IKB Leasing Russia Best practices in Equipment Leasing

IKB Leasing Russia Best practices in Equipment Leasing Sergey Ivanov International Forum „Leasing in CEE“ Prague, 1 -3 February 2012 Leasing Russia

IKB Leasing Group § Parent Company - IKB Leasing Gmb. H § Subsidiary of IKB Deutsche Industriebank AG § § Active at the European market since 1972 2 Specialization – financial lease of machinery and equipment Market segment- medium-sized enterprises Subsidiaries in 9 European countries – Germany, France, Austria, Poland, Romania, Czech Republic, Hungary, Slovakia and Russia § Target value of financing – from 300 000 EUR to 3 Mio. EUR Leasing Russia

2007: Strategy Consideration. Leasing Market *Rating agency «Expert RA» Leasing Russia 3

in Billion USD 2007: Strategy Consideration. Value of equipment leasing in new business § Total value of the Russian Leasing Market* § Value of equipment leasing in total value of the Russian Leasing Market** *According to ZAO “IKB leasing” research based on Rating agency «Expert RA» **Rating agency «Expert RA» Leasing Russia 4

2007: Strategy Consideration. Crucial Points 5 Competitive environment Business activity Refinancing of leasing companies Lessor’s Protection Cost and liquidity of the Leased Assets Address risks Manufacturers and suppliers of equipment Leasing Russia

2007: Strategy Consideration. Regional Development Russia Area: 17, 1 Mio. qkm Population: 142, 9 (2010) Population density: 8, 3/qkm Population increase: -0, 03% (2010) Federal subjects: 83 Leasing Russia 6

Selected Strategy § Focus on industrial machinery § Branch competence § Careful risk assessment § Active marketing position among key suppliers and target customers § Integrated regional policy § Regular adjustment of business processes 7 § Development of the team expertise Leasing Russia

2010. Achievements 8 1 place – leasing of packaging equipment 2 place – leasing of equipment for manufacturing of plastic and chemical products 3 place – leasing of printing equipment 10 place – leasing of handling/loading equipment 11 place – leasing of food processing equipment 15 place – leasing of metal processing equipment * Gazman V. D. «Russian Leasing 2010» Leasing Russia

Contacts 9 Thank you for your attention! ZАО «IKB Leasing» 127055, Moscow, Butyrsky val str. , 68/70, Gbd. 1 Tel. : +7 (495) 651 68 20 Fax: +7 (495) 651 68 21 e-mail: info@ikb-leasing. ru www. ikb-leasing. ru Leasing Russia