Citigroup Inc. (C) Presents at Bank of America 2023 Financial Services Conference (Transcript)

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Citigroup Inc. (NYSE:C.PK) Bank of America 2023 Financial Services Conference February 16, 2023 9:40 AM ET

Company Participants

Ebrahim Poonawala - Bank of America

Conference Call Participants

Anand Selvakesari - CEO, Personal Banking & Wealth Management

Ebrahim Poonawala

I deliberation we'll spell up and get started present for a past bank’s convention for nan conference. I'm delighted to welcome, adjacent up, we person Citigroup. From Citigroup, we person joining america Anand Selvakesari, CEO of Personal Banking & Wealth Management for Citigroup. As galore of you mightiness know, Personal Banking & Wealth Management is 1 of nan 2 large business segments for Citi, and nan slope has taken rather a strategical displacement wrong -- strategically, which was announced and laid retired astatine nan Investor Day past twelvemonth successful position of hiring of world wealthiness and advisers wrong individual banking, strengthening activity position successful payments, lending and maximizing worth for nan unit bank. So Anand, convey you again for joining us.

Question-and-Answer Session

Q - Ebrahim Poonawala

And possibly earlier we talk astir nan operating outlook, I would emotion to spell backmost to nan Investor Day and you laid retired immoderate strategical priorities. We were conscionable discussing astir you had rather a modulation complete nan past 3, 4 years successful position of roles. Why don't you -- if you don't mind spending immoderate clip successful position of what this business is and what nan strategical priorities are arsenic you look forward?

Anand Selvakesari

Sure. Thanks, everyone. First of all, convey you very overmuch for having me, and thanks, and it's bully to beryllium here. Good greeting to everyone. So astatine nan Investor Day, arsenic we said, Jane had announced 5 halfway businesses. So 2 of them were successful Personal Banking & Wealth Management. So past year, nan Personal Banking & Wealth Management business generated $24 cardinal successful revenues. 70% of that comes from nan individual banking business successful nan U.S. and 30% is from nan wealthiness business. So that's benignant of nan apical line.

So we spell a small deeper. So let's return nan wealthiness business first. So we are astir $7.4 cardinal of revenues past year. This is simply a business that we person beingness successful 52 cities crossed 20 countries. So a beautiful world business. We connection full wealthiness solutions for our customers crossed nan wealthiness continuum.

So what do I mean by that? So basically, for our wealthiness clients, we want to beryllium capable to connection and which we're offering is nan -- immoderate -- each products from checking, savings, in installments cards, each nan measurement to investments, lending and to blase superior marketplace products, nan full suite and do that globally. We don't deliberation there's immoderate different slope that tin connection this benignant of breadth of products and that connected a world scale. So that's benignant of our worth proposition.

And we person 3 customer segments wrong nan wealthiness business. So 1 is simply a backstage bank, a world business, targeting nan ultra-high nett worthy and nan precocious nett worthy clients. Then we person nan Citigold, which is fundamentally focused astir nan able segment. And past we person Wealth astatine Work. This was a business that we started disconnected by focusing connected nan rule patient group successful nan U.S., wherever we person a ascendant marketplace share. It's fundamentally a business that focused connected master services. Now we're extending that to different business lines, and we'll talk a small spot much astir it.

So that's benignant of nan 3 customer segments that we have. So for us, nan privilege is if we look astatine nan priorities for nan wealthiness business, location are 3 of them. So this is simply a business that we are not starting from scratch, right? We person $7.4 cardinal of revenues. We person a bully foundation. We request to build scale. So building standard is simply a large priority.

The 2nd is synergies wrong Citi. So 1 of nan things that we person identified arsenic important synergies to beryllium unlocked wrong Citi wrong nan unit bank, wrong nan organization business to our wealthiness business.

And third, arsenic we acknowledged successful nan Investor Day, this is simply a business we haven't invested good from a exertion perspective. So important investments successful technology, integer and that will make this business much businesslike astatine nan aforesaid time, amended customer experience. So those are nan apical 3 priorities amongst galore different things that we'll do.

If I move to nan U.S. Personal Banking business, truthful that consists of 3 businesses. So we person nan branded cards. We person nan unit services, which is nan backstage explanation cards. And past we person our unit bank. We person nan -- successful nan paper side, we are #2 issuer successful nan U.S., truthful beautiful beardown large paper business, a very well-diversified portfolio crossed nan 3 portfolios that we have, which is nan proprietary products, nan backstage explanation and nan co-brands.

And if you look astatine nan unit bank, we person nan unit bank, it's a apical 10 deposit franchise. We are coming successful 6 halfway markets. The measurement we look astatine nan unit slope is that it's a very important play for nan U.S. Personal Bank. At nan aforesaid time, it's a very chopped role. And while our footprint is very light, we person astir 654 branches, nan deposit per branch productivity is nan highest successful nan country.

So erstwhile I look astatine nan privilege for nan U.S. Personal Banking, 3 things. Again, nan apical 3 would be, we person to support strengthening nan activity that we person successful payments and lending, we sewage to get maximum worth from nan unit slope web that we have, and 3rd is we've sewage to proceed to thrust nan activity connected digital. We've been investing successful integer for nan past 3, 4 years, and that continues to beryllium a large play for us.

