As well as being a member of the board of the DACT (Dutch Association of Corporate Treasurers), Bart-Jan Roelofsz is mainly known as group treasurer and insurance manager at Endemol Shine. This entertainment group is the result of a merger between Endemol and Shine. The merger means that the Shine companies have now adopted Endemol’s holistic approach to risk management. But what does that mean in practice? We asked Bart-Jan to explain.

Endemol took over the Shine Group at the end of 2014. What exactly does the joint venture do?

“We now have our own offices in nearly 40 countries but there’s quite a market beyond those countries as well. There are three aspects to our operational activities: creating, producing and distributing formats. The production activities involve scripted and non-scripted productions. The scripted productions, such as Humans, Ripper Street and Black Mirror, have production budgets that can run to over EUR 5 million per episode. Some examples of non-scripted shows are reality TV series such as Big Brother and game shows such as Deal or No Deal. Once a production has been completed, we distribute these ‘finished programs’ around the globe. In addition to these distribution activities we also license formats or concepts to third parties. These are then allowed to produce a show in a country where we don’t have an office ourselves.”

To what extent has the operational side of the ‘old’ Endemol changed as a result?

“The scripted and non-scripted activities haven’t really changed since the merger with the Shine Group; they have primarily just multiplied considerably. What’s important is that the programs that come from Shine complement the programs that Endemol already had. That’s great, because our financing model is largely based on – indirect – advertising revenues. In the food world, there were brands that didn’t particularly advertise around Endemol’s programs, but the big food brands are very interested in advertising around a program such as Master Chef, one of Shine’s best known programs. So the two libraries of formats that we had didn’t result in any mutual cannibalism. Moreover, our distribution division was already big, but can now distribute Shine’s entire catalog as well – which triggered a huge growth spurt in 2015 compared with previous years.”

How are the two organizations integrated financially?

“The Shine Group’s revenues were half the amount of Endemol’s, so it was a relatively big takeover. There was a geographical overlap in seven countries, so we had to physically integrate the various local entities in those countries. It was only in the four Scandinavian countries that there was virtually no overlap. The accounting guidelines also had to be adapted. Shine reported using US GAAP, not IFRS, and it also had a split financial year. To minimize the liquidity risk within the group, it was also important to concentrate as much liquidity as possible. Endemol already did a lot of cash upstreaming, but that wasn’t the case in the Shine organization. Endemol had been using a manual, international cash concentration structure for many years. When operating companies make funding requests, our responsiveness as an in-house bank is so good that they’re confident in placing temporarily excess cash with group treasury. Because the Shine Group had a historical mistrust of the practice, it was difficult to introduce cash upstreaming, but the great thing is that we gained that trust. So we are able to increasingly align Shine’s liquidity targets with those of the Endemol organization.”

What’s the situation regarding the Endemol Shine Group’s currency exposure?

“Each operating company works more or less in its own local currency, so local FX exposure is limited. By grouping their data into the four main currencies in which we operate, we have a better insight into the FX exposure of the entire Endemol Shine Group. That exposure stems chiefly from our external financing which, in terms of currency mix, is not in line with our organization’s cumulative currency mix; our financing is relatively US dollar-heavy – outweighing the share that we earn in US dollar-denominated countries. There are three reasons why the long-term FX risk is important to us. First of all, because of our refinancing exposure in 2020 and 2021. Then there’s the FX exposure on our interest charges and, finally, the exposure on our leverage ratio, as per the definition in our financing documentation. We are trying to prevent currency fluctuations influencing the leverage ratio. As a non-listed organization, partly private equity owned, we have agreed with our shareholders that protecting this leverage ratio is the primary objective.”

Endemol has implemented a holistic approach to risk management. What exactly does that entail?

“Risk management demands an integral approach, because it’s not just about financial risks but also operational and reputational risks, for example. Last summer we set up a multidisciplinary risk committee with people who have certain responsibilities within the existing organization – such as treasury/insurance, compliance/legal, IT, tax, controlling and HR – and who pool their resources on the committee. I now coordinate this committee as risk officer.

As well as identifying, analyzing and mitigating risks in a cross-disciplinary manner, the risks are also reported. Reporting to our executive board doesn’t pass through one of its members, but directly to the full board. In my opinion, within any organization, treasury has the mindset and position needed to coordinate a more holistic risk approach that embraces more than just the financial risks, making it the best choice for that task.

Our risk committee looks at the risks we encounter from the perspective of various disciplines. We compare those risks with our risk bearing capacity (RBC), keeping in mind that components of that RBC have been allocated to previously identified risks. To give you a practical example of such a ‘broader’ risk, we are increasingly using drones, carrying airborne cameras, for our productions. In the insurance world, these are usually still classed as ‘aircraft’. But we aren’t using them to transport people or freight. What’s more, insurers see the use of drones for photography and video recording as high risk in light of the violation of privacy rights – especially among American insurers. We deal with this risk on a daily basis, around the world. Finding suitable coverage calls for flexibility in an insurer – and that takes time... What do you do as an organization while you don’t have that coverage? Have compliance draw up guidelines stating that drones may not be used? As ridiculous as that may sound, you have to estimate the risk involved. The scenario, for instance, of a drone causing a multiple vehicle accident is a possibility, but how great is that probability? Can we mitigate this? Should we organize training specifically for personnel, can the controls be hacked, how do you express that in monetary terms, and how does it relate to our RBC?

All of these issues involved a variety of departments – HR, IT, controls. When determining our RBC, we take into account aspects such as our liquidity, non-committal or even firm profit expectations, as well as financial ratios in our financing documentation, which is treasury’s domain. We even consider whether we have already assigned a portion of the RBC to other risks.”

Is the methodology adopted at insurance companies, which involves looking at probability and impact, also used in treasury? Are risks considered in the same way?

“Absolutely. There’s no difference between mapping treasury or operational risks (which may or may not be insurable), or determining their potential impact using scenario and sensitivity analyses. What you then do with that information may differ. For instance: an organization can accept the FX risk – or hedge it – but it may also try to pass it on to its customers. The liability risk of a potential infringement of third-party intellectual property rights is our core business and we can only accept it or insure it, but not pass it on to third parties. I believe that the process of accepting risks, deliberately allocating the RBC to those risks, and monitoring and reporting on them could be done much better by lots of companies. And that includes us, by the way.”

Looking at the company that was absorbed in 2000 by Telefónica, is the strategy nowadays very different from what it was then?

“Telefónica, which bought Endemol after a bidding war with KPN and World Online, was actually light years ahead of the game. Telefónica wanted to set itself apart from the other telecom companies, not just in terms of price, quality and network, but also in terms of content they wanted to offer their subscribers something extra: access to Endemol content. And the vision they had is now the reality: being able to view content on mobile devices. Both as a replacement for television – i.e. generally available content – but also specific, subscriber-only content. The only thing they were wrong about back then was the speed of the rollout of the 3G and then the 4G network.

In 2007, Endemol was sold to a consortium of three parties: Goldman Sachs, Mediaset and Cyrte Investments. What made this special was the fact that it was one of the last leveraged finance deals before the financial and economic crisis erupted. One of the mandated lead arrangers (MLAs) at the time was Lehman Brothers. We experienced the complications of the bankruptcy of an MLA first hand – absolutely fascinating!

Between 2008 and 2014 the Endemol organization practically had to reinvent itself. Our revenues plummeted as a direct consequence of the sharp decline in the advertising market. But by producing programs far more efficiently, our profit margins actually grew during that period. In 2015, with the new shareholders and capital structure, we focused on integrating Shine into the Endemol organization, and we are now ready for the future. We’re able to roll out new ideas really fast; we are ‘lean and mean’. With our shareholders’ support, we can continue investing at an accelerated pace in the further growth of our organization.”

Bart-Jan joined Endemol as cash manager in 2002. Prior to that, he worked as a cash & treasury management consultant at ING. As from 2007, he became responsible for group insurances as well as group treasury. Since mid-2015, as group risk officer, he is also responsible for the risk committee.

Would you like to know more about cash flow forecasting and/or risk management? Contact us today.

The International Organization for Migration (IOM) is the principal intergovernmental agency in the field of migration. Due to increasing migratory flows over the past decade, which have escalated in recent months, the organization realized that its treasury needed a transformation in order to continue supporting the organization and its cause.

The IOM is committed to the principle that humane and orderly migration benefits both migrants and society. The organization was established in 1951, then known as the Provisional Intergovernmental Committee for the Movement of Migrants from Europe (PICMME), which helped people resettle in Western Europe following the chaos and displacement of the Second World War.

In subsequent years, the organization underwent a succession of name changes to the Intergovernmental Committee for European Migration (ICEM) in 1952, the Intergovernmental Committee for Migration (ICM) in 1980, and the International Organization for Migration (IOM) in 1989. These name changes reflect the organization’s transition from a logistics operation to a migration agency. The IOM’s members currently include 157 states and 10 observer states. It has offices in more than 150 countries and at any one time has more than 2,500 active projects ongoing.

It works to help ensure the orderly and humane management of migration, to promote international cooperation on migration issues, to assist in the search for practical solutions to migration problems, and to provide humanitarian assistance to migrants in need, including refugees, displaced persons, or other uprooted people. The organization works closely with several partners in four broad areas of migration management: migration and development, facilitating migration, regulating migration, and addressing forced migration. The IOM assists in meeting the growing operational challenges of migration management. It aims to advance the understanding of migration issues and encourages social and economic development through migration, while upholding the human dignity and well-being of migrants.

