THE ROLE OF THE BANKS AS CATALYSATOR IN TRADING 25/12/2008 Credit Group, Vice President Fedon Hatzakis

Born in Istanbul Bosporous University Civil Engineering Boston University Masters in Management Studied and worked in Belgium, Germany and Greece Worked mainly in international banks such as ABN AMRO, Deutsche Bank, BNP, Currently heading the Credit Sector of EFG Group in Turkey

(+) = Eurobank Tekfen : Member of EFG Eurobank Group 40 branches, 600 personnel Focuses on corporate banking Targets to improve the branch network and be more active in retail segment EFG Istanbul Securities : One of the biggest player in institutional brokerage An important player in mergers & acquisitions

EFG GROUP  Third largest banking holding company in Switzerland  Majority owner of Eurobank EFG in Greece (Second largest bank)  An important regional player  9,000 employees, 900 Branches in Greece  14,000 employees, 1500 Branches outside Greece  Ranks between the first 5 biggest banks in Bulgaria-Romania and Serbia  Emerging in Ukraine, Poland and Turkey

What is the role of banks in cross border trading? Bank = Catalysator

Bank as a Catalysator in Trade / Trust When two trading partners enter a new trade relationship they usually do not trust each other. They use different banking instruments like LCs, LGs or avalized B/Ls. T he banks use their correspondent bank network to finalize the trade (√) EFG Eurobank (√) Eurobank Tekfen Both trading partners have their own banks which they trust Greek Merchant Turkish Merchant

Businessman are usually reluctant to enter new markets Bank as a Catalysator in Trade / Intelligence Banks can give market intelligence to the businessman using their subsidiaries in different countries. Market Intelligence

Businessman do not know about the legal issues of all the markets they are operating The multi national bank groups have detailed knowledge about the issues in different countries and they can consult/help their customers to defend their rights at difficult times. Bank as a Catalysator in Trade / Legal Issues

Banks can even work in some cases as unofficial trade representatives. They can help their customers to find; a partner in a specific field a supplier a real estate agency a private equity fund in another country. Bank as a Catalysator in Trade / Trade Representatives

Questions ?