Masterclass in Trade Finance Solutions

Euromoney Learning Solutions

Euromoney Learning Solutions


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Who should attend

This Masterclass is designed for participants of all levels from entry up to mid-management, and due to the broad nature of the course and the trainer’s experience will also be relevant for those in more senior roles looking to expand their product knowledge:

  • Those with 0-3yrs experience in Sales and/or Product Management in Trade
  • Corporate Relationship Officers/Managers/Directors
  • Credit officers/Managers
  • Compliance officers/Managers
  • • Risk officers/Managers

About the course

The Masterclass in Trade Finance Solutions de-mystifies the Trade Finance market to give you a better understanding the role that Trade plays in helping clients do more business using traditional products. We will explain in a simple and logical manner the core documentary and open account Trade products, including their individual features and benefits.

In this highly practical programme, you will learn how to identify intrinsic risks in potential transactions and explain how these might be mitigated using tools and practices supported by example market transactions and exercises. You will also become familiar with the sometimes-complex language and terminology surrounding Trade.

After completing the Masterclass, you will be better equipped to spot opportunities to write well-structured, lower risk Trade Finance business. As a result, you should develop a deeper understanding of your customer’s requirements and elevate your position to that of trusted advisor.

Case Studies

The following example case studies and exercises will be employed through the programme to reinforce key learning points, although others may be substituted depending upon experience and requirements of the group:

  • How to construct a Trade Cycle Analysis to determine understanding and Facility requirements
  • Needle Pack International – simple import facility
  • Trader Limited an International import/export company
  • Understanding the appropriate Incoterm and why companies might have certain preferences
  • Expansion Company - Guarantee request from a Global corporate
  • Desk maker – simple CID facility
  • Airplane parts – to determine the most appropriate open account product
  • Hairy Haulier – complex open account facility
  • Liverpool Football company, purchase facility
  • Structured Trade and Commodity Finance structures
    • Energy Petroleum Limited, Import structure plus potential Receivables opportunity
    • Taipan Hong Kong Trading Company – multi faceted structure involving Tolling
  • Tastee Products – case study with multiple solution and product sale opportunities designed to demonstrate practical application of the learning

The Masterclass Learning Experience

  • Introductory videos from Simon Enticknap and fellow participants
  • On-demand videos covering each module, pre-recorded by Simon Enticknap
  • Weekly live virtual training sessions with Simon Enticknap
  • Module slides available for download
  • Curated content and resources
  • Practical group and individual exercises during and outside of the live sessions
  • Group discussions moderated by Simon Enticknap via our social learning platform
  • Participant-generated content for peer-to-peer learning and networking
  • Real-life interactive case studies
  • Quizzes, polls, interactive flipcharts and collaboration tools
  • Ongoing coaching and feedback from Simon Enticknap
  • ‘Office Hours’ - Voluntary Q&A sessions with Simon Enticknap


Module 1 – The Fundamentals of Trade

By the end of this module, you will be able to confidently explain the basic drivers of trade and identify the key motivators and risks from an importer, exporter and financier’s perspective.

Learning outcomes

  • Why do Countries/Companies Trade
  • What are the barriers to trade?
  • What are Exporters looking for?
  • What are Importers looking for?
  • Impact of International versus Domestic trade


Module 2 – Trade Cycle Analysis and Basic Documentary Trade Products

By the end of this module, you will understand the main questions to ask and elements that need to be understood to be able to successfully draw up a Trade Cycle analysis and demonstrate an in depth understanding of a client’s true trade Finance requirements. We will start to introduce some of the Trade Finance products that form the building blocks in any banks Trade armoury

Learning outcomes

  • Trade Cycle Analysis
  • Documentary Collections
  • Basic Letters of Credit

Module 3 – Documentation, Contracts, cross border settlements and additional risks to consider

By the end of this module, you will be able to outline the key documents seen in trade transactions, their role and relative value to buyers, sellers, and financiers. We will also consider the role that Country risk plays in influencing payments.

Learning outcomes

  • Commercial contract vs Documents used in International Trade
  • Fundamentals of cross border payments and correspondent relationships
  • Country risks – things to consider


Module 4 – International Commercial Terms

By the end of this topic, you will be able to confidently explain the role of Incoterms, identify differences between them and describe the most appropriate term depending upon the circumstances.