Differing paces

In 2008 and 2009, the organization went through a major transformation. “As recently as 10 years ago, the organization was still executing payments manually at its headquarters – payment by payment,” says Malcolm Grant, head of treasury at the IOM. With a new enterprise resource planning (ERP) system, the IOM took its first step towards improving its treasury. But more change was needed. While migration activities were growing – leading to increases in staff, projects, and donation allocation – treasury didn’t grow at the same pace as the rest of the organization. On top of that, in the years thereafter, the financial crisis resulted in a sharp increase of compliance requirements. “Due to all these developments, our treasury was way behind where it should have been.

The impact of the organization’s growth in an outdated system environment was that people looked for solutions by firefighting; they built up several different systems and various ways of working. For example, new bank accounts were added, instead of using existing bank accounts and relationships. We found ourselves with more than 700 accounts and over 150 bank relationships. We needed to bring treasury back to the heart of the organization – a huge challenge, because we needed more people, more up-to-date technology and improved governance.”

Due to the tight funding in the years following 2009, it was a slow process, says Grant: “From a treasury point of view, we look like a corporate; we get money in, we pay it out and invest it. A corporate has a profit motive, a different set of values and different stakeholders. So there are cultural differences and due to political issues some things don’t happen as quickly.”

A treasury blueprint for the future

Eventually, the organization’s management was persuaded to review its treasury. Grant explains: “So in 2012, we initiated the ‘treasury review’ project. We wanted a comprehensive wide-reaching review that tackled just about all key areas of treasury. Therefore, we asked some consultant firms for treasury advice and after some meetings we hired Zanders to reinforce and challenge our assumptions. And it turned out to be a great step; they added deep knowledge of treasury, markets, and best practices, and together we built a very strong business case showing what needed to be done in our strategic planning to overhaul our treasury.”

Based on the organization’s strategy, Zanders helped IOM in writing a blueprint for the future, based on a number of areas such as treasury management, financial risk management, and treasury governance. “And a few months later we started our ‘global treasury design’ project, aimed at scaling up our treasury operations. But then the question was how to get there. So, how could all issues be improved?”

Treasury risk committee & governance

But before IOM’s treasury realized these three objectives on the technical side, it had already looked at some of the ‘no-cost’ recommendations. Grant says: “In terms of structure, we were very keen to make sure we had a written treasury policy – we now have one. We also lacked an annual treasury plan, which we have now introduced. And one of the most important aspects was setting up a treasury risk committee, which brings together some senior managers in finance and one from operations. They have now been meeting quarterly for two years and it has added enormously to treasury transparency. Moreover, it’s a two-way channel; it has also been a very effective channel for feedback into senior management – to show what treasury is doing and what we want to achieve in the near future. As a result of the review, some serious and valuable changes have been made.”

Grant’s treasury department worked hard to realize the targets as described in the roadmap. He needed some assistance in finding the organization’s banking partners for its cash management, to solve the problem of a too widely dispersed bank portfolio and bank account structure.

“We need to see what money is where,” says Grant. “We don’t see certain key collections in our accounts. Different field offices have different cultures; some are very proactive and engaged in centralized cash management, yet others aren’t. Therefore visibility is very important and a big challenge.”

Simplifying bank relationships

So, last year, IOM asked Zanders to conduct a European Cash Management RFP. Grant notes: “The number of bank relationships was over 150 across our organization. When we did the European RFP, we had 39 countries in scope with 38 different banking parties in those countries. Depending on the region, you could begin to centralize payments. We don’t need to have bank accounts all over Europe, for example. So instead of having 38 bank partners, in the future we may only have five or six.”

Based on IOM’s requirements, five banks were shortlisted for its cash management bank selection project with a pan-European scope. Zanders helped to write the RFP document, was part of the bank selection, managed the evaluation process, and supported the recommendation to senior management. IOM now has just two banking partners and has started the implementation with both banks. “And it’s going very well. We have good support from our internal IT team, which is extremely important. We did a lot of homework and research in Europe, mission by mission, to establish all treasury requirements and banking needs in detail.”

The strategic recommendations that Zanders gave were gathered in a roadmap for IOM’s treasury, with a prioritization of projects and focus areas. Grant adds: “We started by looking at three key achievable short-term objectives – things we could do within one year. The first was to bring on board the foreign exchange trading platform, 360T. The second was to bring on board a treasury management system (TMS). Third was to conduct a cash management RFP (request for proposal) in Europe for banking services. These objectives have been met; the systems are now live and working. There is still some additional TMS functionality to bring on board, but the initial level of functionality related to reporting and basic payment processing is available.”

The end of the beginning

“Our department is now about a third of the way to where we want to be. Centralizing payments and having payment factories, for example, is still years away for IOM; that demands a phased approach. In terms of payments, reconciliation, pooling, and technical architecture, we are improving our basic structures; we are looking at in-house banking (IHB) and payment factories. You need to walk before you can run. To illustrate it in an appropriate quote from Winston Churchill: ‘This is not the end, it may not even be the beginning of the end but it is the end of the beginning.’ I think that’s where we are now.”

Despite the many tough challenges for IOM’s treasury department, working for an organization in the field of migration gives Grant both energy and satisfaction. “Treasury is a humble servant of the dedicated workers doing the tough job in the field. We are just here to take a potential set of problems away from them. By, for example, ensuring that they have enough liquidity so they can do what they need to do, ensuring they do not get into trouble with local compliance, get best value in buying local currency, and ensuring they have proper banking partners and accounts. Our advice and expertise is a key area of support to the local missions, thereby ensuring that the mission activities in the field are not held up due to treasury issues.”

IOM’s key strategic focus areas:

• Migration management; helping migrants in any way possible regarding security.
• Operations and emergencies: ready to react rapidly to emergency events such as earthquakes or military actions. IOM is not a refugee agency – that work is done by the UN – however it works closely together with UNHCR.
• International cooperation and partnerships: including relationships with donors. IOM is very active in the development of international migration law. It has a team of lawyers and a department working on clarifying, establishing, and modifying international law, as far as it relates to migrants.

FMO provides financing for companies in Africa, South and Central America, Asia, and Eastern Europe, and its mission is to empower entrepreneurs to build a better world.

“And in the context of this mission we have two objectives,” says Paul Buijze, FMO’s director of finance & mid-office.

“We only finance those companies that we expect will make an impact. They must contribute to the type of development that maintains a balance between financial returns and environmental and social aspects. In other words, the investment must stimulate development. We don’t finance ventures that commercial banks already do. We invest only in private companies that would otherwise not be able to grow; it’s not our place to finance governments.”

Focus Areas

The development bank invests in sectors in which they expect the impact to be the greatest, such as financial institutions, energy, and the agrarian sector. “Many companies are too small to be served from The Hague,” reasons Buijze, “but a local bank is far better positioned to reach companies in a country on a smaller scale. “And without our second focus area, energy, development isn’t even possible. Without light, you can neither read, study nor run a factory. Energy facilitates a great deal of development. “Our third focus area is food and water. By 2050, our planet will be home to nine billion people and they will all have to eat and drink, within the realms of what’s possible, of course. There will probably be enough agricultural land, but at the moment it’s being used very inefficiently. “It’s about the complete chain, incidentally. If there is insufficient refrigeration capacity, food will spoil before it even reaches consumers.”

Finally, in addition to these focus areas, we serve a sector encompassing infrastructure, production and services. Kept deliberately broad, this ‘other’ sector owes its importance to distribution, and mainly because of risk considerations. Here, on specific issues we always collaborate with partners that have certain expertise, while in the first three focus areas we ourselves often lead the way.

Strong Corporate Governance

With an investment portfolio of €8 billion in more than 85 countries, on a global scale FMO is one of the biggest development banks serving the private sector. It finances entrepreneurs directly through funds, but the decision to invest in funds depends on more than just financial criteria. Buijze is a member of the credit commission that assesses the suitability of projects. “Over the years we’ve built up an extensive list of investment criteria. A bank must have a certain level of solvency. For an investment in energy, for example, we insist that the energy provider will be called on to supply a certain amount of energy over a certain period of time. “And we opt for renewable energy, as opposed to the fossil-fuel-generated variety. We have extensively documented conditions for each type of financing. This is a departure point. “If, on that basis, a request fails to meet our conditions in the areas of the environment, society, governance, or return, we’ll take it from there whether we can implement the development with the company in question. We’ll look at the impact the company can generate, such as employment, for example. Every situation is different, which is what makes working in these countries so complex.” In combination with a report set up by the investment officer, who will have checked out a few things onsite, it’s decided with the aid of the criteria whether financing is eventually granted.

Negative Travel Advice

But how does that work, for example, in countries governed by ‘dubious’ regimes? “We have very strict and influential corporate governance and compliance officers,” says Buijze. “In that respect, our demands are uncompromising, and we carry out thorough research beforehand. We check, for example, to ensure a company has no ties with the government.” And what about companies in high-risk areas, such as a country embroiled in a civil war? "It’s absolutely essential that we have access to the country in question,” he answers. “We must be able to keep our finger on the pulse. If our government advises against travel to a particular country, funding will not go ahead. “However, if it’s already been extended, we cannot change it. Such a situation was created by the recent Ebola crisis; at one point, we could no longer travel to Liberia or Sierra Leone. “Of course, there are countries in which you are exposed to more risk, but our portfolio has a good spread and includes many countries which are now making good progress and where there is no political tension. “You’ll find savvy entrepreneurs in the most difficult of countries.”

