About report

For the second time now, the ING Bank Śląski S.A. Group has compiled the annual report in line with the best global practices of integrated reporting. To help readers use the interactive tools, we prepared a user guide with key features. We encourage you to watch a short animated video before reading the report.

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We take efficient credit decisions which enable retail and corporate clients to accomplish their private and business goals. This boosts market and economy growth. As at 2017 yearend, gross receivables – including first and foremost loans to ING Group clients – totalled over PLN 89 billion. It went up by PLN 9.6 billion, or 12.1% during the year. The amount covers PLN 6.4 billion worth loans which we granted to the entities from the sector of central and local government agencies.

We know that progressive digitalisation is among the market and economy growth boosters. That is why, we offer our clients more and more products and services which can be accessed via remote channels. They may not only apply for a loan online, but also file a request for the Family 500+ programme benefit, set up a bank account at home or handle their official affairs via the ePUAPplatform.

Retail banking segment

As at 2017 yearend, total gross receivables from households went up to PLN 38.4 billion, or by 18.2% y/y. In other words, as at 2017 yearend, our market share in the retail segment rose to 5.8% from 5.0% a year earlier.

We provide our retail clients with various credit facilities. Main of them are discussed below.

kantor  Change currency: PLNEURUSD

Portfolio of receivables from retail customer per product1 (million)

Portfolio of receivables from retail customer per product1 (million)

Portfolio of receivables from retail customer per product1 (million)

1management data at nominal value

With the mortgage loan, we help our clients fund the purchase of an apartment, construction of
a house or performance of refurbishment works. In our offer, we also have a special mortgage loan for entrepreneursand a mortgage cash loan which clients can use to pay for anything they like.

In 2017, we granted PLN 6.7 billion worth mortgage loans and mortgage cash loans in total (up by 17.5% y/y). In that way, we were able to become third on the market in terms of new production, with the market share of 15.3% (versus 13.9% in 2016). As a result, the total amount of mortgage loans granted rose as at 2017 yearend to PLN 27.8 billion or by 17.2% y/y.

 

kantor  Change currency: PLNEURUSD

Sale of mortgage loans (PLN million)

Sale of mortgage loans (EUR million)

Sale of mortgage loans (USD million)

 

We grant cash loans for any purpose. Our clients do not need to present us with any sureties or property securities. We accept various income sources like a contract of employment, a contract of mandate, a contract to perform a specific task as well as pension and retirement allowances. Clients may apply for cash loans at a branch or online.

In 2017, we granted PLN 4.2 billion worth mortgage cash loans (up by 10.2% y/y). 66.2% of those loans were sold via internet channel (41.4% in 2016). As at 2017 yearend, the portfolio of cash loans (management data) totalled PLN 7.4 billion (up by 24.6% y/y).

 

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Sale of cash loans (million)

Sale of cash loans (million)

Sale of cash loans (million)

Our clients are also offered a bank overdraft. We grant it without collateral and to the amount of up to sixfold net income of the client.

As at 2017 yearend, the overdraft-based debt of our clients (management data) closed with PLN 1.4 billion (up by 8.9% y/y).

Within the retail segment, we also have an offer for entrepreneurs. We know that they do not have time to ponder over it long. They need to act fast and they should have funding on hand. This is why, the clients running business more and more frequently opt for easy funding of needs – via internet. As far as loans to entrepreneurs are concerned, nearly 53.6% of cash loans were sold via this channel. Clients activate a cash loan, a credit line or a credit card online within a few minutes.

As at 2017 yearend, the debt of entrepreneurs with the Bank (management data) totalled PLN 4.5 billion (up by 22.0% y/y).

 

kantor  Change currency: PLNEURUSD

Portfolio of receivables from entrepreneurs per product1 (million)

Portfolio of receivables from entrepreneurs per product1 (million)

Portfolio of receivables from entrepreneurs per product1 (million)

1management data at nominal value

Corporate banking segment

As at 2017 yearend, total gross receivables from institutional clients went up by 7.3 % y/y to PLN 49.4 billion. That amount covered PLN 36.9 billion worth loans, PLN 5.5 billion worth leasing receivables and PLN 4.4 billion worth factoring receivables. The dynamic growth in lending translated into a higher market share (up to 10.7% from 10.5% a year ago).

