Welcome to Sustainable Banking

Brussels, March 20, 2012

Table of contents

1.Marketing 3.0. a glance

2.Triodos Bank at a glance

3.Our deposit clients

4.Marketing Communication

5.What about Kotler?

3

New definition of Marketing: Brand – Positioning – Differenciation

Brand-Identity – Brand Integrity – Brand-Image:

• Brand-Identity : postioning the brand in the head of the client=> ratio Positionering : unique to be seen and heard in an overfull market

Positionering : relevant to adress rational needs and desires of clients

• Brand Integrity : fullfill the positioning, the promise • – create credibility and trust through authenticity and differenciation ;

talks to the soul

• Brand-Image: : create a strong emotion; must adress the , the hart

=> to lead to action and buy-decision

Marketing 3.0. Philip Kotler model of the future

4

Building the brand = key

{Triodos Bank at a glance

5

Sustainable banking

The basics of banking

6

Savers

Savings

credits

Ecological CulturalSocial

Investment Funds

SRI Funds

Private Banking

5 Branches : NL – BE – UK – ES – GE

355.000 clients (+ 24%)Total balance : 4.3 billion (+21%)

Net profit : 17 million (+ 51%)

AUM : 6.8 billion (+21%) - Finance to 96 microfinance institutions in 43 countries

Global Alliancefor Banking on Values

Buildings blocks

7

1980

Opening Triodos Netherlands

2009

Opening Triodos Germany

1993

Opening Triodos Belgium

1994

Opening Triodos UK

2004

Opening Triodos Spain

2007Triodos Sicav I , Lux,

(Sustainable Equity, Bond, Mid&Small caps, Mix Fund)

1994 Fondation Triodos-Doen Fondation Hivos-Triodos

(Microfinance)

2004 Sustainable

Real Estate Fund

1990 First Green fund

in Europe

2009 Triodos

Microfinance Fund

2006 Triodos

Culture Fund

2000Triodos Meerwaarden

Fondsen, NL (Equity, Bond, Mixed)

- To help to create a society that protects and promotes the

quality of life of all its members

- To enable individuals, organisations and businesses to use

their money in ways that benefit people and the

environment, and promote sustainable development

- To provide our clients with innovative financial products

and high quality service

Mission

8

Retail Banking: savings accounts, fixed term deposits, electronic banking

Business Banking: current account, savings accounts, fixed term deposits, electronic banking

Private Banking: sustainable portfolio management in cooperation with Puilaetco Dewaay Private Bankers

Credit and Project Finance: environmental, cultural and social projects.

Investment Funds: Equity, Bond, Mid & Small Cap Equity investments with rigourous sustainability criteria and engaged dialog with companies worldwide. Microfinance and renewable energy funds.

Triodos Bank in Belgium

50.000 clients, 90 employees, 1 billion deposits

10

> Sustainabality

> Stability

> Long Term Vision

> Transparancy

> Human scale

> Profitability

The Triodos way of banking}

12

Loans to deposits

63%61%

64%

71%

77%

40%

45%

50%

55%

60%

65%

70%

75%

80%

85%

90%

0,0

0,5

1,0

1,5

2,0

2,5

3,0

3,5

4,0

2007 2008 2009 2010 2011

Loans Deposits Conversion ratioBillion euro

{

Click icon to add picture

• Tension of maximam 1 to 10

between lowest and highest

salary

• No variable salary: no

bonusses, no stock options

Oriented long term

13

{Breng uw spaargeld in kaart

/ Suivez votre épargne à la

trace

Savers know where their

money is used for

Transparancy

14

{

The Saint Patrick windfarm, in the

North of France, counts 15 turbines with a total power of 35 MW.

One of the largest onshore wind energy projects financed by Triodos Bank Belgium.

AnnexAbout Triodos Bank Example of projects

15

Ultima Vez vzw, Brussels, is a dance company established in 1986 by Wim Vandekeybus. It houses the various dance, film and producer activities. Ultima Vez is an internationally respected mature artistic organisation. Its’ primary activity is the

creation of dance performances while

it also engages in educational projects towards various target groups, i.e.  youngsters, amateurs, professionals. Triodos Bank financed the sustainable refurbishment of a building to house the company’s activities.

AnnexExample of projects

About Triodos Bank

16

RoomeR bvba, Gent, is a small brewery established by the brothers Maarten en Jeroen

Michels. It is a craft business producing  a drink based on local elderflowers produce. Sustainability scores high not only with regards to raw materials, the social impact of the enterprise is also a central theme.  

Triodos Bank financed the completion of the factory building, production line automation and logistics facilities.

AnnexExample of projects

About Triodos Bank

17

18

About Triodos Bank

Example of projects

Autre Chose, a shop in Rixensart, offers a

large choice of organic and natural products: general food products , health and beauty products, cleaning products. Each year “Autre Chose” grows its client base by 10%.

Triodos Bank financed the shop extension and foodware cooling system.

{19

Our deposit clients

http://www.triodos.be/fr/particuliers/soyez-fier-de-votre-epargne

+40 years

Average to highly educated

Average to high income (top salaries not included because less affinity, it shows)

Men and women (50/50)

Interest in leisure and culture

Friends are important

Likes to travel, to visit cafés and restaurants

Buys bio, fairtrade en eco products

Attentive to equal rights, diversity, environment

Cultural Creatives

20

High educated on average(diploma of main responsible for the income)

21

Secundary

Bachelor

Master

Master +extra, Doctor

16%

22%

37%

26%

= very high in general

{22

Marketing Communication

How clients get to know us

23

advertisement in a paper/mag

internet advertisement

press article

exhibition or event

via family

via agent of the bank

via neigbours, colleges, friends, …

via a non-profit organisation

via my profession

another way

don't know it anymore

14%

1%

21%

9%

12%

2%

27%

31%

6%

6%

12%

Three pillars

rationele pijler

sociale pijler

emotionele pijler

TRUST (ratio)

PRIDE (emotion)

ENGAGEMENT (soul)

25

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What about Kotler ?