//3 RD EDITION INTERNATIONAL TRADE EXECUTIVE PROGRAMME // 21 FRIDAY AFTERNOONS IN BRUSSELS BETWEEN

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1 R An initiative from with testimonials inside //3 RD EDITION INTERNATIONAL TRADE EXECUTIVE PROGRAMME // 21 FRIDAY AFTERNOONS IN BRUSSELS BETWEEN Sponsors In collaboration with

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3 3 //A FOREWORD BY RUDI THOMAES SECRETARY GENERAL OF ICC BELGIUM// For the third time, ICC Belgium and Belgian Chambers have come together with the International Business Institute (IBI) to offer the ambitious executive education programme. In its first year, the programme welcomed more than 50 participants from nearly 40 organisations. Feedback on the speakers, the course content, and the organisation of the sessions gave us valuable guidance for improving specific parts of this year s programme. We are convinced that company executives and staff members need and deserve the kind of high-quality training we offer if they are to deal with the complex challenges of the international environment. This is true now more than ever, as most international trade transactions require extensive prevention of legal risks, close monitoring of the P&L, and constant attention to secure payment. In turn, this requires excellence in the production and processing of a wide variety of trade documentation. Rudi Thomaes is Honorary CEO of the Federation of Enterprises in Belgium (F.E.B.) and Secretary General of ICC Belgium Winning international contracts with healthy profitability is only possible if companies, particularly SMEs, can engage with a team of skilled people. Ideally, the right skills are combined with a wide network and links to sources of international expertise. IBI provides both, and this combination makes us unique in the Belgian market. We provide training at both ends of the corporate spectrum. On the one hand, there are the born globals, young tech companies that need to engage in their international niche markets from day one. IBI can secure a fast track education to overcome their lack of experience in international trade. At the other end of the scale, we train junior executives of big multinationals, who will benefit from a panoramic view of all facets of international business, allowing them to better understand the different specialised departments of their organisations, and to optimise transversal cooperation between the sales, legal, logistics and finance teams. IBI, with its partners and sponsors, invites you to learn more about the International Trade Executive Programme Rudi Thomaes Secretary General of ICC Belgium

4 4 //Albert Cluckers Programme Director of IBI// Albert Cluckers is Programme Director of IBI and former Managing Director, Inspector General and Global Head of Compliance (bank and insurance) at ING Europe. Previously, he was in charge of international trade finance at BBL (now ING Bank Belgium) world level. He has also taught international trade at the Hogeschool Universiteit Brussel, and has been a guest speaker on financial fraud at the University of Antwerp Management School. He is a DOCDEX expert at ICC Paris and was Belgian representative at the ICC International Banking Commission in Paris for many years. He currently chairs major charity organisations. Albert Cluckers Ayant un parcours davantage technique que commercial, l intérêt de cette formation était évident pour moi vu ma volonté d enrichir mes connaissances dans le domaine du commerce international. Celle-ci m a permis d approfondir certains sujets avec lesquels je n étais jusque-là pas particulièrement familier. J ai également saisi l opportunité de partager avec mes collègues un maximum du savoir acquis lors la formation et surtout de la rédaction du travail de fin d année. Quentin Gillard, Sales Engineer, TD WILLIAMSON TD WILLIAMSON

5 5 //CONTENTS INTERNATIONAL TRADE EXECUTIVE PROGRAMME // 03 _ Foreword COLOPHON CONTACT INTERNATIONAL BUSINESS INSTITUTE Stuiversstraat 8 Rue des Sols B-1000 Brussels Belgium Phone: + 32 (0) Fax: +32 (0) ibi@iccbelgium.be PUBLISHER INTERNATIONAL BUSINESS INSTITUTE Stuiversstraat 8 Rue des Sols B-1000 Brussels Belgium GRAPHIC DESIGN & PRODUCTION 06 _ A joint initiative 07 _ The programme in a nutshell 07 _ Who should participate in the programme? 09 _ Programme 18 _ Speakers 25 _ Practical information 26 _ Admission requirements & deadline 26 _ Assessment & certificate 27 _ Registration form De praktijkervaring die ons werd gedeeld door professionals zoals Christian Leysen (Ahlers), Paul Depuydt (Ravago) en Herman Daems (Barco) heeft diepe indruk gemaakt omdat ze écht doorleefd is. Johan Doens, Relationship Manager Trade Finance, ING BANK ING BANK

