LEAD SPONSORS

Incorporating

GTR Mena Trade & Export Finance Conference 2016

ICC Regional Banking Commission MENA seminar

Evening drinks reception

Compliance in supply chain finance workshop

Dubai, UAE Jumeirah Emirates Towers

February 15-17, 2016

#GTRMENA

Accredited

GTR Mena Trade Finance Week 2016 totals 15 Professional Development

Credits (PCDs)

GOLD SPONSORS

PLATINUM SPONSORS PLATINUM & INTERACTION SPONSORS

M E N A FA C TO R S

SILVER SPONSORS

INSTITUTIONAL PARTNERS

CO-SPONSORS

EVENING RECEPTION SPONSOR NETWORKING BREAK SPONSOR DELEGATE BAG SPONSOR LANYARD SPONSOR

SPONSORS & PARTNERS GTR MENA TRADE FINANCE WEEK 2016 WWW.GTREVIEW.COM

CORPORATES & TRADERS

BANKS & FINANCIERS

INSURERS & RISK MANAGERS

NON-BANK FINANCIERS

CONSULTANTS

SOLUTION PROVIDERS

GOVT ORGS & PUBLIC BODIES

ECAS & MULTILATERALS

MEDIA

LAWYERS

47%

25%

6%

6%

4%

3%

3%

2%

2%

2%

Sec

tors

att

ende

d in

201

5

Percentage of attendees by region in 2015

2015’s vital statistics

COMPANIES REPRESENTED

238COUNTRIES

REPRESENTED

30DELEGATES ATTENDED

512

BRAZIL, UNITED STATES, KENYA, MAURITIUS, SOUTH AFRICA, BELGIUM, FINLAND, FRANCE, GERMANY, MALTA, RUSSIA, SPAIN, SWITZERLAND, THE NETHERLANDS, TURKEY, UNITED KINGDOM, BAHRAIN, EGYPT, JORDAN, KUWAIT, LEBANON, LIBYA, OMAN, QATAR, SAUDI ARABIA, UNITED ARAB EMIRATES, CHINA, INDIA, PAKISTAN, SINGAPORE

1% 3%13% 81%2%

GTR Mena Trade Finance Week returns to Dubai for its 13th year, continuing its long standing in the Middle East as the must-attend annual event for the region’s trade finance community.

Organised with the support of key market institutions including the Dubai Chamber Of Commerce, Dubai Exports, International Chamber of Commerce and many more, the event will welcome representatives from across the international business, banking, legal, insurance and government sectors to discuss current and future trade priorities. At the heart of GTR Mena Trade Finance Week will be the annual conference, covering growth forecasts, regional economic stability and accessibility to key markets such as Africa and Asia, while various supporting workshops, seminars and networking receptions will provide further opportunities for delegates to meet and exchange ideas on best practice. With speakers from across the regional and global trade finance community on hand to offer practical guidance and inspiration, this is an event not to be missed by anyone working within international trade.

EVENT DETAILS WWW.GTREVIEW.COM

“An excellent event that is highly informative,lively and wonderful for networking.”A Mahate, Dubai Exports

Venue details

Venue: Jumeirah Emirates Towers Sheikh Zayed Rd Dubai, UAE

Tel: +971 4 330 0000

Web: https://www.jumeirah.com/en/hotels-resorts/dubai/jumeirah-emirates-towers/

Accommodation

Delegates 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 Jumeirah Emirates Towers.

AGENDA GTR MENA TRADE FINANCE WEEK 2016 WWW.GTREVIEW.COM

Conference Day 1: Monday, February 15, 2016

MORNING PLENARY

09.20 Chairman’s opening remarksGreg Fairlie, Broadcaster, Dubai One

09.30 Keynote opening addressHis Excellency Hani Al Hamli, Secretary General, Dubai Economic Council (DEC)

This opening keynote address will focus on the UAE government’s vision for furthering the region’s role as a leading global trade hub, Dubai’s establishment as a global financial centre and the value of enhancing economic cooperation through effective participation across an extensive range of global markets and new trade flows.

