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Agenda Overview

Day One: 30th November 2015

9:15 Registration and morning refreshments

10:00 Chairperson’s opening remarks 
  1. Philipp Rossberg, Chief Operating Officer, Euler Hermes
10:15 Presentation Government Keynote Address: How to ensure export strength in challenging times  
  • Challenges and solutions to keep Hermes cover up to date in view of current market developments
  • Highlighting current geopolitical issues for Hermes cover policy
  • How can SMEs profit from Hermes cover?
  1. Dr. Christoph Herfarth, Head of Export Finance and Export Credit, Guarantee Department, Chairman of the Inter-ministerial Committee (IMC), Federal Ministry of Economic Affairs and Energy

10:45 *NEW* On-Stage Interview Contrasting corporate demands and financiers offerings: Is the banking sector well positioned to serve exporters needs?
  1. Interviewers:
  2. Ralf Pepmöller, Director, MAVEG GmbH
  3. Manuel Sánchez Bravo, CFO, GEA Luftkühler GmbH
  4. Interviewees:
  5. Christian Etzel, Executive Director, Head of Export Finance, DekaBank
  6. Stefan Euler, Head of Export Finance Germany, Societe Generale
  7. Knut Richter, Head of International Division, Landesbank Berlin
11:30 Development of a new independent facility in Russia’s Far East: Case Study on Summa Group’s the Vostochny Port
  • Highlighting preferences for more repayment flexibility to allow cash-flow repayment
  • How flexible are non OECD-partners: Scrutinizing cooperation with other ECAs
  • To what extent are exporters providing alternative finance for importers?
  1. Moti Birger, General Director, Open Port of Nakhodka, Summa Group
12:00 Lunch

13:30 *NEW* In-depth topic: Ensuring sufficient export finance cover for internationalized sourcing and production lines
 Presentation Highlighting the internationalization of value chains and resulting challenges for financing transactions
  • Visualizing the change in production locations and product content
  • Addressing challenges of local content needs and growing difficulty to meet requirements
  1. Gernot Bruch, Head of Export & Project Financing, Linde
13:45 Presentation How is Euler Hermes adapting policies to ensure support for exporters
  • Planning ahead: To what extent have indications for cover prior to bidding processes helped ease local content burdens in the planning process?
  • Solving local content questions through reinsurance? Highlighting cooperation with foreign ECAs to find solutions on cover constraints
  1. Thomas Baum, Underwriting & Risk Management, Head of Division, Euler Hermes 
14:00 Panel Staying competitive: Evaluating strategies to enable international sourcing, ensuring cover and keeping prices competitive
  • What is the short to long term outlook for content requirements given intensification of problems with value chain internationalisation?
  • How are other ECAs dealing with limited national content and internationalized production lines?
  • What is needed for the German export market to stay competitive?
  1. Matthias Döhrn, Department Head, Siemens Financial Services GmbH
  2. Gernot Bruch, Head of Export & Project Financing, Linde
  3. Thomas Baum, Underwriting & Risk Management, Head of Division, Euler Hermes
  4. Johannes Nagler, Head of Finance and Export Credit Insurance Department, STRABAG International GmbH
  5. Ralph Lerch, Global Head of Export Finance, Commerzbank, moderator
15:00 Refreshments and networking break

15:30 Panel Limited products: Scrutinizing issues with forfaiting and developing standardised buyers’ credits 

  • Serving niche players’ needs: Highlighting demand for ECA support for smaller transactions and longer tenors
  • Discussing available liquidity at the corporate level and the opportunity of extending credit to importers in-house
  • Willingness or ability: Analysing regulatory restrictions on the bank’s side
  1. Nadine  Holzhausen, Executive Manager Export Finance, CCC Machinery GmbH
  2. Lars Armbruster, General Manager Project and Trade Finance, SMS Group
  3. Michael Sobl, Senior Vice President, WGZ BANK
  4. Dirk Stamer, Senior Vice President, Head of International Business Division, Bremer Kreditbank AG
  5. Manuel Dircks, Berlin Liaison Office, Euler Hermes
  6. Birgitta Heinze, Head of Structured Export Finance, BHF-Bank, moderator

16:30 Presentation How can the private insurance market offer innovation to support exporters and financiers in international transactions?