6 R 6 //A JOINT INITIATIVE// ICC Belgium is the Belgian arm of the International Chamber of Commerce (ICC), the voice of world business in championing the global economy as a force for economic growth, job creation and prosperity. Because national economies are now so closely linked, the international repercussions of government decisions are far stronger than in the past. ICC Belgium appoints Belgian representatives to ICC committees to reflect the interests of Belgian enterprises. It provides access to ICC services and publications, and organises information sessions on topics such as Incoterms rules, documentary credit, and the importance of intellectual property. ICC activities cover a broad spectrum, from arbitration and dispute resolution to supporting open trade and the market economy system, business self-regulation, as well as fighting corruption and combating commercial crime. Through its national committees, the ICC has direct access to national governments all over the world. The organisation s Paris-based international secretariat represents the views of business to intergovernmental organisations on issues that directly affect business operations. The ICC is the world s only truly global business organisation working assertively to express the views of business. The Federation of Belgian Chambers of Commerce is the umbrella organisation for all chambers of commerce in Belgium: VOKA, BECI, and CCI. In addition, it represents the interests of 31 Belgian- Luxembourg chambers of commerce abroad. Through its accreditation programme, the Federation guarantees Belgian companies a quality services from its members. In Belgium, chambers of commerce are private law organisations. International entrepreneurship is one of the key activities of the Belgian Chambers and the Federation. Certificates of origin and ATA carnets, essential documents for companies that operate internationally, are issued by the chambers of commerce. With DigiChambers, companies can now also request their certificates of origin online and print them at their own premises. The Belgian Chambers have a formal cooperation agreement with the Federal Ministry of Economy and with Customs to strengthen the international competitiveness of Belgian business. Through its membership of Eurochambres, ICC Belgium and the World Chambers Federation, the Federation promotes the interests of Belgian business in Europe and beyond. At the same time, these organisations provide access to a network of partners all around the world. The Belgian chambers of commerce and the Federation are also very active in the field of sustainable entrepreneurship. We strongly believe that corporate social responsibility makes companies more resilient in the current context of globalisation and urge for innovation. //ACADEMIC PARTNERS// //SPONSORS AND KNOWLEDGE PARTNERS//

7 7 //THE PROGRAMME IN A NUTSHELL// The survival and sustainability of many enterprises depend on their ability to upscale and grow outside national and European borders. This requires a supplementary set of skills, and several surveys demonstrate that there is a pressing need for educating more talent in this domain. The International Trade Executive Programme at IBI provides lasting value to participants and their organisations aiming to grow internationally. We provide a practical approach, exemplary service, flexibility and competitive tuition fees. Created in 2012, IBI and its executive education programme in English is a joint initiative of ICC Belgium and Belgian Chambers, two natural partners in the Belgian environment of foreign trade promoters. It gathers an exceptional group of more than twenty distinguished speakers, and offers participants the privilege of relevant testimonies from businessmen sharing practical experience and best practice from the field. Speakers in last year s programme included Dirk Collin,Johnny Thijs and Christian Leysen. //WHO SHOULD PARTICIPATE IN THE PROGRAMME?// IBI s International Trade Executive Programme has been specifically designed to meet the needs of executives with at least 2 to 5 years of professional relevant experience, who have or will have to cope with complex challenges that arise in an international environment. It will give participants a deep understanding of international trade techniques, risks and opportunities. The programme will benefit: Export managers (International) business developers International sales executives International procurement executives International supply-chain executives In-house counsels Chief financial officers and financial controllers Trade finance officers Business lawyers and consultants Civil servants from specialised public bodies The two first editions of the International Trade Executive Programme welcomed more than sixty participants from many companies, including: AGC GLASS EUROPE, AGORIA, AURUBIS BELGIUM, AWEX, BELVEN, BNP PARIBAS FORTIS, BREWERY MALHEUR, DATAMIND, DEME, DE WOLF & PARTNERS, EGEMIN, FLANDERS INVESTMENT & TRADE, GLUTTON, ICE WATCH, IMCE, I-MOVIX, J. CORTÈS, KBC BANK, KEPPEL SEGHERS, KODDAERT, LAPAUW, LINDEN, LOTUS BAKERIES, MAGNETROL INTERNATIONAL, MITHRA PHARMACEUTICALS, MONSANTO, PROCTER & GAMBLE, RAFFINERIE TIRLEMONTOISE, SEW EURODRIVE, SOUDAL, TD WILLIAMSON, THE BELGIAN CHOCOLATE GROUP, UMICORE, UNIVEG, VOKA-KAMER VAN KOOPHANDEL LIMBURG, WIESE EUROPE...

