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ECA & Infrastructure Finance Day 1 (February 12)

Trade & Export Finance Days 2 & 3 (February 13-14)

Evening networking receptions At close of conference, days 1 & 2

Seminar International Trade & Documentary Credits

Dubai, UAE Jumeirah Emirates Towers

February 12-14, 2017

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AccommodationFor details on any discounted rooms

GTR has secured at the Jumeirah Emirates Towers, please refer to the Know Before You

Go section on the event’s GTR Members Area.

3/11

Venue detailsVenue: Jumeirah Emirates Towers

Sheikh Zayed Rd Dubai, UAE

Tel: +971 4 330 0000

Web: https://www.jumeirah.com/en/hotels-resorts/dubai/jumeirahemirates-towers/

Once registered, log-in to the GTR Members Area to connect with

fellow delegates, download event materials and more.

808 15

Join GTR on social mediaOfficial conference hashtag: #GTRMENA“A brilliant event with excellent sessions, dealing with

timely issues. A great place at which to learn and network.”

A Mahate, Dubai Exports

With established links to the region’s primary trade bodies, financial institutions and regulators, GTR’s annual event in Dubai plays a vital role in fostering face-to-face dialogue between all sectors involved in Middle Eastern trade.

The 14th edition of this series features an expanded focus, placing greater emphasis on corporate treasury matters and the issues facing treasurers today, in an ever changing global market. Furthermore, the newly extended format will incorporate a special ECA and infrastructure finance day, held in partnership and under the patronage of Dubai Economic Council, as well as a GTR Training seminar focusing on International Trade & Documentary Credits.

Welcoming multinational companies, SMEs, financiers, insurers, risk managers, lawyers, consultants, government bodies and ECAs, this annual gathering of trade finance professionals provides unrivalled access to hundreds of companies and institutions engaged in regional trade.

Day 1: February 12

ECA & Infrastructure Finance

Days 2 & 3: February 13-14

Trade & Export Finance

Days 4 & 5: February 15-16

GTR Training seminar

Click here to see a list of attending companies from

2016’s event

Introductionwww.gtreview.com

4/11

Day 1: ECA & Infrastructure Finance

In partnership with Dubai Economic Council (DEC)

09.40 Keynote: Infrastructure and ECA financing as a critical framework for Dubai’s economy

10.10 Identifying infrastructure priorities for the GCC and their potential impact on trade

11.55 The changing role of export credit agencies in supporting and financing projects

14.10 Assessing Iraq’s project and infrastructure potential

15.00 What does Egypt’s new infrastructure landscape mean for regional trade?

16.00 What are borrowers looking for and where are the new forms of financing coming from?

Day 2: Trade & Export Finance

09.35 Economist think-tank: Maintaining competitive edge in regional trade

1. Regional macroeconomic and geopolitical developments

2. Achieving investment and developing key sectors

3. Expanding relationships and growing Mena-African trade links

11.40 Gaining perspectives on regional trade trends

14:00 Stream A: Innovation, digitisation and the future of trade

Topic 1 Going paperless: Improving uptake of trade digitisation

Topic 2 Case study: Online auction-based platforms

Topic 3 Achieving industry consultation in key sectors such as agribusiness

Topic 4 Challenges in the global shipping sector

14.00 Stream B: The art of structuring: An education led by ITFA

Group 1 The role of receivables finance as a solution for working capital optimisation

Group 2 Supply chain finance programmes

Group 3 Distribution and risk mitigation

Group 4 Alternative finance and the growth of the non-bank sector

16.00 A practical guide: New laws and regulations, what you need to know

Day 3: Trade & Export Finance

Stream A

09.30 Trade data: What the statistics tell us about the Mena region

10.00 Market analysis: What is the current appetite for trade credit and political risk insurance in the Mena region?

Break-out workshop led by ACT

09.30 Know your treasurer: What you know and what you don’t

11.20 What is the current financing landscape across the MENA region? Where are the new innovations coming from?

12.10 Blockchain: The pillar of the new digital economy

13.00 Conference verdict: Adapting to the new business environment in Mena trade – Where are we now?

Day 1: GTR Training seminar

09.00 The financing of international trade

10.40 Practical interactive case study: Documentary credits

13.30 An analysis of specialised documentary credits

15.30 Practical interactive case study

16.30 Letters of indemnity in oil transactions: Key considerations

Day 2: GTR Training seminar

09.00 Ongoing impact of the UK FCA Thematic Review of Trade Finance

09.40 Practical interactive case study: KYC, regulation and red flags

11.20 Update on financial crime initiatives in international trade

11.40 How to balance the autonomy principle of documentary credits with the challenges of regulation, compliance and fraud

