6th Annual
Middle East
Trade & Export Finance
Conference 2009
February 24-25, 2009
Jumeirah Beach Hotel
Dubai
UAE
2008 Comments
“Excellent conference, very informative
and lucid.”
“Very interesting topics, important
networking opportunities.”
Bhatia Madhuzal, Arveen General Trading
Rabih Blienk, NBAD (Suisse)
“Excellent conference, with very good
opportunities to network with other
professionals and bankers.”
Jaikishin Godwani, Sony Professional Solutions
Sponsors:
Lunch Sponsor:
Lead Sponsor:
Drinks Reception Sponsor:
e
Supported by:
Middle East
Trade & Export Finance
Conference 2009
–The region’s premier annual trade finance gathering–
Day One: Tuesday, February 24, 2009
08.15 Registration and coffee
09.00 Chairman’s opening remarks
Asif Raza, Head, Treasury & Securities Services (TSS) for MENA, JPMorgan
Supply Chain Solutions
09.10 Keynote: Dubai – at the centre of the new world order
Invitation to: HE Sheikha Lubna Al-Qasimi, Minister of State for Foreign Trade, UAE
09.30 Economic outlook for the Middle East and
global trade flows
Florence Eid, Managing Director, Middle East & North Africa, Passport Capital
• Can the Middle East avoid the global slowdown?
• Is it prudent to introduce a decoupled GCC currency now?
• How long will the recession/downturn be, which industries and countries will be affected more?
• Forging new relationships, leveraging the region’s geopolitical strengths
10.00 Liquidity panel: evolutionary structured trade solutions for banks and corporates
Moderated by: Michael Burkie, Head of Corporate Business Development, Treasury Services EMEA,
The Bank of New York Mellon
Asif Raza, Head, Treasury & Securities Services (TSS) for MENA, JPMorgan
Lakshmanan Sankaran, Assistant General Manager & Head of Trade Finance, Commercial Bank of Dubai (CBD)
Ibrahaim Ghosal, CEO, Gulf Stream Contracting
Dino Skandalis, Senior Executive Officer, INTL Capital
• Impact of the credit crunch on trade and alternative avenues of financing available
• Local vs foreign banks: which are better partners in
a downturn?
• How resilient are these standard structures in times of
tight liquidity?
• Can sovereign wealth funds (SWFs) bridge the short-term credit gap? Will they want to?
• Strategies going forward
10.45 Networking break
11.15 International SME ‘self service’ trade payments
Matt O’Donnell, Director of Business Development, Earthport
• How a tier one European bank is deploying web 2.0 strategies in reducing risk for low-to-medium value
(sub-US$50,000) payments
• What strategies are being used to regain ground from non-bank players?
• How to leverage existing local channels to achieve international reach
• Overcoming the internal investment case to launch new generation services
11.45
Panel discussion: supply chain financing (SCF) within the Gulf
Moderated by: Eric Sepkes, Chairman, Gresham Computing
Jeremy Shaw, EMEA Global Trade Services Head, JPMorgan
Dominic Broom, Head of Business Development, Treasury Services EMEA, The Bank of New York Mellon
John Mitchell, General Manager & SVP - EMEA,
S1 Enterprise
Tan Kah Chye, Global Head of Trade Finance,
Standard Chartered Bank
Digby Bennett, Regional Sales Director, ME, Africa and Australia, China Systems
Vinayak Joshi, Manager for Finance and Compliance,
Essar Steel
• Integrating the physical and financial supply chains
• Impact of the sub-prime crisis on SCF initiatives
• Technology adoption and availability within the region
• Who are better suited for SCF in emerging countries – local or global banks?
• How do standard Middle East supply chain management practices vary from the established model?
• What are the relative roles of specialist third party service providers versus traditional banks?
• How can solutions be developed to support multiple tiers in a supply chain versus the traditional one-tier approach of reverse factoring?