8 8 Je komt terecht in een netwerk van collega-exporteurs die door de verscheidenheid van activiteiten elk hun eigen ervaring delen. Het hoge professionele niveau van de lesgevers en de technische omkadering maakt dat je terecht komt in een oase van ongekende informatie en werkmethodes die je een bijkomende kijk geven op wereldwijde export. Daarbij wordt geen enkel facet vergeten, of het nu gaat over douaneformaliteiten, exportfinanciering en -verzekering, lokale wetgevingen, logistieke en commerciële problematiek, kortom alles komt aan bod zodat je goed beslagen op het gladde exportijs overeind blijft. Marc Pauwels, Managing Director, THE BELGIAN CHOCOLATE GROUP THE BELGIAN CHOCOLATE GROUP The International Trade Executive Programme was very inspirational, energizing, bringing lots of ideas, with both substantial and in-depth knowledge together with case studies, learning from experience and being fully practice-oriented. There was a well-balanced composition of participants, which contributed to interesting and focused discussions and exchanges. From the interaction with other participants grew synergies from sharing both our experiences and insights. Geert Stienen, CFO, EGEMIN EGEMIN All sessions were very interesting and with a high-quality content. A positive approach for market analysis and export project development. Rita Mancebo, Project Developer, BCD INTERNATIONAL BCD INTER- NATIONAL

9 9 //PROGRAMME INTERNATIONAL TRADE EXECUTIVE PROGRAMME // The International Business Institute (IBI) proposes 21 sessions and a boot camp between 17 October 2014 and 5 June 2015 in order to meet the needs of executives and high potential staff members who have or will have to cope with complex challenges that arise in an international environment. It gives participants a deep understanding of international trade techniques, risks and opportunities by a unique journey through the disciplines that are not directly in your specialities, but that none can afford to miss for better coping with the risks associated with international business. Here is more information on the 8 modules composing the complete and unique International Trade Executive Programme. An initiative from Sponsors In collaboration with

10 10 //MODULE 1 PRINCIPLES OF INTERNATIONAL BUSINESS// [BOOT CAMP + 2 SESSIONS] I. BOOT CAMP (2 DAYS, 1 RESIDENTIAL NIGHT****) IBI team with HEC Management School University of Liège OCTOBER 2014 IBIers want to learn more than just theory and concepts. The boot camp will start with some activities designed to enable us to get more acquainted with each other, while familiarising us with the realities and challenges of the world of international business: the boot camp environment allows us to determine where we stand in terms of knowledge and skills. Well-selected business case studies introduce us to the broad range of pitfalls and opportunities of international business. IBIers will have the opportunity to demonstrate what they already know by developing propositions for managing and growing an international trade project and presenting them to the Management Team. The boot camp will make clear that IBI is going to provide participants with a valuable network. A special guest speaker should host the dinner on Friday, and valuable Belgian businessmen will also share with participants their experience and best practice during the camp. II. GLOBAL STRATEGY AND INTERNATIONAL MARKETING Peter WAUMANS - 7 NOVEMBER 2014 //MODULE 1 PROGRAMME// I. BOOT CAMP (2 DAYS, 1 RESIDENTIAL NIGHT****) IBI team with HEC Management School University of Liège OCTOBER 2014 II. GLOBAL STRATEGY AND INTERNATIONAL MARKETING Peter WAUMANS 7 NOVEMBER Which strategy will you use to compete on the global stage? 2. How to shift among Aggregation, Adaptation and Arbitration or.combine? 3. Cases: Heinz in Emerging Markets, KFC s to China, a Danone case, Marketing concept of Toyota III. UNDERSTANDING THE MULTICULTURAL MARKET ENVIRONMENT. INTERNATIONAL NEGOTIATION AND COMMUNICATION Nguyen T.M. CHAU 14 NOVEMBER What is culture?; 2. Intercultural Communication; 3. Influence of culture on International Business Negotiation. III. UNDERSTANDING THE MULTICULTURAL MARKET ENVIRONMENT. INTERNATIONAL NEGOTIATION AND COMMUNICATION Nguyen T.M. CHAU 14 NOVEMBER 2014

