Internationalization and business support in the USA
Daniele Marcheselli, Internationalization Office
Marketing Department, Intesa Sanpaolo
Turin, 2015, November 16th
Schedule
Intesa Sanpaolo and the Group's international network
Internationalization and business support
Supporting business relationships in the USA
1
Italian banking leader of European scale
2
The Group at a glance: Financial Highlights
3
European scale
4
Schedule
Intesa Sanpaolo and the Group's international network
Internationalization and business support
Supporting business relationships in the USA
5
The Group Italian Network
6
The Group International Network
7
It ensures international coverage with differentiated methods
depending on the type of business and market
Correspondent
banking arrangements1
with 2016 banks, of
which 865 entrusted
Foreign Trade
13 Corporate
Branches
16 Representative
Offices
Foreign
Investments
16 Subsidiary
Banks
Partnership
agreements with
Banks worldwide
1) 4,768 correspondent banks, of which 2,016 functional to trade flow management
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Exports and Internationalization
Businesses’ needs
Keys
Italian Business and its subsidiaries
Foreign business
counterparty
ENTRY IN
NEW MARKETS,
MANAGEMENT AND GROWTH
Financial needs
LEVEL OF MATURITY OF THE BUSINESS
Non -financial needs
INVESTMENT ADVICE
COUNTERPARTY RISK MANAGEMENT
DEVELOPING COMMERCIAL
TRANSACTIONS
UNDERSTANDING AND
EVALUATION OF OPPORTUNITIES
RISK MANAGEMENT
(RATE, EXCHANGE, COUNTRY)
COUNTERPARTY RISK MANAGEMENT
WORKING CAPITAL REQUIREMENTS
AND INVESTMENTS
RISK MANAGEMENT
(RATE, EXCHANGE, COUNTRY)
COLLECTION AND PAYMENTS
(TREASURY MANAGEMENT)
WORKING CAPITAL
REQUIREMENTS
GROWTH THROUGH EXTERNAL SOURCES
(e.g.: M&A)
COLLECTION AND PAYMENTS
(BASE AND INTERNATIONAL)
SPECIALIST ADVICE
(LEGAL, TAX ...)
SEARCH OF COUNTERPARTIES
AND PROMOTION ABROAD
SEARCH OF COUNTERPARTIES
AND PROMOTION ABROAD
BASE STAFF TRAINING
BASE STAFF TRAINING
STAFF TRAINING
SPECIALIST
GUIDANCE INFORMATION
GUIDANCE INFORMATION
GUIDANCE INFORMATION
COMPLEXITY OF NEEDS
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The interconnections between the various stakeholders represent a key
driver to meet these needs and a success factor
"Interconnected"
markets
Success in today's
markets depends
increasingly on the
ability to
interconnect all
the business
stakeholders
(customers,
suppliers,
competitors,
institutions and
associations ...)
10
Intesa Sanpaolo has launched initiatives to position itself as a highly innovative player
through 2 platforms which are synergic and complementary to each other in terms of
needs met and objectives
Benefits
for customers
Sectors
Target
Objective
Tech Market
Place
Promote matching in order to start
partnerships, commercial
collaborations, acquisitions or
sales
Promote the meeting and
exchange between supply and
demand for technological
innovation between Businesses
B2B; Domestic demand International offer
B2B; International market
Cross-sector
Cross-sector
Accelerate the path to
innovation (demand)
Increase the
business by
establishing relations
with potential selected
and reliable partners
Focus on the tech
assets developed
(supply)
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Schedule
Intesa Sanpaolo and the Group's international network
Internationalization and business support
Supporting business relationships in the USA
12
An integrated network
Our presence in the United States of America
New York
New York
Washington D.C.