12.40 Industry standards in the supply chain
Digby Bennett, Regional Sales Director, ME, Africa and Australia, China Systems
• XML emergence
• ISO20022 and Swift messaging
• Maximise revenue in open account processing
• TSU Release 2 functionality
13.00 Lunch hosted by Commercial Bank of Dubai
17.30 Successful dispute resolution and recovery
Tony George, Partner, Political Risks, Ince & Co
• The contract
Risk Mitigation & Insurance
14.30 Trade facilitation in the MENA region
David Venediger, Country Manager, Coface Middle
East Services
15.00 Export credit agency (ECA) panel: underwriting trade and investment to the region
Moderated by: Samir Sahu, Head of Transaction Banking, Emirates Bank
David Venediger, Country Manager, Coface Middle East
Khemais El- Gazzah, Director of Underwriting, Islamic Corporation for Insurance of Investments and Export Credits (ICIEC)
Hany Ellatief, Credit Insurance Manager, Export Credit Insurance Company of the Emirates (ECIE)
Alaa Gouda, General Manager, Export Credit Guarantee Company of Egypt (EGCE)
• What is the role of multilateral insurers in the region?
What projects do they get involved in? And is it a big part of their global exposure?
• What is the appetite for risk in the region? Is it project/ sector specific?
• Which territories are particularly problematic?
• What challenges do agencies face when setting credit limits for local companies looking to expand?
• What initiatives are being planned to support future exports within the region?
15.45 Networking break
16.15 Ensuring trade flows in uncertain times
Toby Heppel, Partner, Trade and Political Risks, First City
16.45 Insurance discussion panel:
trade credit and risk mitigation
Moderated by: Jeremy Shaw, EMEA Global Trade Services Head, JPMorgan
Toby Heppel, Partner, Trade and Political Risks, First City
Karim Nasrallah, Managing Director, The Lebanese
Credit Insurer
Shahin Shamsabadi, Associate, MENA Practice,
The Risk Advisory Group
Nila Davda, Senior Executive Officer, Sovereign Risk Insurance (Dubai)
• Credit insurance: availability and practice within the Gulf
• Risk mitigation in the region
• The application of international credit management disciplines in the GCC environment
• Key risks faced by exporters within the Middle East
• The international treaty
• The insurance policy
• Arbitration, litigation and alternative dispute resolution
• Security, enforcement and recovery
18.00 Close of Day One followed by evening reception
sponsored by Trade Bank of Iraq
Day Two: Wednesday, February 25, 2009
08.50 Chairman’s opening remarks
Maninder Bhandari, Managing Director & Head of Treasury Services Sales, MEA, The Bank of
New York Mellon
Islamic Finance in Trade & Export Finance
09.00
Keynote speech: Islamic financing – a better perspective for high finance?
Waleed Al Wohaib, CEO, International Islamic Trade Finance Corporation, (ITFC)
09.30 Trade and commodity structured financing:
an Islamic perspective
Nabil Abdul-Massih, Portfolio Manager, Ancile Fund,
Inoks Capital
09.55
Islamic finance panel: opportunities in the
Middle East
Moderated by: Hani Salem Sonbol, Deputy CEO, ITFC
Abdel-Rahman Taha, General Manager, Islamic Corporation for Insurance of Investments and
Export Credits (ICIEC)
Iqbal Ibrahim Karmally, Head of Trade Finance, Sharjah Islamic Bank (UAE)
Invited: Naveed Ali, Chief of Corporate Banking,
Dubai Islamic Bank
Nabeel Abdul Rahim, Head, HSBC Amanah
Commercial Banking
Mohammed Shaheed Khan, SVP, Islamic Finance Company
• What is leading Islamic trade finance growth in the
GCC region?
• Pricing of Islamic trade finance: how much more should be paid and why?
• What is the development potential for supporting trade to non-Islamic countries?
