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François DEBIESSE

François DEBIESSE. TREMENDOUS MARKET OPPORTUNITY. (estimated world-wide HNW financial assets, in USD trillion). 44.9. Increasing share of financial assets in the households’ wealth Boom in entrepreneurial wealth Growing use of corporate equity as part of executive compensation

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François DEBIESSE

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  1. François DEBIESSE May 11, 2001 - Brussels

  2. TREMENDOUS MARKET OPPORTUNITY (estimated world-wide HNW financial assets, in USD trillion) 44.9 • Increasing share of financial assets in the households’ wealth • Boom in entrepreneurial wealth • Growing use of corporate equity as part of executive compensation • Overall market appreciation +12% p.a. 25.5 21.6 19.1 1997 1998 1999 2004(E) Source : Merrill Lynch / Gemini Consulting World Wealth Report 2000 May 11, 2001 - Brussels

  3. STILL FRAGMENTED INDUSTRY (Top ten private banks world-wide as of end of 2000) 448 UBS PB 351 J.P. Morgan PB 318 Credit Suisse PB 291 Goldman Sachs PWM 210 Deutsche Bank Top 10 Private Banks 163 Citigroup PB 153 Merrill Lynch IPC EUR 2.3 trillion in AuM ~ 8% market share 140 Bank of America PB 122 HSBC 104 BNP Paribas PB May 11, 2001 - Brussels

  4. INCREASING COMPETITION Merger of HNW Brokerage and Asset Management Groups to form Goldman Sachs Private Wealth Management Launch of NatWest Private Banking Fortis to pursue its business development in Continental Europe Bank of America targeting private banking as a priority business Deutsche Bank targeting to be in the top 3 private banks world-wide Citigroup Private Bank entering into cross-selling initiatives with Salomon Smith Barney Credit Suisse to implement new business model for affluent clients in Europe ING committed to increase private banking positions through vigorous organic growth Creation of Merrill Lynch Private Wealth Services to deliver institutional-quality solutions to its wealthiest clients and their families UBS to lever PaineWebber’s expertise and on-line technology in the European on-shore markets SG Private Banking targeting to expand its reach in Europe and Asia Sanford Bernstein acquired by Alliance Capital (AXA) Acquisition of US Trust by Schwab May 11, 2001 - Brussels

  5. BNP PARIBAS • Merger of BNP and Paribas in May 2000 • Rapid integration with synergies ahead of schedule • Strong increase in profitability in recent years with a net profit of: • EUR 2.1 MM in 19981 • EUR 3.3 MM in 19991 • EUR 4.1 MM in 2000 • Organization in three core businesses: • Corporate and Investment Banking • Wealth Management • Retail Banking 1 Pro forma BNP Paribas before restructuring provisions May 11, 2001 - Brussels

  6. AKEY PLAYERIN THE PRIVATE BANKING INDUSTRY • Long-standing tradition and reputation in serving the wealth management needs of high-net-worth individuals • Top 10 world-wide in private banking • Undisputed leader in France • Strong positions in all major international private banking centers in Europe and Asia • Investments in the most attractive markets • Presence in 30 countries • 3’000 dedicated staff • EUR 108 MM in client assets Data as of end of March, 2001 May 11, 2001 - Brussels

  7. COMPREHENSIVE OFFERING Client Private Banker Discretionary Management Corporate Advisory Securities Advisory Desk Art Advisory Investment Funds Advisory Desk Property Advisory Wealth Management Offering Financial Offering Structured & Derivative Products Real Estate Advisory Execution Desk Tax and Estate Planning Cash and Deposit Management Custody Credit Fiduciary Services May 11, 2001 - Brussels

  8. ADVICE-DRIVEN OFFERING Aggregation and coordination of a broad offering allowing to provide products and services adapted to the diverse financial and wealth management needs of high-net-worth individuals • Architecture open to the best products available in the market • World-wide organization by product / service category • Local adaptation of the offering to client profile, needs, and culture May 11, 2001 - Brussels

  9. AMBITIOUS BUSINESS DEVELOPMENT STRATEGY • Pursue the development of marketing capabilities • Preserve a reputation for innovation and adaptation regarding the product and service offering • Ensure strong visibility and credibility in our target markets • Pursue investments in IT and systems to ensure state-of-the-art client service and operations To be a reference in our target markets May 11, 2001 - Brussels

  10. INCREASING PRESENCE IN THE EUROPEAN ONSHORE MARKET • Leader in France • Significant positions in Southern Europe (Italy, Spain, Greece, Portugal) • Launch of Belgian operations • Will to become a reference in each selected market May 11, 2001 - Brussels

