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Citibank® Treasury and Trade Solutions Randy Wang VP, Sales Head of Treasury and Trade Solution May 20, 2009
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Page 1: Randy Wang VP, Sales Head of Treasury and Trade Solution ...yuang/2009_Spring/citibank/NYU... · – Case Study 2 Corporate Cash Management – Treasury / Cash Management Trends –

Citibank® Treasury and Trade Solutions

Randy WangVP, Sales Head of Treasury and Trade SolutionMay 20, 2009

Page 2: Randy Wang VP, Sales Head of Treasury and Trade Solution ...yuang/2009_Spring/citibank/NYU... · – Case Study 2 Corporate Cash Management – Treasury / Cash Management Trends –

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AgendaCourse Objectives

– Basic understanding of the Business– Knowledge of Cash Management and Trade Services– Career path in Treasury and Trade Solutions– Case Study 1

Main Topic 1: Supply Chain Management– Supply Chain Trends– Total Working Capital Management– Roles of Bank in Supply Chain– Case Study 2 & 3

Main Topic 2: Corporate Cash Management– Treasury / Cash Management Trends– What are the trends in SSC’s– Case Study 4, 5 & 6

Main Topic 3: Banking Challenge– The competition landscape– New roles of Banks

Q&A

Page 3: Randy Wang VP, Sales Head of Treasury and Trade Solution ...yuang/2009_Spring/citibank/NYU... · – Case Study 2 Corporate Cash Management – Treasury / Cash Management Trends –

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The Role of Treasury and Trade Solution in a Bank– Customer account management– Transaction processing– Liquidity management– Product development/management– Business acquisition and maintenance– Operation management– Risk management

Business Environment– Customers: corporate, banks, non-bank financial institutions and public sectors– Regulators: Banking Bureau, Central Bank and Bankers’ Association– Value Transfer Networks: FISC, Taiwan Clearing House, Central Bank and

correspondent banks (including Post Offices)– Service providers: outsourcing vendors, technology companies, other banks, post

offices, convenience stores and other vendors

Basic Understanding of the Business

Page 4: Randy Wang VP, Sales Head of Treasury and Trade Solution ...yuang/2009_Spring/citibank/NYU... · – Case Study 2 Corporate Cash Management – Treasury / Cash Management Trends –

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Cash Management– Payment and collection

• Domestic• Cross-border

– Liquidity Management• Deposit• Overnight investment• Placement

– Transactional FX– Information service– Internet Banking Platform– Customer service

Trade Services– Documentary Payment

• Letter of Credit• Guarantee/Standby L/C• Bill payments

– Documentary Collection• Export negotiation• Bill collection• Document against payment• Document against acceptance

– Financing • Pre-export financing• Post-export financing• Vendor financing (buyer

centric)• Supplier financing (seller

centric)

Knowledge of Cash Management and Trade Services

Page 5: Randy Wang VP, Sales Head of Treasury and Trade Solution ...yuang/2009_Spring/citibank/NYU... · – Case Study 2 Corporate Cash Management – Treasury / Cash Management Trends –

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Career path in Treasury and Trade Solutions

Product Management– Payment– Receivable– Liquidity management

Sales Management– Corporate– Non-bank financial institutions– Banks

Client Delivery– Project management– Customer service– Cross-selling

Operation Management– Process optimization– Technology– Regulations

Relationship Management– Customer acquisition due diligent– Credit facility– A super banker

Risk and Control– Compliance

• Local• US/International

– Risk management• Control• Legal, regulatory, franchise,

settlement, fraud• Information security

Page 6: Randy Wang VP, Sales Head of Treasury and Trade Solution ...yuang/2009_Spring/citibank/NYU... · – Case Study 2 Corporate Cash Management – Treasury / Cash Management Trends –

Case Study 1: Foreign Worker Remittance at Convenience Stores

Page 7: Randy Wang VP, Sales Head of Treasury and Trade Solution ...yuang/2009_Spring/citibank/NYU... · – Case Study 2 Corporate Cash Management – Treasury / Cash Management Trends –

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Foreign Worker Remittance at Convenience Stores

Process Flow

Page 8: Randy Wang VP, Sales Head of Treasury and Trade Solution ...yuang/2009_Spring/citibank/NYU... · – Case Study 2 Corporate Cash Management – Treasury / Cash Management Trends –

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Foreign Worker Remittance at Convenience Stores

Funding and settlement

Page 9: Randy Wang VP, Sales Head of Treasury and Trade Solution ...yuang/2009_Spring/citibank/NYU... · – Case Study 2 Corporate Cash Management – Treasury / Cash Management Trends –

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Agenda

Supply Chain Management– Supply Chain Trends– Total Working Capital Management– Roles of Bank in Supply Chain– Case Studies