10.00 How have the tremors surrounding global commodity prices resonated across the region?Moderator: Sanjay Sethi, Managing Director & Chief Executive Officer, Signature Agri VenturesJeffrey Rhodes, Chief Executive Officer, Zee Gold DMCCSudhakar Tomar, Managing Director, Hakan AgroParesh Kotecha, Chairman, Richcomm Global Services DMCCAnil Kumar Dudani, Head of Treasury, Dragon OilSonam Kapadia, Executive Director, Head of Corporate Trade Sales & Advisory MENA Wholesale Banking, National Bank of Abu Dhabi●● How have low commodity prices (and oil prices in particular) impacted on government spending when it comes to key projects?

●● Could trade flows be boosted as importers stock up? Has this driven demand for working capital/supply chain finance solutions?

●● What has been the impact on domestic consumption of steel, cement and other commodities?

●● How does the impact on the UAE compare to other markets (such as Saudi Arabia) in light of its strong non-oil economy, foreign exchange reserves and role as a re-export centre?

●● Has the cost of doing business (real estate, relocation costs) gone down as a result of the fall in oil price?

10.50 NETWORKING BREAK

11.30 De-risking and deleveraging: Is MENA trade on the verge of a liquidity crisis?Baris Kalay, Director, Head of Trade Product Sales, CEEMEA, Global Transaction Services, Bank of America Merrill LynchBharat Gupta, Regional Head, Structured Trade Finance, Middle East & Africa, Louis Dreyfus Commodities MEA Trading DMCCYusuf Ali Khan, Head of Trade for Middle East, North Africa, Pakistan & Turkey, Treasury & Trade Solutions, CitiDuncan Preston, Director, Trade Finance, EMEA, Cornerstone Global CommoditiesSanjoe Mathew, Regional Associate Director, Trade, Export & Structured Finance, Huawei Tech●● Are we seeing a sweeping up of liquidity as banks become more concerned about being able to provide sufficient working capital? How big an impact is this likely to have on traditional sectors such as building materials and commodity finance?

●● To what extent has the additional cost of regulation and compliance negatively impacted on the ability of banks to lend? Has this led to some banks being unwilling to undertake certain transactions?

●● Is there likely to be a significant impact on correspondent banking relationships as international FIs focus on core markets? Is there greater dependency on local banks stepping in and are these banks now more sophisticated in their offering?

●● Does alternative finance have am increasing role to play, particularly within the SME sector, and how do the different offerings compare (technology providers/alternative structures/factoring)? Do more institutional investors want to ‘put their money to work’ in trade finance?

●● Do local laws, regulations and financial arbitrage make it easier for alternative finance providers to set up in the region compared to other markets? What are GCC governments doing differently? Is this helpful in light of concerns over bank liquidity?

●● Have concerns over liquidity signalled a potentially increased role for the Islamic trade finance sector? Do Islamic finance providers need to make their offering simpler and more accessible?

“I would like to thank you for organisingthis successful event. It maintained interest

and pace, the attendance was excellentand the discussion topics were veryrelevant and attention grabbing.”

M Falcioni, Coface Emirates Services

AGENDA GTR MENA TRADE FINANCE WEEK 2016 WWW.GTREVIEW.COM

12.15 What are the implications and potential consequences of a return to the fold for Iran?Arash Shahraini, Board Member, Export Guarantee Fund of Iran (EGFI) & Hossein Soltani, Deputy of International Affairs, Stratus Holding Group to be interviewed by Melodie Michel, Deputy Editor, Global Trade Review

With many predicting that sanctions will soon be lifted, Iran has great potential to establish itself as a ‘new’ regional market economy. Benefitting from the world’s fourth largest oil reserves and second largest natural gas reserves, the country’s business environment is viewed as ripe for investment and joint ventures, with a mood of cooperation within government and a keenness to benefit from expertise in sectors such as transportation, telecommunications, technology, real estate and financial services. This session will consider the implications of this and the potential impact on bilateral trade relationships with key partners such as the UAE.

13.00 LUNCH

CHOOSE EITHER STREAM A OR STREAM B

STREAM A

WORKING CAPITAL, TREASURY AND STRUCTURED FINANCE

14.15 Improving working capital provisions for corporatesModerator: Maninder Bhandari, Director, Derby GroupMihir Kulkarni, Regional Head of Credit, Johnson ControlJamshed Patel, Chief Financial Officer, Rivoli GroupHarish Parameswaran, Co-Founder & Group COO, Tawreeq HoldingsPaul Hussey, Corporate Vice-President, Treasury, Aecom●● What are the key drivers for trading companies when assessing which products and instruments to use? Which is more important, technological innovation or pricing?

