intro to ibisworld part 2 of 2

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1 Stuart Hoffman IBISWorld Inc. (610) 256-2387 stuarth@ibisworld.com WHY INDUSTRY MATTERS. WHY JUDGMENT MATTERS. Part 2 of 2: SOLUTIONS Summer 2010

AGENDA : 

2 AGENDA Products: Industry information 8 versions of the same data Uses: Relationship Managers Credit Analysts Portfolio Managers Next step

Products : 

3 Products 1-page iExpert Call Briefs

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4 Products Industry Market Research Reports

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5 Products Industry Risk Ratings

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6 Products Early Warning System

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7 Products Stress Tests

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8 Products Upstream and Downstream

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9 Products Economic Factors

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10 Products Database Queries

RELATIONSHIP MANAGERS : 

11 RELATIONSHIP MANAGERS Prospect specific inds. Know questions to ask List of largest companies Know issues in 700 inds. Share info with customers Basis of short talks Show how banks fit in Educate customer Partnering Stay in touch Email alerts Suppliers, customers Periodic meetings Sell the deal to credit team Address every risk

CREDIT ANALYSTS : 

12 CREDIT ANALYSTS Step away from mechanical risk mgt by including expert judgment New industries – understand growth or risks Credit reports and industry write-ups Review industry situations Mitigate increasing risks by restructuring the loan View each component of risk score – may be the last straw to walk away from the loan Add to underwriting requirements and the deal is red-flagged. Identify specific areas of risk

PORTFOLIO MANAGERS : 

13 PORTFOLIO MANAGERS Higher level of insight Alternative perspective Forward-looking scenarios Input on exposures, limits, reserves, capital Handles on concentration using supply chain info Tell lenders about industries with decreasing risk ALLL process Credit forensics: What has migrated? Why did it migrate? Why did the bank miss it?

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14 Stuart Hoffman IBISWorld Inc. (610) 256-2387 stuarth@ibisworld.com