Corporate Cash Management– Treasury / Cash Management Trends– What are the trends in SSC’s– Case Studies

Banking Challenge– The competition landscape– New roles of Banks– Strategy

Q&A

Main Topics:

Page 10: Randy Wang VP, Sales Head of Treasury and Trade Solution ...yuang/2009_Spring/citibank/NYU... · – Case Study 2 Corporate Cash Management – Treasury / Cash Management Trends –

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Payment/Collection Flow

Order InvoiceRendition

Goods Delivered

CollectPayment Cash

Pay Reconcile GoodsDelivered

ReceiveInvoice Purchase

Order-to-Cash Cycle

Purchase-to-Pay Cycle

(Supply Chain - Capturing Financial & Information Flows)Seller Buyer

Page 11: Randy Wang VP, Sales Head of Treasury and Trade Solution ...yuang/2009_Spring/citibank/NYU... · – Case Study 2 Corporate Cash Management – Treasury / Cash Management Trends –

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Financial Supply Chain

Parallel between Inventory & Cash Management– Higher holding if there is lack of information into its sources and uses– Uncertainty to be reduced by managing information from the relevant supply chain

Visionary companies are already seeing tremendous benefits– Cash flow – take early discounts; avoid offering trade discounts– Operating efficiencies – reduced cost of invoicing and reconciliation– Internal controls and visibility – duplicate payments; release of credit

Key is to systematically address root-causes

Investments in ERP not fed through fully into A/P & A/R process– Fragmented solutions with limited integration– Limited inter-organizational integration and automation– Manual process for dispute resolution, reconciliation, etc.

Page 12: Randy Wang VP, Sales Head of Treasury and Trade Solution ...yuang/2009_Spring/citibank/NYU... · – Case Study 2 Corporate Cash Management – Treasury / Cash Management Trends –

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Supply Chain Trends

Businesses are demanding:Efficient inter-enterprise information exchange & dissemination

– Bridge data flows electronically - buyer & seller enterprise systems– Maintain integrity and security of inter-enterprise data flows– Reduce transaction processing costs

Optimization of Inter-Enterprise (Buyer/Seller) Extended Value Chain

Product/service delivery integrated with settlement processes

Better DSO (Days Sales Outstanding) management with pay/bill-on-delivery– Improve settlement convenience for customers

Automated complex transaction matching processes– Link buyer & seller terms of reference for transactions– Increase accuracy and timeliness of settlement data

Page 13: Randy Wang VP, Sales Head of Treasury and Trade Solution ...yuang/2009_Spring/citibank/NYU... · – Case Study 2 Corporate Cash Management – Treasury / Cash Management Trends –

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Insights into Working Capital Survey

Significant amount tied up in excess working capital of companies– Over USD 1.2 tr for top 1000 US and European companies

Key Findings– Treasurers not playing active role in Working Capital (WC) management; limited to improving

A/P & A/R process

– Majority recognize significant room for improvement; challenge with decentralized structures

– Sub-optimal processes constrain effectiveness of technology investments; Manual processes abound

– Common issue of lack of integrated systems, inconsistent reporting by subsidiaries and inter-departmental issues

2004 Working Capital survey by GTNews in association with REL Consultancy Group and CitigroupExcess Working Capital numbers - REL Consultancy Group’s Annual US / European Working Capital survey

Performance– 40%-50% viewed P-P and C-C process as poor or average– 65% viewed their inventory cycle as poor or average

Page 14: Randy Wang VP, Sales Head of Treasury and Trade Solution ...yuang/2009_Spring/citibank/NYU... · – Case Study 2 Corporate Cash Management – Treasury / Cash Management Trends –

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Changing role of Treasury

Traditional Treasury Role– Treasury Optimization

Suppliers Customers

Investors

Lenders

Treasury Optim

isa tion

Missing Treasury Role– Commercial Integration

Suppliers Customers

Investors

Lenders

Supply Chain Optimisation

Investors

Lenders

Treasury Optim

isa tionSuppliers CustomersSupply Chain Optimisation

Desired Treasury Role– Lead TWCM

Page 15: Randy Wang VP, Sales Head of Treasury and Trade Solution ...yuang/2009_Spring/citibank/NYU... · – Case Study 2 Corporate Cash Management – Treasury / Cash Management Trends –

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Agenda

Supply Chain Management– Supply Chain Trends– Total Working Capital Management– Roles of Bank in Supply Chain– Case Studies

Corporate Cash Management– Treasury / Cash Management Trends– What are the trends in SSC’s– Case Studies

Banking Challenge– The competition landscape– New roles of Banks

Q&A

Main Topics:

