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International Banking with Rabobank INHOLLAND – Small Business June 29, 2006 INHOLLAND - International International Banking with Rabobank INHOLLAND – Small Business June 29, 2006 INHOLLAND - International Banking

Introduction § Martin van der Werff § Consultant Financial Logistics § Rabobank Nederland Corporate Introduction § Martin van der Werff § Consultant Financial Logistics § Rabobank Nederland Corporate Clients – Regional Team Amsterdam INHOLLAND - International Banking

What’s Up ? § International Business - The concerns, needs, risks § Trade risks What’s Up ? § International Business - The concerns, needs, risks § Trade risks - Which risks & how to mitigate them § Payment Conditions – The why’s & how’s § Delivery Conditions – The why’s & how’s INHOLLAND - International Banking

International Entrepreneurs require … … Knowledge and Hedging Possibilities of international business/company risks … International Entrepreneurs require … … Knowledge and Hedging Possibilities of international business/company risks … Reliably and quickly initiate and receive (inter)national transfers … An easy-to-use Electronic Banking (EB) system … Transparent and competative cost structure … Central access and overview of local foreign accounts … a Sparring Partner to investigate, ‘sound-check’ and realise business ambitions INHOLLAND - International Banking

INHOLLAND - International Banking INHOLLAND - International Banking

International Trade Risks INHOLLAND - International Banking International Trade Risks INHOLLAND - International Banking

Which Risks AND for Whom ? Risks Exporter Importer Contract risk Transport risk Debtor Which Risks AND for Whom ? Risks Exporter Importer Contract risk Transport risk Debtor risk Political risk Currency risk Non-Delivery risk Quality risk Product Liability risk Non-Take up risk INHOLLAND - International Banking

International (Trade) Risk Management Different situations require Different ‘tools’ INHOLLAND - International Banking International (Trade) Risk Management Different situations require Different ‘tools’ INHOLLAND - International Banking

Hedging Debtor Risk Precautionary Documentary Collection Documentary Credit Customer information Curative Collection Bad debts Hedging Debtor Risk Precautionary Documentary Collection Documentary Credit Customer information Curative Collection Bad debts Credit Insurance Company Trade Finance (factoring) Forfaiting B/Ex Bank Guarantee INHOLLAND - International Banking

International Payment Conditions Exporter § Open account – Cheque High Risk § Documentary Collection International Payment Conditions Exporter § Open account – Cheque High Risk § Documentary Collection § Documentary Credit (L/C) § Advance Payment Low Risk Importer INHOLLAND - International Banking

Cross Border TT payments via SWIFT Euro US Dollar Rabobank MT 103 MT 202 Cross Border TT payments via SWIFT Euro US Dollar Rabobank MT 103 MT 202 WGZ Bank MT 950 Rabobank MT 103 MT 202 Bank of New York MT 202 Wells Fargo MT 950 Dresdner Bank INHOLLAND - International Banking

International Payment Conditions Selection proces and determinant factors § Branch customs § Country-specific ‘habits’ International Payment Conditions Selection proces and determinant factors § Branch customs § Country-specific ‘habits’ § Governmental requirements – Trade Restrictions – Foreign Currency Restrictions § Buyers credit: yes/no ? § § § Risk appetite / acceptation Competition Delivery condition (as per I. C. C. Incoterms 2000) Type of Goods And many more … INHOLLAND - International Banking

Letter of Credit (L/C) 1 Importer Exporter 5 7 6 4 2 10 3 Letter of Credit (L/C) 1 Importer Exporter 5 7 6 4 2 10 3 Seller’s Bank 8 Buyer’s Bank 9 INHOLLAND - International Banking

Delivery Terms (ICC Incoterms 2000) § Group 'E' Departure EXW § Group 'F' Main Delivery Terms (ICC Incoterms 2000) § Group 'E' Departure EXW § Group 'F' Main Transport - unpaid FCA, FAS, FOB § Group 'C' Main Transport – pre-paid CFR, CIF, CPT, CIP Arrival Mode of Transport DAF, DES, DEQ, DDP, DDU § Group'D ' INHOLLAND - International Banking

Make Sure That You : § DETERMINE concrete payment and delivery conditions § Are Make Sure That You : § DETERMINE concrete payment and delivery conditions § Are Unambiguous, Explicit and Clear § Negotiate § Consider interacting with your banker INHOLLAND - International Banking

Evolution of International Banking INHOLLAND - International Banking Evolution of International Banking INHOLLAND - International Banking

Rabobank International Advisor www. zibb. nl/ria § Tailor-made advice § Various risk catagories and Rabobank International Advisor www. zibb. nl/ria § Tailor-made advice § Various risk catagories and hedging instruments § Explanation of Delivery and § Forms and documents for initiation of L/C’s, Collections § Specimen trade documents Payments conditions § Glossary on commonly used trade terms in international business § Country specific information on 72 countries § Customary specimen texts of L/C and/or bank guarantee INHOLLAND - International Banking

INHOLLAND - International Banking INHOLLAND - International Banking

Questions ? INHOLLAND - International Banking Questions ? INHOLLAND - International Banking

Thank You ! For further information please turn to: Ms. R. P. (Rowena) Bosscher Thank You ! For further information please turn to: Ms. R. P. (Rowena) Bosscher , Rabobank Zuid-Kennemerland Tel: +31 23 512 05 12 INHOLLAND - International Banking