12.20 Impact of key legal cases on documentary credits and the UCP

Featured conference speakers

H.E. Hani Al Hamli, Secretary General, Dubai Economic Council (DEC)

Nigel Sillitoe, Chief Executive Officer, Insight Discovery

Dr Florence Eid-Oakden, CEO & Chief Economist, Arabia Monitor

Dr Rebecca Harding, Co-Founder & CEO, Equant Analytics

Angus Downie, Chief Macroeconomist, African Development Bank (AfDB)

Andrew Jeffery, Managing Director for Capital Projects, Mena, Deloitte Middle East

Karim Nassif, Lead Analyst, S&P Global Ratings

Corporate speakers

Hadi El-Amaary, Region Treasurer, Asia, Middle East & Africa, ABB

Jan Ward, Founder & CEO, Corrotherm International

Anish Jain, Global Head of Treasury (Group Treasurer), Export Trading Group (ETG)

Manoj Ramdin, Chief Executive Officer, Galana Group

Halina Bernard, Treasurer, General Motors

Sudhakar Tomar, Managing Director, Hakan Agro

Lourie Kruger, Senior Vice-President, Treasury & M&A, Kingdom Hotel Investments

S Anantha Subramanian, Head of Finance & Accounts, International Operations, Larsen & Toubro

Ranil De Silva, Manager, Treasury & Insurance, NPS Energy

Gary Slawther, Financing Advisor to the CEO, Octal Petrochemicals

Bharat Gupta, Regional Head, Trade & Structured Finance, Asia, Middle East & Africa, Olam International

Amer al Jabri, Chief Financial Officer, Oman Gas Company

Derek Nicholson, Finance Director, Qaiwan Group

60-second snapshotwww.gtreview.com

5/11

Sectors attended in 2016

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49% 18% 8% 5% 5% 5% 3% 2% 2% 2% 1%

2%AFRICANigeria South Africa Sudan

2%AMERICASBrazil US

12%EUROPEDenmark Finland France Germany Ireland Italy Luxembourg The Netherlands Switzerland Turkey Ukraine UK

81%MENABahrain Egypt Iran Jordan Lebanon Qatar Saudi Arabia UAE

3%ASIAHong Kong India South Korea Pakistan Singapore

Percentage of attendees by region in 2016

277Companies represented

30Countries

represented

603Delegates attended

2016’s vital statistics Delegate numbers year-on-year

2011

175

2014

317

2016

603

2013

335

2012

227

2015

512“A superb platform for all bankers and corporates to get together for an intellectual dialogue on trade business and finance, which is the need of the hour.”

S Fernando, NBAD

Statisticswww.gtreview.com

For more information please contact

Gosia Murakowska at gmurakowska@

gtreview.comStart your 7-day trial!

Subscribetoday

6/11

Day 1: February 12, 2017 ECA & Infrastructure Finance

In partnership with

09.30 Chairman’s opening remarksNigel Sillitoe, Chief Executive Officer, Insight Discovery

09.40 Keynote: Infrastructure and ECA financing as a critical framework for Dubai’s economyH.E. Hani Al Hamli, Secretary General, Dubai Economic Council (DEC)

This opening keynote address will highlight key strategic objectives for financing infrastructure, and the importance of bringing both the public and private sectors together. Talking points will include:●● Examining initiatives for working closely with banks and export credit agencies to ensure smooth access to finance and other services

●● Making the difference to aid trade: Highlighting recent MOUs and strategic agreements signed with ECAs and development banks

●● Engendering long-term commitment and creating an investment legacy through new infrastructure opportunities such as Expo Dubai 2020

10.10 Identifying infrastructure priorities for the GCC and their potential impact on tradeModerator: Nigel Sillitoe, Chief Executive Officer, Insight DiscoveryAndrew Jeffery, Managing Director for Capital Projects, Mena, Deloitte Middle EastStephen Knight, Senior Associate, Allen & OveryKarim Nassif, Lead Analyst, S&P Global RatingsJohn Iossifidis, Executive Vice-President, Group Head, Corporate and Investment Banking, Mashreq Bank●● How do current infrastructure needs compare to deficits on capital spending? To what extent is this an ongoing result lower oil revenues impacting public spending and projects being slowed, deferred or even cancelled?