  11. STRONG COMMITMENT IN BELGIUM • Acknowledged expertise of BNP Paribas in onshore private banking • Accurate knowledge of Belgium and Belgian high-net-worth individuals • Core operation in the business development strategy of the Private Bank Will to quickly become a key private bank in the Belgian market May 11, 2001 - Brussels

  12. BNP Paribas Private Bank Lode De Vrieze May 11, 2001 - Brussels

  13. May 2000Merger of BNP and Paribas • Paribas in Belgium since start in 1872 • BNP in Belgium from 1911 May 11, 2001 - Brussels

  14. Top 10 of the world • Leader in France • Important player in Europe and Asia • Will to become a reference in Private Banking • Start-up in Belgium May 11, 2001 - Brussels

  15. BNPParibas Private BankBelgium • Organization • Target • Offering May 11, 2001 - Brussels

  16. Organization May 11, 2001 - Brussels

  17. BNPParibas Private BankBelgium • Situated in Brussels, 489 Avenue Louise • Team of 20 people, mainly portfoliomanagers and specialists in wealth-engineering • Aim to open rep-offices in main cities : Antwerp, Kortrijk, Gent or Liège May 11, 2001 - Brussels

  18. Target May 11, 2001 - Brussels

  19. BNPParibas Private Bank BelgiumTarget • People with an important fortune, • high-net-worth individuals : • stockholders of family-owned companies (quoted or not) • holders of important stock-options • family-holdings with important free assets... May 11, 2001 - Brussels

  20. COMPREHENSIVE OFFERING Client Private Banker Discretionary Management Corporate Advisory Securities Advisory Desk Art Advisory Investment Funds Advisory Desk Property Advisory Wealth Management Offering Financial Offering Structured & Derivative Products Real Estate Advisory Execution Desk Tax and Estate Planning Cash and Deposit Management Custody Credit Fiduciary Services May 11, 2001 - Brussels

  21. Financial offering May 11, 2001 - Brussels

  22. What’s important for a HNWI in his relation to his Private Banker ? 66% 53% 45% Performance Advice Adapted offer Source : Enquête VIP Forum May 11, 2001 - Brussels

  23. Well-structured investment process (Asset-allocation) • Research «Buy-side» by dedicated team of analysts • Market-specialists in 15 countries • Direct access to markets by dedicated execution-teams • Performance May 11, 2001 - Brussels

  24. What’s important for a HNWI in his relation to his Private Banker ? 66% 53% 45% Performance Advice Adapted offer Source : Enquête VIP Forum May 11, 2001 - Brussels

  25. Focus on Advice Advice on Asset-allocation Advice on products (funds, structured products) Advice on securities (stocks, bonds, derivatives, FX) Discretionary management (risk-profile, personalisation) Credit Execution All Markets/All Products May 11, 2001 - Brussels

  26. What’s important for a HNWI in his relation to his Private Banker ? 66% 53% 45% Performance Advice Adapted offer Source : Enquête VIP Forum May 11, 2001 - Brussels

  27. A large offer of mutual funds Selection of best funds of the market Advice on funds Private Bank Offer of alternative fund (hedgefunds, private equity funds) Multi-Management BNP PAM EUR 1 bn under management Parvest (76 compartments) Funds BNP PAM French & international funds May 11, 2001 - Brussels

  28. Structured Products, Derivatives :optimisation, diversification and hedging Hedging of the portfolio Complex strategies Personalized strategies and constructions Structuring and selection of products by Private Bank Structured Products Warrants, certificates Access to listed and quoted products Guaranteed funds May 11, 2001 - Brussels

  29. Wealth Management Offering Damien LAHY May 11, 2001 - Brussels

  30. Wealth Management • To listen • To analyse • To advice • To accompany May 11, 2001 - Brussels

  31. Components of the wealth management offering • Wealth and estate planning • Art advisory • Real estate advisory • Property advisory • Corporate advisory • Reception service May 11, 2001 - Brussels

  32. Wealth and Estate Planning • Personalized diagnosis on estate and family issues • Trust-driven relationships, over several generations • Coordination with external advisors (lawyers,…) May 11, 2001 - Brussels

  33. Art Advisory • Advice, authentication and valuation assistance • Legal and tax issues • Transactions May 11, 2001 - Brussels

  34. Real Estate Advisory • Specialization in up-market residences • Synergies with the Group’ s specialized subsidiaries May 11, 2001 - Brussels

  35. Corporate Advisory • Synergies with the Group’s Corporate Finance business unit May 11, 2001 - Brussels

  36. Reception service • Setting up in new cities or countries : assistance • « Golden keys »: schools, accommodation, legal assistance,… • The Group ’s world-wide network at the client ’s disposal May 11, 2001 - Brussels

  37. Our strenghts • Family office-concept • Important international Group • Need of our customer = Our offer • Performance • Advice • Financial and Wealth management offering May 11, 2001 - Brussels

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