So that's benignant of wherever we are successful nan Investor Day. Again, if you conscionable look astatine nan -- I'll astir apt extremity by conscionable giving you immoderate positioning statements here. The Private Bank is simply a apical 5 world backstage bank. If I look astatine wealthiness successful Asia, we're apical 3 wealthiness managers successful Asia. If we look astatine Wealth astatine Work, we are a ascendant subordinate successful nan rule patient room successful nan U.S. And successful nan paper side, we are #2 issuer of cards successful nan U.S. So that's benignant of our positioning for our business. So we person a beautiful good, coagulated instauration to build on, Ebrahim.

Ebrahim Poonawala

Sure. So that was helpful. Maybe I conjecture you mentioned astir nan cards business and nan 2nd largest paper issuer. When we deliberation astir nan consumer, a batch of speech astir ostentation pressures, nan occupation market, springiness america a sentiment cheque connected really you deliberation -- really you comprehend nan U.S. consumer? And what nan outlook is?

Anand Selvakesari

Great. I mean because you -- I deliberation you've been getting from everyone to nan U.S. consumers healthy, they are resilient -- they are healthy, they are resilient. The savings rates successful nan U.S. peaked evidently during COVID and that's benignant of coming off. But still, nan savings are overmuch higher than pre-COVID. So that's why nan wellness of nan customer and nan resilience comes from.

So erstwhile we look astatine our cards portfolio, which is our ample portfolios, and if you look astatine my in installments losses, our in installments nonaccomplishment successful nan branded cards business is moving astatine half pre-COVID levels. And unit services somewhat higher, but still overmuch little than pre-COVID levels.

So what's happening? So erstwhile we benignant of look astatine our business, what's happened successful nan past mates of years, paper walk has been increasing very nicely. Pretty beardown walk and resulted successful maturation successful receivables. That fundamentally results successful maturation successful interest-earning balances, which is driving revenues. So that's benignant of nan logical measurement that happens successful nan cards business.

While that is happening, what we're besides seeing everybody talked a batch astir costs rates successful nan past mates of years. So costs rates person peaked during COVID, right? I mean, nan past mates of years. We are starting to spot that curve besides set correct now. So we're starting to spot costs rates benignant of declining. So operation of interest-earning balances is increasing up, costs rates declining, will logically lead to a in installments normalization. And that should beryllium -- that's what we should expect. There should beryllium nary astonishment pinch that because that's really nan products work.

So we are seeing in installments normalization. The measurement I would put in installments normalization is successful nan little FICOs and nan little income growth, we are seeing an accelerated normalization. They are normalizing faster versus compared to nan higher FICO and nan higher income growth. And for us, it's a smaller impact. The logic being, if you look astatine our portfolio successful cards, they're beautiful overmuch a premier portfolio. 80% of our cards portfolio is 680 and supra FICO scores. So it's beautiful overmuch -- truthful that's what we're seeing.

If I look astatine nan wealthiness side, I deliberation nan clients are fundamentally looking for output correct now. I mean that benignant of fixed income is very celebrated astatine this point. We're besides seeing deposits displacement from into CDs because of nan rates.

It's interesting. I mean rate is benignant of becoming an plus people now because of nan higher rates, right? So that's what we're seeing pinch nan clients.

Ebrahim Poonawala

Got it. maybe, I guess, pivoting to nan business. I deliberation you mentioned earlier, building scale. So it's a awesome foundation. But astatine nan aforesaid time, I deliberation you're making a batch of investments crossed some benignant of businesses. Give america a consciousness of for illustration really overmuch of those investments are going towards bringing infrastructure up to [indiscernible] versus invention and benignant of what nan outlook looks for illustration there.

Anand Selvakesari

Great, awesome question, Ebrahim. So I would fundamentally bucket into 3 categories of investments we're making. So nan first 1 is astir consent bid and transformation, a apical privilege for nan bank. And truthful that's an finance that we're making astir resourcing and technology, right? So that's 1 piece.

The 2nd portion is astir our ain platforms, integer and invention for illustration you conscionable mentioned. So 1 of nan things that we are really focused connected is connected nan wealthiness space, for illustration I said, we are investing into our integer platforms, into our -- we person aggregate different merchandise platforms, consolidation of platforms, building retired nan customer acquisition side. And that's a large area of attraction for america from a customer and customer experience, nan CRM, nan building a unified wealthiness benignant of a workstation for our customer servicing officers, changing our teller level arsenic nan branches. So a batch of activity going connected nan customer servicing broadside and evidently modernizing our platform, we person aggregate platform, aggregate lending level bringing them down to 1 platform, et cetera. So that's different large chunk of investment.

The 3rd is connected nan business side, successful each of nan 3 businesses I return to look astatine payments and lending. So our investments location is to turn our proprietary products. So we proceed to refresh our products and turn our proprietary products, deepening our partner relations, location are immoderate awesome partners, and we're extending our partner relationships. So that's different area of investment.

In nan past 2 years, we person been investing into building our unsecured installment lending propositions. And that's increasing really nicely, and we will proceed to put into that.

On nan unit bank, arsenic for illustration I mentioned, we are focused astir nan 6 halfway markets. We want to benignant of spell deeper there. So you'll spot nan accustomed point that you'll do successful a unit bank, right, refreshing your branches, renovations, relocations and immoderate strategical build-outs.

And past nan wealthiness space, to me, nan 2 large investments connected talent. We hired a batch of advisers successful nan past mates of years. We will proceed to prosecute that. And secondly, nan -- isolated from exertion and integer connected nan merchandise platforms, truthful for illustration -- truthful we request to consolidate platforms and we request to build connected nan platforms that we already have. So those are, to me, nan 3 buckets of investments, nan measurement we look at...

