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West Coast Trade & Export Finance Conference

West Coast Trade & Export Finance Conference

United StatesSan Francisco, United States | September 18, 2012
Hyatt at Fisherman's Wharf

Event Review

Exporta’s West Coast Trade & Export Finance Conference took place in San Francisco at the Hyatt at Fisherman’s Wharf on September 18, and attracted the region’s senior corporate and banking decision makers to discuss the current trade environment and the abundance of opportunities offered by emerging markets.

As the domestic market has experienced varying degrees of volatility and global trade dynamics are changing at an increasingly rapid pace, the conference was well placed to tackle key issues such as corporate risk appetites, the increased focus on capital management, how to roll out the supply chain, west coast exports to Asia, Basel III, mitigating supply chain risk in Latin America, the demand and availability of export finance, current trends and future projections for the insurance market and the role of financial institutions in facilitating economic growth.

They keynote address was delivered by Mr. Gary Schlossberg, Principal & Senior Economist at Wells Fargo, which set the scene for the one day conference by outlining the impact of global markets on US trade, such as the eurozone debt crisis and the emergence of rising economies in Asia. A dedicated corporate panel – including QLogic, Equipxp and Orient Trade Finance Consultant – then described how the mechanics of funding have changed for corporate entities due to the growing significance of off-balance sheet lending and the increasing importance of risk mitigation along the international supply chain.

Two insightful case studies focussed on the practicalities of rolling out the supply chain (from the physical and financial perspectives) as well as how best to address security concerns when dealing with politically changeable countries in Latin America. Other panel discussions focussed on the availability of trade and export finance and the importance of the trade credit insurance market.

As with all Exporta events, networking was a key theme throughout the day. The event provided the ideal setting for peer-to-peer networking amongst key decision makers, with new business relationships being formed as well as the chance to meet old friends.

The conference welcomed support by Bank of America Merrill Lynch, Citi, FCIA Management Company, Conway & Partners, Bolero, Pinnacle Solutions, Codix and Rockall Technologies. The IFC, IDB, ATFA, ICISA and Berne Union also provided institutional partnership support.


Having held events in New York for nearly a decade, Exporta is delighted to host the West Coast Trade & Export Finance Conference in San Francisco for 2012. The conference will bring together the leading players from the trade finance community to discuss new market opportunities, industry demands and analyze the complexities of financing trade.

As the market has experienced varying degrees of turbulence in both domestic and international trade lines, the conference is well timed for industry experts to share their experiences and engage in meaningful discussion on how their priorities have shifted to align with the changing global landscape.

The delegation will consist of SME and multinational corporates, heads of domestic and international financial institutions, regional and global ECAs, multilaterals, insurers, lawyers, consultants and all the principal actors involved in the world of trade finance.

Delegates will gain insightful perspectives from keynote speeches, industry specific presentations and panel discussions. Attendees will also benefit from the numerous networking opportunities where vital new business contacts can be made in a vibrant and comfortable setting.

Among the topics to be discussed:
• How are commercially and politically volatile global markets affecting trade?
• Analyzing corporate funding priorities and trade challenges
• Case study: How to roll out the supply chain
• How lucrative a destination can Asia become for West Coast exports?
• Exploring the increasing trend of banks expanding their trade finance lines
• Case study: Mitigating supply chain risk in Latin America
• What is the current capacity and demand for trade credit and political risk insurance?
• Assessing the demand and availability of export finance

Who should attend?
• Trade, export and commodity finance heads and directors
• Multinationals and SMEs
• Insurance underwriters and brokers
• Export credit agencies
• Multilaterals
• Solution providers
• Lawyers and consultants
• Market analysts and policy advisors

There will also be a special evening reception following the conference where all delegates can continue the day's discussions and engage in further dialogue in a more informal atmosphere.

Event Photos



08.00 Registration and refreshments

09.00 Chairman’s opening remarks
Maureen Sullivan
, Managing Director, North American Trade Sales Head, Bank of America Merrill Lynch

09.05 Keynote: How are commercially and politically volatile global markets affecting trade?
Gary Schlossberg
, Principal & Senior Economist, Wells Fargo
• To what extent is the U.S. and West Coast feeling the effects of the eurozone debt crisis?
• Analyzing the sectors in which trade is growing despite global economic fluctuations
• Are emerging markets becoming more attractive in light of declining ‘established’ economies?

09.35 Panel discussion: Analyzing corporate funding priorities and trade challenges
Moderator: John Monaghan
, Managing Director, Head of Supply Chain Finance,Citi
Vernon Darko
, President, Equipxp
Zhuang Kang
, Senior Partner, Orient Trade Finance Consultant
Darie Achstein-Conway
, Manager, Global Trade & Compliance, QLogic Corporation
• How much exposure and risk are corporates willing to take in terms of expansion and borrowing?
• The main product? Considering the demand and availability of trade and export finance
• Looking at how increased focus on capital management has changed operational strategy and efficiency
• What more can banks and solution providers do to increase the effectiveness of the supply chain?
• Which global markets and sectors are providing the greatest cause for optimism?

