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Theme: Trade Finance & Documentary Instruments
Type: Seminar
Status: Realized
Main Content: Day 1 – So you want to understand Trade?
Session 1: Fundamental Tenants of Trade Finance
• Why do Companies/Countries Trade in the first place?
• What are exporters looking for?
• What are importers looking for?
• Role of the Bank
• Life of a typical Trade transaction and the Cash conversion cycle
• Impact on Cash conversion cycle of domestic vs international trade
• Payment risk management
• Credit vs Sovereign risk
• True sale
Session 2: Crossing Borders: Goods Information and Money
• Commercial contract vs Documents used in International Trade
• Fundamentals of cross border payments and correspondent relationships
• Country risks – things to consider
• International commercial terms (Incoterms)
Session 3: Rules and regulations
• Sanctions and boycotts
• Anti-boycott regulations
• Anti-Money Laundering & Combating Financing of Terrorism regulations
• Export licensing
• Exchange Controls
Session 4: Overarching international documentary support structure
• The Uniform Rules for Collections (“URC522”)
• The Uniform Customs & Practice for Documentary Credits (“UCP”)
• International Standard Banking Practice for the Examination of Documents under Documentary Credits (“ISBP”)
• The International Standby Practices (“ISP98”)
• The Uniform Rules for Demand Guarantees (“URDG”)
 Day 2 - What exactly do we have to sell?
Session 5: Deep dive into Typical Bank Documentary Trade product set
• Application across the Cash conversion cycle
• Risk Ladder
• Documentary Collections
o What are they – features and benefits?
o When to use them
o Responsibilities
o When is payment made/received?
- Documents against Payment (DP/CAD)
- Documents against acceptance (DA)
o Risk mitigation/Analysation
o Promissory note purchase facilities
Session 6: Documentary Letters of Credit
• What are they – features and benefits
• Bank role and associated liabilities
• Corporate liability
• Typical Structure – facility requirements
• Sight vs Usance
• Breakdown of Swift formatting
• Common Discrepancies and how to avoid them
• Advantages to an Exporter
• Advantages to an Importer
• Hybrid versions
o Transferrable
o Revolving/re-instatement
o Red Clause
o Green Clause
o Back to back
o Deferred Payment
o Standby – also covered under Guarantees
o Inactive
o Re-finance agreements
• Risk Mitigation/Confirmation
• Assignment of proceeds
• Silent Confirmations (negotiation without recourse and commitment to negotiate)
• Documents in Trust
o Explanation
Session 7: Guarantees/Standby L/c’s
• Breakdown of key Guarantee types
o Demand
o Bid/tender
o Advance Payment
o Retention
o Maintenance/warranty
o Customs/Duty deferment
o Transit
• Bank role and associated liabilities
• Counter Guarantees
• Corporate liability
• Extend or pay
• Foreign laws and usage
• Operative clauses
Day 3 – Helpful tips and strategies?
Session 8: Sharing the Risk
• Syndications
• Participations, funded & unfunded
• Credit insurance for banks
• Multilateral guarantees
• Reimbursement undertakings
• Forfaiting
Session 9: Trade Fraud
• Examples of when and how fraud can occur
• The importance of linking into the trade cycle
• Warning signs
• Precautions
Session 10: Wrap up
• Questions to ask
o Who, what, where, when, how and why
o Understanding nature of the product
o Product risks
• Purchases – stock v raw materials
• Conversion timetable – relate back to TCA
Objectives: To give participants a better insight on the operation of international trade, identify trade risk and how it can be mitigated, construct a trade cycle time line to evaluate the type of finance, amount and funding gap and finally, identify key client drivers and satisfy them through the use of trade finance.
Partitcipant Profile: Managers and senior staff of international trade finance department.
Duration: Three-day training activity.
Fees: 2200$ (+11% VAT)

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