Investor Day with Global Wholesale Banking · 2014-02-19 · Established GWB pillar with client coverage as single point of contact, supported by 4 product specialist: Investment

Investor Day with Global Wholesale Banking

Driving Maybank’s businesses to be ASEAN’s leading wholesale bank

14 June 201214 June 2012

Table of Contents

Introduction

Our JourneyOur Journey

Expansion in ASEAN & Beyond

Prospects

Key Takeawaysy y

2

GWB is one of the pillars in the “New House of Maybank”

Introduction

Maybank

Group Finance Office (GFO),Group Credit & Risk Management (GCRM), Group Strategy & Transformation Office,

Group Human Capital (GHC), Legal, Compliance, Communications

MaybankGroup CEO + Support

Community Financial Services

h d h l

ISLAMIC INSPIRED

Global Wholesale Banking

Insurance & Takaful

d

ENA

B

Leveraging shared distribution, Customer

Segment driven, Community Bank

Being the National Insurance Champion and Living the ETIQA

wayINTERNATIONAL EXPANSION

Regaining domestic leadership and

aggressively pursuing ASEAN market expansion by

humanising client

BLEMEN

T

EXPANSION humanising client interaction

Enterprise Transformation Services

3

…and is well represented in Maybank Group EXCO

Introduction

4

Our Objective is to be the leading Wholesale Bank in ASEAN by 2015

Introduction

Our Vision

By 2015

To be a Regional Financial Services LeaderOur Vision

Our Mission

To be a Regional Financial Services Leader

Humanising Financial Services Across Asia

Providing people with convenient access to financing

Having fair terms and pricing

Advising customers based on their needs

Being at the heart of community

Strategic Objectives 1. Undisputed No. 1 Retail Financial Services provider in Malaysia by 2015

d h l l b k ll d ddl

g y

2. Leading ASEAN wholesale bank eventually expanding to Middle East, China & India

3. Undisputed Insurance & Takaful Leader in Malaysia & Emerging Regional Playerg y

4. Truly regional organisation, with ~40% of pre-tax profit derived from international operations by 2015

5 Gl b l l d i I l i Fi

5

5. Global leader in Islamic Finance

Our journey started with the launch of GWB pillar on 1st July 2010

Our Journey

Set up and operationalise GWB pillar

Transformation to the next level:

Regionalisation

Strengthen domestic GWB capabilities, which sets the foundation for

regionalisation

July 2010

GWB pillar gregionalisation

Global Wholesale BankingJuly 2010Established GWB pillar with client coverage as single point of contact, supported by 4 product specialist: Investment Banking,

ProductsClient

Relationship International Enterprise

Global Wholesale Banking

International Fi & p g,

Global Markets, Corporate Banking and Transaction Banking

Consolidated 6 business units(Cash Management, Trade Finance,

Client Coverage

(Private and Public Sector)

Investment Banking

Global Markets

International Strategy & Operations

Country Head MPI

Finance & Business

Operations

Strategic Planning &

TransformationFI, Factoring, Custody, Trustee) to establish Transaction Banking

Established business enablement functions: (i) Finance & Business Operations and (ii) Strategic

Corporate Banking

Transaction Banking

Regional Head

Greater China

Regional Head of Indo

a s o at o

Human Capital

Operations and (ii) Strategic Planning and Transformation

Improved turnaround time

Asset Management

Head of Indo China

“GWB contributes to circa 29% of Group’s PBT”

6

GWB contributes to circa 29% of Group s PBT

Our GWB vision will be driven by the GWB leadership team

Our Journey

Abdul Farid AliasHead, GWB

Zainal Adnan ZakariaHead,

GWB Compliance

Mohd Azura NikHead,

GWB Legal

T gk D t ’ Z f l

Products

John Chong

Client Relationship Enterprise

Khalijah Ismail Director,

Finance and Business Operations

Tengku Dato’ ZafrulCEO,

Maybank Kim Eng Group

Leslie Foo Hasli Hashim

John ChongManaging Director, Client Coverage(Private Sector)

Leslie FooManaging Director,

Global MarketsFairuz Radi

Director, Strategic Planning and

TransformationHamzah Bachee

Managing Director, Client Coverage(Public Sector)

International Operations

John Wong Managing Director

Managing Director, Corporate Banking

p

F i H i i J

Chan Mei-LynnDirector,

Human Capital

Lee Tien PohCEO, Maybank Cambodia

/ Head IndoChina

Managing Director, Transaction Banking

Famatigan, Herminio Jr. MagtibayCEO, MPI

Cheong KHCEO

Nor’AzaminCEO,

Mayban Investment

7 Report to CEO , Maybank Kim Eng Group

CEO,Greater China

Mayban Investment Management Sdn Bhd

We have since made significant progress in building GWB’s capabilities and solutions to provide differentiation against other regional players…