●● How can corporates squeeze the supply chain to generate cash? What role do supplier finance programmes have to play in managing accounts payable and accounts receivables?

●● What more can SMEs do to gain access to credit and are they sufficiently aware of the lending criteria for achieving this? Is SME likely to be better served by local banks? Is more commitment needed from the state to cater to company needs?

●● Are banks looking to utilise lending platforms to better help banks reach out and improve their customer base? Who is responsible for financing the many start-ups being established in the UAE?

15.05 The contemporary treasurer: Bringing business and finance togetherPeter Matza, Engagement Director, Association of Corporate Treasurers

This session will assess the key priorities of the modern corporate treasurer, providing greater understanding of the strategic and operational challenges they face on a daily basis, as well as their role in bringing financial and business strategy together, managing bank and financing relationships, making decisions on corporate investment and controlling the risks within an organisation.

15.45 NETWORKING BREAK

16.10 Financing structures: Has a generation been lost?Moderator: Simon Cook, Partner, Sullivan & Worcester UKRahul Daswani, Senior Manager, Structured Finance, Treasury Capital Management, MicrosoftGeorge Wilson, Regional Credit Controller, MENAP, IntertekGergely Abraham, Head of Structured Finance, MEA, Nokia NetworksLamin Sanneh, Head of Business Development, Commodity Connect DMCC●● What are the offerings available for corporates when it comes to structured solutions? Is greater adaptability and innovation needed to best serve clients?

●● How does local bank expertise compare with other markets? Is this an area (structured commodity trade, structuring receivables financing) where internationals have a bigger role to play?

●● Have mistakes been made in the marketing of Islamic finance, limiting the growth prospects of Islamic banks? Do the structures found within shariah-compliant trade finance make them ideal for funding SMEs? If so then why are penetration rates not higher?

●● Are banks sufficiently equipped in the region to undertake warehouse financing? Is this something that Islamic financial institutions could also play a larger role in?

“Larger numbers of delegates, lively discussions,high level of engagement and an abundance of networking opportunities – it had all! This event definitely grows in strength, year on year!”D Hiremath, Mashreq

“Year after year, I witness the growth inimportance of the GTR Mena Trade FinanceWeek. I appreciate the key role the conference

is playing towards bringing together majorplayers in trade finance in the Middle East region

to discuss the latest issues and developments.”Bassam Azab, Menafactors

At GTR we pride ourselves on keeping you connected with your community.

Once you’re registered for the event, log in to the GTR website as a member to gain access to the event’s private Members Area. Here you’ll be able to connect with fellow delegates and GTR members as well as access all pre and post-event materials.

AGENDA GTR MENA TRADE FINANCE WEEK 2016 WWW.GTREVIEW.COM

“The conference provides an excellent networkingopportunity to a great blend of fellow corporate experts,

bank specialists and industry veterans. A top notch tradefinance event in every finance professional’s calendar.”

G Abraham, Nokia Networks

“I found the conference very informative,ground-breaking in its content and very professional. Worth attending for Mena CFOs and treasurers.”P Hussey, Aecom

STREAM B

EMBRACING A NEW ERA FOR TRADE

14.15 ‘How to’: Achieving innovation in sanctions, KYC, AML and complianceHenry Balani, Head of Innovation, AccuityJohn Burbidge-King, Chief Executive Officer, Interchange Solutions●● Is there sufficient understanding of the challenges faced when it comes to interpreting and enforcing sanctions from a trade finance perspective? Are we seeing an increase in solutions incorporating services such as sanctions screening?

●● Is a higher standard of KYC needed in some markets compared to others? How important is it to understand who you are dealing with when it comes to ownership and structure? Do more contracts need to be futureproofed?

●● How significant a role do governments have to play in getting the message across to exporters regarding these issues? Are sanctions now being used as political weapons?

●● Are increased compliance costs taking their toll on banks and corporates, adding to existing over regulations such as Basel III? How can other providers such as insurance companies support trade finance banks, particularly in the detection of fraud?