 

kantor  Change currency: PLNEURUSD

Portfolio of receivables from corporate customers per client group1 (million)

Portfolio of receivables from corporate customers per client group1 (million)

Portfolio of receivables from corporate customers per client group1 (million)

1management data at nominal value

 

We also support our corporate clients by providing them with multiple funding opportunities. They are presented below.

Since we analyse the needs of our clients at all times, we can prepare an attractive lending offer. Owing to this analysis, we could develop various products which satisfy clients’ needs, for example. For entrepreneurs, these are also the products for financing their business, investment projects or trade. Under one agreement, we can define adequate sub-limits for individual products or product groups in PLN and other convertible currencies. The multi-product agreement can cover a few entities as well. When the borrower represents more than one entity, the agreement functions as a multilateral multi-product agreement.

In our offer, we also have: a working capital credit facility, a capex credit facility, a corporate cash loan, a technological loan, a loan with the BGKpremium and a capex credit facility for agricultural- and agricultural land-related investment projects.

We offer attractive asset funding, leasing and factoring options. Our offer is based on the release of funds invested in:

  • real properties,
  • non-current assets,
  • amounts due from off-takers.

As for leasing, ING Bank Śląski S.A. cooperates with its subsidiary, ING Lease (Polska) Sp. z o.o., which offers all basic types of lease (operating, financial, sale-and-leaseback) and a cash loan to finance the following:

  • movables (passenger cars and light commercial vehicles of up to 3.5 tonnes, heavy goods vehicles, machines and equipment, production lines, commercial vehicles, medical and IT equipment),
  • real properties (office buildings, shopping facilities, logistics centres).

 

kantor  Change currency: PLNEURUSD

Portfolio of leasing receivables from corporate customers1 (million)

Portfolio of leasing receivables from corporate customers1 (million)

Portfolio of leasing receivables from corporate customers1 (million)

 

 

kantor  Change currency: PLNEURUSD

Portfolio of factoring receivables from corporate customers1 (million)

Portfolio of factoring receivables from corporate customers1 (million)

Portfolio of factoring receivables from corporate customers1 (million)

1management data at nominal value

 

In 2017, we supplemented the ING Auto offer of funding passenger cars and light-duty vehicles up to 3.5 tonnes with a version for heavy transport – ING Truck. Those programmes are simple and convenient products in the vehicles leasing area – they facilitate vehicles funding without the need to present finance documents. In 2017, both programmes were awarded as products supporting SMEs development:

  • ING TRUCK was honoured in the Financial Orders poll by the Home&Market magazine,
  • and ING AUTO was recognised once more since its implementation in 2013. It received the title of the Best Product for SME 2017 in the opinion poll by the Turbines of the Polish Economy and the title of the Best Product for Business 2017 in the opinion poll by Gazeta Finansowa.

As for factoring, we cooperate with our subsidiary, ING Commercial Finance, which has been the market leader since 2014. Through factoring services we purchase, finance and settle receivables under delivery of goods or services with a deferred payment date.

Trade finance instruments are modern solutions ensuring safe performance of transactions with domestic and foreign counterparties and financing of contracts made. Depending on the transaction, relationship with the counterparty, and the collateral type, we provide our clients with an offer tailored to their needs and expectations. Our Bank is among the leading bank guarantee issuers. As at 2017 yearend, the bank guarantee-related exposure amount went up by over 24% versus 2016.

We constantly improve our trade finance products – we are the first to have introduced the e-guarantee on the Polish market. We also keep on augmenting our offer of letters of credit that are still recognised by our clients, as well as the documentary collection and receivables purchase offers.

With an e-guarantee available in the ING Business online banking system directly upon its issue, our clients may receive and provide to their business partner the security for the contract very quickly.

In December 2017, we launched our application for verifying qualified signatures on e-guarantees. Our clients and beneficiaries no longer need to install additional applications on their computers but directly on ING Bank Śląski S.A. website they can quickly and safely verify the document issued by the Bank and confirm the signatures placed thereon. In January 2018, we also introduced the English version of this application which will greatly facilitate international cooperation for our clients.

In October 2018 it will become compulsory to hold tenders under the Public Procurement Law electronically therefore e-guarantee will become the most convenient guarantee form. In 2017, we issued 127 e-guarantees and their number is systematically growing. E-guarantees were officially approved by the General Directorate for National Roads and Highways.

