Annual Report - BNP Paribas

BNL banca commerciale
BNL banca commerciale (BNL bc) plays an important role in the Italian banking system in a context of rapid restructuring
marked by an acceleration in the consolidation process between Italian banks, particularly the larger ones, and by the
introduction of a regulatory framework which is much more geared towards competition and consumer protection.
BNL banca commerciale has a large and diversifi ed client base consisting of:
around 2.5 million individuals and 13,000 Private Banking clients;
more than 112,000 small businesses;
more than 36,000 mid-corporates;
16,000 local authorities and non-profi t organisations.
BNL bc has a comprehensive and segmented offering of banking, fi nancial and insurance products and services, which
range from the traditional to the most innovative, and are structured to respond to the needs of each client category.
In Retail and Private Banking, BNL bc has particularly strong positioning in the loan business (especially residential mortgages
with market share of over 6% and is gaining ground in the deposits segments (market share of more than 3.5% (1) ).
Relationships with companies and local authorities are also a strong point, with BNL bc holding market share of around
4.5% (1) and 6% (1) respectively in these segments, along with a well-established reputation in cross-border transactions,
project fi nancing and structured fi nance, as well as factoring, which is offered through a specialised subsidiary Ifi talia (rated
no. 3 (2) in Italy by portfolio).
With a view to developing this client base as much as possible, BNL bc has reorganised its distribution model so as
to increase direct contact with clients, reinforce the central role and fl exibility of the sales network and improve communication
of commercial policy regarding both innovative and standard products. Within a multi-channel framework the network
has been divided into 5 regions (“direzioni territoriali”) with the Retail Banking and Corporate Banking activities being run
as separate structures:
125 Retail Banking groups with more than 700 branches;
23 Private Banking Centers;
21 Corporate Centers with 51 branches dealing with SMEs, large corporates, local authorities and public sector
organisations.
In addition, fi ve Trade Centers have now been opened. These units offer companies a range of products, services and
solutions for cross-border activities and complete BNP Paribas’ international network which consists of 85 centers spread
over 55 countries. At the same time, BNL has strengthened the network that assists Italian companies abroad as well as
multinational companies with direct investments in Italy, by opening 8 Italian desks in different countries.
The multi-channel offering is rounded out by around 1,300 ATMs and 20,000 POS, as well as telephone and online
banking services for both private clients and businesses.
The reorganisation also involved the adoption of a new structure that brings the back offi ce closer to the distribution
network through the creation of specialised local units in fi ve regions. The aim of the new model is essentially to increase
satisfaction of both internal and external clients through higher quality and more effective service and better management
of operating risk.
(1) Source: Bank of Italy statistics.
(2) Source: Assifact.
BNL, Rome