Italy: Developing our Second Home Market - BNP Paribas

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All clients below €1.5mn Retail Banking in Italy Small Business Adapt to Customers' Profile Current BNL model Target model No No segmentation No No dedicated management of of private side 300 300 clients/ RM RM 112,000 clients Managed by dedicated RM at Group level Managed by dedicated RM at branch level Small Corporate Small Office Home Office (e.g. shop owners,artis., professionals Better serve clients with with increasing needs 100 100 clients/ clients/ RM RM Another RM RM for for Private Private Side Side 250-300 clients/ RM RM One single RM RM managing both private and and business sides 54
€1mn financial assets Private Banking Better Serve Existing Clients, Attract New Ones Current BNL model Target model 11,000 Private banking clients Private Retail Client segmentation based on financial resources Limited differentiation between Private and and Retail offers Retail Banking in Italy €5mn financial assets €0.5mn financial assets Retail Private “Auto-segmented" clients Segmentation based on on financial assets and and upside potential Comprehensive offering distinct from the the standard Retail one one Develop referrals with with Retail, Small Business, Corporate and and CIB CIB HNWI Segmentation with dedicated service model 55
Page 1 and 2:
BNP Paribas Investor Day Italy: Dev
Page 3 and 4: Disclaimer Disclaimer This presenta
Page 5 and 6: Invest for Growth Revitalise BNL’
Page 7 and 8: Revenues / RWA in % Strategy in Ita
Page 9 and 10: Strategy in Italy After BNL’s Acq
Page 11 and 12: Revamping of the Corporate Centres
Page 13 and 14: AMS and IRFS A Larger Client Base f
Page 15 and 16: Presentation Overview Strategy in I
Page 17 and 18: Strategy in Italy BNP Paribas-BNL C
Page 19 and 20: Appointment of 1st / 2nd line of ma
Page 21 and 22: Presentation Overview Strategy in I
Page 23 and 24: Total synergies 2009 (impact on gro
Page 25 and 26: BNP Paribas Strategy in Italy Finan
Page 27 and 28: Combine BNP Paribas and BNL teams a
Page 29 and 30: Financial Elements BNL 9M06 In €m
Page 31 and 32: 9M 06 Revenues* Before Reorganisati
Page 33 and 34: Presentation Overview Introduction
Page 35 and 36: Financial Elements Purchase adjustm
Page 37 and 38: Presentation Overview Introduction
Page 39 and 40: Gross Revenue Synergies - Marginal
Page 41 and 42: Financial Elements Cost Synergies P
Page 43 and 44: Main Cost Efficiency Projects & Ini
Page 45 and 46: Financial Elements Cost and and rev
Page 47 and 48: Retail Banking in Italy BNL A natio
Page 49 and 50: 1 2 Mortgage penetration 15% in It
Page 51 and 52: Retail Banking in Italy A Client Ce
Page 53: Individual Customers More Dedicated
Page 57 and 58: Individuals Specialised and Innovat
Page 59 and 60: Private Banking Completely Renewed
Page 61 and 62: Retail Banking in Italy A More Effe
Page 63 and 64: Services area Retail Banking in Ita
Page 65 and 66: From From a bank bank with with mul
Page 67 and 68: Actions Already Undertaken and Quic
Page 69 and 70: Presentation Overview Segmentation:
Page 71 and 72: Offer a differentiated banking expe
Page 73 and 74: Presentation Overview AMS Overview
Page 75 and 76: A high capacity to generate revenue
Page 77 and 78: #2 in mutual fund promotion in Fran
Page 79 and 80: Asset Management and Services Italy
Page 81 and 82: Asset gathering life insurance, mut
Page 83 and 84: Asset Management and Services Retai
Page 85 and 86: Asset Management and Services Insti
Page 89 and 90: Asset Management and Services Devel
Page 91 and 92: Property Development Real Estate As
Page 93 and 94: Swiss Life Insurance penetration (
Page 97 and 98: Total 2009 AMS Synergies in €mn G
Page 99 and 100: BNP Paribas International Retail Ba
Page 101 and 102: Retail Banking in the United States
Page 103 and 104: Geographic split of IRFS 2005 Pre-T
Page 105 and 106:
* 2005 Outstanding Loans 8,362 2,24
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Product factories BNL subsidiary +
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Examples Arval: cross-selling to B
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In progress Develop Large-scale Ind
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BNP Paribas’ Leasing Activities i
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Client segments Distribution channe
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Revenue synergies International Ret
Page 119 and 120:
Developing a Common Culture of Succ
Page 121 and 122:
Total 2009 IRFS Synergies in €mn
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BNP Paribas Leveraging the Corporat
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Main Features of the Corporate Mark
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Mostly mono-bank clients, bank sele
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Global strategy Increase market sh
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Reorganise the Network to Empower t
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New Segmentation Aimed to Increase
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Leveraging the Corporate Franchise
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Mediterranean Basin and Gulf Region
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Factoring Leasing Car Fleet Managem
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Presentation Overview Market Charac
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Revenues per Corporate Client in
Page 145 and 146:
Leveraging the Corporate Franchise
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Presentation Overview BNP Paribas C
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Corporates 80 core Italian corpora
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Page 153 and 154:
Corporate & Investment Banking in I
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Revenues in FRB from cross selling
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Functions Taskforce Back offices Ta
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Expand number of of clients and and
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Leverage on BNL Italian franchise a
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Corporate & Investment Banking in I
Page 165 and 166:
Page 167 and 168:
Wide range of of cross selling oppo
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CIB 26% AMS 16% BNP Paribas Busines
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Revenues In €bn BNP Paribas 18.7
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0.66 0.71 0.42 in € 1.43 BNP Pari
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BNP Paribas BNP Paribas Competitive
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BNP Paribas Ingredients of an Itali
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BNP Paribas BNP Paribas a key playe
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Appendix
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Italy: Developing our Second Home Market - BNP Paribas

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