1. conferences
marcus evans Expert Speakers Panel:
Including Half-Day Post-Conference
Interactive Workshop on the 16th May 2012:
Working Capital Best Practices
Amsterdam, The Netherlands
14th–16th May 2012
Attending this Premier marcus evans
Conference will Enable you to:
• Look into opportunities for working capital
improvements
• Learn accurate tools for measuring the progress
• Explore the practical details of cash reporting challenges
and its implications for working capital improvements
• Establish solid cash culture throughout the company
• Benchmark new approaches to credit control tools
• Automate collections processes
• Evaluate current credit risks and margins
• Identify successful inventory systems
• Optimise payables activities
Learn from Key Practical Case Study
Presentations:
• A.P. Moller-Maersk A/S mastering its working capital
project internationally
• Novartis achieving further results and improving its top
class cash management function
• Akzo Nobel sharing its working capital success story
• ThyssenKrupp discussing regional specifics of achieving
WCM results in emerging markets
• Bayer AG telling unique best WCM practices story from
sourcing perspective
4th Conference in the Working Capital Series
WORKING CAPITAL: The Next Wave
Linking strategy and operations further. Bringing continuing progress through efficient
liquidity management
>> ENSURE HIGH LEVEL WORKING
CAPITAL EFFICIENCY WITH
A SUCCESSFUL OPTIMI$ATION FOCUS>>
Silver Sponsor:
Wolfgang Schreiber
Global Working Capital Manager
Alcoa Fastening Systems, France
Felipe Florez-Arango
Head of Finance, Oncology,
Middle East Cluster
Novartis, Middle East
Henrik Fürbach
Head of Working Capital,A.P.
Moller-Maersk A/S, Germany
Esen Erorta Jilg
Credit and Budget Manager, Finance
ZIM Integrated Shipping Services,
Europe area, Germany
Berry Van Hoof
Credit Manager Europe
Cytec, Belgium
Plaza Escribano Eduardo
Controlling, Accounting and Finance
ThyssenKrupp Elevator Southern
Europe, Africa and Middle East,
S.L.U., Spain
Michael van der Steen
Global OWC Manager
Akzo Nobel, Netherlands
Petra Effenberg
Working Capital Manager
Bayer AG, Germany
Joe Lang
Global Project Manager
GE Healthcare, USA
Cong-Emma Zhang
Global Project Manager
Systems; Credit, Collections
and Cash Application
GE Healthcare, UK
Wojciech Rosa
Director of Controlling Department
ZF Polpharma S.A., Poland
Ben Michael
Director
REL, UK
Peter Davidsson
European Treasury Director
Whirpool Europe, Switzerland
Nils Fleig
Working Capital Manager
Jungheinrich AG, Germany
Anne-Sophie André
Working Capital
Improvement Manager
BP, France

2. Day 1
14th May 2012
Silver Sponsor:
REL, a division of The Hackett Group, Inc. (NASDAQ: HCKT), is
a world-leading consulting firm dedicated to delivering sustainable
cash flow improvement from working capital and across business
operations. REL’s tailored solutions balance client trade-offs between
working capital, operating costs, service performance and risk. REL’s
expertise has helped clients free up billions of dollars in cash, creating
the financial freedom to fund acquisitions, product development, debt
reduction and share buy-back programmes. In-depth process expertise,
analytical rigour and collaborative client relationships enable REL to
deliver an exceptional return on investment in a short timeframe.