Moscow
Dublin
London
Amsterdam
Warsaw
Bruxelles
Prague
Frankfurt
Luxembourg
Bratislava
Koper Budapest
Paris
Zagreb Bucharest
Turin
Belgrade
Milan Sarajevo
Madrid
Tirana
Istanbul
New York
Athens
Casablanca
Tunis
Beijing
Qingdao
Beirut
Tokyo
Seoul
Shanghai
Cairo
Abu Dhabi
Shezhen
Dubai
George Town
Hong Kong
Mumbai
Ho Chi
Minh City
Singapore
Head Office
HUB Branch
International Corporate Bank
Foreign Branch Office
Representative
Sao Paulo
São Paulo
São Paulo
Santiago
Santiago
The New York Branch is the Hub covering the North and South America for Intesa Sanpaolo’s Corporate
International Network.
The Hub also works closely with Banca IMI Securities Corp., New York, the Washington D.C.
Representative Office and the Group’s other foreign entities and local units of the Italian Network.
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An integrated network
A customer-focused service model with an international scope
ITALY
GLOBAL RELATIONSHIPS WITH CUSTOMERS
AND UNDERSTANDING THEIR NEEDS
Relationship Managers provide customers with a single
point of reference throughout the various phases of the
internationalization process adopting an integrated approach.
Specialist team, with strong competences on international
markets and industrial sectors, identifies targeted solutions
on specific objectives and strategies and activates the
necessary involvement of our Italian colleagues and product
teams.
Specialists in Transaction Banking, Trade-Services and
Cash Management offer assistance throughout the country
in relation to foreign trade, support services and products
dedicated to import-export business, activities covering the
transaction process and development of integrated solutions
for international cash management.
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An integrated network
A customer-focused service model with an international scope
NEW YORK
HUB
BRANCH
DIRECT KNOWLEDGE OF THE MARKET AND
DEDICATED SERVICES
Team staffed by multilingual personnel providing support to
Italian companies working closely with the Bank’s Italian
Network, sharing its customer service model and client
approach.
Team dedicated to the management of publicly listed
American and International corporates.
Specialist Teams offering Trade and Structured Export
Finance services and Project Finance expertise.
Well-established relationships with local and Italian
Institutions and Authorities in the USA, including Agencies,
the Italian Chamber of Commerce for the USA in New York, the
Italian Embassy, the Italian Consulate and the Italian Trade
Commission.
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An integrated network
A customer-focused service model with an international scope
WASHINGTON D.C.
REPRESENTATIVE
OFFICE
RELATIONSHIPS WITH
INSTITUTIONS, INTERNATIONAL AND
SUPRANATIONAL ORGANISATIONS
.
Strenghten relationship with the multilateral agencies
based in Washington D.C. (eg: World Bank Group, InterAmerican Development Bank, etc.) to support the
development of Italian companies in emerging
markets.
Liaise with the U.S. Government Institutions, the IMF
and other international organisations based in
Washington D.C.
Cooperate with the Italian Embassy in Washington D.C.
to support the development of Italian companies in the
US and attract multinational corporates to Italy.
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Our services
NEEDS
Services dedicated to customer activity in the United States of America
MARKET
INTELLIGENCE
Country
overview
TAILORED SOLUTIONS
Business data
Researching
commercial
opportunities
Partner Search
Road-show
Start-up Initiative
INVESTMENT
SOLUTIONS
IN USA
IMPORT-EXPORT
Support and
financing of
transactions
Discounting of
bills
Financial solutions
(local and cross-border
financing, local
Government stimulus
packages and/or
special structures,
SIMEST, etc.)
Cash Management
M&A Advisory
Liquidity
Project Finance
Hedging of financial
risks
Credit Insurance
Working Capital
Financing
Trade and
Structured Export
Finance
MANAGEMENT OF
U.S. SUBSIDIARIES
Trade and
Structured Export
Finance
Financing
Investment Banking
INTEGRATED PLATFORM OF PRODUCTS AND SERVICES
PARTNERSHIPS AND COLLABORATIONS
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Our services
Services dedicated to customer activity in the United States of America
CASH MANAGEMENT
A wide range of local and international services to optimize
commercial and financial flows.
Electronic management of ‘core’ services, including remote
banking facilities.
