Certified Trade Finance

New, Practical Exercises In Trade Finance!

Certified Trade Finance Specialist The Route To Business Success 17 – 21 May 2009

Mövenpick Hotel, Dubai, UAE

Attend this informative course led by world renowned expert Martin Davies and learn how to: • Develop an in-depth understanding of the key areas in trade financing including methods of payment, financing and how the specific

Who Should Attend?

documentation of trade should be affected

 

This course is designed for both small and large merchants alike. However any manager involved in trade finance who prices deals, establishes contracts, manages accounts receivables or plans cash flow would benefit from this course. In addition, bankers who deal with merchants directly by selling them financial advice and strategies or who seek to understand the various options used in trade finance as well as control risk auditing processes will benefit from this course substantially.

• Manage complex areas of risk with trade failure contract design • Protect yourself against late delivery and non delivery • Engage and implement structures in liquidity and currency management • Ensure maximum upside is gained from the movement of cash across currency zones

• Create a framework for establishing decision making processes • Be responsive to changing positions in both the acquisition of raw materials and the sale of finished goods

• Trade, price trades and set standard profit and loss margins for overall performance monitoring

• Measure market risk and resolve interest rate issues for short-term contracts

Certification

Completion of this course entitles you to receive the ‘Certified Trade Finance Specialist’ qualification. This core qualification, offered by the American Academy of Financial Management, is recognised in more than 145 countries and by 560 business schools worldwide.

Organised By

Official Regional Recruitment Partner

Tel: 971-4-3352437 Fax: 971-4-3352438 Email: [email protected] Web: www.iirme.com/trade

Certif ied Trade Finance Specialist

17 – 21 May 2009

Dear Trade Finance Professional,

Course Timings

Why should you be sharpening your trade financing skill set?

Registration will be at 08:00 on Day One. All five days will commence at 08:30 and conclude at 14:30 with lunch. There will be networking and refreshment breaks at appropriate times.

“The Middle East is considered the largest market for trade financing in the world, in light of the exceptional economical boom this part of the world is going through, which has resulted in several diversified opportunities and challenges that have created an increase in competitiveness in the search for funding sources.” - MENA Financial Network News Trade continues to be a major driver for economic development in the Middle East. However, it is difficult to fund current trading opportunities available in our market with liquid assets alone – especially as liquidity becomes more and more rare in the turbulent times we face. Financing trade solves this problem, but only when executed correctly. After completing this course, you will know how to sharpen your trade financing ability in order to take advantage of trade opportunities while not being taken advantage of by parties involved. We have structured this course to ensure that you will thoroughly learn the material and will be able to implement these techniques and strategies when you return to your office. This interactive course will include many practical exercises to help you absorb key procedures. The insightful content of this course is essential to allowing you and your company to cut through the competitive clutter in trade financing and rise up as a market leader in this lucrative but complex industry. Martin Davies and I look forward to seeing you in May. Yours sincerely, Keith Parker Conference Manager

P.S. Register now to be involved with this exciting, certified course with Martin Davies! P.P.S. Take advantage of our early bird discounts! See back page for details The American Academy of Financial Management The American Academy of Financial Management™, and its subsidiary the European Institute of Financial Management, is the world’s fastest growing professional association with approximately 40,000 members in over 145 countries hosting and organising certification training worldwide and offering exclusive board certification designations to candidates who meet the highest professional standards and assessment criteria. The AAFM was chosen in 2006 by Dubai Financial Market (DFM) to conduct the 7-week professional training component of the Kafa’at Programme for graduates entering the brokerage and trading industry. AAFM also has alliances with the Kuwait Institute of Banking Studies, Dubai Institute of Human Resource Development, Dubai Quality Group, Knowledge Village, and many more. With liaison offices in Dubai, Hong Kong, Kuwait, Singapore, San Francisco, Monterey, New Orleans, Melbourne, Beijing, the Caribbean, India and Europe, AAFM is fast becoming the world’s leading professional association for financial practitioners. The AAFM Executive Designation Programmes also provide the assurance that the holder has met the suggested criteria for graduate credentials set out in the Ibanez US Supreme Court Decision, and are recognised on both the NASD and US Department of Labor websites.

