2017 Annual Results

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2017 Annual Results Investor presentation May 2019 Van Lanschot Kempen at a glance Profile Solid performance on all key financials • Well capitalised, profitable wealth manager with a strong 2018 2017 specialist position in the market • Net result €80.3m €94.9m • Strong brand names, reliable reputation, rich history • Underlying net result €103.0m € 112.3m • Clear choice for wealth management, targeting private, • CET 1 ratio, fully loaded 21.4% 20.3% institutional and corporate clients • Total capital ratio, fully loaded 23.5% 22.1% • Tailored, personal and professional service • Funding ratio 106.2% 100 .5% • Mutually reinforcing core activities, each with its own distinct culture and positioning as a niche player • Client assets €81.2bn €83.6bn • Strong track record in transformation processes and de-risking • AuM €67.0bn €69.0bn of the company • Loan book • Strong capital position and balance sheet €8.6bn €9.1bn Our wealth management strategy 2023 financial targets Supported by our strong client relationships we want to be a leading player in our relevant markets and geographies 2018 Target 2023 • Common Equity Tier 1 ratio 21.4% 15 - 17% Our strategic pillars: • Return on CET1 9.8% 10 - 12% • Accelerate growth – organically and inorganically • Activate our full potential • Efficiency ratio 79.4% 70 - 72% • Advance through digitalisation and advanced analytics • Dividend pay-out 61.1% 50 - 70%* • Adapt the workforce *Of underlying net result attributable to shareholders 2 Highlights trading update Q1 2019 • Net result significantly up on first quarter 2018 on the back of book profits from sale of stake in AIO II (Medsen) and that in VLC & Partners Results • First-quarter results excl. these book profits are in line with year-earlier figures • Positive price movements push client assets up by 6% to €86.0bn and AuM by 7% to €71.8bn • Total net outflow of €0.3bn, most of which was at Asset Management Client assets • Private Banking and Evi clients showed some reluctance to invest due to the adverse stock market climate in the fourth quarter 2018 and a number of clients took profits • Further optimised capital base through successful placement of €100m additional Tier 1 bond • Capital Fully loaded CET1 ratio (excl. retained earnings) stands at 22.6% • The higher CET1 ratio is partly the result of one-off factors 3 Van Lanschot Kempen is a specialist, independent wealth manager Van Lanschot Kempen’s rich history reaches back over 280 years Acquisition Staalbankiers’ private banking activities Strategic review Successful placement secondary offering of 30% stake Launch of Capital return Van Lanschot Acquisition Evi van Strategy 2020 of €1.50 per Switzerland CenE Bankiers Lanschot update share 1737 1991 1995 1999 2004 2007 2013 2015 2016 2017 2018 2019 Cornelis van Van Lanschot Van Lanschot Acquisition Acquisition Sale of portfolio Next steps wealth Lanschot founds Belgium listed on Kempen & Co UBS’ Dutch wealth non-performing management Van Lanschot in Amsterdam stock management real estate loans strategy defined ‘s-Hertogenbosch exchange activities and financial Acquisition targets set for fiduciary activities New name: 2023 of MN UK Capital return of €1 per share to shareholders 5 Our transformation to a specialised wealth manager since 2013 Client assets and AuM (€bn) Risk-weighted assets (€bn) Commissions as % of operating income (€m) 81.2 58.7% 10.5 +17.5pps +55% 14.2 -56% 52.3 6.1 41.3% 11.4 4.6 67.0 4.1 40.9 4.4 0.5 2012 2018 2012 2018 2012 2018 AuM Savings and other Private Bankingbanking and other Corporate Banking 100% = 525.3 100% = 499.2 Common Equity Tier 1 ratio Underlying net result (€m) Return on Common Equity Tier 1 21.4% 9.8% +10.4pps 103.0 +22.5pps 11.0% +91.9 9.8% 11.1 -12.7% 2012 2018 2012 2018 58.7%2012 2018 6 As a wealth manager Van Lanschot Kempen builds on the experience of its core activities • Private Banking • Online wealth • Asset management • Merchant Banking • Discretionary asset management services for • Comprehensive fiduciary • Equities research and management, investment the mass affluent and wealth management trading, corporate advice, financial planning, millennials services • finance and debt advisory savings and deposits, • Online wealth Niche investment strategies (high div. services structured products and management solutions, equities, small-caps, real • Focus on European lending discretionary asset estate, credits, corporates and worldwide • Servicing entrepreneurs, management, savings and infrastructure, government institutional clients; family businesses, high net- pension solutions bonds, etc.) sectors covered are real worth individuals, business • Focus on European clients; estate, life sciences, professionals and institutional, wholesale financial institutions & executives, healthcare distribution, family offices fintech, infrastructure, and endowments professionals, foundations maritime & offshore, and and associations the Benelux region • • AuM: €21.3bn AuM client base c. 16,000 • AuM: €55.5bn*, AuMG: • Savings and deposits: • AuM: €0.9bn €3.4bn €8.3bn, loans: €7.6bn • Savings: €0.5bn • Offices in NL, BE and CH • Focus on NL and BE • Offices in NL, UK, FR • Offices in NL, BE, UK, US * As of 31 December 2018, including €10.7bn of AuM managed for Van Lanschot Private Banking and Evi 7 We want to be a leading wealth manager in our markets • Continue our Well-capitalised, profitable wealth manager with a strong position in the market • wealth Knowledge and experience, personal, client-focused approach, unique combination of activities management and track record set us apart from the competition, while offering growth opportunities strategy • A leading wealth manager in the Benelux region Leading player in • A prominent, active investment manager that delivers alpha in illiquidity, income and ESG in our relevant Europe markets • The leading fiduciary manager in the Netherlands, challenger in UK fiduciary market • The preferred trusted adviser in selected niches in merchant banking across Europe • The number one online wealth management alternative for the mass affluent in selected markets From responsible • Conviction-based, active investor, focusing on the long term • to sustainable We can achieve the most significant social and environmental impact via our clients’ assets and investing we aim to increase our positive contribution and visibility 2023 financial • CET 1 ratio: 15-17% • targets RoCET 1: 10-12% • Dividend policy: 50-70% of underlying net result attributable to shareholders • Efficiency ratio: 70-72%, adjusted to reflect both our profile as a wealth manager and the economic environment in which we operate 8 We have defined four strategic pillars that enable us to deliver on our promises • Pursue a solutions-led • Create solutions based on approach building on client Accelerate Advance through superior insights into client needs growth- digitalisation and needs & market developments • Consider acquisitions in organically analytics • Enhance client experience existing and contiguous and • Streamline products, processes markets inorganically and systems • Offer clients the full potential • Empower our people to of services and products from embrace technology and adopt our group and open a more data-driven way of architecture platform Activate our full Adapt the working and decision-making • Benefit from knowledge potential workforce • Embrace an agile approach with sharing, make optimum use of multidisciplinary teams resources and reduce overlap • Hire new talent to bring in different skills and capabilities 9 Annual results 2018: net profit over €80 million Next steps wealth management strategy defined 2018 highlights 11 Challenging market conditions in 2018 Equity indices Interest rates AEX 10-year swap MSCI-Europe rate 3-month Euribor Negative market performance Current low interest rates affect results in AuM decline interest income Source: Bloomberg 12 Stable results in challenging market Net result €80.3m (2017: €94.9m) Underlying net result €103.0m Commission +10% (€293.2m) (2017: €112.3m) Interest -11% (€175.6m) Operating expenses Efficiency ratio 79.4% €396.4m (+1%) (2017: 76.2%) Client assets €81.2bn (-3%) Net inflow AuM €1.0bn AuM €67.0bn (-3%) Strong capital ratios Dividend per share €1.45, CET 1 ratio rises to 21.4% unchanged from 2017 13 Overview net result € m 2018 2017 % change Commission 293.2 267.0 10% Interest 175.6 196.6 -11% Other income 30.3 51.2 -41% Income from operating activities 499.2 514.8 -3% Operating expenses -396.4 -392.1 1% Gross result 102.8 122.7 -16% Loan loss provision 12.7 11.9 7% Other impairments 0.9 2.6 -63% Operating profit before tax of non-strategic investments 17.8 12.6 41% Operating profit before special items and tax 134.3 149.8 -10% Strategic investment programme -22.0 -21.4 2% Derivatives recovery framework - -1.7 Amortisation of intangible assets arising from acquisitions -8.3 -6.1 36% Restructuring charges -8.3 - Operating profit before tax 95.8 120.5 -21% Income tax -15.5 -25.6 -40% Net profit 80.3 94.9 -15% Underlying net result* 103.0 112.3 -8% Efficiency ratio (%) 79.4% 76.2% * Underlying net result excludes the one-off costs related to the strategic investment programme, derivatives recovery framework and restructuring charges 14 Commission income (+10%) is key driver of net result Key drivers of net result € m • Growth in commission driven by higher management fees and high deal flow at Merchant Banking • Low interest rate climate and Corporate Banking run-off result in lower interest income • Fewer gains on the investment portfolio and significant sale proceeds in 2017 main reasons for fall in other income • Rise in full-year operating expenses mainly due to higher staff costs and consultancy fees • One-off charges up due to restructuring charges of €8.3m • Other items relate to operating profit of non-strategic investments and income tax 15 Increased focus on cost reduction Operating expenses € m • H2 costs significantly below H1 partly due to seasonality and one-off costs in H1 • Further focus on costs resulted in an additional decrease and several specific measures, e.g.
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