Brazil & Latin America Trade & Commodity Finance Conference

Event Review

A strong delegation of local and international trade and commodity finance experts were in attendance at Exporta’s first Brazil & Latin America Trade & Commodity Finance Conference in Sao Paulo, which took place on April 12-13th.

Proceedings focused on the strong growth levels that have seen Brazil and its Latin American neighbours stand firm in the face of global recession, along with fellow ‘Bric’ member states such as India and China, taking advantage of the high levels of liquidity and access to credit. Shrewd monetary policies and stimulus packages have kept federal reserves high and the region ‘open for business’, with particular success enjoyed within the lucrative commodity market.

The conference is the only event specifically focused on trade and commodity finance opportunities within the wider Latin American region, covering challenges faced and opportunities available in markets such as Argentina, Venezuela, Colombia, Peru and Ecuador.

Drawing on Exporta’s established reputation of holding high level global events and strong coverage of the region in Global Trade Review (GTR), the event attracted sponsor support from a number of leading institutions, including BBVA, ABN Amro, Fimbank, Gallagher London, Ace Global Markets, Latin American Underwriters and Misys.

Leading issues covered over the course of the two days included challenges between local and international banks, comparisons in performance between soft commodities and the oil and metals sectors, cross-border financing, pricing concerns, political risk priorities and infrastructure opportunities generated as a result of forthcoming events such as the 2014 FIFA World Cup and 2016 Olympic Games. 

Delegates were in attendance from some of the pre-eminent companies in the market, including Alstom, Electrobras, Odebrecht, Petrobras, Siemens Brasil, Vale, Volvo Brazil and Votorantim, crucial in establishing dialogue between exporters and importers of goods and services and the institutions responsible for financing them.

Following the conclusion of Day One, a special evening reception took place at the conference venue, enabling delegates to continue their discussions and networking within a more informal setting.

Description

Along with fellow Bric members India and China, Brazil has witnessed a positive response to the global financial crisis, taking advantage of the high levels of liquidity and access to credit enjoyed previously.

The country, and the Latin American market in general, has benefitted from shrewd monetary policies which have kept federal reserves high as well as various stimulus packages from governments keen to keep the continent 'open for business', with particular success enjoyed within the lucrative commodity market.

Exporta will return to the region for its Brazil & Latin America Trade & Commodity Finance Conference, which will bring together leading trade figures from within the local and international market to discuss the huge opportunities provided as trade dealings with crucial partners throughout the globe continue to stimulate economic recovery.


A range of topics will be discussed throughout the course of the two days, including:

•    Brazil's role as a new global leader due to strong market performance
•    Challenges faced between local and international banks
•    What are the principal problems for banks looking to provide cross-border financing to local corporates?
•    Comparing the performance of soft commodities in comparison to the oil and metals markets
•    Infrastructure challenges faced as a result of forthcoming global events (2014 World Cup, 2016 Olympics)
•    The role of state institutions in supporting Brazilian corporate growth
•    Recovering risk appetites within the private insurance market
•    The role of multilaterals in providing guarantees for corporate expansion
•    Plugging liquidity gaps in a Basel III landscape
•    Political risk priorities within the broader Latin American region


Who should attend?

•    Trade, export and commodity finance heads and directors
•    Corporate finance directors, CFOs and treasurers
•    Commodity brokers and traders
•    Insurance underwriters and brokers
•    Export credit agencies
•    Multilaterals
•    Solution providers
•    Lawyers and consultants
•    Market analysts and policy advisors

As with all Exporta events, much emphasis will be placed on networking opportunities for conference delegates, including an evening reception on Day One. This unrivalled event should not be missed for those companies serious about trade and export opportunities in this exciting region.
 

Event Photos

Brochure

Programme

Day One

08.15 Registration and refreshments

09.00 Chairman’s opening remarks
Sandra Nolasco, Head of Structured Trade Finance, BBVA

09.15 Keynote: Fuelling Brazil’s continuing economic growth
Joaquín Vial, Chief Economist, South America, BBVA
•    Examining the successes enjoyed within Brazil and the wider region post-global crisis
•    Tracking efforts to create a sustainable economy and to reduce dependence on natural resources
•    Considering the role played by governments through the injection of trade stimulus packages
•    Is the outlook on doing business in Brazil and Latin America overly optimistic?