Day One – Sunday, 17 May 2009 Facilitating Trade The first day examines the key areas of trade finance considering the various methods of payment, financing and how the specific documentation of trade should be effected. Overview Of International Trade A complete overview of the entire process for trade is delivered so that a framework or straw man model can be established and evolved for the remainder of the course. Methods Of Remittance Relationships between the principal parties are described and the process flow for trade is established outlining the traditional model for fund transfer. Payment Models Discuss the building of primary remittance model cash terms, documentary credits, documentary collections, open accounts and consignments in further detail, highlighting the risks between each party. Documentation Collection The various documents are described using examples. Conditions are outlined for release of such items. The relevant legal exposures within contracts are outlined and methods for handling partial payments, avalising and consignment of goods to banks is explained. Letters Of Credit Different types of letters of credit are fully explained taking into account payment, acceptance, deferral and negotiation. Workshop Different business models with examples are delivered. You are encouraged to identify the specific issues with each different structure.

Day Two – Monday, 18 May 2009 Semantics Of Trade Finance The second-day advances the course further by looking at some of the more complex areas of trade failure contract design, the types of risks such contracts are designed to manage and methods for protection against late and non delivery. Types Of Export Finance Factoring and invoice discounting with consideration of fees, commission and variable facility costs are built up in a model showing the benefits of many approaches. Additional Instruments The course progresses to show forfeiting approaches and benefits. A comparison of a forfeit transaction against a letter of credit is delivered. Transport Documents UCP 500 Multi-modal transport documents are described and bills of lading are explained. Policy certificates are also investigated as examples of cover. Example Legal Cases Examples of the rules for collection are described showing how protests can be managed and trade breaks resolved. Theory is shown through examples.

Tel: 971-4-3352437 Fax: 971-4-3352438 Email: [email protected] Web: www.iirme.com/trade

Workshop An interactive walkthrough of legal cases and best practice for issue resolution. Contract Bonds And Guarantees Tender/bid, bonds, performance bonds, retention guarantees, bail bonds, surety bonds and indemnities are described using examples for ease of learning.

Day Three – Tuesday, 19 May 2009 Liquidity Management, Currency And Structures A special focus on liquidity management, currency and the types of structures that should be engaged by a trade finance firm to ensure that maximum upside is gained from the movement of cash across currency zones. Treasury For Trade Finance Trade finance has specific requirements that need to be met from a cash management perspective. An approach for configuring the financial function to trade finance to maximise working capital is outlined. Resolving Liquidity Problems The treasury function is clearly defined, best practice approaches for liquidity management are shown and examples are given. Strategies For Short Term Debt There are many different methods for managing liquidity gaps, one of which is using debt instruments. A set of common instruments are chosen and the structures are shown. The instruments are then compared in a case study to show which is the most cost effective. Risk Management – Forex I Even with effective trade, risk in currency conversion is ever present. Key methods for pricing such exposures into contracts and the methods of creating forward exchange contracts are outlined using a diagrammatic model. Risk Management – Forex II You will be shown how to use options and swaps to reduce currency exposure with several sets of examples.

Day Four – Wednesday, 20 May 2009 Internal Trade Finance Focus A specific focus on how to run a trade finance business internally by creating a framework for establishing policy decision making processes, exploring how to benchmark such policy networks and becoming responsive to changing positions in both the acquisition of raw materials and the sale of finished goods. Controlling Trade Finance Risk Outside traditional delivery failure, an exploration into the types of instruments (such as insurance) for controlling trade break is presented. Insight into capturing fraud and formalising a control set to monitor risks at different level sets is discussed.

Workshop Set up a best practice policy framework for managing trade finance projects taking into account KPI and workflow sessions. Islamic Finance A look at the products that allow Islamic finance structures to be used in the context of trade finance. This session is delivered with examples that show the strength of Islamic finance.

