v conferencia latinoamericana de leasing the alta group experiencias en vendor programs maarten...
TRANSCRIPT
V Conferencia Latinoamericana de LeasingThe Alta Group
“Experiencias en Vendor Programs”
Maarten Viskaal, CEO De Lage Landen Latin America9th November 2007
V Conferencia Latinoamericana de Leasing
Vosotros subisteís.....
• Que financiamos 15% de todos los tratores vendidos en Brasil, México y Argentina?
• Que en Brasil somos el maior agente del BNDES en el sector Agricola?
• Que hasta ahora no tenemos ninguna operación de leasing en nuestro balance?
• Que somos un lider global en el Vendor Finance?
V Conferencia Latinoamericana de Leasing
De Lage Landen International
• 100% subsidiary of Dutch Cooperative Rabobank, “The world’s safest privately owned bank”;
• Leading player in global vendor finance in key-sectors: Agriculture, Materials Handling & Construction, Office Equipment, ICT, Healthcare and Transportation;
• Portfolio: € 20 billion, Net Profit: € 240 million, and 4.500 employees.
V Conferencia Latinoamericana de Leasing
DLL in the World and Latin America
São Paulo
Porto Alegre (Head-Office)
Querétaro
Mexico City
Buenos Aires
V Conferencia Latinoamericana de Leasing
What is vendor finance?
De Lage Landen Vendor
Dealers
End Users
Equipment
Stock FinanceFloor Plan
Inventory Finance
LoansFinance Leases
Operating Leases
PARTNERSHIP
V Conferencia Latinoamericana de Leasing
Partnership Models
Program Agreements
Private Label Agreements
Virtual JVs Equity JVs
Increasing mutual commitment
V Conferencia Latinoamericana de Leasing
Vendor Finance pushing international growth
Net Profit Development 1975 - 2007
1 4 9
2429 34
39
67 71
107
119
136
158
182
206
234
0,2-
50
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Mil
lio
n E
uro
's
< >
Key-drivers for success:
1. Understanding our Vendors;2. State of the Art Systems;3. Financial Stability (risk control);4. PARTNERSHIP
V Conferencia Latinoamericana de Leasing
Facts & Figures Latin America
Portfolio USD 1.3 billion
Total Staff 241 members
Current Segments
• Agriculture
• Materials Handling / Construction
• Health Care
Future Segments
• Office Equipment
• ICT
• Transportation
V Conferencia Latinoamericana de Leasing
The essence of Partnership
We provide:• Business origination:
– Web based application entry;
– On-line credit scoring;
– Document generation
• Funding;• Portfolio administration;• Collections;• Asset Management
The vendor provides:• Access to sales channels;• Industry knowledge;• Equipment knowledge;• Remarketing support;• Collections support
A good partnership allows each partner toachieve its objectives
V Conferencia Latinoamericana de Leasing
De Lage Landen’s view on Latin America• Demand for vendor finance will continue to increase thanks to:
– lowering country risk ratings;
– falling interest rates;
– use of finance as a sales tool.
• Vendor Finance is still in its infancy and will follow its US / European life-cycle: from finance, to sales, to strategic added value;
• As time moves on we will see more demand for ‘financial logistics’ and true operating lease solutions;
• Development will take time and economic and political volatility in Latin America may impact its speed.
DLL is excited to be part of developing vendor finance in Latin America!
V Conferencia Latinoamericana de Leasing
Preguntas?
Questions?Dúvidas?
Thank You!Gracias!
Obrigado!