2nd Annual UK Trade & Export Finance Conference June 4 2014 Birmingham United Kingdom Global Trade Review

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2nd Annual

UK Trade & Export Finance Conference

Birmingham, United Kingdom | Hilton Birmingham Metropole June 4, 2014

SPONSOR MESSAGECodix provides worldwide the iMX software solution that handles commercial, corporate and trade finance including: Factoring, ID, ABL, PO and Supply Chain/Inventory Finance, Reverse, Loans, Credit cards, etc., as well as sophisticated client accounts management and debt collection capabilities. All of these products are managed in one centralized multilingual and multientities solution, iMX, based on a flexible business rules event driven engine. iMX also offers native integration with imaging, SMS, emails, telephony, FCI, IFG, major Credit Insurers messaging systems and information databases. Codix delivers the iMX solution with all customization and integration services provided on fixed price basis www.codix.eu

ACCOMMODATIONDelegates are responsible for the arrangement and payment of their own travel and accommodation. Upon registering to attend this event, GTR will inform you of how to book accommodation at the Hilton Birmingham Metropole Hotel.

SPONSORSHIP OPPORTUNITIESTom Whitehead, Head of Business Development [email protected] +44 (0)20 8772 3004

PARTNERSHIP & MEDIA OPPORTUNITIESGrant Naughton, Senior Marketing Executive [email protected] +44 (0)20 8772 3013

NETWORKING WEBSITE At GTR, we pride ourselves on keeping you connected with your community and increasing your networking opportunities at our events. To help you do this, we have launched a networking website for registered delegates. Two weeks before the conference you will be sent a username and password letting you log-in to the site – there you will be able to contact other delegates, making it easier to organise those crucial meetings.

MAKE SURE YOUR VOICE IS HEARDMaximise your participation at the conference by completing the pre-event online survey. Further details will be provided with your registration email.

Join the discussion on Twitter before, during and after the event with our official conference hashtag: #GTRUK

Join the ‘Trade Finance Forum’ LinkedIn networking group for post-conference discussion, news & competitions. Follow ‘Global Trade Review’ for the latest company updates.

VENUE DETAILS

EVENING NETWORKING RECEPTIONDate: June 4, 2014Time: 17.20

Venue: Hilton Birmingham Metropole National Exhibition Centre Birmingham, B40 1PP United Kingdom

Tel: +44 (0)121 780 4242

Fax: +44 (0)121 780 3923

Web: www.birminghammetropole.com

“A great opportunity to see the current landscape of UK export trade finance. It was insightful to listen to and argue the current policies and strategies that will push for a change in the market place.”R Whiting, Doha Bank

“Good turn-out and representation by corporates.”S De Kiert, Standard Bank

“Informative, helpful and a great networking opportunity.”W Milne, Intelligent Energy

“Very good panel speakers. Excellent organisation.”F Hsu, NMS

43% CORPORATES & TRADERS16% BANKS & FINANCIERS11% GOVT ORG & PUBLIC BODIES9% INSURERS, & RISK ANALYSTS9% NON-BANK FINANCIERS

5% LEGAL3% SOLUTION PROVIDERS3% CONSULTANTS1% OTHER

SECTORS REPRESENTED IN 2013

43%

16%

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EVENT DETAILS

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EXPORTERS’ OUTLOOKUnderstanding regulation in 2014

GLOBAL HEADS ROUNDTABLEObserving a shifting landscape

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Directory2013-14

2nd Annual UK Trade & Export Finance Conference Following the highly successful inaugural 2013 event which welcomed over 250 delegates, GTR’s 2nd Annual UK Trade & Export Finance Conference will once again provide the ideal forum for high level discussion and debate between the UK’s corporate, government and financial sectors.

Bringing together British companies of all sizes (MNCs, mid-cap and SMEs), the conference will focus on how best to increase UK export volumes. Themes discussed will include identifying new markets, tackling obstacles faced in terms of obtaining funding, highlighting the latest government initiatives and considering on the ground experiences from a range of UK businesses.

As always, networking will form an integral part of proceedings, allowing delegates to make full use of their time by meeting all key stakeholders in one location on one day.

