1 Workshop: Trade Financing for SMEs Workshop: Trade Financing for SMEs Introduction to the EBRD’s Trade Facilitation Programme Introduction to the EBRD’s Trade Facilitation Programme (TFP) and its trade finance training initiatives (TFP) and its trade finance training initiatives (TFP) and its trade finance training initiatives (TFP) and its trade finance training initiatives Marco Nindl Marco Nindl Ulaanbaatar, 12 October 2011 Ulaanbaatar, 12 October 2011 Overview Overview Wh ti th EBRD d it TFP dh What is the EBRD and its TFP and how can local companies including SMEs profit from the programme? New ways of supporting local banks and their clients by considering recent trends in trade finance market finance market What technical assistance initatives exist to support local trade finance
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12.10.2011 Introduction to the EBRD's trade facilitation programme (TFP) ant its trade finance training initiatives, Marco Nindl
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Workshop: Trade Financing for SMEsWorkshop: Trade Financing for SMEs
Introduction to the EBRD’s Trade Facilitation Programme Introduction to the EBRD’s Trade Facilitation Programme (TFP) and its trade finance training initiatives(TFP) and its trade finance training initiatives(TFP) and its trade finance training initiatives(TFP) and its trade finance training initiatives
Marco NindlMarco NindlUlaanbaatar, 12 October 2011Ulaanbaatar, 12 October 2011
OverviewOverview
Wh t i th EBRD d it TFP d h What is the EBRD and its TFP and how can local companies including SMEs profit from the programme?
New ways of supporting local banks and their clients by considering recent trends in trade finance marketfinance market
What technical assistance initatives exist to support local trade finance
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Shareholders breakdown
Global Shareholder StructureGlobal Shareholder Structure
Triple-A Shareholders Form 60%
Shareholders breakdown
Japan8 6%
EBRD region
EU 27 Countries
(1)62.7%
8.6% region excluding
EU (2)7.3%
USA10.1%
Others11.3%
(1) Includes European Community and European Investment Bank each at 3%; France, Germany, Italy, UK each at 8.6%
(2) Russia at 4%
As at 1 September 2010
What are the EBRD’s objectives?What are the EBRD’s objectives?
To promote transition to market economies by investing mainly in the private sector
To mobilise significant foreign direct investment
To support privatisation, restructuring and better municipal services to improve people’s lives
To encourage environmentally sound and sustainable development
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12 65
Invested over €62.0bn € billion
EBRD’s objectives achieved through financing the EBRD’s objectives achieved through financing the private sectorprivate sector
Debt ABV Equity ABV Net Cumulative Business Volume
EBRD finance
Debt 83%, Equity 17% of EBRD finance
An
nu
a ss
volu
me
Reconciled as at 31 December 2010
EBRD Finances diverse range of enterprisesEBRD Finances diverse range of enterprises
Agribusiness, 9%
Equity Funds, Transport, 13%
q y ,4%
Financial
Power and Energy, 9%
Telecoms Informatics &
Media, 4%
Property and Tourism, 3%
Institutions, 34%
Manufacturing and Services,
11%
Municipal & Env Inf, 6%
Natural Resources, 6%
Unaudited as at 31 December 2010
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A network of 36 offices in 29 countries
More than half our bankers based in the region
Where we operate
EBRD in MongoliaEBRD in Mongolia
Resident Office in Ulaanbaatar operational psince 2007
Promote a sound investment climate, good corporate governance and stronger institutions
100% share of private sector projects
Debt/Equity Investments: 77% / 23%
Net business volume EUR 300.9 million
Total project value EUR 877.2 million
*All figures cumulative as of March 2011
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EBRD in Mongolia: PrioritiesEBRD in Mongolia: Priorities
Financing local enterprise growth and development: Debt and equity investments to non-mining companies including smaller t ti t t d d l t i l i ittransactions to nurture and develop entrepreneurial spirit, including dedicated debt facilities focussed on the SME sector with partner banks.
