ING Trade Finance

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ING Trade Finance

• OFID Workshop on Trade Finance

Frank Heusdens Global Head Trade Finance Services
6 March 2008
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INGA well-positioned global financial services
company
Banking Insurance Asset Management
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Forbes Global 2000
Forbes biggest most powerful companies (April
2007)
Footnotes and methodology The Forbes 2000 is a
comprehensive list of the worlds biggest and
most powerful companies, as measured by a
composite ranking for sales, profits, assets, and
market value. All figures are in US dollars and
are the latest available.
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ING organised in six business lines
WholesaleBanking
Insurance Americas
Insurance Europe
Insurance Asia-Pacific
Retail Banking
INGDirect
Source ING Group 2007 figures, Published
February 2008
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Wholesale Banking
Wholesale BankingEric Boyer(1)
Economics DepartmentMark Cliffe
WB Staff CommunicationsNick Smit
Support functions(excluding ING Real Estate)
WB ClientsWilliam Connelly(1)
WB NetworkRalph Hamers(1)
WB ProductsDiederik van Wassenaer(1)
Financial MarketsOlivier Casse(1)Percy Rueber(1)
ING Real EstateGeorge Jautze(1)

• ING Wholesale Banking (WB) is the Corporate
  Banking division of ING Group and focuses on
  providing high-value-added products and services
  to its medium-sized/large business clients
• ING WB offers a full range of products to
  corporates and institutions in the Benelux
  countries. Elsewhere in the world, we operate
  with a limited core-product service
• ING Real Estate, part of Wholesale Banking, is
  the worlds largest real estate asset manager,
  active across the Real Estate value chain
  Development, Finance and Asset Management

Note (1) WB MT member
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Classification Wholesale Banking Clients

• Corporates

• Serviced from head office, in view of
  centralisation of knowledge
• RSMs have a limited number of clients (average
  10), because of the complexity and intensity of
  the relationship
• Tailor-made focus

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ING Wholesale Bankings international presence
Operating in more than 40 countries with 18,000
employees world-wide
Americas
Asia
Europe

• Mexico
• United States
• Argentina(1)
• Brazil
• Chile(1)

• China
• Hong Kong
• India
• Indonesia(1)
• Japan
• Malaysia(1)
• Philippines
• Singapore
• South Korea
• Taiwan
• Thailand(1)
• Dubai(1)

• Austria
• Belgium
• Bulgaria
• Czech Republic
• France
• Germany
• Hungary
• Ireland
• Italy
• Kazakhstan(1)
• Luxembourg

• Netherlands
• Poland
• Portugal
• Romania
• Russia
• Slovak Republic
• Spain
• Switzerland
• Turkey(1)
• Ukraine
• United Kingdom

Note (1) Representative office
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Commodity Group Trade Commodity Finance

• Trade Commodity Finance ('TCF') is a
  relationship management activity focused on the
  development and marketing of all facets of ING
  group's activities and products to companies
  engaged in the origination, primary processing,
  distribution and logistics, and trading of
  commodities
• Clients have a single anchor point within ING
  the 'Parent Account Manager' who looks after
  clients needs and makes sure the appropriate
  individuals and teams get involved where required
• The TCF client bases consists of
• Major Multinational Commodity Houses (MMC's)
  companies (including their branches) which
  already are or have the clear potential to become
  major global forces in the market
• small/medium-sized international traders (SMIT's)
  
• regional/local companies
• We have a global presence, with dedicated TCF
  offices in Sao Paulo, Buenos Aires, London,
  Amsterdam, Rotterdam, Geneva, Singapore, Hong
  Kong and Shanghai

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ING Structured Export Finance

• More than 40 experienced and dedicated
  professionals in 15 locations
• Focusing on export-related financing requirements
  of borrowers in mostly non-OECD countries related
  to the procurement of capital goods and services
• Providing traditional as well as non-traditional
  financing solutions
• With insurance from Export Credit Agencies or
  Private Risk Insurers or with any other risk
  mitigating instruments
• In close cooperation with the ING network and
  dedicated sector specialists such as in Oil and
  Gas, Telecom etc
• Providing added value for clients in large and
  sometimes complicated international transactions
• Leading to an award-winning track record (and
  again a number of award nominations in 2007)