2013’s VITAL STATISTICS

DELEGATES ATTENDED

252COMPANIES

REPRESENTED

121COUNTRIES

REPRESENTED

6

52 SPEAKERS REPRESENTED FROM MULTIPLE SECTORS IN 2013

30% BANKS & FINANCIERS22% CORPORATES & TRADERS22% GOVT ORG & PUBLIC BODIES11% INSURERS, LAWYERS & RISK ANALYSTS7% NON-BANK FINANCIERS6% LEGAL2% CONSULTANTS

EVENT DETAILS

Conference: Wednesday, June 408.00 REGISTRATION AND REFRESHMENTS

09.00 Chairman’s opening remarksJon Coleman, Chairman, British Exporters Association (BExA); Group Treasury, Export & Structured Finance, BAE Systems

09.05 An outlook on UK manufacturing: The return of ‘Made in Britain’David Bailey, Professor of Industrial Strategy, Aston Business School●● Improving levels of performance across key manufacturing sectors such as automotive, aerospace and power generation

●● Planes, trains and automobiles: How significant are attempts to develop transport infrastructure in aiding UK trade and exports?

●● Examining the key drivers in the recent trend for ‘reshoring’ including transport, quality control, wage increases and exchange rates

●● To what extent has this aided companies in managing their supply chain? What are the main challenges in taking it further?

●● What role do government initiatives play in aiding the manufacturing sector? Does the UK’s heritage and ‘stamp of quality’ still count for something?

09.50 INTERNATIONAL TRADE SURVEY 2014 RESULTS

Official announcement of the results of the International Trade Survey 2014Lesley Batchelor, Director-General, Institute of Export & International Trade (IOE) & Mark Runiewicz, Chief Executive Officer, Trade and Export Finance Limited (TAEFL)

The conference will witness the official announcement of the results of the International Trade Survey 2014, the largest survey of its kind produced by the Institute of Export & International Trade (IOE), which provides the most accurate picture of the health of Britain’s export industry, serving as an invaluable tool for shaping and influencing UK export policy.

10.20 LIVE INTERVIEW

Government support mechanisms: The evolving roles of UKTI and UKEFPaul Croucher, Head of Trade Finance & Insurance Solutions (TFIS) Group, UK Export Finance & Guy Warrington, Director, English Regions, UK Trade & Investment (UKTI) to be interviewed by Susan Ross, Vice-President, British Exporters Association (BExA); Director, Aon Trade Credit●● Examining efforts to make government support more accessible for SMEs and MSBs: Has this materialised?

●● What support can the UK government provide for companies looking to export to ‘difficult’ markets?

●● How can the pool of exporters be increased to aid targets for increasing export volumes?

●● Has awareness increased on the UKEF facilities available and has documentation become clearer?

●● Is there still concern that finance is not being provided for SMEs in particular? What role can UKEF play in aiding this?

●● What of the levels of communication between the two organisations? Could this be improved?

11.00 NETWORKING BREAK

11.40- SELECT FROM STREAM A, STREAM B OR STREAM C

STREAM A

A new dynamic: Changing roles for companies and their banks

Chair: Peter Matza, Engagement Director, Association of Corporate Treasurers (ACT)

11.40 Re-engaging between corporates and financiers to provide a strategy for growthModerator: Peter Matza, Engagement Director, Association of Corporate Treasurers (ACT)Jon Coleman, Chairman, British Exporters Association (BExA); Group Treasury, Export & Structured Finance, BAE SystemsGabriel Buck, Chairman, Export Finance Committee, British Bankers Association (BBA); Managing Director, Head of ECA & Capex Financing Solutions Group, Investment Banking, BarclaysPaul Croucher, Head of Trade Finance & Insurance Solutions (TFIS) Group, UK Export FinanceTony Wonfor, Head of Sales Financing, Western Europe Region, Huawei Technologies (UK)Neil Ross, Regional Manager, EMEA Trade Credit, AIG●● Striking the balance between supporting exports and avoiding losses: Is there a middle ground? Are banks too cautious in the funding options they provide?