11 //MODULE 2 ORGANISING YOUR PRESENCE ABROAD// [4 SESSIONS] 11 I. LOCATION DECISION METHODOLOGY Patrick UYTTENDAELE 21 NOVEMBER Basic principles of international tax; 2. Outbound transactions and investments; 3. Inbound transactions and investments; 4. International tax structuring. II. YOUR PRESENCE ABROAD Paul Depuydt & Jan Peeters 28 NOVEMBER Basics of foreign investment; 2. Typology of partnerships; 3. Mergers & acquisitions; 4. Joint ventures; 5. Strategic alliances; 6. Other agreements. III. INDIRECT TRADE TBC 5 DECEMBER Introduction to wholesale & retail distribution channels; 2. Prospection; 3. Cost & impact assessment; 4. Drafting agreements; 5. Distributor selection; 6. Agency network planning. IV. Direct tax aspects of international business activities Marc VERBEEK 12 DECEMBER 2014 //MODULE 2 PROGRAMME// I. LOCATION DECISION METHODOLOGY Patrick UYTTENDAELE 21 NOVEMBER 2014 II. YOUR PRESENCE ABROAD Paul Depuydt & Jan Peeters 28 NOVEMBER 2014 III. INDIRECT TRADE TBC 5 DECEMBER 2014 IV. Direct tax aspects of international business activities Marc VERBEEK 12 DECEMBER Relevant factors affecting location decisions; 2. Methods to evaluate alternatives; 3. Core business v. non-strategic activities; 4. Service location strategy; 5. OLI Paradigm.

12 12 //MODULE 3 CONTRACTING// [3 SESSIONS] //MODULE 3 PROGRAMME// I. INTERNATIONAL CONTRACTING Bart VOLDERS 16 JANUARY 2015 II. DISPUTE SETTLEMENT Vera VAN HOUTTE 23 JANUARY 2015 III. INTERNATIONAL SALES CONTRACT Bart VOLDERS 30 JANUARY 2015 I. INTERNATIONAL CONTRACTING Bart VOLDERS 16 JANUARY Introduction to international contracting; 2. Negotiation strategies; 3. Quotations; 4. Model contracts and agreements ; 5. Applicable law; 6. Methodology. II. DISPUTE SETTLEMENT Vera VAN HOUTTE - 23 JANUARY Introduction to dispute resolution; 2. Choosing between different forms of alternative dispute resolution (ADR); 3. Advantages and disadvantages of arbitration; 4. Institutional arbitration and ad-hoc arbitration; 5. Drafting a jurisdiction clause; 6. Characteristics of an arbitration procedure; 7. ICC arbitration. III. INTERNATIONAL SALES CONTRACT Bart VOLDERS - 30 JANUARY How to draft a sales contract; 2. Rights and obligations of the parties; 3. Liabilities and techniques to limit liabilities; 4. Selected issues (Brazil, Russia, India, China and others).

13 //MODULE 4 TRANSPORT & LOGISTICS// [2 SESSIONS] 13 I. Incoterms 2010 rules Koen VANHEUSDEN - 6 FEBRUARY Analysis and choice of the Incoterms 2010 rules; 2. Case studies. II. Law and contracts of carriage Ralph DE WIT - 13 FEBRUARY Overview of the general legal framework; 2. Designing logistic solutions; 3. Making a transport contract; 4. Filling in transport documents; 5. Risk assessment and procedures. //MODULE 4 PROGRAMME// I. Incoterms 2010 rules Koen VANHEUSDEN 6 FEBRUARY 2015 II. Law and contracts of carriage Ralph DE WIT 13 FEBRUARY 2015 Als startend export manager heeft het programma mij een goed inzicht gegeven in de verschillende facetten die komen te kijken bij export activiteiten. In de export heb je nood aan kennis die verder reikt dan enkel verkoop of logistiek, je moet ook inzicht hebben in legale, marketing, productie en strategische activiteiten. Vooral de lezingen rond het opstellen van contracten voor distributeurs en agenten en het kiezen van de juist Incoterm hebben mij in het bedrijfsleven veel voordelen opgeleverd. Ik raad dit programma ten zeerste aan voor iedereen die in het export leven wordt geworpen. Nadja Feyen, Export manager, RAFFINERIE TIRLEMONTOISE RAFFINERIE TIRLE- MONTOISE