Page 16: Randy Wang VP, Sales Head of Treasury and Trade Solution ...yuang/2009_Spring/citibank/NYU... · – Case Study 2 Corporate Cash Management – Treasury / Cash Management Trends –

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Total Working Capital Management (TWCM)

A/R

A/P

InventorySales Order Processing

Contract Management

Order Fulfillment

Credit Check

Risk Management

Sales Management

Customer Strategy

Cash Management

Receipt & Allocation

of Cash

Cash Collection

Customer Service

Billing

REVENUE

MANAGEMENT

Customer to Cash

Warehousing

Raw Material Planning

Forecasting

Product Range Management

Distribution

Production

Production Planning

SUPPLY CHAIN

MANAGEMENT

Supply Chain Strategy

Sales Order Forecasting

Production Scheduling

Forecast to Fulfillment

Receiving & Evaluating

Originating Requirements

Budgeting & ForecastingCash

Management

Payment Issuance

Invoice Processing

Discrepancy Management

EXPENDITURE

MANAGEMENT

Purchasing Strategy

Selecting & Negotiating

Ordering & Contracting Purchase to Pay

Source : REL Consultancy Group

Page 17: Randy Wang VP, Sales Head of Treasury and Trade Solution ...yuang/2009_Spring/citibank/NYU... · – Case Study 2 Corporate Cash Management – Treasury / Cash Management Trends –

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TWCM – An Organizational Challenge

Scope of TWCM touches all the firm buys, makes and sells

“Your job is undergoing fundamental change. Its time to embrace new tasks & ideas.”

Success of TWCM Initiative– Cash improvement (Liquidity and Investments)– Cost reductions (acquiring goods/ services, financing, efficiency)– Service and revenue improvement

Why is it difficult to practice– Ownership Issues, embedded traditional processes, narrow definitions

Main strategic drivers– Internal cash is cheapest way to fund investments– Improves key ratios – effective valuation by analysts– Helps secure access to capital markets

Page 18: Randy Wang VP, Sales Head of Treasury and Trade Solution ...yuang/2009_Spring/citibank/NYU... · – Case Study 2 Corporate Cash Management – Treasury / Cash Management Trends –

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Agenda

Supply Chain Management– Supply Chain Trends– Total Working Capital Management– Roles of Bank in Supply Chain– Case Studies

Corporate Cash Management– Treasury / Cash Management Trends– What are the trends in SSC’s– Case Studies

Banking Challenge– The competition landscape– New roles of Banks

Q&A

Page 19: Randy Wang VP, Sales Head of Treasury and Trade Solution ...yuang/2009_Spring/citibank/NYU... · – Case Study 2 Corporate Cash Management – Treasury / Cash Management Trends –

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Roles of Bank in the Supply Chain (1)

Trusted Financial and Informational Inter-mediator

Extensive information technology resources– Ready technology infrastructure for electronic data communication e.g. internet banking &

EIPP/EBPP platforms

Industry standards for data exchange– Usage of established data structures recognized worldwide

Data integration with companies– Standardized links with ERP systems, Single Interface to SSC’s / Payment factories

Strict information security regulations– High standards of data protection for confidential/sensitive B2B communications

Page 20: Randy Wang VP, Sales Head of Treasury and Trade Solution ...yuang/2009_Spring/citibank/NYU... · – Case Study 2 Corporate Cash Management – Treasury / Cash Management Trends –

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Roles of Bank in the Supply Chain (2)

Direct membership of Settlement Networks (VTNs)– Single interface for settlement via a large variety of methods

High volume transaction processing centers– Economies of scale for lower costs, concentration of specialized skills

Financing and risk management– Financing either on or off balance sheet; managing operational risks for high value transfers

Core competencies in accounts & financial management– Managing loan & credit card collections; record keeping; extensive MIS system and process

experience

Trusted Financial and Informational Intermediator

Page 21: Randy Wang VP, Sales Head of Treasury and Trade Solution ...yuang/2009_Spring/citibank/NYU... · – Case Study 2 Corporate Cash Management – Treasury / Cash Management Trends –

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Citibank e-BillingCentralised Collection ServicesOutsourced Account ReceivablesInvoice Management ServicesDealer / Distributor / Receivables Financing

Electronic L/C AdvisingElectronic Purchase OrderTrade e-DocsL/C Negotiation & Collections

Results:

• Lower transaction costs

• Standardize & reduce cycle times

• Enhance supplier satisfaction

• Minimize risk / fraud

CitiDirect® Online Banking

Citibank File Services

Trade / Supplier FinanceWorldLink® Multicurrency Transaction Services Domestic and International Funds TransferOutsourcing Account PayablesCentralised Payables (SSC) solutionCommercial Cards

CitiConnect® Internet GatewayL/C IssuanceElectronic Purchase OrderShipping GuaranteesDocumentary Collections

