Investor Presentation March 2020

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Investor Presentation March 2020 Investor presentation March 2020 Van Lanschot Kempen at a glance Profile Solid performance on all key financials • Well capitalised, profitable wealth manager with a strong 2019 2018 specialist position in the market • Net result €98.4m €80.3m • Strong brand names, reliable reputation, rich history • Underlying net result €108.8m € 103.0 m • Clear choice for wealth management, targeting private, • CET 1 ratio 23.8% 21.1% institutional and corporate clients • Total capital ratio 26.9% 23.2% • Tailored, personal and professional service • Mutually reinforcing core activities, each with its own distinct • Client assets €102.0bn €81.2bn culture and positioning as a niche player • AuM €87.7bn €67.0bn • Strong track record in transformation processes and de-risking • of the company Loan book (excluding provisions) €8.7bn €8.7bn • Strong capital position and balance sheet Our wealth management strategy 2023 financial targets Supported by our strong client relationships we are a leading player in our relevant markets and geographies 2019 Target 2023 • Common Equity Tier 1 ratio 23.8% 15 - 17% Our strategic pillars: • Return on CET1 10.5% 10 - 12% • Accelerate growth – organically and inorganically • Activate our full potential • Efficiency ratio 75.5% 70 - 72% • Advance through digitalisation and advanced analytics • Dividend pay-out 57.4% 50 - 70%* • Adapt the workforce * Of underlying net result attributable to shareholders 2 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 €1.50 per share Capital return of €1 per share to shareholders 4 Our transformation to a specialised wealth manager Client assets and AuM (€bn) Risk-weighted assets (€bn) Commissions as % of operating income (€m) 102.0 10.5 57,1 +15.8 pps +95% 14,3 -60% 41,3 6,1 52.3 4.2 11,4 87,7 40,9 4,4 3,9 0.3 2012 2019 2012 2019 2012 2019 AuM Savings and other Private Banking and other Corporate Banking 100% = 525.3 100% = 508.7 Common Equity Tier 1 ratio Underlying net result (€m) Return on Common Equity Tier 1* 23.8% 108,8 10.5% +12.8 pps +23.2 pps +97.7 11.0% 11,1 -12.7% 2012 2019 2012 2019 2012 2019 * Based on underlying net result attributable to shareholders 5 As a wealth manager Van Lanschot Kempen builds on the experience of its core activities Private Banking Evi Asset Management Merchant Banking ‒ Discretionary asset ‒ Online wealth management ‒ Comprehensive fiduciary ‒ Equities research and management, investment services for the mass affluent wealth management trading, corporate advice, financial planning, and Millennials services finance and debt advisory savings and deposits, ‒ Online wealth management ‒ Niche investment strategies services structured products and solutions, discretionary asset (high div. equities, small- ‒ Focus on European lending management, savings and caps, real estate, credits, corporates and worldwide ‒ Servicing entrepreneurs, pension solutions infrastructure, government institutional clients; sectors family businesses, high net- ‒ AuM client base c. 17,000 bonds, etc.) covered are real estate, life worth individuals, business ‒ AuM: €1bn ‒ Focus on European clients; sciences & healthcare, professionals and executives, ‒ Savings: €0.5bn institutional, wholesale financial institutions & healthcare professionals, ‒ 23 FTEs distribution, family offices fintech, infrastructure, foundations and associations ‒ Focus on NL and BE and endowments maritime & offshore, as well ‒ AuM: €24.7bn ‒ AuM: €73.1bn*, AuMG: as our local alpha coverage ‒ Savings and deposits: €3.1bn ‒ 127 FTEs €8.9bn, loans: €8.1bn ‒ 264 FTEs ‒ Offices in NL, BE, UK, US ‒ 655 FTEs ‒ Offices in NL, UK, FR ‒ Offices in NL, BE, CH * As of 31 December 2019, including €11.1bn of AuM managed for Van Lanschot Private Banking and Evi 6 We are a leading wealth manager in our markets Focused wealth • We’re a well-capitalised, profitable wealth manager with a strong position in the market management • We believe that our knowledge and experience, personal, client-focused approach, unique combination of activities and track record set us apart from the competition strategy • We’re convinced our strategy offers ample growth opportunities • A leading wealth manager in the Benelux region Leading player • The number one online wealth management alternative for the mass affluent in selected markets in our relevant • A prominent, active investment manager that delivers alpha in illiquid markets, as well as in income- markets generating strategies and ESG in Europe • The leading fiduciary manager in the Netherlands, and a challenger in UK fiduciary market • The preferred trusted adviser in selected merchant banking niches across Europe • From We’re a conviction-based, active investor, focusing on the long term • We’re convinced we can achieve significant social and environmental impact by advising our clients in responsible to making sustainable investment decisions sustainable • We aim to increase our positive contribution and visibility investing • CET 1 ratio: 15-17% 2023 financial • RoCET 1: 10-12% targets • Dividend policy: 50-70% of underlying net result attributable to shareholders • Efficiency ratio: 70-72% 7 We have defined four strategic pillars that enable us to deliver on our ambitions • Pursue a solutions-led • Create solutions based on approach building on clients’ Accelerate Advance through superior insights into clients’ 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 8 In 2019, we have made good progress in delivering on our ambitions Accelerate growth – organically and inorganically Advance through digitalisation and analytics • Client assets grew 26% to €102.0bn • Outsourced payment services to Fidor: new payments • Net inflows of AuM at Private Banking and at Asset platform and payments app launched Management • Laid the foundation for a modern, cloud-based • Ongoing search for acquisitions to accelerate our growth infrastructure for advanced analytics to enable faster development Activate our full potential Adapt the workforce • Co-creation between Private Banking and Asset • Transition to integrated HR practices and modernisation of Management allows for swift and tailored product employment conditions development (e.g. European Private Equity Fund and • Implementation of agile approach with multidisciplinary Global Impact Pool) set-up of several teams • Wealth management proposition for Evi’s mass affluents • Encouraging development and training by launching a and closer collaboration between Evi and Private Banking revamped learning management system to bring different • Merchant Banking and Private Banking working together skills and capabilities into our organisation on successful transactions for clients 9 From responsible to sustainable wealth manager – 2019 highlights 98% of fund managers AuM at Private Banking on the approved list invested in sustainable or are scored on their impact investing solutions Increased range of overall sustainability grew by 55% to more than sustainable and impact profile €2 billion solutions • Global Impact Pool showed significant growth in 2019, From 2023, we’ll passing the €100 million mark We engaged with 84 actively offer our companies in which Private Banking clients • our funds invest only sustainable Sustainable solutions in investment solutions various asset classes • Duurzaam+ proposition • Launch of Groenhypotheek We’ve signed up to a In 2019, over one-third of financial sector initiative to our new clients invested report on the climate in our Duurzaam+ impact of our loan portfolio proposition and investments 10 Our positioning in a changing environment Key themes Our positioning • Focus on wealth management, reducing dependence on interest income Low interest rates impact our • Keep Private Banking loan portfolio stable interest income • Charge negative interest rates for larger savings balances (above €1 million from 1 April) • Provide integrated wealth management solutions for private, institutional and corporate clients Market volatility and flat yield • Swift, tailored alternative product development curve impact our clients • Fulfil our role in combating money laundering and financial
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