According to Buijze, FMO has had to write off very few investments so far. “Every company experiences a hiccup from time to time, such as local demonstrations or disturbances. But at the end of the day, the situation usually sorts itself out. “Everyone needs energy, just like they need banks and telecommunications, for example. “And, of course, water too, although this issue is somewhat politically sensitive.”

Setting up authorizations

In many respects, FMO has a completely different risk profile compared to a commercial bank. “We don’t employ traders, and we are not subject to unrealistic financial pressures from shareholders,” says Buijze. “It allows us to be very focused on what we do. In my view, this doesn’t make our risk greater than that of a commercial bank.” Despite vastly differing missions and approaches, FMO nonetheless faces the same demands. “For example, DNB makes sure that our ICT architecture and its system administration comply with certain standards,” says Rolf Daalder, director of ICT & facility services at FMO. “Security must be paramount. FMO is free in its choice of cloud, but it must comply with certain DNB conditions. “We only do things we know about, and if we cannot do something ourselves, we have a number of partners we can fall back on for specific expertise.” Every year, FMO is audited by KPMG, which, in 2014, stipulated that the development bank should take a long, hard look at its internal authorizations and diverse roles and functions.

“Everyone in the bank has a certain function, to which certain rights are allocated,” explains Daalder. “You must know what you are approving. Some 10 years ago, we set up the WSS Suite (Finance Kit) system exactly for this purpose, but it had to be brought up to date.” What FMO needed was an independent party that also had expertise in how others approached this kind of task. “We had no intention of convincing ourselves that everything was hunky-dory; there was no point in the left hand checking what the right hand was doing!”

Four-eyes principle

How can you effectively monitor an existing system? “FMO wanted to be challenged and asked us for advice on best practices,” explains Zanders consultant Bart Timmerman. “During a regular update to a newer version, Finance Kit gained a new authorization functionality called Security Centre. It’s a completely separate module in which the organizational structure can be set up. It offers more possibilities and works differently, but that doesn’t detract from the fact that it must be checked to ensure that everything is set up properly.” The questions then were: what are all the processes, and what are they used for? “Supposing, for example, that one person was responsible for two processes, Zanders indicated what improvements should be feasible,” answers Daalder. In this way, it was possible to assimilate authorization profiles to the current systems and requirements. “It’s the best way: start from scratch, investigate who does what, who must be able to do what, and then set up the system on that basis,” says Zanders consultant Annelies Labots. The size of the development bank also plays a role, according to Daalder.

“We are a relatively small bank in which, in certain areas, a few people do relatively quite a lot. It makes the four-eyes principle more challenging than it is for larger banks, which have more people for the diverse functions. If one presses the button, another – and maybe even a third – has to check whether it’s all correct.”This is indeed a challenge for relatively small organizations, agrees Timmerman: “Processes must be flexible and easy to carry out, and this implies that there must be a sufficient distinction between functions.”

Knowledge Sharing

The authorization project, which ran from August 2014 to the beginning of 2015, was complex and comprised numerous small elements that had to be harmonized with one another. “It was completed successfully and to the satisfaction of KPMG,” says Buijze.

And what about FMO’s plans for the future?

“Our strategy is that by 2020, we want to halve our footprint and double our impact. Food production must be maintained at the right level if it is to keep pace with the enormous growth in population, a huge challenge in itself. The population of Uganda, for example, is burgeoning—from just 5 million people in 1950 to 32 million currently, and it’s projected to exceed 100 million by 2050. Another example is Nigeria, whose population will eventually surpass that of the United States. And all these people need to be able to live worthy and dignified lives.” It’s about more than just money, insists Buijze. “Knowledge sharing is also an extremely important way of ensuring that people can grow their own food. All this, combined with being commercially and responsibly active, appeals greatly to the people who work here.” The sheer extent of social engagement at FMO is clearly evident and often critically discussed. “We want to facilitate growth in a country, but this is often accompanied by tension between development and environmental interests,” assures Buijze. “For example, can the installation of a wind farm in a poor region where there is no electricity be seen as a sustainable solution? There will always be people who feel their voice is not being heard. We are not dogmatic, but the result must be the correct one.”

What Did Zanders Do for FMO?

Since 2006, Zanders has carried out projects for FMO in various areas, including:

• Shaping investment policy
• Providing advice on its property investment portfolio
• ALM (Asset and Liability Management) studies
• IRS rating
• WSS Suite (Finance Kit) implementation
• Assessing an update of the capital planning model
• IRRBB (Interest Rate Risk in the Banking Book) validation

If you’d like to learn more about authorization issues or any of the above-mentioned topics, you can contact us.

The Estée Lauder Companies (ELC) set out to change its European banking landscape and one of its first goals was to reduce its banking relationships in the EMEA region from 32 to two. The task required a rigorous request for proposals (RFP) process to select the banks. Writing more than 200 targeted questions for the RFP, with guidance based on Zanders' experience in this area, enabled the company to make a clear decision.

Born Josephine Esther Mentzer, Estée Lauder was raised in Queens, N.Y., by her Hungarian mother, Rose, and Czech father, Max. The name Estée was a variation of her nickname, Esty. In 1946 she and her husband, Joseph Lauder, officially launched the company and, almost 70 years on, the company still has an entrenched sense of family history. The Estée Lauder Companies Inc. is one of the world’s leading manufacturers and marketers of quality skin care, makeup, fragrance and hair care products. Its products are sold in over 150 countries under brand names including Estée Lauder, Aramis, Clinique and M•A•C.

As part of its growth cycle, in 2009, the company appointed an outside CEO – Italian business executive Fabrizio Freda. Since then, the company's net sales have increased from $7.3 billion to $10.97 billion in 2014. This growth cycle has necessitated a more efficient, streamlined way of managing cash flows.

From 32 to two banks

ELC's European operations cover 23 countries, had 32 banking relationships and approximately 200 bank accounts. This had several implications, including inefficient centralization of cash, increased counterparty risks and difficulty in implementing host-to-host connections. The set-up also meant there was less than optimal control and management of excess cash, as well as an opportunity to gain greater efficiency in payments and statement processing. Hence, ELC identified the need to significantly rationalize the number of cash management banks and bank accounts – so the 'Pan European Bank Structure Project' was born.

So how did the company approach the vast task of streamlining almost 200 bank accounts and its numerous banking relationships? It was decided that two or possibly three pan-European cash management banks should be selected. The project involved implementing a centralized liquidity structure for excess cash with a zero-balancing account (ZBA) structure.

Success is in the preparation

The first step of the project was an extensive request for information (RFI) project, which lasted 18 months. The company’s international treasury centre (ITC) began by gathering information from ELC's many affiliates in the region and then broadened the research to include current best practices for banking and cash management. Executive director for European treasury and accounting at ELC's ITC, Bart Taeymans, says: “During the RFI process we wanted to reach out to and learn from our relationship banks that participate in our revolving credit facility as well as other major banks. We were looking at what might be possible and wanted to learn best practices on how companies can manage cash in Europe.”

The RFI looked at all possibilities, from the best way to obtain a report on all balances, to ways of pooling or centralizing cash management in each country. It was a vital information-gathering stage to prepare specific, targeted questions for the RFP. Towards the end of the RFI, ELC invited Zanders to come on board to provide input for the next phase – choosing a long-list of banks for the RFP based on the RFI responses. Taeymans, who joined the company in early 2007, says: “Having a consultant next to you when you are learning about best practices is extremely useful. Banks will give differing opinions according to their abilities and strengths. Zanders provided a neutral view in that process of understanding best practice.”

Five banks were selected to participate in the RFP. “Zanders guided us from a structural perspective – they had the required knowledge and knew what questions to ask, as well as how to score and evaluate the replies. That definitely helped us – but it's not something you can completely outsource, so a lot of work was definitely involved internally,” notes Taeymans.

An eye on the road

Prior to starting the RFP process, ELC also developed a five-year strategic roadmap for treasury. “Zanders was helpful in putting that in place. The consultants' knowledge on treasury best practices helped us draw up a detailed plan on how to integrate treasury systems and processes more efficiently,” says Taeymans.

We wanted to learn best practices on how companies can manage cash in Europe

The treasury roadmap looks forward three to five years. The first step was to set out ELC's current position in relation to its peer companies and best-in-class treasury models. The second step was to decide where the company aimed to be in five years and to establish its short- and long-term priorities and objectives. A gap analysis of the current situation and the desired outcome was valuable in understanding what needed to be done. Finally, the roadmap set out a phased approach to implementing the sub-projects needed to achieve the goals.

Ask the right questions

A great deal of detail was provided to the banks at the RFP stage – something that many of the banks said they appreciated. The RFP document itself covered 39 pages and included more than 200 questions. As renowned author and professor Clayton Christensen once said, “Without a good question, the answer has no place to go.” This underlines that the preparation and drawing up of the questions is really a key stage in ensuring a positive outcome for the RFP. Taeymans notes: “The more information you provide and the more detailed the questions, the better the responses you receive from the banks. It's about letting the banks know how we operate.” It then took about six weeks from October 2013 to November 2013 to receive the responses from the banks.

ELC used a Six Sigma methodology to score the responses – an area in which Zanders was able to provide experienced guidance. The carefully weighted scoring allowed for banks that were the best fit for the customer's requirements to be differentiated in key areas, while responses to certain questions that did not meet ELC’s core requirements meant that a bank could be ruled out completely.

