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2nd Annual China Trade & Export Finance Conference

2nd Annual China Trade & Export Finance Conference

ChinaShanghai, China | November 27-28, 2012
Grand Hyatt


Exporta Asia descended on Shanghai on November 27-28 for the 2nd Annual China Trade & Export Finance Conference, which took place at the Grand Hyatt Shanghai. As the only event specifically focused on trade and export finance within the world’s fastest growing and most discussed market, the conference brought together leading corporate finance officers and bank trade heads to deliberate on the biggest market issues.

Discussions centred on a wide range of topics over the two days, among them the ongoing concerns over a Chinese ‘slowdown’, the increasing internationalisation of RMB settlement, changes in the regulatory environment, the ever-changing dynamic between local and international banks and China’s role in furthering wider economic growth as Asia’s trade leader.

“Alongside India, China has been the main catalyst in fuelling Asia’s phenomenal economic growth in recent times,” said Jeff Ando, Head of Production for Exporta Conferences. “This growth has seen the world look to the region as an alternative to other more troubled markets such as Europe and the US.”

In addition to welcoming representation from leading Chinese companies such as Huawei and ZTE, alongside leading institutions such as ICBC, China Construction Bank, Bank of China and Sinosure, the event also welcomed strong attendance from the international banking sector, including leading sponsors such as Bank of America Merrill Lynch, National Australia Bank and FIMBank.

“As a result of its growing significance in the global market, China has seen itself open up in recent times, with increased international presence from both local banks and companies,” said Kuresh Sarjan, Managing Director & Head of Trade & Supply Chain Solutions, Asia at Bank of America Merrill Lynch. “The importance of events such as these is not just to discuss key themes but also to meet with local banks as well as companies to consider financing opportunities and potential market collaboration.”

As more and more global operators turn their attention towards Asia and China in particular, events such as these take on even greater significance in building the relationships necessary to capitalise on the opportunities available. “Having been here on the ground for over two years now, the growth and interest we have witnessed in the market has been unprecedented,” said Rupert Sayer, CEO of Exporta Asia and Founder of the Exporta Group. “Nowhere is this more apparent than in the case of China, which is very much seen as a barometer for emerging market growth.”

Outside of a lively and engaging line-up of topics and sessions, delegates were encouraged to make full use of the networking opportunities available, with the chance provided to organise meetings with new and existing contacts before the event through the Exporta website. This included a special evening reception, taking place upon the conclusion of Day One.



