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Structuring and Marketing Appropriate Trade Finance Solutions
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Structuring and Marketing Appropriate Trade Finance Solutions
  • Overview
  • Objectives & Outline
  • Methodology
  • Participant Profile
  • Trainer
  • Overview
    PROGRAMME DETAILS

    DATE

    2 – 4 July 2018

    TIME

    9:00 AM – 5:00 PM

    VENUE

    Asian Banking School
    21
    AICB
    CPD HOURS
    Lending institutions and banking corporations provide a variety of services to exporters, importers and trading corporations for carrying out trade efficiently and these services are collectively referred to as trade finance services. Trade Finance has been strongly complemented by recent technological advancements. Letters of credit, bank assurances, trade credit insurance, factoring and forfeiting are some of the structured trade finance products commonly used by trading companies and changed by these advances. The progress in information and communication domains have helped banking corporations to track physical risks and events in the supply chain between exporter and importer.

    This 3-day programme will enhance the skills and knowledge of participants in various trade financing facilities, working capital financing, risks and opportunities involved.
    LEARNING LEVEL
    Advanced
    PROGRAMME FEE*

    AICB MEMBER

    MYR

    3,500

    / PAX

    NON-MEMBER

    MYR

    4,000

    / PAX

    *inclusive of GST
  • Objectives & Outline
    LEARNING OBJECTIVES
    By the end of the programme, participants will be able to:
    • Explain the various trade financing facilities offered by banks in detail
    • Match the facilities with the needs of their customers, appreciate the risks involved and identify opportunities
    • Quantify borrower's needs
    PROGRAMME OUTLINE
    Relating the working capital or operating cycle to trade finance needs
    • Effects of InvDOH, ARDOH & APDOH on working capital/trade finance needs
    • Concept for financing gap in relation to working capital/trade finance needs

    Overview of trade finance & facilities products & services
    • Import/purchase facilities
    • Export/sales facilities

    Identifying the trade facilitating vs trade financing needs of a customer
    • Trade facilitating needs – non-cash
    • Trade financing needs – cash
    • Matching of trade finance facilities and products with the customer needs

    Pre-requisite information to obtain from customers
    • Import/export markets
    • Terms of trade with suppliers & customers
    • Production process

    Computation of financing & facilitating needs
    • Financing needs relates to net working capital computation
    • Facilitating needs requires specific knowledge of customer’s business

    Structuring appropriate trade finance facilities
    • Understanding & determining business’ cash needs
      • Import vs export lines
      • Overdraft requirement for financing value added
    • Understanding & determining business’ non-cash needs
      • Letters of credit
      • Shipping guarantee
      • Banker guarantee
      • Foreign exchange line

    Determining appropriate tenor of financing
    • Trading concerns
    • Manufacturing concerns

    Objectives of risk structuring
    • Maximise risk returns
    • Maintaining control
    • Avoiding double financing

    Generating trade finance prospective customers
    • Internal sources
    • External sources

    Marketing strategy for trade finance
    • Overall target share of trade business vs target segment of trade business
    • Concept of target utilisation rate in structuring
    • Concept of target share of business in structuring

  • Methodology

    Lectures, group discussions & mini cases

  • Participant Profile
    Relationship Managers in business banking, credit, trade finance and corporate banking
  • Trainer

    Dr Johnny Tan

    Dr Johnny Tan is a regular and highly rated trainer/lecturer for the Singapore Institute of Banking and Finance, Asian Institute of Chartered Bankers and Singapore Institute of Management. He is also a Registered Consultant with the Association of Small Medium Enterprises and has been a Senior Consultant/Trainer at the Citibank Asia Pacific Banking Institute. His academic involvement includes being previously appointed by RMIT as a Regional Course Coordinator for their MBA programme.

    Prior to setting up his own company, Johnny was in the banking and finance industry for more than a decade involved primarily in corporate lending activities. His last position was as Vice President, Corporate Banking in a major international bank. Johnny is the Managing Director of Impact Consultancy & Training Pte Ltd and Impact Management Consultancy (KL) Centre Sdn Bhd. He regularly conducts seminars and courses in Malaysia, Indonesia, Thailand, Brunei and Singapore.

    Johnny has a Bachelor’s in Math (Honours) with Chartered Accountancy Option and Information System, Master’s in Applied Finance and Doctorate in Business Administration. Johnny has been listed in the Marquis Worlds’ Who is Who since 1996 and World Financial Industry Who is Who since 1998. His professional qualifications and memberships include Certified Management Consultant, Certified Financial Planner, Certified Risk Professional, Certified Management Accountant, Fellow Member of International Professional Managers Association, Fellow Member of Financial Services Institute of Australasia, Full Member of the Singapore Institute of Directors and Ordinary Member of the Singapore Institute of Management.

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