Hugh Davies, associate director at Zanders, was closely involved in this stage of the project. He explains that the Six Sigma methodology enables companies to have a consistent approach to evaluating and scoring complex data, providing a clear frame of reference which is particularly needed when several people are involved in assessing the RFP. Davies says: “This scoring methodology provides a completely objective, robust and defendable set of results. This is important if anyone – a bank or senior management – later ask questions on how the results were obtained.”

Following the evaluation of the RFP responses from the banks, a round of queries and responses clarified any outstanding issues, as well as further meetings with the banks where they could present their proposed solutions. Following that, reference calls with some of the banks' existing clients with similar requirements were made and the short-listed banks' operations and service centers were visited to validate certain aspects of their proposals.

A strategic view

As has been witnessed recently, some banks have been rationalizing or closing down their cash management operations completely, so it was also important to understand the bank's longer-term plans for its cash management business. Taeymans says: “We wanted to understand the bank's approach to practicalities such as pooling, accounts, implementation, contingency, data reporting, etc., but we also had an eye on its strategic vision of cash management. It's important to understand the strategic motivation from senior management at the bank, in the region and beyond. We gained an understanding of this from speaking to many different people at the bank, up to senior levels.”

It’s important to understand the strategic motivation from senior management at the bank, in the region and beyond

It was only in the very late stages of the selection process that negotiations on pricing began with the selected banks, while those that were not chosen were informed and given detailed feedback on the strengths and weaknesses of their proposals.

ELC reached its decision in April 2014 and finally, out of five short-listed banks, BNP Paribas and Citibank were chosen. What clinched the deal? Taeymans says it was very much based on the Six Sigma scoring method and the two best performers were chosen. However, the overall relationship was an important factor and services were allocated according to each bank's strength in particular regions.

Satisfying results

But far from being the end of the project, the bank selection was just the beginning, and in April 2014, the implementation of the pan-European bank project really began. Taeymans says: “Since then, Zanders has been involved on select occasions, in particular with workshops for affiliates because they know how banks operate in certain markets.”

You need to involve your people, including legal, local finance teams and IT

Some of the lessons learned from the project so far include getting early involvement from stakeholders, including the affiliates, as well as IT, legal and accounting departments. Taeymans adds that, when 23 countries are involved, one shouldn't underestimate the time needed for legal and documentary matters. He says: “You need to involve your people, including legal to help with documentary requirements, as well as local finance teams. I myself am definitely not an expert on some of the technical details regarding the file formats needed to integrate with SAP – so that is where cooperation with IT really is key.”

While more work lies ahead on ELC's treasury roadmap, the Belgian ITC can for the moment feel content with its achievements so far. Taeymans says: “It's fair to say, when you see the migration taking place, that's satisfying. It's great to see a workable solution within the company that is the result of a project that is steered from within treasury, but has impacts on affiliates and their financial departments, who all have other priorities. It's very satisfying to see the benefits for the whole company – monetary benefits but also a more efficient process.”

Would you like to know more about RFPs and/or bank selection? Contact us.

Acomo, an abbreviation of Amsterdam Commodities N.V., originated in the Rubber Culture Company Amsterdam (RCMA), which listed on the Amsterdam stock exchange in 1908. The family business, Catz International, one of Acomo’s current businesses, sold itself to RCMA in exchange for 90 percent of the shares, thereby making the company active again.

Soft commodities

Between 2001 and 2010 the company acquired five other companies. The last company which traded in rubber was sold in 2010. In the meantime, the name Acomo has become an anomaly, since the company is no longer operating in Amsterdam. The head office is situated in the heart of Rotterdam with six employees. However, a total of 550 people work in the various trading companies, which are split into four segments: edible seeds; nuts and spices; food ingredients; and tea. “Our group is quite diverse”, says Jan Ten Kate, Acomo’s CFO. “We deal with many different products in many different countries”. This is a result of an increase in demand and the various take-overs made by the holding company. This year Acomo acquired the German seed company SIGCO. Now the group consists of eight companies, which trade products such as spices, herbs, nuts, seeds, dried fruit and tea to and from between large parts of the world. These products all fall under the denominator of soft commodities. “The meaning of the word ‘commodity’ causes a lot of confusion”, says Ten Kate. “Soft commodities have no stock market listed value, which means no price forming is done on an exchange”, he explains. “Today we can sell something we will deliver a couple of months later. As a trading company we carry the price risk for both the supplier and the client”. Products which are traded on the stock exchange, such as grain, wheat
and sugar, are quoted commodities. On these stock exchanges future price fluctuations can be covered but, for Acomo’s products, this is not the case.

Volatile function

The various food products are shipped from all corners of the world – Vietnam, Kenya, South America – to countries such as the USA, the Middle East and various European countries. Acomo is the largest independent tea exporter. “It’s important you can physically reach your products quickly”, explains Ten Kate. “Therefore we are always located close to large ports such as Rotterdam and Mombasa, the largest port for exporting tea from East Africa. A lot of tea is exported from Kenya to Europe and the Middle East, where a lot of tea is drunk.” In developing countries where the middle class is growing, the increased demand in trading products is very apparent. Where people are able to afford relatively more expensive products, nuts and chocolate are becoming more popular. Ten Kate says: “You see products streaming into countries as never before. For example, countries that exported tea are now importing it as well.”

All products Acomo trades are liable to risk, particularly those caused by the weather. Harvests can fail because of heavy rainfall or extreme drought. “On the demand side you have to cope with geographic and demographic factors, and on the supply side more with climatic ones. Because of this, the relationship between supply and demand is a volatile one. We are able to fulfill the function we have because volatility in volume automatically leads to volatility in price. We can assume a large part of the supply chain risk with respect to reliable delivery since we always have products in stock – usually they have a long shelf-life – or we have purchase orders with reliable suppliers in the countries of origin.”

A large appetite

With the increase in turnover after the three large acquisitions in 2010, it was time for new financing. “Our business is typified by lengthy transport routes and shipping products which we buy and then have to deliver and all of that has to be financed”, Ten Kate says. “To ensure future growth we wanted to create a new starting point for our financing. We wanted the groups’ various loans which were taken out with different banks to be amalgamated under one umbrella. We were able to approach the financial markets, since the banks were hungry for business; after the major take-overs in 2010 we had proved we were successful. Over the past four years, our turnover rose from 200 to 600 million euros.” Profit for the past few years is around 27 million euros. These are good results for which Acomo has also achieved recognition on the stock exchange.
In spite of this ‘hunger’, Acomo approached Zanders for help with the new financing. Ten Kate explains: “We needed a partner who could help us in the game with the banks. Before I joined Acomo I had a boutique in corporate finance and one of my colleagues, Bert van Dijk, left to go to Zanders. We got talking and clicked straight away.”

Acomo allowed the existing banks to participate in the process but wanted to bring in other new, effective banks. Ten Kate says: “We were looking for a mix in the banking group. We wanted internationally operating Dutch banks, mainly because of our worldwide tea trade. And we were looking for a bank which would cover our interests on the American market, since a third of our turnover is in the USA.”

So in autumn 2013 a selection process of scanning and approaching a number of banks began, questioning how they would fulfill the requirements. Ten Kate notes: “Negotiating is in this company’s blood, but you have to move forward with those banks with which you have fought a hard battle. Then it’s good to have an intermediary with expertise – from what is happening in the market to what you can and can’t ask. It was also good that an external advisor carried out the bank pre-selection process." After completing the legal documents, the final contracts were signed in February 2014.

It was a process in which everyone knew his own role – and Zanders carried out its role vis-a-vis the banks very well.

Jan Ten Kate, Acomo’s CFO

Lucrative business

The outcome of the selection process was a group of banks consisting of Rabobank International, ING Bank, HSBC and Fifth Third Bank. “New financing means we have even more financial leeway so that our anticipated growth is securely financed and, that we are linked to a strong banking group which can grow with us,” says Ten Kate. “For us this also comes with attractive conditions and rates. Therefore we are very happy with what we have achieved.” Hidde ten Brink, one of Zanders’ consultants, is also happy with the result. “Due to current strict legislation it has become more difficult for banks to extend financing, but Acomo is a good example of a company where you can see positive effects. If you are a part of the relatively small group to which banks will grant loans, you can haggle over the terms. Acomo has a strong track record and so the future looks rosy.

All purchase and sales contracts in the various countries are signed locally by Acomo, so that currency risks are covered by the banks. “We are an attractive customer for a bank, since FX is a lucrative business,” says Zander van Ooij, Acomo’s treasurer. “The FX risk is covered in each region by currency, term or spot contracts or balance sheet hedging.” Van Ooij comes originally from the banking world and knows that lending has been difficult for some time. “The fact that banks want to grant us loans is therefore significant.”

Future growth

Acomo’s product range expansion is only possible in soft commodities. “A product like cocoa has a futures market. The position of a trading company in the value chain is then completely different to when price risks cannot be covered by a futures exchange. We focus more on niche products, with relatively small harvests and different forms of transport to the huge grain or soya tankers. That is a totally different market.” Of course Acomo has competitors, but each ‘competitor colleague’ has its own range of products. From an acquisition point of view, the medium sized niche companies are interesting and could offer more branches worldwide or different niche products. New markets such as those of the recently acquired German grain trader SIGCO add value, according to Ten Kate, who adds: “In certain countries it is a business advantage if you physically have an office there, and now we have that in Germany.”

