CHINA JOINT VENTURE

CHINA JOINT VENTURE

Case Study:

Kasikornbank’s unique partnership with Minsheng Bank

Background:

Kasikornbank (KBank) is one of the leading banks in Thailand, but did not have a meaningful presence in China. Strategy613 was hired as China Advisor to Kasikornbank’s CEO in 2002 to help develop the bank’s China business.

Results:

We helped KBank in a range of activities: developed capacity to service Chinese clients in Thailand, established a relationship fabric in China, expanded the existing product line (research, retail, credit card JV with China’s Union Pay), targeted public relations campaign (annual seminars, Olympics, selected sponsoring initiatives) and obtained for KBank all the necessary licenses from the banking regulators. Strategy613 also advised on identifying the bank’s business niche in China: SME lending. KBank wanted to pursue this strategy in partnership with a leading Chinese bank, but did not want to acquire a stake in that bank, as is usually required. Reluctance by local banks to lend to SMEs coupled with the Government’s agenda to support SMEs as a means to boost employment meant that KBank was given much more leeway than would usually be accorded a foreign institution.

Strategy613 structured and executed the joint venture with one of the top local institutions, Minsheng Bank.