Capturing Financial and Information Flows

Order InvoiceRendition

Goods Delivered

CollectPayment Cash

Pay Reconcile GoodsDelivered

ReceiveInvoice Purchase

Order-to-Cash Cycle

Purchase-to-Pay Cycle

(Supply Chain - Capturing Financial & Information Flows)

Results:

• Accelerate Collections period

• Minimize float loss

• Lower DSO

• Simplify receivables management process

Results:• Determine & manage

cash positions with real time information

Page 22: Randy Wang VP, Sales Head of Treasury and Trade Solution ...yuang/2009_Spring/citibank/NYU... · – Case Study 2 Corporate Cash Management – Treasury / Cash Management Trends –

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Benefits to Your Customers and Suppliers

Improved key metrics

Back office integration and automation

Larger sourcing domain

Improved information for planning

Superior Cash management

Better visibility of cash flows

BENEFITS

Increased Operating efficiency

Cost Efficiency

Better Customer Service

Issues Resolution and Process

Improvements

Integrating financial solutions in traditional supply chain– Use banks and leverage their capabilities where applicable

Page 23: Randy Wang VP, Sales Head of Treasury and Trade Solution ...yuang/2009_Spring/citibank/NYU... · – Case Study 2 Corporate Cash Management – Treasury / Cash Management Trends –

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Agenda

Supply Chain Management– Supply Chain Trends– Total Working Capital Management– Roles of Bank in Supply Chain– Case Study 2

Corporate Cash Management– Treasury / Cash Management Trends– What are the trends in SSC’s– Case Studies

Banking Challenge– The competition landscape– New roles of Banks

Q&A

Main Topics:

Page 24: Randy Wang VP, Sales Head of Treasury and Trade Solution ...yuang/2009_Spring/citibank/NYU... · – Case Study 2 Corporate Cash Management – Treasury / Cash Management Trends –

Case Study 2: Commercial Card and Distribution Card

Page 25: Randy Wang VP, Sales Head of Treasury and Trade Solution ...yuang/2009_Spring/citibank/NYU... · – Case Study 2 Corporate Cash Management – Treasury / Cash Management Trends –

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Purchasing Card – Segment – Medium / Large Market - targeting high-volume, low-medium value transactions

(e.g., Maintenance & Operational Procurement)– Key Purpose: Streamline the Traditional Purchase to Pay Procurement

Corporate Card – Segment – Medium / Large Market Executives - issued to individuals for company-related T&E

expenses– Key Purpose - Enhanced Expense Management Practices & Reporting

Corporate & Purchasing

Commercial Card

Page 26: Randy Wang VP, Sales Head of Treasury and Trade Solution ...yuang/2009_Spring/citibank/NYU... · – Case Study 2 Corporate Cash Management – Treasury / Cash Management Trends –

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PurchasingCard

Approval ApprovalInvoiceShippingReceiptPurchase

PaymentApprove

PurchaseOrder

Purchase

Payment

Employeerequestspurchaseorder

Managerapprovesrequest

Referred topurchasingto placeorder

Receivedeliverynotice

Accountspayablereceivesinvoice

Matchespurchaseorder andapprovespayment

IssuesmultipleChequesfor payment

Employeeorders fromapprovedsupplier

Employee& Finance Receive Transactional data

Companymakes asingle paymentto the issuer

The Corporate Purchasing Cardprovides the opportunity to replacea number of process steps – thenumber of steps removed willdepend on the corporation’s‘Level of Comfort’ !

TraditionalProcurement

Process

Business Process Re-design

Page 27: Randy Wang VP, Sales Head of Treasury and Trade Solution ...yuang/2009_Spring/citibank/NYU... · – Case Study 2 Corporate Cash Management – Treasury / Cash Management Trends –

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1.Order 3. Authorization request

7. Payment on due date (D+30 or 60)

4. Deposit (D + # days)

CITI

Distributor

Seller

Cardholder

Buyer

2. Delivery (D)

Payment

6. Billing

5. Collection & Reconciliation Data

How does Distribution Cards Work?

Page 28: Randy Wang VP, Sales Head of Treasury and Trade Solution ...yuang/2009_Spring/citibank/NYU... · – Case Study 2 Corporate Cash Management – Treasury / Cash Management Trends –

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Billing 5/1

Billing 5/1

Billing 5/1

Billing 5/1

Payment 5/24 By CASH

Installment Payment 6/13 By EFT

Payment 5/4 By CHECK

No Payment

Collection 7/2

Collection 6/10Delinquency Process 7/15

Old Process

Client handles billing, collection, reconciliation activities directly with all buyers.

Collection schedule varies with buyer’s order activities.

D-Card Process

Client deals directly with Citi for a single contact window for all collections.