REL has delivered work in over 60 countries for Fortune 500 and global
Fortune 500 companies. More information on REL is available:
www.relconsultancy.com
08.30 Registration and Morning Coffee
09.00 Opening Address from the Chair
GETTING THE BASICS RIGHT: FROM CASH MARATHON
TO IMPLEMENTING STRONG CASH CULTURE
09.15 Keynote
Linking Strategy and Operations. Long Term Results
Require a Sustained Effort and Continuous Process Improvement
Across the Company
• Sustaining cash high on the agenda through right tools
• Getting healthy working capital principles into your Business`s DNA
• Educating on broader benefits to whole organization
• Building effective transformations – shift from midterm to long term
perspective
• Monitoring and addressing working capital metrics help shape vision
for future strategic plans
Henrik Fürbach
Head of Working Capital
A.P. Moller-Maersk A/S , Germany
10.00 Panel Discussion
Measuring Effectiveness of Working Capital Projects
• Analysing and learning from already utilised working capital processes
• Isolating the impact of non controllable external elements from actual
improvement
• Setting right KPIs to drive working capital performance
To be joined by speakers of the day and invited guests
10.45 Morning Coffee and Networking Break
GETTING THE BASICS RIGHT: CASH FLOW REPORTING – KEY
TOOL IN FULL EFFECTIVENESS
11.15 Case Study
Providing Leadership in Their Companies by Developing
Predictive Rather Than Reactive Tools and Act as Key Cash
and Working Capital Advisors to Management
• Building cross-functional alignment across departments
• Make most of trade off between cash flow prioritizing and other targets
• Recognising heavy influence of operations planning and demand
forecasting
• Back to balance sheet – adding attention to BS items and their impact on
liquidity as opposed to too strong focus of line managers on P&L
• Educate non-finance on BS impact on cash flow, budgets and estimates
Cong-Emma Zhang
Global Project Manager Systems;
Credit, Collections and Cash Application
GE Healthcare, UK
Joe Lang
Global Project Manager Systems;
Credit, Collections and Cash Application
GE Healthcare, USA
12.00 Luncheon
13.15 Case Study
Accurate Cash Flow Forecasting With Focus on Liquidity
and Risk Management
• Receiving accurate forecasts from divisions / departments
• Integrating data from multiple sources
• Understanding what measurements drive future cash flows and
continuously building them into the forecasting process.
Adapting to changes that affect market, rates, customer and
vendor behavior
• Understanding what measurements drive future cash flows and
continuously building them into the forecasting process. Adapting
to changes that affect market, rates, customer and vendor behavior
• Storing, organizing and presenting of data
• Capturing sufficient history for trend analysis and forecasting
• Tracking Early Warning Signs, reducing working capital, and maintain
13-week rolling cash forecasts
Wojciech Rosa
Director of Controlling Department
ZF Polpharma S.A., Poland
BRINGING CURRENT RECEIVABLES TOPICS INTO THE SPOTLIGHT
14.00 Case Study
Proactive Credit Management: Customised Global Tools
• Dynamic credit risk management – Key enabler of profitable sales
• Current approach to credit risks. Balance risk and sales targets
• Understanding how to perform a new customer credit risk assessment
• Looking into how to perform a systematic monthly credit risk assessment
• Short and long term potential at risk markets – when to step out and when
to apply new credit strategies
• Trading off further reduction in WC in receivables and maintaining
or increasing margin
• Strategic credit offerings – does it work to differentiate credit policy
by countries, industries etc.
Esen Erorta Jilg
Credit and Budget Manager, Finance
ZIM Integrated Shipping Services, Europe Area, Germany
14.45 Afternoon Tea and Networking Break
15.15 Case Study
Specifics of Business with South and East Europe
• Discussing the most efficient models of credit policy
• How and when to apply
• What works and what does not
Plaza Escribano Eduardo
Controlling, Accounting and Finance
ThyssenKrupp Elevator Southern Europe,
Africa and Middle East, S.L.U., Spain
16.00 Case Study
Executing Credit Strategy in a Corporate Organisation:
Improving the Collection of 5bn EUR per Year
Michael van der Steen
Global OWC Manager
Akzo Nobel Car Refinishes B.V. , The Netherlands
16.45 Case Study
Strong Cash Effect by Reducing Overdue Receivables by Means
of an Effective Dispute and Collections Management
• Potential from dispute and collections management (SAP supported: SAP
FSCM), deriving assumptions leading to the potential of an effective dispute
and collections management
• Challenges in conducting a global working capital project: Project approach
– internationality
– process reengineering
– change management
– quality management
• From the arising of disputes to the escalation process: Dispute
management, detailled view on the developed dispute process
at Jungheinrich
• Approaching our customers on a personel level: Collections management
and collections strategy
Nils Fleig
Working Capital Manager
Jungheinrich AG, Germany
17.30 Closing Remarks from the Chair and End of Day One

3. Day 2
15th May 2012
Business Development Opportunities:
Does your company have solutions or technologies that the conference
