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Agenda Overview

Tuesday 13th September

17.30 Icebreaker Cocktail Reception

Day One 14th September

Plenary sessions

“Innovation and market developments”
The theme of day one will be innovation and market developments.

Industry figure heads and thought leaders will be tasked with shaping the future of the market through a series of keynotes and plenary sessions.

To ensure that critical issues affecting your business are fully addressed, we will be asking you as the audience to help shape the agenda on this day.

08.00 Italian Breakfast Briefing

Join us for breakfast and a key update from government officials and stakeholders on one of the fastest growing export finance markets in the world.

  • Product updates from SACE, CDP and SIMEST; equity programmes, interest rate swaps, refinancing schemes
  • How are these institutions aligning to support Italian exports?
  • Gauging the reaction of key Italian exporters reacting to these developments
  1. Professor Fabrizio Pagani, Head, Office of the Minister of Economy and Finance, Italy
  2. Salvatore Rebecchini, Chairman, SIMEST
  3. Gian Piero Cutillo, Chief Financial Officer, Leonardo-Finmeccanica
  4. Alessandro Decio, CEO, SACE

08.15 Registration and Coffee

08.50 Welcome Address

  1. Mark Downie, Event Editor, Euromoney Seminars

  2. Emma Hughes, Executive Editor, Trade Finance

09.00 Chairman’s opening remarks

09.10 What does secular stagnation imply for developed and emerging market growth, and global trade performance?

  1. Goolam Ballim, Chief Economist and Global Head of Research, Standard Bank

09.40 Helping SMEs embrace globalisation

  1. Nicolas Dufourcq, Chief Executive Officer, Bpifrance

10.00 Global export finance community: Strategic market snapshot 

With all the key industry participants in one place, Trade Finance’s annual market snapshot serves as the industry benchmark not only for the conference, but also the future, delivering proprietary data to help shape strategic decision making.

  1. Emma Hughes, Executive Editor, Trade Finance

10.15 Morning refreshments and networking break

    11.00 Structuring multi sourced deals: Will ECAs react and adapt to evolving supply chains and working capital demands?

    • Defining national interests and content: Should it be based on tax receipts, GDP or softer measures?
    • What are ECAs doing to support supply chains and sub-suppliers?
    • Aligning frameworks and agreements between different ECAs
    1. Timo Zacharias, Global Trade Finance Director, CIS, Europe & NAME, John Deere Financial
    2. Leonid Parnes, International and Structured Financing, Aldesa
    3. Stephan Naber, Senior Underwriter, Atradius
    4. Anna-Karin Jatko, Director General, EKN
    5. Ralph Lerch, Chairman, Export Credit Working Group, The European Banking Federation
    6. Moderator: Hans-Peter Busson, Global ECA Coordination Leader, EY/AHB

    11.45 ECA product review: How are new entrants and products affecting the bank collaboration model?

    • What will the rise of alternative lenders mean for export finance? How will banks define themselves and react?
    • How will banks adapt to negative interest rates?
    • Assessing the impact of new product schemes and offerings on the bank collaboration model; interest rate schemes, term loan B, refinancing schemes, untied schemes and securitization guarantees
    1. Mr. Sung-Hoon Hong, Chief Representative for Europe Region, Export-Import Bank of Korea
    2. Beatriz Reguero, COO, CESCE
    3. Stephen Wilhelm, Regional Vice President – Europe, Middle-East and Africa, International Business Development, EDC
    4. Fabio Rescalli, Head of Marketing, SACE
    5. Louis Taylor, CEO, UKEF
    6. Masaru Kanke, Chief Representative for Europe, Russia & CIS, Middle East & Africa Region, NEXI
    7. Moderator: Anne Crepin, Deputy Head of Export Credit, SFIL

    12.45 Lunch
    14.00 Global Head’s Town Hall
    In this format, the brave will take to the stage with no set panel and no set agenda to answer crucial questions affecting export finance. We will be asking you, the audience, to shape the agenda before the conference and on the day.

    1. Valentino Gallo, Global Head of Export Finance, Citi Bank
    2. Peter Luketa, Global Head of Export Finance, HSBC
    3. André Gazal, Global Head of Export Finance, Crédit Agricole Corporate & Investment Bank
    4. Erik Hoffmann, Global Head of Export Finance, Santander
    5. Jonathan Joseph-Horne, Global Coordinator, Export & Agency Finance, SMBCE
    6. Moderator: Susanne With, Senior Advisor Corporate Communications, EKN

    14.45 Creating a more commercial exporter and borrower ECA product: What is achievable?

    • How is the rationale for ECAs changing?
    • Is it desirable to harmonise the de facto and de jure conditions governing ECA activity, given the different economic positions and objectives of sponsoring governments?
    • Product suite: Will ECAs have to be more creative in their function?
    1. Fabio Fritelli, Group Finance Vice President, Maire Tecnimont
    2. Marcus Dolman, Assistant Vice President – ECA & Sales Finance, Rolls-Royce Capital
    3. Gernot Bruch, Vice President, Head of Export & Project Financing, Linde AG
    4. Brigitte Brüngger, Assistant Vice President – Senior Financial Advisor Export & Trade Finance, ABB
    5. Vineyesh Sawhney, Head of Financial Resources and Senior Vice President – Finance, Reliance
    6. Moderator: Emma Hughes, Executive Editor, Trade Finance Anayltics

    15.30 Afternoon refreshments and networking
    16.00 To what extent is the market seeing a deterioration in the underlying credit quality? How will the market react to restructuring and distress?

