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Randy Wang VP, Sales Head of Treasury and Trade Solution ...

Citibank Treasury and Trade SolutionsRandy WangVP, Sales Head of Treasury and Trade SolutionMay 20, 20092 Agenda Course Objectives Basic understanding of the Business Knowledge of Cash Management and Trade Services Career path in Treasury and Trade solutions Case Study 1 Main Topic 1: Supply Chain Management Supply Chain Trends Total Working Capital Management Roles of Bank in Supply Chain Case Study 2 & 3 Main Topic 2: Corporate Cash Management Treasury / Cash Management Trends What are the trends in SSC s Case Study 4, 5 & 6 Main Topic 3: Banking Challenge The competition landscape New roles of Banks Q&A3 The Role of Treasury and Trade Solution in a Bank Customer account management Transaction processing Liquidity management Product development/management Business acquisition and maintenance Operation management Risk management Business Environment Customers: c

2 Agenda Course Objectives – Basic understanding of the Business – Knowledge of Cash Management and Trade Services – Career path in Treasury and Trade Solutions

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1 Citibank Treasury and Trade SolutionsRandy WangVP, Sales Head of Treasury and Trade SolutionMay 20, 20092 Agenda Course Objectives Basic understanding of the Business Knowledge of Cash Management and Trade Services Career path in Treasury and Trade solutions Case Study 1 Main Topic 1: Supply Chain Management Supply Chain Trends Total Working Capital Management Roles of Bank in Supply Chain Case Study 2 & 3 Main Topic 2: Corporate Cash Management Treasury / Cash Management Trends What are the trends in SSC s Case Study 4, 5 & 6 Main Topic 3: Banking Challenge The competition landscape New roles of Banks Q&A3 The Role of Treasury and Trade Solution in a Bank Customer account management Transaction processing Liquidity management Product development/management Business acquisition and maintenance Operation management Risk management Business Environment Customers: corporate, banks, non-bank financial institutions and public sectors Regulators: Banking Bureau, Central Bank and Bankers Association Value Transfer Networks.

2 FISC, Taiwan Clearing House, Central Bank and correspondent banks (including Post Offices) Service providers: outsourcing vendors, technology companies, other banks, post offices, convenience stores and other vendorsBasic Understanding of the Business4 Cash Management Payment and collection Domestic Cross-border Liquidity Management Deposit Overnight investment Placement Transactional FX Information service Internet Banking Platform Customer service Trade Services Documentary Payment Letter of Credit Guarantee/Standby L/C Bill payments Documentary Collection Export negotiation Bill collection Document against payment Document against acceptance Financing Pre-export financing Post-export financing Vendor financing (buyer centric)

3 Supplier financing (seller centric)Knowledge of Cash Management and Trade Services5 Career path in Treasury and Trade solutions Product Management Payment Receivable Liquidity management Sales Management Corporate Non-bank financial institutions Banks Client Delivery Project management Customer service Cross-selling Operation Management Process optimization Technology Regulations Relationship Management Customer acquisition due diligent Credit facility A super banker Risk and Control Compliance Local US/International Risk management Control Legal, regulatory, franchise, settlement.

4 Fraud Information securityCase Study 1: Foreign Worker Remittance at Convenience Stores7 Foreign Worker Remittance at Convenience StoresProcess Flow8 Foreign Worker Remittance at Convenience StoresFunding and settlement9 Agenda Supply Chain Management Supply Chain Trends Total Working Capital Management Roles of Bank in Supply Chain Case Studies Corporate Cash Management Treasury / Cash Management Trends What are the trends in SSC s Case Studies Banking Challenge The competition landscape New roles of Banks Strategy Q&AMain Topics:10 Payment/Collection FlowOrderInvoiceRenditionGoods DeliveredCollectPaymentCashPayReconcileG oodsDeliveredReceiveInvoicePurchaseOrder -to-Cash CyclePurchase-to-Pay Cycle(Supply Chain - Capturing Financial & Information Flows)SellerBuyer11 Financial Supply Chain Parallel between Inventory & Cash Management Higher holding if there is lack of information into its sources and uses Uncertainty to be reduced by managing information from the relevant supply chain Visionary companies are already seeing tremendous benefits Cash flow take early discounts.

