Export Finance - Euromoney Seminars

present the
&
7th Annual
Export Finance
Germany Conference
www.euromoneyseminars.com/germanEF
10th & 11th October 2013 • Radisson Blu Hotel, Berlin
Register
by 26th July
2013 and
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Simultaneous translation German-English available / Simultandolmetschdienst englisch-deutsch verfügbar
Platinum Sponsor
Lunch Sponsor
Audience Response System Sponsor
Bronze Sponsors
Confirmed speakers include:
• Dr. Matthias Koehler, Head of Export Finance and
Export Credit, Guarantee Department, Chairman of the
Inter-ministerial Committee (IMC), Federal Ministry
of Economics and Technology
• Robert Grassmann, Head Export and Project Financing,
Thyssenkrup
• Ralf Steger, Senior Vice President, Division Financial
Services, Heidelberger Druckmaschinen AG
• David Maule, Executive Director, Credit and Political
Risks, Arthur J. Gallagher
• Hermann Marsch, General Manager, Maicom Quarz
GmbH
• Natalia Voynilovich, Head of Export Finance,
Gazprombank
• Dr. Otmar Stöcker, Managing Director, Association of
German Pfandbrief Banks
• Kai Preugschat, Managing Director International
Origination Structured Trade & Export Finance, UniCredit
• Peter von Guretzky-Cornitz, Vice President,
Head Financial Service Division, SMS Siemag AG
• Peter Ahlbrecht, Senior Manager, Head of Department
Project Finance, Euler Hermes Deutschland AG
• Gernot Bruch, Head of Export & Project Financing,
Linde AG
• David Maule, Executive Director, Credit and Political
Risks, Arthur J. Gallagher
• Peter Schäfer, Director, Team Head Renewables Wind,
KfW IPEX-Bank GmbH
• Steffen Rick, Director, Project & Export Finance, Siemens
• Micha Christian Härcke, Director Finance Division,
Ferrostaal Equipment Solutions GmbH
• Mario Ohoven, President, BVMW
• Knut Richter, Director, Landesbank Berlin AG
• Axel Schäfer, Head of Corporate Export Finance,
Herrenknecht AG
• Bernd Rieck, Head of Export & Project Finance,
Voith Financial Services GmbH
• Kai Gieselmann, Head of Export Finance and Credit
Management, CLAAS KGaA GmbH
• Gernot Bruch, Head of Export & Project Financing,
Linde AG
• Christian Bockler, Head of Export Finance,
GAUFF GmbH & Co. Engineering KG
• Markus Scheer, Member of the Management Board,
KfW IPEX-Bank
• Michiel de Vries, Managing Director, International Trade
and Export Finance, ING
• Werner Schmidt, Head of Structured Trade and Export
Finance, Germany, Deutsche Bank
• Udo Bergholz, Director, Structured Trade and Export
Finance, Deutsche Bank
• Roland Torsten Land, Director, KfW IPEX-Bank
• Ralph Lerch, Head of Export Finance, Commerzbank
7th Annual Export Finance Germany Conference
Day One Thursday 10th October 2013
12:00 Case study: Using ECA cover to alter the risk profile of wind
farms by mitigating risks at every stage
8:15 Registration and refreshments
• Are wind farm developers in destination markets for German exporters
increasingly looking at Hermes cover as a financing solution?
• Can ECA finance deliver sufficient tenors while also raising the risk profile of
wind power projects? What role do private insurers play?
• Case study of a wind farm development using ECA cover
9:00 Chairperson’s opening remarks
Michiel de Vries, Managing Director, International Trade and Export Finance,
ING
9:15 Keynote presentation: Current challenges in export finance
• Crisis management and the role of ECAs: How ECAs managed the crisis on the
national and on the European level
• Trends and challenges in export finance: mega deals, direct lending and the
discussion on local content
• Levelling the playing field: Why international standards are needed and
which initiatives exist to include non-OECD countries in the discussion on
common standards
Dr. Matthias Koehler, Head of Export Finance and Export Credit,
Guarantee Department, Chairman of the Inter-ministerial Committee (IMC),
Federal Ministry of Economics and Technology
Peter Schäfer, Director, Team Head Renewables Wind,
KfW IPEX-Bank GmbH
Steffen Rick, Director, Project & Export Finance, Siemens
12:30 Dealing with the issues of national content in complex
multi-structured financing?