●● Are we likely to see increasing popularity in public-private partnerships across a range of sectors? Does legislation need to be revised to open up more PPP projects? Which are the priority sectors for these?

●● With countries like Saudi Arabia unveiling ambitious plans (such as the National Transformation Program), how significant will this prove in developing homes, schools, hospitals, utilities and transport infrastructure? How does this compare to other initiatives such Qatar 2022 or Expo 2020 Dubai?

●● How are governments prioritising their strategic planning for new initiatives? Are we likely to see further instances of companies being floated on the stock exchange to generate revenue?

●● To what extent are these initiatives seen as a game changer in kick-starting regional infrastructure development? When are they likely to hit the market when it comes to demand for financing (ECAs, PPPs etc.)?

11.10 Networking break

11.55 The changing role of export credit agencies in supporting and financing projectsMarco Ferioli, Head of Dubai, UAE & Mena Region, SaceOwais Diyan, Head of Operations, Dubai Representative Office, Islamic Corporation for the Insurance of Investments & Export Credit (ICIEC)Jan von Allwörden, Head of Department Underwriting, Euler Hermes Aktiengesellschaft●● To what extent is the market seeing increasing demand for ECA support, with bank collaboration alone not being enough to finance many projects?

●● Providing ECA perspectives in supporting trade in countries that represent major export markets for their companies, including the provision of finance, guarantees and advisory services

●● Highlighting key ECA strengths such as facilitating access to foreign currency, with clear demand for financing sources capable of delivering US dollars and Euros

●● Providing key examples, such as the US$1bn credit line to the Dubai Aviation City Corporation for the purchase of goods and services from companies involved in Expo 2020

12.45 Lunch

14.10 Assessing Iraq’s project and infrastructure potentialModerator: Motasim Iqbal, Head of Transaction Banking UAE, Standard Chartered BankDerek Nicholson, Finance Director, Qaiwan GroupAlarik d’Ornhjelm, Director, Head of Middle East & Africa, Structured Trade & Export Finance, Deutsche BankSamir Kasmi, Founding Partner, CT&F

Iraq remains the Gulf’s third largest project market with US$358bn in active infrastructure projects, with more than US$900bn in the gas, oil and power sectors. Meanwhile, Iraqi oil exports have shown great resilience, hitting new highs as upstream energy projects increase capacity for producing and transporting crude. This session will examine the outlook for Iraq’s project landscape, considering key themes such as:●● Providing first-hand insight into delivering a successful project pipeline in a market such as Iraq

●● Working with export credit agencies: What guarantees are required and how restrictive are country limits?

●● How can you encourage more banks (local and international) to provide financing? Is sovereign support essential?

●● What risks need to be taken into consideration (credit, country, compliance) and how can they be mitigated against?

15.00 What does Egypt’s new infrastructure landscape mean for regional trade?Hadi El-Amaary, Region Treasurer, Asia, Middle East & Africa, ‎ABBYusuf Ali Khan, Managing Director, Head of Trade, Middle East, North Africa, Pakistan & Turkey, Citi●● How diverse are Egypt’s funding sources when it comes to infrastructure projects? Are we likely to see more new market entrants?

●● Does the number of projects in the pipeline bode well for priority sectors such as power generation? How well do levels of interest and support from both local and international banks compare?

●● Is there sufficient export credit appetite to support the current plans? Are ECAs increasingly working with private insurers to mitigate risk?

●● What are project developers looking for and how important is clarity in the auction process?

