The banking Academy
The Asian Banker Diploma Trade & Supply Chain Finance
28-30 January 2013, Dubai
Venue to be confirmed,, Dubai
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Maximise your market share through successfully meeting the trade and supply chain finance requirements of the corporate client in the fast-growing Asian economies.



Maximise your market share through successfully meeting the trade and supply chain finance requirements of the corporate client in the fast-growing Asian economies.

All over the Asia region, economies are growing at a very fast pace. Across all industries, corporates of every size and type are seeking to take advantage of these favourable conditions to grow their business volumes both domestically and beyond their national boundaries.

Financial institutions in the region form the backbone to this growth upon which the corporates and ultimately the economies rely. Through the trade and supply chain financing services that meet the ever-increasing demands of their clients, the banks themselves can see their own profitability increase alongside that of their clients. The more targeted the products are to the needs of the market, the greater the market share that the banks will have for themselves.

Through this intensive 3-day course, attendees will come away with the necessary expertise to better tailor their service offering to the individual needs of their diverse range of corporate clients.

The format of this 3-day intensive training course will be a mixture of interactive exercises and scenarios, group discussions, real case studies, focused tuition, and practical problem-solving.
• Each section of this comprehensive programme will be supported by individual and group exercises and case studies

• Limited class size: Class size is limited to 30 delegates to ensure effective one-to-one interactivity
This programme is designed to achieve the following goals:
• Exploit the growing demands for trade financing solutions in the Asia region
• Learn optimal structuring and use of letters of credit and their variants for waterproof risk management in trade finance
• Identify the risks in international trade and the range of trade finance instruments available to mitigate the risks
• Optimise your use of bonds, guarantees and standby credits to support a project
• Understand the variations of documentation required for letters of credit and their role in your negotiation and overall trade finance strategy
• Increase your share of the burgeoning market for receivables purchasing
This important training is designed to mobilize those professionals responsible for the growth of their institution’s trade and supply chain finance business.
• Trade / Export / Commodity Finance
• Import/Export
• Factoring / Forfeiting
• Supply Chain Finance
• Corporate Banking
• Cash Management
• Treasury Services
• Liquidity Services
• Credit Risk
• Relationship / Account Management
Day 1
8.30 Registration
9.00 Successfully exploiting the growing demands for trade financing solutions in the Asia region
• Examining Asian economic growth and the increased diversification of trade financing needs and options
• What do corporate clients demand from their trade financiers?
• To what extent are trade financing solutions becoming more attractive to Asian corporates and how can we expand on this trend?
• A scrutiny of innovative trade financing solutions and non-traditional structures
• Accurately determining the amount of working capital needed by your clients
• How banks can help manage the liquidity challenges of their corporate clients?
• Exploring the growing use of the Renminbi in trade settlement and the implications for the development trade financing in the region
• Examining the role of Export Credit Agencies in the growing Asian trade finance market
Interactive discussion on current and future demands for trade and supply chain financing across the Asia region
  Morning Coffee
  Focusing on the optimal structuring and use of letters of credit and their variants for waterproof risk management in trade finance
• Import vs export credit lines structuring
• Determining payment options and methodologies
• Acceptance norms and modalities
• Documentary collections
   - Sight collection
   - Term collection
• Effectively managing credit exposure in documentary credits
• Use of red clause letters of credit
• Maximising process efficiencies and risk mitigation
12.30 Lunch
 14.00 …continued
• Best-practice strategies for negotiating the best terms for your trade finance client
   - Understanding the new IC 600 rules and the implications for your negotiation strategy
• Best-practice FX hedging strategies for both your institution and your client
• Determining the best type of LC structure for your clients’ needs
• Mastering the use of transferable letters of credit and back-to-back credits
   - An examination of the features and use of these instruments
   - Competitive credit structuring
   - Risk mitigation and management
Practical case studies of optimal structuring of letters of credit
  Tea break
  Examining the variations of documentation required for letters of credit and their role in your negotiation and overall trade finance strategy
• Financial documents: Bills of exchange, co-accepted drafts
• Commercial documents: Invoices, packing lists
• Shipping documents: Transport documents; Insurance certificates; Commercial, official and legal documents
• Official documents: Licenses, Embassy legalizations, Origin certificates, Inspection certificates
• Transport Documents: Bills of Lading, Airway bills, Lorry/truck receipts, railway receipts etc
• Insurance documents
Practical case studies of use of documentation in trade finance
1700 End of Day One