Collection schedule is constant on a monthly basis.

OUTSOURCE

CITIA/R Batch Upload 6/1

A/R Batch Settlement 6/15

Billing Collections Delinquency

Reconciliation

DSO REDUCED! CASH FLOW IMPROVED!

DSO REDUCED! CASH FLOW IMPROVED!

PROCESS REDUCED =

COST SAVINGS!

PROCESS REDUCED =

COST SAVINGS!

NO CASH,

NO CHECK RISKS!

NO CASH,

NO CHECK RISKS!

CITI

Seller

Seller

Buyers

Buyers

Old A/R process vs. D-Card A/R Process

Page 29: Randy Wang VP, Sales Head of Treasury and Trade Solution ...yuang/2009_Spring/citibank/NYU... · – Case Study 2 Corporate Cash Management – Treasury / Cash Management Trends –

Case Study 3: e-Billing, Supply Chain Management and Vendor Finance

Page 30: Randy Wang VP, Sales Head of Treasury and Trade Solution ...yuang/2009_Spring/citibank/NYU... · – Case Study 2 Corporate Cash Management – Treasury / Cash Management Trends –

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Citibank’s B2B eBilling Proposition

Citibank® B2B eBilling is apowerful emerging

Cash Management ToolCash Management Tool

B2B eBilling optimizes yourCash Conversion CycleCash Conversion Cycle

Page 31: Randy Wang VP, Sales Head of Treasury and Trade Solution ...yuang/2009_Spring/citibank/NYU... · – Case Study 2 Corporate Cash Management – Treasury / Cash Management Trends –

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Dispute ManagementDispute Management

Citibank® B2B eBilling Replacesthe Manual Paper Process

Invoice Creation

Invoice Delivery and Distribution

Invoice Verification and Approval

Payment Verification and Approval

Payment Initiation and Delivery

Payment Receipt and Reconciliation

SupplierBuyer

FinancialClearingBuyer’s

Bank

Funds Transfer Funds ReceiptSeller’sBank

Page 32: Randy Wang VP, Sales Head of Treasury and Trade Solution ...yuang/2009_Spring/citibank/NYU... · – Case Study 2 Corporate Cash Management – Treasury / Cash Management Trends –

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Dispute ManagementDispute ManagementPaymentVerificationApprovalInitiationDeliveryReceipt

Reconciliation

InvoiceCreationDelivery

DistributionVerificationApproval

Citibank® B2B eBilling Replacesthe Manual Paper Process

SupplierBuyer

FinancialClearingBuyer’s

Bank

Funds Transfer Funds ReceiptSeller’sBank

Page 33: Randy Wang VP, Sales Head of Treasury and Trade Solution ...yuang/2009_Spring/citibank/NYU... · – Case Study 2 Corporate Cash Management – Treasury / Cash Management Trends –

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CitiConnect SCM

INFORMATION MANAGEMENT

FINANCE MANAGEMENT

SUPPLIER MANAGEMENT

PAYMENT MANAGEMENT

SECURITY MANAGEMENT

Supplier profile Supplier profile managementmanagement

A/P information uploadA/P information upload

Timely communication/ Timely communication/ information sharinginformation sharing

Supplier security controlSupplier security control

A/P information inquiryA/P information inquiry

OnOn--line financing requestline financing request

Financing statementsFinancing statements

Timely communication/ Timely communication/ information sharinginformation sharing

SupplierCitibank CitiConncect SCMBuyer / SponsorBuyer / Sponsor

Page 34: Randy Wang VP, Sales Head of Treasury and Trade Solution ...yuang/2009_Spring/citibank/NYU... · – Case Study 2 Corporate Cash Management – Treasury / Cash Management Trends –

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Operating Flow

5. Supplier is informed of available A/R and requests for advance payment (loan takedown)

6. Disburse the funds to Supplier’s demand deposit account with Citibank

7. Buyer pays to Supplier’s pledge account with Citibank

3. Buyer provides accounts payable data for Citibank via SCM platform

1、Place order

2、shipm

ent

CitibankCitibank

Supplier

Buyer / SponsorBuyer / Sponsor

4. Supplier inquiry A/R and invoice status online.

Page 35: Randy Wang VP, Sales Head of Treasury and Trade Solution ...yuang/2009_Spring/citibank/NYU... · – Case Study 2 Corporate Cash Management – Treasury / Cash Management Trends –

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Agenda

Supply Chain Management– Supply Chain Trends– Total Working Capital Management– Roles of Bank in Supply Chain– Case Studies

Corporate Cash Management– Treasury / Cash Management Trends– What are the trends in SSC’s– Case Studies

Banking Challenge– The competition landscape– New roles of Banks

Q&A

Main Topics:

Page 36: Randy Wang VP, Sales Head of Treasury and Trade Solution ...yuang/2009_Spring/citibank/NYU... · – Case Study 2 Corporate Cash Management – Treasury / Cash Management Trends –

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A single regional approach for finance activities remains a strong trend with an aim for standardization, enhanced controls and better cost management

Rationalizing banking relationships and account structures to achieve real time access and a single window into liquidity across region

Leveraging a single ERP platform to apply best practices for automation of payables and receivables management with a single integration point

Looking at improved yields on surplus funds via appropriate investments

Working capital remains center of plate with a focus on accelerating collections with enriched information for auto-reconciliation

Trends in the Market

Page 37: Randy Wang VP, Sales Head of Treasury and Trade Solution ...yuang/2009_Spring/citibank/NYU... · – Case Study 2 Corporate Cash Management – Treasury / Cash Management Trends –

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Agenda

Supply Chain Management– Supply Chain Trends– Total Working Capital Management– Roles of Bank in Supply Chain– Case Studies

Corporate Cash Management– Treasury / Cash Management Trends– What are the trends in SSC’s– Case Studies

Banking Challenge– The competition landscape– New roles of Banks

Q&A

Main Topics:

Page 38: Randy Wang VP, Sales Head of Treasury and Trade Solution ...yuang/2009_Spring/citibank/NYU... · – Case Study 2 Corporate Cash Management – Treasury / Cash Management Trends –

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Shared Service Center/Regional Treasury CenterShared Service Center (SSC)

– Centralized center conducting high volume, repetitive processing– Typically accounting back-office activities – Centralized reporting – Day-to-day working capital management responsibilities

Regional Treasury Center (RTC)– Centralized unit focusing on longer term structural liquidity needs– Balance Sheet management, investments, funding / gapping and risk management

YesYesBank Relationships

NoYesCredit Control

EvolvingYesCentralization of FX

NoYesRisk Management

NoYesFunding

YesNoAccounts Receivable

Managed byShared Service Center

Managed by Regional Treasury CenterActivity

YesNoAccounts Payable

EvolvingYesCash Flow Management

EvolvingYesEnhance Liquidity Management

YesNoGeneral Ledger

Page 39: Randy Wang VP, Sales Head of Treasury and Trade Solution ...yuang/2009_Spring/citibank/NYU... · – Case Study 2 Corporate Cash Management – Treasury / Cash Management Trends –

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Driving for:

Cost Reduction– Minimization and Realignment– Consolidate to execute transactions with fewer resources– Move to lower cost zones

Increased Efficiency and Economies of Scale– Standardize Business Processes– Build high quality and scalable processes– Leverage Technology Systems

Risk Reduction– Achieve greater transparency / control– Reduce banking relationships and accounts

The Move to Shared Service Centers: Why?

Page 40: Randy Wang VP, Sales Head of Treasury and Trade Solution ...yuang/2009_Spring/citibank/NYU... · – Case Study 2 Corporate Cash Management – Treasury / Cash Management Trends –

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Location Preferences

Traditional

Australia

Hong Kong

Malaysia

Philippines

Singapore

Current

China

India

The reasons remain consistent for location choices

We have seen significant growth in China and India

Page 41: Randy Wang VP, Sales Head of Treasury and Trade Solution ...yuang/2009_Spring/citibank/NYU... · – Case Study 2 Corporate Cash Management – Treasury / Cash Management Trends –

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Globalisation is forcing organizations to compete across geographic divides What’s driving today’s economy?

Deregulation of new marketsGlobal customers needsEmerging local competitionAvailability of new technology

Winning Business Models?‘One’ global model anchored by:

– Centralization– Standardization– Automation– Globalization

Big market, big opportunity, big problemDrivers of Centralization

A scalable operating model that allows for future growth and flexibility around the world

Page 42: Randy Wang VP, Sales Head of Treasury and Trade Solution ...yuang/2009_Spring/citibank/NYU... · – Case Study 2 Corporate Cash Management – Treasury / Cash Management Trends –

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Global

Solutions

Entity

Level

Country Level

Regional Level

Regional Level

Global Level

Regional

Liquidity

Solutions

Regional

Risk

Mgmt

Regional

Treasury

Centers

Regional

Shared Services

Centers

ActiveTreasury

Mgmt

In-CountryLiquidity

Mgmt

FinanceSolutions

PayablesOutsourcing

ReceivablesOutsourcing

Cash FlowProjections

Decentralized Model• In-country Accts

• Basic Outsourcing

• In-country LM structures

• Vendor / Dealer Financing

Regional Model – Step 1• SSC - Centralize AP & AR activities

• RTC - Centralize FX & funding

Regional Model – Step 2• Regional Netting, Pooling, Sweeping Structures

• Regional Re-Invoicing Center

• Active Treasury & Risk Mgmt role

Global Model• Global Payment Factory

• Global Funding Concentration / Investments

Building Blocks

To Build the Pyramid

Drivers of Centralization

Page 43: Randy Wang VP, Sales Head of Treasury and Trade Solution ...yuang/2009_Spring/citibank/NYU... · – Case Study 2 Corporate Cash Management – Treasury / Cash Management Trends –