The supply chain financing and payment product that is developing the fastest is Supplier Financing available on the Aleo platform.

Owing to multiple changes and improvements, in 2017 we finalised 140 thousand invoices for the total amount of PLN 2.7 billion – over two times more than in solid 2016. Such good results prove our clients’ acclaim. We are particularly glad to observe a significant growth in the number of sellers using Supplier Financing – last year we registered approx. 900 new suppliers.

In 2017, in response to clients’ needs, we introduced the FinDo Transfer service. It allows sending the invoices not discounted on Aleo to the ING Business online banking system wherefrom they can be sent as transfers.

We provide our clients with access to attractive loan collaterals offered in cooperation with BGK. These are working capital and capex credit facility guarantees offered as part of the so-called portfolio guarantee lines. At the conference held on 22 March 2017 at the registered office of the Polish Bank Association, we were awarded for actively supporting the sale of guarantees from the monies available under the Innovative Economy Operational Programme Guarantee Fund.

From the beginning of the „Technology innovation credit” the total of 1,346 requests for project funding have been filed with BGK. 197 requests were filed via the Bank, i.a. approx. 15% of all requests filed, which makes the Bank the market leader. BGK granted to our clients 72 subsidies for the total amount of PLN 273 million. The share in the number of granted subsidies exceeded 16% and the volume was close to 17% of all subsidies granted by BGK. Our result in enrolment in 2017 was spectacular – the Bank had an over 20% share in the number of requests filed. These data confirm that the policy focusing on the support for clients implementing new technologies leading to production of new products in Poland, bears fruit. Supported by those subsidies, our clients become competitive in the world.

The focus on technologically advanced projects also means supporting compliance with the principle of sustainable development set out in Article 8 of Regulation of the Council (EU) No. 1303/2013. This means that the technological loans finance the projects with positive environmental footprint. Moreover, the preferred project proposals included projects aimed at the development of products with lifecycle extended through cost-effective service or multiple application; non-waste technologies; products minimising energy or raw materials’ consumption; and products that can be reprocessed. The Bank is an unquestionable leader in such projects’ funding.

We prepared the structural financing offer for clients who wish to develop and strengthen their market position through capital transactions like management buyout or mergers and acquisitions.

We help our incorporated clients and local government units in obtaining financing through bond issue.

Automatic service for corporate clients

In 2017, we continued to automate and optimise lending processes. These actions have translated into tangible benefits, such as a systematic increase in the share of online credit applications. They are submitted by new clients via the ING Direct Business Credit application and by the existing ING Business clients. In 2017 the share stood at 93.1%.

The other improvements introduced in Fast Track lending – both in terms of lending parameters and processing – made the share of this path significantly grow (up from 51.7% to 69.8% in 2017).

As part of the Easy Lending project aimed at the biggest possible reduction of time from filing of an application to disbursement of the funds from the loan and the new mode of credit capacity assessment, in 2017 we continued the second prescoring pilot programme. An automated mechanism verifying an array of behavioural criteria, tracking the client’s history with the Credit information bureau and computing the credit capacity was deployed and in Q4 the sales feature in ING Business was launched. By the end of 2017, we handled in such a way nearly 1 thousand loans (including 600 loans in 2017) by granting new loans worth over PLN 86 million and refinanced or renewed loans for over PLN 27 million.

Digitalisation - Lending process

Clients can also display all credit facility agreements and documents relating to established collateral in the documents archive. It is available at ING Business.

We are working on introduction of the Optical Character Recognition (OCR) technology that would automatically read data from documents and process them in Bank’s systems. It will reduce the time of handling those documents as well as other inquiries and applications filed with the Bank by the clients.

To minimise the documentary requirements imposed on the clients, we keep on working on remote client data acquisition from the universally available external sources. This is how we communicate with the National Court Register andCredit information bureau.

We have been cooperating with clients representing different economic sectors. So as to understand the needs of such a differentiated group of clients, we have introduced industry specialisation. Specialised teams support businesses in financing their investment projects and undertakings. As for selected industries and specialist products, we can use the knowledge and experience of industry teams of ING Group entities located outside Poland.

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