GTB presentation for conference: “How can Romanian entrepreneurs take their business across the border" Dusan Cizmarik Head of Sales Support for ISBD GTB, CIB Division Bucharest, 26th of April 2017

Working Capital Improvement Leveraging on ISP presence How can GTB help you in going abroad? Understand the risks abroad Mitigation of Political and Commercial risks Leverage on the buyer’s financial strength Trade Finance I. Risk mitigation Understand your working capital needs Improve your balance sheet (Off-BS finance) Improve your cash - flow Trade Finance II. Working Capital Improvement 28 countries represented by the CIB division 11 ISBD countries 19 million clients Leveraging on ISP presence

How can GTB help you in going abroad? 1 7 2 IMPORTER EXPORTER

Trade & Supply Chain Finance 3 Production Post - shipment Negotiation Pre-shipment stage Delivery Post-shipment stage Advisory (focus on risks) KYC Products advisory Order Financing (pre-export finance) Bank guarantees Letters of Credit Docum. collections Receivables Finance: Invoice Discounting Factoring* Forfaiting Export Finance Buyer’s Credit

Some statistics… 4 Strong growth of Romanian exports since 2010 wìth small correction in 2012; 77% of the exports goes to EU (biggest partners GE, IT, FR, HU, UK) Last two y-t-y growths of around 5 per cent; Romanian exports dominate automotive industry, refined petroleum and rubber tires. Sharp growth of factoring in 2015 (+35 per cent vis-a-vis 2014) – highest growth in Europe! 2013 and 2014 year saw slight decrease of the factoring turnover, in 2014 the factoring market development was almost flat; Factoring penetration vs GDP still significantly below 5 per cent (currently 2,3%). SOURCE: FCI, Eurostat