Client Coverage is an integral part of GWB...In humanising banking, we have adopted a client centric approach, providing a single point of contact for all our clients supported by our

wholesale banking businesses as product specialists. This allows us to provide our clients with end to end financial solutions from

Investment Banking Capability

Transaction Banking Solution

Global Markets Capability

Asset Management

Corporate Banking Solution

g p p porigination to execution and a consistent experience throughout the region

Building up a full suite of IB capabilities across the region, accelerated via the acquisition of Kim Eng Holdings

Leading stockbroker in many of k k t l di g

Kicked-off the rollout of regional electronic platforms for our businesses such as Cash Management (M2E), Trade and Supply Chain (Trade Connex) and Securities Services (eCustody)

Integrated sales model across region via centre of excellence

On track with the implementation of an i t g t d d t ight

Financing / business solutions and servicing for domestic and regional clients through synergies with our overseas units

Import or export products/

Offers a wide range of portfolio management products and services, relating to investments in Equity, Fixed Income and Money Market

our key markets, leading investment banking player in Malaysia and Philippines

Introduced the enhanced eDividend system which automates the taxation process of dividends

Islamic Trade Financing

integrated and straight through processing (STP) treasury platform across all Treasury Centres

Import or export products/ capabilities

Loan syndication capabilities in multi-currency for selected markets in the region

Our Key Differentiators…We grow with our clients identifying their needs at each point of their business

Areas of Opportunities…Drive more cross-border deals and regional business growth through regional We grow with our clients, identifying their needs at each point of their business

cycle which leads to enhancement of our capabilities and translates to stickinessof our client relationships as well as cross selling opportunitiesOur Extensive domestic network and footprint in the region besides strongbalance sheetOur Strong Islamic brand, the largest provider of Islamic financial services in theAsia Pacific region, providing a wholesale suite of syariah innovative and optimal

l ti

Drive more cross border deals and regional business growth through regional governance structure and coverage modelKey ASEAN governments are committed to build or strengthen existing capital marketsGrowing focus on Islamic banking businessASEAN customers are seeking sophisticated products like hedging, currency and structured productsC ti t l h i th ASEAN d G t Chi i t i th

8

solutions Continue to place emphasis on the ASEAN and Greater China region tapping on the increasing business volume

Our regional coordination is enhanced through Regional Governance Structure & matrix reporting line between Group Head Office and Overseas Unit (subsidiary & branch)


Unit (subsidiary & branch)

• Country Head develops in-country business

• Country Head develops in-country business

Country Head Group Head

Matrix Reporting Illustration

Country HeadCountry HeadGreater China

in country business plans & targets, in consultation with Group Head

Country Head also

in country business plans & targets, in consultation with Group Head

Country Head also

Client Coverage Head / Product Head Dotted reporting

lineBold reporting line

Country HeadCountry HeadPhilippines

Client Coverage Head / Product Head


Greater China

Greater China G H d f h G H d f h

• Country Head also manages local operations, risk management and compliance / regulatory

• Country Head also manages local operations, risk management and compliance / regulatory



Group HeadGroup HeadMalaysia

Greater China • Group Head for each business lines is accountable for developing business strategy & delivering

• Group Head for each business lines is accountable for developing business strategy & delivering

requirementsrequirements

• Client Coverage Head • Client Coverage Head

Product HeadProduct HeadPhilippines



Country HeadCountry HeadIndonesia

Country HeadCountry HeadSingapore

business performance across the region

• Group Head also consults Country Heads

business performance across the region

• Group Head also consults Country Heads

& Product Head executes in-country business plans and monitor changes in the local environment

& Product Head executes in-country business plans and monitor changes in the local environment Product HeadProduct Head

Singaporeconsults Country Heads on business growth opportunities and performance management

consults Country Heads on business growth opportunities and performance management

• Client Coverage Head & Product Head also manages day-to-day business dealings with

• Client Coverage Head & Product Head also manages day-to-day business dealings with



Indonesia

9

business dealings with clientsbusiness dealings with clients

We have implemented the Regional Governance Structure & matrix reporting line for GWB client coverage & products function in our key home markets