●● Does there need to be greater harmonisation in compliance standards and does supply meet demand when it comes to expertise and manpower? Should more initiatives be undertaken to help identify genuine trade partners (company licensing, a global registry)?

●● With trade-based money laundering growing in focus, how crucial is it to ensure a discreet AML policy, as well as understanding new threats such as cybercrime?

15.30 NETWORKING BREAK

16.00 Does MENA still lag behind when it comes to embracing technology?Moderator: Huny Garg, Head of Corporate Product Management, Transaction Banking, UAE & DIFC, Standard Chartered BankHaytham El Maayergi, Global Head of Transaction Banking, Abu Dhabi Islamic BankSrinivasan Sriram, Founder & Chief Executive Officer, Skuchain●● With corporates increasingly investing in digital solutions, do they expect their banks to do the same? To what extent do additional compliance requirements make it harder for banks to justify this?

●● Trade finance processes: Is there growing emphasis on fully automating transactions with third-party partners, most notably in open account financing when you have lots of invoices?

●● Is the process not just about costs and efficiency but also greater visibility? How can solutions be made more affordable for smaller companies? Are we witnessing the ‘democratisation’ of technology?

●● What are the main digitisation challenges to take into account (making sure solutions are futureproof, implementation speed, resistance to change)? How important is a cost versus benefit analysis to make sure requirements are met?

●● Are we likely to see closer collaboration with the fintech sector, as banks seek to harness solutions in return for both liquidity and credibility?

●● How significant do we expect blockchain to be within the trade finance community? Are there concerns both with regards to regulation/compliance and scalability?

17.00 CLOSE OF DAY 1

Followed by evening reception

AGENDA GTR MENA TRADE FINANCE WEEK 2016 WWW.GTREVIEW.COM

Conference Day 2: Tuesday, February 16, 2016

CHOOSE EITHER STREAM A OR STREAM B

STREAM A

TRADE PROFILES AND FINANCING REGIONAL INFRASTRUCTURE

09.10 Country profile: Maintaining momentum in Saudi ArabiaMohamed Al-Afif, Group Treasurer, Al-Gihaz HoldingZubair Shaikh, Assistant Vice-President, Head of Trade Finance Sales, Riyad BankRebecca Harding, Chief Executive Officer, Equant Analytics●● Is the Saudi-led decision by OPEC to maintain global oil production levels purely designed to maintain market share, even if it means falling revenue?

●● How sustainable a strategy is this in the long-term? Does it depend on new growth opportunities from markets diversifying away from Russia (Italy, Spain)?

●● Is the increased presence of foreign banks indicative of concerns over liquidity across the Saudi market?

●● To what extent do current market conditions underscore the need to diversify away from oil and move up the value chain? How have infrastructure spending plans been impacted?

●● How significant is Saudi’s infrastructure and diversification spend in providing wider regional and global trade opportunities in sectors such as automotive, rail, telecoms, agribusiness, healthcare and education?

●● To what extent is the green energy sector likely to develop as Saudi looks to preserve its oil for its export markets?

09.55 Dubai Expo 2020, Qatar 2022, all change in Egypt: Surveying the project landscape across the MENA regionModerator: Morten Sørensen, Senior Director, Head of Large Corporates, EKFBarry Lynch, Managing Director, Onshore Procurement, Construction & Operations, Mainstream Renewable PowerAnita Hellstern, Head of Project & Structured Finance Power, Oil & Gas, Siemens Financial Services

David Ludlow, Head of International Business Development, UK Export Finance

The MENA region is undergoing a process of economic regeneration when it comes to projects. Falling oil prices cast doubts over large-scale projects such as Dubai Expo 2020 and Qatar 2022, while countries such as Egypt look to boost their traditional income sources through various high profile infrastructure initiatives. This session will consider the various challenges provided, including:●● Are more companies looking for finance lines as a result of regional expansion plans? Is this likely to lead to demand for more construction projects, new equipment and additional transport infrastructure?

●● Highlighting opportunities from a developer/contractor perspective: How

can you get involved in projects in sectors such as power and transport?●● What is the demand for Ministry of Finance guarantees or power purchase agreements? Is there sufficient appetite for risk sharing and how do the legal frameworks differ?

