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"Regional scope. The banks are interested in the development of regional enterprises" – PJSC "Ukrsotsbank", UniCredit Bank™, expert’s opinion

09.07.2013

Head of Middle Corporate Clients Department of PJSC "Ukrsotsbank", UniCredit Bank™, Putivskoy Andrey Vasilyevych, talks about real needs of enterprises in the regions and current situation at banking services market

How would you characterize main tendencies in the development of banks cooperation with corporate clients?

3-4 years ago large international banks mainly aimed at cooperating with well-known companies, which had offices in large regional centers, and enterprises out of these centers were obliged to cooperate with local Ukrainian banks mainly. Then large banks, including international ones, came to a conclusion that there was need of portfolio diversification and that profitable clients were also situated in regions. Besides this, the development of enterprises in regions and on district levels was less related to political risks. A significant important effect from the development of these enterprises is social and economic development of regions. The circle of bank clients consists of processing companies of regional scope (manufacturers of grain, milk, meat factories, elevators, combine fodder factory), enterprises, having good export potential of all sectors, middle agricultural enterprises with a modest size of land in management from 5 to 20 thousand hectares, but nevertheless creating important social effect (including infrastructure development, creation of work places, etc). We are the bank, which follows this strategy and aims at supporting enterprises in all the regions of Ukraine, including those of district levels.

How would you characterize competitive environment in Ukraine’s regions among the banks?

There are regional banks at the market, but they offer a simple set of services and cannot render needed level of service (for example, documentary operations under export-import contracts, limits volume), of course the cost of their financing is more expensive. From the other side they are faster and more loyal in decision making. Those clients, who match the standards of large international banks, eventually overgrow regional banks, become interested in stable and understandable development of business together with international banks.

Which needs of clients from region do you see as a representative of a large international bank?

Normal development and functioning of enterprises a lot depends on the level of infrastructure development (elevators, large parks of automobile transport), and here arises the need to purchase big shipments of goods from American or European suppliers, sometimes under the guarantees of export agencies of exporter states, in post-import financing.

If the issue is in a creation of the enterprise, modernization, expansion of production, or implementation of some energy-saving systems/technologies, there arises a need in attracting resources for the purchase of more technological equipment. The relevant instruments, matching these aims, are documentary operations, post-import financing, and participation of ECA.

For the two abovementioned needs the main thing is to attract cheap long resources.

There is also a wide need of enterprises in replenishment of working capital (here the key issues are: banks’ possibility in rendering a sufficient limits volume and not high cost of financing).

Besides, the owners of companies may be interested in such services as Private banking, including accompany of their abroad business trips (participation in trade shows, etc.).

From the side of our bank we are ready to support in establishing contacts and relations between bank clients in Ukraine and other states, where UniCredit is represented, who are interested in export or business organization in Ukraine.

Is there a difference in work approaches of Western and Russian banks?

Western international banks have a strategy of structuring the deals taking into account the needs of the client, and are more focused on the quality of structuring and financing the condition of the borrower. Russian banks render less structured products, and are more focused on the position of the client at the market and the level of loan security.

Which are your expectations at credit and deposit market this autumn?

I’d like to believe that this year the market will not repeat the practices of the last two years, and that by the year end the situation with cost of loans will preserve at the current level as a minimum, which means planned decrease of financing cost, planned decrease of deposit rates. Currently there are the needed arguments for this, as according to experts, the significant devaluation of UAH is nor foreseen, and there is no political issue, which could influence the actions of market participants.

Source: RBK-Ukraine

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