Head, Global Wholesale Banking (GWB)Abdul Farid Alias

Group HeadTransaction Banking

John Wong

Group HeadCorporate Banking

Hamzah Bachee

Group HeadGlobal Markets

Leslie Foo

Group HeadClient Coverage

Private & International

John Chong

HeadTransaction Banking

Singapore

Low Yang Sun

HeadCorporate Banking

Singapore

Sng Peng Chye

HeadGlobal Markets

Singapore

Vincent Lawrence

HeadClient Coverage

Singapore

Amos Ong

HeadInternational Islamic

Coverage / MENA

Azizah Wan Chik


Indonesia

Andrew S


Indonesia

Darwin Wibowo

HeadGlobal Markets

Indonesia

Ricky Antariska

HeadClient Coverage

Indonesia

Rudy Gomedi

HeadClient Coverage

International

Michael Lim


Philippines

Martin Tirol


Philippines

Manuel G Bosano¹

HeadGlobal Markets

Philippines

Kevin Kok

HeadClient Coverage

Philippines

Manuel G Bosano¹

Regional HeadTransaction Banking

Greater China

Jay Wong

Regional HeadCorporate Banking

Greater China

Irene Chan

Regional HeadGlobal MarketsGreater China

Eddy Lui

Regional HeadsClient CoverageGreater China

gMalaysia & ASEANFong Mun Chew

gChina Corporations

Eric FongH K & MNC

10 ¹ Plays dual role

gHong Kong & MNC

Caesar Ng

We have operationalised the unified Client Coverage team and setup the regional Client Coverage team, leveraging on our local insight to customiseour solutions across the region


We have assigned local regional coverage for key strategic business areas

our solutions across the region…

• Our objective is to be able to respond faster and serve better our key strategic business areas faster and serve better our institutional, government and corporate clients domestically and regionally.

• Our expanded reach will enable us to

Client Coverage(Private &

humanise client interactions across all our business units regionwide by providing consistent, integrated and holistic financial services.

• Our geographical presence with various

..and will be leveraging on our regional footprint

(Private & Public Sector)

Various Products Offered

Our geographical presence with various products offered to clients have assisted to boost our market share.

Various Products Offered…USD/local currency loan syndications

USD/local currency bonds/Sukuk

Syndicated FinancingSyndicated Financing

M&A Advisory / Privatizations

Transaction Banking / Cash Management

11

The structured client approach reinforces Maybank's leading position in the domestic market and is gaining momentum across regional markets…


g g g

NOTABLE DEALS COMPLETED IN 2011/2012 (REGIONAL)1Q FY2012 Maybank IB’s (Malaysia) Industry Position & Market Share

Indonesia Hong Kong / China

PT Astra Sedaya FinanceIDR 8trillion

Bond ProgrammeCompleted Feb 2012

CC/BII/IB-KE & DMGM CC/IB/GM/CB

PT Bajradaya SentranusaUSD 288m (IDR 4trillion)

Project FinancingCompleted Dec 2011

CC/MHK-China/IB/CB

Parkson Retail AsiaUSD 150m

Syndicated FinancingCompleted 2011

NOTABLE DEALS COMPLETED IN 2011/2012 (MALAYSIA)

CC/IB

PT BFI Finance IndonesiaIDR 1.2trillion

Bond ProgrammeCompleted June 2012

PT Indofood Sukses Makmur TbkIDR 2trillion

Bond ProgrammeCompleted May 2012

CC/IB

Genting Hong KongRMB 500million (RM 245million)

Dim Sum BondsCompleted June 2011

CC/MHK-China/IBPhilippinesNOTABLE DEALS COMPLETED IN 2011/2012 (MALAYSIA)

Wakala Global Sukuk Sdn BhdUSD 2b

Islamic Trust CertificatesCompleted 2011

Projek Lebuhraya Usahasama BhdRM 34.35b

SukukCompleted 2011

PTPTNRM3.0b

Islamic Term LoanCompleted 2011

San Miguel Corp I EssoMalaysia

M&ACompleted 2011

CC/IB/CB

San Miguel CorporationRM 720millionBridging Loan

Completed March 2012

CC/IB/CB/MPI/ATRKE

Philippines

Middle East

Co pleted 0

The Intermark Sdn BhdRM1.2b

Syndicated Term LoanCompleted 2011

p Completed 2011CC/IB/GM CC/CBCC/IB/GM

Pavilion Real Estate Investment Trust (REIT)

RM 710millionIPO

C l t d D 2011

Bumi Armada BerhadRM 700milliom

IPOCompleted July 2011

San Miguel CorporationRM 1.8billion

Working CapitalCompleted April 2012

CC/BII/IB-KE

Saudi Binladin Group LimitedSR8.5b/USD 2.27b

Syndicated FinancingCompleted 2011

CC/IB-DM/CB

CC/IB/CB

Tanjung Bin EnergyRM 6.5billion

Project FinancingCompleted Feb 2012

Sapura KencanaRM 11.9billion

Merger & Listing

Completed Dec 2011Completed July 2011

CC/IB CC/IB

Gas MalaysiaRM 734.45million

IPO

GWB has added circa 20 fresh relationships to the

client Group and generated more than 200 new clients

from the existing

12

p

CC/CB/DCM/GMCompleted May 2012

CC/IBCompleted June 2012

CC/IBrelationships

The Maybank Kim Eng transaction has progressed smoothly as planned…


p

Execution and Announcement of Sale & Purchase Agreements

Despatch of Offer Document / Launch of Singapore Mandatory

Exercise of right of compulsory

Acquisition of call option over remaining 51.45% stake in Kim Eng Vietnam Securities (KEVS)Vietnam