09.45 Trade finance in Brazil & beyond: Challenges faced between local and international banks
Moderator: Rick Torken, Managing Director, Global Head Agricultural Commodities, ABN Amro
Eddy Leiber-Faller, Head of Structured Trade Finance Brazil, BBVA
Eric Striegler, Head of Trade & International, HSBC Brazil
Carolina Troster, Senior Manager, International Division, Banco ABC Brasil
Rhona Aledia, Senior Vice President, Regional Head, the Americas, Structured Trade & Commodity Finance, SMBC
Reinaldo Lima, Head of Structured Finance & Syndication, Banco do Brasil
•    What are the principal problems for banks looking to provide cross-border financing to local corporates?
•    Challenges in funding faced for local companies looking to expand internationally
•    Tracking the huge growth in local corporates requesting credit lines for recently created or acquired foreign subsidiaries
•    Is this expansion better suited for international financiers in removing competition from local banks?
•    Looking at the increases in local bank participation in big ticket syndicated tenors
•    Changing strategic approaches of international banks in entering the market place
•    How local banks are now moving into the traditional international domain and closing deals in foreign currency

10.45 Networking break

11.15 Reaping the rewards: Brazil’s increasing role in the international energy sector
Pedro Cordeiro, Partner, Bain & Company
•    Examining the new opportunities provided by Brazil’s pre-salt fields in increasing sector potential
•    Making the move from exporter to importer to compete with other major energy markets
•    Corporate expansion: How companies are raising funds to develop capabilities (eg. Petrobas share issue)
•    The role of government in providing access to such natural resources and the costs incurred
•    Project finance: Market opportunities provided for new players in infrastructure preparation

11.45 Factoring in Brazil: A thriving industry
Joao Costa Pereira, First Vice-President, Head Mediterranean Factors, FIMBank
•    Highlighting particular benefits and incentives provided by factoring for SMEs
•    Explaining the credit analysis process and linkage to discounting practice
•    Competition in services between factoring providers and traditional banks
•    Joint venture opportunities for external providers entering the local marketplace

12.15 Infrastructure: The key to future success?
Bruce Glazier, Managing Director, Mercosul Invest
•    Challenges faced by new administrations in overcoming one of the biggest trade hurdles
•    How large scale investment opportunities such as World Cup 2014 and Olympics 2016 offer opportunities within the capital markets
•    The role of ECAs, multilaterals and development institutions in boosting infrastructural development
•    How much does the shortfall in infrastructure preventing the region from competing with other emerging markets such as Asia?

12.45 Lunch

13.45 Panel discussion: Recovering risk appetites within the private insurance market
Moderator: Kit Brownlees, Managing Director, Political, Project & Credit Risks, Gallagher London
Agnes Alderson, Vice President, Ace Global Markets Political Risk and Credit
Phillip Krinker, Owner, CredSegur Trade Credit Insurance Brokers
Bob Svensk, CEO, Latin American Underwriters
•    Is there sufficient capacity within the short term credit and political risk markets to meet current demand?
•    What lessons have insurers learnt from the credit insurance crisis?
•    Has the corporate sector regained its faith in the private credit insurance market?
•    How are Latin American companies looking to mitigate their domestic and international trade receivables in the present volatile environment?

14.35 Corporate expansion strategies and the role of multilaterals in providing guarantees
Luis Barretto, Surety Bonds, PRI & Trade Credit Insurance, Odebrecht Group
Antonio Estrada, Senior Portfolio Management Officer, Structured & Corporate Financing Department, Inter-American Development Bank (IADB)
•    How institutions are support the development of infrastructure projects inside and outside the region
•    Assessing the demand for such facilities in meeting corporate sector requirements and guaranty needs
•    What are the primary target markets for local corporates looking to use such facilities to aid expansion
•    Real life case study: Using guarantees to leverage against surety bond and guarantee capacity

15.15 Networking break

15.45 The impact of rising food prices in Brazil
Rick Torken, Managing Director, Global Head Agricultural Commodities, ABN Amro
•    Where do increased food prices come from?
•    Are food prices going to remain high?
•    What are the consequences on a global basis of increased food prices?
•    What are the consequences for Brazil?
•    Domestic food prices and factors such as rising internal consumption and increased national exports

