team spirit - Bankier.pl

Loans to private
customers grow
more strongly
than the market
as a whole
� Financing activities for private customers: In our financing
campaigns we focused on the topic of insurance in the
form of ZukunftsPaket. We went a step further with the popular
campaign “One free loan instalment”, and offered BA-CA
Residential Construction Promotion of up to € 600, which was
a big sales success. As a result, our market share in private
customer financing continued to grow. Our strategy of offering
customers flexible financing solutions together with retirement
planning components was extremely successful. Construction
and home loans grew by 17 % and consumer loans
by 9 %, both more strongly than the market, over and above
the good results achieved in 2004. Our cooperation with sales
partners again made an important contribution to this success;
sales partners account for about 45 % of all new financings
for private customers.
� Financing activities for business customers: In 2005, by
way of sales campaigns targeted at specific requirements and
an individual relationship management approach, we continued
to cater successfully to our business customers’ financing
needs. The focus of further sales campaigns in 2006 will be on
standard advisory services addressing the requirements of specific
customer groups. In the area of financing activities we
continue to pursue selective growth in customer segments
with good credit ratings. Using our FinanzCheck product for
SMEs, our relationship managers analyse the customer’s
requirements jointly with the customer. This analysis is used as
the starting point for intensified cross-selling in the fields of
financing, investment, retirement planning and payment transactions.
Investments: large volumes in time deposits,
strong growth in own mutual funds and in custody business
BA-CA AG
Sight deposits
Time deposits
Savings deposits
Own issues
Own mutual funds
Wohnbaubank issues and real estate securities
Securities investments (shares, bonds and
third-party mutual funds held in safe-custody accounts)
Investments for which the bank acts as intermediary
(mainly building society savings agreements, insurance policies)
58 Austrian Customer Business
In order to optimise risks in the ErfolgsKunden sub-group of
private customers and business customers, we continued to
implement our selective approach in 2005. The rather weak
development of existing volumes was offset by an increased
level of new business; we were able to stabilise interest margins.
In this business segment we will focus on further streamlining
transaction settlement processes in 2006. We will also
adapt the unit volumes and strengthen business relations with
customers with a good credit rating through intensified cross
selling. In the TopKunden sub-group of private customers and
business customers, we were able to achieve our goal of largely
maintaining the financing volume in core business. Our risk
management activities helped to further improve the quality
of our portfolio. The share of top rating class as a proportion
of total volume grew further. Simultaneously, we were able to
reduce the share of lower rating classes as a proportion of
total volume in favour of medium and higher rating classes. In
2006 we will continue to examine the existing portfolio for
possible replacement by alternative forms of finance from the
ICF product range (factoring, private equity, leasing solutions,
etc.).
Investments
The lasting trend towards higher-value types of investment
accelerated in 2005. In Austria the total volume of mutual
funds (€ 156 bn) exceeded that of savings deposits for the first
time. In a sector characterised by low interest rates for many
years, performance was the key factor sought by investors –
and was available to them thanks to the favourable trends in
stock markets. Double digit growth was seen above all in
–10%
Changes in 2005 in € m
–0%
+0%
+13%
+11%
+11%
+7%
+18%
–500 0 500 1,000 1,500 2,000 2,500