Sale & Purchase Agreements (SPAs) with Yuanta and Kim Eng Chairman, Ronald Ooi

Closing of Singapore MGO

Launch of Singapore Mandatory General Offer (MGO)

(Offer period of minimum 28 days)

Completion of SPAs

compulsory acquisition to acquire

the remaining Kim Eng Holding shares

not already owned by MIBH

Kim Eng Holdings, a wholly owned

subsidiary of Maybankwas delisted from

Singapore Exchange

6 Jan 2011

4 Jul 2011

23 May 2011

10 May 2011

29 Jul 2011

4 Aug 2011

Singapore

11 May20122011 20112011

18 Jul 2011

2011

24 May 2011

2011

29 Jun 2011

2011

17 Aug 2011

27 Oct2011

29 Nov2011

9 Dec2011

2012

Closing of Thai Offer

Launch of Thai Offer

Thailand

Entered into conditional Sale & Purchase

Agreement (cSPA) for

Completion of KE

Philippines

Launched mandatory tender offer

PhilippinesClosing of

KE Philippines

Ownership in KE Philippines rose to99.1% upon crossing

13

KE Philippines cSPA for KE Philippines

offer the tendered shares

…with the deal being recognised for several awards


The total acquisition of Kim Eng Holdings was worth RM4.26 billion, excluding other non wholly owned subsidiaries under Kim Eng Holdings

The Asset Triple A Country Awards 2011 Southeast Asia – Best

other non-wholly owned subsidiaries under Kim Eng Holdings

The Asset Triple A Country Awards 2011 Southeast Asia Best Deal, Singapore Maybank US$1.5 billion acquisition of Kim Eng Holdings Ltd

Finance Asia Achievement Awards 2011 – Best Cross Border M&A DealMaybank’s acquisition of Kim Eng Holdings Ltd

The Edge Best Merger & Acquisition Award 2011 Malayan Banking Berhad’s acquisition of Kim Eng Holdings Ltd

14

Maybank Kim Eng has set ambitious goals for the combined entity…


Regional Financial Powerhouse by 2015Regional Financial Powerhouse by 2015Regional Financial Powerhouse by 2015Regional Financial Powerhouse by 2015

The premier investment banking service provider in ASEAN, in bothconventional and Islamic finance

#1 b k b k t h i ll i ti t i i ASEAN k t d Ti 1

Top 5 rankings in ASEAN league tables for fund raising, debt markets and M&Aactivities

Brand recognition from clients as a leading ASEAN investment banking services

#1 broker by market share in all existing countries in ASEAN market, and Tier-1broker in HK

Use of leading-edge and innovative technology with seamless regionalconnectivity

provider

Recognition from current and potential workforce as a top quartile employer

y

15

… led by a world-class management team


CEO, Investment Banking Group

Tengku Dato’ Zafrul

Advisor

Ronald Ooi

Compliance Supervision1

Zainal Zakaria

Risk Management1

TBD

Credit Management

Tay Ai Khim

Retail Investment Banking &

Regional Research & IT & Institutional Derivatives Internation IB HRFinance CEO’s

Equities

Ami Moris

Banking & Advisory

GilesOng

Research & Economics

PKBasu

Operations

Ong CheowKheng

Equities

Goh Keat Jin

Derivatives

Philip Lim

al Business

Tan Pei-San

IB HR

Chan Mei-Lynn

Finance

Eunice Ho

Office

Nazri Rahim

Malaysia Singapore Indonesia Thailand HK India USAUK PhilippinesVietnam

TengkuDato’ Zafrul Tan Pei-San

Francis Surya

Widjaja

MontreeSornpaisarn/ BoonpornBoriboonson

gsilp

Angela Yau VikasKawatra TBDGiles Walsh Manuel

TordesillasTam Le Minh

16

gsilp

1 Reports directly to the Board of DirectorsDirect reporting Functional reporting

Maybank Kim Eng has four core businesses, each with clear strategies and direction for the mid to long-term


Investment Banking Retail Equities Institutional Equities Derivatives

To be a regional financial powerhouse by 2015

Investment Banking and Advisory

• Corporate Finance,• Strategic Advisory,

Retail Equities

Retail stock broking business

Institutional Equities

Institutional stock broking business

Derivatives• Structured products

and derivatives services,F t b ki• Equity Capital

Markets and Debt Markets products and services

• Futures broking

Key Strategies / Highlights

Strengthen leadership position by Build up

investment

Set up team and roll out new offerings in g p p y

leveraging on Maybank’s distribution and clients

investment banking services across the region

offerings in Malaysia,

Singapore and Thailand

17

Post-Merger Integration is underway to capture identified synergies


Revenue synergies Cost synergies Other synergiesRevenue synergies

• Leverage Maybank’s Balance sheet to expand

Cost synergies

• Obtain cheaper sources of funding, undertake

Other synergies

• Tap into and grow a regional talent pool

regional investment banking business

• Cross-sell expanded services – retail,

capital optimisation

• Implement best practices, review processes on a global

across all geographies and fields of expertise through sharing of vast knowledge and services retail,

corporate, institutional –through distribution network and client relationships

processes on a global basis to capture efficiencies

• Eliminate leakages and keep business within the

experience available, and mobilisation of talent

relationships keep business within the Group's platform where possible

• Build integrated regional support functions, systems and platforms where reasonably justified