15.40 Networking break

16.00 What are borrowers looking for and where are the new forms of financing coming from?S Anantha Subramanian, Head of Finance & Accounts, International Operations, Larsen & ToubroRanil De Silva, Manager, Treasury & Insurance, NPS EnergyHeikki Keränen, Structured Finance, Middle East & Africa, Nokia●● How can borrowers (whether government, SOE or private developer) differentiate from the differing funding options available (loan markets, bonds, export credit agencies)? What is the current borrower sentiment?

●● Which of the following considerations (tenor length, pricing, foreign exchange, credit agency rating) are most important for borrowers when seeking funding?

●● Assessing risk profiles for lenders? Has the market seen an increase in local bank participation? How significant has the increasing influence of development finance institutions proved in bringing new perspective in terms of capital, technical expertise and engagement?

●● Should sovereigns take steps to reinforce links with commercial institutions when it comes to funding projects? To what extent do investment funds have a greater role to play in boosting capital inflows?

16.50 Close of the day

Followed by evening networking reception

“Well attended event with excellent networking opportunities.”

C Hodges, Beazley

Agenda: Conference Day 1: ECA & Infrastructure Financewww.gtreview.com

7/11

Day 2: February 13, 2017 Trade & Export Finance09.30 Chairman’s morning remarks

Nigel Sillitoe, Chief Executive Officer, Insight Discovery

09.35 Economist think-tank: Maintaining competitive edge in regional tradeThis in-depth macroeconomic assessment will examine some of the priorities impacting on the UAE and beyond. Following these three expert overviews and a subsequent interactive Q&A session, delegates will be polled on their regional trade priorities.

Statement: “The key driver for Mena growth will be...”

1. Regional macroeconomic and geopolitical developmentsDr Florence Eid-Oakden, CEO & Chief Economist, Arabia Monitor●● How are markets adjusting to and accommodating lower oil prices? Has there been a cyclical pick-up in other commodity prices?

●● Achieving greater economic diversification and increasing non-oil share of GDP through fostering entrepreneurship

●● Assessing the impact of Iran on regional geopolitical trends, what are the implications of the Trump presidency for the Iran nuclear deal?

●● Are we witnessing a resurgence in Sino-Mena relations? What of relations with India as a major trading partner?

2. Achieving investment and developing key sectorsDr Rebecca Harding, Co-Founder & CEO, Equant Analytics●● Examining recent and proposed investment in sectors such as infrastructure, government, healthcare, transport, banking and financial services

●● Highlighting benefits including the virtues of a stable economy, sound policies, strong infrastructure, logistics and connectivity

●● The role of the UAE as a major export and re-export centre, both a final destination for finished goods and a trans-shipment epicentre/gateway

3. Expanding relationships and growing Mena-African trade linksAngus Downie, Chief Macroeconomist, African Development Bank (AfDB)●● Examining the current state of trade in goods and services, highlighting developments in the infrastructure, retail and commercial sectors

●● Investment in sectors such as telecoms and infrastructure, challenges in gaining access to credit, managing country, counterparty and geopolitical risk

●● What are the main obstacles to enhancing trade and investment between Mena and Sub-Saharan Africa?

●● Highlighting short-term prospects and asking what will support or undermine trade and investment in 2017/2018

10.55 Networking break

11.40 Gaining perspectives on regional trade trendsModerator: Louis Robinson, Regional Head of Business Development, Global Trade & Receivables Finance, HSBCJan Ward, Founder & CEO, Corrotherm InternationalManoj Ramdin, Chief Executive Officer, Galana GroupBirju Sanghrajka, Head of Trade, Africa & Middle East, Standard Chartered BankBharat Gupta, Regional Head, Trade & Structured Finance, Asia, Middle East & Africa, Olam InternationalSonam Kapadia, Head of Corporate Trade Sales & Advisory MENA, GTB, National Bank of Abu Dhabi●● To what extent has the UAE coped with the pressures caused by commodity pricing? Does Dubai’s role as a trading hub and financial

centre help insulate against this?●● How big a problem is lack of dollar liquidity now proving? How has it impacted on suppliers and contractors when it comes to getting paid? Has this also been an issue when dealing with governments?

●● Where are the most attractive sources of economic activity at present? Have we seen a drive towards value-added manufacturing, with local content regulations added in markets such as the UAE and Saudi Arabia?

●● Are Sino-Mena relations undergoing a resurgence when it comes to trade? If so, what are the main catalysts for this? Is Mena seeking to play more of a role in initiatives such as OBOR?

