interview Nebojša Janićijević, Director of Intesa Leasing
Cautious And Stable Growth Our plans for 2013 are the further consolidation of our position in the mentioned segments, cautious and controlled growth, creating new financial products and, most importantly, securing funds for supporting SME projects
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the experience of our mother group in order to give our clients useful advice with the aim of advancing their business operations which is in our mutual interest. By having this approach, the standard ’sale’ of financial products based on the logic that the most important thing is to ’sell’, in other words, place funds, is now replaced with the logic that the most important thing is to secure financial support tailored to each of the clients’ individual needs. To ‘sell’ no matter what often causes problems for both sides.”
■ Although 2011 was good for leasing companies which all profited that year, the NBS has recently revealed that the total pre-tax loss generated by leasing companies this year stands at 96 million dinars. What about Intesa Leasing’s operations? - The best answer that I can give to that question is the strategy of continuous and stable growth of Intesa Leasing, based on the shift in the sales concept and focusing on funding projects that create added value and not consumption, as well as building partnership relations with our clients which resulted in generating profit despite negative tendencies in the industry.
ne of the key factors that have contributed to Intesa Leasing’s success on the domestic market is in combin■ Last year, Intesa Leasing was ing contemporary global experience with the second most successful leaslocal skills – the company says. Intesa ing company in Serbia. What were Leasing, the second most successful the main factors that contributed to leasing company in Serbia, has been re■ What are your plans for 2013? that success? sisting the crisis thanks to a strategy of - Our plans for 2013 are the further - I would say that the most important faccontinuous and stable growth which enconsolidation of our position in the tor is to opportunely adapt to the unstatails quickly adapting to changes. mentioned segments, cautious and conble financial conditions in which we op“Local skills primarily refer to gettrolled growth, creating new financial erate. Back in 2007, the company shiftting to know the conditions on the loproducts and, most importantly, secured its sales focus to financing produccal market and financial products ing funds for supporting SME projects. tion equipment and freight vehicles and, which the market deems as operationAt the same time, we plan to consider by doing so, clearly demonstrated its real support, as well as the aptitude to the possibility of funding equipment for solve to finance the goods that serve adapt coherently the experiences of the utilization of renewable enerour mother group to domestic cligy sources and agricultural equipents,” says Nebojša Janićijević, “To ’sell’ no matter what often causes ment. In order to do that, we will director of Intesa Leasing. “In orproblems for both sides“ have to analyze carefully the marder to accomplish all of the aforeket potentials and for our country to production rather than consumption purmentioned, a company needs experiprovide systematic support to such propose. It was this strategic breakthrough ence, generated in the financial secjects. Most of our energy in 2013 will that resulted in much better financial tor, combined with the experiences be spent on increasing the quality of our performances of our portfolio where our from the business sector in which the services and maintaining the level of our NPL level was much lower than the marclients, who are ILB’s primary target portfolio’s quality. ket average and where the number of regroup, operate. To that end, our cliBearing in mind we are nearing the turned leasing goods was also much lowent service is made up of people who end of 2012, I would like to use this oper than the market average. Also, our were chosen based on years of approportunity to wish all the best to the cliplacement level has remained stable durpriate experience, who can really unents of Banca Intesa and Intesa Leasing ing the crisis which, in the end, resultderstand the needs of our clients and in the New Year, as well as to congratued in financial indicators that have been who can, based on that, suggest a suitlate CorD magazine on its anniverary. ■ getting better year-on-year. able financial product for them. We use
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100 January 2013 | www.cordmagazine.com