  • Analysing cooperation models between ECA cover and private risk insurance
  • Highlighting private insurance market shifts towards more flexible tenors and longer term covers
  • Emerging market cover: opportunities of private insurance support in high-risk locations
  1. David Maule, Executive Director - Credit & Political Risks, Arthur J. Gallagher
17:00 Chairperson’s closing remarks followed by drinks reception


Day Two: 1st December 2015

08:30 Morning refreshments

09:00 Chairperson’s opening remarks 
  1. Philipp Rossberg, Chief Operating Officer, Euler Hermes

09:15 Panel Overcoming challenges and requirements of internationalisation for ECA supported project finance

  • Mastering internationalisation: Highlighting sourcing considerations and competitiveness
  • To what extent are increasgly detailled and stricter documentation needs unneccessarily slowing down projects?
  • Discussing cooperation between large and SME players for project finance deals and issues with risk-sharing approaches
  1. Jan-Henrik Rufer, Managing Director, Commercial & Project Financing, General Electric Deutschland
  2. Bernd Rieck, Head of Export & Project Finance, Voith Financial Services GmbH
  3. Dr. Dietrich F. R. Stiller, Partner, Clifford Chance
  4. Ulrich Schulte Lünzum, Head of Department Project Finance, Euler Hermes
  5. Werner Schmidt, Head of Structured Trade & Export Finance Germany, Deutsche Bank

10:00 Keynote Presentation: Ensuring German export strength through Mittelstand trade  

  • Hidden champions: Highlighting the continued importance of German niche players for the country's export success
  • Assessing financing accessibility for German SMEs
  • To what extent is are SMEs sufficiently supported in terms of ECA guarantees?
  1. Mario Ohoven, President, German Association for Small and Medium-sized Businesses (BVMW)
10:30 Refreshments and networking break

11:00 *NEW* In-depth topic: Looking ahead: What are the key expansion markets for German exporters?
Presentation Russia: Implications of political tensions with a traditional trading partner 
  • Identifying political and economic indicators to look out for when assessing exporter market outlook
  • How likely is a further tightening of political tension and economic restrictions?
  • Where will future risk come from and can insurance help to ease uncertainty? Assessing political and credit risks
  1. Prof. Dr.  Rainer Lindner, CEO, Ost-Ausschuss der Deutschen Wirtschaft
11:30 Audience-Response System: Where do delegates see potential for future exports?
  • Interactive session to gauge audience perception on which markets have shown strongest growth in the past as well as where delegates expect most potential going forward. Benchmark yuor expectations agan those of yourpeers!
11:45 Presentation An economist’s analysis: Shifting trade flows and opportunities for German exporters
  • Global market data snapshot: Which markets are outperforming?
  • Highlighting automotive, machinery & equipment and life sciences exports: Which geographies provide opportunities for the key German export industries? 
  • Changing trade flows: Impacts of South-South and Asian trade flows on export opportunities for Germany
  1. Prof. Dr. Henning Vöpel, CEO, Hamburgisches WeltWirtschaftsInstitut

12:15 New Roundtable discussions: How to expand business in the following export markets?

  • Delegates willbreak up into smaller groups and discuss challenges of specific markets in more detail. Sessions are led by a moderator who will introduce the main trends within the specific geography and guide discussion thereafter. 
  • Markets to discuss:
  1. Africa: To what extent has amended regulation of the African market and increased Euler Hermes’ support helped boost export activity to the continent?
  2. South-East Asia: The destination market to watch?
  3. Iran: Are players prepared for post-sanctions business opportunities?
  4. Claudia Steiger, Export finance Expert
    Reiner Jahn, Export Finance Broker, RJF Finanzdienstleistungen
  5. Light at the end of the tunnel for Latin America? Discussing future prospects in the region
    Eugenio Cavenaghi Managing Director, Head of Trade, Export & Supply Chain Finance Germany, Austria and Switzerland,  Santander
  6. Middle East: Overcoming concerns and building strong business partnerships
  7. Infrastructure requirements and export opportunities in Africa
    Dr. Dietrich F. R. Stiller, Partner, Clifford Chance

13:00 Chairperson’s closing remarks followed by lunch and close of conference