Bovespa-based bank expands loan porfolio

The bank prides itself on understanding the needs as well as the strategies of its clients in order to provide them with customised services efficiently and quickly. The bank focuses on corporate clients with annual revenues above R$150m.

Its culture led to fast growth throughout its more than twelve years of existence, positioning Banco PINE as one of the most profitable among its peers. Clients’ needs at Banco PINE are assessed on an individual basis, as are credit risks, resulting in personalised solutions.

The agility and creativity when serving clients are the main features of the bank and were achieved thanks to the management model combined with the bank’s concise internal structure with a reduced number of levels and a meritocracy-based culture, which enhances the performance of the bank’s best talents.

With a culture marked by its pioneering spirit, on April 2, 2007, Banco PINE became the first Brazilian mid-sized bank to do an IPO, and trade its shares on the Bovespa, raising R$517m through the issuance of preferred shares. The IPO was a natural consequence of the ongoing corporate governance practices carried out by the bank even as a closed-capital company.

Loan portfolio
Banco PINE has broad expertise and knowledge of the entire credit cycle, which has historically ensured a high-quality loan portfolio and low default rates. Banco PINE’s corporate loan portfolio is well diversified across various economic sectors. It operates prudently and with diversification in each of these industries, mainly through short-term collateralised credit operations.

Total corporate loan portfolio reached R$4.1bn in December 2009 and R$4.5bn in March 2010. In 2009, the corporate loan portfolio grew at a higher rate (29.1 percent) than the average growth rate of corporate loans in the Brazilian banking sector for the same period (13.1 percent), according to data published by the Brazilian Central Bank.

The bank has a conservative management philosophy. As of March 31, 2010: 98.3 percent of the credit portfolio was rated between “AA” and “C”; and the provision for loan losses covered 95.8 percent of the credit portfolio rated D-H. It has no material direct exposure to market risks (VaR represented 0.14 percent of the shareholders’ equity as of March, 2010), and it maintains a strict policy of matching assets and liabilities and seeking to maintain adequate liquidity.

The bank has developed a unique credit-approval policy. In addition to the efficient and conservative analysis carried out by the bank’s credit analysis professionals, the Credit Committee has also implemented:
– a “collateral policy” to ensure that the loan portfolio is adequately collateralised;
– regular monitoring and analysis of both the performance of clients and the structure of the credit transactions before, during and after approval of the loan;
– analysis and monitoring of the economic sectors in which clients are active; and
– domestic and global macroeconomic research.

Global financial crisis
Banco PINE was well prepared for the period of turbulence during the financial crisis in 2008 and 2009. Some of their clients, particularly institutional, experienced large cash needs in the first few months of the crisis, which led our total deposits to contract during the fourth quarter of 2008. As of December 31, 2008, time deposits totalled R$1,204m. As of March 31, 2010, time deposits surpassed historic levels, totalling R$2,437.8m.

During the crisis, the bank was able to reduce operating expenses, maintained its conservative policy for managing assets and liabilities and made additional provisions for loan losses (in excess of the minimum levels required by the regulations of the Central Bank). Banco PINE maximised profitability within conservative risk limits, maintaining the cash position at relatively high levels, which allowed the bank to repurchase a portion of its own shares and outstanding medium-term notes, even during the most difficult period of the global financial crisis.

In May, 2010, Fitch Ratings, upgraded PINE’s ratings and attributed this upgrade to the bank’s consistent performance during the global financial crisis, besides the adequate credit quality and favourable capital ratios.

According to the agency, the bank’s rating reflects its agility in adapting to economic volatility, its strategy of consistently managing risks and its prudent credit management and liquidity, among others.

Capital adequacy ratio
As of March 31, 2010, PINE’S capital adequacy ratio was 14.9 percent, which exceeded the minimum ratios required by the Central Bank (11 percent) and by the Basel Accord (eight percent). As part of the strategy to maintain a strong capital base in order to support the Bank’s continuous growth, in February, 2010, Banco PINE concluded the issuance and listing abroad of subordinated notes, in the amount of $125m with maturity of seven years. After a successful roadshow, the Notes were globally distributed, with orders from all major investor centres, including Asia, Europe, USA and Latin America. The issuance was incorporated into Banco PINE’s Tier II Reference Equity and represents approximately 350 basis points in the Capital Adequacy Ratio.

Cross-selling strategy
In order to diversify its sources of revenues, in the last few years, Banco PINE has grown its range of products offered to clients (such as hedge products, credit funds, private equity funds, among others), and it also have commenced relationships with new companies, particularly companies with annual revenues in excess of R$500m, increasing cross-selling opportunities. As a result, the penetration of products per client and the profitability per client have improved.

In particular, the bank has implemented a strategic plan that incorporates each of its functional areas on pursuing cross-selling opportunities. In furtherance of the cross-selling efforts, PINE analyses the performance of its employees’ cross-selling efforts on a weekly basis and have instituted changes in the remuneration metrics for the initiated officers, establishing a bonus system for those that increase product penetration per client.

The cross-selling efforts are exemplified by the services provided to one large Brazilian exporter. The bank began its relationship with this company by extending a traditional working capital facility to it. Having developed a relationship with this company, the commercial officer responsible for this client introduced their trading desk and international support professionals to this company, which resulted in its use of hedge and international loan products. As a consequence, the profitability level with this company greatly exceeds that of the average corporate client.

Opportunities for the near future
Banco PINE is entirely focused on corporate financial needs related to loans, trading desk operations and investment products, and there is also a macro reason for this, justifiable by the way the bank understands economics: the main variable of the Brazilian economy is corporate investment. It is highly correlated with GDP, it is a source of demand and employment, it increases potential output, and it is totally dependent on corporate (long term) credit as well as on intelligent products and structures that mitigate its long term risk.

The bank expects the Brazilian GDP to reach an average rate of growth of at least 5.5 percent per annum during the next two to three years. It should be pushed both by corporate gross investment between 2010 and 2013 and by the decrease of the Selic rate after 2011, augmenting substantially the demand for long and short term corporate credit within this period, which should expand at least at 20 percent per annum (in nominal terms). Henceforth, PINE’s appetite for organic growth based on corporate credit is justifiable on the grounds of increasing GDP growth rates and higher gross investment over GDP ratios, above five percent and 20 percent, respectively.

Additionally, considering the bank’s loan portfolio industry breakdown, it has an especially positive impact coming from the government programme PAC, the World Cup and the Olympics. Banco PINE has long relationship with infra-structure companies and their suppliers: 13 percent of PINE’s loan portfolio was allocated to this industry in December 2009.

For further information: tel: +55 11 3372-5553; email: ir@bancopine.com.brwww.bancopine.com.br/ir

The changing nature of risk

It is fair to say that not many gatekeepers came out of the financial crisis well. Banks would not put a brake on their risk-taking and shareholders lazily accepted flawed boardroom strategies and warped remuneration schemes. Credit rating agencies gave unacceptable blessings to investments they either knew were dangerous or simply misunderstood, while regulators worldwide were caught playing catch up trying to police financial products that were already being mis-sold. Governments have also shown themselves to be largely powerless to take repercussions or even a firmer hand three years after the crisis erupted.

And while the banking sector may be recovering from the crisis that it created with good summer news of regained multi-billion dollar profits, risk managers are still scratching their heads as to where it all went wrong for them, what their responsibilities to the board and stakeholders are, and how the profession needs to progress.

The process may take some time. According to a survey called The Convergence Challenge by accountants KPMG and the Economist Intelligence Unit, nearly half of companies are not clear about who in their organisations is in charge of governance, risk and compliance. Paul Taylor, director of risk assurance at manufacturing firm Morgan Crucible, says that there is a danger that the lines of responsibility between who is responsible for identifying risk and who is responsible for managing it become blurred.

“Despite the title, risk managers do not generally manage risk,” says Taylor. “The UK’s corporate governance code puts risk management firmly as the responsibility of the board. Many executives focus on strategic risk, and are less involved in operational and financial risk. That is a real mistake. The board has a responsibility for all corporate risk – not just parts of it.”

Other experts agree that boards seem reluctant to get involved in all aspects of risk management, believing that some risks do not need board level involvement. Furthermore, recent research also suggests that board members may not appreciate the levels of risk that their organisations face, or understand sufficiently how these risks may impact the business. Pascal Macioce, Ernst & Young’s assurance leader in Europe, Middle East, India and Africa, says that the latest research carried out by the firm shows that audit chairs greatly underestimate the breadth and intensity of regulatory and compliance risks facing European companies, particularly those operating across borders. Audit committees have been repeatedly criticised for failing to understand business risks, or challenging the board on their understanding of them.

Public servants
“Currently, audit chairs are being too narrow in determining the extent of the ‘regulatory risks’ facing their companies,” says Macioce. “Audit committees must think more broadly about the way that government interventions – both nationally and at G20 level – has significantly increased existing compliance risks. These risks will continue to increase until such time that new regulations bed down on both a national and global level.”

One industry sector has already reprioritised its risk registers – the financial services sector. Bankers are complaining that political interference is now the biggest risk facing the banking industry and that the “politicisation” of banks as a result of bailouts and takeovers now poses a “major threat” to their financial health, according to the annual Banking Banana Skins report from professional services firm PricewaterhouseCoopers (PwC) and the Centre for Financial Innovation. It is the first time in 15 years of the study that “political interference” has even featured as a significant risk, let alone coming top. The top risk is closely related to the third – “too much regulation” – and the concern that banks will be further damaged by an over-reaction to the crisis. Other dangers on the list include credit risk (at number two) and the economy (at number four). Poor risk-management quality also made the list of top-ten risks.

The fall-out from the current banking crisis has forced risk managers in general to re-assess how they evaluate, report and manage risk, and what skills they may need to buy in or develop to ensure that they can provide adequate assurance to the board. Phil Ellis, CEO of Willis’ structured risk solutions practice, says that the approach to risk in organisations will become a lot more scientific and there will be a much greater emphasis on ensuring value for money from the risk management function. “Over the next ten years we will see a heavy investment in catastrophe experts, actuaries and mathematicians as the C-suite demands greater assurance in more technical areas of operational, strategic and financial risk. We will also see the rise of the chief risk officer and he will have a seat in the C-suite,” he says.

But some risk managers fear that their duties, responsibilities and focus may be shaped by other factors that are beyond their control. Dieter Berger, head of insurance at Swiss-based power generating company Alpiq and president of the Swiss Association of Insurance and Risk Managers (SIRM), says that the future of risk management will be affected by increased regulation and standards on corporate governance, and – more worryingly – the increased desire to sue organisations and individuals for perceived wrongdoing.

“There is a real danger that risk management will be led backwards and become a ‘box-ticking’ compliance function rather than a value-adding part of the business because of over-prescriptive regulations,” says Berger.

“The front end of every organisation wants to create strategic opportunities for the business and the last thing they want is for somebody to come up and continuously say that these things can’t be done. Risk managers are going to be very unpopular if they are always perceived to undermine business plans. The function needs to be value-adding, but there is a real possibility that it could be seen as stamping on business plans if compliance issues take too much priority.”

Given the furore in some quarters about how risk has been poorly recognised, understood, mitigated and controlled, it is perhaps unsurprising that in a recession, senior management may want to shift its focus towards business survival rather than considering “low-level” risks or compliance issues and so prompt employees to take more responsibility for their own actions and take a greater role in decision-making.