Ebrahim Poonawala

And possibly connected nan integer side, erstwhile we talk to a batch of your peers, I mean I deliberation location are different strategies that you spot immoderate are acquiring Fintechs, immoderate are partnering up, for illustration do you person a penchant 1 measurement aliases nan other? And possibly we don't spot that arsenic overmuch from externally. But conscionable talk to america astir your attack towards partnering aliases acquiring smaller Fintechs to upgrade?

Anand Selvakesari

So we are unfastened to all. So, right, truthful we don't effort to build everything ourselves, right? Things that we tin partner, we will partner and things that we tin bargain from outside, we will bargain because that gives america a -- if it's a halfway competence that we don't have, we don't person to build.

In nan past, it utilized to beryllium immoderate of those. But correct now, we're beautiful overmuch unfastened to all. So for example, I'll springiness you immoderate of nan examples that we are connected nan wealthiness space. So things that we build and things that we partner, right? So arsenic an example. So we built our ain what we telephone a Citi Self Invest, which is our ain brokerage platform, which is online trading, et cetera. But past erstwhile we wanted to do insurance, right, and we wanted to benignant of build our insurance, we went successful partner pinch Covr, to get nan wealthiness security connected nan side.

So we do that. So we do a operation of that. Even connected infrastructure, we do nan same. So we are not stuck to 1 peculiar measurement of approaching it.

Ebrahim Poonawala

Understood. I guess, possibly drilling down to -- starting pinch nan cards business. One, conscionable punctual america successful position of really you deliberation astir nan competitory positioning of nan business. Are you taking share, losing share, areas wherever you do want to return share, possibly commencement there?

Anand Selvakesari

Yes. So see, first of all, we're starting from a really bully position, right? So we are #2 issuer, a important spot successful our activity position that we have. So if I conscionable spell a small -- drill down a small deeper into our cards businesses. So if I look astatine our proprietary cards. So our proprietary cards has a full group of worth propositions that we build connected and it has co-brands and it's sewage our proprietary cards. So nan co-brands, we person marketplace names, Costco Magna aliases Alliance, AT&T. And if you look astatine our unit services business, against large marketplace names, Home Depot, Best Buy, Macy's, Wayfair, et cetera.

So for us, some nan proprietary cards arsenic good arsenic nan co-brands and nan unit services are each arsenic important because we really for illustration nan diverseness of our portfolio. That's -- we are astir apt 1 of nan astir diversified portfolios that we person successful nan marketplace connected cards. And galore of our partners person been location for decades, for illustration American Airlines, not galore group cognize it's -- we want to observe 35 years pinch them. Home Depot's 20 years. So beardown partnerships we've had for years.

What we person done, Ebrahim, successful nan past 3, 4 years is that 1 of nan things that we person benignant of consciously switched immoderate of paper becoming conscionable a costs mechanism. We had benignant of shifted to creating an integrated group of solutions and an acquisition for nan customers. And fto maine explicate that.

So earlier, nan paper utilized to beryllium conscionable a swipe. Today, what we want to supply nan customer astatine nan constituent of transaction is simply a bid of choices. So you tin really -- you tin spell to a constituent of -- erstwhile you make a transaction, you tin either salary pinch a integrative without of plastic, that's nan starting point. That's nan first prime because without nan plastic, you tin person caller wallets.

The 2nd prime is you tin salary pinch nan financing, you want to return a financing astatine nan constituent of waste aliases for nan constituent of waste financing. Or if you want to usage your rewards, your points and you've sewage miles, we are making nan points fungible is currency. So you tin usage your points. You tin pain your points astatine nan constituent of purchase. So that's different measurement you tin do.

The 3rd is aft you've done nan transaction, you spell back, you person choices. You tin either salary successful full, you tin revolve astatine nan aforesaid clip aliases you tin besides look astatine transactions and say, okay, I would for illustration to really finance nan transaction, which I didn't finance astatine nan constituent of sale, and we springiness that action too. And past if you're not worried astir nan transaction, I conscionable want to return a rate indebtedness wrong nan in installments paper line, we besides connection that.

The absorbing point is not only offering these products, but offering them pinch nan correct experience. So we put it each digitally. It's each 2, 3 clicks away. It's very seamless successful existent time.

And nan different point -- nan important point successful nan cards business is that you request to support nan customers engaged. That is nan powerfulness of a business erstwhile you want to turn nan business. So nan measurement we're keeping nan clients engaged, we person now built a merchant connection platform.

So passim nan year, customers are getting discounts. And truthful that's 1 we are engaging. We're going to motorboat a recreation portal very soon. So we're building adjacencies astir nan paper business. So providing prime and building adjacencies for engagement. So that's nan measurement we are building our cards business, and that's resulting successful nan maturation that we're seeing now.

Ebrahim Poonawala

And immoderate of nan things that you mentioned successful position of nan features astatine constituent of waste earlier each of that is unrecorded today?

Anand Selvakesari

It is absolutely. It has been, a portion of waste financing and nan full installment lending successful Quarter 4, we had a 75% maturation year-on-year. So that's increasing very nicely, and it's beautiful seamless, and it's a awesome acquisition from our -- connected nan only rap.

Ebrahim Poonawala

The 1 point that you perceive erstwhile we deliberation astir for illustration payments and costs solutions, and I'm digressing from nan mobility astir for illustration embedded banking and for illustration partnering pinch package companies aliases vendors successful position of providing those services. Does that effect your business? Like really do you deliberation astir embedded banking and what that means?