●● Do suppliers know what their banks can do both in trade finance and export finance? Is there a shortage of trade and export finance expertise in the market?

●● What role does the private credit insurance market have to play and are companies fully aware of the benefits provided by the product?

●● UKEF post-budget announcements: What is the reaction? Are the announcements good for UK Exporters?

●● Do suppliers understand the needs of their buyers?●● Getting the word out: Showcasing the role of UKEF in sharing credit risk and providing access to working capital schemes

●● Relationships: Encouraging liaison with regional advisors to ensure that exporter needs are being met

12.25 INTERACTIVE Q&A

Managing an increasingly complex financial supply chainModerator: Peter Matza, Engagement Director, Association of Corporate Treasurers (ACT)Geoff Parry, Head of Global Corporates, Trade & Working Capital, BarclaysJack Bardakjian, Managing Director, Gapuma●● How has the role of corporates and their banks changed when it comes to managing working capital and corporate finance?

●● Can supply chain finance provide cheaper funding for suppliers?●● Should corporates play the investor role for their suppliers? ●● Are the right products available to meet buyer and supplier needs?

STREAM B

Public initiatives and geopolitical factorsChair: Lesley Batchelor, Director General, Institute of Export & International Trade

11.40 CASE STUDY

Developing a support network for UK exportersAdam Marshall, Director of Policy & External Affairs, British Chambers of Commerce (BCC)

This detailed and interactive case study will showcase recent initiatives led by the British Chambers of Commerce to develop a network of overseas British chambers and business groups in 41 high-growth overseas markets, providing practical on-the-ground support to companies seeking to enter new territories and the facility for companies to share their experiences on both the opportunities and challenges they are facing.

“A forum of knowledge sharing in a professional manner with global players.”D Ayibatin, Zenith Bank UK

AGENDA

12.25 What impact would a ‘Brexit’ have on UK trade and exports?Rebecca Harding, Chief Executive Officer, Delta Economics

●● Striking the balance between autonomy and influencing the regulation of goods and services: Providing uniform standards to enable resale/trading of goods in other markets

●● What impact would an exit from the EU potentially have on the opportunities provided to UK companies by the emerging markets?

●● Not the finished article: Can member countries play a role in shaping an evolving and more effective European Union?

●● What are the potential employment implications when it comes to the many offshore companies strategically located in the UK for access to the EU?

●● How could withdrawal from the EU impact on London’s role as a global financial centre?

●● Are there concerns over potential factions within the European Union, namely those in the Eurozone and those not? How important is it to build alliances with other non-Euro members?

STREAM C

The engine of growth: SMEs, mid-caps and the measures to support them

Chair: Mark Runiewicz, Chief Executive Officer, Trade & Export Finance Limited (TAEFL)

11.40 SMEs and mid-sized businesses: What are their options?Moderator: Paul Noon, Regional Director, West Midlands, UK Trade & Investment (UKTI)Stephen Dootson, Financial Director, Hughes Safety ShowersDarren Linnell, Co-Founder, Aspire DrinksDan Roberts, Head of Trade & Working Capital, BarclaysAngela Potter, Managing Director Transaction Services UK, RBSGill Targett-Adams, Senior Export Finance Adviser (SEFA), Southern Region, Trade Finance & Insurance Solutions (TFIS) Group, UK Export Finance ●● What experiences do SMEs have when it comes to securing bank funding? Are there sufficient alternatives and if so what are they?

●● How important a role has UKEF played in aiding SME growth? Is enough information available on the options out there?

●● Is there enough focus on the UK’s thriving mid-sized business sector or do they risk being neglected when it comes to their specific needs?

●● Should greater incentives (such as tax benefits) be provided to encourage investment in the UK business sector?

●● What experiences do companies have when it comes to innovation and building technology infrastructure?

●● Do export policies need to be long term? Is time a luxury too few companies have?