18

Phase 3 of the Post-merger integration has commenced in January 2012 and 90% of the initiatives have kick started


Estimated Timing

6 Weeks 6 Months18 Months

The merger of the two entities is planned to take place over a period of 2 years We are here

TimingIII. Execute Integration PlansII. Conduct Integration PlanningI. Establish Merger

Framework

Ph I Ph II Ph IIIActivities C l t dKick-started on

Phase I Phase II Phase IIIActivities involved

Completed 1st Jan 20121. Finalised scope and objectives of PMI

workstreams

2. Completed baselining for all countries

Completed1. Set directional strategy

2. Established and launched communications

Roll out initiatives identified in Phase II across all countries using a strategic and systematic approach to realiserevenue and cost synergies. These countries

3. Analysed and defined Target Operating Model for combined organisation

4. Revealed new organisation structure d l d hi t

3. Mobilised and launched Programme Management Office (PMO)

4. Developed merger integration guiding principles

initiatives consist of deployment of employee programmes, rollout of regional operating models, setting up of a regional IT framework, rolling out new product capabilities across countries, enhancing regional accountand leadership team

5. Rolled out regional internal communications channels

6. Executed quick wins

7 Completed 5 year combined business

5. Defined merger integration organisation

6. Prepared high-level merger integration roadmap

enhancing regional account management etc.

7. Completed 5-year combined business plan, financial projections and synergy targets

8. Launched new Maybank Kim Eng brand

19

9. Developed business cases and implementation plans for Phase III

Maybank Kim Eng has rebranded itself across the region to align with Maybank Group’s rebranding exercise


The Regional Brand Local Country Company Names

• Hong Kong• India• Indonesia • Vietnam

Philippineswww.maybank-ke.com

Malaysia

• Singapore• Thailand• United States of America• United Kingdom

20

Maybank Kim Eng reported a total income of RM340.1mil with Malaysia contributing 40% of its total income in Q1 FY2012


6.4140.0

160.0Other income Fund based Fee based

Total Income (RM mil.): Malaysia contributes 40%

Malaysia, Others

Total Income for Malaysia rose 77% YoY and 73% QoQ

131.65.29.5

8.9 3.2

60 0

80.0

100.0

120.0

140.0

RM m

illio

n

135.3, 40%

Hong Kong 17.1, 5%

Indonesia8.7, 3%

7.6, 2%

RM340.1m

62.3 65.4

0.0

20.0

40.0

60.0

Jan ‐Mar 2011 Oct ‐ Dec 2011 Jan ‐Mar 2012

Singapore, 78.1, 23%Thailand

65.5, 19%

Philippines 27.7, 8%

Agency/ Guarantee

Other Fee Income, 2.6%

Fee-based Income for Malaysia1Q FY2012 Equity Brokerage League Table by Country

Country Rank Market ShareTrading Value

(RM illi )Primary

Subscriber's Fees, 53.1%

Placement

Underwriting Fees, 2.1%

Guarantee Fees, 1.4%

y(RM million)

Thailand 1 12.5% 41,081

Philippines 2 9.3% 6,653

Malaysia 2 7 1% 16 538

Brokerage, 26.4%

Advisory Fees 6 1%

Arrangers' Fees, 4.8%

Fees, 3.6%Malaysia 2 7.1% 16,538

Indonesia 5 5.2% 9,732

Singapore* 5 7.9% 32,615

Hong Kong Tier 2 0.2% 6,921

21

Fees, 6.1%* Rank is estimated based on market share

Global Market’s aim is to continue building its regional capabilities…


“Global Markets Division caters to clients’ treasury needs. Products and services includeForeign Exchange, Money Market, Fixed Income Markets, Derivatives and Investment alternatives”

Our Aspirations forGlobal Markets…

Our Aspirations forGlobal Markets… Our Strategy…Our Strategy…

• The preferred Financial Solutions Provider In Strong Growth Emerging Markets

• The preferred Financial Solutions Provider In Strong Growth Emerging Markets

• Build capacity and extend Global Markets capability in current geographical footprint

• Build capacity and extend Global Markets capability in current geographical footprint

Market leader in Foreign Exchange and Interest rate Products where Maybank has significant local presence

Market leader in Foreign Exchange and Interest rate Products where Maybank has significant local presence

• A leading market maker and competitive in all global portfolios

• Client led strategy with emphasis on building relationships

• A leading market maker and competitive in all global portfolios

• Client led strategy with emphasis on building relationships

A business solution provider leveraging on Bank’s Regional Platform

A business solution provider leveraging on Bank’s Regional Platform

on building relationshipson building relationships

22

Corporate Banking’s primary focus will be on driving business growth and improving its credit processes…