Acomo as a shareholder is also an interesting prospect for such companies, Ten Kate believes: “The holding offers our companies the financial support they need to do business well, by means of the financing we have in place. Product pricing can significantly increase and for many family businesses, this can lead to banking challenges. I know for example that the price of pepper was USD 1,500 per ton, and that it is now more than USD 8,000 a ton. A container with 20 tons of pepper then amounts to USD 160,000. Smaller companies cannot cope any more with this sort of financing requirement.” Although the soft commodities market is not always transparent, Acomo is able to financially absorb such impacts now it has banks on board which understand the game. “Higher prices for tea or sunflower seeds result in increased demand for financing because of their large volumes. However, banks who understand our markets no longer worry about it.”

According to Ten Kate, the banks still have clear coverage. “Stocks are liquid and are easy to price. These are products which have a quick turnover – there is always demand for tea, nuts and pepper. That is also an interesting factor in our business: you can touch, smell and sample our products. We literally have a very tangible company.”

A transfer to a new system is usually a complicated and time-consuming process. This particularly rings true for a company like GlobalCollect, which processes hundreds of thousands of online transactions for banks all over the world on a daily basis. How did this payment service provider (PSP) tackle the complicated challenge of adopting SWIFT as its new system?

In 1994, the current GlobalCollect was set up as a division within the old TPG Post company to ensure a well-organized payment system for parcel deliveries. Back then it was dealing with offline payments, such as cash on delivery, but when digitalization took off, the postal company decided to go online with its payment services. Now, GlobalCollect is a fast-growing company, independent of TPG Post, which processes worldwide online payments for retailers operating internationally. This PSP offers them one platform so that they do not have to deal with the complexity of various foreign banks and their payment systems.

Connections and conversions

Michael Roos, vice president of merchant boarding at GlobalCollect, says that the market for PSPs has quickly become ‘professionalized’. “The industry has developed enormously over the past 10 years, also as far as legal and statutory regulations are concerned. We fall under the supervision of the Dutch central bank, De Nederlandsche Bank, and are affected by the EU’s Payment Services Directive (PSD). Companies who conduct business abroad, such as airlines or online retailers, need to receive payments from abroad. That adds to the complexity as it is a huge challenge setting up all the connections. You not only have to deal with the local banker, but also with all sorts of foreign banks.” A PSP not only has all those necessary local connections but is able to offer the client various payment methods via one point of access. “As a company you then have not only the local payment method, such as iDeal in the Netherlands, but also those in other countries where you have customers.”

Since GlobalCollect processes many millions of transactions each month, it is able to compete on price – something a single company cannot do with only several hundred transactions. Customers enjoy a more favorable rate – despite working with an intermediary – than they would with a bank. Besides dealing with the complexity of connections, GlobalCollect’s clients enjoy large-scale benefits for other services, such as currency conversion. “Collection of foreign currency can be outsourced,” Roos adds. “If you get paid in Brazilian real, which is not freely convertible, we do the conversion. Clients then have quicker access to their money in their own currency.”

New for corporates

 When GlobalCollect was starting up, it began with a few bank interfaces. “But after about 15 years we had more than 50 interfaces within an out-of-date infrastructure. In order to bring this infrastructure up to a technological standard that was market compliant, we decided that SWIFT was the best solution. But to get started we didn’t have the required know-how and manpower. So when we looked around for a company with plenty of expertise we hit on Zanders. I had spoken to Sander van Tol about three or four years ago and remembered that Zanders knew a lot about SWIFT. In the spring of 2012 I met Jill Tosi and in October the project kicked off.” Zanders taught GlobalCollect about the possibilities and impossibilities of SWIFT. “And Zanders was the right choice,” says Roos. Originally, SWIFT was a connectivity channel for banks, and since 2000 it has also become available to corporates. When GlobalCollect decided to start using SWIFT’s Alliance Lite2, a new cloud-based SWIFT communication tool, it was new to the market. Roos says: “As one of the first adopters, we were working with a completely new SWIFT system.

The interfaces particularly were new and unknown.” GlobalCollect’s reason for acquiring SWIFT was twofold. On the technical side, the number of interfaces had to be reduced. On the other hand, SWIFT had to standardize formats and the provision of information. Roos adds: “In order to be able to profit from the systems we had to have good information. Good information is standardized in IT, and so we ended up with SWIFT. The way information was shared with banks had to be standardized as much as possible. This was our starting point with a kick-off on various workflows.”

Fully-fledged tool

The challenge for GlobalCollect was mainly in connecting to banks. The old interfaces had to be replaced with new ones. Whereas SWIFT has everything standardized, it appeared that the banks did not. Roos explains: “Banks who want to connect via SWIFT each send their own technical implementation document; where one sends a single Excel-sheet with technical details, another sends a 20-page contract.” Roos noticed that SWIFT, banks, and corporations were not necessarily used to dealing with each other in this context. “Particularly outside of developed markets, the banks have not come that far yet and there is a good deal of indifference. This makes project-based work and estimation of turnaround times difficult. We approached a number of banks and looked to see which ones reacted the fastest and in the most professional way, and we started with them. This is not what you would normally do. I think we got off to a good start, but the migration path will take a number of months to complete.” The time required for testing individual connections and carrying out test cases can be very long. Roos says: “SWIFT is a fully-fledged tool and the parties used to working with it are large financial institutions. For us as a young, upcoming, dynamic industry, we really have to adapt to the banks – it’s a completely different culture.”

Change of format

With the huge amount of transactions involved, a transfer to another system is risky. “Therefore we ran the two systems in parallel during the migration,” he explains. “We also deliberately decided to link the largest parties first, leaving the legacy system running as we integrated SWIFT into the organization.” This means that a back-up is not necessary. “SWIFT is a unique system, with relatively large numbers of redundancy channels and recovery scenarios, so that it can guarantee unique processing.”

According to Zanders consultant Jill Tosi, this is because SWIFT is owned by the banks: “They have so much trust in their system that they assume responsibility for payments. SWIFT has such a robust system with minimal failure percentages, that customers can put complete trust in its information process.”

At the time of transferring to the new system, GlobalCollect had a lot of IT projects on the go. The SWIFT implementation was also part of a much larger project, Process Excellence, where several systems had to be modernized in order to meet market standards. “There was a lot of pressure on the IT department at GlobalCollect,” Tosi says. “The electronic banking systems were all stand-alone, i.e. not integrated into the daily processes. There were about 50 electronic banking systems, and someone had to log into each one separately with a different token each day. For one or two that is feasible, but 50 is too many.” And Roos adds: “The whole idea was to continue with significantly fewer interfaces – preferably one. And we are still very busy with that.”

While GlobalCollect was carrying out the migration to the new system, the banks were right in the middle of the SEPA migration. “That had consequences for the introduction of new formats within SWIFT,” Roos says. “We had to make a decision: do we go for MT940, the old standard for bank statements, or do we go for CAMT 053, the XML-successor of MT940? XML is a future-proof format but is not offered by all banks. As a consequence of SEPA, some banks will have to be migrated twice: firstly to MT940 and then to XML. An interesting aside is that where SWIFT offers the version 2.0 solution to corporations, many banks are just not ready for SWIFT connectivity with businesses. A number of large Anglo-Saxon banks have indicated that MT940 interfaces are not yet available for a direct connection to SWIFT Alliance Lite2 with corporates.”

Business as usual

The SWIFT migration to large banks is over and this year other banks will follow. After the first three banks, Zanders withdrew from the process. "It is now more like business as usual,” says Roos. "Zanders not only did the implementation, but was also responsible for the learning curve in our company. We have become self-supporting as far as SWIFT is concerned.” After the SWIFT project, Zanders also helped GlobalCollect with the selection and implementation of a new treasury management system (TMS) and a reconciliation tool. "Messages coming from SWIFT could be uploaded to our TMS straight away,” Roos says. "The same goes for our reconciliation system. If we didn’t have the standardization of the SWIFT system, it would have been much harder. In the banks’ own technical file formats there is a degree of standardization, but it’s not complete. It is clear to us that getting the standard functionality working would not have been possible without the successful implementation of SWIFT Alliance Lite2.”

Six years ago, in the middle of the challenging days of a new-born financial crisis, Anadolubank Nederland N.V. entered the Dutch market. Looking back, the bank didn’t seem to suffer much from those challenges and managed to grow steadily. However, during that process, it became clear that the bank needed to bring its risk management framework to the next, higher level.

The parent bank, Anadolubank A.S., was established in Turkey in 1996. Nowadays it is a well-known middle-sized bank with 2,100 employees, providing credits for small and medium-sized businesses. On entering the Dutch market in 2008, the bank had a challenging start but its results steadily improved and it expanded from 15 to 35 employees. The growth meant that more and more projects needed to be managed while banking regulations were intensified.
“We didn’t have all the expertise readily available to deal with the latest developments,” says Nuriye Plotkin, managing director with responsibility for risk management at Anadolubank. “Larger banks have invested heavily and therefore have more mature risk management frameworks.” For the implementation of a comprehensive risk management framework, the bank was looking for more advice and support.

Three phases

In late 2012, we invited six different parties to be interviewed about their ideas and to get an impression of their approach. We chose Zanders because it was clear that they knew the Dutch market and regulation very well, while showing a good understanding of the specific risk aspects of our bank – so this met our needs.

Nuriye Plotkin, managing director with responsibility for risk management at Anadolubank.