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TFS Trade Finance Services
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Trade Finance Services product offering
TFS Products
Doc Credit
Collections
TR Guarantees
Interbank
Export L/C
Incoming Guarantee
Post-import Financing
Doc Collections
Clean Collections
Import L/C
Outgoing Guarantee
Pre-import Financing
Export Coll.
Export Clean Coll.
Outgoing Standby L/C
Import Clean Coll.
Inc Risk Participation
Post-export Financing
Direct Coll.
Incoming Standby L/C
Import Coll.
Out Risk Participation
Pre-export Financing
Reimbursement
Back-to-back L/C
Transferable L/C
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Trade Finance Services segments

• Segments serviced
• Small Medium-sized Enterprises
• Mid-Corporates
• Corporate Clients
• TCF
• Financial Institutions

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Trade Banking Product focus
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Trade Banking Focus countries

• Our geographical focus is
• Asia China, Korea, Indonesia
• Indian sub-continent India, Bangladesh
• CIS, Central Asia and Turkey Russia, Kazakhstan,
  Ukraine, Turkey
• Latin America Brazil, Chile
• Africa Algeria, Mauritania, Nigeria and Central
  African countries

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Trade Banking Distribution

• Short-term, Trade-related, Bank risk
• Participate
• Syndicate
• Distribute
• insure through Lloyds syndicates
• syndicate with partner banks (HSBC, RBS, CITI,
  CS, etc.)
• ECA-cover (non-state guarantees)
• multilateral cover (EBRD, ADB, IFC, etc.)
• buy protection via Credit Default Swaps

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ING Trade Finance Services
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Thanks!
Questions?
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Contacts

• If you have any questions please contact
• Frank Heusdens, Global Head Trade Finance
  Services
• Telephone [phone] E-mail
  frank.heusdens_at_ing.com

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Whom we serve . a selection of our clients
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Track Record Syndications/Commodities
Europe, Middle East and Africa
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ING Structured Export Finance
An award-winning track record
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Disclaimer

• General
• This presentation is intended for general
  information purposes. It does provide basic
  information concerning individual Wholesale
  Banking products, insurance products or related
  services. However none of the information should
  be interpreted as an offer to sell securities or
  as investment advice of any kind. Queries
  concerning these topics should be addressed to
  the individual business units and/or companies of
  ING Groep N.V. ('ING Group'). No warranty or
  representation, express or implied, is given as
  to the accuracy or completeness of that
  information. In no event will ING Group, nor any
  of its directors, employees or advisors accept
  any liability with regard to the information
  contained in the individual ING companies',
  business unit or product group's presentation.
• ING Group comprises a broad spectrum of companies
  (the 'ING companies'), many of them operating
  under their own brand names. Almost every ING
  company, business unit or product group, has its
  own website on the internet where it offers
  information about its products and services.
  Reference is made to those websites for further
  details and hyperlinks have been provided from
  this website to those ING companies, business
  units and product groups, if available.
• It is prohibited to modify, copy, distribute,
  transmit, display, publish, sell, license, create
  derivative works or use any content for any other
  purposes than that of this presentation, i.e.
  providing information about ING Group and its
  lines of business.
• No Liability
• While ING Group and ING companies use reasonable
  efforts to include accurate and up-to-date
  information in this presentation, errors or
  omissions sometimes occur. ING Group and ING
  companies expressly disclaim any liability,
  whether in contract, tort, strict liability or
  otherwise, for any direct, indirect, incidental,
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  arising out of or in any way connected with your
  access to or use of this presentation, and/or any
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  possibility of such damages.
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  and is subject to change without prior notice.
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  extent permissible pursuant to applicable law,
  without warranty of any kind express or implied,
  including but not limited to implied warranties
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