Day 2
8.30 Registration
9.00 An in-depth examination of the risks in international trade and the range of trade finance instruments available for effective risk mitigation
• A perspective on the developing trade finance environment in Asia and prospects for the future
• Exploring the benefits of trade finance as opposed to balance-sheet lending
• Risk identification, mitigation and management in international trade finance
   - Country and political risk
   - FX risk
   - Counterparty risk
• Understanding the particular risks faced by your client for optimal trade finance structuring
• Identifying the best financing solutions to meet determined risk scenarios
  Morning Coffee
  …continued
• Optimising your use of bonds, guarantees and standby credits to support a trade finance project
   - A focus on the various types of bonds currently in the trade finance market
   - Exploring the role of guarantees in trade finance
   - Understanding the mechanics of standby credits
• Effectively transferring risks to the insurance market
   - How necessary is Political Risk Insurance in today’s environment
   - Benefits of using short-term trade credit insurance
   - Determining the most appropriate types of policy and levels of cover for your needs
   - Options for mitigating counterparty risk
Interactive discussion on current and future risks to international tradeand solutions for risk mitigation
12.30 Lunch
 14.00

Successfully increasing your share of the burgeoning market for receivables purchasing: Forfeiting and factoring
• A focus on best-practice forfeiting and factoring frameworks
• Market and product development
• Customer acquisition and retention
• Pricing strategies
• An examination of the secondary bill market
• Pros and cons of invoice discounting as opposed to full service factoring
• Funding and financing of factoring services
• Effectively managing risk in your factoring services
Practical case studies of industry successes in increasing market share

  Tea break
  Examining countertrade structures and the opportunities for gaining market share
• Exploring the structural differences in countertrade
• Examining the pros and cons of countertrade
• Accurate valuation techniques for countertrading
• What are the opportunities for the trade financier?
• Managing escrow accounts
Practical case studies of successful countertrade structures and deals
1730 End of Day Two


Day 3
8.30 Registration
9.00 Successfully increasing your market share of the expanding supply chain financing market
• What precisely is meant by supply chain finance and how do definitions differ?
• An in-depth examination and assessment of supply chain financing models
• Meeting the challenges of aligning financial and physical flows
• Examining the services provided by non-banking competitors in the developing Asian market-place
• Comparing and contrasting domestic & cross-border supply chain financing
• Understanding and meeting the needs of the client
• Providing cost-effective financing for suppliers
  Coffee break
  …continued
• How do we ensure the stability of the supply chain?
• Structuring a holistic supply chain finance strategy to eliminate silos between finance, procurement and operations
• Opportunities in pre-export finance
   - A focus on the trade flows
   - Risk evaluation
   - Pricing
   - Growing opportunities in securitisation
   - Determining the pre-export finance structures best suited to the client / project
Best-practice case studies: Supply chain finance structuring and management
12.30 Lunch
14.00

Compliance to regulation impacting your trade finance activities
• Impact of Basel III initiatives
   - New risk capital requirements
   - Evaluation and treatment of risk
   - Demands for increased liquidity
• Overcoming cross-border jurisdictional barriers to free trade financing

Mitigating and combating fraud in trade finance
• Examining current and developing trends in trade finance fraud
• Bank risk analysis of fraud
• A focus on the complexities of documentary fraud
• Measures for successfully managing and mitigating fraud
   - Credit checks
   - FX contracts
   - Surveyor inspections
   - Bank guarantees
• Combating money laundering
Practical case studies: Trade finance fraud and fraud management

  Tea break
  An overall round-up and focus on the most important and topical subject areas of the three days
Interactive discussion and evaluation of the key features of the course proceedings
17.00 End of Programme

Alexander Malaket is an internationally recognized specialist in international trade and trade finance. He possesses over twenty years of experience in trade banking and in trade/trade finance-related consulting activities in markets across the globe. He has advised small business, corporate and banking clients, as well as international institutions and government agencies on a wide range of engagements ranging from global strategy to business processes, product and program design and development and public sector policy related to trade and trade finance.

Alexander writes for leading industry publications, and is frequently invited to speak or chair panels at industry events. He is active in developing and authoring training materials, and in delivering training seminars internationally.

This is one of the best-designed programmes to provide Asian financial institutions with the tools and expertise necessary to develop and provide the most innovative and pertinent products and services for maximum competitive advantage in the derivatives market place.

Register today by completing the registration form below or contact Mr Gerald Rubio tel: +65 6236 6514or email grubio@theasianbanker.com for more information.

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What previous attendees say:

"It was a great introduction to derivatives"
Systems Analyst, Schroder Investment Management