• Managing the issues surrounding national interest in large international
transactions
• Evaluating the sourcing matrix: How to get the right mix of ECAs onto a deal
to avoid contention
• Case study of a multi-structured and multi sourced deal
Peter von Guretzky-Cornitz, Vice President, Head Financial Service
Division, SMS Siemag AG
Peter Ahlbrecht, Senior Manager, Head of Department Project Finance,
Euler Hermes Deutschland AG
Gernot Bruch, Head of Export & Project Financing, Linde AG
David Maule, Executive Director, Credit and Political Risks,
Arthur J. Gallagher
Bart Ponsioen, Vice President Structured Export Finance,
ING Bank Germany
13:15 Lunch sponsored by
14:45 Distribution models in German export finance:
Harnessing investor liquidity
9:45 German export financiers’ panel: Are banks still the primary
pillar of support for German exports?
• How are financiers working closer with ECAs to support German exporters?
• Will access to Pfandbrief and other funding solutions help German and nonGerman banks access lower long-term funding and offer lower prices?
• Evaluating the competitiveness and profile of the export finance product
Markus Scheer, Member of the Management Board, KfW IPEX-Bank
Michiel de Vries, Head of Trade and Export Finance, ING Bank Germany
Werner Schmidt, Head of Structured Trade and Export Finance, Germany,
Deutsche Bank
Ralph Lerch, Head of Export Finance, Commerzbank
10:30 The German exporters’ perspective: Are the right products
and cover available?
• How does doing business intra-EU and outside the EU differ for German
exporters? How can banks help the exporters in new markets?
• Choosing an ECA: Why Euler Hermes cover is not always the right option for a
German exporter
• What comparable products and financing options are there available for
German exporters?
• Is distributing export finance assets the preferred solution for banks funding
German exporters?
• The importance of securitisation guarantees by ECAs and sovereigns to bring
additional investors to the export finance market
• Investment objectives and criteria for pension funds and institutional investors
investing in export finance tickets
Kai Preugschat, Managing Director International Origination Structured
Trade & Export Finance, UniCredit
15:15 Supporting the backbone of the German economy: Are the
Mittelstand getting the support they need from banks and ECAs?
• Where is financing for Mittelstand companies coming from and who is best
placed to serve their needs?
• Do SMEs in Germany drive growth? How can ECAs, government and banks
better support them?
• How can banks provide support for Mittelstand corporates who want to work
with corporates in new markets such as China and Russia?
Micha Christian Härcke, Director Finance Division,
Ferrostaal Equipment Solutions GmbH
Mario Ohoven, President, BVMW
Knut Richter, Director, Landesbank Berlin AG
Axel Schäfer, Head of Corporate Export Finance, Herrenknecht AG
Bernd Rieck, Head of Export & Project Finance, Voith Financial Services
GmbH
Kai Gieselmann, Head of Export Finance and Credit Management,
CLAAS KGaA GmbH
Gernot Bruch, Head of Export & Project Financing, Linde AG
Christian Bockler, Head of Export Finance, GAUFF GmbH & Co.
Engineering KG
11:15 Morning refreshments and networking break
“Relevant agenda, knowledgeable speakers,
great networking opportunity - the event for
anyone involved in export/investment finance”
“An in-depth coverage of German export finance
and of global trends”
Jan-Philipp Apking, PwC
Nikos Douris, Arsia SA
www.euromoneyseminars.com/germanEF
© Euromoney Seminars 2013
7th Annual Export Finance Germany Conference
16:00 Afternoon refreshments and networking break
10:30 Morning refreshments and networking break
16:30 Using export credit finance as collateral for public Pfandbriefe
11:00 Is increasing infrastructure and energy development
in Latin America driving an increase in demand for German
CAPEX equipment?
• The German Pfandbrief system: Understanding legal structure and
insolvency protection
• Eligibility criteria for public sector cover assets
• Special provisions regarding cross-border business
• Special aspects regarding export credit finance
Dr. Otmar Stöcker, Managing Director, Association of German
Pfandbrief Banks
• Looking to Latin America: Assessing demand for German exports
in Latin America
• Is partnering with local banks the best way of getting deals done in
Latin America?
• Increasing coverage: Do Euler Hermes and other ECAs need to increase their
geographical coverage of Latin American countries? Do private insurers have
a role to play?