Eye on the prize
But therein lies a problem. Employees may recognise some risks, but it does not necessarily follow that they know how to mitigate, control, or leverage them. Added to that, it is unlikely – especially without any training or instruction – that they will share the same view of “risk” and “risk appetite” as senior management or the board. This could mean that staff take more risks than the board would like, or – on the other hand – they view “risk” negatively, try to avoid it altogether or try pushing it on to someone else to manage. As a result, effective risk management may be in danger as senior management tries to delegate greater risk control to people who do not share the same view of risk, or even understand the concept.

The term “risk appetite” has its home in the financial services industry where it has been interpreted to mean the financial quantification of acceptable risk exposure. But a number of international bodies have also tried to define it so that it is applicable to non-financial services organisations. The enterprise risk management (ERM) framework of the Committee of the Sponsoring Organisations of the Treadway Commission (COSO), set up in 1985 to help counter fraudulent financial reporting, describes “risk appetite” as an overall limit stated in broad terms, and “risk tolerances” as specific limits placed on key measures of performance.

“Risk appetite” is also referred to in the British Standards Institute’s BS 31100:2008 Risk management – Code of practice. It states in section 4.5.5 that the process of a risk review “should be repeated until the level of residual risk is within the risk appetite and pursuing further control changes does not seem worthwhile”.

But critics complain that such wording is unclear and unhelpful. Deciding what is “worthwhile”, they say, requires further consideration of risk. Just as budgets limit spending without ensuring that money is well spent, so risk limits place an upper boundary on risk-taking without ensuring that good risks are selected.

Last year, the Institute of Chartered Accountants of England and Wales (ICAEW) published a report into risk governance of non-financial companies called Getting it Right. It found that while companies recognise the phrase “risk appetite”, they tend not to use it internally. It also said that the terms “risk governance” and “risk appetite” were unclear and created scope for confusion, adding that “risk attitude” is “a better descriptor of what most corporates understand to be useful, and in most corporates it is communicated to management implicitly, by inference from the board’s decisions”.

The UK’s corporate governance regulator, the Financial Reporting Council (FRC), has removed the phrase “risk appetite” from the newly updated Corporate Governance Code released in June following complaints from respondents during its consultation phase. Instead, the new text says that “the board is responsible for determining the nature and extent (italics added) of the significant risks it is willing to take in achieving its strategic objectives.”

But just because the term has been dropped from the code, it does not mean that its use will suddenly disappear overnight. Nor is it likely that in the current economic climate senior managers will defer from encouraging staff to take on more risk management responsibilities.

Dr Sarah Blackburn, managing director of internal audit consultancy The Wayside Network, says that “people often do not know what the risk appetite of their organisation is and this comes down to two reasons: they are not the ones setting the risk agenda because that’s the job of the board, and more simply, they do not understand what ‘risk appetite’ actually means.”

The risk fence
Dr Blackburn also says that people tend to be unaware of how much risk they actually take on board with their work or what impact their attitude to risk has on the organisation as a whole. “It is tremendously common that employees have no real idea how risky or risk averse their approach to work is. If you ask people whether they are risk takers or if they are risk averse, whatever they say may be at variance with what they do in practice,” she says.

Even what appear to be the most mundane – and obvious – courses of action for an organisation can present enormous risks and challenges to the organisation, warns Dr Blackburn. “For example, in a downturn, there is a general move to cut costs and squeeze efficiencies, and this can result in poor service provision, increased incidents of error, and safety problems. But how many people regard ‘sensible’ cost-cutting as a risky strategy in a recession?”

Other experts complain that the terminology surrounding “risk” is not clear and often relies on a personal view of what constitutes “risk”, rather than what might be in the best interests of the organisation. Matthew Leitch, who runs internal audit consultancy Matthew Leitch Associates, says that a sense of familiarity with phrases like “risk appetite” and “risk tolerance” is not the same as a true understanding.

Leitch says that while most definitions of risk appetite refer to a single limit placed on assessed risk, in practice organisations have used a wider variety of definitions to try to explain what they mean by risk appetite and how it affects and benefits the organisation. According to Leitch, these include using statements in words as well as numbers, which may give the impression that there is more than one “acceptable” value or limit on risk, and highlighting certain activities as having a particular risk limit.

“For example, many organisations use terms such as ‘high risk’, ‘medium risk’ and ‘low risk’ or rate risks on a scale of one to ten, but both are seriously flawed. They are too vague and encourage people to follow a particular course of action based on a personal view of what is acceptable risk, rather than what is in the best interests of the organisation.”

Leitch adds that putting maximum limits on risk can also be detrimental: it encourages people to aim for the maximum level allowed, even though logic might dictate taking a different view. For example, a bank might have a written policy that only a maximum of five percent of all loans should be made to NINJAs – people with no income, no job, and no assets. Does that mean that sales people have to hit a target of five percent, or should it be less, and if so, by how much? Furthermore, if that policy has been approved by senior management and the board, should employees challenge it?

“It is very easy to misinterpret risk appetite and acceptable levels of risk. It happens in projects all the time,” says Leitch. “When senior management signs off a project, those in charge of implementing the work sometimes ignore the threat of certain risks, believing that they have been accepted by management as part of the project. But this is not the case: management has approved the plan based on perceived benefits: it still wants these risks to be controlled and minimised – not ignored.”

Because of the potential confusion surrounding what constitutes “risk appetite” and how it should be managed, Leitch believes that “it’s just better to avoid the phrase altogether”.

“Many people regard the term as implying a psychological construct. It is seen as something personal, like a facet of a person’s personality or mood, rather than what is best for the organisation. Consequently, some people are inclined to see ‘risk appetite’ as something that cannot be objectively wrong. The whole area is a potential minefield,” he says.

While some regulators around the world have accepted these criticisms – the UK being one – the phrase “risk appetite” is likely to remain in use if leading markets, such as the US and Canada, retain the term. Perhaps the constant revision of financial methodology in itself is unhelpful – just as executives get their heads around one set of jargon, they have to learn another. Hopefully, though, it will not take another financial crisis and global recession before boards understand what risks their businesses face, who is responsible for dealing with them, and what a “risk” actually is.

Time for a rethink?
The financial crisis has highlighted the need to improve risk management in the financial services industry, but should banks be looking at how Chilean salmon farmers deal with viral diseases, or how firemen combat forest fires, to re-evaluate their approach to understanding and managing risk? Apparently so, says the World Economic Forum (WEF).

In its latest report, Rethinking Risk Management in Financial Services: Practices from Other Domains, produced by a cross-disciplinary team including Swiss Re, the WEF postulates that practices in other complex, high-risk domains such as aviation, fisheries and pharmaceuticals can also be valuable for the financial services industry. The report brings forward proposals on how the industry can prevent another crisis and how it can manage better if one does strike, including proposals related to governance and culture and the search for early warning signals.

For example, consider the airlines’ approach to risk management and disaster planning. Pilots train extensively on flight simulators to prepare for multiple emergency scenarios, including severe (yet infrequent) events.

Furthermore, most commercial pilots are required to log a minimum number of simulator hours every year to stay up-to-date on procedures. In some countries, pilots must be re-evaluated and re-trained on simulators every six months in order to keep their licenses.

Telecommunications providers also make detailed contingency plans for emergency situations. These plans are tailored to specific regions since the probability of various threats – especially those related to weather – differ by geography. There are also generic contingency plans that providers put in place. For example, if the central control room shuts down, mobile trucks with operating equipment can be used to avoid network failure.

During the course of the recent financial crisis, a series of financial institutions faced bankruptcy. But the WEF points out that “in each case the response of regulators and the government differed: some were bailed out while others were propelled into shotgun marriages”. In September 2008 it was Lehman Brothers’ turn. The Federal Reserve Bank of New York called in prominent financial CEOs to figure out a plan. However, the government declined to rescue the firm, and potential suitors backed away. Lehman Brothers had to declare bankruptcy, the largest in US history.

When the markets opened the following Monday, trust had disappeared and trading froze. This took market participants and regulators by surprise and almost led to the collapse of the global financial system. Reflecting on this “near miss”, the WEF says that the financial services industry could benefit from better preparation for severe events and systemic crises, using detailed contingency plans based on associated simulations. The WEF also says that it is important that institutions and regulators across jurisdictions co-ordinate efforts.

Naturally, the WEF’s suggestions are merely recommendations and have no binding force, so it remains to be seen how many – if any – financial institutions take note. But the point of learning from other industry sectors – rather than focussing exclusively on your own – may just prove to be a useful way forward.

Changes to corporate governance and risk worldwide
The global financial crisis is forcing all countries to review how boards view and determine what risks are acceptable, and what further disclosures should be made to inform regulators and shareholders.

Though the financial crisis may have been caused by the collapse of the sub-prime mortgage market in the US, regulators all over the world are now forcing directors to take a keener interest in risk management – especially when boards are legally liable for corporate failings.

In May Canada’s financial regulator warned that board directors at Canada’s financial services companies need to get a better grip on risk management. “The old excuses—the risk is too complicated, I don’t want to second guess, I don’t have enough time—just aren’t good enough anymore,” said Ted Price, an Assistant Superintendent at the Office of the Superintendent of Financial Institutions (OSFI). “Boards need to be risk literate. Directors need a clearer understanding of the types of risks facing the institution, and the techniques used to measure and manage those risks,” he added.

The OSFI has launched a corporate governance review, which Price said would look at risk governance practices across the country’s largest banks and life insurance companies. He added: “A major area of focus will be risk appetite—how it is defined, measured, monitored, controlled, and reported. How does risk appetite link into an institution’s strategic and capital planning processes?”

Price said financial companies should consider the risk-related skills they need at board director level. He also encouraged them to create standalone risk committees that include “independent members who have extensive experience in the financial business and risk management.”

India has attempted to improve investor sentiment by beefing up its corporate governance regime. Indian companies will have to raise their boardroom practices to comply with a new corporate governance code aimed at reforming corporate India after the Satyam scandal, a massive fraud involving one of the country’s largest IT companies. The new voluntary code, produced by the Ministry of Corporate Affairs last December, tells listed companies to separate the role of chairman and CEO, change their external auditor every five years, and conduct an annual review of internal control effectiveness. The code also cuts the number of directorships one person can hold from 15 to 7.

At the end of February Japan’s financial services regulator, the Financial Services Agency (FSA), announced that listed companies will have to disclose more information about their corporate governance practices and how much they pay directors. The new disclosures, which came into effect at the end of March, require companies to reveal the names of any directors earning more than Y100 million ($1m) and give a breakdown showing salary, bonus, stock options, and pension payments. Companies will also have to disclose the roles of their independent directors, whether they have any financial or accounting expertise, and the details of their relationship with the company’s internal audit function.

Meanwhile, the Saudi Capital Market Authority (CMA) has cracked down on insider trading, non-disclosure and other violations. The Saudi authorities say they are eager to promote “best practice” funds in the market. In April the National Investor, an Abu Dhabi-based investment company, launched a fund that it says is the first European Union-compliant vehicle to focus on the Middle East and North Africa region. Registered in Dublin, the fund is the first in the region to obtain a “Ucits” licence (which stands for “undertakings for collective investments in transferable securities”) and is a Europe-wide initiative designed to guarantee the quality of a fund’s governance. Such a licence will allow the fund to be marketed to institutional and retail clients in the EU, a market inaccessible to most offshore funds. However, investors are still wary of weak corporate governance and the speculative trading of retail investors, particularly as the Saudi market is 90 percent dominated by individuals.