• What challenges and opportunities lie ahead?
on these fragile markets
10.45 Case study: sharia-compliant structuring – a recent example of export financing
11.15 Networking break
Commodity Financing
11.45 12.25
Harnessing the power of multi-banking in
trade finance
Claire Buchanan, SVP - Global Operations,
Bolero International
• Solving complexity and administrative overheads
• Benefits to corporate treasury and operations
• The importance of bank participation
• The risks and rewards for banks
• Reaping the rewards of trade finance collaboration
12.45 Lunch
Middle East: The World’s Trading Hub
14.15 Afternoon keynote speech: trading knowledge for growth – how Dubai’s exports are
transforming the region
Saed Al Awadi, CEO, Dubai Export
Development Corporation
Bespoke solutions to support the growing number of exports from the Gulf to Africa
Farid Mohammed, Director, Pipal
• Regulatory challenges for cross-border transactions
• Developing supply chain financing for new clients/ territories / sectors
• Dealing with the lack of accessible IT infrastructure
• Impact of the dollar peg and volatile commodity prices Emerging markets panel:
Africa & Eastern Europe – the next frontiers
Moderated by: Sudeb Sabadhikary, CEO, MENA Factors
Speakers to be confirmed
• Forging new trade links and supply routes
• Managing without the usual security of a developed trade services infrastructure
• Redefining risk transfer models and mitigation methods
• Obtaining multilateral support: challenges and benefits
Commodities panel: structured commodity financing solutions for the GCC
Andrew Howell, Assistant GM, Structured Trade and Commodity Financing, SMBC Europe
15.45 Nam Hariharan Sahasra, Managing Director, Falcon Trade Corporation
16.15 Suresh Vaidyanathan, CFO, Platinum Corporation
• Is there more appetite for structured commodity finance solutions due to the current economic conditions?
• Will the volatility continue – the future-stocking vs just-in-time?
• Which regions are most affected by inflation?
And to what extent are richer oil exporting states affected by these fluctuations?
• How much do record commodity prices drive demand for sharia-compliant trade finance in the Middle East?
14.45
15.15
Networking break
Trade and investment opportunities in Iraq
Zaid Mahdi, Vice-President, Business Development, Trade Bank of Iraq
16.40 Panel discussion: new trading partners, challenges and benefits of decoupling from
the west
Moderated by: Bob Deering, Managing Partner,
Ince Al Jallaf & Co
Farrukh Sidiqqi, VP, Corporate Trade, JPMorgan
Zahoor Dattu, Principal Consultant, Bastaki Consultancy
Invited: Salma Hareb, CEO, Dubai’s Economic Zones and Jebel Ali Free Zone Authority
Sreehari Iyer, Director, MENA – Finance,
Essar Global
KV Srinivasan, Chief Financial Officer, Glass LLC
• Emphasis on Gafta partners and intra-OIC trade
(organisation of Islamic conference) • Regional trade facilitation reform and infrastructure investment
• Understanding the local financial infrastructure and credit environment in emerging markets
• Maximising the Middle East’s position in the Africa-
Asia trade corridor
• The implications of the global slowdown
• Controlling the supply chain from importer to exporter and at all points inbetween
17.30 Chairman’s concluding remarks and close of conference
Event details at a glance
Date:
To book:
Email:
Website:
Venue:
February 24-25, 2009
Tel: +44 (0) 20 8673 9666
Fax: +44 (0) 20 8673 8662
events@exportagroup.com
www.exportagroup.com
Jumeirah Beach Hotel
Dubai, UAE
Accommodation
Please reserve your room directly with the hotel.
Jumeirah Beach Hotel
PO Box 11416
Dubai
Tel: +971 4 348 0000
Fax: +971 4 301 6800
Delegates are responsible for the arrangement and payment of their own travel
and accommodation.
Exporta have negotiated a discounted rate at the Jumeirah Beach Hotel. Upon
registration information will be provided on how to obtain this rate. There are
a limited number of discounted bedrooms therefore please book early to avoid
disappointment.
Can’t make the conference?
If you are unable to attend, you may purchase the programme, including
copies of all available speaker presentations, speaker biographies and a
summary report. To order copies, please complete and return the attached
registration form.
Exhibition & Sponsorship Opportunities
If you are interested in sponsoring or exhibiting at this event, please contact
Peter Gubbins on +44 (0) 20 8673 9666.
