7th Annual Export Finance Germany Conference

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1 & present the 7th Annual Export Finance Germany Conference 10th & 11th October 2013 Radisson Blu Hotel, Berlin Register by 26th July 2013 and save 200 #germanef 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

2 7th Annual Export Finance Germany Conference Day One Thursday 10th October :15 Registration and refreshments 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 12:00 Case study: Using ECA cover to alter the risk profile of wind farms by mitigating risks at every stage 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 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 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 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 non- German 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? 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 Christian Bockler, Head of Export Finance, GAUFF GmbH & Co. Engineering KG 14:45 Distribution models in German export finance: Harnessing investor liquidity 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 11:15 Morning refreshments and networking break Relevant agenda, knowledgeable speakers, great networking opportunity - the event for anyone involved in export/investment finance Jan-Philipp Apking, PwC An in-depth coverage of German export finance and of global trends Nikos Douris, Arsia SA Euromoney Seminars 2013

3 7th Annual Export Finance Germany Conference 16:00 Afternoon refreshments and networking break 16:30 Using export credit finance as collateral for public Pfandbriefe 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 17:00 Will Russia continue to be Germany s most important destination market for exports? 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? Hermann Marsch, General Manager, Maicom Quarz GmbH Natalia Voynilovich, Head of Export Finance, Gazprombank 17:45 Chairperson s closing remarks followed by drinks reception 10:30 Morning refreshments and networking break 11:00 Is increasing infrastructure and energy development in Latin America driving an increase in demand for German CAPEX equipment? 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: 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 Udo Bergholz, Director, Structured Trade and Export Finance, Deutsche Bank Robert Grassmann, Head Export and Project Financing, Thyssenkrup 12:45 Chairperson s closing remarks followed by lunch and close of conference Day Two Friday 11th October :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? Very helpful for networking Manfred Fiscker, DZ Bank The event par none to meet the German exporting community David Maule, A J Gallagher 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 Matthias Dohrun, Siemens Financial Services For further information on sponsorship or exhibition opportunities please contact Brynn Hosack Tel: bhosack@euromoneyplc.com

4 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 :15 Anmeldung, Kaffee und Efrischungen 9:00 Begrüßungsrede des Vorsitzenden 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 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 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 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 :45 Anmeldung, Kaffee und Efrischungen 9:15 Begrüßungsrede des Vorsitzenden Roland Torsten Land, Director, KfW IPEX-Bank 9:30 Schiffsfinanzierung: Sind ECAs gefordert um zusätzliche Liquidität und Brückenkredite zur Verfügung zu stellen? 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: 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.

5 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. 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. Over 130 companies attended in 2012 Company Type Commercial Bank... 31% ECA/Development Bank... 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 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 Stay ahead by meeting a complete representation of the export finance community and gain a competitive edge For more information and to register now visit our website Sponsorship Brynn Hosack t: +44 (0) e: bhosack@euromoneyplc.com Registration Tom Barnes t: +44 (0) e: tbarnes@euromoneyplc.com Speakers Alex Stein t: +44 (0) e: astein@euromoneyplc.com Euromoney Seminars 2013

6 7th Annual Export Finance Germany Conference 10th & 11th October 2013 Radisson Blu Hotel, Berlin Registration Fees Please quote ELE1188 on all correspondence Saving Price Per Delegate Full price conference fee (after 23 August 2013) Early bird offer (offer until 23 August 2013) Super Early bird offer (offer until 26 July 2013) Total 5 Easy Ways to Register Online: registrations@euromoneyplc.com (UK) +44 (0) Telephone: (UK) +44 (0) or (US) Post: Tom Barnes Euromoney Seminars Nestor House Playhouse Yard London EC4V 5EX UK For combined and multibooking discounts please contact Tom Barnes, tbarnes@euromoneyplc.com (UK) Tel: +44 (0) Delegates Delegate 1 (please print) Title (Mr/Mrs/Ms/Dr/Other): First Name: Surname: Job Title: Company: VAT No. (EU only): Address: Delegate 2 (please print) Title (Mr/Mrs/Ms/Dr/Other): First Name: Surname: Job Title: Company: VAT No. (EU only): Address: Delegate 3 (please print) Title (Mr/Mrs/Ms/Dr/Other): First Name: Surname: Job Title: Company: VAT No. (EU only): Address: Country: Postcode: Tel: Country: Postcode: Tel: The information you provide on this form will be used by Euromoney Trading Ltd. and its group companies ( we or us ) to process your order and deliver the relevant products/services. 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Invoice me (option not available after 26th September 2013) Please complete and return this form together with a copy of your bank transfer or cheque, payable in to Euromoney Seminars, and send by post or fax to: Euromoney Seminars, Nestor House, Playhouse Yard, London EC4V 5EX, UK Tel: (UK) +44 (0) or (US) ; (UK) +44 (0) registrations@euromoneyplc.com To register and pay, please visit: Administrative information Venue: Radisson Blu Hotel, Berlin Karl-Liebknecht-Straße 3 D Berlin Germany Tel + 49 (0) Travel & Accommodation: When you register you will be sent a hotel booking form with a username and password to request accommodation through the online reservation system. Banks Sadler have negotiated preferential room rates on behalf of all Euromoney delegates and look forward to assisting you with the best accommodation for your budget. Cancellation policy: Cancellations must be received in writing (letter, fax, ) by 26th September All cancellations received by this date will incur a 10% administration fee. If payment has been made, a refund less 10% will be processed; any outstanding invoices will be liable for 10% of the registration fee. Cancellations made after 26th September 2013 will be liable for the full conference fees. Should you be unable to attend the event, a substitute may attend in your place at no extra charge. Conference passes are for an individual delegate only to attend both days of the event and cannot be split between days with others. Registration fee: The registration fee includes participation in the conference, lunches and documentation material, which will be available in electronic format the night before the event. Please use your username and password in order to access them. All bookings are considered binding on receipt of the booking form. Euromoney Seminars reserves the right to change the currency and pricing of the conference at any time up to the date of the event. Cannot attend? Please pass this brochure on to a colleague or you can purchase the online documentation for 499. If your company is registered within the EU please supply your VAT number. For immediate information on this and related events, please call our hotlines Telephone: (UK) +44 (0) or (US) , or alternatively registrations@euromoneyplc.com For further information on sponsorship or exhibition opportunities please contact Brynn Hosack, Tel: , bhosack@euromoneyplc.com