Supporting the consolidation and strengthening of the financial sector:Promoting institutional building and corporate governance of selected banks and NBFIs through equity and debt finance, TFP and local currency funding
The sustainable development of the natural resources sector: Debt and equity investments to mining companies, including smaller projects upstream and downstream oil projects and infrastructureprojects, upstream and downstream oil projects and infrastructure related mining projects
Support for important infrastructure: Although constrained by currentlegislation, EBRD will support municipal infrastructure projects,especially private sector related projects, renewable energyprojects by cooperating with WB, ADB and bilateral donors.
Transition Impact: Transfer of new skills and knowledge associated with construction and operation a new green-field GMP (Good Manufacturing Practice) standard manufacturing facility. Higher product quality assurance for end-consumers stemming from implementation of GMP.
Different from/complementary to export credit insurance:
Stand-by letters of credit (L/C) (under UCP 600)
TFP TFP -- GuaranteesGuarantees
usually issued within 24 hours
Cover all types of trade finance instruments issued by EBRD client banks: letters of credit, including deferred payment/post-financing; bank payment guarantees; bid bonds, performance bonds; advanced payment guarantees; stand-by L/Cs, etc.
Issued only to Confirming Banks, not to exporters or importers
Payable 15 days after receipt of first written demand
C t 100% f th i l d liti l i k hi h t b Cover up to 100% of the commercial and political risk which cannot be covered by commercial banks, commercial credit insurance or ECAs
Cover exports, imports and distribution of imported goods in EBRD countries of operation, irrespective of the country of origin (no origin rules)
Tenor: max. 3 years
Amounts: no minimum amount
Guarantee Structure and ApplicationGuarantee Structure and Application
EBRD issues a Stand-By
Banking InstrumentBanking Instrument
ApplicationConfirmation
Letter of Credit covering the risks of Issuing Bank
towards the Confirming bankObligation Issuing
Bank,Country of Operation
Obligation Receiving Bank,
World Wide
BuyerSeller UnderlyingTrade Transaction
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Sample: Sample: TFP TFP –– Import of car tyres and Import of car tyres and spare parts to Mongoliaspare parts to Mongolia
A German automobile producer sells car tyres and spare parts to Mongolia, EUR 940,000
A Mongolian bank issues a L/C, confirmed by a bank in Germany y
EBRD guarantees 100% of the political and commercial payment risk
Local Bank (EBRD’s borrower)•Takes local company risk
•Borrows from EBRD•On-lends to the local company
Loan repayment Loan disbursement
EBRD
•Takes local bank risk•Lends to the local bank against
sub-loan reports
Repayment to EBRD EBRD’s disbursement
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Sample: Export of wine from MoldovaSample: Export of wine from Moldova
A Moldovan wine A Moldovan wine producer requires pre-export finance for purchase of agro-chemicals and equipment and export of wine to Russia
EBRD grants a loan to EBRD grants a loan to a Moldovan bank which the bank can use to fund a loan to the Moldovan exporter (amount USD 170,000, tenor 8 months)
EBRD TFP EBRD TFP –– 1274 Transactions in 1274 Transactions in 20102010
1. Russia (489)
2. Kazakhstan (118)
3. Georgia (112)
4. Belarus (105)
5. Ukraine (98)
6. Macedonia (74)
7. Azerbaijan (63)
8. Moldova (63)
9. Armenia (61)
10. Uzbekistan (24)
11. Serbia (23)
12. Tajikistan (20)
13. Bosnia (12)
14. Kyrgyz Republic (9)
15. Croatia (2)
16. Turkmenistan (1)
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TFP in MongoliaTFP in Mongolia
Currently 2 Issuing Banks:Currently 2 Issuing Banks:
Sample transactions of imports to Mongolia:
- Import of car tyres and spare parts from Germany- Baby diapers from Taiwan
Advantages for Banks and ClientsAdvantages for Banks and Clients
