The internship in Unicredit Bulbank Sofia is briefly described in this presentation

1. The Bulbank experience - Executive summary - Oana Gaidargi Unicredit MBA in Retail Banking and Financial Industry 2008/2009 УниКредит Булбанк

2. Best Box Office hits (AGENDA) Meet the parents ( a.k.a.presentation of the bank and project) Matrix (r)Evolutions (a.k.a. how the project evolved) Who’ s afraid of Virginia Wolf? (a.k.a. achieved and missed goals & expectations) Il buono, ilbrutto, ilcattivo(a.k.a. positive and negative elements of the experience)

4. UCB SME portfolio = aprox 90 ths customers

6. balanced credit portfolio: 50% investment loans; 50% working capital and other current account facilities;

9. default customers who present a slight chance of settling the issue before going for legal procedures;

10. endangered customers (industries mostly affected by the crisis – construction, transportation, tourism etc. and turnover reduction )Aug Jul Sep 13. 20. 27. 03. 10. 24. 17. 31. 07. 06. Weekly follow-up and analysis of results Campaign expected completion: mid Sept Pilot test launch: July 20th

12. For pre-approved options: overdue amount (penalties included) fully capitalized, and 200 BGN of restructuring fee paid when signing the new contract

13. Use of non pre-approved options (tailor made) that will be proposed by branches and approved by task force2for “special cases” only:

14. Pre-approved structure of transaction not suitable to customer’s needs

15. Customer exposure3greater than BGN 150K

16. Customer & related parties exposure in other banks is more than 30% of total bank exposure

17. For NPL customers, possibility of proposing settlement with discount

19. Collection

20. For installment loans: pre-approved options (whenever applying):

21. First option: grace period on principle for a period up to 12 months

22. Second option: grace period on principle for a period up to 12 months + prolongation of tenure for a period up to 24 months

23. For revolving loans: pre-approved options (whenever applying):

24. Repayment of unsecured portion of loan according to an installment-like repayment plan over 24 months max

25. Repayment of whole outstanding according to an installment-like repayment plan over 24 months max

26. Tailored made options1 Selection based on 3 main criteria: at least one credit card overdue by more than 15 days; account net turnover < ~Eur 10K over the last three months; sector “at risk” 2 Fast lane path to allow task force analyze and approve all kind of proposals 3 Calculated as Group exposure: customer + owner + related parties

28. Use regional dedicated people (business resources) in order to support “closely” the branches in their re-negotiation activities; support in managing information flow

30. depending on the chosen restructuring measure, it automatically calculates the new maturity of the loan, the repayment scheme, the new loan installment;

32. 2. Matrix (r)Evolutions.Director’s cut (2/2). An example of the campaign’s progress analysis Contract signed % accepting customers Renegotiation results % of successfully contacted clients Delinquent customers (between 15 and 60 days overdue) (# of loans) -13% -3% 69 % 134 130 Actually processed Potentially processed Success-
fully contacted Accepted option for revolving loans % of accepting clients Accepted option for instalment loans % of accepting clients Renegotiation results in terms of volumes and number of customers A – Grace period Tailor made Secured + unsecured Tailor made B – Grace period + prolongation 9

34. gain the example of best practices

35. observe the improvement points for further experience

37. Made friends for life in Sofia!

39. Observing closely the strategic thinking and communication style of McKinsey consultants;

40. Being personally responsible and empowered to follow-up the loan restructuring campaign, analyze the weekly progress and interpretation of the results.Il brutto & il cattivo: These two guys play an important role in the film too, but their performance is not as essential for the overall success! They can be described in few words: Unicredit’s (Italy) silence regarding the job opportunities and future plans about the MBA graduates!

41. THIS IS THE BEST EXPERIENCE EVER!!! УниКредит Булбанк