16.15 Collateral management: Providing greater security in the supply chain
Fernando Vela, Country Manager for Ecuador, Cotecna
•    Limiting bank risk: The evolving role of the collateral manager
•    Correct evaluation of risk requirements such as insurance provision and impact on claim volumes
•    From start to finish: The benefits of developing a comprehensive solution package
•    Successes and failures: Providing case studies on what has been learned in the past

16.40 Panel discussion: Is the region’s strength in the commodity sector a blessing or a curse?
Moderator: Ian Henderson, Director, Texel Finance
Martin Schmitz, Executive Director & Head of Commodity Finance, Latin America, WestLB
Domicio dos Santos Neto, Partner, Santos Neto Advogados
Fernando Vela, Country Manager for Ecuador, Cotecna
Robert Resnick, Chief Financial Officer, Atman
•    Considering the continuing popularity of pre-export financing facilities and incentives provided
•    Back to the old days? How corporates have returned to simplified structures and longer tenors
•    Comparing pricing and availability of liquidity corporates at the higher and lower end of the spectrum
•    Examining the performance of different goods and impact of fluctuating prices on local economies
•    Expanding investment in production in other emerging markets such as Africa and Asia
•    Have international banks regained confidence in the local commodity market after some notable recent failures?

17.30 Close of Day One followed by evening reception

Day Two

08.30 Registration and refreshments

09.00 Chairman’s morning remarks
Fausto Caron, Head of Commodities Brazil, ABN Amro

09.10 Political risk priorities within the broader Latin American region
Keith Martin, Director of International Trade & Investment, Aon Brazil
Geert Aalbers, General Manager, Brazil & Director of Corporate Investigations, Latin America, Control Risks
•    Identifying the differing risks faced when investing across Latin America
•    Success stories and room for improvement: Which countries are taking advantage of the Brazil effect?
•    Election fever? Assessing the main challenges faced for new administrations across the region
•    Considering what the outward expansion of local corporates means for local economies
•    Security threats such as fraud and corruption and their impact on political risk assessment
•    Social risk issues relating to investment in commodities within specific Latin American countries

09.55 Collaboration between banks and corporates in the optimisation of supply chain efficiency
Moderator: David Hennah, Senior Product Manager, Swift
Regis Amorim, Senior Advisor, Foreign Trade Division, Banco do Brasil
Olivier Berthier, Solutions Director, Transaction Banking, Misys
•    Enhancing visibility to improve working capital efficiencies
•    Adopting a common language for exchanging data across regions and industries
•    Building the same confidence in open account business as for documentary trade
•    Addressing the challenges of managing the financial supply chain in Latin America

10.40 Newly reinforced? Changes in legal systems and challenges faced
Christian de Lima Ramos, Partner, Ramos, Zuanon e Manassero Advogados
•    How successful has the region been in reinforcing legal structures post-crisis?
•    Documentary efficiency: Learning from past mistakes to safeguard against loss
•    Future predictions for challenges faced as business volumes increase across various sectors

11.05 Networking break

11.35 Country focus: Argentina's role within emerging market trade
Marnix van Iterson, Chief Representative, Argentina, ING Commercial Banking
•    Argentina: 'A coin with two sides'
•    Profiling key sectors such as the crushing industry
•    TCF in Argentina: A new approach to financing commodity sourcing

12.00 A Real problem: Currency wars in Latin America
Enestor dos Santos, Senior Economist, Emerging Markets Unit, BBVA
•    Assessing the impact of escalating commodity prices on raising the value of the Brazilian Real
•    Addressing concerns that further success in the energy market could make other sectors unsuccessful
•    Is the strength of the Real likely to hold back Brazilian corporates on the international stage?
•    Looking at currency policies in other countries in the region and their impact on Brazilian fiscal policy