N h f l l b k iNo cash cover from local banks is necessary, hence a reduction in pricing for exporters and importers
Confirming banks are able to test new business relationship with issuing banks by receiving a 100% risk cover from the EBRD
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EBRD TFP EBRD TFP –– Top 20 Confirming Banks by Top 20 Confirming Banks by Number of Transactions in 2010 Number of Transactions in 2010
1. Commerzbank2 D t h B k
11. Banco de Sabadell 2. Deutsche Bank3. UniCredit Bank4. UBS5. HSBC Bank6. Bank of New York
Mellon7. LBBW
12. KBC Bank
13. JP Morgan Chase Bank
14. BHF Bank
15. Landesbank Berlin
16. Fortis Bank
17. Banca delle Marche7. LBBW8. Intesa San Paolo9. RZB10. ING Bank
18. Banca Monte dei Paschi di Siena
19. Bank Hapoalim
20. Yapi ve Kredi Bankasi
TFP TFP –– Example of BeneficiariesExample of Beneficiaries
ABB Aesculap Agco Alcatel AlKo Alstom AtlasCopco Audi Aventis Avtovaz Becher Bosch Braun Beko BMW Bosch Bull Cargill CarlZeissAvtovaz Becher Bosch Braun Beko BMW Bosch Bull Cargill CarlZeiss Case Caterpillar Chemson Cincinnati Claas Classen Clariant Compaq Daewoo DaimlerChrysler Deutz Dow Draeger Duferco Ebewe Electrolux Ericsson Europay FujitsuSiemens GedeonRichter GKN Glencore GM Grundig Hachette Heidelberger Honda Honeywell Hovis Hyundai IBM Iglo JeanLion John Deere Johnson Juki KIA Leman LouisDreyfus Lucent Lukoil Lurgi Makita MaxMara Mazda MettlerToledo Michelin Monsanto Nagema Nestle Nike NisshoIwai Opel Perstorp Pfaff Philips Pirelli MinskTractor Possehl Renault RhonePoulanc Rohde&Schwarz RollsRoyce Samsung Sandvik Schaller Schneider SEAT Severin Shell Siemens Skoda Stihl Sucden Sulzer Sumitomo Tate&Lyle Tatra ThyssenKrupp Toshiba Totalfinaelf Tractel Trafigura US-Steel Visa VoestAlpine Volvo Westfalia WalterMatter YvesRocher Zeppelin ZF-Friedrichshafen
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TFP support for SMEsTFP support for SMEs
1,274 transactions in 2010
87% of all transactions are under EUR 1 million87% of all transactions are under EUR 1 million
462
651
300
400
500
600
700
Number of Transactions
136
250
100
200
<100,000 0.1 - 1mln
1 - 5 mln > 5 mln
Amount in EURs
TFP Business Volume p.a. TFP Business Volume p.a. 1999 1999 -- 20102010
New Trends in the Trade and Supply New Trends in the Trade and Supply Chain in Eastern Europe and CISChain in Eastern Europe and CIS
payment terms change from L/C to open account
Foreign suppliers establish subsidiaries in Eastern European and CIS countries, resulting in increased demand for financing of local distribution of imported goods
growing demand for receivables financing, credit risk insurance and financing in Russian Roubles
EBRD TFP EBRD TFP –– New StructuresNew Structures
Fi i l l di t ib ti f i t Financing local distribution of imports
Development of Factoring
Financing in Russian Roubles and other local currencies
Co-financing with insurance underwriters
Promotion of new trade finance solutions by means ofTC projects
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TFP Guarantees TFP Guarantees –– Exports from France to Exports from France to RussiaRussia
Automobiles Peugeot Automobiles PeugeotMoscow sells new vehicles to an importer in Rostov na Donu, Russia
Center Invest Bank in Rostov/Russia issues a payment guarantee, confirmed by BNP-Paribas P i MParis or Moscow
EBRD guarantees to BNP-Paribas up to 100% of the payment risk
Financing of distribution of imported goods:Financing of distribution of imported goods:EBRD provides liquidity in form of cash advances in local or foreign currency EBRD provides liquidity in form of cash advances in local or foreign currency
to client banksto client banks
1.THROUGH DEFERRED PAYMENT L/CEBRD
Peugeot France Car Dealer
in Russia Bank in Russia
Sales Contract in EUR Guarantee facility in EUR
TFP guarantee facility in EUR
EBRD
Opens L/C in favour of Peugeot France with payment 3 -6 months after delivery
Increase the TFP Programme limit from currently EUR 800 Increase the TFP Programme limit from currently EUR 800 mln. to EUR 1.5 bln.