“Our Corporate Banking business provides funding solutions to all types of requirements for our clients including working capital, capital investments and complex project financing and acquisition financing”

Our Aspirations forCorporate BankingOur Aspirations forCorporate Banking Our Strategy…Our Strategy…

g g p , p p p j f g q f g

• Premier corporate lending provider in ASEAN, in both conventional and Islamic finance

• Premier corporate lending provider in ASEAN, in both conventional and Islamic finance

• Grow business profitably and responsibly, effectively managing risk and leveraging on the rollout of various

j t d th G t’

• Grow business profitably and responsibly, effectively managing risk and leveraging on the rollout of various

j t d th G t’ • Retain No.1 market share in local lending position

• Value creation for our corporate clients via synergistic partnership

• Retain No.1 market share in local lending position

• Value creation for our corporate clients via synergistic partnership

projects under the Government’s Economic Transformation Programme

• Focus on increasing productivity whilst preserving asset quality to ensure a well

projects under the Government’s Economic Transformation Programme

• Focus on increasing productivity whilst preserving asset quality to ensure a well clients via synergistic partnership

with our product specialist within Maybank Group

clients via synergistic partnership with our product specialist within Maybank Group

spread risk rating distribution that carries lower risk

• Enhance our customer service level through credit process improvement to

spread risk rating distribution that carries lower risk

• Enhance our customer service level through credit process improvement to through credit process improvement to accelerate response time in meeting client’s needs

through credit process improvement to accelerate response time in meeting client’s needs

23

Transaction Banking’s priorities are to further strengthen its domestic capabilities and to build its regional capabilities…


“Our Transaction Banking business comprises of six distinct and interlinked business units which caters to all our clients’ transactional needs. This includes Cash Management, Trade Finance,

Our Aspirations forOur Aspirations for Our StrategyOur Strategy

g , ,Financial Institutions, Factoring solutions, Custody Services and Trustee services”

• Transaction Banking to play a key role to streamline product offerings i ASEAN t i d b ild

• Transaction Banking to play a key role to streamline product offerings i ASEAN t i d b ild

Transaction BankingTransaction Banking

• Rollout regional electronic platforms for our businesses

• Rollout regional electronic platforms for our businesses

Our Strategy…Our Strategy…

in ASEAN countries and build regional system capabilitiesin ASEAN countries and build regional system capabilities

• Aligning our businesses in countries with Maybank presence

• Introduce new business models that will enhance our presence in the

• Aligning our businesses in countries with Maybank presence

• Introduce new business models that will enhance our presence in the will enhance our presence in the transaction services front

• Create a centralised hub for processing and operations while b ildi h ki i l l

will enhance our presence in the transaction services front

• Create a centralised hub for processing and operations while b ildi h ki i l l building the working capital sales model for Cash Management and Trade Finance in ASEAN

building the working capital sales model for Cash Management and Trade Finance in ASEAN

24

GWB’s performance has grown from strength to strength since inception…


Domestic Loans (RM'Bil)

44.7

57.4 57.7 59.7

30 040.050.060.070.0

0.010.020.030.0

FY 09/10 FY 10/11 FY 2011 1QFY2012

Profit before tax (RM'Mil)Revenue (RM'Mil)

2,003

2,540 2,632

9291,500

2,000

2,500

3,000

2,7963,329

3,926

1 2622,0002,5003,0003,5004,0004,500

929

0

500

1,000

FY 09/10 FY 10/11 FY 2011 (Annualised)

1QFY2012

1,262

0500

1,0001,500

FY 09/10 FY 10/11 FY 2011 (Annualised)

1QFY2012

25

(Annualised)(Annualised)

Most of GWB’s Lines of Businesses have experienced continuous growth in Income and PBT since inception…


Revenue – by line of business (RM’Mil)

Corporate Banking Investment Banking Global Markets

1,2801,5681,492 1,546

FY10/11 FY2011 (Annualised) 1QFY2012

FY2011 (annualised)

FY10/11 1QFY2012 FY2011 (annualised)

FY10/11 FY2011 (annualised)

FY10/11 1QFY20121QFY2012

482

888

465 335 462

(annualised)

Profit before tax – by line of business (RM’Mil)

(annualised) (annualised)

1,0841,3211,241 1,264

FY10/11 FY2011 (Annualised) 1QFY2012

Corporate Banking Investment Banking Global Markets

136 126404 116 408

FY2011 FY10/11 FY2011 FY10/11 FY2011 FY10/111QFY2012 1QFY20121QFY2012

26 Note: Investment Banking includes Kim EngSource: Maybank Annual Reports and Quarterly Results announced on Bursa Malaysia

(annualised) (annualised) (annualised)

GWB continues to strengthen its domestic position…


No.1 in overall market share for Loans and Deposits We continue to be a main player in the FX market