delegates would benefit from knowing? If so, you can find out more
about the exhibiting, networking and branding opportunities available
by contacting:
Rob Taylor, Regional Director Sponsorship
marcus evans Barcelona, marcus evans
Tel.: +34 93 393 4632
Fax: +34 93 393 4633
RobT@marcusevanses.com
08.30 Registration and Morning Coffee
09.00 Opening Address from the Chair
BRINGING WORKING CAPITAL MANAGEMENT
TO THE NEXT LEVEL
09.15 Expert Opinion
Optimising Working Capital Management
• Latest working capital performance of the top European companies
based on REL Global Survey
• Why it pays to up your working capital efficiency, and what trends are
emerging
• Annual working capital performance by industry
• Metrics for measuring and managing working capital performance
• Short and long term strategic implications for organizations
Ben Michael
Director
REL, UK
10.00 Case Study
The Inventory at Spot Light – Main Area of Strong Potential
• Optimising internal communication to keep the right inventory levels
• Cooperation from productions, procurement, demand forecast
• Setting flexible T&C with suppliers – especially in more frequent ordering
• Opportunities and challenges to follow
• Future direction
• Part Two – Reverse Invoice Factoring:
– Advantages for ordering party
– Improved cash flow at suppliers side
– How to organize it best way
– Optimising the process by dematerialization of invoices
Wolfgang Schreiber
Global Working Capital Manager
Alcoa Fastening Systems, France
11.00 Morning Coffee and Networking Break
DEVELOPMENTS ON PAYABLES SIDE
11.30 Case Study
Further on How to Effectively Reduce Working Capital
• Looking at are the current models and opportunities
• Benefits of centralised procurement and payment
• Procurement in effective practices
Petra Effenberg
Working Capital Manager
Bayer AG, Germany
12.15 Case Study
Optimising Account Payable: An Increasingly Important Element
of Change with an Exponential +$180Bn Cash Opportunity
Supply chain Finance as one potential solution/alternative to free cash flow
Felipe Florez-Arango
Head of Finance, Oncology, Middle East Cluster
Novartis, Middle East
THE NEXT LEVEL: SUPPLIERS FINANCING PROGRAMS
14.15 Panel Discussion
Supply Chain Finance Programme
• Processes initiated by ordering party in order to help his strategic suppliers
to finance more easily their receivables
• Centralising payments within group to payment factories
• Typical set up and organisation
• Technical platforms
To be joined by speakers of the day and invited guests
SPECIFIC CHALLENGES AND CONCERNS
15.00 Case Study
Update on P2P Proven Systems for Improved Working Capital
• Implementing successful projects at P2P at large scale
• What to consider when setting layout of process
• Connecting procurement and invoicing operations
• Efficient rebuilding of current environment
Speaker to be confirmed
15.45 Case Study
Current Euro Outlook in Specific Regions – What to Do
in Case of Currency Swap
• Invoicing
• Executing cross border payments
• Reassigning contracts etc.
Peter Davidsson
European Treasury Director
Whirpool Europe, Switzerland
16.30 Afternoon Tea and Networking Break
17.15 Case Study
OTC as the Key Transactional Process: Driving Cost Saving
with the End-to-End Process Based Function
• Shifting from function-based-to-process-based OTC to provide
a robust OTC transformation
• Explaining the end-to-end process and strategy behind it
• From functional thinking to process thinking: Understanding the OTC
process, not only “doing it”
• Assessing end-to-end capabilities: Reducing costs and driving higher
efficiency in transaction processing
Anne-Sophie André
Working Capital Improvement Manager
BP, France
18.00 Case Study
Streamlining O2C Processes
• Proven architectures for services / retailers / producers sectors
• Implementing regular trainings of sales departments
• Order entry (creation of order/booking of order )
• Order fulfillment (physical and digital fulfillment)
• Invoicing
• Customer payments/collection
• Cash Application
Berry Van Hoof
Credit Manager Europe
Cytec, Belgium
18.45 Closing Remarks from the Chair and End of the Conference
Complimentary Accommodation Booking Service:
For specially negotiated and discounted hotel bedroom rates please
contact our official Travel and Accommodation provider – Karen
Symonds at myTravel Manager on
karens@my-travelmanager.com

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Half-Day Post-Conference Interactive Workshop
16th May 2012
marcus evans
www.marcusevans.com
08.30 Registration and Coffee
09.00 Workshop Leader’s Opening Remarks
BUSINESS ACTIVITIES AT RISK MARKETS AND ITS IMPACTS
ON WORKING CAPITAL
Key questions covered will include:
• The international view – Managing Working Capital in turbulent times
• Experience with various business terms: Advantages and disadvantages
• Mid and Long term outlook on Southern European economies changes
• Evaluating risks and opportunities
• Credit control strategies – effective practises
• Implement proven collections processes
• Multi-bank relationships
• Setting up new contracts
• Delegate potential risk responsibility within the departments
Workshop Leaders:
To be confirmed
Attendees will be able to enjoy afternoon tea and networking opportunities
midway through the workshop at 10:30
12.30 Workshop Leader’s Closing Remarks