12.30 Lunch

Afternoon working groups – select either Stream A or Stream B

14:00 Stream A: Innovation, digitisation and the future of trade

Discussions in this innovative, forward thinking break-out will bring together industry experts to consider key trends within the technology space, before working with delegates to share ideas and brainstorm on the following:

Topic 1. Going paperless: Improving uptake of trade digitisationZubair Shaikh, Vice-President, Head of Trade Finance Sales, Riyad BankMouli Vasan, Trade Sales Relationship Manager, Transaction Banking Group, Abu Dhabi Commercial Bank●● Trade digitisation: Are banks and corporates in Mena region ready for this digital challenge?

●● Why has there been a relatively low uptake in digital solutions, both globally and across the Mena region in particular?

●● Do companies struggle to justify internally the cost of implementing new digital solutions when their counterparties are not using them?

●● Is there also concern around such solutions becoming outdated?●● Going paperless in trade: What should banks be doing to make this an attractive proposition for corporates?

Topic 2. Case study: Online auction-based platformsMarcus Wade, Chief Executive Officer, Trade Asset Exchange (TAEX)●● How platforms are being set up as origination/distribution platforms for banks and/or corporates

●● Comparing the new models coming into the market and how they differ from one another

●● Offering the necessary technology for trade assets to be bought and sold in an efficient (and potentially standardised) manner

Topic 3. Achieving industry consultation in key sectors such as agribusinessSudhakar Tomar, Managing Director, Hakan AgroAnish Jain, Global Head of Treasury (Group Treasurer), Export Trading Group (ETG)●● Examining efforts to grow key sectors and strengthen the region as a hub for global trade through initiatives (such as the DMCC Food Trade Group)

●● Bringing together companies across the global value chain, from traders and producers to service providers and financiers

●● Working with financiers to secure easier access to finance for members, offering mediation facilities for resolving disputes

●● Providing discounted access to training, insurance and other professional and financial services

Topic 4. Challenges in the global shipping sectorCharles Ike, Regional Head of Financial Markets, EMEA, Pole Star●● Assessing the likely impact of Hanjin and disruption to supply chains, concerns over interruption without notice, cargos being stuck in transit

●● Examining capacity demand on routes and ports previously serviced, inciting competitors to offer additional services, lines competing to gain market share

●● Reallocation of market assets, opportunities for both established players and new market entrants, continuing downward pressure on rates

●● What provisions are being made to avoid similar instances in the future? Is there concern Hanjin could be the first of many?

15.30 Networking break

Agenda: Conference Day 2: Trade & Export Financewww.gtreview.com

8/11

14.00 Stream B: The art of structuring: An education

Workshop leader: Zeyno De Vries-Davutoglu, Executive Vice-President, Credit Europe Bank; Board Member & Chair of the Education Committee, ITFA

This group-based workshop will begin with a series of short presentations, before breaking the audience into groups for discussion, finishing with a closing summary. Working group topics will include:

Group 1. The role of receivables finance as a solution for working capital optimisation Gary Slawther, Financing Advisor to the CEO, Octal PetrochemicalsAnirudha Panse, Executive Director & Head of Trade Finance Products, GTB, National Bank of Abu DhabiLorna Pillow, Senior Vice-President, London Forfaiting Company; Board Member & Head of Communication & Membership, ITFA●● How popular is receivables finance and in particular non-recourse financing across the Mena region? Is there increased appetite for selling down risk?

●● Securitisation: True sale and associated issues●● Examining primary structures and typical payment instruments: What are the differing characteristics?

