​​​​​​​​​​​​​​International Summer Forum 2016

Leveraging the SME Business




THURSDAY, 15 SEPTEMBER 2016 (morning session)​

08.30   Welcome

09.00   Welcome address: UNICAJA representative & ESBG Managing Director Chris De Noose

09.15   Keynote address: Antonio Romero, Deputy Director and Responsible of the Associative and Auditing Area at CECA Bank

09.25   Financial Infrastructure, Regulation and the Financing of the Banking Activities: How can the CMU and related regulatory tools reinvigorate                     the investment trends in Europe?
             Panel discussion, followed by Q&A: 

             · Gerhard Huemer, Director of Economic Policy, European Association of Craft, Small and Medium-sized Enterprises (UEAPME) 
             · Georg J. Huber, Head of the EU Representation, German Savings Banks Association (DSGV)
             Moderator: ESBG Managing Director Chris De Noose

10:45   Break 

11:15   What do SMEs Need and Want and How the Market is Responding to it

11:15 What do SMEs want? 

The trends is there now, SME’s want to use multiplebanking providers, including in some cases alternative on-bank providers because those offer more value, flexibility and those are easy to find. Over the last decade, a wave of digital start-ups in financial services has swelled in many major cities. How do SME’s see the arrival of these new actors and how much would they be prepared to use them instead of banks? ​

Introduction: Gerhard Huemer, UEAPME, and Dimitris Dimitriadis, European, Economic and Social Committee, rapporteur for the information report “Access to Finance for SMEs and Midcaps in the period 2014 – 2020: Opportunities and challenges”​: 

11:45  Panel Presentations: Overview of Banks’ strategies to answer the SMEs’ market demand:
The SME market place is very heterogeneous in terms of size, sector, lifecycle stage, types and size of providers, growth, maturity, business culture. Banks must acknowledge this diversity and translate it into their product range. 

This means building a relationship model that balances closeness with the right price-point and that offers internet and mobile services without losing traditional channels. What are the strategies – in terms of segmentation, products and services, payments, channels, relationship management (including sales) - to ensure that banks’ proposition remain valuable and relevant for SME’s and in front of the new players.
Panel discussion, followed by Q&A: 
        · Javier Mas Sapena, Marketing Director at CaixaBank
· Cuno Guettler, Head of International Division, RSGV, Germany
· Helmut Kraemer, Head of Research & Market Analysis, European Investment Fund (EIF)
· Katrin Sturm, Secretary General of the European Association of Guarantee Institutions​

13:00  Introduction to the afternoon session 

13:15  End of the first morning 

13:30  Lunch 


THURSDAY 15 SEPTEMBER 2016 (afternoon session) 

15:00  Workshops on:
1) The French savings banks’ digital approach of the corporate market and SME segment and example of new service offer for SME managers

By Ms. Natacha Schreiber, Director of Development of Multi-Channel Operations, and Vincent Marec, Deputy Director of Corporate Market at Groupe BPCE, France

Moderator: Gilles Saint-Romain, Institutional Relations Officer, Groupe BPCE

2) Segmentation: How can a good segmentation improve the customer journey: SME’s and also very small enterprises englobe a large number of different types of customers; handcrafters, traders, franchises, family companies, independent (types notaries, doctors) startups, etc. All represent different types of risks for the banks and have different types of needs. Accordingly their needs require different approaches as regards the risk, distribution and commercial policies.

By Javier Cabezas Arias, Head of Strategy, Cecabank

​16:15  Break

16:45  Presentation of the workshops outcomes

17:30  End of the first day 

20:00  Networking programme



 08:30  Analysing the Profitable Revenue Opportunity Presented by SMEs: 

            Introduction and moderation: Guillaume Almeras, Founder of Score Advisor: Strategies, Innovations and Banking performance

09:00  1) The financing of micro-enterprises and SME’s: overview of best practices in a competitive market
The main purpose of a financial system is to finance the “real economy” and more precisely, companies who need financing for creating jobs and for investments. Bank loans still represent the favourite form of external financing for SME’s accounting for more than 60% of its total. Other forms of financing are venture capital and securitization though the question is whether this is appropriate to SME’s who are often micro-enterprises. The most recent forms of financing are crowdfunding and crowdlending: even though these still remain small in comparison to global bank lending and stock exchange turnover, they show a new way of capturing clients and building relationships. What are the latest developments and financing practices recently developed by the banks and by the startups that are entering the banking market?
         Panel discussion, followed by Q&A: 

· Markus Hildmann, Director & Deputy Member of the Board of Sparkasse Freiburg-Nördlicher Breisgau Firmenkunden-Center Freiburg
· Albert Frendo, Chief Credit Business Development Officer - Bank of Valletta
· Carles Escolano, co-founder of Arboribus - Fintech in crowdlending
· Albert López, Director General of MicroBank
10:00  Break

10:30  2) Innovative products and service for SME’s including the very small ones: 

In addition to finance, banks try to diversify their offer to Micro and SME’s: they start offering market experience through the provision of intelligence market information; they offer outsourcing services that (for example) bring solutions to SME administrative burden; they propose business meeting and e-commerce platforms for selling cars, software solutions, which are less linked to their direct core business: What are the banks’ experience in those matters (success and failures) over the last years and how far can they go?

         Panel discussion, followed by Q&A: 
        · Dr. Hans Unterdorfer, CEO of Tiroler Sparkasse Bankaktiengesellschaft Innsbruck
· Javier Mas Sapena, Marketing Director, Fundacio la Caixa
· Cuno Guettler, Head of International Division, RSGV, Germany
· ​Xavier Corman, CEO and founder of Edebex Belgium – Fintech in factoring

11:30  3) Financing innovation and SME projects:  

Aleix Pons, Director of Economics & Financing, Cotec Foundation

Discussion with the audience

12:00  Building a new business model around the SME business: by Guillaume Almeras, followed by Groups’ discussions

The digitization process and the arrival of new entrants are an invitation to rethink how to better serve the SMEs and generate additional revenues to banks: based on your experience and exchanges of the last days, what are the necessary ingredients for building a successful and sustainable business model for proximity banks with their SME clients?

13:30  Conclusions: ESBG Managing Director Chris De Noose 

14:00  Closing remarks

14:30  Lunch