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Expert’s opinion: "PJSC "Ukrsotsbank", UniCredit Bank™: long-term partnership with a client – is our key priority"

18.06.2013

Tikhonov Mikhail, Head of Corporate Business Department in Dnepropetrovsk Region, PJSC "Ukrsotsbank", UniCredit Bank™, told about the specifics of corporate clients’ servicing market.

Please tell about the specifics of the region you are working in.

Dnepropetrovsk region is one of the major industrial, economic and transport centerі of Ukraine, and it is 4th in population size. The most developed sectors are: food industry, ferrous metallurgy, machinery, chemical industry and retail trade. Many of the companies are market leaders in their segment, they originate from that region despite they have moved their head offices to Kiev.

If to speak about banking business – both the offices of major in assets Ukrainian banks and several local banks, being a part of financial-industrial groups, are situated here.

How can foreign banks compete with local Ukrainian players when servicing corporate clients?

Local banks are often more operative in decision making in corporate lending. We understand this and that is why our key tasks since PJSC "Ukrsotsbank" integration into UniCredit have been: shortening of "time to money" procedure, simplification of structures and extension of powers at the spots. Besides, the communications between corporate clients and region manager were simplified. These steps brought to our current ability to approve quite large limits (up to USD 20 million) in a short period of time. Naturally, this term is influenced by the structure of the deal; type of financing, and of course, the client itself.

What do foreign banks wait from Ukrainian client? What should it look like for successful cooperation?

For us, as for a bank with long-term development plan in Ukraine, it is very important that the client has a business vision for the next 3-5 years, as long-term partnership with a client is one of the main priorities for us. For the implementation of obligations at long distances we have both the financial resource and needed instruments.

Can you make fresh examples of your successful deals?

Despite the industrial orientation of the region, we service enterprises in various sectors of economy. Recently we have closed a deal with a large agrarian holding KSG Agro. I would like to stress that this group of companies has concentrated a large land bank, cultivates and processes crops, developing livestock farming at the same time. This client also uses a number of contemporary financial instruments. For example, in 2011 they entered IPO at Warsaw stock exchange. The client has developed a strategy of perspectives for its business growth and we understand the reality of its plans and are flexible in financing details, for example, in the issues of pledge structure.

Here are the words of KSG Agro CEO, Sergey Mazin, about this deal:

"For us, as for the dynamically growing holding, it is important to have financial partners, being flexible in pledge approaches, as usually agrarian enterprises do not obtain expensive estate. PJSC "Ukrsotsbank", UniCredit Bank, became such a partner for us – currently the group enterprises have a limit of UAH 120 million. 60% of that limit must be covered by real estate or goods at the warehouse, and other 40% - by property rights for future harvest".

Which priorities does the client have when cooperating with your bank?

Besides the access to long-term resource, it is, of course, our international experience and reputation. For example, the direct guarantees of PJSC "Ukrsotsbank", UniCredit Bank, are accepted by the beneficiaries, situated in different countries of the world, which lets the clients save when executing guarantee operations. As in most cases there is no need in the services of foreign bank-guarantors. And when purchasing the equipment, techniques or transport abroad using post-import servicing, clients may fully experience the advantages of working with a group, as the rates, conditions and terms of financing are more comfortable, than a simple loan in a bank.

Source: RBK-Ukraine
Date: 18.06.2013

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