●● Highlighting new industry developments such as standard definitions for supply chain finance techniques

●● Providing insight into structuring a typical transaction using the latest ICC rules

Group 2. Supply chain finance programmesAnurag Chaudhary, Managing Director, Global Head of Trade Distribution, Citi; Board Member & Head of Institutional Relations, ITFA●● Buyer and supplier perspectives, supplier onboarding, types of platforms both in the banking and non-bank sector

●● Pricing dynamics, risk appetites, the role of technology integration, flexibility and speed of access

●● KYC, AML and other compliance concerns, including cross-border challenges

●● Providing working case studies from both the bank and corporate perspectives

Group 3. Distribution and risk mitigationSilja Calac, Senior Surety Underwriter, Swiss Re Corporate Solutions; Board Member & Head of the Insurance Committee, ITFAJules Kappeler, Chief Executive Officer, Euler Hermes GCC●● The reasons for risk mitigation: A short overview of regulatory requirements

●● The different tools of risk mitigation: True sale/funded risk participation/unfunded risk participation

●● The BAFT MRPA: The international standard for risk participation●● Insurance: The natural partners of banks in times of scarce capital resources

Group 4. Alternative finance and the growth of the non-bank sectorMatt Goddard, Head of Sales, EMEA & Asia Pacific, Trade Finance Solutions Europe●● With increased costs of obtaining trade finance, why aren’t more people using alternative finance?

●● Are some concerned about maintaining relationships with their primary finance providers?

●● What are the main reasons for using alternative finance?●● Restrictive credit policies from banks●● Accepting risks and markets no longer accepted by traditional trade finance banks

●● Flexibility and speed of access

15.30 Networking break

Afternoon briefing

15.50 A practical guide: New laws and regulations, what you need to knowModerator: Simon Cook, Partner, Sullivan & Worcester UKPrathit Harish, Partner, Financial Services Consulting Leader, Middle East Region, PricewaterhouseCoopersJody Waugh, Head of the Banking & Finance Practice, Al Tamimi & Company

This detailed and interactive briefing will examine two of the latest regulatory developments within the market and their potential impact on trade:●● What are the potential implications for the introduction of value-added tax (VAT) on local businesses? How robust is the legal and legislative framework, what is the likely impact on stock markets and how efficient are the mechanisms for calculating VAT?

●● New bankruptcy laws: Establishing a legal framework to help distressed companies, drawing on best practice from other jurisdictions, safeguarding the rights of both creditors and debtors, making it easier for companies to restructure

●● External issues: Legal considerations when financing trade in key markets such as Africa; differing legal regimes, how to take and enforce security, examining formalities and procedural requirements

16.50 Close of Day Two

Followed by evening networking reception

Networking Breaks

Hosted byMEDIA PARTNERS

Led by

“The stature of this event is growing year on year. Its healthy mix of delegates from financial institutions, banks, government and corporates makes it the most anticipated event of the year in the financial world.”

M Kulkarni, Johnson Controls

“Extremely good insight on the Mena economy and political challenges ahead. Presentations discussed best ways forward, audience polling was excellent and speakers had great knowledge of subject matters.”

A Patro, Wipro

Agenda: Conference Day 2: Trade & Export Financewww.gtreview.com

9/11

Select either Stream A or break-out workshop

Stream A

Chairman: Nigel Sillitoe, Chief Executive Officer, Insight Discovery

09.30 Trade data: What the statistics tell us about the Mena regionRebecca Harding, Co-Founder, Equant Analytics

GTR and Equant Analytics have embarked on a first-of-its-kind project, uncovering the data that exposes trade flows within Mena and beyond to underpin the industry’s understanding of the region. This interview session will investigate the key findings of this research, including:●● The explosive growth in services exports●● The shift in trade flows from west to east●● Geopolitics and the perception of risk in key markets (Syria, Saudi Arabia, Yemen, Iraq, Iran)

●● A study of dual-use goods and hidden trade●● What are the consequences for trade finance?

10.00 Market analysis: What is the current appetite for trade credit and political risk insurance in the Mena region?Mahan Bolourchi, Regional Head of Financial Risks Middle East, Howden DubaiLeroy Almeida, Senior Executive Officer, Senior Underwriter & Head of Trade Credit & Political Risk, Markel International (Dubai)Harriet Smith, Head of Dubai Representative Office, BPL GlobalJules Kappeler, Chief Executive Officer, Euler Hermes GCC

This interactive and thought-provoking session will showcase the role of insurers in taking on risk, providing and educational ‘how to’ approach and examining the challenges faced when supporting trade business:●● Assessing differing challenges across various sectors and geographies: Evaluating risks and responding with solutions

●● Dealing with ‘runaways’ (companies leaving the market due to tight liquidity and insufficient insolvency regulations)