14 14 //MODULE 5 ADMINISTRATION & FORMALITIES OF INTERNATIONAL TRADE// [3 SESSIONS] //MODULE 5 PROGRAMME// I. Customs and international trade Pieter HAESAERT 27 FEBRUARY 2015 II. VAT in international trade Erwin BOUMANS 6 MARCH 2015 III. Documents in international trade Koen VANHEUSDEN 13 MARCH 2015 I. Customs and international trade Pieter HAESAERT - 27 FEBRUARY Customs unions and free trade agreements; 2. Customs regimes and formalities; 3. Calculating customs duties; 4. Instructing a customs agent; 5. AEO certifications ; 6. Export Controls on dual-use goods; 7. Cases and applications. II. VAT in international trade Erwin BOUMANS - 6 MARCH VAT and cross border trade in goods and services ; 2. Place of taxable transactions and registration formalities; 3. Invoicing; 4. Recovery of input VAT in other countries; 5. Special cases (consignment stocks, chain transactions and drop shipments, com-missionaire vs. agent, toll manufacturing, etc.); 6. Culture differences in VAT. III. Documents in international trade Koen VANHEUSDEN - 13 MARCH Documents in international trade; 2. Standards and technical requirements of international trade; 3. Drafting international documents; 4. Cases and review of documents.

15 //MODULE 6 FINANCING THE OPERATION// [4 SESSIONS] 15 I. Financial risk in international trade Frederic MOTTE & Hugo VERSCHOREN - 20 MARCH Overview of financial risk assessment in international trade; 2. Hedging of currency exchange risks; 3. Hedging of interest rate risks; 4. Hedging of commodity market risks II. Payment techniques in international trade and supply chain financing Hugo VERSCHOREN - 27 MARCH The Risk Ladder; 2.Documentary Credits; 3. Documentary Collections; 4. Bankguarantees and Stand-By Letters of Credit; 5. Other payment and financing techniques: LCR, RIBA, SEPA, Draft avalasing and discounting; 6. Case Study III. Medium/long term export financing Eugene KOCK - 3 APRIL Evaluation and review of financial needs; 2. Analysis of medium/long term export financing channels; 3. Understanding government support policy to exportation; 4. Cases and simulations. IV. Credit Insurance Gert VAN MELKEBEKE - 24 APRIL Credit insurance: principles and mechanisms; 2. Overview of credit insurance ; 3. Analysis of export payment risks; 4. Analysis of an insurance policy. //MODULE 6 PROGRAMME// I. Financial risk in international trade Frederic MOTTE & Hugo VERSCHOREN 20 MARCH 2015 II. Payment techniques in international trade and supply chain financing Hugo VERSCHOREN 27 MARCH 2015 III. Medium/long term export financing Eugene KOCK 3 APRIL 2015 IV. Credit Insurance Gert VAN MELKEBEKE 24 APRIL 2015

16 16 //MODULE 7 RISK MANAGEMENT & INSURANCE// [2 SESSIONS] //MODULE 7 PROGRAMME// I. Risk management Denis VAN DER ELST 8 MAY 2015 II. Insurance (law & contracts) Katrien VANDENBERGHE 29 MAY 2015 I. Risk management Denis VAN DER ELST 8 MAY Risk Management as component of corporate governance; 2. Standards and tools (COSO, ISO 31000, ); 3. How to embed risk management in your organisation? In day-to-day and for new projects; 4. Risk Assessments: holistic/ focused on issues such as product liability, transport, environment, business continuity; 5. Tools for risk prevention, mitigation, and transfer. II. Insurance (law & contracts) Katrien VANDENBERGHE 29 MAY Insurance coverage analysis regarding specific risks (general liability, directors and officers liability, employment practice liability crime, K&R); 2. Claim management and procedures; 4. Cases and applications.

