Westpac Banking Corporation · ASX:WBC
Westpac Banking — Investor Presentation (July 2003)
19 slides from Westpac Banking's investor presentation, Jul 31, 2003
Slide 1: Analyst Presentation 2003
AY 7 Australia's First Bank Analyst Presentation 2003 Ann Sherry : Group Executive Westpac New Zealand, Pacific Banking July 2003
Slide 2: Introduction to New Zealand
Introduction to New Zealand The economy is being fuelled by a An increasing number of This is reflected in strong net inflow of migrants ... Aucklanders were born GDP growth ... overseas .. 120,000 1.8) a g 1.54 = 100,000 a o g 1.34 § 80,000 2 F g 1.0) New < 80,000 Zealand 5 0.8 e Py & 40,000 } a 0.
Slide 3: Introduction to Westpac NZ
Introduction to Westpac NZ BCB @—= Manufacture of Products Australia's Update — July 2003
Slide 4: Overview/Agenda
Overview/Agenda ¢ Where we were ¢ Execution to date * Maintaining momentum | Australia's First Bank 4 Market Update — July 2003
Slide 5: Where we were - opportunities
Where we were - opportunities * Stagnant to falling share in Business segment * Market share gap in Agribusiness * Declining home loan share * Low share of wallet * Weak share of Consumer and SME in Auckland * Low sales force specialisation * Low customer satisfaction * Little leverage of the Austra
Slide 6: Where we were - our biggest opportunities
Where we were - our biggest opportunities 1 Improve sales effectiveness and productivity 2 Increase Auckland market share 3 Build Australasian operating model with local feel | Australia's First Bank 6 Market Update — July 2003
Slide 7: Where we were - what we said we would do
Where we were - what we said we would do Optimise and enhance sales processes, training and performance measurement {across Business and Retail) Increase sales force specialisation and mobility Align sales force incentives with bank profitability Optimise the alignment of roles, incentives and caree
Slide 8: Overview/Agenda
Overview/Agenda ¢ Where we were ¢ Execution to date * Maintaining momentum | Australia's First Bank 8 Market Update — July 2003
Slide 9: Execution to date — key examples
Execution to date — key examples * Reorganised the management structure into Sales and Service: * New roles: heads of Sales, Service, Wealth and Migrant * +8 area managers * Increased sales force specialisation: * +105 Home Loan Specialists * +17 Investment Specialists * Reconfigured relationship ma
Slide 10: Execution to date — key examples
Execution to date — key examples * Head office relocation * 10 additional mobile mortgage managers in Auckland * Increased effectiveness of Auckland mobile mortgage managers through greater active management: * Sales targets set * Coaching * Relationship managers targeted to Auckland and other high
Slide 11: Execution to date — key examples
Execution to date — key examples * Consistent branding * Trans-Tasman advertising agency selected * Common PC platform rolled out to New Zealand branches * Common cards platform — NZ first to implement ¢ Re-engineer credit and lending processes ~ Lending origination platform ~ Credit management info
Slide 12: Auckland — early indicators
Auckland — early indicators * 40% of our new customers are from Auckland, compared to 25% of our existing base * 18% increase in value of average captured wallet ¢ Increase in Auckland consumer customer satisfaction over past year, with the number of customers ranking Westpac as Excellent/Very Good
Slide 13: Overview/Agenda
Overview/Agenda ¢ Where we were ¢ Execution to date * Maintaining momentum Australia's | First Bank 13 Market Update — July 2003
Slide 14: Maintaining momentum
Maintaining momentum Current Strategic Review Improve sales effectiveness and productivity Distribution Effectiveness Increase Auckland market Customer Experience share Build Australasian operating model with local feel Profit Pool Focus Enablement Programmes Strategic Imperatives Manage expense gro
Slide 15: Maintaining momentum — drive performance
Maintaining momentum — drive performance Investments to date provide us with the foundations to drive performance in 2004 New mobile mortgage managers and sales force specialists Increase relationship managers and support for relationship management teams Investment in wealth business, new head of W
Slide 16: Maintaining momentum — further opportunities
Maintaining momentum — further opportunities Address branch network design and location Opportunities with main bank customers and single product customers Retail staff productivity - part time/ full time mix Leverage BT/WIB interfaces Focus on customer retention Complaints management Extended hours
Slide 17: Maintaining momentum — people
Maintaining momentum — people * Create flexible employment environment ¢ Invest in leadership capability - Westpac Academy * Enabling platform solutions and processes e.g. employee kiosk ¢ Westpac uniform — extension of brand investment ¢ Embed high performance culture Employee needs analysis Austra
Slide 18: Summary
Summary * Solid foundations in place * Clear view as to where the opportunities lie ¢ Challenging and dynamic external environment * But have a comprehensive programme of work developed to support delivery | Australia's First Bank 18 Market Update — July 2003
Slide 19: Disclaimer
Disclaimer The material contained in this presentation is intended to be general background information on Westpac Banking Corporation and its activities as at 31 July 2003. The information is supplied in summary form and is therefore not necessarily complete. Also, it is not intended that it be rel