As a result, in January 2013, the ‘Risk Management Review’ project was initiated, covering three consecutive phases. In the first phase, completed in March, Zanders performed a scan of the risk management framework. The detailed review of the existing situation resulted in a number of recommendations for further improvements. “It showed exactly what we were missing,” says Mrs. Plotkin. The completion of the second phase provided a risk governance and policy update, which was approved by both the bank’s management board and supervisory board. The main objective of the third phase, which started in July 2013, was to improve and implement the risk models and corresponding risk reports. A practical approach was adopted that dealt with the most relevant items, in line with current best market practices and took into account the limited size of, and capacity within, Anadolubank.

“For instance, a model was developed that forecasts future cash flows for various purposes, such as interest rate and liquidity risk analysis, including the expected behavior of our savings portfolios,” Mrs. Plotkin says. Charles Zondag, executive consultant at Zanders, adds: “Many elements played a role in the project. As a small bank, you need to be flexible; continuously balancing between the importance and consequences of relevant topics, in order to make the right decisions.”

This last phase of the project was completed in November 2013. During the entire project, Zanders partner Jaap Karelse was impressed by the way Anadolubank worked.

A small but fast-growing company like Anadolubank has to deal with a lot of challenges. Regulators, the parent company, and customers all demand fast follow-up to their requests. But everyone at Anadolubank was so dedicated and worked incredibly hard – it was really impressive to see.

Jaap Karelse, Partner at Zanders.

Comprehensive

The bank’s steering committee continuously monitored and evaluated the project and took appropriate steps where necessary. The project team members, consisting of both Anadolubank employees and Zanders consultants, met on a bi-weekly basis to discuss the progress of the various deliverables, identify action points, and update the planning. “We are a small, new bank with new people entering the organization throughout the year. So you have to set clear standards. And this project helped us to do so,” Mrs. Plotkin emphasizes.

Anadolubank’s Lütfi Öztürker, who was responsible for all credit risk activities within the project, agrees: “In the past, the bank primarily relied on its banking experience. Now we have a written framework with guidelines for our day-to-day credit risk management operations. If you have a problem or a specific risk issue, we know how to best handle it. It’s clearer for everybody in the organization now.”

His colleague Ersoy Erturk adds: “As we mentioned in the beginning, the financial sector has been the most influenced by the volatile conditions of the financial crisis. In order to promote confidence among financial institution stakeholders – including regulators, supervisors, and shareholders – the bank must endorse strong risk management within their organization. This project was embraced by all team members. In our experience, behind the success of the project we have both a top-down and a bottom-up approach – risk management is mandated and supported from senior management, and each team member is empowered to speak up and take action.”

Turkish differences

“Risk management is a very deep and wide field of expertise,” adds Efsun Degertekin, risk manager at Anadolubank. “It is not easy to implement a framework into a growing organization that can deal with many changing elements in regulation and the current market.”
Besides that, the Dutch business differs from the Turkish one, adds Mrs. Plotkin. Both the parent bank and Dutch subsidiary have corporate clients. Mr. Öztürker points out: “In terms of credit assessment, both banks are conservative. But in the Netherlands, we work with larger international corporates sensitive to interest rates, while our parent bank prefers small- and medium-sized enterprises.” According to Mr. Öztürker, the main issue is the difference in regulation. “For a foreign bank in the Netherlands, that is a challenge. You have to adapt your strategies in a short period because of the different regulations. For the Turkish head office, however, this also brings useful know-how.”

Conservative approach

What about competition with other Turkish banks? Mrs. Plotkin notes: “Anadolubank’s principal strategy is to continue healthy growth in each line of business and capitalize on the growth potential of the Dutch market.” The bank achieved this growth while maintaining its conservative credit approval processes although in the corporate lending business the competition is high.
“Anadolubank has adopted a different but prudent and conservative lending approach since establishment,” Mr. Öztürker adds. “Risk management is primarily associated with the flexibility of organizational structures. Reacting in different ways and responding quickly in spite of changing conditions is a flexible approach. And both banks, parent and Anadolubank N.V., have a conservative approach but adaptive capacity.”

Future steps

For Anadolubank, 2014 will have additional challenges, says Mrs. Plotkin. “We plan to improve the reporting system. We received more feedback than we expected from Zanders. We learned a lot during the project.”
Mr. Öztürker adds: “It was a time issue to finish all items, but we managed it. And we now have the necessary know-how to scope all remaining items.”

What are Anadolubank’s plans for the next five years? Mrs. Plotkin explains: “First, we get started in the right direction and we need to stay on track. Our objective is to maintain a dynamic risk management framework to ensure we profoundly address regulatory challenges and the changing economic environment.”

The Netherlands’ most compact university has a prime location: adjoining the capital’s Zuidas business district and the VU medical center. The VU’s situation is unique in that the city has grown towards it. Both its collaboration with the business sector and with the medical world takes place just a stone’s throw away.

In 1992, the university had approximately 8,000 students; that number is now around 24,000. In terms of the university’s physical real estate, however, not much has been added since the early 1990s. And yet, without any appreciable increase in its accommodation, the number of students studying at the VU has tripled. Partly because of the major growth that the university has experienced, the VU adjusted its substantive vision to the future, under the motto ‘VU Amsterdam: looking further,’ and plans were drafted for expanding or modifying the campus. Since 2003 the university has been considering a vision for the campus; it was only a few years later that it made that vision concrete and the plans for the current renovations on the VU site were established. This gave rise to funding requirements as well.

The early crowd-funders

The VU was founded in 1880 by a group of reformed Protestants, led by Abraham Kuyper. They felt that the education offered at other universities was too liberal. The ties with the reformed Protestant church were strong up until the 1970s. The VU was in fact founded using an early form of crowdfunding: donations from reformed Protestants throughout the Netherlands financed the education at the VU. Fundraisers went door to door asking for donations, carrying green collection boxes bearing a picture of Abraham Kuyper—not only a minister and politician but also known as the founder of the Anti-Revolutionary Party. Radboud University was financed in a similar manner, but by the Catholic community in the Netherlands.

Its original source of funding means the VU has a special structure. While other universities have their roots in the Education Act, the VU is a Dutch stichting (foundation), called the Stichting VU-VUmc, with the university (VU) and medical center (VUmc) as divisions. Other universities such as Leiden University and Utrecht University also work with medical centers, but as separate legal entities and not within a single foundation. “This structure makes it more difficult to arrange funding in the way that other universities do,” says Hanco Gerritse, financial director at the VU. “The VU and VUmc operate as separate entities but must always take each other into account in their financing. In the Netherlands, universities have the possibility of getting funding from the Dutch Ministry of Finance. However, this method of funding, called ‘schatkistbankieren,’ was less attractive in this instance. We therefore chose to work with Zanders, so that the consultants could support us in finding the best financing solution.”

As first university

Zanders first had to investigate how the VU could finance its accommodation plans. Alongside possibilities of bank financing, the VU was also advised to look into a loan via the European Investment Bank (EIB). Gerritse says: “The VU did not have any long-term capital. It was not something we were set up for. Most of the knowledge required we gained from Zanders. And they played an important role in the contact with the EIB. The cooperation fits us like a glove; it is a real partnership.” And the fact that the EIB emerged as a financier is special, says Gerritse. “What makes it so special is that we are the first university in the Netherlands to receive financing from the EIB. Due to both the creditworthiness and nature of the EIB, the pricing is far below those of commercial banks. And they still have more funds available, for the Netherlands and for education in particular.” The construction project involves a total investment of some €460 million. The maximum amount of funding the EIB will provide is half of the investment by way of combined project financing.

Most of the knowledge required we gained from Zanders. And they played an important role in the contact with the EIB. The cooperation fits us like a glove; it is a real partnership.

Hanco Gerritse, financial director at the VU

At other universities, schatkistbankieren and/or loans from commercial banks play a large role in the financing; the VU itself contributes the rest of the investment sum for this project, generated from cash flows and its own resources. These cash flows come from the government, based on the number of students and graduates (the first flow of funds), in the form of research financing (second flow of funds), or originate from the European Union and businesses (third flow of funds). “The buildings used to be owned by the Ministry of Education, but since 1995 the universities own their buildings and sites and are therefore responsible for their accommodation, maintenance, and investments as well,” says Peter Wemmenhove, head of planning & control. “The VU’s main building was built at the beginning of the 1970s and is now in need of renovation. This modernization also falls within the scope of the financing.”

Seven Projects

The projects that fall within the project financing are:

• The O|2 building (due for completion in 2015)
• The Campus square (University building NU.VU)
• New power turbines in the VU’s own power plant: Energy center
• Renovation/upgrade of Main building
• Car park under the O|2 building
• Upgrade of the Medical Faculty building
• Changes to the Mathematics and Physics building

Long-term partnership

Wemmenhove started at the VU in May 2012. The project had already been under way for six months at that point; the information memorandum was being prepared and sent out. Gerritse was appointed financial director one year later. Not long before that he had held the same position at healthcare institution Cordaan, where he also worked on a financing project with Zanders. “We see the EIB’s financing as a show of confidence in our plans from a triple-A-rated European institute,” says Gerritse. “After all, it is a public agency and cannot invest indiscriminately. By investing in our plans, the EIB is endeavoring to achieve the objectives agreed on between the European countries.” The VU and EIB did not only discuss the financial angle; the EIB also cooperated closely with VU’s accommodation department, the Campus Facilities Organization (FCO), and of course the VU medical center.

Zanders also played a big role in that, especially because the process was complicated due to the complex legal structure of the foundation.

