v conferencia latinoamericana de leasing the alta group experiencias en vendor programs maarten...

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

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Partnership Models

Program Agreements

Private Label Agreements

Virtual JVs Equity JVs

Increasing mutual commitment

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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

100

150

200

250

197

5

198

0

198

5

199

0

199

5

199

6

199

7

199

8

199

9

200

0

200

1

200

2

200

3

200

4

200

5

200

6

200

7

Mil

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uro

's

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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

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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!