17 //MODULE 8 ESTABLISHMENT & INTERNATIONAL EXPLOITATION OF INTELLECTUAL PROPERTY// [1 SESSIONS] 17 I. Establishment and international exploitation of IP Lidy-Anne JESWIET 5 JUNE Choosing the right protection for your IP; 2. Enforcing your IP protection in an international context; 3.What can customs do to enforce your IP rights. //MODULE 8 PROGRAMME// I. Establishment and international exploitation of IP Lidy-Anne JESWIET 5 JUNE 2015 La qualité des différents exposés apporte un éclairage très intéressant pour toute entreprise désirant se lancer à l exportation. Tant les aspects techniques et juridiques que l environnement socio-culturel sont explorés par les intervenants dont l expérience dans le commerce international n est plus à démontrer. La diversité des professions des participants enrichit aussi les débats et participe au développement de son propre networking. Jean-Philippe Balon, Head of Travel Retail and Licence, ICE WATCH ICE WATCH

18 R 18 //SPEAKERS INTERNATIONAL TRADE EXECUTIVE PROGRAMME // By gathering an exceptional group of high-level speakers with an outstanding experience in international business, the International Trade Executive Programme has been designed to provide practical tools for organisations and their executives, who have to cope with complex challenges arising in an international environment. The whole success of the experience offered by IBI would not be the same without the extraordinary involvement of its team of teachers. More than being top professionals, they reveal themselves to be bold and visionary thinkers of the future of trade. //ERWIN BOUMANS// is Tax Partner at BDO Brussels. Erwin has developed particular skills in VAT in respect of all European countries. As VAT specialist, Erwin is involved in advising (inter)national companies and public bodies, and in the development and follow-up of new service offerings within BDO Belgium. Erwin has also assisted several companies with checking the VAT functionalities of different ERP systems. At BDO, Erwin is member of Tax Executive Committee, Chairman of the Belgian VAT Centre of Competence and member of the International VAT Centre of Excellence. Erwin is author of a number of publications and has participated in various seminars on a wide range of indirect tax related subjects. //AN INITIATIVE FROM// //ACADEMIC PARTNERS// //SPONSORS AND KNOWLEDGE PARTNERS//

19 19 //DR. Nguyen T.M. Chau// //PROF.DR. RALPH DE WIT// //PAUL DEPUYDT// is currently professor and Head of the International Management Department at the ICHEC Brussels Management School. She teaches in international trade and business challenges as well as in innovation management at the master level at ICHEC. She is also a speaker in international business negotiation at the Leuven Institute for Ireland in Europe. In addition to her academic position, Nguyen Chau has more than two decades over twenty years of rich field experience and leads surveys in international development and in innovation issues for exporting SMEs in various sectors such as construction materials, public lighting, image capture and broadcasting, energy-effective heating... Besides, she works as a senior international consultant in export marketing for the EU. Nguyen Chau holds a Licence degree from ICHEC (Belgium), a Master s and a PhD degree in international management from the University of Poitiers (France), and is an alumnus of Executive Education at Harvard University s Kennedy School (USA). practices law at Antwerp with the law firm CGK Advocaten, mainly in maritime and transport law, in general contract law (such as sale of goods contracts, building contracts etc.), and in arbitration. His Ph.D on Carrier Liability in Multimodal Transport was commercially published by Lloyd s of London Press in He has worked at the University of Brussels since 1986, where he is presently professor in contract law (specific contracts) and transport law. Since 2007 he teachestransport law and maritime law as an invited professor at the University of Antwerp (UA) and at the Antwerp Maritime Academy (HZS). From 2002 to 2006, he represented FIATA at the prolonged negotiations on the UNCITRAL Draft Convention on Carriage of Goods Wholly or Partly by Sea, the present Rotterdam Rules. These treaty negotiations have led to extensive international contacts and to valuable experience in lobby work. He publishes regularly in these fields and is on the board of several legal journals. He is an administrator at CEPANI, the Belgian Arbitration and Mediation Institute. has been the Chief Operations Officer & Chief Financial Officer of Ravago Group since Ravago is active in the recycling, distribution and resale of prime and off grade plastic materials. The group has operations across the world representing total turnover of 4Bn (50% Americas, 40% EMEA and 10% Asia) and close to 4000 employees. After studying Business Engineering at Catholic University of Leuven, Paul started his career in 1988 as Assistant Chief Accountant with Rank Xerox in Rijsel. In 1991 he joined Alcatel as Senior Financial Analyst. After some years in Paris working as a Senior Trade & Project Finance, he was appointed CEO of Alcatel Bell (currently Alcatel-Lucent Bell) in June From January 2008 until his departure in 2010, he also held the position of Vice President for the Regional Unit North & West Europe within Alcatel-Lucent. Paul is member of the advisory board of Flanders Business School and a former President of Agoria.