Increase existing TFP facilities
Increase number of Issuing Banks
Guarantee also deferred payment L/Cs, L/Cs with post-financing and advanced payment guarantees
Provide liquidity also in form of cash facilities to Issuing Banks for trade finance transactions which cannot be funded byBanks for trade finance transactions which cannot be funded by foreign commercial banks or export credit agencies (e.g. post-financing for import of capital goods, local distribution of imported goods, pre-export finance, trade between EBRD countries of operation, factoring)
EUR 4.2 million have been used for TFP TC consultancy services training of over 800 trade finance staff of 200 banks in 17 of EBRD’s Countries of Operation
TFP TFP -- Trade Finance Training in Trade Finance Training in MongoliaMongolia
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TFP Trade Finance Training & Advisory ProjectsTFP Trade Finance Training & Advisory Projects
2009 & 20102009 & 2010
Topics: trade finance practices, advanced and structured trade finance, factoring, UCP 600, fraud prevention, correspondent banking, restructuring trade finance deals, legal proceedings in connection with defaulted trade finance transactions, e-learning, etc.
Projects were generously sponsoredProjects were generously sponsoredby Taipei China, Switzerland, Italy, theNetherlands, New Norway CooperationFund, Western Balkans Fund, EarlyTransition Country Fund, SpecialShare-holder Fund of EBRD.
The ICC’s technology partner Coastline Solutions has assisted EBRD to develop an online training programme incorporating ICCEBRD to develop an online training programme, incorporating ICC content on rules and operations in trade finance;
Project funded by the EBRD’s special shareholder’s fund and offered free of charge to Issuing Banks in EBRD’s countries of operations.
To date 230 trade professionals from 70 banks in 15 countries enrolled.
This programme will improve basic/ advanced skills d t h i f i t b k t d fi b iand techniques for inter-bank trade finance business
which operates under ICC set rules;
The admitted participants enrolled for the online training and upon completion of the course the candidates are to be awarded with the ICC certificate subject to exams outcome;certificate, subject to exams outcome;
This training programme is available for the staff of most active Issuing Banks and permits the candidates to study during “off-work hours”.
2012 Graduation Ceremony – 7 Feb in Moscow In partnership with
5th Annual Russia & Eurasia Trade & Investment Forum
Best students to receive furtherreceive further scholarships and sponsored training programmes in leading European confirming banks
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EBRD EBRD –– Best Development Bank in Best Development Bank in Trade Trade
Readers of Global Trade Review (GTR),Trade & Forfaiting Review (TFR) and Trade Finance Magazine have voted the EBRD in 2010 “Worldwide Best Development Bank in Trade”
EBRD invites other development banks commercial financialbanks, commercial financial institutions, export credit agencies and donors to co-finance or co-finance with the EBRD
www.ebrd.com/tfpwww.ebrd.com/tfp
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ContactsContacts
Financial Institutions - Trade Facilitation Programme (TFP)European Bank for Reconstruction and DevelopmentOne Exchange SquareOne Exchange SquareLondon EC2A 2JNUnited KingdomTel: +44 20 7338 7614Fax: +44 20 7338 6119/7029e-mail: [email protected]/tfp