cities, while BGŻ focused mainly on smaller and medium-sized towns. The combined network of the merged bank now therefore covers the whole country.

Client-Focused Approach

The key advantage of the Agro & SME division in the market is its professionalism, spe- cialised banking knowhow and unique industry expertise.

Clients are able to rely not only on their individual Relationship Managers, but also on the support of local product experts and the Competence Centre at Head Office. Moreover, the Food & Agribusiness market analysts team prepares regular weekly and quarterly sector reports that are distributed to clients and throughout the sales and risk networks. Clients moreover enjoy easy access to services and expertise through a variety of alter- native channels including via mobile, the website and other banking platforms, which helps to ensure close contact with customers.

The Bank is constantly striving to develop its relationship with existing clients and to get closer to prospective clients through unique, innovative initiatives, including local meet- ings of the SME and AGRI business academies which focus on products, plus seminars and conferences.

Regional Sales Organization

The new sales network structure is composed of 44 Business Centres (BCs) with dedi- cated SME teams managed by BC Directors. SME Business Centres are available in seven Regions, always located within one hour s drive of a client s premises. The SME teams focus on both non-agro and agro clients, agribusiness being one of the key pillars of BGŻ BNP Paribas business. Allocation of SME portfolios to Agro/non-Agro Relationship Managers was based on local market specifics, notably the size of the local agribusiness. Each SME Team consists of Relationship Managers supported by Sales Support Special- ists performing basic sales tasks and providing after-sales services.

The Retail branches, which focus mainly on individual customers and micro-business cli- ents, also support a dedicated SME sales network. The size of the combined network (BCs plus Retail branches) ensures excellent geographical coverage and offers SME clients convenient access to the Bank. The location of Retail branches i.e. former BGŻ branches in small towns and former BNP Paribas branches in mid-sized to large cities means that SME services are widely available throughout Poland. The SME sales network of Relationship Managers is linked to a group of dedicated Product Specialists located in the regions who are responsible for providing expert support in the fields of treasury, cash management, trade finance, factoring, leasing, agro insurance and agro expertise, both to RMs and directly to clients.

212 B N P PA R I B A S I N P O L A N D : B U S I N E S S L I N E S A N D S U B S I D I A R I E S