●● Highlighting the difference between whole turnover and excess of loss products

●● CPRI: Outlining scenarios, requirements and explaining the process for deciding on options

10.50 Networking break

Day 3: February 14, 2017 Trade & Export Finance

Break-out workshop

09.30 Know your treasurer: What you know and what you don’tWorkshop leader: Peter Matza, Speakers’ Chair, Association of Corporate Treasurers (ACT)Halina Bernard, Treasurer, General MotorsLourie Kruger, Senior Vice-President, Treasury & M&A, Kingdom Hotel InvestmentsDebashis Dey, Partner, White & Case

This dedicated workshop, held in partnership with the Association of Corporate Treasurers, will examine some of the key trends impacting on the corporate treasury function both within the Mena region and more globally. Talking points will include:●● Operational stuff and how we deal with it...●● Why regulation matters – and why it shouldn’t●● Smart treasury: Highlighting technology – digital trade, mobile payments, cyber-security concerns

●● Striking the balance between long-term planning and day-to-day challenges: what keeps a corporate treasurer up at night?

●● How treasurers impress other people: The strategic challenge

Led by

10.50 Networking break

12.10 Blockchain: The pillar of the new digital economyModerator: Bhriguraj Singh, Global Head of Product Propositions, Global Trade & Receivables Finance, HSBCRamana Kumar, Managing Director & Head of GTB Business, Product Management, National Bank of Abu DhabiAnshul Srivastav, Chief Information Officer, Union Insurance CompanyBana Akkad Azhari, Head of Relationship Management, MEA & CIS, BNY Mellon Treasury ServicesHaytham Elmaayergi, Global Head of Transaction Banking, Abu Dhabi Islamic Bank (ADIB)

The advent of blockchain is seen by many as the most significant thing to have happened within the trade finance and treasury markets in years. This session will examine the latest developments and their significance for the Mena region:●● How blockchain technology can offer streamlined and effective ways of protecting and enabling smart city development

●● Disrupting digital transaction systems and incubating a start-up ecosystem to drive economic growth

●● How governments are seeking to diversify away from petroleum-based assets, new sources of revenue with technology at the core

●● Supporting the digital economy while ensuring protection against rapidly evolving threats of data security and cybercrime

13.00 Closing summary and conference verdict: Adapting to the new business environment in Mena trade – Where are we now?Maninder Bhandari, Director, Derby GroupGary Slawther, Financing Advisor to the CEO, Octal Petrochemicals

This closing summary will seek to bring a number of themes together to provide an overall assessment of current market conditions, both in terms of challenges faced and opportunities provided. Speakers will reflect on what has been heard over the past three days and consider the ‘key takeaways’ and likely future trends for 2017 and beyond.

13.10 Formal close of conference

Followed by networking lunch

Plenary

11.20 What is the current financing landscape across the MENA region? Where are the new innovations coming from?Maninder Bhandari, Director, Derby GroupAmer al Jabri, Chief Financial Officer, Oman Gas Company●● Identifying funding requirements, considering the impact of changing market conditions on strategy, seeking alternative options

●● Where are the new innovations coming from when it comes to trade finance structures?

●● Derisking and the role of correspondent banking: How can you maximise opportunities? Can we expect to see a greater role for new players?

●● Examining recent changes to legislation, improving the business environment, removing barriers and growing the SME sector in particular

●● What role can technology and innovation play in changing processes and improving efficiencies within the supply chain?

Networking Lunches

Hosted by

“If you want to be well informed about trade finance business in this region, then you must make sure that you attend GTR Mena Trade Finance Week.”

H Khaleif, Bank ABC

Agenda: Conference Day 3: Trade & Export Financewww.gtreview.com

10/11

Practical Issues and Regulatory Challenges for Documentary Credits and International Trade

Seminar: February 15-16, 2017

Day 1

09.00 The financing of international trade●● The parties, their roles and contractual relationship and their legal obligations and responsibilities under the UCP

●● The risk ladder – effective use of trade instruments from a cost v risk perspective

●● Assessment of the risks – what are the safeguards?●● Analysis of the key trade instruments and payment mechanisms – which are appropriate to use – when and why?

