Cross-Border Retail Financial Services

Venue: Hotel Metropole

Location: Brussels, Belgium

Event Date/Time: Sep 25, 2002 End Date/Time: Sep 26, 2002
Early Registration Date: Jul 26, 2002
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Cross-Border Retail Financial Services
Capitalising on New European Opportunities
September 25 & 26 2002, Renaissance Hotel, Brussels

Wednesday 25th September:

09.00 Chair’s Introduction and Goal Setting
This introduction session will give attendees the opportunity to define their objectives for the conference. It will highlight issues if primary importance to delegates, and act as a reference point and focus during the two days.
Suzan Nolan, President & Founder, BLUESKY INTERNATIONAL

09.15 Cross-border Consolidation of Europe’s Retail Financial Services
· What are the forces encouraging consolidation?
· What is the likelihood of cross-border consolidation in specific markets?
· Impact of M&As for ratings agencies - S&P's approach
Yves Burger, Director, Financial Services Division, STANDARD & POORS

09.55 Online retail financial services & EU legislation – 2002 update
· The e-commerce directive
· Distance marketing of financial services
· The communication on financial services and e-commerce
· Competent courts and applicable law
Eric Ducoulombier, Administrator, Internal Market DG, EUROPEAN COMMISSION

10.35 Networking Break & Coffee

10.55 Practical steps for dealing with online regulatory restrictions - view from the business side
· How should firms construct their sites?
· Use of disclaimers
· Screens, firewalls and other technical procedures
Peter Gormley, Director of Legal & Compliance, CREDIT SUISSE FINANCIAL SERVICES

11.35 Internationalising your activites – Cofinoga’s strategy
· Identifying a country’s specific features & providing the appropriate response
· Exchanging knowledge and resources with local partners – CRM, marketing, risk
Marc Alaurent, Group Spokesman, COFINOGA

12.15 LUNCH

13.45 Implementing a focused international strategy – Abbey National case-study
· Creating and assessing the different options
· Building on core capabilities
· Developing successful partnerships
Azhar Rizvi, Director of Corporate Development, ABBEY NATIONAL GROUP

14.25 The changing face of Europe’s pension fund market
· Distribution channels
· Mathematical relationship between risk and return
· Passive vs Active management
· Entry barriers
· New products and innovation
Daniel Broby, Chief Investment Officer, BANKINVEST

15.05 Afternoon networking break and coffee

15.25 Cross-border M&A activity in European retail financial services
· Are M&As the most viable option for cross-border organic growth?
· Opportunities for diversifying revenue (Bancassurance/Allfinanz…)
· Hurdles to overcome in cross-border mergers (cultural, legal & regulatory…)
Hilary Cook, Director of Investment Strategy, BARCLAYS STOCKBROKERS

16.05 Distribution Channels for cross-border European development
· Excluding banks, what other distribution channels are available -
choosing the right channels for cross-European development
· Securing agent networks for successful expansion across Europe
· Developing strategic alliances and partnerships
Paul Lembrechts, Executive Vice President, ABN AMRO

16.45 Cross-border risk assessment of credit-worthiness
· Elements shaping the credit reporting industry
· Information sharing arrangements and the completion of the single market
· What is the relevance of data protection provisions to the credit market?

17.25 Chair’s Executive Summary

17.35 Close of Day One and Drinks Reception

Thursday 26th September:

09.00 Chair’s Introduction

09.10 The Mobey Preferred Payment Architecture (PPA) and its impact on cross-border mobile financial services
· Anticipating market change
· Key customer requirements
· Short introduction to the business principles of the PPA – open architecture or walled gardens?
· How does the PPA support crossborder mobile financial services?
Leonard Franken, Requirements & Technology Workgroup Leader, MOBEY FORUM

09.50 E-Payments & Cross-border Payments
· Costs of domestic and international money transfers - current and future market initiatives
· Quantifying the potential for increased market competition and dis-intermediation of banks
· Selecting the optimum payment method for the type of transaction
Etienne Goosse, General Manager, EUROPAY INTERNATIONAL

10.30 Networking Break & Coffee

10.50 Cross-border insurance challenges and opportunities – Marsh case-study
· Insuring companies with international subsidiaries
· Develop local contracts or make an LPS contract?
· Security of financial transactions in international programmes
· Key legal aspects of cross-border development
Jean-Yves Durance, CEO, MARSH SA

11.30 Online Selling - convincing people to buy on-line
· Can online be an easier route to a pan-European company?
· Establishing the Internet as a customer contact center
· Exploiting the savings potential of global purchasing online
· Strengthening consumer confidence in online purchasing

12.10 LUNCH


13.45 Segmentation and targeted offers - a roadmap for success
· Choosing the best segments
· Choosing the right offering - products & services
· Choosing the right partner brands
· Tying it all together: an integrated showcase example
Max Sembach, Principal, PA CONSULTING (Frankfurt)
Graeme Charters, Principal, GRAEME CHARTERS ASSOCIATES

14.25 Creating a cohesive brand language for multiple European markets
· How can brand strategies be adopted and implemented in the diverse sector of European banking / financial services?
· Why are brands so essential in the changing European and global landscape of financial services? Focus on existing financial institutions as well as newcomers
· What can be learnt from other sectors? Lessons from B2B, B2C and B2P - Business to Partner
· Case Studies: Leumi, Passaggio
Karen O’Neill, Director of Client Services, IDENTICA

15.05 Networking Break & Coffee

15.25 On-line cross border distribution of mutual funds
· Enabling on-line cross border fund supermarkets
· Customize tools for multiple channel distribution – IFAs, Banks and Insurance Companies
· Challenges in terms of legislation, fund registration, fund information
Oliver Lagerstrom, Senior Vice President, MFEX GROUP

16.45 Cross-Selling in European retail banking: the key challenges
· What are the disparities in cross-sell ratios between major European countries and financial institutions?
· Egg (UK) and Banque Directe (France) case studies: how e-ventures can increase cross-sell ratios
· Future trends and leading strategies in cross selling

17.25 Close of Conference


Place de Brouckere 31

Additional Information

Fees: Conference: £1195/1932 euros + VAT = £1404/2270 euros per delegate Conference with early booking discount: £995/ 1609 euros + VAT = £1169/1890 euros