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Cristian Cojanu
While the banking market still bears the scars of the recent financial crisis, EximBank is pressing ahead with its plans to expand its operations, tackle more market niches and change perceptions among prospective customers. In an exclusive interview with Business Arena, EximBank President Traian Halalai outlined the bank’s strategy and spoke about challenges and development opportunities.

What are EximBank’s major objectives in 2013?
This year we focus on realigning the bank on modern business principles, in keeping with the current practices in the sector. We aim for a cor­re­lation between support and sales roles, an increased attention to modern payment systems and greater flexibility in work proce­dures. This effort should allow us to handle increasingly sophisticated requests from customers. By taking these steps, we believe that we can change the perception about EximBank and businesses are going to come to us with increased confidence.   
 
What products and services have growth potential for EximBank this year?
In our view, all our products and services are attractive and for that reason we have tried to develop a cross selling system, which involves the sale of more than one product to each client. Before the onset of the financial crisis, EximBank’s strong point was represented by guarantees, but the subsequent changes in the economic environment have created the need for the corporate sector to look for alternative sources of financing. Thus, EximBank has gradually begun to be perceived as a viable financing option, rather than just a provider of guarantees for loans granted by other commercial banks. Therefore, in the first six months of the year, our lending operations gained speed, their growth exceeding the pace of our guarantee bu­siness. We have the means to compete on equal terms with the other banks in the area of leu-deno­minated financing and, in addition, we have a com­pe­titive cost level. That is why, we are confident that the bank will continue its profit streak this year.
 
What is your view regarding the competition in the Romanian banking market and what elements are going to influence market trends in 2013?
The banking sector has been under constant pressure in the last few years, but overall it has handled market turbulence well, even though the effects of the crisis have hit financial results quite hard.

To read the full version, see the print edition of Business Arena.

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