12.25 Panel discussion: Debating the impact, benefits and advantages of trade facilitation initiatives across Latin America
Moderator: Antonio Alves, Regional Head of Trade, Latin America, International Finance Corporation (IFC)
Guillaume Légaré, Director, South America, National Bank of Canada
Marjolein Valentien, Relationship Manager, Financial Institutions, Americas & Southern Europe, Trade & Commodity Finance, Rabobank International
Zheng Bingkai, Head of Trade Finance Division, International Department, Agricultural Bank of China
Guilherme Gottardi, Head of International Division, Banco Industrial do Brasil
•    Looking at how both issuing and confirming banks can benefit from programmes such as IFC's GTFP and GTLP
•    What is the main value-added benefit to the trade finance activities of participating banks?
•    Assessing how Basel III implementation will impact on trade finance across the Latin American region
•    Looking forward: Considering individual bank strategies for 2011 and assessing market appeal for new entrants

13.15 Close of conference followed by networking lunch

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Conferência financeira sobre commodities e comércio - Brasil e América Latina
São Paulo, Brasil, 12 e 13 de abril de 2011

Dia um

8h15min Inscrições

9h Comentários de abertura do Presidente
Sandra Nolasco, Chefe de finanças de comércio estruturadas, BBVA

9h15min Palestra de abertura: Abastecendo o crescimento econômico contínuo do Brasil
Joaquín Vial, Economista-chefe, América do Sul, BBVA
•    Examinando os sucessos obtidos no Brasil e na região mais ampla após a crise global
•    Controlando esforços para criar uma economia sustentável e reduzir a dependência de recursos naturais
•    Considerando a função exercida por governos através da injeção de pacotes de estímulo de comércio
•    A perspectiva de fazer negócios no Brasil e na América Latina não é otimista em excesso?

9h45min Finanças de comércio no Brasil e além-fronteiras: desafios enfrentados entre bancos locais e internacionais
Moderador: Rick Torken, Diretor-gerente, Chefe de Commodities Agrícolas, ABN Amro
Eddy Leiber-Faller, Chefe de finanças de comércio estruturadas Brasil, BBVA
Eric Striegler, Chefe de finanças de comércio de banco corporativo e estruturadas, HSBC Brasil
Carolina Troster, Senior Manager, International Division, Banco ABC Brasil
Rhona Aledia, Vice-presidente sênior, Chefe regional, Américas, Finanças de commodities e comércio estruturadas, SMBC
Reinaldo Lima, Gerente de Operações Estruturadas Internacionais, Banco do Brasil
•    Quais são os principais problemas para bancos que buscam fornecer financiamento além-fronteiras para empresas locais?
•    Desafios no financiamento enfrentado por empresas locais que buscam expandir-se internacionalmente
•    Controlando o incrível crescimento em empresas locais solicitando linhas de crédito para subsidiárias no exterior recém-criadas ou adquiridas
•    Esta expansão é mais bem adequada para financiadores internacionais ao remover a concorrência de bancos locais?
•    Analisando os aumentos na participação de bancos locais em tendências sindicadas importantes
•    Mudando abordagens estratégicas de bancos internacionais ao entrar no mercado
•    Como os bancos locais estão movendo agora para o domínio internacional tradicional e fechando negócios em moeda estrangeira

10h45min Pausa para interação

11h15min Colhendo as recompensas: a função cada vez maior do Brasil no setor de energia internacional
Pedro Cordeiro, Parceiro, Bain & Company
•    Examinando as novas oportunidades fornecidas pelos campos de pré-sal no Brasil em aumentar o potencial do setor
•    Fazendo a mudança de exportador para importador para competir com outros mercados importantes de energia
•    Expansão corporativa: como as empresas estão levantando fundos para desenvolver capacidades (p. ex., emissão de ações da Petrobrás)
•    A função do governo em fornecer acesso a tais recursos naturais e os custos incorridos
•    Financiamento de projeto: oportunidades de mercado fornecidas para novos atuantes na preparação da infraestrutura

11h45min Factoring no Brasil: um setor próspero
Joao Costa Pereira, Primeiro vice-presidente, Chefe de fatores mediterrâneos, FIMBank
•    Destacando incentivos e benefícios específicos fornecidos por factoring para SMEs
•    Explicando o processo de análise de crédito e vínculo à prática de descontos
•    Concorrência em serviços entre provedores de factoring e bancos tradicionais
•    Oportunidades de joint-venture para provedores externos entrando no mercado local

12h15min Infraestrutura: a chave do futuro sucesso?
Bruce Glazier, Diretor-Gerente, Mercosul Invest
•    Desafios enfrentados pelos novos administradores em superar uma das maiores dificuldades no comércio
•    Como oportunidades de investimento em larga escala como a Copa do Mundo de 2014 e as Olimpíadas de 2016 oferecem oportunidades nos mercados de capitais?
•    A função de instituições em desenvolvimento, multilaterais e ECAs em estimular o desenvolvimento de infraestrutura
•    Em que nível a defasagem em infraestrutura impede a região de competir com outros mercados emergentes como a Ásia?