5 Avoid offering Trade discounts Operating efficiencies reduced cost of invoicing and reconciliation Internal controls and visibility duplicate payments; release of credit Key is to systematically address root-causes Investments in ERP not fed through fully into A/P & A/R process Fragmented solutions with limited integration Limited inter-organizational integration and automation Manual process for dispute resolution, reconciliation, etc. 12 Supply Chain TrendsBusinesses are demanding: Efficient inter-enterprise information exchange & dissemination Bridge data flows electronically - buyer & seller enterprise systems Maintain integrity and security of inter-enterprise data flows Reduce transaction processing costsOptimization of Inter-Enterprise (Buyer/Seller) Extended Value Chain Product/service delivery integrated with settlement processes Better DSO (Days Sales Outstanding)

6 Management with pay/bill-on-delivery Improve settlement convenience for customers Automated complex transaction matching processes Link buyer & seller terms of reference for transactions Increase accuracy and timeliness of settlement data 13 Insights into Working Capital Survey Significant amount tied up in excess working capital of companies Over USD tr for top 1000 US and European companies Key Findings Treasurers not playing active role in Working Capital (WC) management; limited to improving A/P & A/R process Majority recognize significant room for improvement; challenge with decentralized structures Sub-optimal processes constrain effectiveness of technology investments.

7 Manual processes abound Common issue of lack of integrated systems, inconsistent reporting by subsidiaries and inter-departmental issues2004 Working Capital survey by GTNews in association with REL Consultancy Group and CitigroupExcess Working Capital numbers - REL Consultancy Group s Annual US / European Working Capital survey Performance 40%-50% viewed P-P and C-C process as poor or average 65% viewed their inventory cycle as poor or average14 Changing role of Treasury Traditional Treasury Role Treasury OptimizationSuppliersCustomersInvestorsL endersTreasury Optimisation Missing Treasury Role Commercial

8 IntegrationSuppliersCustomersInvestorsLe ndersSupply Chain OptimisationInvestorsLendersTreasury OptimisationSuppliersCustomersSupply Chain Optimisation Desired Treasury Role Lead TWCM15 Agenda Supply Chain Management Supply Chain Trends Total Working Capital Management Roles of Bank in Supply Chain Case Studies Corporate Cash Management Treasury / Cash Management Trends What are the trends in SSC s Case Studies Banking Challenge The competition landscape New roles of Banks Q&AMain Topics:16 Total Working Capital Management (TWCM)A/RA/PInventorySales Order ProcessingContract ManagementOrder FulfillmentCredit CheckRisk ManagementSales ManagementCustomer StrategyCash ManagementReceipt & Allocation of CashCash CollectionCustomer ServiceBillingREVENUEMANAGEMENTC ustomer to CashWarehousingRaw Material PlanningForecastingProduct Range ManagementDistributionProductionProducti on PlanningSUPPLY CHAINMANAGEMENTS upply Chain StrategySales Order ForecastingProduction SchedulingForecast to FulfillmentReceiving & EvaluatingOriginating RequirementsBudgeting & ForecastingCash ManagementPayment IssuanceInvoice

9 ProcessingDiscrepancy ManagementEXPENDITUREMANAGEMENTP urchasing StrategySelecting & NegotiatingOrdering & ContractingPurchase to PaySource : REL Consultancy Group17 TWCM An Organizational ChallengeScope of TWCM touches all the firm buys, makes and sells Your job is undergoing fundamental change. Its time to embrace new tasks & ideas. Success of TWCM Initiative Cash improvement (Liquidity and Investments) Cost reductions (acquiring goods/ services, financing, efficiency) Service and revenue improvement Why is it difficult to practice Ownership Issues, embedded traditional processes.

10 Narrow definitions Main strategic drivers Internal cash is cheapest way to fund investments Improves key ratios effective valuation by analysts Helps secure access to capital markets18 Agenda Supply Chain Management Supply Chain Trends Total Working Capital Management Roles of Bank in Supply Chain Case Studies Corporate Cash Management Treasury / Cash Management Trends What are the trends in SSC s Case Studies Banking Challenge The competition landscape New roles of Banks Q&A19 Roles of Bank in the Supply Chain (1)Trusted Financial and Informational Inter-mediator Extensive information technology resources Ready technology infrastructure for electronic data communication internet banking & EIPP/EBPP platforms Industry standards for data exchange Usage of established data structures recognized worldwide Data integration with companies Standardized links with ERP systems, Single Interface to SSC s / Payment factories Strict information security regulations High standards of data protection for confidential/sensitive B2B communications20 Roles of Bank in the Supply Chain (2)


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