Hanco Gerritse, financial director at the VU

The most expensive sports fields

Gerritse proudly explains what buildings are being built with the funds raised: “It is a combined project to build a number of new buildings and overhaul existing buildings. The new buildings will be the O|2 building and the new university building NU.VU. We are also improving the sustainability of all our buildings. For instance, in our own power plant we use seasonal thermal energy storage (STES) to cool or heat the buildings. In the main building, the shell will remain intact and we will open up the many small rooms into larger, brighter open-plan offices. All of which meets the needs of our lecturers and students.” This means more flexible workspaces as well as more opportunities for contact between lecturers and students. “The building must be up to date for at least the next 15 years,” adds Wemmenhove.

Connections between the businesses in the Zuidas district and the university are also being stimulated. “The most expensive sports fields in the Netherlands are across the street,” says Gerritse. “They are owned by the municipality but we are going to trade that land to accomplish a more explicit connection with the city. The sports fields will then be moved to behind our site. This puts us closer to the Zuidas district and brings the businesses even closer to our campus.” So there will be even more cooperation between university, business, and the government—something the government is also eager to encourage.

The VU recently started a major research program in cooperation with the University of Amsterdam and ASML. Some of the laser technology used by the semiconductor manufacturer was developed at the VU. Gerritse adds: “That is a really fine example: conducting research together, using the technological expertise from within the universities and then together finding applications for this knowledge. It has yielded a great deal for Amsterdam. Investing in a strategic partnership makes it easier to achieve such results.”

Phased approach

The VU’s real estate investment is a multi-year plan that runs to 2030. Underlying the multi-year plan is the thinking that the university must find more points of connection with the city: the VU, looking further. “The gates must be open,” says Gerritse. “By establishing the connection with the Zuidas district we can give the entire urban district a boost. That is the larger, urban planning vision behind our plan.”

Within the time span that the European Investment Bank provides funding, seven projects have been defined, both new builds and renovations of existing buildings. These projects comprise the combined project financing for the first phase. The total multi-year plan is executed in different phases. The reason for this phased approach is mainly to limit the risks linked to the investments. “We will examine the situation during every phase,” explains Wemmenhove. “How many students we have, whether the government financing is changing, how business is developing in the Zuidas district—these kinds of factors can prompt us to adjust the course of the plans.” The current investments are still in the first phase and are expected to be completed in 2018. Residential facilities, retail units, and movie theaters are also included in the subsequent phases.

What did Zanders and the VU do together as a
project team?

• The contact with financiers (EIB, commercial banks, and the Ministry of Finance), including negotiations
• Cooperation with FCO (campus facilities organization), VUmc, and Van Doorne (lawyer)
• Drafting of information memorandum, including model and multi-year projections and RfPs
• Selection of financiers
• Structuring of the financing, tailored to the organization and its current financial statements

Better positioned

The funding from the EIB also reflects another trend in the academic world, specifically that universities are becoming increasingly international. The competition between universities is no longer confined by national borders or even by European borders. In the international realm, the city of Amsterdam will also profit from the developments at the VU. “More than half of the master's curricula are in English,” explains Gerritse. “As a university and as a city, you are competing on the international market for higher education. The fact that we have good facilities puts us in a better position in that market as well.” In that sense, too, the financing from the EIB is an affirmation of its confidence. “Compared to a commercial bank, the EIB looks at a financing plan very differently, looking far beyond cash flows and revenue forecasts,” says Koen Reijnders, consultant at Zanders. “Probable questions include, for instance: how will the envisioned building function and how sustainable is it? The EIB only starts looking at the financing component when it’s satisfied from both the engineering viewpoint and the perspective of education economics.”

“We are investing in the Zuidas district,” says Gerritse. “When the VU moved here it was surrounded by farmland that was being sold and bought. Since then, this land has grown into a unique area. The VU had to investigate the right way to develop the space available and, with this plan, we have succeeded in doing this.”

The St Jacob Foundation provides care and services to the elderly in the Dutch South Kennermerland area, aiming to give them control over their own lives for as long as possible.

Quality of life is key to home care concepts, as St Jacob showed in their business case which was presented in March 2012. The traditional ‘old people’s home’ has given way to a totally different form of care for the elderly. “Most of our premises stem from the early 1970s,” says Rob van der Hulst, program director of Real Estate and Development at the St Jacob Foundation. “With the type of client we have nowadays this is not sustainable. When the premises were built our target client base was the over 65s who liked to be cared for. In the prosperous areas of Haarlem and the surrounding areas there were often no health issues but rather a preference for a worry-free existence coupled with keeping the luxury they were used to. The domestic assistant sometimes moved with them, for example to an attic in the same building.”

External partners

The foundation’s history goes back a long way, as far as the Middle Ages. The current St Jacob arose from the merger of a number of independent residential and care homes in the Haarlem, Heemstede, and Bloemendaal areas. The latest amalgamation dates from early 2000 and today the foundation has nine premises. Anita Louwers has been the director of the St Jacob’s board of trustees since 2006, when they took their first steps towards a marketing approach to care. “From that time on, care and nursing of the elderly has become faster, more intense and more complicated,” she says. “For that reason, we have opted to find partners to deal with everything which is not directly connected to that complex care, such as help within the home and cleaning, but also the expertise we need in the areas of finance and property. We are becoming a leaner organization: in-depth care with a thin layer of overhead for the relevant support personnel.”

This is a significant difference between St Jacob and other institutions in the country, many of which are more autonomous. Van der Hulst adds: “As an organization we want to stay close to our core function; we are good at intramural and extramural complex care, but other parties are better at what has to be done on the sidelines. The target group has changed considerably over the past few years. The senior citizens, those above 65 years, still live at home, travel and play golf twice a week. Those who now occupy our premises are the over-85s, who are also less mobile, but even in this age group we are noticing changes and, with support, a number of them can still live at home. This group of ‘light clients’ no longer use intramural care facilities, so only the clients who require dedicated nursing remain. “And this group is increasing constantly. People are getting older and the numbers with dementia are increasing as well. We are focused on this growth, but also on recovery and revalidation of the aged,” says Van der Hulst.

Living career

The fact that the aged are requiring more complex care has consequences for the employees of care agencies. “We used to be able to employ semi-skilled people but nowadays care is no longer so lightweight,” says Louwers. “Last year we retrained 500 employees to a higher level of competence. Today, employees have to have specific knowledge about various illnesses and they have more to do with psychiatric problems. Also, care at home is much better organized; people who have had treatment in a geriatric revalidation center go home far earlier and doctors and physiotherapists can also provide care at home.” The trend towards more specialized care was already evident to the foundation in 2007.

Louwers explains: “Since then we already started thinking in terms of housing ladders for our clients. Renovations are often more expensive than new buildings so we began to look at properties more as investors; the properties had to keep their value, we had to build to fulfill market demands and we didn’t want to run any risk. We want to own all properties geared for specialized care, whereas for homes with their own care facilities we want to find investors or co-operate with housing corporations.” These objectives were set out in the Strategic Property Plan which was written in 2007 but which has been modified in certain areas in the meantime. All types of accommodation have to be flexible so that if one target group declines in number another group can live in the same building.

Business case

Between 2007 and 2010, St Jacob developed a multiyear management model in which all future income, property transitions and care programs were covered, from the current to the new situation. Following the real estate plan, St Jacob decided to (re)develop several locations for revalidation care, small-scale group housing and care flats. For the benefit of the financing application, the foundation also prepared a detailed business case which was completed at the beginning of 2012. In the meantime, the foundation started looking for an external expert. “A recommendation and a number of positive references led us to Zanders,” says Louwers.

We already have quite good financial know-how in-house for presenting a business case, but they (Zanders) were able to fine-tune it.

Anita Louwers, Director of the St Jacob’s board of trustees

According to Zanders consultant Hendrik Pons, St Jacob’s business case was convincing. “And above all it was explained very clearly by the foundation. Together this immediately gave the banks a positive impression,” he says. Van der Hulst adds: “Zanders reviewed the multiyear management model and sat down with us round the table during discussions with financial institutions. I am convinced this helped considerably and of course being safely in the black helped as well. We own almost all of the properties and were also able to sell one at quite a favorable moment in time. From three banks and the Guarantee Fund we finally got positive reactions.” The Care Guarantee Fund (Wfz) gave us a 100% guarantee on our new application,” added Pons “and that gave us a significant interest advantage.”

Differentiation

The financing application resulted in St Jacob obtaining a loan of €30 million. Louwers says: “This is rather unusual at the moment for a turnover of €60 million. And it is fantastic since we need property for new clients – often those with severe dementia – to be housed in a way that best suits them.”

Financing is agreed and will be used in 2014. A number of building plans are ready, including Overbos and a building with room for 100 clients with dementia and a revalidation center. Van der Hulst explains: “We are spread over three different towns and that means that we have to have different types of facilities available. With homes where people pay their own living costs they can start working on their own housing ladder earlier and can stay in their own home if their need for care increases. A good example is Nieuw Overbos, which will be opened in a year’s time. Here there are lovely flats for people aged 75 and above. There are many care facilities, such as a doctor and round-the-clock services. But we are here for all senior citizens; on the Aziëweg we are building a complex for council rental.”

By separating housing and care there is a lot more differentiation, according to Louwers. “Many people are prepared to pay for what they want. The Netherlands is a country where the AWBZ (National Act on Exceptional Medical Expenses) is too general and uniform in its coverage and this doesn’t suit everyone. I think it’s good we are a forerunner in the developments.”

More efficient

Louwers also thinks that this new approach will mean resources are used more efficiently. “We started the transition phase with a turnover of €60 million for a large category of quite easy clients. When we are finished we will have a turnover of just under €50 million for a group of difficult clients and we will have €10 million left over for care at home – which is quite a lot. Someone who lives at home is still responsible for the accommodation component and that makes long-term care more affordable.”

