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Review of the leasing market and prospects for development. Where next for leasing industry in Europe. Jukka Salonen CEO Nordea Finance 16/05/2013. Agenda Dawn of end or end of dawn? Who are we? Innovation or reinvention?. Leasing is underperforming …. Down Drivers

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Review of the leasing market and prospects for development

Wherenext for leasing industry in Europe

Jukka Salonen

CEO Nordea Finance

16/05/2013


  • Agenda

    • Dawn of end or end of dawn?

    • Who are we?

    • Innovation or reinvention?


Leasing is underperforming …

  • Down Drivers

  • Financial crisis

  • Recession

  • Regulation

  • Bankinggroups’ strategies

  • Unclear position

Source: Leaseurope, Nordea Markets


… potential is out there

54bn€

  • UpDrivers to sell 280bn€ not 226bn€

  • Needfor economicgrowth

  • LowRWAs – lowrisk

  • Innovation

Source: Leaseurope, Nordea Markets


Dawn of the end ?

Orend of the dawn?


  • Agenda

    • Dawn of end or end of dawn?

    • Who are we?

    • Innovation or reinvention?


Whoarewe?

Finance

Product

Industry

Service


Business models for different type of players

Business model

Key requirement

Service elements

Bank product unit

Cost efficiency

Basic

Bank owned multi asset specialist

Outstanding profitability

Service integrator

Global captive

Value for manufacturers sales

Integrated branded offering

Independent niche player

Specialisation

Based on service


Leasing – a product providing finance

Threat of new entrants

  • Potential entrants

  • Global actors expanding their scope

Suppliers

Capital and funding sources

IT & consulting

Buyers

- Lessees

- Manufacturers ,Vendors and Brokers

Industry competitors

Bank product units

Captives, Independent

Bargaining power of suppliers

Bargaining power of buyers

Subsitues

Banking loan

Cash

Threat of substitute solutions


Change the angle

to Services

From Finance

Delivery of Asset

Use of Asset


Leasing – an Industry providing Services

Threat of new entrants

  • Potential entrants

  • Global actors expanding their scope

  • New players – e.g. Google, Amazon, Apple, Telecom

Suppliers

Capital and funding sources

IT & consulting

Buyers

- Lessees

- Manufacturers ,Vendors and Brokers

Industry competitors

Bank product units

Captives, Independent

Bargaining power of suppliers

Bargaining power of buyers

  • Asset and servicesuppliers

  • Manufacturers and vendors

Multi asset specialist Service providers

  • Asset users

  • Service users

Subsitues

Banking loan

Cash

Peer-to-peer borrowing

Service packages

User pools

Threat of substitute solutions


Finance Product vs. Service Industry

Value proposition: Alternative finance product, usage of collateral

Value proposition: Ease of deliver and use

Trend: Banks consolidating their leasing companies to be product units, cutting down funding

Trend: Large customer databases used for offering finance. Service demand, e.g. Mobility, Communication

Customer relationship: Core clients

Customer relationship: Integrated value chain

Distribution: Own network

Distribution: Digital and global with specialised sales forces

Source of innovation : Cost & productivity

Source of innovation : Need and value based

Relative buyer benefit

Low High

Relative buyer benefit

Low High

High Relative cost Low

High Relative cost Low


  • Agenda

    • Dawn of end or end of dawn?

    • Who are we?

    • Innovation or reinvention?


Innovation – Finance Product

  • Income

    • Revenue models

  • Cost

    • Operating models

  • Risk

    • Portfolio management

  • Products

    • IT-systems

  • Concepts

    • Operating models

  • Human Resources

    • Talent management


Reinvention – Service Industry

  • Delivery of asset

    • Value chains

  • Use of asset

    • Mobility

    • Communication

    • Daily life

  • Environment

    • Recycling

  • Logistics

    • Networks

  • Digitalisation

    • ICT

  • Image

    • Branding

  • Investors

    • Value


The Future is out there…


Review of the leasing market and prospects for development

Wherenext for leasing industry in Europe

Jukka Salonen

CEO Nordea Finance

16/05/2013


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