Account opening
from Italy
BANK ACCOUNTS
Resident/non
resident corporate
accounts
Time
deposits
INCOMING AND OUTGOING
PAYMENTS
Domestic
payments in US$
and other
currencies
Incoming domestic
and international
US$ and foreign
currency payments
ELECTRONIC BANKING
CASH POOLING
Inbiz platform
(included
Filegate)
Intraday Cash
Concentration (D)
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SWIFT
Tax
payments
Account
reporting
Checks and
Lock Box
Service
Host to Host
End of Day Cash
Concentration (D+1)
Our services
Services dedicated to customer activity in the United States of America
Solutions for financing sales and purchases.
TRADE AND STRUCTURED
EXPORT FINANCE
Range of products to mitigate the risks associated with
emerging markets.
Trade services supported by an electronic platform, including
remote banking facilities (*).
Letters of credit
(import, export
and stand-by)
Documentary
collections
Discount of
commercial
receivables
ECA financing
Import/export
financing
Trade finance
electronic platform
(InBiz) (*)
(*) Shortly available
FINANCING
Supporting the growth and development of companies, by
providing short, medium-long term and structured finance loans.
Bilateral loans
Revolving credit
facilities (RCF)
Short, medium - long
term credit facilities
Syndicated finance
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Our services
Services dedicated to customer activity in the United States of America
LIQUIDITY AND HEDGING
OF FINANCIAL RISKS
Wide range of products for the management of treasury,
liquidity, interest rate risks (*) and foreign exchange risks.
Money market
deposit accounts
Time Deposits
Hedging of Foreign
Exchange and
Interest Rate Risks
(*) Shortly available
STRUCTURED FINANCE &
INVESTMENT BANKING
Ad-hoc solutions for investment projects.
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Structured
Finance
Project
Finance
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Syndicated
loans
Our experience - Some examples
Partner to Italian companies expanding in the United States of America
COMPANY OBJECTIVES
Small Italian Corporate
Company setup – establishment of a new
production site in the USA supporting the
Group’s internationalization objectives.
Medium-sized Italian Group – leader in the
mechanics sector
Fulfillment of an important construction
order/contract for a leading, foreign oil
company.
INTESA SANPAOLO SOLUTIONS
Assistance in gaining access to funding from
local government entities.
Issuance of stand-by letters of credit in favor of
government entities to guarantee the issuance of
industrial revenue bonds.
Assistance in obtaining the necessary funding to
fulfill the order and in involving an American
government entity in the export trade transaction.
Involvement in the financing pool, with a
participation of 50% in the committed credit facilities
provided.
Discount without recourse of trade receivables
generated by the order.
Large Italian Corporate
Optimization of its own cash flow originating
from the financial services offered to its local
clients for the purchase of its products.
Granted a medium-term (amortizing) credit line to
discount the leasing contracts offered by the
company.
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Our team in the USA
Contact details
Biagio Calabrese
General Manager
New York Hub Branch
Luigi Ruggerone
Chief Representative
Washington D.C. Representative Office
Tel: +1 (212) 607 3900
E-mail: [email protected]
Tel: +1 (202) 844 3849
E-mail: [email protected]
Barbara Schiaroli
Relationship Manager
Italian Desk - Corporate & Public Finance
New York Hub Branch
Tel: +1 (212) 607 3785
E-mail: [email protected]
Antonia Perrino
Relationship Manager
Italian Desk - Corporate & Public Finance
New York Hub Branch
Maria Laura Baran
Relationship Manager
Italian Desk - Banca dei Territori
New York Hub Branch
Alessandro Guzzo
Relationship Manager
Italian Desk - Banca dei Territori
New York Hub Branch
Tel: +1 (212) 607 3888
E-mail: [email protected]
Tel: +1 (212) 607 3668
E-mail: [email protected]
Tel: +1 (212) 607 3961
E-mail: [email protected]
Marco Modena
Relationship Manager
International Network & Global Industries
New York Hub Branch
Tel: +1 (212) 607 3629
E-mail: [email protected]
Francesco Ponti
Assistant Relationship Manager
Italian Desk C&PF
Elisabetta De Masi
Assistant Relationship Manager
Italian Desk BdT
Tel: +1 (212) 607 3683
E-mail: [email protected]
Tel: +1 (212) 607 3934
E-mail: [email protected]
Lorenzo Rodinò di Miglione
Assistant Relationship Manager
INGI
Kerin Zinze
Assistant Relationship Manager
Italian Desk BdT
Tel: +1 (212) 607 3501
E-mail: [email protected]
Tel: +1 (212) 607 383
E-mail: [email protected]
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Operating Agreements with US local Banks
Project: Open Horizons
With the project “Open Horizons» were implemented operating agreements with some of
the major American banks. They represent an additional tool available to Italian and US
companies in their internationalization processes.
