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Mónica Malo Serisa

Comunicación y Relaciones Externas

Margarita Castañeda Taladriz

Comunicación y Marca



Leveraging the SME Business – ESBG Summer Forum 2016

por CECA

The European Savings and Retail Banking Group (ESBG) is proud to present the 2016 International Summer Forum on the issue of SME financing. The forum provides an outstanding risk free platform for exchanging experiences with peers from retail and savings banks in Europe and worldwide on the latest best practices in the retail banking and on regulatory and supervisory issues impacting the sector. The forum is also a unique networking opportunity for senior executives.


The objective of the summer forum this year will be to analyse what can do banks to better meet the SME customer’ needs and the role of digitization in meeting those needs. The forum will therefore highlight what SME’s want, why they do not consider anymore the banks as their unique provide and what are the key areas banks can focus on in order to improve their services to the SME segment. Accordingly, the forum will address the challenge raised by new entrants and the response that banks are starting to provide in order to adapt to the market changes.


Thursday 15 september 2016

08.30   Welcome

09.00   Welcome address: UNICAJA representative

09.15    Keynote address Mr. 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?

As part of the Juncker Commission priority  to boost jobs, growth and investment across the EU, the Capital Markets Union (CMU) aims to tackle investment shortages head on by increasing and diversifying the funding sources for Europe’s business. This session will analyse what has been achieved, what are the challenges ahead, and their impact on smaller proximity banks in terms of SME financing.  It will address the questions: What are the initiatives comprised in the CMU? What are the solutions and propositions for building a CMU in harmony with the European Union? How can the CMU and related regulatory tools reinvigorate the investment trends in Europe? How does it serve proximity banks in their business relationships with SME’s?

Panel session:
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)
Representative of the European Association of Mutual Credits

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 multiple banking providers, including in some cases alternative non-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? What is the role, they expect from banks in this new context?

Moderator: Gerhard Huemer and UEAPME Spanish representative

Introduction: Mr. Helmut Kraemer, Head of Research & Market Analysis, European Investment Fund (EIF): The European Investment Fund ﴾EIF﴿ is part of the European Investment Bank group. Its central mission is to support Europe’s micro, small and medium‐sized
businesses by helping them to access finance. EIF designs and develops both venture and growth capital, guarantees and microfinance instruments, which specifically target this market segment. In this role, EIF fosters EU objectives in support of innovation, research and development, entrepreneurship, growth and employment.

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

Moderation by Gerhard Huemer (UEAPME)

Panel discussion:,
Javier Mas Sapena, Marketing Director at CaixaBank,
Cuno Guettler, Head of International Division, DSGV​
Representatives of Northern banks and Banca Carige

13:00 Introduction to the afternoon session

13:15 End of the first morning

13:30 Lunch 
Thursday, 15 September 2016, afternoon session

15:00Workshops 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, & Mr.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 can 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) start-ups, 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

Moderator: TBC

16:30 Break

17:00 Presentation of the workshops outcomes

18:00 End of the first day

19:00 Networking programme

Friday 16 september 2016

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 SMEs: overview of best practices in a competitive market

Panel discussion 

Markus Hildmann, MBA, Director & Deputy Member of the Board of Sparkasse Freiburg-Nördlicher Breisgau Firmenkunden-Center Freiburg

Alfred Attart, Chief Officer SME Finance, Bank of Valetta, Malta
Carles Escolano or Josep Nebot co-founders of Arboribus (Fintech in crowdlending)
Representative of Northern banks ​

10:00 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:

Javier Mas Sapena, Marketing Director, Fundacio la Caixa
Cuno Guettler, Head of International Division, DSGV, Germany
​Xavier Corman, CEO and founder of Edebex Belgium – Fintech in factoring
Representative of Tiroler Sparkasse Bankaktiengesellschaft Innsbruck

11:00 Break

11:30 3) Payments and the impact of Fintech with the innovation in mobile payments, in particular, SMEs want to have the ability to accept card payments on the go.

Needless to say that companies like Square (an instant card payment utility for I Phone) and I Zettle (a tool enabling customers to accept credit card payments through swipe technology) represent significant challenges to the traditional bank payments model. Recently, large banks have started closing partnerships with payment companies (Bank of America and Visa). Other large banks like Citigroup and Barclays are joining forces with the firms that were supposed to be disrupting them, online lenders, in particular. What is the situation in the savings and retail banks and what are their strategies to face the market disruption caused by Fintech in particular?

Panel discussion·
David Alonso Pérez, Projects Officer, Confederation of Spanish Savings Banks (CECA) 
Representative of iZettle, Madrid (TBC)
​Representative of Tiroler Sparkasse Bankaktiengesellschaft Innsbruck
12:15 Building a new business model around the SME business:
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?

Guillaume Almeras, followed by Groups’ discussions

13:30 Conclusions

14:00 Closing remarks

14:15 Lunch


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