Growth strategies in retail banking Study - Roland Berger

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The CEE banking market has experienced three distinct phases Banks Customers Foundation 1990-1995 Countries start building full functioning banking sector Foreign investors start entering the market Market focus on corporate banking Consumer banking market still immature Privatization 1995-2000 Consolidation 2001-... Privatization of state owned banks Foreign banks start buying local banks Bankruptcy of some new local banks Competition in corporate banking increases Retail banking market develops Competition heats up, especially from foreign players Markets are "underbanked" in capitalization and product penetration International banks start to review their CEE strategy Corporate banking market becomes mature SME market segment starts fast development Huge potential perceived in retail lending market and investment fund business Phase 1 Phase 2 Phase 3 VIE-1789-90000-017-415 4
Bank privatization is almost complete in CEE % banking assets controlled by the state, 2005 23.9% SE 21.0% 19.1% PL SL RO 5.0% 4.5% 3.1% 2.0% 1.8% 0.0% CZ HR BG SK Comments Source: Central banks, ECB, Raiffeisen Research "CEE Banking sector report, 2005 HU Poland: The state reduced its majority stake in PKO through a public offering in 2004; sold stake in BGZ to Rabobank and EBRD Serbia: Privatization took off in 2005, 4 small banks privatized din 2004/ 2005, Vojvodjanska (#4) up for sale Bulgaria: Privatization complete in 2003 Romania: CEC privatization ongoing, BCR completed Croatia: Croatia Banka and HPB - Postanska Banka Notes: Updated to reflect BCR’s privatization in 2005: A stake of 62% of BCR was sold to ERSTE Bank VIE-1789-90000-017-415 5
Page 1 and 2: LJUBLJANA BELGRADE PRAGUE TALLINN R
Page 3: LJUBLJANA PRAGUE BELGRAD TALLINN RI
Page 7 and 8: A second wave of M&A activities is
Page 9 and 10: Croatia is the leading CEE country
Page 11 and 12: Shrinking margins will force banks
Page 13 and 14: CEE banking markets are selling mar
Page 15 and 16: STRATEGY Most banks offer universal
Page 17 and 18: STRATEGY EXAMPLE Lukas bank of Pola
Page 19 and 20: STRATEGY EXAMPLE Polish credit unio
Page 21 and 22: STRATEGY EXAMPLE GE Money exploits
Page 23 and 24: DISTRIBUTION Alternative distributi
Page 25 and 26: DISTRIBUTION 10% of all mortgage lo
Page 27 and 28: DISTRIBUTION PKO BP, the large savi
Page 29 and 30: MARKETING AND SALES EFFECTIVENESS L
Page 31 and 32: MARKETING AND SALES EFFECTIVENESS V
Page 33 and 34: Growth in retail lending is expecte
Page 35 and 36: Branch density is at par with matur
Page 37 and 38: Credit cards and mortgages will be
Page 39: Roland Berger Strategy Consultants

Growth strategies in retail banking Study - Roland Berger

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