10.20 Networking break

11.00 How to roll out the supply chain
Moderator: Amit Jain
, Vice-President, Product Manager, Trade & Supply Chain, Bank of America Merrill Lynch
Peter Chin
, Executive Vice-President, Premium Technology
Christine Grolimund
, Vice-President, Global Operations, Collateral Management Services, SGS Group
• Examining institutional collaborations in setting up the supply chain
• Moving from the idea stage to successful programme implementation
• Looking at the measures in place to safeguard programmes and mitigate risk
• Developing a more robust strategy for emerging market supply chains

11.40 Developments in international commercial dispute resolution
Nathan O'Malley
, Partner, Conway & Partners
• How has international dispute resolution trends changed due to changing global commercial dynamics?
• What can banks and corporates do from the outset to ensure a smooth process?
• How to overcome legal and practical hurdles to maximise recoveries
• Arranging your affairs once the dispute has started to take advantage of more favourable jurisdictions

12.10 Panel discussion: Exploring the increasing trend of banks expanding their trade finance lines
Moderator: Sanjiv Sanghvi
, Executive Vice-President & Head of Global Banking, Wells Fargo
Craig Schumann, Vice-President, Global Trade & Receivables Finance, HSBC Bank USA
Priyamvada Singh, Global Program Lead, Trade Supplier Finance, IFC
Jeff Jankowiak, Partner, International Risk Consultants
Cameron Letters, Managing Director, Head of Global Transaction Banking, USA, Santander
Thomas Burr, Vice-President & Global Trade Manager, Union Bank
• Will this expansion in trade finance offerings lead to reduced costs for borrowers?
• Profiling the collaborations between domestic and international financial institutions
• How are financial institutions developing products to support the corporate supply chain?
• Analyzing U.S. bank trends in financing trade flows from Europe and Asia to Latin America
• How lucrative a destination can Asia become for West Coast exports?
• How will Basel III affect a client’s cost of borrowing and access to cash?

13.00 Lunch

14.30 Case study: Mitigating supply chain risk in Latin America
Elaine Carey
, Managing Director, FTI Consulting
• Profiling LatAm from a political and economic risk perspective
• Which sectors are mostly affected by political and supply chain risk?
• Where are the weak links in the supply chain? And how can these weaknesses be reduced?
• Analyzing the impact of pricing volatility in the LatAm commodities market on the supply chain

15.00 Panel discussion: Latest trends in trade credit insurance and projections for 2013 and beyond
Moderator: Gary Mendell
, President, Meridian Finance Group
Fredrik Murer
, Head of Americas, Political Risk & Credit, Ace Global Markets
Glenn Robins
, Vice-President, Trade Credit, Chartis
Andre Python, Vice-President, Underwriting, FCIA Management Company
David Josephson
, Western Regional Director, US Ex-Im Bank
• What is the demand and capacity for covering USA, eurozone, BRIC, CIVETS, N11 and other emerging markets?
• Current trends: Longer payment terms, supplier credits vs. buyer credits and the recent surge in LC insurance
• Understanding new kinds of policy structures with more flexible features for corporates and financial institutions
• How do claim payment results, loss experience in 2011/2012 and sectors of concern affect 2013 projections?

15.50 Networking break

16.15 ePresentation: Trade finance solution case study
Claire Buchanan
, Senior Vice-President, Bolero
• Analyzing the current landscape and future opportunities
• Ensuring value delivery to all parties
• What are the fundamentals of ePresentation?
• Cross industry initiatives: Integration with carrier networks
• BHP Billiton corporate case study

16.40 Panel discussion: Assessing the demand and availability of export finance
Moderator: Alex McCombs
, Director, Global Structured Trade Finance, Bank of America Merrill Lynch
Al Hamdani
, Head, Structured & Project Finance Group, EDC
Kevin Liu
, Director of Marketing, Exclusive Analysis
Adrian Katz
, Chief Executive Officer, Finacity
Jovan Petrovic
, Executive Director, Export Finance, J.P. Morgan
• How are banks and ECAs collaborating to ensure future product relevancy?
• Export finance south of the border: Growing demand in Brazil, Colombia, and elsewhere
• Trade receivable securitization: Another financing tool for exporters
• Supplier vs. buyer credits: What lessons have been learned by both ECAs and the private sector?
• Which Asian countries are creating the greatest opportunities for West coast exporters?
• Considering future pricing trends and the impact of Basel III on the export finance market

17.30 Close of conference followed by evening networking reception


Hyatt at Fisherman's Wharf

555 North Point Street
San Francisco
United States


Sponsorship opportunities including exhibition stands are available for this event.

To become a sponsor, please contact Tom Whitehead, Head of Sponsorship Sales at

Exporta's events have a global reputation, renowned for superb networking opportunities and educational presentations by high-profile speakers.

Time after time our events attract the leading companies in our market as sponsors.

See below for a full list of our Event Sponsors, Institutional Partners and Media Partners and click on the logo to visit their web site. 

Delegate Packs


Delegate Opportunity

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Email the GTR events team at

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Speaking Opportunity

Interested in speaking at this event?

Email Paul Greetham at

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Media Opportunity

Interested in becoming a Media / Institutional partner for this event, or have any press enquiries?

Email Grant Naughton at

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Sponsored by

  • Citi
  • Bank of America Merrill Lynch
  • Conway
  • Rockall
  • Codix
  • Pinnacle Solutions
  • Bolero
Institutional partners
  • IFC
  • IADB
  • ATFA
  • Berne Union
Media partners
  • GTR
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