Ralf Steger, Senior Vice President, Division Financial Services,
Heidelberger Druckmaschinen AG
David Maule, Executive Director, Credit and Political Risks,
Arthur J. Gallagher
11:45 Spotlight on German Industries roundtable discussions:
17:00 Will Russia continue to be Germany’s most important
destination market for exports?
In the following sector-by-sector dialogues, exporters, borrowers, insurers and
lenders will address what they consider to be the key issues and developments in
export finance for Germany’s biggest exporting industries. This will be a technical
examination of how transactions are closed and how the needs of the market
are being met. The panellists will justify their positions, question their peers
and engage in discussion with the audience. Potential topics include:
• What is the appetite for banks for offering long term liquidity
in these industries?
• Analysing drivers of demand and supply in the industry
• Examining deal tenors, structure and key market risks
• Can ECAs offer more individual products for the industry?
Suggested industries include:
- Steel
- Automobile
- Manufacturing
• Analysing the growth of German exports to Russia: Growth and industries
• What has been the experience of German exporters and financiers working
in Russia?
• How can German banks access long term rouble denominated financing done
at acceptable prices?
Udo Bergholz, Director, Structured Trade and Export Finance,
Deutsche Bank
Robert Grassmann, Head Export and Project Financing, Thyssenkrup
Hermann Marsch, General Manager, Maicom Quarz GmbH
Natalia Voynilovich, Head of Export Finance, Gazprombank
12:45 Chairperson’s closing remarks followed by lunch and
close of conference
17:45 Chairperson’s closing remarks followed by drinks reception
Day Two Friday 11th October 2013
8:45 Registration and refreshments
9:15 Chairperson’s opening remarks
9:30 Ship financing: Are ECAs being asked to step in to provide
additional liquidity and bridge financing in deals?
• What is the demand for ECA cover ship financing?
• Can ECAs help bring additional much needed liquidity?
• Will proposed changes to the SSU guidelines increase the use of export credit
in ship financing transactions?
Roland Torsten Land, Director, KfW IPEX-Bank
10:00 Evaluating the real impact of Basel III on the German export
finance market
• How are German banks reacting to the evolving Basel III regulations?
• Calculating the impact of the ICC loss register for trade finance assets
• What will be the knock on effect to the borrowers and exporters?
“Great opportunity to meet the members of the
export finance community - they're all there”
Ingo Schroeder, Jebsen and Jessen
“The meeting place for the German export community”
“Very helpful for networking”
Matthias Dohrun, Siemens Financial Services
Manfred Fiscker, DZ Bank
“The event par none to meet the German
exporting community”
For further information on sponsorship or exhibition opportunities
please contact Brynn Hosack Tel: +44 20 7779 8099
email: [email protected]
David Maule, A J Gallagher
www.euromoneyseminars.com/germanEF
7. Jahreskonferenz zur deutschen Exportfinanzierung
7. Jahreskonferenz zu deutschen Exportfinanzierung
In den vergangenen sechs Jahren hat sich die Konferenz zur Deutschen
Exportfinanzierung von Euromoney Seminars und dem Trade Finance
Magazine zu einem etablierten und hoch angesehenen Treffpunkt der
einflussreichsten Akteure im deutschen Exportfinanzierungsmarkt entwickelt.
Hochrangige Vertreter der führenden deutschen Exporteure,
Regierungsorganisationen, privaten Risikoversicherern, ECAs und
Kreditgebern werden sich im Oktober erneut zur 6. Jahreskonferenz
zusammenfinden.
Nach dem Erfolg des erweiterten Programms im letzten Jahr wird die Konferenz
wieder Experten ihres Faches auf Podiumsdiskussionen und Präsentationen
zusammenbringen, sowie in diesem Jahr auch neue Formate wie zum Beispiel
Bühneninterviews mit den Schlüsselfiguren des Marktes einführen.
Erster Tag: Donnerstag, 10. Oktober 2013
16:30 Die Verwendung von Exportfinanzierung als Sicherheit für
öffentliche Pfandbriefe
Dr. Otmar Stöcker, Managing Director, Association of German Pfandbrief Banks
17:00 Ist Russland Deutschlands wichtigster Zielmarkt für Exporte?