Anand Selvakesari

So interesting. So this mobility I'm often asked a spot what happens. We've besides seen bargain now salary later and nan lending options that person been coming. So if we look astatine our cards business, successful 2019, I deliberation we ended nan twelvemonth pinch astir about $450 [indiscernible] of income and walk connected our cards. Last year, we ended astir $575 [indiscernible] We turn significantly, grew organically contempt nan macro environment, contempt only bargain now salary later lending that is going on. So this business connected its ain is very resilient. The exemplary that we've built is an knowledgeable exemplary that is there. But having said that, we do partner wherever we request to partner for illustration merchant offers, we do partner for illustration recreation portal, we spell to partners. So wherever -- for us, it's fundamentally person halfway worth propositions, supply prime and past partner wherever you tin really bring worth to nan customer.

So connected its own, it's very resilient. And past erstwhile you partner, it becomes overmuch much stronger, and that's what we're seeing.

Ebrahim Poonawala

Got it. I guess, going backmost to nan partner calls you mentioned Home Depot, American Airlines. One, are location a batch much newer opportunities retired there? And are nan economics of nan business charismatic capable to prosecute successful caller partnerships?

Anand Selvakesari

So I would opportunity there's tons to do moreover pinch nan existing partners. That's wherever I'll commencement from, right? So erstwhile I came successful 2019 to nan U.S. and I looked astatine nan cards business, we were fundamentally having singular card-only narration pinch these partners. And now we're expanding that relationships into why only cards? We tin do lending, right? We tin connection banking, we tin do it rewards, and that's what we're now doing pinch our partners. So we person our existing partners. There's truthful overmuch we tin do successful position of conscionable expanding nan breadth of nan merchandise statement and besides adding much products. We conscionable launched a caller product, nan AT&T, we launched 1 caller merchandise pinch a Home Depot, a caller card.

So I deliberation there's a batch much opportunities to do. And obviously, successful nan marketplace, you ever travel crossed immoderate opportunities that are location that we tin really activity on, but we person a latent opportunity sitting pinch america wherever we are fundamentally deepening our partners now.

Ebrahim Poonawala

Got it. I conjecture earlier moving to immoderate of nan different topics, a small little exciting, I guess. The CFPB came retired pinch a connection connected in installments paper precocious fees a mates of weeks ago. Obviously, Citi is simply a large paper issuer for illustration really do we deliberation astir one, what do you deliberation astir nan proposal? And what do we deliberation -- really do you -- really should we handicap nan effect to Citi from if nan connection is implemented?

Anand Selvakesari

Yes. So we person been assessing nan precocious interest proposal. Probably, I would for illustration to commencement earlier getting into nan proposal. I'd for illustration to commencement by saying, our attraction has ever been to punctual customers to make their payments connected time. So that's what we've ever focused on. So we person a number of benignant of mechanisms and channels that we use, e-mails, text, statements to supply alerts to customers that their costs is due, make your payments connected time. So that's a starting point. I mean that's wherever we each commencement from.

So look astatine our business itself because it's not a straightforward answer, and I'll show you why because we look astatine nan business. So if you look astatine our cards portfolio, branded cards is 2/3 of our portfolio and unit services, 1/3 of our portfolio. So nan branded cards, if you look astatine nan branded cards business, complete 85% of our branded cards portfolio is FICO 680 and higher. So realized price.

In nan unit services, 70% are 680 and above. But you besides person to understand successful this unit services business, we really stock economics pinch nan partner, right? So nan late-fee effect is not one-to-one connected unit services because of economical sharing. So that's benignant of nan inheritance here.

So having said that, we will -- we are assessing it. Obviously, we -- arsenic we ever do, we will comply pinch nan regulatory standards erstwhile it's finalized and is fresh to beryllium executed. In nan meantime, what we're now doing is we're collaborating pinch each nan stakeholders, moving pinch our partners, moving pinch regulators, moving pinch nan manufacture waste and acquisition associations to measure nan impact.

There will beryllium immoderate effect erstwhile it's getting -- erstwhile it's executed. But nan measurement we will look astatine it is that it does not really effect successful immoderate measurement our broader strategy aliases nan targets that we group ourselves for nan mean term. So that's nan measurement I would benignant of...

Ebrahim Poonawala

And is location a skew betwixt unit and connected nan precocious fees pinch [indiscernible] exposed to 1 versus nan other?

Anand Selvakesari

I don't really know. It's very different.

Ebrahim Poonawala

Got it. Maybe moving to nan unit bank. So one, you mentioned for illustration nan 6 metro markets wherever you're focused on, 1 arsenic personification who followed nan manufacture for for illustration complete 2 decades. I ever wrestled pinch this whether aliases not nan U.S. user is fresh for an online slope and increasing that strategy. And you've seen immoderate of nan integer autochthonal companies trying and having mixed success. But one, springiness america a consciousness of nan worth proposition of nan unit franchise you have, really that benignant of collaborate pinch nan remainder of nan bank? And conscionable much broadly successful position of really you spot that shaping retired arsenic we deliberation astir much integer and whether aliases not there's a early for a digital-only slope successful nan U.S.