    • Are banks and ECAs pricing deals irresponsibly in light of market conditions?
    • Identifying risk hot spots: Country downgrades, defaults, claims, and political instabilities
    • Navigating restructurings and distress scenarios: What happens when an ECA renegades on a commitment?
    1. Unni Tenold, Chief Credit Officer, GIEK
    2. Topi Vesteri, Deputy CEO, Group Chief Credit Officer, Finnvera Plc
    3. Nabil Jijakli, Deputy CEO, Credendo Group
    4. Hendrik Holdefleiss, Underwriting & Risk Management, Head of Division, Euler Hermes
    5. Nuria Gorog, Senior Vice President – Head of Credit & Political Risk, Continental Europe, Zurich
    6. Moderator: Richard Evans, MENA Head Export & Agency Finance, Treasury & Trade Solutions, Citi

    16.45 The digital transformation of trade and export finance: How are digital solutions affecting trade flows and funding patterns?

    • Surveying digital solutions in trade finance: Can these be applied to medium and long term trade finance?
    • Achieving client centricity: What internal systems are being upgraded to improve efficiency and accessibility for clients?
    • Capitalising on “Big Data”
    • What is the Blockchain revolution, and what will it mean for KYC, payments and banks?
    1. Jacco de Jong, Managing Director, essDocs Consulting
    2. David Hennah, Head of Trade Finance, Misys
    3. Matti Malminen, Director, Trade & Export Finance, Konecranes
    4. Christina Christenson, Director Customer Finance Development, Volvo Trucks
    5. Paul Mallon, Head of Customer Engagement & Legal, Bolero
    6. Moderator: Philipp Rossberg, Chief Operating Officer, Euler Hermes

    17.30 Financing the exports of knowledge and non-core services/industries 

    • Identifying growth sectors such as robotics, genetics and cybersecurity
    • How do you consolidate these sectors within the conventional pre conditions of national interest and content?
    • What legal and constitutional amendments are needed for ECAs to support these sectors?
    1. Helene Walsh, Vice President of Policy Analysis, Office of Policy and Planning, US-EXIM Bank

    18.00 Chairpersons closing remarks followed by cocktail reception

    Day Two 15th September

    08.50 Morning refreshments

    Global Pavilions

    “A marketplace for deal making and learning”

    This new format will see the conference room transformed, combining the break out areas, content, business lounge, and networking areas into one fluid and dynamic space for networking and learning.

    Anchored around a revamped business lounge, the pavilions will host a series of thematic, regional, and sectorial workshops.

    Navigate the global export finance world, close a deal and design your own agenda. 

    Pavilion 1: Around the world

    Asia

    09.25 Regional snapshot: A look at trends in Asia's competitive export finance market

    Antero Ranta, Director, Project & Export Finance, ANZ

    Americas

    09.45 Different structures and considerations for financing category zero borrowers

    Giulio Dal Magro, Head of Heavy Industries, SACE

    10.15 The evolving landscape for Canadian exports: Roles for ECAs & banks

    David Guy, Senior Vice President, EDC

    10.45 Free flowing networking and coffee break

    11.15 A review of the Latin American export finance market

    • Will Argentina free itself of its default history to attract international finance?
    • Analysing the Brazilian and Mexican export finance markets

    Rocío Uriarte, Senior Underwriter & Head of International Relations, CESCE
    Henrique de Azevedo Avila, Head of Business Development, Africa, BNDES
    Moderator: Vitor Gabrielli, Head of Export Finance Americas, HSBC


    Europe

    11.45 Understanding the evolving French mandate

    Pierre-Marie Debreuille, Deputy Head of Export Credit, SFIL
    Maëlia Dufour
    , Head of International Division, COFACE
    Moderator: Florence Gaymard, Managing Director Corporate Clients France, Crédit Agricole Corporate & Investment Bank

    12.15 Lunch

     

    13.30 When will Russia and the CIS return as a key market for export finance? What are the preconditions for these regions? 

    Dina Merkulova, Director, Financial Institutions & ECAs, Alfa-Bank
    Ferdinand Schipfer, Head of Department, OEKB

    14.00 Assessing the outlook for German export finance: How are exporters reacting to retrenchment of core destination markets?