Exporta Publishing & Events Ltd provides a complete information service for
the global trade, commodity and export finance community – through our
bi-monthly journal, Global Trade Review (GTR), via our regular news email
service, our annual directory The GTR Directory, and with many focused and
specialised conferences and workshops each year.
Exporta also publishes emeafinance, the journal on corporate finance in the
EMEA region.
Exporta approaches the market from an objective and fresh perspective. We
are an independent publishing house that understands the needs and issues
facing practitioners in our market – the corporates, bankers, lawyers, insurers,
brokers and others.
Our experience and contact base within this market is unrivalled. We believe
that focus and experience are the keys for delivering quality events and
publications. For information visit www.exportagroup.com.
GTR is the world’s leading international trade finance magazine, read by and
featuring the market’s key banks, credit insurers, corporates, traders, law
firms, brokers and consultants.
GTR provides timely and in-depth news, leads and analysis on the global
emerging markets trade finance, export finance and risk markets.
Published six times a year, and with an editorial board that reads like a ‘who’s
who’ of leading players in the market, GTR publishes international trade
finance news, views, features, case studies and data that will give you the
edge for business leads and risk mitigation.
This is supplemented by our regular news email service, GTR eNews, the
annual GTR Directory, and by several focused conferences and events around
the world. For more information visit www.gtreview.com.
emeafinance, the complete information source for the finance industry in the
EMEA region, is the only periodical dedicated exclusively to report financial
events, happenings and successes initiated and influenced by the international
financial industry in EMEA .
Launched in April 2008, emeafinance is directed at a broad and relevant
executive level audience.
emeafinance delivers the information that the financial community, its
customers, and suppliers across the EMEA region seek.
‘Three regions, one voice’. emeafinance is part of Exporta Publishing &
Events Ltd. For more information visit www.emeafinance.com.
Terms & Conditions:
1.Bookings can be submitted at any stage prior to the event, subject to availability.
2.Payment must be received in full prior to the conference.
3.All speakers are correct at the time of printing, but are subject to
variation without notice.
4.If the delegate cancels after the booking has been accepted, the delegate will be liable for the following charges:
• Cancellations notified over 14 days prior to the event will incur only an administration fee of £50.
• For cancellations received less than 14 days prior to the event, the full delegate rate must be paid and no refunds will be available.
5.All bookings submitted by e-mail, fax, post or over the telephone are subject to these booking conditions.
6.All cancellations must be received in writing.
7.Exporta Publishing & Events Ltd will not be held liable for circumstances beyond its control which lead to the cancellation or variation of the programme.
Event Sponsors
As an established provider of traditional and innovative web enabled trade
finance solutions, JPMorgan understand how your world is changing. As our
client, you can derive immediate and long-term benefits from our commitment
to innovation and leadership.
Our integrated trade and cash management service offers you the superior
support you need to compete confidently around the world and enable you to
fast-track your business with speed and agility.
The journey to optimal efficiency is not as long as you think.
Destination... JPMorgan. For more information, contact your local
JPMorgan representative or call Jeremy Shaw on +44 207 777 2216.
Visit www.jpmorgan.com/visit/destination
Commercial Bank of Dubai was established in 1969, as a public shareholding
company. The bank was then owned by Commerzbank, Chase Manhattan
Bank and Commercial Bank of Kuwait, with UAE businessmen holding a
minority stake. In 1982, the bank reached a major milestone in its development
when it transformed into a national public shareholding company, with major
operational restructuring and increase in capital base. This represented a major
turning point in the bank’s history when the government of Dubai became a
major shareholder. Over the last 39 years, CBD has developed into a progressive and successful
banking institution offering a full range of retail, corporate and commercial banking
services. It is endowed with a strong financial structure and management, as
well as a loyal and ever-increasing customer base.