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Re-engineeringbasic Finance

functions

Executemore treasurytransactions

Regionalcash

management

Globaltreasury/

in house bank

STAGE 1 STAGE 2 STAGE 3 STAGE 4

Locally-managedpayments and collections -outsourcingRationalize bank relationshipsDevelop reporting and cash flow forecasting systems

Short-terminvestments Decentralized, in-country ZBA, pooling or nettingFX and risk mgt

Regionalpooling structures Centralized management ofpayments and collectionsCentralized foreignexchange

Global file-based paymentsIn-house Foreign Exchange bank

Customer Progression Path

Global Trends in Cash Management

Page 44: Randy Wang VP, Sales Head of Treasury and Trade Solution ...yuang/2009_Spring/citibank/NYU... · – Case Study 2 Corporate Cash Management – Treasury / Cash Management Trends –

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Scope of SSC

Source: 2005 Global Shared Services Survey by Deloitte Consulting

Most common processes implemented

0 20 40 60 80

Human ResourcesFacility Management

Order EntryProcurement

Benefits AdministrationReporting and Analysis

Application MaintenanceSystems Support/Help Desk

TaxVendor Management

PayrollAR & Cash Application

General AccountingAP & Cash Disbursements

Percentage of Respondents

SSC’s have provided a strong foundation for companies to consolidate Finance and Accounting Activities

Page 45: Randy Wang VP, Sales Head of Treasury and Trade Solution ...yuang/2009_Spring/citibank/NYU... · – Case Study 2 Corporate Cash Management – Treasury / Cash Management Trends –

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SSC Today

Broadening Scope of SSC’s

SSC Tomorrow

… expanding the scope of SSC’s services to optimize scale

CustomersSales & Marketing

FinanceManufacturing & Purchasing

Supplier

Purchase to Payment

Order to Cash

Payroll and Expenses

Page 46: Randy Wang VP, Sales Head of Treasury and Trade Solution ...yuang/2009_Spring/citibank/NYU... · – Case Study 2 Corporate Cash Management – Treasury / Cash Management Trends –

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• Within finance, adding credit management, collections, statutory reporting

• Payroll, tax reporting, management report production

• HR support and HR administration

• Order entry and billing is in the SSC

• Procurement processes

• Sales and marketing administration

• Regulatory and Compliance

Moving Up the Value Chain

So what processes & activities can be added ?

Expansion through new value added services provides a means a transition from a ‘centre of scale’ to ‘centre of excellence’ RESULT = Shift to more professional, knowledge based services

Page 47: Randy Wang VP, Sales Head of Treasury and Trade Solution ...yuang/2009_Spring/citibank/NYU... · – Case Study 2 Corporate Cash Management – Treasury / Cash Management Trends –

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Top priorities will continue to be automation tools to achieve the highest levels of standardization and consistency through the elimination of manual processes.

Source: 2005 Global Shared Services Survey by Deloitte Consulting

Top initiatives planned for the SSC

Percentage of Respondents0 10 20 30 40 50 60 70 80 90

Develop/improve formal training programs

Improve performance management

Improve overall governance structure

Expand the number of internal customers

Improve controls

Improve customer service levels

Expand scope of services

Streamline processes

Increase automation tools

SSC Management Priorities

Page 48: Randy Wang VP, Sales Head of Treasury and Trade Solution ...yuang/2009_Spring/citibank/NYU... · – Case Study 2 Corporate Cash Management – Treasury / Cash Management Trends –

48Percentage of Respondents

Top enabling tools planned to be implemented

0 5 10 15 20 25 30 35

Data warehousing

Manager self service

Auto-payment on receipt

Call center

E-procurement

Financial planning tools

Other web services

Customer Relationship Management (CRM)

Document imaging with OCR

Financial performance reporting tools

Vendor self service

E-invoicing

Web-based applications like e-Invoicing, vendor self-service, and financial performance reporting tools will continue to dominate shared services developments.