12.25 INTERACTIVE Q&A

Developing alternative finance: Are more tailored services and solutions now required? Moderator: Mark Runiewicz, Chief Executive Officer, Trade & Export Finance Limited (TAEFL)Michelle Gill, Director, Oceans ESUAlex Parker, Commercial Director, London & Scottish InternationalAndrew Holgate, Managing Director & Co-Founder, Assetz SME CapitalIan Lucas, Director & Head UK Marketing, London Forfaiting CompanyEmma Clark, Head of Business Development UK & Europe, Falcon GroupVictoria D’Sylva, Manager, Business Development, Trade Finance & Insurance Solutions (TFIS) Group, UK Export Finance●● What are the key factors driving demand for non-bank financing options? Are SMEs the primary target market?

●● How are providers developing partnerships to further grow the alternative financing market? Have we entered a new phase in the relationship between companies and their financiers?

●● Are we likely to see options such as crowdfunding, invoice finance and peer-to-peer funding develop as a serious alternative to bank-delivered finance?

●● Where does the development of these new models leave long established financing forms such as forfaiting and factoring?

●● How does the due diligence process differ from traditional funding and what are the principal governance risks?

●● Is there a need for the creation of an alternative financing network to help develop awareness of the options available to companies?

13.10 LUNCH HOSTED BY

14.20- SELECT FROM STREAM A, STREAM B OR STREAM C

STREAM A

Sub-Saharan AfricaChair: Mark Norris, Partner, Sullivan & Worcester UK

14.20 CASE STUDY

Tracking Africa’s growth transformationGaimin Nonyane, Senior Macroeconomic Specialist, Ecobank Group●● Developing a strategy for sustainable economic development in Africa and role of UK businesses in driving growth

●● How can Africa move beyond raw commodities to the production of finished value-added goods? How would this impact on UK business interests?

●● Trade, tax and transparency: What is required to improve Africa’s profile as a business destination and what are the major stumbling blocks?

14.50 Conducting business in Africa: First-hand accountsModerator: Mark Norris, Partner, Sullivan & Worcester UKGeoffrey de Mowbray, Chief Executive & Managing Director, Dints InternationalNicholas Oliver, Head of Business Development, NMS International GroupJason Barrass, Head of Trade & Working Capital, Barclays Africa Group●● Sharing experiences of doing business in Africa with focus on specific new markets and hotspots: What pointers can be

offered for companies looking to enter Africa?●● What are the current financing needs for UK companies doing business in Africa and how do they approach gaining access to funding?

●● How challenging is it to find suitable cover when conducting transactions and what is the experience of working with local ECAs? What are they looking for in a transaction?

●● How has the role of banks changed in the African financing space? Is their primary role now as an arranger of financing facilities?

●● Is it easier to find backing for certain types of projects? Is this based purely on financial returns or other factors?

●● Due diligence: What are the key legal and regulatory challenges faced when conducting cross-jurisdictional trade in Africa?

STREAM B

Middle East & North AfricaChair: Matthew Smith, Former Director General, Middle East Association (MEA); Former Chief Executive Officer, HSBC Middle East

14.20 CASE STUDY

Sanctions risks and complianceClare Hatcher, Consultant, Clyde & Co●● What sanctions measures exist for countries in the Middle East and North Africa?

●● What are the risks if sanctions are breached?●● What information is available to avoid falling foul of sanctions? ●● What KYC procedures are required? Does one size fit all?

AGENDA

14.50 Promoting UK-MENA trade: What do companies need to know?Moderator: Matthew Smith, Former Director General, Middle East Association (MEA); Former Chief Executive Officer, HSBC Middle EastDavid Beeley, Head of UK Trade Finance Marketing, ABC International BankNigel Bobs, Founder & Director, Svaja InternationalAnders Larsen, Relationship Director, Corporate & Institutional Banking, Europe Arab Bank●● Sharing experiences from UK companies looking to capitalise on the trade and export opportunities found within the MENA region

●● How successful have attempts been in the region to diversify away from oil and gas? What other sectors are providing the best opportunities?

●● To what extent have UK exporters benefitted from the drive to establish the region as a re-export centre for accessing markets such as Africa and Asia?

●● What measures do companies need to take to ensure compliance with regulatory authorities over issues such as counterparty/vendor registration and payment processes?

●● Highlighting the various financial incentives provided by setting up in the various free zones: To what extent is it crucial to enjoy a physical presence in the region?

