Latin America SME Banking Conference 2013 International Finance Corporation São Paulo - SP, Brazil April 25 and 26, 2013 Hotel Gran Estanplaza

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1 Latin America SME Banking Conference 2013 International Finance Corporation São Paulo - SP, Brazil April 25 and 26, 2013 Hotel Gran Estanplaza Thursday, April 25, :30 AM Registration Coffee 9:00 AM Welcome Opening of Event Introduction: Ghada Teima, IFC Manager, Access to Finance Latin America & Caribbean Remarks: TBD Keynote Speaker: Luiz Edson Feltrim, Director of the Central Bank of Brazil 9:40 AM Session I: The SME Financing Gap Are there significant numbers of SMEs that could use funds productively if they were available, but cannot obtain finance from the formal financial system? This session analyzes the financing gap, seeks to determine how prevalent and important such a gap may be and recommends measures to improve flow of financing. This session will also discuss the importance of SMEs on job creation and present effective ways to track this. James Scriven, IFC Director, Financial Markets Alberto Chaia, Global Leader for Financial Inclusion, McKinsey and Co. 10:45 AM Coffee Break 11:00 AM Session II: Customer Management for SME Banking

2 The SME market is very diverse with different needs. Consequently, the SME Customer Management approach is critical for profitable growth. This entails an in-depth understanding of customer needs and the ability to apply these insights to shape offers and services to different segments and to different moments in the customer life cycle. The session will explore why customer management is a value increasing strategy for both sides of the banking relationship, and it will showcase different experiences of how banks are using intimate knowledge of their customers to formulate better targeted strategies, optimizing their risk pricing decisions, leveraging multi-channel approaches to serve SMEs and increasing cross sell ratios, and identifying dormant customer in time to implement targeted and strategic retention measures to extend every SME Banking relationship. Andrew McCartney, IFC Global Banking Specialist Banco Itaú (TBD) Amrei Botha, Head of SME Banking, Standard Bank Roberto Galarza Sacramento; Director of Grupo Financiero Banorte 12:45 PM Lunch 2:00 PM Session III: Innovation, Assessing and Mitigating Risk in SME Lending SMEs are considered to be more risky by banks. In the wake of the global financial crisis, credit risk management has taken on a new meaning with banks trying to be more cautious in their lending practices. This session looks at how banks can effectively serve SMEs by more effectively assessing and mitigating credit risk through the use of scoring and other more innovative tools. The session also discusses lessons learned from one of the leading global SME banks and how to build sustainable SME portfolios and the importance of credit bureaus in providing credit information. Tony Lythgoe, IFC Global Head Financial Infrastructure Bailey Klinger, Co-Founder and Director, Entrepreneurial Finance Lab David Snyder, Wells Fargo Rohit Arora, biz2credit.com Matthew Gamser, IFC Head, SME Finance Forum 3:30 PM Coffee Break 2 P age

3 3:45 PM Session IV: Differentiation through provision of non financial services SMEs mention low level of management expertise, as a major hindrance to business growth since this renders them un-bankable. Banks are increasingly beginning to offer business advisory and other non financial services to their SME client, as a way to bridge the gap between their perceived riskiness and the bank s own risk appetite. This session will discuss recent findings of research conducted on how offering such services can enhance the image of the bank and improve their bottom line. The session will also share experiences of banks on how this has impacted their business. Toyin Adeniji, IFC Manager, SBA João Rabello, Chief Executive Officer, Banco Triângulo Larke Reimer, Director Women s Markets, Westpac Devrim Ziya TAvil, SME Banking Director, Türk Ekonomi Bankası 5:00 PM Wrap Up Ghada Teima, IFC Manager, Access to Finance Latin America & Caribbean 3 P age

4 Friday, April 26, AM Opening of Day Two Introduction: Matthew Gamser, IFC Head, SME Finance Forum 9:00 AM Session V: Reaching Scale The Power of Segmentation Strategies Local SME markets are non homogenous and are sometimes very diverse. Clearly specified client segmentation and targeted product development leverages existing operational structures and augments revenue opportunities for banks. This session explores experiences and opportunities in selected industries - and client segments in Latin America and outlines sector specific requirements. Introduction: Andrew McCartner, IFC SME Global Specialist Subsession V.1. Agrifinance AND Rural SMEs Strengthening the productivity and capacities of agricultural small and medium enterprises (SMEs) and farmers through enhanced access to finance is still a challenge in many markets. This session will explore appropriate approaches to assess or reduce the main risks and costs that inhibit access to financial services in the agriculture sector in developing countries. Panayotis Varangis, IFC Global Head of the SME Finance John Sato, Director, Sicredi Dave Chalila, IFC Senior Financial Specialist Robert Pascal, Head of Agribusiness, NMB Bank 10:30 AM Coffee Break 10:45 AM Session V: Scale The Power of Segmentation Strategies Subsession V.2. Women in Banking Women entrepreneurs are changing the face of the global economy, helping to sustain job creation and economic growth. Barriers that impede women entrepreneurs from accessing finance include unfavorable business and regulatory environments as well as a need to strengthen management and business skills. This session will explore ways on how financial institutions worldwide can profitably and sustainably serve businesses owned and run by women. 4 P age

5 Patience Marime-Ball, Principal Investment Officer, IFC Eduardo Ferreira, Head of Women Program, Itau Unibanco Brazil Larke Riemer, Director Women s Markets, Westpac Jackie Vandebrug, Senior VP, U.S. Trust, Bank of America Private Wealth Management 12:00 PM Session V: Scale The Power of Segmentation Strategies Subsession V.3. Sustainable Energy Financing - SEF Higher energy costs pose a growing challenge for businesses seeking to remain competitive while investing for growth. By developing financing solutions to enable adoption of energy and resource efficiency as well as renewable solutions, financial institutions can add value to their clients to control costs by lending to this fast growing market segment for sustainable energy finance. Daniel Shepherd, IFC SEF Specialist, Latin American & Caribbean Franco A. Piza R., Sustainability Manager, BANCOLOMBIA Alvaro Silveira, Program Manager, Brazil Pro-Hotel Program Carlos Nomoto, Sustainability Director, Santander Brasil 1:30 PM Lunch 3:00 PM Session VI: Innovations in SME Banking From mobile banking to virtual advisers, from innovative scoring models to social networking and crowd funding, the next generation of SME banking is emerging now. This section will explore innovative topics in the SME banking space that might lead financial institutions to more profitably increase reach on this market segment. Margarete Biallas, Senior Operations Officer, IFC Paul Reynolds, Mobile Accelerate João Costa Pereira, CEO, Brasil Factors Devrim Ziya Tavil, SME Banking Director, Türk Ekonomi Bankası 5 P age

6 4:30 PM Conference Wrap Up Ghada Teima, IFC Manager, Access to Finance Latin America & Caribbean 6 P age

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