Anand Selvakesari

So nan Citi -- for illustration we said astatine nan Investor Day, nan unit slope has an important domiciled to play for nan U.S. Personal Banking, but I besides want to make a constituent is simply a chopped domiciled to play. And that's nan large difference. The measurement we'll see very chopped domiciled to play. From our perspective, nan 2 superior roles that we expect from nan unit slope is to go a bully feeder for our wealthiness business. and I'll explicate that. And past secondly, a bully supplier of low-cost, high-quality deposits, right, to backmost up our lending businesses. That's nan 2 superior drivers nan measurement we look astatine it.

So for illustration I said, it's -- we are successful nan 6 halfway markets. We'll spell deeper connected nan 6 halfway markets and get much marketplace stock connected nan 6 halfway markets. We person -- if you look astatine our -- for illustration I said, astatine nan beginning, while we person 650-plus branches. Our productivity deposit per branch is nan highest successful nan industry. We are astir -- it's astir $290 cardinal per branch that we saw. Our branch is very productive from that perspective.

And from a wealthiness referral perspective, past year, we sewage 60,000 customer referrals from our branches to wealthiness business. That utilized to beryllium 50,000 successful 2021. So they're what we group retired to do from a chopped benignant of worth proposition that's happening.

We besides want to make judge that now for illustration to nan constituent that we want to maximize nan value. I mean, beyond these 2, what other we want to do? So we -- truthful nan unit branches substance our mini business lending. We judge that's a important opportunity that we are benignant of building out. So that's nan different portion that it will build up.

And what -- nan measurement we've approached this is that ray footprint, we person -- we for illustration nan ray footprint. We've sewage to complement nan ray footprint pinch our integer strategy, right? And that gives america nan nationalist access. We expect successful nan mean term, 30% of our deposits to travel from further deposits. So we person built retired each our capabilities and we've sewage really built retired nan acquisition from a customer perspective. And we consciousness good.

So 1 of nan things that we do not want is to beryllium a integer offering conscionable to beryllium chasing rates, right? You want it to beryllium a narration and a worth proposition that really builds a relationship. And that's nan measurement we're approaching it. That's really we built each these elements of having integer deposits. We person now Citi Self Invest wherever we tin put past you person each nan lending capabilities. Everything is now digitally each coming together, and that's wherever we're going to build narration pinch customers.

Ebrahim Poonawala

And truthful I guess, to that point, right, I deliberation a batch of online banks go rate-sensitive -- pull complaint delicate deposits. How do you turn debased -- truthful conscionable springiness america a consciousness of really do you turn low-cost, high-quality deposits successful nan existent model successful this complaint backdrop that we are in?

Anand Selvakesari

Yes. See, successful this existent -- I mean, first of all, you person to beryllium competitory pinch rates environment, truthful that's one. but you do not want to build nan worth proposition that complaint is nan only driver because that is not sustainable. But wrong marketplace conditions, you've sewage to beryllium elastic capable to benignant of beryllium competitory pinch rates. For us, arsenic you bring nan clients erstwhile you've sewage them in, you've sewage to deepen relationships, and you request to person it.

So that is why we've sewage nan investments that we tin do to self-invest because nan lending capabilities, nan customer tin return a in installments card. So nan full series of things, which 4 years back, we don't person everything digitally benignant of organized. Now we person everything digitally put together successful a seamless manner. And that's wherever we judge nan spot is going to travel arsenic we build those relationships.

Ebrahim Poonawala

Understood. And I conjecture possibly connected nan wealthiness strategy. One, if you don't mind, conscionable nan differences betwixt nan world and nan U.S. strategy, for illustration really we're going astir that. And I'd besides for illustration you mentioned nary 1 tin compete pinch Citi connected wealthiness management, fixed conscionable benignant of your platform. And conscionable punctual us, if you don't mind spending a fewer minutes because oftentimes, I'm talking to investors and they're like, really competitory Citi arsenic a wealthiness head successful Asia and would admit spending immoderate clip because I don't deliberation group afloat understand that worth proposition.

Anand Selvakesari

So fto maine astir apt repetition a small bit, but I'll get -- truthful see, let's commencement from nan top. So if you look astatine our Wealth business, I'll commencement pinch nan customer segment. So we person nan backstage bank, a full-service world backstage slope that we have, which is operating successful 20 countries, 52 cities that we person beingness in. This is simply a business wherever 25% of nan world's billionaires slope pinch us, right? And an mean nett worthy of these clients are complete $400 million. So -- and it's a apical 5 world backstage bank. So that's nan -- and that's nan ultra-high nett worthy segment.

Citigold is simply a coagulated instauration beyond Citigold successful nan able segment, which we target able plans successful nan U.S. and successful our 3 wealthiness hubs successful Hong Kong, Singapore and successful nan Middle East and UAE. So that's a 3 wealthiness hub.

Then we person nan Wealth astatine Work that we talked about, predominantly a U.S. offering, which was a predominant marketplace stock pinch rule firms. Now we are fundamentally building retired newer verticals, plus management, backstage equity, et cetera, right? So that's nan piece.

So erstwhile I -- erstwhile you look astatine nan $7.4 cardinal of revenues past twelvemonth that we generated successful nan wealthiness business, a small complete 50% comes from nan U.S., right? And astir 30% from Asia. So that's benignant of your breakdown. So 80% -- truthful 2 large regions, important region, 80% comes from nan U.S. and Asia.

So let's unbundle U.S. and past unbundle Asia. So successful nan U.S., what we want to do, for illustration I say, we want to build standard crossed each nan 3 segments, build Citigold, Citi, nan Private Bank, Citigold, Wealth astatine Work, we want to proceed to build scale. So that's nan first thing.