Day One

08.00 Registration and refreshments
09.00 Chair’s opening remarks
Kuresh Sarjan, Managing Director & Head, Trade & Supply Chain Solutions, Asia, Bank of America Merrill Lynch
09.10 Keynote: What does the future hold for Chinese trade?
Cathy Dou, Managing Director, Head of Global Treasury Solutions, China, Bank of America Merrill Lynch
Highlighting China’s 12th five-year plan and how it identifies key targets such as expanding domestic demand, upgrading of traditional industries and strategic development of new ones
Overcoming challenges brought on by domestic regulators
Discussing the important role the Chinese government has to play in maintaining confidence across banks and corporates alike
Striking the balance between increasing domestic growth and ensuring a balanced pace of development
The impact of an appreciating RMB, rising inflation and labour costs on reduced export growth
09.35 Panel discussion: How stable is the Chinese market at present?
Moderator: Calvin Leung, Head of Trade Finance, North East Asia, National Australia Bank (NAB)
James Li, Head of Trade & Supply Chain, Bank of America Merrill Lynch
Angel Ortiz Calle, Head of Global Transaction Banking, China, Santander
Patrik Zekkar, Head of Trade & Supply Chain Finance, SEB
Considering the perceived slowdown in exports and whether this is likely to continue
Challenges faced by trade financiers in managing real risks versus perceived risks
Changing business patterns as a result of growth in the value chain
Is increased expansion abroad accurately reflected in increased trade assets and growing demand?
Potential hurdles for international banks looking to enter the market and the importance of partnerships
Commenting on the internationalisation of Chinese banks as they expand their global presence
10.25 Networking break
11.05 Panel discussion: Examining trends in corporate financing across the market
Moderator: Cynthia Chen, Head of Product Management, HSBC Shanghai
Charles Han, President, Interface Protein Technology
Chang Liu, VP Finance & Asia CFO, GT Advanced Technologies
Jeffrey Pan, Head of China, Tong Teik (Nantong) Trading
Jean Craven, Head of Corporate Finance, Export Trading Group
Exploring increased trade flows and greater cooperation with non-traditional partners
Focusing on the emergence and role of Hong Kong as a banking and liquidity hub
How dependent have companies become on the local Asian market in light of global economic problems?
Highlighting different approaches being undertaken when entering new trade markets
Debating the increasing use of RMB settlement in international business and implications for companies
Assessing the regulatory challenges faced in the domestic market by trading companies
11.55 Case study: Non-bank sources of trade finance
Francois Dotta, Head of Trade & Commodity Finance, Partner, EuroFin Asia
Outlining the benefits of trade finance funds for alleviating capital shortages
Explaining the value proposition for using alternative investment funds
Considering the different ways in which funds can be used in trade finance and their limitations
Examining the importance of thorough documentation in negotiating potential bottlenecks
12.20 Panel discussion: Currency issues and the growth of RMB settlement
Moderator: Michael Vrontamitis, Head of Product Management, East, Transaction Banking, Standard Chartered Bank
Lu Xiao, Vice General Manager, International Business, ICBC Shanghai
Bruno Francois, Head of Global Trade Solutions, Greater China, BNP Paribas
Venkatesh Somanathan, Regional Head, Trade Finance Product Management, Asia Pacific, Deutsche Bank
Yigen Pei, Country Head China, Citi Transaction Services
Considering growth forecasts for RMB trade settlement and whether they remain realistic
Asking how perspectives on these trends differ between Chinese corporates and non-Chinese firms
How does accepting RMB settlement make it easier for companies looking to expand their Chinese business?
What role do FIs have to play in helping companies navigate the regulatory landscape when exporting and invoicing in RMB?
Assessing the public policy initiatives such as central bank swap arrangements and increased access to China’s capital markets
Considering the evolving role of other markets such as Europe in providing an offshore hub for RMB trading
13.10 Lunch
14.30 Holding firm: The increasing importance of ECA-backed finance 
Moderator: Simon Jones, Executive Director, Head of Structured Export Finance, Asia, ANZ
Erwin Boon, Head of Global Export & Project Finance, Asia, ABN Amro
Denis L’Heureux, Chief Representative, Greater China, Export Development Canada
Jonathan Ho, Analyst, Hong Kong Office, Sace
Thomas Baum, Head of Division, Underwriting & Risk Management, Federal Export Credit Guarantees
Yang Cheng, Deputy Manager, Project Insurance Business Department, Sinosure
Given the economic and financial turmoil in Europe giving rise to stress in the European banking sector, what has been the impact on export finance in Asia Pacific?
Tracking the evolution of ECAs in providing more diversified products to meet increased customer needs
Assessing whether China's greater emphasis on value-added industries has changed the focus of export finance in China
Sharing experiences in working alongside local development institutions such as the Chinese Policy banks and Sinosure
What is the role of ECAs in China?  How does it differ from other countries?
15.15 Structuring cross-border PRC trade finance transactions
Gulong Ren, PRC Counsel, Structured Trade & Commodity Finance, DLA Piper Beijing
Sharing experiences on the challenges faced when working in the local marketplace
Comparing approaches for structuring transactions in both RMB and FX
Overcoming potential hurdles in ensuring compliance with capital controls
Examining the latest regulatory developments taking place and their impact on trade deals
15.40 Networking break