Hermann Marsch, General Manager, Maicom Quarz GmbH
Natalia Voynilovich, Head of Export Finance, Gazprombank
Senor Representative, ING Bank
17:45 Schlussworte des Vorsitzenden und Empfang
Zweiter Tag: Freitag, 11. Oktober 2013
8:45 Anmeldung, Kaffee und Efrischungen
9:15 Begrüßungsrede des Vorsitzenden
8:15 Anmeldung, Kaffee und Efrischungen
Roland Torsten Land, Director, KfW IPEX-Bank
9:00 Begrüßungsrede des Vorsitzenden
9:30 Schiffsfinanzierung: Sind ECAs gefordert um zusätzliche Liquidität
und Brückenkredite zur Verfügung zu stellen?
Michiel de Vries, Managing Director, International Trade and Export Finance, ING
9:15 Hauptrede: Aktuelle Herausforderungen in der Exportfinanzierung
Dr. Matthias Koehler, Head of Export Finance and Export Credit,
Guarantee Department, Chairman of the Inter-ministerial Committee (IMC),
Federal Ministry of Economics and Technology
9:45 Leitdiskussion der deutschen Exportkreditgeber: Sind Banken noch
immer die vorrangigen Stützpfeiler des deutschen Exports?
Markus Scheer, Member of the Management Board, KfW IPEX-Bank
Michiel de Vries, Head of Trade and Export Finance, ING Bank Germany
Werner Schmidt, Head of Structured Trade and Export Finance, Germany,
Deutsche Bank
10:30 Die Perspektive deutscher Exporteure: Stehen die richtigen
Finanzprodukte und Deckungen zur Verfügung?
Axel Schäfer, Head of Corporate Export Finance, Herrenknecht AG
Bernd Rieck, Head of Export & Project Finance, Voith Financial Services GmbH
Kai Gieselmann, Head of Export Finance and Credit Management,
CLAAS KGaA GmbH
Gernot Bruch, Head of Export & Project Financing, Linde AG
Christian Bockler, Head of Export Finance, GAUFF GmbH & Co. Engineering KG
11:15 Kaffe- und Networkingpause
12:00 Fallstudie: Die Verwendung von ECA-Deckungen bei Windparks um
Risiken auf jeder Etappe zu handhaben
Peter Schäfer, Director, Team Head Renewables Wind, KfW IPEX-Bank GmbH
Steffen Rick, Director, Project & Export Finance, Siemens
12:30 Wie geht man am Besten mit den Bedingung von nationalen
Komponenten in komplexen, multi-strukturierten Finanzierungen um?
Peter von Guretzky-Cornitz, Vice President, Head Financial Service Division,
SMS Siemag AG
Peter Ahlbrecht, Senior Manager, Head of Department Project Finance,
Euler Hermes Deutschland AG
Gernot Bruch, Head of Export & Project Financing, Linde AG
David Maule, Executive Director, Credit and Political Risks, Arthur J. Gallagher
Bart Ponsioen, Vice President Structured Export Finance, ING Bank Germany
13:15 Mittagspause, gesponsort von KfW IPEX-Bank GmbH
14:45 Verteilungsmodelle in der deutschen Exportfinanzierung:
Nutzung von Investoren-Liquidität
Kai Preugschat, Managing Director International Origination Structured Trade &
Export Finance, UniCredit
15:15 Unterstützung für das Rückgrat der deutschen Wirtschaft: Bekommt
der Mittelstand die benötigte Unterstützung von Banken und ECAs?
Micha Christian Härcke, Director Finance Division, Ferrostaal Equipment
Solutions GmbH
Mario Ohoven, President, BVMW
Knut Richter, Director, Landesbank Berlin AG
16:00 Kaffee- und Networkingpause
Roland Torsten Land, Director, KfW IPEX-Bank
10:00 Die tatsächliche Wirkung von Basel III auf den deutschen
Exportfinanzierungsmarkt
10:30 Kaffee- und Networkingpause
11:00 Führt steigener Bedarf für Energie und Infrastruktur in Lateinamerika
zu steigender Nachfrage für deutsches Investitionsequipment?