Day Five – Thursday, 21 May 2009 Capital Markets, Trading And Performance Monitoring On Day Five, a specific emphasis is placed around capital market processes, how to effectively trade, price such trades and set standard profit and loss margins for overall performance monitoring. Techniques for measuring market risk and for resolving interest rate issues for short term lending contracts are explained in detail. Commodity Trading Discuss how to trade commodity products either through an exchange platform or over the counter. Why are such instruments important for businesses in trade finance? Commodity Benchmarks With trading systems enabled, there are many ways to measure and hedge against price volatility. The techniques for achieving these goals are explained. Resolve Interest Rate Issues Many businesses have problems with short and medium term debt due to fluctuations in interest rates. Methods for hedging and swapping interest rate risk are explained with instrument examples. Calculating Market Risk How can risk be calculated and valued from a financial perspective for each individual class and instrument set? What is the price of risk throughout your business and how are such numbers aggregated to assign an overall cost to delivery of trade finance? Consortiums Establishing consortiums, detailing different types of working arrangements and debt sharing/payment models are discussed using diagrammatic formats for ease of comprehension. Workshop A full running consortium with a multi-payment model is built up in stages showing the legal layer, the risk layer, the delivery layer and the financial baseline.

Meet Your Expert Course Leader Martin Davies is a leading principal consultant and a specialist financial risk manager for Causal Capital. He has extensive experience across the financial, utility and energy sectors with over ten years background constructing best practice frameworks for allowing businesses to manage their risk more effectively. He is an accredited financial specialist and a journalist for PRMIA, the global risk organisation. In addition he has worked both inside and outside the banking environment and can explain trade finance from both sides of the game.

How To Audit Trade Finance Many banks struggle to audit this process and auditors are often confused by the paper trail against underlying transactions. A way to improve auditing effectiveness for trade finance controls is shown. The Role Of Staff Workflow The full workflow between each staff member and their roles and authorities during the trade is explained. The escalation levels for trade breaks, fraud checking and auditing are also outlined in an eco-system type model. Key Performance Indicator Set What is a key performance indicator set for trade finance? How can specific trade finance projects be taxonomically ordered so that benchmarking can occur and policy be designed against unsatisfactory indicator values?

Forthcoming Relevant Events BC2925

Senior Executive Finance 15 – 19 March 2009

BC2932

Certified Project Finance Specialist 29 March – 2 April 2009 www.iirme.com/cpfs

www.iirme.com/sef

For more information on any of the above events please contact us on Tel: 971-4-3352483 or email: [email protected]

Tel: 971-4-3352437 Fax: 971-4-3352438 Email: [email protected] Web: www.iirme.com/trade

Certif ied Trade Finance Specialist

IIR Middle East certified by

17 – 21 May 2009 • Mövenpick Hotel, Dubai, UAE

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971-4-3352438

[email protected]

IIR Holdings Ltd.

GCS/IIR Holdings Ltd.

PO Box 21743, Dubai, UAE

P O Box 13977, Muharraq, Kingdom of Bahrain

www.iirme.com/trade For further information and Group Discounts* contact 971-4-3352483 or email: [email protected] *Group discounts are only applicable on the full event price

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US$ 4,750

If you have eight or more delegates who need this training, contact IIR In-House on 971-4-3352439 or [email protected] Course fees include documentation, luncheon and refreshments. Delegates who attend all sessions will receive a Certificate of Attendance.

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A confirmation letter and invoice will be sent upon receipt of your registration. Please note that full payment must be made upon receipt of the invoice and prior to the event. Only those delegates whose fees have been paid in full will be admitted to the event. You can pay by company cheques or bankers draft in Dirhams or US$. Please note that all US$ cheques and drafts should be drawn on a New York bank and an extra amount of US$ 6 per payment should be added to cover bank clearing charges. All payments should be made in favour of IIR Holdings Ltd.

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Mövenpick Hotel, Dubai, UAE Tel: 971-4-3366000

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