Sustainable development

Lend Lease is one of the world’s leading fully integrated property solutions providers, with strong development, investment management, project and construction management and asset and property management capabilities.

Globally, our assets under management across Australia, Asia, the UK and the US, total over $13bn. With 11 funds, our global investor base comprises over 140 institutional investors from around the world comprising sovereign wealth funds, large public and private pension funds, insurance companies and other large institutional investors.

We believe sustainability creates long-term commercial value and reduces operational and financial risk. Lend Lease’s Investment Management business committed to this belief in 2007 through a Sustainable Responsible Investment Policy.

This framework creates a formal framework for all Lend Lease managed funds, ensuring active commitment to incorporating environmental, social and governance (ESG) measures into investment decision making and ownership practices.

We are committed to partnering with like-minded organisations and governments to create the next generation of environmentally and socially sustainable precincts where people live, work, shop, learn and play.

Our global reach and understanding of property developed over half a century of market cycles, enables us to achieve the best property outcomes for all stakeholders. With approximately 10,000 employees and a geographical network that spans across Australia, Asia, Europe and the Americas, we are focused on creating and building innovative and sustainable solutions, forging partnerships and delivering strong investment returns.

Critical to our success are the partnerships we build and maintain in these markets. Our stakeholders are diverse – from our employees, clients, suppliers, shareholders, governments, regulators, investors, competitors to the broader communities in which we operate.

Impact of the built environment
The built environment determines our quality of life. It provides our homes, schools, shopping centres, offices, hospitals and parks, and the infrastructure on which we depend.

According to data from the UN Department of Social and Economic Affairs, in 2008, for the first time, half the world’s population (3.2 billion people) lived in cities, and that figure is expected to grow to 70 percent by 2050.

Urban population growth needs local resources and infrastructure to support it and if the growing urban population is not managed well – local resources and infrastructure may not be able to support it.

Interestingly cities only occupy two per cent of the world’s landmass, yet according to the Clinton Climate Initiative, cities contribute up to 80 per cent of greenhouse gas emissions.

For a number of years now we have seen great advances in the development of green buildings to help mitigate some of the environmental and resource impacts of the built environment.

Some of Lend Lease’s major development projects offer examples of leading edge green buildings as well as demonstrating a prevailing trend within the property sector – to move beyond delivering individual green buildings to developing sustainable precincts.

From sustainable buildings to sustainable precincts
Our definition and understanding of what a sustainable building is has evolved and now includes elements like energy efficiency, water efficiency, waste management, improved indoor environment quality among others.

Green buildings are no longer just the domain of the commercial office market, with sustainable residential, education, healthcare and other public and institutional facilities also transforming the market.

Whilst new green buildings have certainly made a significant contribution towards transforming the market and contributing to the development of sustainable cities – we believe the future goes beyond individual buildings, encompassing green infrastructure and precinct scale solutions.

Precinct development associated with major cities provides the opportunity to look for economy of scale design and engineering solutions that address sustainable issues such as stormwater management, energy supply, water supply, wastewater treatment and waste collection/treatment.

However, to extract the full value proposition and opportunity we need to commit to capital and strategic initiatives up front. As well as finding the right balance between integration and connection, regulation and legislative solutions, commercially viable outcomes and confidence with new technology.

It is ideally not an incremental process with precinct wide infrastructure solutions not being an easy add-on or retrofit feature towards the end of a project.

Working in partnership
Moving the agenda from buildings into infrastructure and precinct solutions also requires adapting the delivery of development projects, requiring increased engagement and partnership arrangements with key stakeholders.None of this can be realised without these partnerships and one of our most important global partners is the Clinton Climate Initiative.

In May 2009, the Clinton Climate Initiative, a project of the William J. Clinton Foundation, launched a global program developed in collaboration with the U.S. Green Building Council, called the Climate Positive Development Program. The program supports the development of large-scale urban projects that demonstrate cities can grow in ways that are “climate positive.” Climate Positive real estate developments will strive to reduce the amount of on-site CO2 emissions to below zero.

This program builds upon our vision for the next generation of real estate. Lend Lease is working with respective government partners on the delivery of three of the 17 projects. These are Victoria Harbour (Melbourne), Elephant & Castle (London) and Barangaroo (Sydney).

What’s different with this initiative is that the other 14 projects are not our competition – they are our new global partners. Lessons learnt are shared across project teams to support integrated precinct developments.

Case study: Elephant & Castle
Lend Lease is lead developer of the £1.5bn Elephant & Castle project in the UK. It lies in the 170 acre regeneration opportunity area within the London Borough of Southwark and is one of the most significant regeneration schemes in Europe.

The development aims to create a new district for Central London, to include thousands of new homes together with a substantial retail offering complemented by a new park, tree-lined streets, high quality green open spaces and a traditional seven-day market, which will provide training opportunities and new jobs for the immediate community.

In May 2009, Elephant & Castle, was chosen as one of 16 founding projects of the Climate Positive Development Program.

It will strive to reduce the amount of onsite CO2 emissions to below zero through focused areas of activity.

This includes implementing economically viable innovations in buildings, the generation of clean energy, waste management, water management, and transportation and outdoor lighting systems. Elephant and Castle is one of ten low carbon zones identified by the London mayor and tasked with the local production of less-polluting and less-wasteful energy to fuel households and businesses in these areas.

Barangaroo
In Australia, Barangaroo is a 22 hectare urban renewal project that has been described as a “once in a 200 year opportunity” to regenerate this former container port on the western edge of Sydney’s central business district. Lend Lease is the developer of Barangaroo South, the southern 7.5 hectares of the site, and plans to create one of the greenest and most sustainable residential and business communities anywhere in the world.

The $6bn transformation of this former industrial land hands back to the people of Sydney over 11 hectares of public space including a new natural headland, new waterfront parks, a water cove, public promenades, landscaping, remediation and connections to public transport.

Barangaroo South’s environmental and social sustainability targets establish new global benchmarks for 21st Century community living, using One Planet principles including carbon neutral, water positive and zero waste outcomes.

These targets will be delivered using a combination of the latest environmental design methods, green building techniques and materials, green-skills training, precinct-wide infrastructure, on-site water and waste management and both on and off site renewable energy generation. All commercial buildings are targeted to achieve a minimum 6 star green star ratings.

This is supported by the introduction of new transport links including ferry services, light rail, bicycle paths and bus links, together with strong pedestrian links to and from the City’s main rail terminal. A strong focus on delivering vibrant public places that celebrate Sydney’s waterfront, and new cultural facilities support the social sustainability objectives of the project.

Lend Lease’s multi-disciplined, collaborative approach with strong partnership and support from key stakeholders, including future residents, tenants and visitors, the Barangaroo Delivery Authority and the NSW State Government, are critical success factors.

The future
Whilst new green buildings have certainly made a significant contribution towards transforming the market – the future as we see it, goes beyond individual green buildings, encompassing green infrastructure and precinct scale solutions.

These solutions include incorporating green refurbishment of existing buildings, influencing supply chains, creating demand for green skills and employment and creating sustainable urban regeneration.

We don’t have all the answers on sustainability, it is an ongoing journey of discovery and education for all of us, but the more we can share ideas and involve our key stakeholders and community the stronger our chance of success.

What makes you want to get out of bed and go to work in the morning?

Established in 1980, Amgen is one of the most successful biotechnology firms to have emerged from the heady days when scientists began to commercialise on some of the laboratory breakthroughs that followed the discovery and sequencing of DNA. Where other biotech companies were set up by the scientists themselves, however, Amgen was created by both scientists and experienced venture capitalists.

The result was a scientist’s dream. Founder William (Bill) Bowes, whose mother was a doctor, had a vision of using biotechnologies to relieve human suffering, and he began putting together a Scientific Advisory Board comprised of some of the leading names in molecular biology and genetics. Then, while the businessmen took care of raising finance and setting up shop, the researchers were given access to the expertise and equipment they needed to pursue pioneering investigations into the causes of serious illness.

It was not an easy ride for early investors. It took three years for the company to achieve its first laboratory breakthrough and another six years, plus three more injections of cash, before its first product, Epogen, received FDA approval and started to be sold in 1989. The rewards, however, have been impressive. By 1992 Amgen sales already exceeded $1bn and the company, through acquisition and further product development, has built a current market capitalisation of $49.5bn.

Pure innovation
Amgen remains the world’s leading independent biotechnology company, and according to Dere, Amgen International’s Chief Medical Officer, that autonomy is an important factor in the firm’s ability to be first in class with the treatments they develop. “Our independence allows us to shape our own future with respect to choosing what to focus on and how much resource to devote to research and development,” he says. “We currently spend nearly 20 percent of our revenue on R&D, which is higher than many other large pharma companies.”

The size of Amgen’s R&D budget reflects the company’s strategic objective of being first-in-class wherever possible. That means bringing the first drug onto the market that works through a specific or new mechanism of action. Finding those mechanisms and developing those drugs without antecedent requires true innovation.  

Epogen was a perfect example. Developed as a result of Amgen scientist, Fu-Kuen Lin’s successful cloning of an original protein chain, the drug works by stimulating the body’s own production of red blood cells. The results have transformed medical practice, along with the lives of millions of people suffering the ill effects of anaemia. “Those of us who trained in medicine before Epogen came on the market remember the devastating effects of low haemoglobin on dialysis patients,” Dere recalls. “The fatigue is terrible and debilitating. Either patients were not treated, or received transfusions which had its own risks. By stimulating the body’s ability to produce its own red blood cells rather than just trying to replace them from the outside, Epogen has had a major impact on how we can help these patients.”

Another Amgen first was Neupogen, and its successor, Neulasta, introduced in 2001/2. These are immunostimulators which can be used to stimulate the bone marrow to produce more white blood cells needed in the fight against infection. This is particularly important for patients with depressed immune system functioning, such as those undergoing chemotherapy treatment against cancer. A low white blood cell count can place patients at risk for severe infections and interruptions in cancer treatment. The use of Neulasta boosts white blood cells, enabling patients to stick to their planned chemotherapy schedule. Being first in class is not without its risks, but the Amgen structure and a culture of seamless integration between the scientific and commercial functions in the business has helped to keep it focused and profitable. “A lot of companies will tell you that their commercial and R&D guys talk to each other, but at Amgen we have a real understanding of each other’s worlds and that understanding is engrained throughout our culture,” comments Dere. Research priorities are set at monthly meetings of  a cross-functional team of senior executives, based on their assessment of the emerging research data, the probability of success, what the competition is doing and where the available budget for product development will have the greatest impact.

The result has been a research pipeline that has not only tripled in size since 2001 but is winning awards. For three years in a row, Amgen’s pipeline was named “Best Biotechnology Pipeline” by R&D Directions and Med Ad News. In 2009, Scripnews.com, the leading online global pharma and biotech news and analysis service, gave Amgen its Best Overall Pipeline award in recognition of the size, quality, novelty and market potential of the company’s pipeline. “The industry mean for innovation in research pipelines was about 40 – 50 percent,” notes Dere. “Amgen is at about 70 percent innovation.”

Guidelines
There are no blank cheques, however. The company maintains its R&D focus on four broad therapeutic areas: haematology and oncology; inflammatory disorders such as rheumatoid arthritis and psoriasis; metabolism, where there is a major focus on bone disease; and neuro-sciences, including investigations into the sources of schizophrenia and degenerative disorders like Alzheimers.
  