Ralf Steger, Senior Vice President, Division Financial Services,
Heidelberger Druckmaschinen AG
David Maule, Executive Director, Credit and Political Risks, Arthur J. Gallagher
11:45 Roundtable Diskussion: Deutsche Industrien im Fokus
Im folgenden Dialog, aufgeteilt nach spezifischen Branchen, werden Exporteure,
Kreditnehmer, Versicherer und Kreditgeber die entscheidenden Themen und
Entwicklungen in Deutschlands größten Exportindustrien debattieren. Die Teilnehmer
werden von einer technischen Perspektive betrachten, wie Transaktionen
abgeschlossen werden und wie die Bedürfnisse des Marktes gedeckt werden.
Mögliche Themen beinhalten:
• Wie viel Verlangen haben Banken, in diesen Branchen langfristige Liquidität zu
vergeben?
• Analyse der Treiber für Angebot und Nachfrage
• Untersuchung von Strukturen, Darlehenslängen und Schlüsselrisiken des Marktes
• Können ECAs mehr individuellen Schutz für die Branche bieten?
Mögliche Branchen:
- Stahl
- Automobil
Udo Bergholz, Director, Structured Trade and Export Finance, Deutsche Bank
Robert Grassmann, Head Export and Project Financing, Thyssenkrup
12:45 Schlussworte des Vortragenden, Mittagspause und
Ende der Konferenz
Warum sollten Sie teilnehmen?
Die 7. Jahreskonferenz zur Deutschen Exportfinanzierung wird Ihnen erneut ein
unschätzbares Forum bieten:
• Nutzen Sie die beeindruckenden Networkingmöglichkeiten bei der
einzigen Konferenz, die sich speziell der deutschen Exportfinanzierung
widmet. Knüpfen Sie die entscheidenden Kontakte, die Ihre Geschäfte im
nächsten Jahr weiterbringen werden
• Erfahren Sie mehr über bedeutende Marktentwicklungen und die daraus
entstehenden Möglichkeiten. Verbessern Sie Ihre geschäftlichen
Entscheidungsmöglichkeiten und hören Sie von den führenden deutschen
Exportkreditgebern bei der tonangebenden Podiumsdiskussion der
Marktführer
• Bleiben Sie auf Tuchfühlung mit Kollegen, Kunden und Konkurrenten und
verschaffen Sie sich den notwendigen Überblick über den gesamten
Exportmarktes, und gewinnen Sie den entscheidenden
Wettbewerbsvorteil
Für weitere Informationen und Anmedlung besuchen Sie unsere Homepage:
www.euromoneyseminars.com/germanEF
Euromoney Seminars reserves the right to alter the venue and/or speakers. Euromoney Seminars and Trade Finance are divisions of Euromoney Institutional Investor AG PLC.
7th Annual Export Finance Germany Conference
7th Annual
Export Finance
Germany Conference
Over the past six years, Euromoney Seminars
and Trade Finance’s Export Finance Germany
Conference has become an established and
respected meeting of senior representatives
of the German Export Finance market.
Over 130 companies attended in 2012
Company Type
Commercial Bank .................................................. 31%
ECA/Development Bank ........................................
Following the success of the extended programme
in 2012 the conference will once again bring
expert speakers together on panel discussions and
presentations as well as new formats for this year
including roundtable discussions and onstage
interviews with key industry figures.
4%
Exporters and Borrowers ....................................... 54%
Insurer/Broker ........................................................
3%
Law Firm ................................................................
3%
Regulator/Government Organisation ....................
5%
Why Attend
The conference will once again provide an invaluable platform to:
• Experience an unrivalled networking opportunity at the only dedicated
export finance gathering in Germany. Meet your peers and make
connections vital to your business
• Stay ahead by meeting a complete representation of the export finance
community and gain a competitive edge
• Learn about the key developments and what opportunities these present.
Make better commercial decisions and hear from Germany’s leading
export finance bankers in the German export financiers’ panel
For more information and to register now visit our website
www.euromoneyseminars.com/germanEF
Sponsorship
Registration
Speakers
Brynn Hosack
t: +44 (0)20 7779 8099
e: [email protected]
Tom Barnes
t: +44 (0)20 7779 7222
e: [email protected]
Alex Stein
t: +44 (0)20 7779 8808
e: [email protected]
www.euromoneyseminars.com/germanEF
© Euromoney Seminars 2013
7th Annual Export Finance Germany Conference 10th & 11th October 2013 • Radisson Blu Hotel, Berlin
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email: [email protected]