STREAM C

Asia PacificChair: Bob Collier, Deputy Director, Regional Directorate, UK Trade & Investment (UKTI)

14.20 Changing dynamics in UK-Asia tradeModerator: Bob Collier, Deputy Director, Regional Directorate, UK Trade & Investment (UKTI)Kiran Shah, Group Finance Director, The Character GroupPeter Johansen, Vice-President, UK Operations, The London Taxi CompanyJackie Keogh, Managing Director, Global Trade, Lloyds Banking GroupPeter Sargent, Head of Transaction Banking, Europe, ANZRowan Austin, Head of Trade & Supply Chain Product, RBS●● Examining the economic shift in many Asian countries from manufacturing to a consumption-based model

●● What are the main barriers and hurdles faced for companies looking to enter the Asian market and how are banks and government working to overcome them?

●● Sharing company experiences in dealing with Asian financial institutions and export credit agencies

●● How has Asian growth impacted on UK offshore operations: Has this led back to the establishment of reshoring?

●● Highlighting the appeal of UK heritage brands for Asian investors and examining the impact on manufacturing output

15.10 CASE STUDY

Can London’s rise as an offshore RMB hub provide an edge for UK exporters?Trevor Charsley, Global Payment & Risk Management Solutions, AFEX●● Assessing the benefits provided for UK companies and their Chinese counterparts by the loosening of Chinese capital controls

●● Being able to negotiate a better rate with the buyer by reducing currency costs and increasing transaction speed

●● How can companies (and SMEs in particular) best mitigate against the potential costs of RMB price instability?

●● Achieving cash flow certainty: Looking at the benefits of future contracts in providing a guaranteed exchange rate for future income

●● The importance of partnerships: Adopting a long-term policy that works for you as a company when conducting business with China

15.40 NETWORKING BREAK

16.10 Corporate case study: Success stories and challenges facedEwan Lloyd-Baker, Chief Executive Officer, Hayward Tyler Group●● Has the government message on the importance of exporting filtered down through the banks and those able to help UK companies do business overseas?

●● Is there greater understanding from the likes of UKTI and UKEF on the need to take a more commercial and productive approach to supporting UK business?

●● Are schemes such as the export credit guarantee now being used more to support SMEs as well as their MNC counterparts?

●● Do government export targets reflect or have a bearing on what is going on ‘at the coalface’ of UK industry?

16.30 IN SUMMARY

What is the future for UK trade and exports?Moderator: Will Clark, Chairman, Trade Credit Committee, Association of British Insurers (ABI); Head of Trade Credit UK, AIGJohn Goodwin, Executive Chairman, Goodwin; Chair, Industry Committee, British Exporters Association (BExA)Guto Davies, Managing Director, GE Sales & Project FinanceTony Chitty, Director of International Trade Finance, Mabey BridgeAlan Ainsbury, Head of Trade & Supply Chain Transaction Services UK, RBSJohn Bugeja, Head of Trade Sales, Lloyds Banking GroupSteve Dodgson, Director, Business Group, UK Export Finance

A closing panel of experts will debate the outcome of the day and assess the future outlook for the UK trade and export finance market across the corporate, financial and government sectors.

17.20 FORMAL CLOSE OF CONFERENCE FOLLOWED BY

EVENING NETWORKING RECEPTION HOSTED BY

“Very well organised and good quality speakers.”P Collier, Lanemark International

AGENDA

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2ND ANNUAL UK TRADE & EXPORT FINANCE CONFERENCE

JUNE 4, 2014

PRICING DETAILS

Full delegate rate (exc. VAT) £849 (Local and international banks, financiers, brokers, insurers, lawyers)

Corporate/government rate (exc. VAT) £149 (Exporters, importers, traders, manufacturers and producers of physical goods)

Early booking discount 10% discount I am booking before May 2, 2014 and would like to claim a 10% early booking discount

Multi-booking discount 15% discount 15% off second or any subsequent booking received from the same company and office booked at the same time

Can’t make the conference? £50 Conference delegate pack, comprising all speaker presentations and bios in both hard copy and online formats

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