ANZ Corporate & Commercial
Banking Australia
UBS Australian Financial Services Conference

AUSTRALIA AND NEW ZEALAND BANKINGGROUP LIMITED21 June 2012

Mark Whelan
Managing Director
Corporate & Commercial Banking Australia

Corporate & Commercial – a domestic and regional focus
Geographic Segments

Australia

Retail Banking
Australia

Corporate &Commercial
BankingAustralia

New Zealand

RetailNew ZealandCommercial& Agri
New ZealandInternational

Retail Banking
Asia PacificCommercial
Banking Asia
Pacific

1

Global Segments

Global Wealth &Private Banking

GlobalInstitutional

Our priorities are market leadership in Australia andleveraging our regional network
Become a leading commercialbank in Australia

Capitalise on our regional presenceand capability• Grow customer base and share of wallet, by• 23% of ANZ Business Banking clientstransact through Foreign Exchange
accounts, up 15%1

• Delivering ‘easy and empowering’ banking
through simplification• Additionally 74% of Australian businesses
indicate an interest in starting or expanding
their business into Asia2• While, maintaining disciplined risk
management practices• ANZ has ~3,000 frontline Commercial staff
in 22 markets
Mainland
China
TaiwanHong Kong
Greater Mekong(Vietnam, Cambodia, Laos)

SingaporeThe PacificIndonesia(12 markets)

Australia
New Zealand1.Mar 2012 vs Sep 2011
2.Asialink and Australian Industry Group Survey „Engaging Asia: Getting it right for Australian business‟ March 20112

Aligned approach across segments while catering fordiffering geographic requirements
State Based Leadership Model$500m+

TurnoverCorporate Banking<$1mSpecialist
Business

Business Banking

Regional BusinessBanking

NSW / ACT

VIC / TAS

SASmall BusinessBanking

EsandaSuper Regional business development

3

QLD / NTWAPursuing initiatives focussed on our customers andstrengthening our franchise
Strengthening the Australian
Commercial business

Capitalising on our regional presence
and capability• Constant and consistent acquisition focus
coupled with a streamlined customer onboarding program (OneSwitch)• Client and staff education– Renminbi (RMB) roadshows acrossAustralia– „Entering Asian Markets throughSingapore‟ seminars• Facilitating customer needs analysis via
tablet technology (iPads and Apps)– Super Regional development programfor ANZ staff• Investing in bankers, sales, credit and risk
management skills• Cross border credit standardisation• Engaging with new customers and theirnetworks through social media platforms(Twitter, LinkedIn and the Small BusinessHub)• Global client referral program• Strong relationships with key industry andgovernment bodies• Leveraging our existing industry expertise in
Natural Resources, Infrastructure,Agriculture and linking this to downstream
business• Cash Management platform build out – “ANZTransactive” cross border cash management
capability• Extending Markets and Trade productcapability to our medium and small businessclients
4

How super regional works for our Australian clients
Customer Example

Key Requirements

Lighting company• Supplying to customers
in Asia

ANZ Small Business Banking• Reliant on a 3rd party toremit payments toAustralia• Sought greater control ofreceivables management

Manufacturing company• Imports materials fromChina• Opened business accounts in Hong
Kong to receive payments resulting
in improved transaction capability
with it‟s customers

ANZ Business Banking• Required an in-country
banking relationshipoffering trade and FX
facilities along with advice
on dealing in RMB

Technology company• Global provider ofoperational management
solutions

ANZ’s Solution• Cross-border banking team
(AU/China) set up trade and FX
facilities and delivered RMB currency
hedging strategy
ANZ Corporate Banking• Centralised control oflending and cash
management facilities
across six markets

5• Established banking relationships foreach subsidiary across six markets• Provided access to ANZ Transactive,
an online cash management platformthat enabled centralised
management of liquidity position

Good progress on key metrics
Commercial Banking Australia
Operating Income ($m)

Significant momentum in achallenging environment

Reported Commercial Operating Income
Additional Income Reported in other ANZ Businesses(Insititutional and Retail Australia)• Acquired 22,600 net customers (up 5.5%)1

1,898

1,973

2,018

1,262

1,311

1,318

1H11

2H111H12• Increased share of wallet by 0.6%2• Increased market share by 1% to 14.3%2• Trade finance revenue generated by

Up 1% v 2H11Up 4% v 1H11

Cross-border referrals

Commercial clients up 14% HOH, up 20%
PCP

600

• Global Markets revenues generated by

43% increase

400

Commercial clients up 18% HOH, up 54%
PCP

200

• Improved Loan to Deposit ratio to 121%01H11

1.Mar 12 vs Mar 11
2.DBM Business Financial Services Monitor. 12-month rolling average
Base for Market Share: Mar 11 n=17,443 and Mar 12 n=17,128

Up 3% v 2H11Up 6% v 1H1162H111H12

Investing locally and globally to meet client needs• A long history as a Commercial bank in Australia and New Zealand• Super Regional differentiation built on strong domestic franchises
in Australia and New Zealand with superior links into and within
the Asia Pacific region• Commercial as a „regional‟ business - we aim to service both endsof the transaction• Investing to build a more efficient, regionally scalable operatingmodel7

ANZ Corporate & CommercialBanking Australia
UBS Australian Financial Services Conference

AUSTRALIA AND NEW ZEALAND BANKINGGROUP LIMITED21 June 2012Appendix

Commercial Banking Australia – Credit Quality
Commercial Australia Provision Charge

Commercial Australia Lending Mix

Provision Charge (LHS)$m

250

Business Banking

30%

Provision Charge as % NLA's (RHS)

1.00%

Regional Commercial Banking

28%

9%

0.83%

200

150

0.60%

192
0.45%

Commercial Australia 90+ day delinquencies

0.45%

100

3.0%
2.5%

0.40%
107

Small Business Banking

33%

0.80%

Esanda2.0%

110Business Banking
Regional Commercial Banking
EsandaSmall Business Banking
Total Commercial

1.5%

500.20%

1.0%

0.5%
-0.0%

0.00%
1H11

2H11

Mar-081H12

9Mar-09Mar-10Mar-11Mar-12

The material in this presentation is general background information about the Bank‟s activities current at thedate of the presentation. It is information given in summary form and does not purport to be complete. It is
not intended to be relied upon as advice to investors or potential investors and does not take into account theinvestment objectives, financial situation or needs of any particular investor. These should be considered,with or without professional advice when deciding if an investment is appropriateThis presentation may contain forward-looking statements including statements regarding our intent, belief
or current expectations with respect to ANZ‟s business and operations, market conditions, results ofoperations and financial condition, capital adequacy, specific provisions and risk management practices.
When used in this presentation, the words “estimate”, “project”, “intend”, “anticipate”, “believe”, “expect”,“should” and similar expressions, as they relate to ANZ and its management, are intended to identifyforward-looking statements. Readers are cautioned not to place undue reliance on these forward-lookingstatements, which speak only as of the date hereof. Such statements constitute “forward-looking statements”
for the purposes of the United States Private Securities Litigation Reform Act of 1995. ANZ does notundertake any obligation to publicly release the result of any revisions to these forward-looking statements toreflect events or circumstances after the date hereof to reflect the occurrence of unanticipated events.
For further information visit

www.shareholder.anz.com
or contact

Jill Craig
Group General Manager Investor Relations
ph: (613) 8654 7749 fax: (613) 8654 9977

e-mail: jill.craig@anz.com