Second point we want to get nan synergies going, for illustration we person nan 60,000 referrals from nan -- we request to proceed to build connected nan synergies because that's nan latent powerfulness that we person wrong nan firm, that's important.

Third is everything we talked astir successful investing successful integer technology, et cetera.

The 4th absorbing piece, arsenic we brought nan businesses together, see, erstwhile nan business was Citigold and nan business was Private Bank and we brought them together, we had this full whitespace Citigold utilized to beryllium fundamentally customers who are astir about $5 cardinal to $10 million. And past your backstage slope is $25 cardinal and above. So you person this whitespace successful betwixt $10 cardinal to $25 million, which cipher was really focused connected because we were very different organizations and dependently managed. And that's nan large whitespace, which is simply a fast-growing abstraction across. And that's a large action arsenic we telephone nan precocious nett worthy opportunity. So we person a afloat wealthiness continuum successful which we build on.

And nan past 1 connected nan U.S. for me, erstwhile I look astatine nan U.S. wealthiness business is that if you look astatine nan gross operation of nan U.S. wealthiness business, it skews towards liking income because of nan skew towards banking and lending versus interest revenues versus investments. So that's an area of opportunity that we've identified wherever we're going to beryllium fundamentally penetrating finance products into our wealthiness clients to get a higher stock of nan interest revenues. We're getting a bully stock of their banking and lending revenues, we request to get a higher stock of nan finance revenues.

Those are nan 5 things from a U.S. perspective. If you look astatine Asia, we're a apical 3 wealthiness manager. We are large successful Asia. We're apical 2 wealthiness manager, a awesome brand, a awesome marque successful Asia, coagulated business successful Hong Kong and Singapore that has been established complete a play of time. We person our integer capabilities, exertion capabilities are overmuch much precocious location compared to nan different regions.

For me, nan 2 aliases 3 priorities of Asia, 1 is we want to build standard successful Private Bank and Citigold. Those are nan 2 benignant of segments wherever we want to really commencement build further scale.

The 2nd point successful Asia is to seizure nan offshore marketplace successful China. That's a large wealthiness market. And we person Hong Kong arsenic our wealthiness up to seizure that beingness there. So that's important for america from that perspective.

The precocious nett worthy conception that we talked about, nan whitespace that applies to Asia, too, arsenic we build nan wealthiness continuum on pinch our clients. And obviously, while integer and exertion is precocious successful Asia, we request to proceed to build connected it because that region is for illustration moves faster successful integer than nan remainder of nan world. So that's really we look astatine it.

So we are genuinely excited astir nan opportunity successful some these regions and a small spot of a different standard successful both.

Ebrahim Poonawala

I conjecture conscionable 2 follow-up questions. One, you deliberation astir penetrating amended connected wealthiness guidance fee, gross products? Like really do you do that? Is it technology? Is it individual group hiring, tying up successful bid to person those products disposable to connection to your clients? Just springiness america for illustration successful a applicable sense, really do you do that?

Anand Selvakesari

So it's a operation of 2, 3 things. I deliberation it starts from having nan correct sum model. So you request to -- truthful bankers and nan bankers request to beryllium supported by finance counsels aliases finance specialists arsenic we talk about. So 1 of nan things that we person identified is that nan ratio that we person is astir apt connected nan little side, finance specialists arsenic bankers, truthful we request to summation nan ratio truthful prosecute much finance specialists. That's what we've been doing on pinch hiring nan bankers, that's important because they are past going to benignant of thief penetrate nan clients.

Secondly, nan infrastructure and technology, integer capabilities that we're building, truthful that's too. I deliberation connected nan merchandise side, we're beautiful good. We person a beautiful beardown merchandise suite. So while we tin ever amended connected it. But these are 2 things to me, wherever get nan correct sum model, adhd much bankers and nan finance advisers successful nan correct ratios and past you person nan integer capabilities supporting it.

Ebrahim Poonawala

Got it. And I guess, nan different point would be, you talked astir a batch of building and rewiring of things, right? And I deliberation erstwhile we deliberation astir -- obviously, Jane and Mark talked astir nan disbursal outlook during nan net call. Give america a consciousness of for illustration wherever we are successful nan travel of making those investments, having nan correct group already successful nan spot like, are we 50% done aliases 70% done for illustration wherever do we stand?

Anand Selvakesari

So connected nan wealthiness business arsenic -- return you for illustration 2 years back, truthful erstwhile Jane announced a mates of years backmost successful 2021. These are 2 independent businesses. So nan backstage slope arsenic portion of nan organization business and nan Citigold business arsenic portion of nan user bank. So 2 independently managed businesses, 2 different platforms and everything was different. And now what we've done successful nan past mates of years bringing them together, truthful we person 1 guidance structure, 1 benignant of functional leads, et cetera. So organizationally, we brought them together.

Some of nan examples to show you nan measurement we are handling this is, for example, let's return nan worth propositions, right? So we had products being developed and managed successful different places. Now what we're saying is, let's create cardinal merchandise libraries. So that's what we're doing.

So we create cardinal merchandise liabilities, and what we do is based connected nan customer segment, based connected customer needs and customer suitability, you tie from that 1 room alternatively of having aggregate different places wherever you're going to beryllium processing products and managing products.

Same point pinch research, aforesaid point pinch content. So now we're starting to merge each of that into libraries that you tin really benignant of build end-to-end and past commencement to tie from.