So the St Jacob Foundation is becoming more like a company, adapting to and playing on the market forces we are experiencing. However, St Jacob is suffering from the consequences of governmental intervention and the health insurers’ shortsighted policies. Louwers adds: “You can’t really talk about market forces because they are controlled by legislators and insurers. However, if we function well as a care provider by adapting to the needs of our client base, then our buildings will fill up of their own accord.”

How did Zanders work with the St Jacob Foundation?

• Help in preparing the business case
• Participation in talks with the banks and the Care Guarantee Fund (Wfz)
• Various memos on internal decision making
• Continuous treasury support in the form of a service subscription from early 2013; preparation of the annual treasury plan, participation in the treasury committee (strategic), participation in the monthly treasury meeting, treasury tools (loan module, liquidity forecast model).

In 2012, FrieslandCampina was given an honorable mention at the internationally renowned Adam Smith Awards for its bank relationship management. The global dairy company was recognized for its successful refinancing program. This article looks at how ‘wallet distribution’ and strategic bank relationship management allowed the company to maneuver with agility during the financial crisis.

In January 2009, Friesland Foods and Campina, the two largest dairy cooperatives in the Netherlands, merged under the name Royal FrieslandCampina N.V. and Dairy Cooperative FrieslandCampina U.A. The company’s stock is owned by nearly 20,000 members of the merged dairy cooperative – dairy farmers in the Netherlands, Belgium, and Germany. The company is located in 28 countries worldwide, and FrieslandCampina’s dairy products are exported, particularly from the Netherlands, to more than 100 countries.

Growing markets

Several international brands are owned by the dairy cooperative. The biggest Dutch brand, Campina, is the cooperative’s fifth-largest brand. FrieslandCampina’s impressive turnover and growth is particularly noticeable in Asia and Africa. The biggest brands in these continents are Frisian Flag in Indonesia, followed by Peak in Nigeria, Dutch Lady in Vietnam and Malaysia, and Friso – the fastest-growing brand – which is sold in China, Malaysia, and Vietnam, as well as other countries. Next to Peak, the Friso brand recently started selling baby and children’s food in Nigeria, where the number of babies born equals the total in Europe, making it an extremely attractive market.

This year, FrieslandCampina acquired a majority interest in Alaska Milk Corporation, one of the largest dairy cooperatives in the Philippines, with a turnover of EUR 250 million. In the Philippines, too, where the economy and the population continue to grow, the dairy cooperative intends to sell baby and children’s food. These are mouthwatering prospects as far as investors are concerned. FrieslandCampina’s figures also confirm the security that dairy produce offers: turnover grew from EUR 8.3 billion to EUR 10.3 billion during the first four years of their existence.

Visible banking services

However, the merger began at a time when insecurity reigned supreme. The merger between the two dairy producers entailed a change of control situation that called for refinancing: the existing bank financing needed a make-over. This was quite a challenge, coming straight after the fall of Lehman Brothers and the start of the financial crisis. The banks weren’t exactly lining up to offer refinancing of this kind. For this reason, FrieslandCampina started negotiations with a wide selection of banks.

“The size of our wallet was important to the banks,” says Klaas Springer, FrieslandCampina’s director of corporate treasury. “They were perfectly happy to join FrieslandCampina’s group of financiers and commit themselves to our balance sheet, but they also wanted to earn money from the services that our internationally operating business needed. That was when we made a clear commitment: if you come on board, we’ll have a ‘best efforts’ obligation to reward you proportionally. After all, one bank’s service is better than another’s. If you finance 100 out of the 1,000 as a bank, it doesn’t necessarily follow that you will always get 10% of the wallet; the only guarantee that you have is that you will get the opportunity. A bank that has slightly more to offer FrieslandCampina, for instance, may get 12%, but if you’re offering less, then you may only get 8%.”

To be able to prove what the bank and FrieslandCampina had to offer each other, the relationship needed to be quantified. This is a considerable challenge given the various banking services that the organization needs – from ordinary payment traffic to cash management services, to setting aside deposits, foreign currency transactions, interest rate derivatives, and advice about acquisitions.

In order to make this complicated set-up more transparent, we looked for a model, an approach that we could ultimately manage properly ourselves. This is how we ended up with Zanders in 2010.

Klaas Springer, Director of Corporate Treasury at FrieslandCampina.

Wallet Distribution

An important part of the financing is done through private placements, including insurers in the United States. “In addition to this, we need bank financing to be the ‘flexible shell’ in our financing set-up,” says Springer. “We need the availability of large sums to deploy flexibly as working capital, for acquisitions or investments – i.e., for general corporate purposes. We try to cover virtually all our needs with this banking group that has provided us with EUR 1 billion. This doesn’t work with banks that only want to give you money but have nothing extra to offer."

“As a business, you have key relationships: the banks that you see as trusted advisors and that you are in touch with on an almost daily basis. Besides this, we also want a diverse group of banks that have a moral commitment to one another. They must all be prepared to stick their necks out so that it all goes well in the long term.”

With Zanders, it was down to the Wallet-Distribution model when FrieslandCampina divided their portfolio across the banks they had selected. “That model was workable for us,” Springer says. “We were looking for a reliable Golf, not a Rolls Royce. We had to get the model up and running before entering all the data. Some banks are quick to give you insight into what they’ve done for you, and are quite open about it. But others are not so easy or flexible. Large international banks, for instance, don’t always have insight into what they’re doing for FrieslandCampina worldwide.”

Sander van Tol, partner at Zanders, adds: “They can’t consolidate all the internal information the way you want it, for example. Besides that, they don’t have sufficient insight into the overall portfolio of banking services that you use as a company. As far as that goes, to them, it’s like a game to see how they feature in the overall picture.”

FrieslandCampina used its own data for those banks that couldn’t supply the necessary information. Once everything had been processed in the model, it showed how much they were each entitled to on the basis of their contribution. Logically, some banks were happier with the results than others, but for most of them, expectations were met.

Open attitude

At the beginning of 2011, before the refinancing took place, FrieslandCampina approached its banks to discuss the results. Springer says: “At the time we said to our key partners: ‘This is how we see our relationship, how do you see it?’ The banks really appreciated this open attitude. They proposed the following: ‘We think we have X percentage of your FX management, is that correct?’ We didn’t give them an exact answer to that question – it’s all about the big picture, after all. The point of our story was that they would have to be happy with the information we shared with them and that FrieslandCampina had stuck to its side of the bargain. Apart from one or two, all the banks were satisfied. And we were able to explain to those few where the problem lay. To give an example: when we looked at cash management in the US, some of the banks fell by the wayside because cash management wasn’t part of their package – there was no point in inviting them. In this case, it’s not the Friesland Bank, but Citi, RBS, or HSBC who are invited. And that’s when there’s a winner. If a bank keeps missing the boat, then they get less than their share, proportionally. We say that something is not quite right: in the breadth, they simply don’t have enough to offer.”

Renewal

Shortly after the feedback from the banks, financial markets came under pressure once again in the summer of 2011, this time through the Greek debt crisis. In August, financing was discussed once more: the then EUR 1 billion facility was due to expire in 2013. “We approached the banks again and told them we wanted to refinance or renew the existing financing – but this time at a better rate.”

The banks recognized that they could benefit from a well-balanced cooperative relationship with the international dairy enterprise: the price wasn’t a major stumbling block for them. “It was more a question of timing, making an offer in a volatile market. All the big banks but one were with us in this respect. For us, renewing the financing until 2015 was better than new financing. We suggested that one bank join the rest. In the interim, we had two dark horses: banks that were keen to join the group. But, in the end, one bank agreed to the proposal.”

Apart from removing insecurity, the renewal proved to be a good solution from a cost point of view as well. Springer notes: “In 2009, we had to pay fairly high fees; it was a difficult market. By renewing now, we spread the costs that we incurred then over several years. In retrospect, the financing turned out to be cheaper than expected.” It won’t be possible to renew again, though. The firm will have to make a new deal. “A disadvantage of this is that you have to include all the costs that you incurred in the old transaction in your profit and loss account in one go,” Springer explains.

Highly commended

Every year, Klaas Springer sees the Adam Smith Awards announced in trade magazine Treasury Today. “And that’s when you think: have we got anything special to contribute this time round? This time we had a combination: throw the spotlight on portfolio management as a banking service and managing a refinancing project under very difficult market conditions. We decided to compete: we didn’t quite win, but we got a ‘highly commended’. The silver medal – enough to put us on the list of honors.”

An even better example is FrieslandCampina’s member bonds. “This is a financial instrument that is counted as stockholders’ equity from an accounting point of view. We pay interest on it that’s tax-deductible and it gives our members registered bonds that they can trade with one another. It gives a good return and has been accepted. We have now issued more than a billion, but it seems that the demand is greater than the supply – it’s an extremely successful instrument. Other cooperatives are asking us for advice on how these bonds are issued.”

Corporate treasury is not alone in feeling proud of the honorable mention; the corporation as a whole is, too. Springer sums it up, saying: “Wallet sizing put the ball in our court. We used it to get the signatures we needed for the refinancing. We managed to achieve something that doesn’t happen very often in the current market.” In 2012, FrieslandCampina passed the EUR 10 billion turnover mark. “We’re playing in the Champions League, our CEO is now saying. We’re no longer low-profile; we can’t hide anymore.”