Still a relatively young company within the industry, Amgen is fortunate to have a group of experienced scientists dedicated to what they call “drug hunting” , that is discovering molecules which are potentially relevant to human disease by understanding important biological pathways. And they don’t just look in their own laboratories for these discoveries. The company is open to research input from a wide variety of sources, currently maintaining around 100 collaborations with scientists in universities and other research organisations around the world. “Our goal,” says Dere, “is not to have a pipeline that says everything has been discovered inside Amgen. Our goal is actually to find the best molecules to achieve the therapeutic results.”

The company also takes the unique approach of using whatever therapeutic modality provides the best balance of efficacy and safety. In lay terms, this means that a company essentially set up to work with large molecules (biologically active compounds), will also use small molecules (generally chemistry-based) if that will achieve the desired results.

Modality independence is important because it allows Amgen’s scientist to focus on the disease process, identify the most important targets and then select the best tool for the task, be it large-molecule, biologic, antibody, peptibody or small-molecule therapy.

And finally, Amgen moves quickly. “A lot of the big pharma companies spend a considerable amount of pre-clinical time on animal models,” Dere notes. “What we’re finding is that animal models are actually not that predictive, so we move into human studies as soon as it is safe to do so.” They’re also quick to pull the plug. “Being truly innovative means that many lines of investigation are not going to work.  In this industry, success can be making the discovery that you failed as quickly as possible so you can move on to something else.”

Changing practices
Having established itself as a successful developer and manufacturer of innovative pharmaceutical treatments, Amgen is now turning its attention to increasing its international market presence. Over the last five years, the number of countries where Amgen medicines are available has increased from 22 to 46, but the US remains its largest market with 72 percent of total revenue. Europe is a large target market for the company, but also parts of northern Africa, South Africa, and the Middle East. The biggest areas in terms of unmet medical need are emerging markets such as Mexico, Brazil, Turkey, China, India, Russia and South Korea.  

The challenges of gaining access to each new market can be daunting. In addition to establishing delivery logistics, there are the challenges of establishing and monitoring clinical research affiliates, identifying and building relationships with leaders in the local medical community, gaining regulatory approval, and then agreeing reimbursement with government health agencies once approval has been given.  Finally, there is the challenge of convincing local practitioners of the treatment’s efficacy so that patients benefit as early as possible.

Meanwhile, Amgen continues to innovate. The company’s newest drug, Prolia, is already achieving recognition (it was listed as one of Time magazine’s Top 10 Medical Breakthroughs of 2009) and changing the future for osteoporosis sufferers by slowing down the formation, activity, and survival of osteoclast cells which have been found to be responsible for the breakdown of bone. “Studies have shown that at least 40 percent of women in Western Europe and the US will suffer some sort of osteoporotic fracture in their lives,” says Dere.

“Despite the availability of 7 or 8 drugs on the market, that percentage hasn’t changed in the past fifteen years.  
“My expectation is that the availability of Prolia, which works by a new mechanism of action, will change practice so that the burden of illness goes down significantly.”  Just another typical day for the scientists at Amgen.

Implications of Turkey’s tax code

The merging of Turkish companies is mainly regulated by the Turkish Commercial Code numbered 6762 from June 1956 and the tax free merger is regulated under Article 19 and 20 of the Corporate Tax Law numbered 5520.

As per the Code, a merger is a transaction, where one or more companies (the same type) merge into one of such companies or a new company to be formed, whereby the existence of the merging one ceases. Such procedure is governed under the rules of “termination without liquidation” under the Turkish Commercial Code as the dissolving company does not liquidate, but is taken over by the other as a complete subrogation with all of its assets and liabilities and the company taking over is deemed to be a continuation of the dissolving company.

In general, merger transactions take place at market price and corporate tax would be payable on the excess amount over the book values. However, Corporate Tax Law brought an exception to this “tax-free merger”.

Tax-free merger is defined as the transfer of all of the assets and liabilities of a company over their book values as of the date of take-over to another company. The requirements for a tax free merger are that (i) the legal or business centres of the two companies must be in Turkey and (ii) the balance sheet values of the dissolved company on the date of the transfer be acquired by the surviving company as a whole and are incorporated in the balance sheet as is.

In the event of a tax-free merger, only the taxable profit derived by the dissolved company until the merger date will be subject to corporate tax and no taxation will arise due to the merger transaction. Tax-free merger transactions are also exempted from VAT, stamp tax and any other fees.

Effectiveness of a merger
According to Article 150/1 of the Turkish Commercial Code, the final resolution of the shareholders of the two companies to be merged regarding the merger shall become effective “only after three months as of the date of the announcement of such resolution in the Commercial Registry Gazette”. The purpose of the provision is to protect the creditors of the two companies. Nevertheless, before such announcement; (i) if the merging companies have paid their debts or (ii) deposited the amount of cash corresponding to their debts in the Central Bank of Republic of Turkey or to any other standing bank or (iii) the creditors have approved the merger of the companies, then the resolution regarding the merger shall be effective as of the date of the announcement in the Commercial Registry Gazette.

While the Turkish Commercial Code, being the main legislation governing the commercial companies, rules as said above, according to the Article 20/1(a) of the Corporate Tax Law, providing tax exemption on mergers, the date of the transfer of the dissolved company into the merged company is “the date of the registration of the resolution” taken by the shareholders of the companies regarding the transfer (ie merger) with the Commercial Registry.

Thus, regarding the effective date of the merger of two companies, there is a confusion between the Turkish Commercial Code and the Corporate Tax Law. The confusion is that in order to be able to benefit from the tax exemption, the companies should follow Article 20/1(a) of the Corporate Tax Law stating that the merger shall be valid as of the “registration date of the merger decision” with the Commercial Registry. Thus, the practical outcome would be that such dissolving company would stop operating i.e. cease of sales, cease of issuance of invoices etc, as of “the registration date of the merger decision with the Commercial Registry”. Whereas at such time:
i) The merger would not have been announced in the Commercial Registry Gazette to third parties and
ii)  The dissolving company would not have been de-registered with the Commercial Registry, and the merger would not have been finalised under the Turkish Commercial Code.

Nature of the capital increase in a merger
During the merger process of two companies, in line with the Turkish Commercial Court requirements a sworn auditor report or a financial expert report is issued to determine the equity of the two companies at a specific time to be decided by the shareholders of such two companies for the purposes of calculation of the share capital increase in the surviving company.

Whereas, as stated above, Corporate Tax Law rules that if the balance sheet values of the dissolved company on the date of the transfer is acquired by the surviving company as a whole and is incorporated in the balance sheet as is, then such shall be considered as a tax free merger.

Additionally, according to Corporate Tax Law, tax losses of legal entities can be carried forward to be used against profits in future for five years. In case of a tax free merger, the losses of the dissolved company is also transferred to the surviving company and such losses, which do not exceed the amount of the equity of the dissolving company as of the merger date, may be carried forward to be used for five years against the surviving company’s future profit provided that below stated conditions are met:
i) Corporate tax returns of the last five years should have been filed within the legal period.
ii) The activity of the dissolving company should be carried on for five years as of the fiscal period in which the merger is realised.

Therefore, the financial consultants in the market interpret such provisions as follows: In order to benefit from the exemption in the Corporate Tax Law, regardless of whether the determined equity of the dissolving company in such reports is lower or higher than or equal to such dissolving company’s share capital in its articles of association, the dissolving company’s share capital should be considered as the amount to be contributed to the capital increase of the surviving company.

Consequently, if the determined equity of the dissolving company is considered for the capital increase in the surviving company, then the merging companies may not benefit from the tax free merger stipulated under Article 19 and 20 of the Corporate Tax Law.

For further information tel: +90 212 355 30 00 /+90 212 266 44 00; email: cerrahoglu@cerrahoglu.av.tr

Ups and downs of the World Cup currency

The story starts in the sixties.

The rand first saw the light of day in 1961 when South Africa became a republic and dropped the SA pound in favour of a decimal currency. The debut rate was a healthy R2 to sterling.

For the next 20 years, the rand was worth more than the US dollar largely because of South Africa’s enormous gold reserves and good economic management by minority Afrikaans governments.

But in the furore over apartheid policies, international trade sanctions progressively hit the rand and fast-rising inflation made things worse. By 1989, the rate slipped to R2.50 to the dollar.

As uncertainty grew over the republic’s future under black majority rule, the currency began a long decline. By 1995, after the election that put Nelson Mandela in power, the rate breached R3.60 to the dollar. By 1999, it stood at over R6.

Destabilised by unrest in Zimbabwe and fears about the future of sub-Saharan Africa, the currency collapsed to its low point of R13.84 to the dollar in early 2001.

Then suddenly, deeper into the new millenium, things started to pick up as the worst fears of South Africa-watchers proved too pessimistic. By late 2002, the currency improved to R9 to the dollar and by early 2006 to R6.

But nothing’s permanent in the world of foreign exchange. Amid renewed doubts about the economy and fears for emerging markets in the wake of the global financial crisis, the rand lost favour all over again. In October 2008, the month of the collapse of Lehman Bros, it sank to its nadir of R14.87 against the admittedly powerful euro.

And in the last two years? Another reversal. With the World Cup serving as something of a catalyst, the rand has improved steadily, especially since mid-2009. Against the euro, for example, it stood at better than R9.50 throughout the event.

And all that spending by football fans should make the rand stronger. According to a Grant Thornton study back in 2003 when South Africa bid for the World Cup, the event should deliver about R21bn ($2.74bn) for the economy as a whole.

African bank receives funds; enters centre stage

While few people would disagree that “Africa’s Bank” deserved this hefty financial injection, even so some observers were surprised the institution achieved it in the face of a world economic and financial crisis.

Part of the answer to the bank’s success in gaining its General Capital Increase (GCI) lies in the many changes that have occurred at the institution over recent years, and the reforms that still lie ahead.

The GCI is linked to a wide-ranging and deep process of reform at the bank, a process which has already begun and is a continuation of reforms that have already been made.

The African Development Bank (AfDB) has transformed itself since Donald Kaberuka began his first five-year term as president, in both the nature of its strategy and the extent of its investment in African projects (Kaberuka was re-elected for a second five-year term at the bank’s Annual Meeting in May 2009 in Abidjan, Côte d’Ivoire).

In 2009, the bank made approvals for operations totalling almost $12.7bn, or nearly four times as much as in 2005. Almost half of that 2009 figure was spent on infrastructure – building and improving roads and railways across Africa and providing power and energy to the continent.

Infrastructure is one of the core priorities of the bank’s strategy, and it is considered crucial to the successful economic and social development in Africa. Strong growth in trade, agriculture, industry and employment is near-impossible without adequate infrastructure on the continent.

Africa’s 17 landlocked countries are in particular need of good road and rail links to the coast if they are to have any chance of building a good export trade for their products.

But by their very nature, infrastructure projects are expensive, hence the need for a much bigger capital base to bolster one of the bank’s main investment activities.

Even the very high levels of infrastructure spending by the bank are not enough. Africa needs much more. A 2008 report by the Africa Infrastructure Country Diagnostic, made up of numerous African and international institutions, estimated that the continent needs $75bn every year for the next ten years to close the infrastructure financing gap.

Surging demand
The financial and economic crisis made the GCI that much more urgent. It caused a surge in demand from member countries, so the Bank used its resources much quicker than foreseen, making a GCI necessary in 2011, two years earlier than anticipated by the Bank’s Medium Term Strategy (MTS).