Established in 1983 Nationwide Equipment specialises in the sales of new and
used earth moving and road building machinery. With more than 20 years of
experience, Nationwide is recognised as a global and industry leader. As a result
of its success, Nationwide Equipment is the proud recipient of the Presidents “E”
Award given by the US secretary of commerce on behalf of the President for its
outstanding achievements in the export of heavy equipment worldwide, as well
as Chamber of Commerce International Trader of the Year Award and Florida’s
Governor’s Award for Excellence in Exports.
With Nationwide’s 24 acre facility, located in Jacksonville, Florida, its onsite
inventory includes all types of earthmoving, road building and mining equipment.
A reliable multilingual department staff enables Nationwide Equipment to provide
customers with high-quality, used damp trucks, excavators, compactors, motor
graders, backhoes, loaders, cranes and road pavers, asphalt and concrete
plants and crushing equipment. As a result of their efforts, Nationwide delivers
and exports hundreds of machines on a yearly basis to more than 60 nations.
Equipment purchases are facilitated by US Export-Import Bank, whose
programmes help finance the sale of U.S. exports to emerging markets around
the world. Nationwide Equipment delivers to the port or project of your choice,
anywhere in the world. Through its direct relationships with major shipping lines,
Nationwide has preferred access to nearly every African, Middle Eastern, Latin
American and European port.
With its abundant inventory and global resources, Nationwide Equipment is
your solution and alternative to any purchase of heavy construction equipment.
Come and experience the difference!
e
China Systems is the largest trade services solutions vendor in the world with
offices throughout Europe, US, Asia and the Middle East. With more than 200
customers worldwide, China Systems has a growing and loyal, international
customer base.
Established in 1983, China Systems has gained extensive experience in
international banking systems by exploiting the functional adaptability and
development capabilities of Eximbills, its renowned toolkit for trade services
within the banking industry. Eximbills provides support for traditional trade, open
account, supply chain finance, and payments operations.
Apart from our rich technical heritage, we also offer true global product
implementation as well as support and maintenance services. We have worked
with banks to implement our products throughout their global branch network.
China Systems has several alliances with other software vendors and key
organisations such Citrix, IBM, Microsoft, Oracle, and Swift, which has awarded
us SwiftReady Application Labels for Trade Finance and TSU.
The FirstCity trade and political risks practice has 11 staff and is recognised for its
service standards and innovative product development. Trade risk mitigation is
a core activity in a portfolio that includes specialist insurance solutions for crossborder project finance, political violence and asset protection programmes.
The team pioneered insurance programmes for export finance institutions, and
bespoke reinsurance for multilaterals, export credit agencies and private sector
insurers.
The Islamic Corporation for the Insurance of Investment and Export Credit
(ICIEC) was established in August 1994 as an international institution with full
juridical personality, it is rated Aa3 by Moody’s and it is an affiliate of the AAA
rated Islamic Development Bank (IDB).
Its shareholders of its capital 150mn Islamic dinars (equal US$240mn) are the
IDB and 37 countries* which are members of the Organization of the Islamic
Conference (OIC).
ICIEC was established with the objective to increase the scope of trade
transactions of the member countries of the OIC, and to facilitate foreign direct
investments into these countries, and to provide reinsurance facilities to their
national export credit agencies (ECAs). ICIEC fulfils these objectives by providing
appropriate Islamic sharia-compatible credit and country risk insurance and
reinsurance instruments.
ICIEC’s business activities have witnessed a steady average increase of 60% per
year, and have exceeded the targets set in its Strategic Five-Year Plan for the
period 2005-09. www.iciec.com
More than 100 banks and 3mn consumer, small business, and corporate
users worldwide rely on S1 Enterprise solutions to access and manage their
financial information. An independent division of S1 Corporation (Nasdaq:
SONE), S1 Enterprise is a leading provider of integrated banking solutions
that deliver financial service providers a holistic view of their customer via a
common technology platform regardless of delivery channel – branch, call
center, internet, or voice.
Additional information about S1 Enterprise is available at
www.S1Enterprise.com
Event Sponsors
Coface Emirates Services is a subsidiary of Coface Group (Natixis subsidiary)
a world leader information, receivables management, credit insurance and
receivable finance employing more than 7,000 people serving 105,000
customers in over 65 countries.
