth supports diversification and sustainability Wholesale Banking lending growth… …supports diversification… Customer lending (in EUR bln) WB Customer lending growth by region since end-2013 160 CAGR ~ +5% 2% 4% 12 10% Netherlands 117 CAGR +13% 10 25% Belux 33 163 Challengers 26 EUR Growth Markets 106 43 bln Asia 72 Americas 15% 37% Other 2013 1H16 Indicative 2020 7% Industry Lending General Lending Transaction Services Run-off and Other …and sustainability Wholesale Banking risk costs in bps of average RWA Sustainable transitions financed 71 68 40-45 bps of RWA 2015 EUR 23.8 bln through the cycle 1H16 EUR 27.8 bln 37 33 32 Ambition 2020 > EUR 35 bln 2012 2013 2014 2015 1H16 8 FM aims to deliver sustainable returns and strong ROE Income (in EUR mln) and ROE (in %) • Financial Markets income holds up well in difficult markets Excl. CVA/DVA • Focus on increasing client penetration through global account management 12.1% • Cost reduction programmes are accelerated through product simplification 10.3% 6.8% • eCommerce is developed to improve the client experience and reduce costs 7.3% 6.7% 1,339 1,292 1,218 1,244 • We will adapt to market conditions and the changing regulatory environment 624 2012 2013 2014 2015 1H16 FM Income FM RoE Room for cross-sell growth in Case study FM restructuring to offset the Basel 2.5 / 3 impact Corporates segment* • Potential RWA growth was FM RWA (in EUR bln) substantially mitigated through 19% proactive management actions +93% 23 68% FM • Operations in Mexico restructured +13% 4 Cross-sell and product portfolio streamlined on WB 81% Clients • Balance sheet steering via product 30 30 32% repricing • Counterparty clearing and exposure 2012 2015 Corporates Financial Institutions management centralised Basel 2 Basel 2.5 and 3 Estimated impact * Data analysis 2014: cross-sell in Financial Institutions segment is high with 81% of FI clients generating FM income 9 Isabel Fernandez has joined ING on 1 September 2016 as MBB member and will become Head of WB as of 1 November Isabel Fernandez, Member Management Board Banking • Isabel joined ING from General Electric where she most recently was Global Commercial Leader and Head of Sales for the company, functionally responsible for GE’s 20,000+ global sales force • Prior to that role, Isabel spent 15 years at GE Capital, most notably as Global Chief Commercial Officer, as CEO of Bank Loans, Chief Commercial Officer of EMEA and CEO of European Telecom, Media & Technology • Before joining GE, Isabel worked in banking, in roles in the area of Leveraged lending, Project Finance, Global relationship management. • Isabel holds a Master of Law from Leiden University, the Netherlands 10 Appendix ING WB lending credit outstandings are well diversified by product ING Bank* Retail Banking* Wholesale Banking* 6% 8% 1% 13% 31% 13% 35% EUR 3% EUR EUR 43% 617 403 214 bln 65% bln bln 16% 22% 10% 12% 9% 13% Retail Banking Mortgages Netherlands Structured Finance Wholesale Banking Other lending Netherlands Real Estate Finance Mortgages Belgium General Lending Other lending Belgium Transaction Services Mortgages Germany FM, Bank Treasury & Other Other lending Germany General Lease run-off Mortgages Other C&GM Other lending Other C&GM • ING Bank has a well-diversified and collateralised loan book with a strong focus on own-originated mortgages • 65% of the portfolio is retail-based * 30 June 2016 lending and money market credit risk outstanding, including guarantees and letters of credit, but excluding undrawn committed exposures (off-balance sheet positions) 12 ING WB lending credit outstandings are well diversified by geography and sector Loan portfolio is well diversified across geographies… …and sectors Lending Credit O/S Wholesale Banking (2Q16)* Lending Credit O/S Wholesale Banking (2Q16)* 1% NL 13% 3% Builders & Contractors 19% Belux 12% 6% Germany Central Banks 8% 5% 9% EUR Other Challengers Commercial Banks 3% 214 3% Growth Markets 10% EUR 7% Non-Bank Financial Institutions UK 214 Food, Beverages & Personal Care bln 4% 14% 12% European network (EEA**) 4% bln General Industries 5% European network (non-EEA) Natural Resources Oil & Gas 3% 8% North America 15% 9% 7% 14% Natural Resources Other**** Rest of Americas 6% Asia Real Estate Africa Services Transportation &