The MTS had been developed for the period 2008 to 2012, against the backdrop of a positive economic outlook for the global economy together with stability on the international financial markets.

But the crisis changed the African landscape. Africa’s average GDP growth fell to two percent in 2009 and to only 1.1 percent in sub-Saharan Africa, from an average of close to six percent over the previous decade. Access to the international financial markets dried up.

Thierry de Longuemar, the AfDB’sVice President of Finance, commented: “In response to the crisis, the bank demonstrated speed, innovation and its earnest best efforts. It frontloaded its commitments, put in place new instruments to facilitate trade, increased the use of fast-disbursing instruments, accelerated and restructured its portfolio to release additional resources, and generally expedited its operational processes.

“Member countries increasingly turned to the bank as its partner of choice, preferred lender and key provider of technical assistance.”

This proactive response led to a surge in lending levels.  The MTS had envisaged lending in 2009 at less than half of what it turned out to be.

This, together with the AfDB’s attempts to fully maximise its balance sheeting pending a GCI, placed severe capital constraints on the bank. Its prudential ratios were stretched to their limit. The leverage ratio was estimated to reach its maximum limit by the end of 2012, and the Risk Capital Utilisation Ratio (RCUR) to reach its ceiling in 2013.

A GCI was urgently needed if the bank was to sustain its long-term lending programme while maintaining its financial soundness and its AAA rating.

The outcome was a tripling of the bank’s capital to almost $100bn, with six percent paid up capital, a move that was approved in Abidjan.

Resultant changes
That the bank achieved such a record increase in the face of financial and economic upheaval across the developed world and immense competing claims to capital was a strong testament to the faith of its shareholders in the institution’s recent record and planned reforms.

Mr de Longuemar commented: “We could not have had a better result at a worse time”.

The GCI is the biggest capital increase in the bank’s 46-year history.  It will have an unprecedented impact on the bank’s operations, and will provide the bank with a sustainable level of lending (SLL) of approximately $5bn a year for the next decade.

The importance of the GCI cannot be overestimated for the future development of Africa.  If there had not been a GCI, the bank would have needed to scale back its annual commitments to less than a third of that figure.

Instead, the GCI paves the way for the bank to meet the expected huge surge in demand from both its middle income and low income member countries. It also allows the bank to continue to raise money at competitive rates on the capital markets, and maintain its AAA rating.

Just as important as securing the finance is how it will be used. The bank’s plans for Africa’s development remain clear, focused and ambitious. As set out in the MTS, the core strategic and operational priorities are infrastructure, the private sector, regional integration, governance and higher education and skills development.
While the bank’s balance sheet has been transformed, its strategy remains the same. “We are pursuing a steady course”, said de Longuemar.

With the GCI now in place, these areas have an even higher priority and the attention given to them by the bank can grow, change and adapt to different needs and circumstances of each of their 53 regional member countries without fear of containment due to tightened purse strings.

Investment in infrastructure and the private sector were particularly vulnerable because they were severely hit by the shortfall in FDI in Africa, which slumped by at least 50 percent in 2009 as compared to 2008.

One of the areas marked out for more action is climate change. Climate change was envisaged in the MTS, and it has become increasingly important and central because of recent developments, not least the Copenhagen Conference.

The GCI will also smooth the way for a strong process of internal reform in the bank to make it much more effective and results-oriented in the pursuit of these core aims. “The bank is seriously committed to these reforms”, said de Longuemar.

The reform process is wide-ranging, comprehensive and deep and is affecting and will affect every aspect of the bank and how the bank operates. It includes loan policy, business processes and organisation, human resources, the bank’s income model and risk management capacity, an urban development strategy, decentralisation of the bank within Africa, results management and measurement, transparency, an MTS review and creation of a long-term strategy.

Addressing challenges
The reform process will also include the bank’s policies on private sector development, the energy sector, large loans and policy-based loans.

It will also develop guidelines on political challenges – how to react to them and to have a coherent guide and blue print for reaction to such challenges, along with partners such as the African Union and the UN.

There will also be a review of this GCI-related reform process, involving enhanced accountability and mechanisms to demonstrate the progress of bank reform to member governments and parliaments.

In short, it is a root and branch reform of the bank in the context of its much stronger financial capability, and in the face of the challenges of the next ten years of Africa’s development.

Some progress has already been made, for instance, in areas including business processes and organisation (including the appointment of a COO, and more delegation of authority); budget management and managing for results.

As for the rest of the reform programme to come, there are clear timelines and frameworks for the introduction of every aspect.

With these reforms and with the capital increase, Africa can look forward to an even brighter development future with the help and partnership of “Africa’s Bank”.

Banker in a hard hat

Wall Street before the Crash of 1929? No, Nigeria. Or, at least, Nigeria before Lamido Sanusi became governor of its central bank last year.

Outwardly, Nigeria is seen as a country with a well-capitalised banking system riding an oil boom. The second-largest economy in sub-Saharan Africa, it generally gets good marks from the IMF’s periodic economic missions.

To Dr Sanusi however, certain parts of the banking sector that accounts for some 60 percent of the stock exchange is an Augean stable and he’s doing his best to clean it all up in the teeth of determined opposition. Bespectacled and bow-tied, he’s the man who, soon after taking the top job, sacked the management and board of eight of Nigeria’s 24 banks, and then went on to name the industrialists, politicians and others – “the rich and powerful”, as he calls them – deemed responsible for profligate and ruinous lending. That was after the banking sector ran up nearly $5bn in non-performing loans.

Since then however, the implacable Dr Sanusi has gone a step further, a big step further. He’s been conducting a forensic investigation into the state of the financial sector that is practically unique in Africa, but clearly long overdue. His investigators have worked their way through internal memos, numerous reports and letters. They interviewed regulators, bankers, businesspeople, government officials and other stakeholders.

And what they found is a cauldron of malpractice in certain corners of the industry that was masked by the torrent of easy oil money. The standard of governance, varying between poor and corrupt, “enriched a few at the expense of many depositors and investors.” Bullying chairmen forced committees to rubber stamp decisions. And that’s not the half of it.

Chief executives established special purpose vehicles (SPVs) – the infamous instruments that brought down several European and US institutions – whose sole purpose was to lend money to themselves to be pumped into the stock market to drive up prices on their own account or to buy plum real estate “all over the world”.

Another bank bought private jets (yes, that’s plural) and registered them in the name of the boss’s son. In yet another, management set up 100 fake companies for fraudulent purposes. Afribank’s management used its own depositors funds to by 80 percent of its own IPO. Some banks manipulated the books, others never raised the money they said they had.

The central bank itself gets it in the neck in this merciless investigation for failing to act on warnings of junior staff, for regulatory slackness, for deficiencies in skills, and generally for getting too cosy with the wrongdoers.

It all ended up in tears when the oil boom-fuelled stock market collapsed, but the biggest tears were shed by the depositors. This particularly angers the governor who, like any good central banker, sees the damage caused to the innocent or ignorant in destroyed savings. In highly graphic phraseology you won’t hear from any European central banker, he explains what a bank failure really means:

“To say ‘the bank has failed’ is somewhat like coming across the corpse of a man whose throat was slit, or whose body is covered with knife wounds or riddled with bullets and saying ‘the man died.’ The man did not die. He was killed.”

Although he’s clearly rubbing some people up the wrong way, that’s unlikely to be 49 year-old Dr Sanusi’s fate. Fortunately for a man on a mission to clean up these Augean stables, he’s extremely well-connected in Nigeria. From his great-grandfather down, the family has long been influential in politics, banking, civil service and universities. He’s also got the backing of President Umaru Musa ‘Yaradua.

If Nigeria’s top central banker can pull this off, it will act as a beacon for other sub-Saharan nations.

Forex firm offers to cut the deck

The plunge of the European common currency has been the market theme for much of 2010. With the euro value declining to the lowest level against the dollar since 2006, foreign exchange trading has given way to extraordinary profit taking.

Feeding on turbulence, the forex market offers unparalleled opportunities in both upturn and downturn markets compared to the more traditional stock and property markets. In addition, the alluring tool of leverage, the ease of market entrance and exit and the possibility of small capital investment has opened the doors to a much wider range of participants. Forex trading can yield enormous profits in a relatively short period of time, but can also result in losses. To avoid trading pitfalls, Tadawul FX, an online trading broker, shares several key trading tips for successful trading.

Do broker due diligence
Ensure that the broker you choose is licensed and regulated, and do due diligence on a regular basis to ensure the firm is in good standing with its regulatory authorities.

Choose a reputable broker that is well capitalised, has strong relationships with highly regarded banks and financial institutions and can clearly demonstrate how it manages its clients’ funds. Much of this information can normally be found on a broker’s website and online forex forums.

The forex market is a 24 hour market, so it is essential to also choose a broker that offers 24 hour support. Identify the mediums the broker offers for client support (eg. e-mail, Live Chat, telephone) and test them.

Whilst trading, you may run into technical problems, therefore not only should you seek 24 hour support, but also quality support. You want to ensure that when your money is on the line, there is knowledgeable, professional and efficient help that can quickly deal with the matter.

Understand what you are working with
Choose a broker that offers competitive conditions on the instruments you wish to trade. Determine whether the broker offers fixed spreads or floating spreads. Large or floating spreads can cut into profits so be sure to identify what works best with your trading methods, techniques and the time periods during which you trade. Find out how much leverage the broker offers, identify the minimum and maximum lot size you can trade, stop/loss and take/profit levels, increment size of the positions and whether or not you can hedge.

Forex companies offer different trading platforms with a range of tools, including integrated charting and news, technical analysis, automated trading systems, etc. The applied principle is always the same: choose a platform that is easy to use and that demonstrates speed and reliability. To get a feel for the platform and trading conditions, open a free demo account and test.

Use leverage wisely
The biggest pitfall of traders, and particularly aspiring traders, is getting their balance wiped out because of incorrect usage of leverage and undercapitalisation. Although higher leverage can yield higher profits, it also amplifies the level of risk. Your chances of becoming a successful trader are greatly increased by using leverage correctly and capitalising your account sufficiently. Furthermore, traders should also understand their broker’s margin call policy and identify whether the company follows the FIFO (first in first out) or LIFO (last in first out) methods.

Know your trading costs
One of the perks of online forex trading is that there are no exchange fees, regulatory fees, and generally no commissions. Nonetheless, forex trading carries other costs such as spreads (fixed or variable) and rollover charges for holding positions over night. Have a clear understanding of what these are and how they differ amongst your shortlisted brokers, as these can significantly impact your bottom line.
 
Plan your trade, trade your plan
In order to eliminate emotional trading, plan in advance. A strong trading strategy will allow consistent performance and put odds in your favour. The more methodical you become in entering and exiting trades, the more profitable and consistent you will be in the long run. Watch the financial markets avidly to avoid making rushed decisions. Placing a stop loss after initiating a trade will also minimise losses against unforeseen market circumstances caused by unexpected events, such as terrorist attacks or natural disasters. A lack of discipline, constant tweaking of a trading method and an unclear trade management system will almost always result in losses.

Trade in the direction of the trend
In the forex market we see great trends in currency pairs that have a long lifespan (cycles). It therefore pays to identify the dominant trend of currency pairs and stick with it. Going against the trend will likely cause you to lose a great deal of money in a short space of time, thus destabilising you emotionally and leading you to make irrational, hurried decisions.