The company provides the following local services:
1) Business information
•Business credit reports worldwide.
•@rating credit opinion on individual companies.
2) Quality labels: Internationally recognised certificates showing company’s financial soundness.
3) International debt collection for commercial debts (B2B), amicable and legal collection services.
The Bank of New York Mellon is a global leader in the provision of services that
enable banks, non-bank financials, corporations and public sector institutions
to move and manage their assets in more than 100 countries worldwide. We
have a long tradition of collaborating with clients to deliver innovative solutions
through our core competencies of transaction processing, and working capital
management.
Our solutions and approach to service delivery, are recognised as being
market-leading. We are committed to working in partnership with our clients to
understand their needs, apply our expertise, tailor our products, and deliver a
cost-effective and flexible service.
For more information, visit:
www.bnymellon.com/products/treasuryservices
Ince & Co is an international law firm with over 80 partners. The firm has offices
in Dubai, Hamburg, Hong Kong, Le Havre, London, Paris, Piraeus, Shanghai
and Singapore. In Dubai the firm practises as Ince Al Jallaf & Co and, through
name partner Amna Al Jallaf, has rights of audience in the UAE courts. The
firm practises English, French, German, Hong Kong and UAE (including sharia)
law and advises in a number of business areas, including aviation, business
& finance, commercial disputes, energy & offshore, insurance & reinsurance,
international trade and shipping. Underpinning the firm’s advice is a clear grasp
of clients’ commercial needs.
Bolero was founded in 1998 as a joint venture with Swift to deliver a neutral
platform and legal infrastructure to enable paperless trade between corporates
and their banks and logistics service providers.
Bolero is now the dominant multi-bank platform facilitating trade finance
automation between corporates and their banks on a global basis. Of
particularly importance for the Middle East and other key global markets,
Bolero’s trade finance solutions for automation of letters of credit and guarantees
provide consolidation, visibility, predictability and standardisation of the trade
finance process across multiple banking partners.
A rapidly growing number of banks and corporates are live on the
Bolero platform.
Trade Bank of Iraq (TBI) was established in 2003 as an independent governmentowned bank, its main purpose being to act as a catalyst for regeneration of the
economy and banking sector. TBI’s focus is trade finance and it is now one of the
Middle East’s most successful trade banks. The bank has assets of US$6.1bn,
450 employees and six branches.
The ITFC will provide the impetus to accelerate the growth of OIC intratrade through increased geographical coverage of trade finance operations,
strengthening, diversifying its customer base, increasing both the quantity and
quality of the financing being offered. The ITFC will assist in stimulating the
growth of investment opportunities and the flow of private and public capital
and increasing the focus on the private sector as a main driver for economic
development of member countries. The ITFC will widen the scope and coverage
for syndications and co-financing pools. Moreover, the ITFC will provide technical
assistance training and offer advisory services; our raison d’être is to become
a beacon for trade-led development. Operating to world-class standards the
ITFC promotes IDB developmental objectives through its two main pillars, trade
finance and trade promotion, to fulfil its brand promise of ‘Advancing Trade &
Improving Lives’.
The EDC has been established to provide exporters with the services required
to enter or expand foreign markets including trade information, branding advice,
financial, legal and foreign trade representation and access to potential buyers. The EDC will also undertake an advocacy role for exporters in their relations with
government and other relevant agencies through the formation of long-term and
mutually beneficial partnerships.
As an autonomous organisation funded by the Government of Dubai, the EDC
was established in 2006. Our vision is to be a world-class model in assisting
and facilitating exporters by creating an enabling environment for exports and
enhancing the competitiveness of Dubai as a preferred trading partner. Through
our mission, we will identify and effectively and efficiently deliver needed, value
added trade support services to export enterprises in Dubai and the UAE for
accelerated and profitable expansion of their business into foreign markets.
Media Partners
Middle East Trade & Export Finance Conference
February 24-25, 2009, Jumeirah Beach Hotel, Dubai, UAE, Tel: +971 4 348 0000
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