VIEWS: 11 PAGES: 2 POSTED ON: 5/24/2012
TRADE FINANCE Marketing of Trade Finance Facilities 8 – 10 JUNE 2009, SINGAPORE JACK TAN | S$2,400 (BEFORE GST) INTRODUCTION This intermediate trade finance program aims at raising competencies of trade finance professionals, commercial bankers and corporate bankers in marketing trade finance facilities. Participants will acquire the technical knowledge of marketing and structuring trade finance facilities that meet the needs of corporations while continue to harness the corporate accounts relationship under modern accounts management strategy. LEARNING OUTCOMES Apply the knowledge of marketing to uncover clients’ trade finance facility needs through a methods of payment mapping system and risk analysis Apply marketing solution to structuring trade finance facilities for working capital requirements and account management Apply marketing solution to support clients’ project involving trade finance as part of credit management WHO SHOULD ATTEND Credit and marketing officers and managers Corporate Banking officers, managers and VPs Commercial banking officers, managers and VPs Trade finance officers and managers Branch managers THINGS TO BRING Delegates are required to bring along a financial calculator for this course. COURSE OUTLINE Day 1: Unlashing the power of marketing techniques to uncover clients’ trade finance facility needs Introduction to marketing of trade finance facilities OCG Trade Finance Marketing Model: marketing of trade finance facilities and products, credit analysis and risk evaluation, and account/relationship management Marketing of Trade Finance Facilities: the practical approach Managing the marketing mix for trade products and services Five step-marketing process for trade finance professionals, commercial and corporate bankers in trade finance business: step 1: building technical knowledge on trade finance; step 2: marketing planning and customer origination; step 3: unlocking trade flow on customers’ needs; step 4: marketing solutions - credit analysis and structuring credit finance facilities; step 5: account/relationship management Building essential trade finance technical knowledge as part of trade finance marketing efforts Methods of payment as bases for packaging and structuring trade finance facilities Instruments used in trade finance and their technicality Back-to-Back L/C and certainty in sources of repayment and mitigation of risks Credit proposal for structured trade finance – back-to-back LC Exporters’ needs for non-recourse financing Marketing common trade finance facilities Syndicate case study - Marketing solution 1 on a back-to-back L/C facility requirement Day 2: Applying marketing solution in project and trade financing Marketing of trade finance under the concept of asset conversion and risk Financing opportunity created by mismatches of asset conversion cycle and managing the inherent risks: trading company, manufacturing company TRADE FINANCE Asset protection lending in trade finance and its inherent risks Marketing opportunity: permanent level of financing: trading company, manufacturing company; trade finance structures Necessity of asset protection for lenders Banker’s guarantee or standby letter of credit to support a project development Project development combined with trade finance in an asset conversion cycle Syndicate case study – Marketing solution 2: A regional bunkering company needs term financing to finance the construction of one vessel amounting to US$18 million of which drawdown of the term loan is by way of documentary letter of credit (financing project developer) Day 3: Applying marketing solutions in working capital trade finance and account/relationship management Marketing of trade finance products for working capital requirements Why trade finance products appear to be attractive to banks? Marketing of cash and non-cash trade finance facilities The pricing structure of common trade finance products Marketing of working capital trade finance through understanding customers’ needs Professional bankers use the formula approach to compute clients’ needs for trade finance facilities Account/relationship management Syndicate case study – Marketing solutions 3 & 4 : normal case – working capital trade finance & takeover case – working capital trade finance
"Marketing of Trade Finance Facilities"