Westpac Institutional Bank

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1 Westpac Institutional Bank Philip Coffey - Group Executive, WIB July 2004

2 Agenda Business overview Strategy execution Growth potential Balancing risk and reward 2

3 WIB business overview Institutional Bank clear client focused strategy Strong focus on core markets of Australia and New Zealand Building growth capabilities and sustainable income streams Cash earnings Economic profit Expense to income ratio Total committed exposure Funds under mgt 1 March 31, 2004 $225m $128m 42.4% $89.7bn $2.9bn 1. Includes Westpac Funds Management Limited (WFML) and Hastings 3

4 Business overview - solid earnings platform Products by revenue contribution $m H03 1H FM Sales Financing FM Trading Structured Finance International Products Transactional Debt Capital Markets Spec. Capital Group

5 Business overview sustaining growth and earnings WIB On Balance Sheet Lending 20.0 Offshore Australia & New Zealand 15.0 WIB Economic Profit and Cash Earnings Economic Profit Cash earnings A$ bn $m Sep 1999 Sep 2000 Sep 2001 Mar 2002 Sep 2002 Mar 2003 Sep-03 Mar H02 2H02 1H03 2H03 1H04 5

6 Strategy execution - Transformation project Client focused lead bank strategy Develop and enhance core capabilities to support the lead bank strategy Create new capabilities to capitalise on growing investor demand for structured capital and alternative assets Further recent iterations to sharpen client focus, streamline structure and enhance productivity Distinct advantages for clients and shareholders: - Combining client-focused activity into one group will eliminate overlaps, handoffs and make it easier for clients to do business with us - Bolstering focus on alternative assets and wholesale funds management - Consolidating all investor sales, trading activity and portfolio management into Financial Markets 6

7 Core franchise why chase lead bank status? Drivers of Lead Bank Status Client Relationships Broad range of quality products Customer knowledge/ CRM Solutions and service 1. Lead bank delivers 55-70% of market share across product offerings 2. Results in higher value transactions eg Capital Market issues 3. Provides increased cross sell opportunities 4.5 for Lead Bank versus 2.9 for Non-Lead Bank. 7

8 Core franchise achieving lead bank status Getting the basics right not everyone does! Strong core franchise foundation for the business Transactional banking is one lever to achieving lead bank status, shifting from opportunistic to annuity income Record new client acquisitions major new deals & clients Innovative payments solution - used by 60 major corporates, including Lion Nathan, NSW Govt, Aus Customs, Promina. 40% projected growth in 2005 Corporate Online - first fully online bank for corporates, making banking easier for 4,500 customers 8

9 Core franchise - position across markets Australian Lead Bank New Zealand Lead Bank Transactional FX* Syndicated Loans Trade Finance Debt Capital Markets Structured Securities Product cross-sell effectiveness US Private Placements** WBC position 2003/04 1 st 1 st 1 st WBC position 2002/03 1 st n/a 3 rd 1 st Source: Market Share, Greenwich Surveys, Australia/New Zealand * Volume based ** WBC data 9

10 Core franchise - cross-sell wins Significant cross-sell wins in past year: Fairfax - $700m bridging finance facility for NZ acquisition led to US$230 million US private placement - four times oversubscribed Transfield - Grown from providing non-recourse project finance loans to becoming transactional banker for Australasia and some corporate debt facility Stockland - First 10-year bond issue ($750m), first US private placement ($350m), bridging finance, joint acquisition and retail sell-down of office tower, now transactional banker Banc of America alliance providing major leverage - now extended from private placements to US public markets and European debt capital markets. Captured over 35% of Australasian US private placements since 02 10

11 Core franchise - leveraging across the organisation Developing the WIB core franchise is also delivering benefits for the bank - Industry specialisation packages have assisted in the growth story for SME - Introduce BT superannuation package to corporate and institutional bank clients - Structured Investments team delivering product for BT planner force, Private Bank and Priority Banking 11

12 Specialised Capital Group business model Delivering products and leveraging distribution across the Westpac client base Procure Package Distribute Ongoing Management Specialised Capital Group (SCG) Specialised Capital Group (SCG) Westpac, BT, Hastings WFML*, Hastings Institutional Investors WIB & Hastings Retail Investors BT Financial Group Planners Retail Investors Private & Priority Banking * Westpac Funds Management Limited 12

13 Growth - alternative investment market Risk - Return frontier Where SCG operates Return Structured bonds/notes Structured equity Infrastructure Capital protected biotech etc Private equity High yield funds Structured property Infrastructure Structured bonds/ notes High yield funds Cash Structured property Fixed Income Direct property Hedge funds Listed property Australian Equities Alternative asset Traditional asset International Equities SCG BT Risk Structured equity Capital protection Private equity Where BT operates Hedge funds All traditional asset classes 13

14 Structure and distribution of alternative assets Listed Wholesale Unlisted Retail IPO Trust Structure Single Asset Multi Asset Electranet (Hastings Infrastructure Fund) Halcyon Notes Hastings Income Trust Foodland Property Trust Hastings Diversified Utilities Trust Australian Energy Income Fund 14

15 Retail distribution - building from a solid base $1.367 billlion of structured products sold in last 12 months Breadth: The number of retail investors has grown 30% to 16,850 from September 2003 to June 2004 Depth: Clients are increasingly investing in more than one structured investment product 1,330 invested in 2 Product Range: Continuing to expand our range of investments - Infrastructure - Capital Guaranteed Retail CDO Equity (IPOs and Rights Issues) - Energy Income Fund - Equity derivatives (PELS, warrants) 18,000 16,000 14,000 12,000 10,000 8,000 6,000 4,000 2,000 - Retail Distribution - Australia Customer Numbers

16 Risk / reward balance - credit Institutional banking has greatest concentration of risk Credit, market & operational risk Impaired assets continue to fall and bad debts remain very low WIB asset quality $m Impaired Assets Bad Debts Ratio Imp. Assets / Loans & Acceptances. 3.50% 3.00% 2.50% 2.00% 1.50% 1.00% H02 2H02 1H03 2H03 1H % 0.00% 16

17 Risk / reward balance trading Daily Average VaR Income $m 4.5 $m Avg VAR 0 Financial Markets Income Risk Reward 17

18 Robust risk management framework Business Oversight WIB Group Risk BTSS Group Finance Market Trading Risk Management Customer Westpac Dealer Trade Records Settlement Financial Reporting Clear segregation of duties between each stage of a trade being executed, booked, settled and reported Culture audit undertaken Risk management systems solid but room for continuous improvements 18

19 Summary Diversified business - growth in quality of earnings, moving to annuity and client-focused revenues Executing three core elements of Lead Bank strategy Structured investments, capital markets and alternative assets delivering benefits across the Bank Balancing risk and return 19

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