Headquartered in New York - NY, is the first American commercial bank
and operates throughout the US through 5,100 branches providing a full
line of products and services for the retail market, the corporate market
and for Financial Institutions
Headquartered in San Francisco - CA, is the fourth largest bank in US
by Assets and operates in US through 6,000 branches in 39 States
providing a full line of products and services for the retail market, the
corporate market and for Financial Institutions
Headquartered in Minneapolis - Minnesota, it is the fifth American
commercial bank and operates in the US through 3,086 branches
providing a full line of products and services for the retail market, the
corporate market and for Financial Institutions
Headquartered in Cincinnati - Ohio, it is one of the top 20 US regional
banks and operates through 1,303 branches in 12 US States (Ohio,
Kentucky, Indiana, Michigan, Illinois, Florida, Tennessee, West Virginia,
Pennsylvania, Missouri, Georgia and North Carolina )
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Internationalization Office Contacts
Head: Monica Cristanelli - Tel: 049 6539779 [email protected]
Geographical Desk
Incoming Desk - Italy
Eastern Europe
Roberto Gallo - Tel: 049 6539764
[email protected]
Cecilia Ventura - Tel: 049 6539745
[email protected]
Americas
Email Desk:
[email protected]
Paolo Ciancio - Tel: 049 6539741
[email protected]
China
Gianluca Cervellera - Tel: 049 6539732
[email protected]
Paola Barba - Tel: 02 87945910
[email protected]
Laura Meggiolaro - Tel: 049 6539733
[email protected]
Massimiliano Toti - Tel: 02 87945914
[email protected]
Email Desk:
Paola Morini - Tel: 049 6539736
[email protected]
[email protected]
Daniele Marcheselli - Tel: 049 6539772
[email protected]
Email Desk:
[email protected]
Dario Mendorla - Tel: 049 6539758
[email protected]
Email Desk:
[email protected]
Desk Institutions
EMEA
Europe Middle East Africa
Asia and Oceania
Alessandra Barbetti - Tel: 049 6539769
[email protected]
Claudio Celli - Tel: 049 6539776
[email protected]
Giancarlo Cirillo - Tel: 011 5554667
[email protected]
Andrea Sanavia - Tel: 049 6539742
[email protected]
Leonardo Zuin - Tel: 049 6539746
[email protected]
Email Desk:
[email protected]
Email Desk:
[email protected]
Agreements-Events
Gianni Berno - Tel: 049 6539773
[email protected]
Roberto Colombo - Tel: 02 87945916
[email protected]
Gabriella Tognazzo - Tel: 049 6539781
[email protected]
Email Desk:
[email protected]
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WARNING
This document is intended solely to provide information on the Group Intesa Sanpaolo activities abroad and point out
some products and services available, or support exports, indicating some of the main features. It therefore does not
have an advertising purpose and is not intended to constitute an offer or a promotion of such products and services.
For complete information about the contractual terms and conditions of products, please consult the relevant
INFORMATION SHEETS of the Bank and third parties available at Branches and on the website of the Bank.
The Bank may at any time change the contractual characteristics and conditions of the products offered.
The loan is granted subject to assessment of the Bank.