Wells Fargo International Financial Services Group

1
Wells Fargo International Financial Services
Group
Kenneth J. Petrilla Senior Vice President UK
European Regional Manager 24-26 February 2008
We Make the Complex Simple!
2
Premier Performance

• Teach the Companys Vision Business Strategy
• Set Goals and Objectives
• Provide Feedback and Coaching
• Summarize Performance
• Plan for Development

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TEACH THE COMPANY BUSINESS STRATEGY

• Vision and Values - strategy, goals and
  initiatives
• List for business/region/department

4
GOALS AND OBJECTIVES/FEEDBACK AND COACHING

• List 3-5 key objectives
• Define targets for each objective
• Assign a weighting to each objective
• Set mid-year or quarterly review points
• Provide coaching/feedback throughout the year
• Provide year-end feedback
• Assign a year-end rating

5
Ex-Im Bank Working Capital Guarantee

• A type of pre-export working capital financing
  that is 90
• percent guaranteed by the Export-Import Bank of
  the United
• States (Ex-Im Bank).
• Benefits
• Grow foreign sales
• Faster decisions
• Transaction flexibility
• Variety of uses
• Wide range of acceptable collateral
• Easy to qualify
• Experience and expertise

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Benefits of Ex-Im WCG Program

• Ex-Im Guarantees 90 - mitigates banks risk
• Formula for exports can include up to 90 of
  foreign A/R and 75 of export inventory,
  including WIP
• Higher availability for exporter
• Facility Fee 1.5
• Delegated Authority

7
Loan Structure Eligibility

• Borrowing base monitored
• Revolving or transaction specific
• Term- up to three (3) years
• Guarantee required from owner
• Foreign A/R to 180 days
• Export inventory located/completed in U.S.
• 50 U.S. Content
• No military or sales to countries off cover
• 1 year operating history with positive TNW

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Typical Customer or Prospect

• Exporter
• Needs Credit Availability
• Middle Market Company
• Wide Range of Businesses agriculture, medical,
  wholesalers, energy, etc.
• Manufacturer or Distributor
• Asset Based Borrowers
• Public or Private Companies
• Companies Wanting to Grow Foreign Sales

9
Recent Wells Fargo Ex-Im BankStatistics

• Wells Fargo has been 1 with Ex-Im Bank in number
  of deals for the last 3 years (fiscal year ending
  Sep. 30, 2006)
• Wells Fargo has been 2 with Ex-Im Bank in dollar
  volume of deals for the last 2 years (fiscal year
  ending Sep. 30, 2006)
• Wells Fargo is 1 of 9 banks on Ex-Im's "Fast
  Track" program to authorize its own deals up to
  10MM or have deals up to 25MM expedited
• Wells Fargo is the only bank in the US to be
  chosen by OPIC to manage Ex-Im's Enterprise
  Development Network (EDN) which is a portfolio of
  100MM of companies with investments in emerging
  markets seeking term financing

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Contact Details

• Kenneth J. Petrilla
• Senior Vice President
• UK European Regional Manager
• Wells Fargo Bank, N.A.
• 25 Canada Square, Level 32
• London E14 5LQ
• United Kingdom
• Phone [phone]
• Email petrilla_at_wellsfargo.com

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Marketing Strategies to Expand Coverage

• Conduct research to understand the new target
  area
• Create a yearly marketing plan for the line of
  business in the new target area
• Execute against the marketing plan which could
  include
• Increased collateral highlighting company and
  product capabilities
• Advertise in various channels print, online etc
  
• Work with external partners to help promote your
  company and offering
• Educate your sales staff on the target market
• Track measurement on all marketing initiatives
• Remain informed on your competition

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Eight Simple Rules for Success

• Know Yourself
• Know Your People
• Know Your Business
• Know Your Customers
• Know Your Partners
• Know Your Products
• Know Your Numbers
• Know Your Competition