16.00 Presentation management: Asia leads the way
Claire Buchanan, Senior Vice President Global Operations, Bolero
Assessing the current landscape and opportunities
Providing value delivery for all parties
Offering practical advice on how to get started
16.25 Improving industry efficiency through new trade services adoption
Connie Leung, Director, Payments & Trade Markets, Asia Pacific, Swift
Xinyuan Zhang
, Deputy General Manager, Global Trade Service, Bank of China
Facilitating effective working capital management by means of trade automation 
Bringing new settlement practices into the commercial market
Outlining the benefits provided for users in terms of risk and financing
Achieving widespread industry adoption and regulatory compliance
17.00 Panel discussion: Are more companies now turning towards supply chain finance?
Moderator: Kuresh Sarjan, Managing Director & Head, Trade & Supply Chain Solutions, Asia, Bank of America Merrill Lynch
Chetan Talwar, Executive Director, Regional Head of Trade Advisory & Solutions Delivery, J.P. Morgan
Jitesh Malik, Senior Manager, Transaction Banking, Misys
Bruno Lechevalier, Head of Supply Chain Management, Asia Pacific, Global Trade Solutions, BNP Paribas
Collin Jia, Regional Agribusiness Manager, Collateral Management Services, SGS Group
Digby Bennett, Regional Sales Director, China Systems
How lack of supplier liquidity combined with customer demand has led to an increase in receivables financing
Assessing the impact of RMB appreciation combined with tighter offshore regulations on increased cost of funds
Increasing awareness among Chinese companies as to the benefits of easing working capital and mitigating buyer risk
Are companies more concerned with platform sophistication or credit availability and number of onboard suppliers?
Tracking the increasing focus of companies on improving cash flow when transacting on an open account basis
Looking at the efforts by bankers to come up with more innovative and effective working capital solutions
17.45 Close of Day One followed by evening reception
Day Two
08.15 Registration and networking
09.10 Chairman’s morning remarks
09.20 Panel discussion: Perspectives on the trade credit and political risk insurance markets
Moderator: Matthew Strong, Managing Director, Capital Risks, Jardine Lloyd Thompson
Anil Berry, Commercial Director, Euler Hermes Asia Pacific
Paul Gardner, Managing Director, Head of Structured Trade & Export Finance, Deutsche Bank
Mark Houghton, Senior Underwriter, Political Risk & Structured Trade, XL Group
Zhongzhu Chen, Department of Credit Insurance & Surety, PICC
Discussing the latest options available for buyers of insurance
Considering whether demand from Chinese insureds is growing or diminishing
Providing an underwriter's risk outlook on the Chinese market
Improving understanding of market requirements across the private insurance sector
Is there still need for additional capacity or does the market risk becoming overcrowded?
10.10 Outlining the challenges for China’s iron ore import market
Moderator: Calvin Leung, Head of Trade Finance, North East Asia, National Australia Bank (NAB)
Zha Zhongmin, Deputy General Manager & Head of Wholesale Banking PRC, Citic Bank International
James Shen, Deputy General Manager, Henan Chaoyang Steel Import & Export Co
Looking at the current situation and market evolution of China's steel players
Assessing the impact of slowing economic growth on the sector
Examining bank risk management and their approach towards the steel industry
What is the outlook for the iron ore market for 2013?
10.55 Networking break
11.35 Panel discussion: The changing face of factoring in the Chinese market
Moderator: Margrith Lütschg-Emmenegger, President, FIMBank
Daniel Tso, Chairman & President, Orbrich China International Factors
Sherry Sun, Vice President, Shanghai Branch, Wells Fargo Bank
Jake Tang, Executive Director, GE Capital
Erik Timmermans, Secretary General, International Factors Group (IFG)
Has the comparative reduction of market growth reduced the demand for factoring services?
How has limited credit insurance coverage made it harder for factors to provide solutions across the Chinese market?
Broadening the scope for factoring providers to include direct funding provisions
Obstacles faced in terms of authorisation of foreign currency for factoring transactions
Increasing understanding of the factoring product within the local market through education and training
Assessing the establishment of newly established regulations and their impact on the local factoring market
12.20 New experiences in bridging the physical and financial supply chain
Michiel Steeman, Supply Chain Finance Community Director, Nyenrode Business University
Exploring the scope of SCF within the Chinese market and the wider implications
Considering the role of dominant multinationals within the current landscape
Balancing linkages across different aspects of the corporate spectrum
Increasing understanding of client complexities faced in terms of capital and cash constraints
12.45 Panel discussion: Examining new roles in a changing global landscape
Moderator: David Wang, Head of Working Capital Services, North Asia, National Australia Bank (NAB)
Chan Tuck Wai, Head of Global Transaction Services, China, DBS
K.H. Cheong, Regional CEO, Greater China & North East Asia, Maybank
Steven Beck, Head of Trade Finance, Asian Development Bank
Deliberating on China’s role in driving the growth of Asia’s new ‘tiger’ economies
Considering rising expectations for intra-regional trade deals in light of softening demand from Europe and the US
Filling market gaps in trade finance through provision of guarantees and loans
Including lines in local currencies such as RMB to reduce reliance on the US$
With new countries looking to compete, is there growing concern over China remaining competitive in certain sectors?
13.30 Chairman’s closing remarks followed by networking lunch