The 2nd point that we're seeing is nan technology. So for illustration I said, we person -- connected nan lending side, separator lending, we person 4 platforms, for example, we are now converging to 1 platform, creates much efficiency, amended customer experience. Because of nan different platforms that we have, for example, we -- if you're a customer aliases moreover if you're a customer adviser, you astir apt coming log into 5 aliases 6 different platforms. We are now converging them to 2 aliases 1 level -- 1 login, truthful that make things easier.

So a number of things from nan infrastructure broadside that we're really building retired and that's making bully progress. So its worth proposition.

The 3rd large portion for maine is nan synergies. And I support talking astir synergies because nan referrals that we get customer referrals, not only from nan unit bank, from nan organization business, commercialized bank, nan firm bank. They're each wealthiness -- imaginable wealthiness clients. And each of that is now benignant of getting into play.

So those are immoderate of nan things that we person been working, and we're making really bully advancement astir nan integration.

Ebrahim Poonawala

Got it aliases only a fewer minutes left. The 1 point I want to touch upon, arsenic you mentioned, nan wellness of nan consumer? And for illustration erstwhile we deliberation connected in installments normalization, one, what are -- from externally, what are nan 1 aliases 2 information points we should beryllium watching erstwhile we deliberation astir assessing wellness of nan user and really it impacts your benignant of nan user exposure? And springiness america a consciousness of what normalized in installments losses look for illustration comparative to wherever we've been?

Anand Selvakesari

Interesting point. The only we person [indiscernible] is nary azygous information point. So we look astatine aggregate information points. So some soul and external. External information points, nan evident ones, you look astatine it arsenic unemployment complaint has a precocious relationship to your cards business, you look astatine it HPI, you look astatine output curve, you look astatine inflation, savings rates. So a full bunch of things location connected nan retired there.

Internally, we look astatine -- we fundamentally look astatine our portfolio successful subsegments, and we analyse nan customer behavior. So costs rates -- costs pattern, really galore customers are paying minimum pay, was they not paying minimum pay. So we look astatine each of that because each of those information points are very important. So nan corporate of each of this is what benignant of defines nan adjacent steps that we return arsenic we're taking decisions.

So unfortunately, it's a full bunch of data, peculiar data. Now from a in installments costs perspective, for illustration I said, our in installments costs has been half of what we saw pre-COVID. So Quarter 4, I'll springiness you Quarter 4 nan actual. So branded cards Quarter 4, our in installments NCL was 1.68%, right? Our normalized scope typically was 3% to 3.3%, right? And past if you look astatine nan unit services, Quarter 4, we're astir 3.3%. That's existent NCL, nan normalized scope is astir 5% to 5.3% there. So still ways to spell there. And we believe, for illustration I said, arsenic nan interest-earning balances grow, costs rates benignant of bend, which we'll person revenues increasing astatine nan aforesaid clip logically, you'll person in installments normalizing. We deliberation sometime adjacent year, akin first half of adjacent year, we'll commencement to spot nan normalized range.

Ebrahim Poonawala

Right. And would that -- successful bid to get to normalize, do we request to spot a meaningful slowdown successful nan occupation marketplace to get there? I mean -- and I cognize you mentioned it's not 1 information point, but successful nan occupation situation we are successful today, conscionable it's difficult to get moreover nan normalized levels.

Anand Selvakesari

Yes. So yes. So nan debased unemployment complaint is keeping nan user resilient. But arsenic you commencement seeing nan liking earning balances proceed to grow, and that indebtedness commencement and nan costs rates that curve bends, past you will spot nan normalization. It's nan grade of normalization. So that's nan magnitude of nan normalization is what will specify based connected nan unemployment rates.

Ebrahim Poonawala

Got it. And I guess, possibly if you spell back, I mean, nan world has changed dramatically from coming versus a twelvemonth ago? And past moreover comparative to erstwhile -- during our Investor Day. So it's difficult to person for illustration medium-term targets and being tied to that. Like really assured do you consciousness contempt each nan macro changes that you tin execute nan targets you've laid retired for benignant of nan business some successful Personal Banking & Wealth Management?

Anand Selvakesari

See, I mean, if you return 2022, contempt each nan macros, Citi wide met its gross guidance. And we besides person beautiful accelerated beardown capacity crossed galore of our -- galore areas.

If I look astatine nan -- my business, nan Personal Bank & Wealth business, we grew revenues 4% past year. The U.S. Personal Banking, which is 70% of our PBWM business grew 7%. And wrong that, if you look astatine nan cards businesses, they grew double-digit revenues successful nan past 2 quarters. So beardown momentum.

So arsenic we're exiting. We exited 2022 pinch beardown momentum. We are getting into 2023 pinch beautiful beardown momentum. January was a bully period successful position of nan momentum continues crossed those dimensions. We talked astir spends, interest-earning balances, et cetera. So that's continuing.

On nan wealth, obviously, nan macros were we had immoderate adverse macros past year. Asia was much impacted than nan remainder of nan regions. If I look astatine extracurricular Asia, we grew revenues 3% contempt nan macros. And past now that successful nan past fewer weeks and months pinch Asia opening up, pinch China and Hong Kong opening up, we are starting to spot customer activity picking up very nicely there.

So we consciousness confident. We consciousness assured fixed that we're exiting 2022 strong, we're entering 2023 pinch a bully momentum pinch nan Asia opening up connected nan wealthiness broadside and pinch nan U.S. user being resilient, we consciousness assured connected nan targets that we person for nan mean term.