Learning outcomes

  • International commercial terms (Incoterms)

Module 5 – Hybrid Letters of Credit

By the end of this module, you will have a deeper understanding of the various types of Letters of Credit that have been developed. We will examine how the basic Letter of Credit structure has been expanded to address more unusual circumstances, or to help obfuscate risks that might not otherwise be covered.

Learning outcomes

  • Transferrable
  • Revolving/re-instatement
  • Red Clause
  • Green Clause
  • Deferred Payment
  • UPAS
  • Standby – also covered under Guarantees
  • Inactive
  • Re-finance agreements
  • Back to Back Letters of Credit
  • Synthetic Letters of Credit

Module 6 – Silent Confirmations

By the end of this module, you will understand how and why this product was developed, the risks involved, and what can be done to minimise those risks.

Learning outcomes

  • Negotiation without recourse
  • Commitment to negotiate

Module 7 – Rules and Regulations

By the end of this module, you will understand the key external influences that can impact a client’s ability to do business. We will review the main documents that are generally available to all parties that, whilst not legally binding, nevertheless help set precedent and provide strong guidance to practitioners in the international stage.

Learning outcomes

  • Sanctions and boycotts
  • Anti-boycott regulations
  • Anti-Money Laundering & Combating Financing of Terrorism regulations
  • Export licensing
  • Exchange Controls
  • 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”) 

WEEK FOUR GUARANTEES AND OPEN ACCOUNT TRADE Module 8 – Guarantees and Standby Letters of Credit

By the end of this module, you will be able to outline the key types of Guarantee that are seen in International business and identify the key parties and risks that each one is taking. You will also be able to advise on the appropriateness of each type and use this knowledge to consider an example request.

Learning outcomes

  • Demand
  • Bid/tender
  • Advance Payment
  • Retention
  • Maintenance/warranty
  • Customs/Duty deferment
  • Transit

Module 9 – Bank Role in Guarantees and the associated liabilities

By the end of this module, you will better understand the role that Financial institutions play in the Guarantees market, the risks that they are taking and typical structures that they utilise to deliver the product.

Learning outcomes

  • Typical Structure – facility requirements
  • Extend or pay
  • Foreign laws and usage
  • Operative clauses
  • Local re-issuance
  • Counter Guarantees

Module 10 – Open Account trading

By far and away the largest amount of trade is undertaken on an “Open account” basis. In this module, we will explore the various ways that this is transacted and what products are available to financiers to enable them to consider participating and providing any related financing.

Learning outcomes

  • Receivables Purchase
  • Individual v whole book (CID)
  • With/without recourse
  • Insurance backed
  • Inventory finance
  • Factoring
  • Trade loans v Overdrafts
  • Supply chain Finance
  • Origin
  • Why these are attractive


Module 11 – Sharing of Risk

By the end of this module, you will better understand the various was in which Financiers can consider transactions that might normally exceed their risk appetite. They will develop a broader knowledge of the distribution and participation markets that exist, both on a bilateral and syndicated basis.

Learning outcomes

  • Syndications
  • Participations, funded & unfunded
  • Credit insurance for banks
  • Multilateral guarantees
  • Extra L/C confirming banks
  • Reimbursement undertakings
  • Forfaiting
  • Export Credit Agencies and Government backed facilities
  • IFC/World bank

Module 12 – Structured Trade and Commodity Finance

This module will look at the main structures traditionally employed in “Structured Trade” market. We will look at how the key risks are identified and potentially mitigated and then relate these structures back to specific examples of market transactions to help reinforce your understanding.

Learning outcomes

  • Typical structures seen in the market
  • Example transactions
  • Applying the learning in a practical way

Module 13 – Future Product Development - Blockchain

In this penultimate module, we will spend some time looking at developments in the Trade Market with the introduction of new technology.

Learning outcomes

  • What exactly is Blockchain?
  • Where did it come from?
  • What impact could it have?
  • Why are banks and Corporates getting excited?
  • Who are some of the key players?
  • Some example transactions.

Module 14 – End of Masterclass Wrap-Up


Simon Enticknap

Simon is a highly experienced trade finance practitioner with 40 years of expertise in Sales and Relationship Management focusing on key product areas including Trade Finance, Supply chain finance, Treasury, Payments and Custody. He has been appointed at heading positions at prestigious banking ...

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Masterclass in Trade Finance Solutions at Euromoney Learning Solutions

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