Know your risk
Before initiating any trade, know your risk and accept it. Prior to thinking about profit, it is essential to understand and manage your risk. Becoming methodical in trading eliminates fear and greed and can protect you from overtrading or trading on impulse. Generally you should aim to keep risk to one to three percent of the account balance and evaluate each trade independently.

Know the characteristics of the currency pairs
By examining past behaviour of the currency pairs, you can determine key characteristics of their behaviour including how well the pair trends, the economic events that influence it, the daily ranges of the pair and the ideal times to trade the pair. By understanding the behaviour of the currency pairs, you become better equipped at managing and trading the pairs successfully under different market conditions.

Find your trading personality
Psychology is a huge part of trading. When money is on the line, fear, greed and many other emotions can overwhelm, making trading extremely difficult. Patience, a clear mind and of course, common sense are fundamental factors in successful trading. One trading method does not fit all, so understand yourself and what works for you, and choose a trading strategy system accordingly. Losing is part of the business, so you must have confidence in your systems and accept that some losses are inevitable.

Trade to profit
Trade to profit and not just to trade. The forex market presents us with a constant stream of opportunities, therefore you should initiate trades only when the odds are stacked in your favour. Should you experience more than two to three consecutive losses, stop a trade, evaluate your performance, identify your mistakes and rectify them. Keeping a trading diary of all your trades, successful or not, will prepare you methodically and psychologically to re-enter the market and allow you to analyse your mistakes.

About Tadawul FX
Tadawul FX is a Swiss founded online forex and commodities trading company that is licensed and regulated by the Cyprus Securities and Exchange Commission (license No. CIF 103/09), the regulatory authority for the financial services industry in Cyprus. Under CySEC, Tadawul FX abides by and complies with all regulations set by the Markets in Financial Instruments Directive (MiFID), in the European Union and its transposition in Cyprus with the Investment Services and Activities and Regulated markets law.

Tadawul FX offers a variety of trading instruments including currency trading, gold, silver, oil, gas and CFDs via its MetaTrader4 platform. It was one of the first firms to offer Islamic Trading Accounts, and now caters to a global client base, from small novice traders to institutional clients. Tadawul FX offers fixed spreads on all forex instruments, has customizable accounts, flexible leverage of up to 1:500 and welcomes all strategies including hedging.   

The company prides itself on quality, honesty and transparency. It places great emphasis on client satisfaction, offers 24 hour client support and has high customer retention. Tadawul FX has strong relationships with top tier banks and financial institutions and traders can be assured of safety and security of working with an established and reputable firm. Depositing and withdrawing funds is easy, fast and secure. All retail clients’ funds are held in segregated accounts and are additionally secured through an Investor Compensation Fund.

For further information: www.tadawulfx.com, tel: +357 25 200 900; email: support@tadawulfx.com

Not exactly an Italian holiday

For over three years, Western governments have been battling one of the most severe economic crises of the last century. It commenced with the subprime mortgage crisis in the US, Northern Rock in the UK, Lehmans, and now new rumours of uncertainty coming from Europe.

In the midst of all of this, there have also been threats of hyperinflation, deflation and now sovereign debt default. Leaders around the world have been working continuously to come up with appropriate measures to “exit the crisis”. The question is – which one? It is a crisis in continual evolution.

The financial losses registered in 2007, 2008 and 2009 have resulted in a wave of complex business restructurings and reorganisations. These have forced many governments in the West to implement new innovative measures aimed at facilitating and softening the impact of the current prolonged economic downturn. The impact of the crisis on the relationship between employers and employees has also been an important issue as many seek to find the most appropriate measures to minimise the social impact of any necessary individual or collective dismissals.

In Italy, the labour laws do not allow employers to dismiss their employees purely on the basis of the alleged existence of an economic crisis. In fact, according to the Italian Civil Code and Law No 1991/223, in order to proceed with a fair collective dismissal – it is mandatory to provide evidence of a precise link between the consequences of the economic crisis on an entire business activity, that is – including any related overseas head office or subsidiaries, and the specific situation affecting the employees in the local Italian enterprise.

There is also an even higher degree of complexity when the process involves the management and reduction of staffing levels in large multinationals, with thousands of employees spread throughout various countries and continents. In these cases, the main decisions are often taken centrally at a corporate headquarters located in a specific country. However, central decision making for global enterprises has its own risks, especially when one is dealing with not only different languages and cultures – but also a range of diverse national and local laws.

In Italy, prior to implementing a reduction in the workforce – an organisation must provide evidence which justifies and proves, on an objective basis, that the loss of specific jobs, in a particular sector, will have an impact on the existence and survival of the company itself,  hence making the reduction compulsory.

The loss of skills
In this new – should we say ‘post Wall Street’ era – successful management of overstaffing issues is paramount on both a micro and macro level. At the macro level, high unemployment drains public financial resources and hinders national economic growth, hence it is important for national governments to work with businesses to create a more flexible approach, that is alternatives to mass redundancies. At the micro level, when companies dismiss employees they are not just ‘saving money’ on the balance sheet – they are also losing intangible assets in the form of skills, knowledge and relationships which could hurt the quality of their products and/or service… and more importantly their competitiveness.  And then there are the social effects which are felt outside of the corporate walls when mass dismissals are implemented – that is, the effects of high unemployment which touch local surrounding communities.

Here in Italy, despite the high impact of the ongoing economic crisis, we have witnessed a transformation – which sees management create opportunities instead of inducing unemployment.  An economic analysis published earlier this year indicated that 2009 was the first time in Italian history that an economic crisis has produced less unemployment than initially projected by the experts.

The Italian government has already provided flexible instruments for businesses, experiencing difficulties, to resort to as an alternative to individual and collective dismissals. Among these options are working hour reductions, bonuses, fringe benefit reductions, outplacement measures, outsourcing measures, the transfer of employees, and employee secondments. There is also the possibility to “force” vacations, or to use an unpaid period of leave to study or to attend to personal duties.

Government’s helping hand
In addition, the Italian government provides, by law, salary support schemes such as Cassa Integrazione Guadagni Ordinaria (CIGO) and Cassa Integrazione Guadagni Straordinaria (CIGS).  

CIGO can be accessed by businesses when temporary events, which are not related to the employer’s will, or specific temporary business events, affect the relevant market in ways which will require the suspension of economic activity. In particular, CIGO has the function of integrating wages lost by employees, especially those in the industrial sector, following a reduction in their working hours or the suspension of work. In this instance the relationship between the employer and the employee is maintained with the hope of an anticipated future upturn in work.

CIGS is also a form of intervention in support of workers’ salaries but, differently from CIGO, supports the employer in cases of economic crisis, restructuring processess, reorganisation processes, or when the downturn has a structural nature, in order to avoid the closure of a business.

For businesses these schemes have been an extremely popular alternative to collective dismissals, mostly because of the extension of which type of employer could ask for it (especially with CIGS).  In May this year businesses asked for 34.7 million hours of support through an extended special CIGO system. In reference to the CIGS programme, in May 2010 the government authorised 49.6 million working hours to be sustained.

This is a decrease from the preceding month where 56.8 million hours were authorised. However, looking back 12 months this represents a 218 percent increase over what was authorised in May 2009. This indicates that the effects of the crisis are still with us.

In May, Italian unemployment was reported by EUROSTAT at 8.7 percent which is below the European Area average of 10 percent. True, recently there has been a gradual increase in unemployment levels in Italy – but far less drastic than one would imagine when considering the severity and length of the current crisis… and the overall economic situation in Italy.

Italy has the third highest public debt in the world (after the US and Japan). While these social and salary support programmes are necessary, they are not helping to ease the pressure on the public balance sheet. Recently the Italian government, like many of their European counterparts, have introduced a proposal for austerity measures to help shore up public finances. The package, at the time of writing, will still require the approval of Parliament, aims to cut spending by €24.9bn ($30.7bn) over the next two years.

The cuts take aim at reducing the costs of the public administration, the political system and the administrative system, as well as containing public employment costs – such as a proposed wage freeze for civil servants. In order to recuperate funds, the government is also stepping up its fight against tax and social security contribution evasion. These cuts and measures are designed to reduce Italy’s public debt level, and help Italy position itself for a post economic crisis world.

The Italian public and the markets are still digesting the proposed austerity measures. The financial markets seem to have welcomed them for now – while at the local level there has been resistance manifesting itself in the form of public and national employment strikes. This was particularly evident in June.

Italian macro and micro interests continue to perform ‘My Way’ – each one wanting to dance different steps on the road to recovery.  The survival of both is so intricately entwined that continual resistance and fighting over which one will take the lead, will only prolong the process.  However, with the right discipline – fiscally at both the government and at the individual level – and the right stimulus both the macro and micro aspects of the Italian economy can flourish together.

Reforming the public sector

Many of these changes and reforms have been possible, through the use of public private partnerships.

Shalakany Law Office has been working closely with the three main parties involved; the government, the service providers and the lenders, on a variety of different public partnership projects across different sectors, giving them a unique insight into inner workings of the programmes themselves.

World Finance spoke to a representative from The Office about the relationship between the proposed reforms and public private partnerships, how the reforms are affecting the country as a whole and how the government are creating this business friendly environment.

Striking the right balance
Egypt’s high levels of inner city congestion and deterioration of intercity transport routes has led to proposed reforms to its public transport system, with the government utilising public private partnerships to help fund the reforms.

Egypt adopted a new long term policy of pursuing partnership with the private sector back in 2006, to provide new sources of investment capital for required infrastructure projects, to reduce the governments sovereign borrowing and associated risks, to drive the creation of local long term funding markets and to develop new private sector opportunities that would ultimately lead to job creation and improvement of the quality of public services in Egypt.

Our representative from Shalakany Law Office expected the changes, stating: “Egypt has experienced steady population growth and urbanisation since the 1950s. The overall population has almost tripled since then, with major cities such as Cairo almost quadrupling, but comparatively very little investment has been put into city planning and transport infrastructure to go with this population growth.

“Keeping this in mind, it doesn’t surprise me that these sectors, including the transport sector, are high on the government’s agenda in terms of improving all around infrastructure throughout the country.”

Shalakany Law Office is hopeful that the country as a whole can benefit from this type of private investment, as long as the right balance is struck: “There is no doubt that a great deal of investment is required in order to get our infrastructure to the requisite level for achieving strong economic growth and development, as well as improving standards of living for Egyptians.

“The public private partnership program seems to be the best solution for achieving these aims. The question of whether this will be beneficial in the long term depends on whether the right balance can be struck between creating sufficient profit incentive for the private sector and providing high quality public services to society or the government at affordable and sustainable prices.

Essential development
Due to an ever increasing demand for power and electricity, reforming the energy sector is another of the Egyptian Government’s ambitious aims.

Shalakany Law Office is supportive of this reform, believing that it is essential for the development of the country.

“There is no doubt that this reform is much needed to satisfy Egypt’s growing population and targets for economic growth and development.”

Although much of the increased capacity is intended to be fuelled by natural gas, the government has set itself the target of producing 20 per cent of its electricity from renewable sources by the year 2020, with Egypt’s Electricity minister Hassan Younis has recently announcing “plans to diversify energy sources and promote renewable energy projects”.

“Rich in renewable energy”
Although the idea of renewable energy is not a new one in Egypt, with the New and Renewable Energy Agency created more than two decades ago, there is still a great deal of optimism surrounding these new projects. Shalakany explains that: “The idea of renewable energy has gained a lot of momentum of late because with the exception of natural gas, Egypt does not have the fossil fuel natural resource that many of its neighbours can rely of for economic growth and development. We are, however, very rich in renewable energy sources.”