12h45min Almoço

13h45min Recuperando "apetites” de risco no mercado de seguros privados
Moderador: Kit Brownlees, Diretor-Gerente, Riscos de crédito, projeto e políticos, Gallagher London
Agnes Alderson, Vice-presidente, Ace Global Markets Political Risk and Credit
Phillip Krinker, Proprietário, CredSegur Trade Credit Insurance Brokers
Nick Hedley, Presidente, Latin American Underwriters
•    Analisando se há capacidade suficiente no mercado de crédito a curto prazo para atender à demanda atual
•    Quais lições foram aprendidas por aqueles que tiveram problemas devido a altos volumes de reclamações?
•    Considerando se o setor corporativo reobteve sua fé no mercado de seguros de crédito privado
•    De que outras formas as empresas da América Latina buscam minimizar riscos?

14h35min Estratégias de expansão corporativa e a função de multilaterais em fornecer garantias
Luis Barretto, Títulos de garantia, seguro de crédito de comércio e PRI, Odebrecht Group
Antonio Estrada, Senior Portfolio Management Officer, Structured & Corporate Financing Department, Inter-American Development Bank (IADB)
•    Como as instituições oferecem suporte ao desenvolvimento de projetos de infraestrutura dentro e fora da região
•    Avaliando a demanda de tais instalações em atender requisitos do setor corporativo e necessidades de garantia
•    Quais são os mercados-alvo primários para empresas locais buscando usar tais instalações para auxiliar na expansão?
•    Estudo de caso real: usando garantias para aproveitar título de garantia e capacidade de garantia

15h15min Pausa para interação

15h45min O impacto do aumento dos produtos alimenticios no Brasil
Rick Torken, Diretor-gerente, Chefe de Commodities Agrícolas, ABN Amro
•    De onde vem aumento dos producos alimenticios?
•    O preço dos produtos alimenticios irao se manter altos?
•    Quais as consequencias do aumento dos produtos alimenticios no mercado mundial?
•    Quais sao as consequencias para o Brasil?
•    Precos de produtos de uso domestico e fatores como o aumento deo consomo interno e aumento da exportacao de produtos nacionais?

16h15min Gerenciamento colateral: fornecendo mais segurança na cadeia de fornecimento
Fabio Liborio, Gerente do País, Cotecna Brazil
•    Limitando o risco do banco: a função em evolução do gerente colateral
•    Avaliação correta de requisitos de risco como provisão de garantia e impacto em volumes de reclamações
•    Do início ao fim: os benefícios de desenvolver um pacote de soluções abrangente
•    Êxitos e falhas: fornecendo estudos de caso sobre o que foi aprendido anteriormente

16h40min Discussão de painel: o ponto forte da região no setor de commodities é uma benção ou uma praga?
Moderador: Ian Henderson, Diretor, Texel Finance
Martin Schmitz, Diretor executivo e chefe de finanças de commodities, América Latina, WestLB
Domicio dos Santos Neto, Parceiro, Santos Neto Advogados
Fabio Liborio, Gerente do País, Cotecna Brazil
Robert Resnick, Diretor financeiro, Atman
•    Considerando a contínua popularidade de incentivos e instalações de financiamento de pré-exportação fornecidos
•    De volta ao tempo antigo? Como as empresas retornaram a estruturas simplificadas e tendências mais longas
•    Comparando preço e disponibilidade de liquides corporativa na extremidade superior e inferior do espectro
•    Examinando o desempenho de diferentes mercadorias e o impacto de preços flutuantes em economias locais
•    Expandindo o investimento em produção em outros mercados emergentes como a África e a Ásia
•    Os bancos internacionais ganharam novamente confiança no mercado de commodities locais depois de algumas falhas recentes notáveis?