M k t Sh F i E h

10.00%

15.00%

20.00%

25.00%Loan Growth : MBB vs Industry

6 00%

8.00%

10.00%

12.00%

14.00%

16.00%

18.00%Deposit Growth: MBB vs Industry

14.26%15.55%

10.62%

13.79%14.89%

11.98%13.53%

14.73%

10.99%

13.78%14.75%

15.75%

8.00%

10.00%

12.00%

14.00%

16.00%

18.00%

20

25

30

35

40

45

US

D'B

il

Market Share ‐ Foreign Exchange

‐5.00%

0.00%

5.00%

Mar‐09

Apr‐09

May‐09

Jun‐09

Jul‐09

Aug‐09

Sep‐09

Oct‐09

Nov‐09

Dec‐09

Jan‐10

Feb‐10

Mar‐10

Apr‐10

May‐10

Jun‐10

Jul‐10

Aug‐10

Sep‐10

Oct‐10

Nov‐10

Dec‐10

Jan‐11

Feb‐11

Mar‐11

Apr‐11

May‐11

Jun‐11

Jul‐11

Aug‐11

Sep‐11

Oct‐11

Nov‐11

Dec‐11

MBB Loan Growth (%) Total Industry Loans Growth (%)

0.00%

2.00%

4.00%

6.00%

Mar‐09

Apr‐09

May‐09

Jun‐09

Jul‐09

Aug‐09

Sep‐09

Oct‐09

Nov‐09

Dec‐09

Jan‐10

Feb‐10

Mar‐10

Apr‐10

May‐10

Jun‐10

Jul‐10

Aug‐10

Sep‐10

Oct‐10

Nov‐10

Dec‐10

Jan‐11

Feb‐11

Mar‐11

Apr‐11

May‐11

Jun‐11

Jul‐11

Aug‐11

Sep‐11

Oct‐11

Nov‐11

Dec‐11

MBB Deposits Growth (%) Total Industry Deposits Growth (%)

0.00%

2.00%

4.00%

6.00%

0

5

10

15

Apr‐11 May‐11 Jun‐11 Jul‐11 Aug‐11 Sep‐11 Oct‐11 Nov‐11 Dec‐11 Jan‐12 Feb‐12 Mar‐12

U

MBB Volume (USD'Bil) MBBMarket Share (%)

MIBB continues to maintain the No.1 ranking for Equity Domestic (USD), Islamic Bonds (Domestic), Syndication (Domestic)

Trade Finance continues to maintain its dominant position

( ) y ( )

25% 25%26% 26%

25% 25%25%

26%25%

26%

27%

26%26%

20%

25%

80

100

120

140

160

180

Market Share ‐ Trade Finance ( Trade Bills & Other Bills)

10%

15%

0

20

40

60

Mar'11 Apr'11 May'11 Jun'11 Jul'11 Aug'11 Sep'11 Oct'11 Nov'11 Dec'11 Jan'12 Feb'12 Mar'12

Industry Trade & Other Bills (RM'Bil) MBB Trade & Other Bills (RM'Bil) MBB Market Share

Notes :

27

Notes : 1. Source : Bloomberg (Financial YTD : Period from 1st January 2012 to 30th April 2012 )2. Country : Malaysia, Indonesia, Singapore and Hong Kong (for M&A Value, Equity Fund Raising, Domestics Bonds Amount Issued & Equity Brokerage Only)

Notes:1. Source: Source : BNM TF Report & Internal Info. from Trade Finance

We have been getting due recognition beyond Malaysia


2011 and Q1 2012 key awards Key regional awards

The Leading Counterparty Bank in Asia Pacific, ASIAN BANKER

Trade Finance Deal in Asia

Transaction Banking AwardsBest Trade Finance in MalaysiaThe Leading Counterparty Bank in MalaysiaThe Leading Counterparty Bank in Asia Pacific

Deal & Solution AwardsThailand’s Best Retail BrokerPhilippines’ Best Retail BrokerPhilippines’ Best Equity HouseBest Retail Broker - Malaysia

Pacific, The Banker

Best Deal – Singapore, The Asset Triple A Award

Best Equity House –

Best Islamic Finance InstitutionBest Sukuk Bank - MalaysiaBest Islamic Finance Deal of the Year - Malaysia

Best Trade Finance ProvidersBest Trade Finance Provider – Malaysia

Best Deal / Most Innovative Deal _ MalaysiaBest Equity / IPO Deal - MalaysiaBest Islamic Finance Deal - MalaysiaBest Mid-Cap Equity Deal - MalaysiaBest Small-Cap Equity Deal - Malaysia

Transaction Banking Awards Best Equity House Philippines, The Asset Triple A Award