Source: 2005 Global Shared Services Survey by Deloitte Consulting

Survey Feedback - 2005

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Shared Service Centers: A New Paradigm

A wide array of functions & services are moving to shared services…

Order To Cash

Purchase To Payment

Recording To Reporting

Employee Services

Information Systems

• Strategic Vendor Mgmt

• Contract Administration

• Procurement • Fixed Assets• Accounts

Payable

• Telemarketing• Order Entry• Billing• A/R

Accounting• Cash Receipts• Customer

Service• Logistics &

Transportation• Production

Planning & Control

• General Ledger• General

Accounting• Consolidations• Reconciliation• Reporting &

Analysis• Treasury• Cash Mgmt• Risk Mgmt• Internal Audit• Tax Services• Real Estate

• Payroll• Human

Resources Management

• Relocation• Benefits

Administration• Travel Mgmt• Training• Travel &

Expense

• Data Storage• Data Mgmt.• System

Upgrades & Maintenance

• PC Support• Help Desks

Support• Centers of

Expertise• E-Commerce• Application &

Network Support

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Short Term Long TermLow

High

Level of Best

Practice Achieved

Time & Effort Invested

Individual Country Finance Operations

Introduction of SSC

Fully Standardized & Automated Finance

Operation

End State Vision

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Integrated Payables Management

PaymentChannel

ExecutionProcess

Transaction Delivery

Global / Regional SSC or Local Office

Invoices received at local offices

Verified and entered into your ERP

Regional Processing Center

ACH/Giro Credits ChequesDomestic FT Cross Border FT

In Country Processing

Local Clearing

Automated interface to ERP

Standard (e.g. SAP, BAI2, EDIFACT etc.) or Customized format

Internet enabled access – by entity, regionally or globally

Intra-day access to information

Transaction Generation

Page 52: Randy Wang VP, Sales Head of Treasury and Trade Solution ...yuang/2009_Spring/citibank/NYU... · – Case Study 2 Corporate Cash Management – Treasury / Cash Management Trends –

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Lockbox ServicesCourier Pick-UpEFT / GiroEFT / Giro Convenience Stores

Correspondent Banks (cash/checks)

Cash Pick-up Credit Cards

Electronic Payments Buyer Pays to Bank / Others Buyer Pays to Customer

Customer (Buyer)

Trade Payments

Regional SSC

Integrated Account Receivables Management

Receivables feed in consistent format

Integrated Receivables Management

Page 53: Randy Wang VP, Sales Head of Treasury and Trade Solution ...yuang/2009_Spring/citibank/NYU... · – Case Study 2 Corporate Cash Management – Treasury / Cash Management Trends –

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Leveraging TechnologyMaximize benefits of using ERP and build workflows and controls within internal application

Hands-free integration with Banks to ensure STP

Consistent and standard infrastructure to minimize costs of ongoing maintenance and change

Adopt industry standards to avoid resource-based points of failure and avoid switching costs

Adoption of Treasury work station light tools

Page 54: Randy Wang VP, Sales Head of Treasury and Trade Solution ...yuang/2009_Spring/citibank/NYU... · – Case Study 2 Corporate Cash Management – Treasury / Cash Management Trends –

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Technology as an Enabler» Treasurers need Holistic Solutions that provide Visibility and Control and highlight

Optimization opportunities

» Citigroup introduced Treasury Vision by leveraging existing competencies to focus on specific treasury needs.

WorkflowWorkflow AnalyticsAnalyticsMetrics ReportsMetrics ReportsMetrics ReportsMetrics Reports

Web DashboardsWeb Dashboards

Bank 2Bank 2 Bank 3Bank 3 User 1User 1System 1System 1CitibankCitibank

Cash AnalyticsCash Analytics Investment AnalyticsInvestment Analytics Risk AnalyticsRisk Analytics

Data Aggregation & Normalization

Financial Analytics

Information Distribution

Information Warehouse

AnalyticsAnalyticsAnalyticsAnalyticsMetrics ReportsMetrics Reports

WorkflowWorkflowWorkflowWorkflow

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WorkflowWorkflow AnalyticsAnalyticsMetrics ReportsMetrics ReportsMetrics ReportsMetrics Reports

Web Dashboards

Bank 2Bank 2 Bank 3Bank 3 User 1User 1System 1System 1CitibankCitibank

TreasuryVision Information Services

Cash AnalyticsCash Analytics Investment AnalyticsInvestment Analytics Risk AnalyticsRisk Analytics

Data Aggregation & Normalization

Financial Analytics

Information Distribution

Information Warehouse

AnalyticsAnalyticsAnalyticsAnalyticsMetrics ReportsMetrics Reports

WorkflowWorkflowWorkflowWorkflow

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Cash Flow ForecastingCash Flow Forecasting

Balance based AlertsBalance based Alerts

Scaleable and SecureScaleable and Secure

Workflow SolutionWorkflow Solution

AnalyticsAnalytics

Drill DownDrill Down

Treasury Vision the next generation of capabilities

Data AggregationData Aggregation

Custom ViewsCustom Views

FX ManagementFX Management


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