Ebrahim Poonawala

Got it. That's bully to hear. I cognize we person a fewer minutes, wanted to conscionable unfastened nan room and spot if anyone successful nan room had a question. If so, please raise your hand. But if not -- spell ahead, yes.

Unidentified Analyst

You're talking astir having a awesome world offering, and that benignant of could beryllium absorbing why if you person for illustration a world progressive customer who is walking nan globe. Very bully to person that Citigroup slope account. But you besides arsenic Citigroup arsenic a whole, is closing countries, 1 aft nan other. So you're becoming little world each minute. So is that a problem for you? Or do you conscionable woody pinch it?

Anand Selvakesari

So from a wealthiness business perspective, arsenic you tin see, nan measurement we constructed nan -- our strategy is astir -- truthful that's U.S. and past we person wealthiness hubs. So typically from wealthiness business, these are clients who are fundamentally investing successful their territory aliases offshore, right? And they could besides person booking centers extracurricular their regions.

So Hong Kong is nan wealthiness hub covers nan China region, you person Singapore covering nan Southeast Asia region. We person UAE covering nan Middle East region, we person European presence, and we person -- truthful we are beautiful good covered. We don't spot that arsenic a disadvantage astatine all. In fact, it's -- it conscionable gives america this bully world link that we have, and these are each nan centers that typically able individuals really [indiscernible] We person booking centers successful Luxembourg, successful Geneva, successful London. So we don't spot that arsenic a disadvantage astatine all.

Ebrahim Poonawala

I conjecture -- spell ahead, yes.

Unidentified Analyst

Are you looking to summation nan financial advisers successful nan United States? And if so, do you envision that being successful nan branch offices aliases successful immoderate type of centralized location wherever their businesses referred to them?

Anand Selvakesari

Yes. Sure, absolutely. We person been already expanding our financial advisers, and we're going to some connected nan backstage slope broadside arsenic good arsenic Citigold side, some bankers. So basically, nan measurement we look astatine customer advisers, our bankers, finance counselors and besides financial advisers. So we person been increasing them, and we person plans to turn astatine slightest astir 10% compounded maturation successful nan adjacent -- successful nan mean term, and they will beryllium sitting successful different places.

I mean, location are folks who beryllium successful nan offices that you centralized agency and nan folks are going to beryllium attached to branches. Absolutely. And that's an important portion of our strategy to build standard that you request to put successful talent and particularly successful nan customer adviser.

Unidentified Analyst

One of your -- 1 of nan largest wealthiness head precocious has facing immoderate issues and they person a beingness successful Asia arsenic well. Did you spot immoderate use of their troubles benefiting you for illustration successful position of nan customer flows?

Anand Selvakesari

See, usually, yes, I mean, I won't talk specifics. And generally, what we do is spot these type of opportunities count wherever you do person talent that's disposable and you besides person clients who are looking for alternatives. So yes.

Ebrahim Poonawala

I conjecture possibly conscionable to wrap it up. Anand, 1 mobility I had was, I deliberation you started Citi astatine 1991? So you must person started astatine 10, I think, erstwhile you were 12? But conscionable springiness america some, evidently Citi has gone done a lot, for illustration investors person looked seen nan past 2 decades. You worked pinch Jane for a agelong time. I deliberation nan past twelvemonth was a large time successful position of update. Give america a consciousness of -- I deliberation nan mobility you often get asked is why is this clip different for Citi? I mean I deliberation you person an awesome vantage constituent to reside that question. So why is this clip different?

Anand Selvakesari

Yes. You conscionable called retired my age, I've been present excessively long. And I've seen a lot. So it is very different. And I'll show you why, and not because I'm sitting here, but I'll show you why it is really different. It starts pinch nan strategy first.

I deliberation we now person a very clear strategy. That's a starting point. We person 5 halfway businesses that we're going to attraction on, and that business has played to our strengths, right, nan world footprint, world web and a simplified model. That's an important starting point.

The 2nd point that astir apt you each will not spot is that there's a immense consciousness of urgency wrong nan statement to execute and to present connected it. And immoderate of nan things, which you'll spot externally is nan velocity astatine which we are doing -- getting our divestitures done, right, of nan velocity astatine which we are doing. So there's a large consciousness of urgency successful nan front.

The 3rd thing, which I've been for a agelong clip here, we are this clip astir making each nan correct investments. No, we had underinvested successful infrastructure exertion successful nan past. We're making those correct investments to go a modern and businesslike bank, which is simply a small different from nan past.

The 4th thing, again, it's a very important aspect. There's a large taste alteration that's happening pinch nan Citi, right? Jane is doing nan civilization alteration wherever we request to each activity together, breakdown silos, they're getting nan synergies done, succeeding together, winning together is simply a large mantra there.

And on pinch nan civilization alteration past but not nan least, it's accountable successful ownership. So guidance is held accountable to present and to execute. We person it successful our scorecards. We person it successful our KPIs. We person regular cadence connected really we are measuring and search each of this. So it is really different. So nan clarity, nan purpose, nan urgency, and conscionable nan mindset that we each want to triumph is very different. And nan troops are each rallying down that. So having been successful nan slope for a agelong time, this is really different this clip around.

Ebrahim Poonawala

So we're really excited to spot nan progress. So convey you, Anand.

Anand Selvakesari

Thank you very much.

Editor: Naga

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