Documentary credits and UCP 600●● UCP 700 – arguments for and against a revision. Is it needed – if so why? ●● Use of Documentary Credits in international trade – practical problems, key risks, potential solutions

Standby credits●● How do they work and why are they needed?●● How do they compare with guarantees?●● Risks to consider when dealing with standby credits●● When not to use them

Guarantees●● Comparison with Standby Credits●● Understanding the risks of using guarantees and how to mitigate these●● ICC rules and local law

Collections●● Operation and risk●● Suitability and comparison with Open Account

10.20 Coffee

10.40 Practical interactive case study: Documentary credits

12.30 Lunch

13.30 An analysis of Specialised documentary credits Red and green clause credits

●● Their use as a pre-export finance tool●● Their role in the market and use as a financing mechanism●● Structural analysis – how to minimize the risks

Revolving credits ●● Structure and mechanism (automatic or restricted reinstatement)●● Revolving by time or amount?●● Cumulative or non cumulative?

Evergreen credits●● Methodology and risks

Transferable credits ●● Advantages and disadvantages●● What are the risks – when should and when should they not be used●● Review of key legal cases

Back-to-back credits ●● What are they?●● Practical considerations and methodology●● What are the risks and how can these be mitigated?●● Comparison with “front-to-back’ and transferable credits

15.00 Coffee

15.30 Practical interactive case study Practical cases, analysis and debate concerning key technical issues addressed by the ICC Banking Commission

16.30 Letters of indemnity in oil transactions: Key considerations●● How do they work and why are they needed?●● How do the courts view their use?●● What are the risks involved?●● Distinguishing between ‘payment’ indemnities and ‘discharge’ indemnities●● Use with Transferable Credits

17.15 Conclusion and summing up: Day 1

17.30 Close of day 1

Day 2

09.00 Ongoing impact of the UK FCA Thematic Review of Trade Finance●● Methodology, process and findings●● Key recommendations●● Industry body discussion and interaction●● What it means to banks and how they need to adapt●● Global impact●● Red flags – what to look for and how deep to dig! ●● In depth analysis of red flags

09.40 Practical interactive case study: KYC, regulation and red flags

11.00 Coffee

11.20 Update on financial crime initiatives in international trade●● What are the new initiatives?●● How should a bank approach these?

11.40 How to balance the autonomy principle of documentary credits with the challenges of regulation, compliance and fraud●● Analysis of the autonomy principal – is it still valid and workable?●● What about the fraud exception?●● How to reconcile the impact of regulation and compliance with the traditional UCP focus of ‘examination of documents on their face’, and ‘banks deal with documents not goods’

12.20 Impact of key legal cases on documentary credits and the UCP●● Analysis of how legal cases have changed the way international trade and documentary credits operate

●● Changes to the UCP driven by legal precedent

13.10 Conclusion and summing up: Day 2

13.30 Close of seminar

Despite increased digitalisation, documentary credits still play a pivotal part role in international trade, particularly in developing markets. This intensive seminar will provide a practical and interactive analysis of regulation, practice and risk in international trade and documentary credits.

Trainer: John Turnbull, Director, Certis International; Chair, UK Banking Committee, ICC

GTR Training seminarwww.gtreview.com

11/11

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Pricing details

Full 3-day conference (February 12-14)

Standard rate US$3,199

Corporate rate US$1,599 Corporate rate applies only to exporters, importers, manufacturers, distributors, traders & producers

Day 1 only: ECA & Infrastructure Finance (February 12)

Standard rate US$1,199

Corporate rate US$699 Corporate rate applies only to exporters, importers, manufacturers, distributors, traders & producers

Days 2 & 3 only: Trade & Export Finance (February 13-14)

Standard rate US$2,199

Corporate rate US$1,099 Corporate rate applies only to exporters, importers, manufacturers, distributors, traders & producers

GTR Training seminar (February 15-16)

Standard rate US$1,499

Early booking discount (15%) 15% discount I am booking before January 13, 2017 and would like to claim a 15% early booking discount.

Ways to register

Email: events@gtreview.com

Web: www.gtreview.com

Fax: +44 (0)20 8673 8662

Telephone: +44 (0)20 8673 9666

Post: GTR, Exporta Publishing & Events Ltd, 4 Hillgate Place, London SW12 9ER, UK