Organised By

New, Practical Exercises

In Trade Finance!

Certified
Trade Finance Specialist
The Route To Business Success

25 – 29 May 2008
JW Marriott Hotel, Dubai, UAE
Who Should Attend?
This course is designed for both small and
large merchants alike. However any manager
involved in trade finance who prices deals,
establishes contracts, manages accounts
receivables or plans cash flow would benefit
from this course. In addition, bankers who
deal with merchants directly by selling them
financial advice and strategies or are looking to
understand the various options used in trade
finance as well as controlling risk auditing
processes will benefit from this course
substantially.
Attend this informative course led by world
renowned expert Martin Davies and learn
how to:
• Develop an in-depth understanding of the key areas in trade financing
including methods of payment, financing and how the specific
documentation of trade should be affected
• Manage complex areas of risk with trade failure contract design
• Protect yourself against late delivery and non-delivery
• Engage and implement structures in liquidity and currency management
• Ensure maximum upside is gained from the movement of cash across
currency zones
• Create a framework for establishing decision making processes
• Be responsive to changing positions in both the acquisition of raw materials
and the sale of finished goods
• Trade, price trade and set standard profit and loss margins for overall
performance monitoring
• Measure market risk and resolve interest rate issues for short-term contracts

“The Middle East is considered the largest market for trade financing in the
world, in light of the exceptional economical boom this part of the world is
going through, which has resulted in several diversified opportunities and
challenges that have created an increase in competitiveness in the search for Certification
funding sources.” Completion of this course entitles you
MENA Financial Network News to receive the ‘Certified Trade Finance
Specialist’ qualification. This core
qualification, offered by the American
Supported by: Academy of Financial Management, is
Official Regional Recruitment Partner Official IT Partner Official Media Monitoring Partner
recognised in more than 145 countries
and by 560 business schools
worldwide.

Tel: 971-4-3352437 Fax: 971-4-3352438 Email: register@iirme.com Web: www.iirme.com/trade