20 20 //PIETER HAESAERT// //LIDY-ANNE JESWIET// //Eugene Kock// is Managing Partner of the customs consultancy practice Customs4trade, founded in He advises clients as an independent tax consultant on customs compli-ance, tariff classification, customs valuation, preferential origin, customs procedures, litiga-tion, excise duties, Single Authorisation of Simplified Procedures and excise procedures. He also has special expertise in export controls & dual-use goods. Pieter is member of the Cus-toms working group at VEV/VOKA and VBO. He is also member of the MASP working group (Multi Annual Strategic Plan for e-customs) and of the working group Policy, in the National Forum for Customs. He advises industry federations such as Agoria and Essenscia. Pieter is author at TaxTalk. He is trainer at WCO/OMD (World Customs Organisation) and Kluwer Opleidingen. is CEO at GEVERS & Partners. Lidy-Anne joined GEVERS in She specialises in Intellectual Property Law, and manages the Trademark, Design, Domain Name & Anticounterfeit Department of GEVERS. She has experience in trademark, design and domain name filings and prosecution, licensing, advising on portfolio strategy and man-agement on a worldwide basis, mediating and counseling on infringement cases and opposi-tions. She holds a Master s degree in Law and Intellectual Property Law from the University of Leiden, the Netherlands. She has worked at Markgraaf NV (now Novagraaf), Novamark SA (now Novagraaf Belgium) and IPP Ltd, Turkey. She is a member of AIPPI, BMM, ECTA and INTA. is Director of Structured Export Finance at ING Bank. Eugene joined the Structured Export Finance team in Amsterdam in He works primarily on sourcing and structuring export finance deals for Belgian and Scandinavian exporters, as well as acting as a centre of expertise for other Structured Export Finance units. He has extensive experience in lead arranging classical singlesourced transactions, multisourced transactions involving several Export Credit Agencies and ECA-related project finance deals. The main sectors in which transactions have been concluded are telecommunications, construction & dredging and natural resources/oil & gas. Before joining ING, Eugene worked for 10 years at Atradius (the Dutch Export Credit Agency) where he was a member of the management team. He has a Master s degree in Economics from the University of Groningen, the Netherlands.

21 21 //Frédéric Motte// //Jan Peeters// //Dr. Patrick Uyttendaele// is Director at ING Belgium. Within Commercial Banking, he heads the Corporate Clients team at Financial Markets. In this capacity he advises large companies in Belgium, Switzerland and Nordic countries on the financial risks generated within their commercial activities. His main focuses are interest rates, foreign exchange, liquidity and commodity financial risks. Frédéric s team advises over-thecounter hedging solutions linked to those financial risks. Frédéric gave several external FX seminars while he was working at ABN AMRO Bank. is the Managing Partner of Stibbe s Brussels office. His main areas of practice are mergers and acquisitions (public and private companies), capital market operations (IPOs, public takeover bids and public to private transactions), corporate finance and venture capital transactions both domestic and international (in- and outbound). Furthermore, he takes a keen interest in project finance transactions and financing schemes for public private partnerships. He is also active in the regulation of activities of domestic and foreign credit institutions, investment firms and insurance companies active in Belgium. He is Vice-Chair of the Banking, Finance and Securities Committee of the Inter-Pacific Bar Association (IPBA). Jan graduated in law from the Universiteit Antwerpen (1986) and obtained a Master of Laws (LL.M.) degree from the School of Law Boalt Hall, University of California at Berkeley (1987). Jan is the author of various publications in the areas of corporate law and financial services regulations. is Director at MTBS (Maritime Transport and Business Solutions) in Rotterdam. He has been with Plant Location International, Price Waterhouse Cooper and IBM Business Consulting for over 30 years and has built up a substantial and global network of contacts in the port and maritime industry. He also developed major expertise, scientific and technical skills and information in the ports and maritime industry related to strategy, market, restructuring, privatisation, project and corporate finance. In January 2007 he joined MTBS, where he offers his services as a worldwide expert in the field of transactions, financial feasibility studies and project advice with regard to investments in infrastructure and suprastructures, including financing structures, logistics aspects and macro-economic analysis. Dr. Uyttendaele is also a professor at the University of Brussels (VUB) where he is teaching financial project appraisal and project management. He is also teaching professor at ITMMA in Antwerp, where he teaches Research Methodology.