Grand Hyatt

Jin Mao Tower, 88 Century Aven


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Delegate Packs









08:00 注册和点心



09:00 主席致开幕词

美银美林亚洲区贸易和供应链解决方案董事总经理兼主管Kuresh Sarjan



09:10 主旨演讲:未来哪些因素会阻碍中国贸易的发展?

美银美林中国常务董事兼全球财资管理解决方案总监 Cathy Dou

  • 阐述中国的十二五计划及其如何确定扩大内需、升级传统产业和战略发展新产业等关键目标
  • 克服监管机构带来的挑战
  • 讨论中国政府在维持银行和企业信心方面要扮演的重要角色
  • 实现加快国内增长和确保平衡发展之间的平衡
  • 人民币升值、通胀升高以及劳动力成本上涨对出口增长减缓的影响



09:35 小组讨论:中国市场目前稳定情况如何?

主持人:澳大利亚国民银行(NAB)东北亚地区贸易融资总监 Calvin Leung

美银美林贸易和供应链主管James Li

西班牙国际银行中国区全球交易银行业务主管Angel Ortiz Calle

瑞典北欧斯安银行贸易和供应链融资主管Patrik Zekkar

  • 考虑感知到的出口减速以及这种情况是否可能会继续
  • 贸易融资人在管理真实风险与感知风险中面临的挑战
  • 价值链的发展导致业务模式不断变化
  • 与日俱增的海外扩张在贸易资产和需求增长中得到了准确反映吗?
  • 国际性银行寻求进入市场可能会遇到的障碍以及合作的重要性
  • 对中资银行在全球扩张中的国际化程度进行评论



10:25 联谊时间



11:05 小组讨论:考查市场上的企业融资趋势

主持人:汇丰银行上海分行产品管理主管Cynthia Chen

美国界面蛋白质技术有限公司总裁Charles Han

极特先进科技公司财务副总裁兼亚洲区首席财务官 Chang Liu

Tong Teik (Nantong) Trading中国区总监Jeffrey Pan

Export Trading Group企业融资主管Jean Craven

  • 探究与日俱增的贸易流以及与非传统合作伙伴更广泛的合作
  • 专注于香港成为银行业务和流动性枢纽的兴起及其角色
  • 鉴于全球经济问题,企业对亚洲本地市场的依赖程度有多高?
  • 阐述进入新的贸易市场所采取的不同方法
  • 讨论在国际业务中越来越多地使用人民币结算的现象及其对企业的影响
  • 评估贸易公司在国内市场面临的监管挑战



11:55 案例研究:贸易融资的非银行来源

EuroFin Asia合伙人兼贸易和大宗商品融资主管Francois Dotta

  • 概述贸易融资资金对减轻资金短缺的好处
  • 讲解利用另类投资基金的价值主张
  • 考虑贸易融资中可使用资金的不同方式以及这些方式的局限性
  • 考查在谈判潜在瓶颈中进行全面记录的重要性



12:20 小组讨论:货币问题以及人民币结算的发展

主持人:渣打银行东亚区交易银行业务产品管理主管Michael Vrontamitis

中国工商银行上海分行国际业务部副总经理Lu Xiao

法国巴黎银行大中华区全球贸易解决方案主管Bruno Francois

德意志银行亚太区贸易融资产品管理地区总监Venkatesh Somanathan

花旗银行交易服务部中国区总监Yigen Pei

  • 考虑人民币贸易结算的发展预测以及这些预测是否现实
  • 问中国企业和外国企业之间对这些趋势的看法有何不同
  • 接受人民币结算如何帮助企业更好地扩大中国业务?
  • 在帮助企业出口和以人民币开票时安全通过监管方面,FI要扮演什么角色?
  • 评估公共政策举措,例如央行掉期安排和加大对中国资本市场的利用机会
  • 考虑欧洲等其他市场在提供人民币交易离岸中心方面不断发展的角色



13:10 午餐



14:30 控股公司:ECA担保融资日益重要

主持人:澳新银行亚洲区执行董事兼结构性出口融资主管Simon Jones

荷兰银行亚洲区全球出口与项目融资主管Erwin Boon

加拿大出口发展局大中华区首席代表Denis L’Heureux

Sace香港办事处分析师Jonathan Ho

裕利安宜核保及风险管理部门主管Thomas Baum

中国出口信用保险公司项目保险业务部副经理 Yang Cheng

  • 鉴于欧洲的经济和金融动荡给欧洲银行业造成压力,这对亚太地区的出口融资有何影响?
  • 追踪ECA在提供更多元化的产品以满足客户日益增长的需求方面的发展
  • 评估中国更加侧重于高附加值产业是否改变了对出口融资的关注
  • 分享与中国的政策性银行和中国出口信用保险公司等本地发展机构合作的经验
  • ECA在中国的角色?与其他国家相比有何不同?



15:15 构建中国跨境贸易融资交易

欧华律师事务所驻北京代表处结构性贸易和大宗商品融资中国律师Gulong Ren

  • 分享在本地市场面临之挑战的经验
  • 比较构建人民币和外汇交易的方法
  • 克服确保遵守资本管制中的潜在障碍
  • 考查最新的监管动向及其对贸易交易的影响



15:40 联谊时间



16:00 演示管理:亚洲走在世界前列

Bolero全球运营高级副总裁 Claire Buchanan

  • 评估目前的现状和机会
  • 为所有各方提供价值输送
  • 就如何开展给出实用的建议



16:25  通过采用新型贸易服务提高行业效率

Swift亚太区支付与贸易市场总监Connie Leung

中国银行国际结算部副总经理Xinyuan Zhang

  • 通过

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Sponsored by

  • BAML
  • NAB
  • Fimbank
  • Codix
  • Pinnacle
  • CTS
  • China Systems
Institutional partners
  • ADB
  • IFC
  • Berne Union
  • Swift
Media partners
  • GTR
  • Asia Briefing
  • The Paypers
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