●● To what extent are local banks able to support projects in need of hard currency? Is the market increasingly looking to external financing sources when it comes to purchasing assets? What of potential currency risk when it comes to repayment?

●● How can ECAs, banks and DFIs work together more closely to address project financing gaps? Are governments now getting more involved, what are their spending plans?

●● Can you better protect supply chains through investment in infrastructure? How are projects good news for supply chains?

10.40 NETWORKING BREAK

11.10 The world’s re-export hub? Assessing the UAE’s role at the centre of south-south tradeModerator: Ashraf Mahate, Head of Export Market Intelligence, Dubai ExportsChirag Shah, Executive Vice President, Strategy & Business Excellence, Dubai International Financial Center (DIFC)Suresh Vaidhyanathan, Group Chief Financial Officer, Platinum CorporationSvitlana Skrypnyk, Sales Director, Safin GulfAnirudha Panse, Executive Director & Head of Value-Added Trade Products, National Bank of Abu Dhabi●● To what extent is the trade finance market benefitting from the opportunities arising from west-east trade corridor flows? Are these flows increasing demand for supply chain finance solutions?

●● With the UAE firmly established as a centre for south-south trade, can the region provide the financial infrastructure needed for the many projects being undertaken in key sectors such as construction and transportation?

●● Are more international banks following their clients by setting up in Dubai? How easy is it to compete against local banks when it comes to issues such as licensing?

●● Is Dubai now the entry point into Sub-Saharan Africa? Have MENA-based banks and corporates been able to take full advantage of the opportunities provided? Are local banks building up appetite to access African trade and are they in it for the long haul?

●● How significant are concerns over China’s growth and the potential impact of economic slowdown? Have these been over-exaggerated?

●● What sort of role does Dubai have to play in initiatives such as the OBOR ‘Silk Road’, as China seeks to create infrastructure networks and expand its economic and political influence in new exports markets such as Pakistan, Central Asia and the former USSR?

Sponsorship opportunities

Peter Gubbins, Managing Director pgubbins@gtreview.com +44 (0)20 8772 3000

Speaking opportunities

Jeff Ando, Head of Conference Production jando@gtreview.com +44 (0)20 8772 3015

Marketing opportunities

Grant Naughton, Marketing Manager gnaughton@gtreview.com +44 (0)20 8772 3013

Join GTR on social mediaOfficial conference hashtag: #GTRMENA

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The World’s Leading Islamic Finance News Provider

AGENDA GTR MENA TRADE FINANCE WEEK 2016 WWW.GTREVIEW.COM

STREAM B

TRADE CREDIT AND POLITICAL RISK INSURANCE 09.10-12.55)

09.10 Are we seeing greater demand within the short-term trade credit insurance market?Moderator: Robert Nijhout, Executive Director, International Credit Insurance & Surety Association (ICISA)Sriram Ganeshan, Chief Financial Officer, Redington GulfMassimo Falcioni, Chief Executive Officer, Middle East Countries, Coface Emirates ServicesLeroy Almeida, Senior Executive Officer, Senior Underwriter & Head of Trade Credit, Middle East, Markel International (Dubai)

This in-depth session will provide a detailed analysis and overview of the trade credit insurance market in the MENA region, considering the increasing demand for the product, outlook for 2016 and the many challenges faced. Talking points will include:●● Improving financial buyer information across the MENA region (including transparency, group structures, key information, quality, reliability and financials)

●● With MENA viewed as one of the industry’s growth regions, has there been an even growth across all sectors or are certain types of companies or sectors underserved? If so, how can this be addressed?

●● What are the main distribution channels for the insurance product and how can these be improved upon?

●● Is there a lack of sufficient insolvency legislation both within the UAE and across the wider region? How problematic is this and what can be done? Is fraud on the rise? What is being done to combat against it?

●● Are levels of bank trade finance adequate? Is TCI recognised by regional banks as a risk mitigant? What of the alternative finance market?

●● Do current conditions indicate a soft or a hard market? What is the outlook?

10.40 NETWORKING BREAK

11.10 Explaining the benefits of structured credit and political risk insurance (CPRI)Anthony Palmer, Deputy Chairman, BPL Global

While the short term trade credit insurance market is well established across the region, the structured credit and political risk insurance market is still at the development stage. This explanatory overview will consider the range of offerings available in the market, what they do and the prospects for expanding the sector.