Certif ied Trade Finance Specialist 25 – 29 May 2008
Dear Trade Finance Professional,
Regarded as one of the largest and most important trading hubs in the
world, the Middle East is struggling to keep up with the endless
opportunities for trade arising every day. The constant demand for
trade financing tells us that businesses seek to capitalise on trading
opportunities that require funding far in excess of their cash reserves.
Of course, as a professional in trade finance, you already know all of
this. Most of your industry peers recognise these facts as well. That is
why competition has skyrocketed to new heights in recent years.
Make your position clear in this market and pull yourself above the fray
by gaining a professional, internationally recognised insight into Trade
Finance at the new, highly interactive Certified Trade Finance
Specialist (CTFS) course in association with the American Academy of
Financial Management.
Enable yourself to manage complex risks associated with trade
financing, develop effective contracts, protect against late and
non-delivery, create effective trade finance frameworks and much
more. This five-day course has been specially designed with you, the
trade finance professional, in mind with practical tools for gaining a
critical edge on your competitors.
The insightful content of this course is essential to allow you and your
company to cut through the competitive clutter in trade financing and
rise up as a market leader in this lucrative but complex industry.
Martin Davies and I look forward to seeing you in May.
Yours sincerely,
Keith Parker
Conference Manager
P.S. Register now to be involved with this
exciting, certified course with
Martin Davies!
The American Academy
of Financial Management
The American Academy of Financial Management™, and its subsidiary
the European Institute of Financial Management, is the world’s fastest
growing professional association with approximately 40,000 members
in over 145 countries hosting and organising certification training
worldwide and offering exclusive board certification designations to
candidates who meet the highest professional standards and
assessment criteria. The AAFM was chosen in 2006 by Dubai Financial
Market (DFM) to conduct the 7-week professional training component
of the Kafa’at Programme for graduates entering the brokerage and
trading industry. AAFM also has alliances with the Kuwait Institute of
Banking Studies, Dubai Institute of Human Resource Development,
Dubai Quality Group, Knowledge Village, and many more. With
liaison offices in Dubai, Hong Kong, Kuwait, Singapore, San Francisco,
Monterey, New Orleans, Melbourne, Beijing, the Caribbean, India and
Europe, AAFM is fast becoming the world’s leading professional
association for financial practitioners. The AAFM Executive Designation
Programmes also provide the assurance that the holder has met the
suggested criteria for graduate credentials set out in the Ibanez US
Supreme Court Decision, and are recognised on both the NASD and
US Department of Labor websites.
Tel: 971-4-3352437 Fax: 971-4-3352438 Email: register@iirme.com Web: www.iirme.com/trade
Course Timings
Registration will be at 08:00 on Day One. All five days will commence at
08:30 and conclude at 14:30 with lunch. There will be two networking
and refreshment breaks at appropriate times.
Day One – Sunday, 25 May 2008
Facilitating Trade
The first day leads through the key areas of trade finance considering the
various methods of payment, financing and how the specific documentation
of trade should be effected.
Overview Of International Trade
A complete overview of the entire process for trade is delivered so that a
framework or straw man model can be established and evolved for the
remainder of the course.
Methods Of Remittance
Relationships between the principal parties are described and the process flow
for trade is established outlining the traditional model for fund transfer.
Payment Models
Discuss the building of primary remittance model cash terms, documentary
credits, documentary collections, open accounts and consignments in further
detail, highlighting the risks between each party.
Documentation Collection
The various documents are described showing examples. Conditions are
outlined for release of such items. The relevant legal exposures within contracts
are outlined and methods for handling partial payments, avalising and
consignment of goods to banks is explained.
Letters Of Credit
Different types of letters of credit are fully explained taking into account
payment, acceptance, deferral and negotiation.
Workshop
Different business models with examples are delivered. The attendees are
encouraged to identify the specific issues with each different structure.
Day Two – Monday, 26 May 2008
Semantics Of Trade Finance
The second day advances the course further by looking at some of the more
complex areas of trade failure contract design, the types of risks such contracts
are designed to manage and methods for protection against late and
non-delivery.
Types Of Export Finance
Factoring and invoice discounting with consideration of fees, commission and
variable facility costs are built up in a model showing the benefits of many
approaches.
Additional Instruments
The course progresses to show forfeiting approaches and benefits. A
comparison of a forfeit transaction against a letter of credit is delivered.
Transport Documents UCP 500
Multi-model transport documents are described and bills of lading are
explained. Policy certificates are also investigated as examples of cover.
Example Legal Cases
Examples of the rules for collection are described showing how protests can
be managed and trade breaks resolved. Theory is shown through examples.
Workshop
Walk through of legal cases and best practices for issue resolution.
Contract Bonds And Guarantees
Tender/bid, bonds, performance bonds, retention guarantees, bail bonds,
surety bonds and indemnities are described using examples for ease of
learning.
Day Three – Tuesday, 27 May 2008
Liquidity Management, Currency And Structures