This renewable energy initiative is being supported by the World Bank and is the first project in Northern Africa and the Middle East regions to be supported by the Clean Technology Fund [CTF].

This help is vital, as renewable energy sources are still far less economically efficient than conventional energy sources and without international support, it would be impossible for them to be constructed and developed.

Improved tax reform – increased foreign investment
The current government has implemented a great deal of reform in order to make Egypt a business friendly environment, with a transparent taxation system being top of the list in terms of challenges for the government.

These reforms are a welcome change and from a legal perspective, the government has made the right choice, according to the Shalakany lawyers.

“We have contributed to the World Bank’s ‘Ease of Doing Business’ annual report for Egypt over the past few years and know that taxation reform is one of the main criteria taken into consideration as indicators of a country’s investment climate. The success of these reforms is reflected in its improvement in the rankings.

“The new tax laws have certainly improved transparency and, as a result, tax income for the government has increased and tax related corruption has decreased.”

When it comes to foreign investors, Shalakany certainly believes that these new tax reforms have had a positive effect on the amount of foreign investment.

“Taxation is often a major factor when considering whether to invest in a country, and the economic data for Egypt shows a direct correlation between improved tax reform and increased foreign direct investment over the past decade.

There is still a long way to go, however, and they believe that the government still faces some challenges to ensure the long term success of the recent reforms: “I believe the next challenge for the government will be to keep the simplicity and transparency of the new tax laws and to push for further tax reform, creating tax incentives for strategic areas such as education, health and recycling initiatives.”

‘A business friendly economy’
Changes to the judicial system were the next step for the government, after years of cases flooding the country’s courts.

The Egyptian judicial system has struggled for years to cope with an increasing population and a high level of cases passing through its courts, which has ultimately lead to the introduction of new, specialised economic courts.

Keeping in line with the government’s policy of creating a more business friendly economy, these economic courts were not only a major step in reforming the Egyptian judicial system, but a welcome step in the right direction, according to those at the Shalakany Law Office: “Prior the introduction of the economic courts, major commercial litigation had only one viable option for dispute resolution, namely arbitration, as the regular judicial process was relatively inefficient and time consuming. Today, a client who has a commercial dispute can, in most cases, opt for either arbitration or the economic courts.”

The new economic courts have two main benefits; the judges are more specialised in commercial disputes, thus making the process exponentially faster than regular court proceedings, and they are more cost effective for the parties involved.

Increased transparency
The creation of the Egyptian Financial Supervisory Authority [EFSA] is yet another part of the Egyptian government’s plans to create a business friendly economy.

The EFSA became effective in July 2009, replacing the three other major authorities, with the purpose of further increasing market transparency and improving stability.

“Although it is too early to say definitively what the overall result has been for the non-banking financial sector,” states Shalakany Law Office, “most have welcomed this consolidation and are optimistic about EFSA being able to achieve its objectives.”

With so many reforms and changes within the financial, judicial, taxation and energy sectors, what does the future hold for Egypt’s financial markets? How will these reforms and changes affect the country as a whole and will they turn out to be beneficial in the long term?

Success in the long term?
Shalakany Law Office believe that the government has to take a lot of credit for pushing through the economic reforms that has lead to steady economic growth over the past decade, but the challenge will come in maintaining this success in the long term: “Financial markets have done very well, especially in light of the global crisis. Infrastructure and energy are the next big areas that will witness growth.

“There is a feeling of confidence in the government and their economic policies for the future, which in turn has lead to increased optimism for business opportunities and growth in the future. The challenge is for the government to maintain this confidence by taking decisions based on long term sustainability and prosperity for all Egyptians.

“The steps taken thus far have been very beneficial for the long term, but, as always in emerging markets, there is still room for improvement. Radically improving the quality of human capital through education reform is probably the biggest challenge for the economy over the next decade.”

Bolivian securities gain international respect

Nacional Financiera Boliviana Sociedad de Titularización S.A. (NAFIBO ST) is the leading securitisation company in Bolivia and the most innovative in Latin America having securitised future cash flows of small companies, cooperatives and NGOs oriented to microcredit. NAFIBO ST has also pioneered the use of structured notes over the past few years, while such products have been largely out of favour in many countries. Its portfolio of companies is wide ranged, from pharmaceuticals, cement producers, supermarkets to large mining operations and energy projects.

NAFIBO ST is owned by Banco de Desarrollo Productivo (BDP SAM) a second-tier bank owned by the Plurinational State of Bolivia and Corporación Andina de Fomento (CAF). NAFIBO ST represents about 65 percent of the securities issued in the Bolivian capital markets in the last two years being one of the largest issuers in the world relative to its local market. After the Central Bank of Bolivia, through its securitisations, NAFIBO NST is the second issuer in the country and holds about 99 percent of the securitisation market.

Although it is not the only market player, competition is nonexistent for this high quality very prestigious company.

Moving forward
Considering the deep economic and structural changes carried out in Bolivia by the government, NAFIBO ST has swiftly oriented its activities in order to grab a new customer: The State of Bolivia. Billions of dollars are being demanded by the government in order to carry out an aggressive investment plan in infrastructure and productive endeavours. “If we could only grab about 10 percent of the financing needs of the State of Bolivia, we would be one of the largest securitisation companies in Latin America” says Jaime Dunn De Avila, founder and CEO of NAFIBO ST. The demand for NAFIBO ST’s services however are strong from foreign governments and public institutions in El Salvador, Costa Rica, Honduras, Ecuador and as far as the north of Africa.

Dunn is the only certified securitisation professor by the Congreso Latinoamericano de Fideicomiso (COLAFI) of the Federación Latinoamericana de Bancos (FELABAN). He has been educated at Colgate University in Hamilton New York and holds an MBA degree from Universidad Catolica and the Harvard Institute of International Development. Dunn is not only a pioneer on securitisation in his own country and Latin America, but has also worked on securitisation norms, regulation and projects in many countries including Egypt. As a young municipal bond and later on a mortgage-backed securities trader in a fixed income securities trader in New York, came back to Bolivia in the late 90s and decided to create what it is today the largest securities market of its country. Dunn began the challenge being a co-author of today’s Securities Market Law of Bolivia and many of its regulations. He has also written several books and articles on this issue. He keeps busy giving over 40 worldwide seminars on securitisation on an average of 11 countries per year, promoting Bolivia and its new highly successful securitisation market.

NAFIBO ST holds the most advanced and best trained specialists in securitisation in Bolivia and the region. It’s a 14 people company (including secretary and cleaning personnel) with more than $600m in securitisations to its name and close to $300m in administration today. “Only NAFIBO ST paper hold an AAA rating in Bolivia”, says Dunn. Its investors are widely spread from local mutual funds, pension funds, international institutional investors and surprisingly a large amount of retail investors that hold less than $100. Clearly NAFIBO ST is bringing the usually seen as far-reaching securities market to the common people.

NAFIBO ST securitisation business starts at $1.5m, an amount unheard of anywhere in the world, in an area of business which averages around $50m. Clearly NAFIBO ST strategy is in harmony with the size of the Bolivian economy. Bolivia is a landlocked country with about 10 million people and GDP sitting at around $18bn. As one of the poorest countries in the world, Bolivia has shown an unusual growth in transactions through its local securities market. Most of the growth is accounted to NAFIBO STs market operations. Securitisation placements are extreme for NAFIBO ST, beginning around $1.5m, but lately amounts have passed the $150m. “Doing a $1.5m securitisation deal is more exciting” says Dunn, “What’s more challenging, surgery on an elephant’s or mosquito’s heart?” then asks.

NAFIBO ST’s structured notes with up to 100 percent capital guarantee are one of a kind since they are completely arranged using local assets. Bolivian treasuries bought to local pension funds are combined with future cash flows or other riskier assets created even AAA rated securities where risk has been perfectly managed at a point of almost disappearing. “That is the alchemy of securitisation” says Dunn, known for using curious magic acts on its seminars to the perplexion of its audience.

International faith
Another interesting securitisation is related with Societe Generale, the prestigious French bank. This involves the securitisation of a structured note fully designed and provided by Societe Generale and re-packaged and sold though a local SPV in Bolivia. Through this mechanism, Bolivian investors are able to invest in various strategies and hedge funds fully diversified and with a 105 percent capital protection granted by Societe Generale.

In its repositioning strategy in Bolivia and the region, NAFIBO ST is changing its denomination to “BDP ST”, looking to leverage on BDP SAM, its largest stock holder and the most important development-oriented financial institution. Through this change, NAFIBO ST is looking to initiate Bolivia as its largest investment banking customer, maintaining an important portfolio of private companies. NAFIBO ST has seen a great opportunity in combining the private and public sectors as one under new government rules Bolivia has what is known as a “plural” economy, where government-run and private companies must coexist.

Bolivia has been placed in the top two world leaders in microfinance, with NAFIBO ST in the forefront. The firm is rapidly becoming recognised on the securitisation world platform of unusual cash flows and institutions.

Financial services gain human touch in Mexico

Back in the fifties, Mifel was a small company servicing SMEs on financial strategies. Later on, it began to grow a small fund to operate with and eventually obtained the first private concession for an exchange house in Mexico back in the tumultuous and complicated eighties. In 1993, Mifel set up a leasing company and in that same year Grupo Financiero Mifel was born, a step that paved the way for the concession of one of the first new private banking licenses to be granted since the industry was nationalised in Mexico back in 1982. In 2003, the group introduced a new management team led by Daniel Becker and several very talented members of a new generation.

The institution then went through a period of change that put it at the forefront of Mexico’s financial sector in terms of the quality of its top-flight services, products and the highest standards of excellence. Mifel’s is among México’s most demanding clientele, something very much appreciated by the team since it keeps it persevering at what it does best so as to constantly improve on it.

Mifel’s name stems from the first letters in both the given and family name of Mifel’s founder: Mike Feldman. He was a well-known entrepreneur and philanthropist. Three generations later, the companies he set to build are solidly growing and still run by the family, regardless of institutionalisation. Since those days, Mifel is a customer service oriented company. Although this is a common theme among many institutions today, Mifel’s establishment of the perspective dates back to the company’s inception.
    
Growth to date
Today, Mifel is a full bank with more than 50 products and services, such as electronic banking, ATM’s, credit and debit cards etc. It consists of a bank, a factoring company, a leasing company and an investment portfolio management team. Mifel’s factoring company was created to provide liquidity to the suppliers of retail chains through any bank, which together with its strategy of innovation and service quality has allowed the institution to be a leader in the field. On the leasing side, Mifel has been steadily growing given its much diversified portfolio of customers in several areas, while its investment manager role is supported by 20 proprietary funds and 32 more that Mifel co-distributes from eight other financial firms. This allows Mifel to offer satisfactory returns to its clients and help them pursue their investment objectives.

On the banking side, Mifel has a strong and innovative physical presence in 32 banking outlets in the country, most of them in Mexico City which is of course the country’s economic and financial centre of gravity. Besides that, it has 16 bank modules widely distributed throughout the country and oriented specifically to the agricultural business sector, an area with great success and even more potential. Today, Mifel is the fifth largest distributor of federal farm funding in the country, a position it has steadily seen rising in the past few years.

