La banque d'un monde qui change 2004 - BNP Paribas

Personal loan businessoutpaces market growthBNP Paribas once again reinforced its presencein the highly competitive mortgage loan market.The Bank’s market share rose to 7.91% at endNovember 2004, up from 7.31% one year earlier,powered by a 34% surge in new loans,which amounted to EUR 12.6 billion.Backed by strong advertising campaigns,new instalment consumer loans totalledEUR 2.54 billion, up 12% in relation to 2002.Finally, the partnership with Cetelem(see inset) relating to revolving loans –notably the distribution of the Aurore cardthroughout the French Retail Banking network– gave a boost to new business and helpedto stabilise outstanding loans in a relativelylacklustre market.Overall, the Bank’s share of the short-termpersonal loan market reached 7.27%at end-November 2004, compared with7.06% one year earlier.A sustained clientacquisition programmeThe Bank continued to win new accounts in 2004,with the number of personal accounts growingby a net 128,000 compared with 120,100 in 2003.This growth was achieved due both to the robustperformance recorded by the mortgage-loanbusiness and to a number of initiatives targetedat young clients. These included:• the launch of Sponky and Sparkly – offeringsdesigned to help both students and youngprofessionals to acquire accommodation;• a highly attractive offering for financingthe purchase of laptop computers for students;• original marketing campaigns aimedat encouraging more young people to opensavings accounts (Weezbee and Livrets Jeunes).Partnership with CetelemIn April 2004, BNP Paribas’ French RetailBanking Division went into partnership withCetelem with a view to pooling know-how inrevolving credit. The first step was for the twoentities to render their information systemscompatible and create a new scoring method.Drawing on Cetelem’s expertise, the FrenchRetail Banking Division manages all frontofficeprocesses, i.e. the marketing side ofthe business, and also leads retail operations.Cetelem manages the revolving credits andoutstanding loans, monitors card usage andoffers after-sales services to the French RetailBanking Division’s clients.This partnership has also enabled the FrenchRetail Banking Division to distribute the Aurorecard to its clients, and thereby benefit fromthe strong brand recognition enjoyed by thisproduct. Additionally, Aurore cardholders havehad access to BNP Paribas’ cash dispenserssince 2002, which in turn has effectively raisedthe visibility of and interest in the product.