A special focus on liquidity management, currency and the types of structures
that should be engaged by a trade finance firm to ensure that maximum
upside is gained from the movement of cash across currency zones.
Treasury For Trade Finance
Trade finance has specific requirements that need to be met from a cash
management perspective. An approach for configuring the financial function
to trade finance to maximise working capital is outlined.
Resolving Liquidity Problems
The treasury function is clearly defined, best practice approaches for liquidity
management are shown and examples are given.
Strategies For Short Term Debt
There are many different methods for managing liquidity gaps, one of which
is using debt instruments. A set of common instruments are chosen and the
structures are shown. The instruments are then compared in a case study to
show which is the most cost effective.
Risk Management – Forex I risk are explained with instrument examples.
Even with effective trade, risk in currency conversion is ever present. Key
methods for pricing such exposures into contracts and the methods of
creating forward exchange contracts are outlined using a diagrammatic model.
Risk Management – Forex II
How to use options and swaps to reduce currency exposure is clearly delivered
with several sets of examples.
Day Four – Wednesday, 28 May 2008
Internal Trade Finance Focus
A specific focus on how to run a trade finance business internally by creating a
framework for establishing policy decision making processes, exploring how to
benchmark such policy networks and becoming responsive to changing
positions in both the acquisition of raw materials and the sale of finished
goods.
Controlling Trade Finance Risk
Outside traditional delivery failure, an exploration into the types of instruments
(such as insurance) for controlling trade break is presented. Insight into
capturing fraud and formalising a control set to monitor risks at different level
sets is discussed.
How To Audit Trade Finance
Many banks struggle to audit this process and auditors are often confused
by the paper trail against underlying transaction. A way to improve auditing
effectiveness for trade finance controls is shown.
The Role Of Staff Workflow
The full workflow between each staff member and their roles and authorities
during the trade is explained. The escalation levels for trade breaks, fraud
checking and auditing are also outlined in an eco-system type model.
Key Performance Indicator Set
What is a key performance indicator set for trade finance, how can specific
trade finance projects be taxonomically ordered so that benchmarking can
occur and policy be designed against unsatisfactory indicator values?
Tel: 971-4-3352437 Fax: 971-4-3352438 Email: register@iirme.com Web: www.iirme.com/trade
Workshop
Workshop on setting up a best practice policy framework for managing trade
finance projects taking into account KPI and workflow sessions.
Islamic Finance
A look at the products that allow Islamic finance structures to be used in the
context of trade finance. This session is delivered with examples that show the
strength of Islamic finance.
Day Five – Thursday, 29 May 2008
Capital Markets, Trading And Performance Monitoring
On day five, a specific emphasis is placed around capital market processes,
how to effectively trade, price such trades and set standard profit and loss
margins for overall performance monitoring. Techniques for measuring market
risk and for resolving interest rate issues for short term lending contracts is
explained in detail.
Commodity Trading
Discuss how to trade commodity products either through an exchange
platform or over the counter. Why are such instruments important for
businesses in trade finance?
Commodity Benchmarks
With trading systems enabled, there are many ways to measure and hedge
against price volatility. The techniques for achieving these goals are explained.
Resolve Interest Rate Issues
Many businesses have problems with short and medium term debt due to
fluctuations in interest rates. Methods for hedging and swapping interest rate
Calculating Market Risk
How can risk be calculated and valued from a financial perspective for each
individual class and instrument set?
What is the price of risk throughout your business and how are such numbers
aggregated to assign an overall cost to delivery of trade finance?
Consortiums
Establishing consortiums, detailing different types of working arrangements
and debt sharing/payment models are discussed using diagrammatic formats
for ease of comprehension.
Workshop
Workshop for a full running consortium with a multi-payment model is built
up in stages showing the legal layer, the risk layer, the delivery layer and the
financial baseline.
Meet Your Expert Course Leader
Martin Davies is a leading principal consultant and
a specialist financial risk manager for Causal Capital.
He has extensive experience across the financial,
utility and energy sectors with over ten years
background constructing best practice frameworks
for allowing businesses to manage their risk more
effectively. He is an accredited financial specialist
and a journalist for PRMIA, the global risk organisation. In addition he
has worked both inside and outside the banking environment and can
explain trade finance from both sides of the game.
 Certif ied
IIR Middle East certified by

Trade Finance Specialist

25 – 29 May 2008 • JW Marriott Hotel, Dubai, UAE ISO 9001:2000

FIVE EASY WAYS TO REGISTER

971-4-3352437 971-4-3352438 register@iirme.com

IIR Holdings Ltd. GCS/IIR Holdings Ltd.

PO Box 21743, Dubai, UAE P O Box 13977, Muharraq, Kingdom of Bahrain

www.iirme.com/trade

For further information and Group Discounts

contact 971-4-3352483 or email: info@iirme.com
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16 March 2008 16 March and 13 April 2008 13 April 2008

Certified Trade Finance 25 – 29 May 2008 US$ 4,250 US$ 4,550 US$ 4,750
Specialist (Save US$ 500) (Save US$ 200)

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