17h30min Encerramento do dia dois seguido por recepção à noite


Dia dois

8h30min Inscrições

9h Comentários da manhã do Presidente
Fausto Caron, Chefe de commodities para ABN Amro no Brasil

9h10min Prioridades de risco político na região da América Latina mais ampla
Keith Martin, Diretor de comércio e investimento internacional, Aon Brazil
Geert Aalbers, Gerente-Geral, Brasil, e Diretor de investigações corporativas, América Latina, Control Risks
•    Identificando os diferentes riscos enfrentados ao investir na América Latina
•    Histórias de sucesso e espaço para melhoria: quais países estão aproveitando o efeito Brasil?
•    Febre de eleições? Avaliando os principais desafios enfrentados por novas administrações na região
•    Considerando o que a expansão no exterior de empresas locais significa para economias locais
•    Ameaças de segurança como fraude e corrupção e seu impacto na avaliação de risco político
•    Problemas de risco social relacionados a investimento em commodities em países específicos da América Latina

9h55min Colaboração entre bancos e empresas na otimização da eficiência da cadeia de fornecimento
David Hennah, Gerente Senior de Produtos, Swift
Regis Amorim, Senior Advisor, Foreign Trade Division, Banco do Brasil
Olivier Berthier, Solutions Director, Transaction Banking, Misys
•    Melhorando a visibilidade para aprimorar eficiências de capital de trabalho
•    Adotando uma linguagem comum para troca de dados em regiões e setores
•    Criando a mesma confiança em negócios de contas abertas que para um comércio com documentos
•    Solucionando os desafios de gerenciar a cadeia de fornecimento financeira na América Latina

10h40min Reforçados recentemente? Alterações em sistemas legais e desafios enfrentados
Christian de Lima Ramos, Parceiro, Ramos, Zuanon e Manassero Advogados
•    Qual tem sido o êxito da região em reforçar estruturas legais após a crise?
•    Eficiência com documentos: aprendendo de erros do passado para proteger contra perda
•    Futuras previsões para desafios enfrentados à medida que os volumes de negócios aumentam em vários setores

11h05min Pausa para interação

11h35min País em Destaque: Posição Comercial da Argentina com os mercados emergentes
Marnix van Iterson, Chefe de representante, Chefe regional, Finanças de commodities e comércio, ING Bank Argentina
•    Argentina: “Uma moeda com duas faces”
•    Perfil de principais setores como indústria de esmagamento de soja
•    TCF na Argentina: Uma nova abordagem para o financiando os originadores de commodities

12h Um problema real: guerras de moeda na América Latina
Enestor dos Santos, Economista-chefe, Unidade de mercados emergentes, BBVA
•    Avaliando o impacto de escalonar preços de commodities elevando o valor do Real Brasileiro
•    Solucionando preocupações quanto a que um maior sucesso no mercado de energia poderia tornar outros setores mal-sucedidos
•    É possível que a força do Real retenha as empresas brasileiras locais no cenário internacional?
•    Analisando as políticas de moeda em outros países na região e seu impacto na política fiscal brasileira

12h25min  Discussão de painel: debatendo o impacto, os benefícios e as vantagens de iniciativas de facilitação de comércio na América Latina
Moderador: Antonio Alves, Chefe regional de comércio, América Latina, International Finance Corporation (IFC)
Guillaume Légaré, Diretor, América do Sul, National Bank of Canada
Marjolein Valentien, Gerente de relacionamento, Instituições financeiras, Américas e Europa Meridional, Finanças de commodities e comércio, Rabobank International
Zheng Bingkai, Chefe da divisão financeira de comércio, Departamento internacional, Agricultural Bank of China
Guilherme Gottardi, Diretora, Divisão internacional, Banco Industrial do Brasil
•    Analisando como bancos de emissão e confirmação podem se beneficiar de programas como o GTFP e GTLP da IFC
•    Qual o benefício principal de valor agregado para as atividades financeiras de comércio de bancos participantes?
•    Avaliando como a implementação de Basileia III afetará as finanças de comércio na região da América Latina
•    Analisando o futuro: considerando estratégias de bancos individuais para 2011 e avaliando o apelo do mercado para novos participantes

13h15min Almoço
 

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