    Andreas Mayer, Senior Director, Head of Sales Trade & Export Finance, Bayerische Landesbank
    Andreas Hutzler
    , Senior Manager, Voith Financial Services

    Pavilion 2: Sector zone

    Aviation

    09.15 Is liquidity drying up for aviation finance? Will this drive demand for ECA finance?

    Marcelo Santiago, Managing Director, Sales Finance, Embraer S.A.
    Kristen Habenicht
    , Director, Strategic Regulatory Policy, Boeing Capital Corporation

    09.45 Exploring nonstandard ECAs structures such as Islamic finance, bonds, and on-lending

    Gordon Welsh, Head of Business Group, Underwriting, Product Development, New Business, UKEF
    Philip Lewis
    , Head of Export Finance – Transportation, HSBC

    10.15 Are ECAs needed given the nature of the asset class?

    Cathal Kyle, Customer Finance Director, Airbus

    10.45 Free flowing networking and coffee break

     

    Shipping

    11.15 To what extent is the current parlous state of the market affecting the ability of ship owners to raise finance? Are there distress situations on the horizon?

    Francesco Verschuren, Customer Finance Manager, Damen
    Solveig Froland, Director, Shipping, Yards, and Offshore Projects, GIEK
    Stelios Fragkos
    , Director, AlixPartners
    Moderator: Erwin Boon, Executive Director, Global Export Finance, Debt Solutions, ABN AMRO

     

    Infrastructure and energy

    11.45 Are sponsors receiving more attractive terms in the commercial bank market for infrastructure and energy projects?
    Francisco Aguilera, International Finance Director, Isolux Corsán 

    12.15 Lunch

    13.30 A look at developments in energy & infrastructure: Project finance from an EPC contractor's perspective

    Dorus Everwijn, Director Project & Export Finance, CB&I

    14.00 How are ECAs viewing construction and merchant risk?
    Michael Whalen, Vice President, Project & Structured Finance Division, Export-Import Bank of the United States

     

    Pavilion 3: Technical Zone and Think Tank

    9.15 KYC and compliance: Assessing and accepting clients

    • What do banks and ECAs need to know from their customers?
    • Dealing with difficult countries, sectors, and SMEs
    • A look at digital and practical solutions: KYC.com, Blockchain

    Arthur Duerhager, Compliance Department, KfW IPEX-Bank

    09.45 A critical update on sanctions and operational concerns

    • Update on Russia:  Will banks support deals with the right leverage levels? What does bankability look like in the current environment?
    • What will the current sanctions mean for guarantees, employment, currencies, subsidiaries and bank partnerships?
    • What audits are banks having to undergo?
    • Mitigating complex documentation and agreements across different agencies
    • AML risks
    • Combating anti-corruption and bribery

    Sue Millar, Partner, Stephenson Harwood

    10.15 Banking regulation

    • The introduction of risk weighting for sovereign assets: What will this mean for balance sheets?
    • Will there be an exposure cap for sovereign assets?
    • Are there divisive elements that affect different rated sovereigns and credit profiles?

    Henri d'Ambrières, HDA Conseil  

    10.45 Free flowing networking and coffee break

    11.15 What additional value can banks bring to the table beyond low funding costs and pricing?

    • In an environment of low interest rates, should pricing be the only driver for adding value?
    • What other elements can Banks, ECAs and other parties bring to the table which may be of greater value than just pricing?

    Dina Merkulova, Director, Financial Institutions & ECAs, Alfa-Bank
    Manav Futnani
    , Managing Director, Head of Export & Specialised Finance, MENA, HSBC
    Richard Evans
    , MENA Head Export & Agency Finance, Treasury & Trade Solutions, Citi
    Moderator: Joost Keijsers, Vice President Structured Export Finance, ING

    11.45 Bringing in non-bank investors: How are institutional investors evaluating export credits?
    Kai Preugschat, Secretary General, Berne Union
    C. Mead Welles, CEO, Octagon Asset Management

    12.15 Lunch

    13.30 Reviewing procedures and initiatives for SME finance

    • What initiatives are banks and ECAs offering their small clients?
    • What ticket sizes are acceptable?
    • Best instruments for bills of exchange
    • How do you finance medium sized tickets?

    Manuel Probst, Head of Export Finance, Ferrostal
    Geoffrey de Mowbray
    , Co-Chair, Britsh Exporters Association
    Tony Lindstrom
    , Director Customer Finance & Risk, Volvo
    Moderator: Scott Shepherd, President & Chief Executive Officer, Northstar Trade Finance

    14.00 Going beyond the Preferred Creditor Status: new approaches for collaboration amongst multilaterals, DFIs and ECAs

    • What value can each bring to the table?
    • How can you foster greater collaboration between these institutions and reconcile inter creditor issues?
    • What is a fair and equitable IC agreement?

    Christopher Millward, Head of Europe, MIGA
    Kai Preugschat
    , Secretary General, Berne Union
    Scott Shepherd, President & Chief Executive Officer, Northstar Trade Finance
    Moderator: Arun Sharma, Chief Investment Officer, IFC

    14.30 Chairperson’s closing remarks and close of conference