Thailand’s Best Retail Broker, Alpha Southeast

Best Emerging Market Bank - Malaysia

Deals of the Year AwardsTrade Finance Deal in Asia PacificMalaysia Equity House

Deal of the Year AwardsCountry Deal MalaysiaSo ereign Deal Mala sia

Transaction Banking AwardsBest Trade Finance Bank - MalaysiaBest Custody Solution - Malaysia

Asia

Philippines’ Best Retail Broker, Alpha Southeast Asia

The Asset Triple A AwardRising Star Domestic Investment Bank – MalaysiaBest Deal – SingaporeBest Equity House - Philippines

Transaction Banking Awards

Sovereign Deal - MalaysiaMusharakah - MalaysiaEquity/ Initial Public Offering - MalaysiaTawarruq - MalaysiaIjarah Deal - MalaysiaMerger and Acquisition - Malaysia

Philippines’ Best Equity House, Alpha Southeast Asia

Transaction Banking AwardsBest Transaction Bank – MalaysiaBest MNC/ Large Corporate Bank for Treasury/ Working Capital - MalaysiaBest Trade Solution Bank – MalaysiaBest E-Commerce Bank – MalaysiaBest Cash Management – Malaysia

IFR Asia’s AwardsBest Malaysia Bond HouseBest Malaysia Equity HouseBest Islamic Deal - Malaysia Legends:

Awarded in 2011

28

Awarded in 2012

Risk management will be given higher priority in view of the current tough global environment…


g g

GWB will continue to build on its existing capabilities to enhance and embed a right risk culture to better optimise our risk-return tradeoffs to enhance our shareholders value and to

serve our customers more effectively.

Our strategy includes:

• Strategy of responsible growth, with equal focus on managing asset quality and liquidity through sound risk management practices, particularly given the current tough global environment

• Strengthening our risk governance to embed and enhance our risk management and risk culture given our regional growth plans

• Streamlining our risk reporting to have more effective risk oversight of our risks given the increasing complexity and uncertainties of our market place and our expansion plans

• Strengthen regional risk through the Group Risk regional structure and operating model

• Enhance compliance and market risk through roll-out of TRMS Enhance compliance and market risk through roll out of TRMS

• Group exposure management system managed the exposure limits at Group level and provides a platform to manage concentration of exposure to single borrowers

• Credit risk rating systems allow the Group to assess and measure borrowers’ credit risk based on internal rating

29

• Credit risk rating systems allow the Group to assess and measure borrowers credit risk based on internal rating models

Prospects

Prospects

2012 will be a slightly more challenging year as compared to 2011 with softerg y g g y p

Malaysia economic growth as well as regulatory tightening

However, there is positive potential growth in particular from sectors that stand

to benefit from the Economic Transformation Programme - related activities which

is expected to stimulate private investments which would in turn spur loan growthis expected to stimulate private investments which would in turn spur loan growth

and fuel capital market activities

Nonetheless, we are cautiously optimistic of the prospects as the Euro remains

volatile

30

Key Takeaways

Key Takeaways

GWB is well on its way to achieving its objective of being the leading Wholesale Bank in

ASEAN b 2015ASEAN by 2015

We have established better engagement with our clients and continuously strive to provide

better access to our services, which emphasises on mutually beneficial long term

relationship based on principles of fairness, honesty and integrity

Our continuous improvement in financial results, awards we have managed to clinch and key

deals we have secured is a clear testament to our effective strategy of being client-centric

d t t l i d biliti d h d t kproduct neutral, our improved capabilities and enhanced teamwork

GWB plans to continue its momentum and intensify its efforts in strengthening the regional

platform to better serve our clients across Asia

31

MALAYAN BANKING BERHAD14th Floor Menara Maybank14th Floor, Menara Maybank100, Jalan Tun Perak50050 Kuala Lumpur, MalaysiaTel : (6)03-2070 8833

www.maybank.com

Narita NazireeHead, Group Strategy Management

Investor Relations Contact

Contact: (6)03-2074 8101Email: [email protected]

Raja Indra PutraHead, Investor RelationsContact: (6)03 2074 8582Contact: (6)03-2074 8582Email: [email protected]

Disclaimer. This presentation has been prepared by Malayan Banking Berhad (the “Company”) for information purposes only and does not purport tocontain all the information that may be required to evaluate the Company or its financial position. No representation or warranty, express or implied, isgiven by or on behalf of the Company as to the accuracy or completeness of the information or opinions contained in this presentation.

The presentation does not constitute or form part of an offer, solicitation or invitation of any offer, to buy or subscribe for any securities, nor should itor any part of it form the basis of or be relied in any connection with any contract investment decision or commitment whatsoever

32

or any part of it form the basis of, or be relied in any connection with, any contract, investment decision or commitment whatsoever.

The Company does not accept any liability whatsoever for any loss howsoever arising from any use of this presentation or their contents or otherwisearising in connection therewith.

Documents

Investor Day with Global Wholesale Banking · 2014-02-19 · Established GWB pillar with client coverage as single point of contact, supported by 4 product specialist: Investment