FOLLOWED BY

11.40 Live Q&A sessionModerator: Harriet Smith, Head of Dubai Representative Office, BPL GlobalCrispin Hodges, Senior Executive Officer, Underwriter Political & Contingency Group, Political Risks & Contingency, Beazley Middle EastCatherine Aubert, Managing Director, Head of Trade Credit & Political Risk Insurance, Société GénéraleFeras Al Hamwi, Sales Manager, Export Credit Insurance Company of the Emirates (ECIE)●● What are the advantages of credit and political risk insurance (CPRI) over other forms of credit risk mitigant?

●● Is it best to use a broker when purchasing CPRI?●● How does the lack of insolvency law affect banks’ and insurers’ risk appetite and payment of claims?

●● Is regional instability and a low oil price creating opportunity for greater use of the CPRI product?

●● What are the prospects for cooperation between the public and private sector insurers in the region?

12.30 NETWORKING LUNCH

FOLLOWED BY ICC REGIONAL BANKING COMMISSION MENASEMINAR – DETAILS TBC

“A wonderful event. Well managed, well plannedand the content was rich and useful. I find GTRevents hugely beneficial for the corporate world,

giving insight on how the financial worldis thinking and moving.”

S Gothal, Gemini Corporation

“Fantastic event to share and acquire knowledgefrom industry leaders. The conference helps tounderstand the various facets of and developmentsin trade finance in a professional environment.The networking opportunities provide a greatplatform to further business growth both for thecorporates as well as financial institutions.”M Kulkarni, Johnson Controls

India Trade & Export Finance Conference 2016February 2, 2016 Mumbai, India

West Africa Trade & Export Finance Conference 2016February 3-4, 2016 Lagos, Nigeria

GTR Africa Trade Finance Week 2016March 2-4, 2016 Cape Town, South Africa

Turkey Trade & Export Finance Conference 2016March 22-23, 2016 Istanbul, Turkey

GTR Leaders in Trade Awards 2015 Charity Awards DinnerApril 28, 2016 London, UK

East Africa Trade & Commodity Finance Conference 2016May 10-11, 2016 Nairobi, Kenya

Egypt Trade & Export Finance Conference 2016May, 2016 Cairo, Egypt

GTR Asia Trade Finance Week 2016September 5-7, 2016 Singapore

Iran Trade & Export Finance Conference 2016October, 2016 Tehran, Iran

AGENDA GTR MENA TRADE FINANCE WEEK 2016 WWW.GTREVIEW.COM

Conference Day 3: Wednesday, February 17, 2016

Workshop: Compliance in supply chain finance09.00 Introduction of the speakers

09.15 Outlining the benefits of supply chain financeSteven van der Hooft, Chief Executive Office, Capital Chains●● Providing a theoretical explanation of supply chain finance●● Assessing the impact on ratios●● Comparing differring options (RF/DD)●● Link to research conducted and the example of the PaymeNow initiative in the Netherlands

10.00 Case study on Supply Chain FinanceGergely Abraham, Head of Structured Finance, MEA, Nokia Networks●● Highlighting the experiences of Nokia across the MENA region●● Utilising supply chain finance within working capital management

10.30 NETWORKING BREAK

11.00 Case study●● Seeing the impact of a well thought of programme on the results of a company

11.45 Introducing compliance in the supply chain finance programmesGert Demmink, Managing Director, Philip Sidney●● The basics of compliance and KYC●● The impact of compliance on SCF programmes●● Current best practices and outlook

12.30 Examination

13.00 END FOLLOWED BY LUNCH

REGISTRATION FORM GTR MENA TRADE FINANCE WEEK 2016 WWW.GTREVIEW.COM

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PRICING DETAILSPackage (Conference & Workshop – February 15-17, 2016):

Standard rate US$2,699

Corporate rate US$1,599 (Exporters, importers, traders, manufacturers and producers of physical goods)

Conference only (February 15-16, 2016):

Standard rate US$2,199

Corporate rate US$999

Workshop only (February 17, 2016): US$799

Early booking discount (10%) 10% discount I am booking before January 15, 2016 and would like to claim a 10% early booking discount.

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