Overall, Mifel Financial Group assets for the end of 2009 are $2.5bn, of which the majority is supported by its own deposits provided by its stable and loyal customer base from its private banking area and its well-located and efficient branches throughout the country, all of which have an average deposit base well above Mifel’s competitor’s level. Its portfolio, meanwhile, has been growing steadily in the areas where Mifel has been concentrating its placement efforts. A very efficient distribution across several sectors diminishes risk substantially: states and municipalities, construction developers, mortgage, factoring, corporative, small and midsized companies, agribusiness and leasing. Such portfolio is roughly 85 percent in Mifel’s banking activities, 11 percent in its factoring and four percent in the leasing businesses, well guarded by a capital base that as of the end of last year stood at 16.7 percent, well above the regulatory minimum required by the authorities and which gives Mifel a good base from which to grow in the future.

Grupo Financiero Mifel is an energetic team, able to differentiate itself and provide its customers with that which they expect from any financial institution: an unwavering commitment to service and quality. Mifel’s team strives always to be successful in communicating to its customers the concept of value it provides them with, a concept that stems from a five pillar design: human capital; first rate service; banking wisdom; best available technology, and always updated infrastructure. This all has allowed Mifel not only to grow in a healthy manner throughout the last few years but also to weather the storms that the financial sector has faced worldwide in the last couple of years. Furthermore, its business model allows Mifel to look into the future with the confidence that it has the tools to be successful with.

Technology at hand
One of the main drivers of Mifel’s future results is a comprehensive technology programme that encourages efficiency and contributes to strategic product and service quality goals. At the heart of this is EVOTEC, which stands for Technological Evolution at the institution. Mifel studied six different options for a completely new and comprehensive technological platform before deciding to partner with Finacle of Infosys, an Indian company at the forefront of banking platforms worldwide.

Mifel is thus in the midst of developing its new technological coordinates, ones that represent quite an institutional revolution since it does not want growth to hamper that which distinguishes the institution: service. On the contrary, service ought to be a more tangible asset for Mifel’s customer base as the institution grows. In this regard, technological changes might not be perceived by customers as of the first day of inception, but they are nonetheless key going forward. Mifel’s new information system will transform its banking core from scratch. A decision like this is often shied away by larger, more consolidated institutions, but it was not something that Mifel could give itself the luxury to refrain from embarking upon. All processes that in one way or another touch directly Mifel’s client exposure have been readily analysed with the following objective: “to make life easier for the customer”, which is the deciding factor when dilemmas come into place; everything in favour of the client, both today and tomorrow. Mifel is thus in the 15th month in the development of its new platform and will deliver by November of this year. Mifel’s new coordinates working with its clients will be forever changed, placing Mifel in the lead in terms of quality, innovative and flexible services.

It is in the light of this major breakthrough that Mifel finds itself as recipient for the second year in a row of World Finance’s prestigious award as best private bank in Mexico. Results speak for themselves, Mifel has its mission well in focus which is “to be recognised by our capability to understand and not only care for our unique and irreplaceable base of customers through a long term integral relationship in a safe atmosphere for generations to come delivering our capacities developed through the years.

European bankers eye India, Middle East

Mr Peters, how would you present your group, KBL European Private Bankers?  
In Europe, KBL European Private Bankers S.A. is the only network where private banking forms the core business. In effect, we have given our 485 private bankers, key elements in our strategy, the task of putting the client at the centre of our concerns. To do this we put emphasis on being close to people and on respecting local cultures and identities wherever we are.

Historically focussed on the countries of western Europe (Germany, Belgium, France, the Netherlands, England, Spain, Switzerland, Monaco) our network of private bankers has recently opened its doors to central and eastern Europe, further strengthening our identity of European private bankers.

Since May this year you have had a new shareholder, the Hinduja family group. What was the determining factor in attracting this family, well-known for its cautious approach to investments, to you?
The Hinduja Group bought us for what we are. They fully endorse our entrepreneurial model, localised decision-making at the most appropriate level in each subsidiary, great confidence in the people, our private bankers, who work there and our client-based strategy. These values are very important in the eyes of the Hinduja family. I also think that it is this corporate culture, focussed around our human capital which creates our wealth, which attracted the Hinduja Group.

What are the advantages for you in having Hinduja by your side?
Firstly, it’s a family, not an anonymous financial group. The different generations within the family play an important role. With them it is personal contact which is most important. Private bankers like us feel very much at ease with this type of investor.

Then the Hinduja Group shares the same entrepreneurial philosophy as us. Like us, it is in favour of local empowerment.

Lastly, with the Hinduja family, we have a relationship of mutual confidence which is going to allow us to build with them for the future.

The group has interests in over 100 countries which gives us privileged access to the rapidly growing markets of the Middle East, India and Asia.

How do you see your development in the next few years?
It is precisely thanks to the network of business relationships that the Hinduja Group has in Europe, the Middle East and India that we are going to be able to take the development of KBL European Private Bankers along some new paths. Among these I am thinking of the Indian diaspora which accounts for many businessmen and industrialists in Europe and the Middle East and to which we will be able to offer private banking services from all locations in our network.

Finally, I’m convinced that we are going to be able to build a bridge between Europe and India, a region where wealth is being created, as I’m sure you don’t need reminding. I think we will be able to offer various financial products in which we have developed expertise in Europe. Through the intermediary of Indusind Bank we will be able to meet the investment needs of the burgeoning Indian middle classes. We are also going to be able to play the role of banking adviser to European companies wanting to invest in the Subcontinent. For us it will be a complementary business line for the private bank.

You have developed an original model of a group of private bankers. Is this model going to carry on?
Yes, of course it is, but with some new ambitions. The Hinduja Group is, above all, interested by our core business, private banking, whose core target is a clientele with between €500,000 and €5m. This is very encouraging when you know that  €500,000 is a reasonable figure for the Indian middle classes. We are going to continue to do what we do well but we are going to be able to offer products to new markets. An example is Asset Management, in which many synergies are planned since Indusind, like other Indian banks, does not have the capacity to offer this at an international level, unlike KBL. Don’t forget that our Global Investor Services platform manages some €47bn across themed or sectoral funds developed in Luxembourg or in our various European subsidiaries. The KBL fund range consists of more than 100 funds which could be adapted and marketed in India tomorrow. One more reason to let new clients benefit from the experience we have gained.

The Hinduja Group has developed Trade Finance in its bank in Switzerland. This is due to the origins of the Hinduja family’s activities which are not to be found in industry but in financing import-export. At the moment this is something that KBL does not offer, but in the near future we will merge our activities with this bank and will be able to offer this type of service to existing and future clients.

You’ve talked to us about your ambitions, supported by the Hinduja Group. But what is the exact role of KBL European Private Bankers going to be within the Hinduja Group?
All the Group’s banking activities are going to be placed under the control of KBL. In other words we are going to become the headquarters for the Hinduja Group’s financial and banking activities around the world. Not only will Hinduja Bank Switzerland and its Dubai subsidiary come under our control but we will also have direct access to a network of 1,225 points of sale and 2 million clients in India through Indusind Bank.

If I understand you correctly, Europe has become too small for you and the Hinduja Group is opening the door to a much larger geographical area, an area which extends as far as India?
Yes, thanks to the Hinduja bank in Switzerland we are inheriting a banking licence in Dubai. The Middle East will be the first stage in our development but other options are already being looked at. Up to now we have been unable to access this market, which includes the Gulf, Saudi Arabia and the Emirates, due to our lack of contacts in the area.

We are carefully examining the needs of clients in this region and we are implementing appropriate formulas to meet their expectations. Of course the Indian market will also be one of our targets thanks to the support and the local market presence of Indusind Bank in which the Hinduja family already holds an interest.

I would also remind you that if we speak more and more of the “old” Europe, this is not without reason. Our continent, and I’m including Great Britain here, is suffering from slow growth to say the least. However, the Middle East, just like India, is still enjoying double-digit growth. So it’s quite natural for us to have our heart set on expanding there.

Central America ties to China

Central America, the sandwich and gateway to both Americas, is comprised of seven countries: Belize, Guatemala, El Salvador, Honduras, Nicaragua, Costa Rica, and Panamá. It has a market of more than forty million people and an area of 524,000km2.

Arias & Munoz is unique in Central America, for it operates as a single firm rather than as an alliance of firms and currently has seven, fully-integrated offices in five countries: Guatemala; El Salvador; Honduras; Nicaragua; and Costa Rica. It is recognised today as a solid and innovative legal firm that continues to spread its influence throughout the region.

With its core experience over a broad range of practice areas and industries, as well as its dedicated lawyers, Arias & Muñoz unlocks the region´s intricacies and subtle differences in laws for its clients. The firm is truly a one-step, one-stop law firm offering clients the benefits and demonstrated advantages that come from having all their regional businesses served from one, fully integrated base.

The firm is expert at advising international investors. Currently, the firm represents a wide range of companies, from large multinational corporations to small individual enterprises, (among whom are Global 500 and Fortune 500 companies), nationally, regionally and globally.

For the past three years, especially since Costa Rica opened diplomatic relations with China in 2007, Arias & Muñoz has become increasingly aware of the subtleties of doing business that fulfill the legal needs of Chinese investors not only within Costa Rica but also in the rest of Central America.

Founding partner Pedro Muñoz, and a young law student, Luis Diego Rodríguez, visited China on a fact-finding mission and cultivated ties with both the business and education community. Muñoz has since returned to China several times and intends spending at least six months living in Beijing in the early part of 2011.

A brief reference on the work executed by Arias & Muñoz-Costa Rica in Chinese Direct Investment is its legal advice to the Bank of China and Sinosure (China’s import/export credit agency) in the first Sino-Central American financial transaction. It resulted in an unprecedented pledge over leased equipment.

Huawei Technologies of China, who supplied the equipment, and CABEI, who undertook the “fronting”, set up a joint venture and won the Costa Rican Electricity Institute’s (Instituto Costarricense de Electricidad – ICE) tender for installing the necessary infrastructure for Costa Rica’s first 3G network  – comprising 950,000 lines – introduced in mid-December 2009 with a value of $235m. The 3G network is crucial for ICE because it allows it to compete in Costa Rica’s recently opened-up telecommunications market.

The joint venture received financing from the Bank of China to finance the purchase of lease-receivables in a form that the Central American Bank for Economic Integration (CABEI) originally structured.

Strengthening bonds
Additionally, it is important to highlight that the Costa Rican government is conscious of the importance of strengthening business ties with China (Costa Rica’s second trading partner). As a background of Costa Rica’s investment relations with China: on October 24, 2007, both countries signed an agreement for promoting and protecting investments in which they sought to create the most favourable conditions for investors in each party’s respective country. As a result of this agreement, Chinese investors, for example, will enjoy constant protection and security within Costa Rica; also their investors will be treated either better or equally to the investments and associated activities of Costa Rican investors or any other third-party country investor.

On February 10 this year, after fourteen months of negotiations, Costa Rica finalised a free trade agreement with China. China has opened its market to 99.6 percent of Costa Rican traded products; and Costa Rica offered China an immediate opening into Costa Rica of 58 percent of goods with zero tariff; 25 percent of products with tariff reduction to zero after 10 years from the execution of the agreement; and seven percent of products with tariff reduction to zero after five years from signing. Costa Rica and China signed the free trade agreement on April 8, 2010, and it is currently pending ratification by the Costa Rican legislative branch to enter into force.

Chinese businesses and investments will increase substantially in Central American and especially in Costa Rica. By both coordinating closely with Chinese clients and identifying their particular needs, Arias & Muñoz is capable of providing excellent service, expert advice, and sound solutions. The continuing growth of their client list testifies to their success.