An overview of training courses and services offered by MJ Hayward Associates Ltd.

1. Expertise and Training in
Letters of Credit and Trade Finance
Mark Hayward, MIEx (CITA)
MJ Hayward Associates Ltd

2. Overview
• MJ Hayward Associates Ltd – background.
• Strategic intent
• The Training Courses.
• Working in partnership to add value.

3. MJ Hayward Associates Ltd:
Background
• Training and consultancy support to exporters, importers & corporate
service providers.
• Mark & Richard - 34 years experience each in International Trade
o Barclays Bank PLC (Trade Operations, Trade Sales & Training)
o HSBC Trade Sales
o HBOS Trade & Cash Management Sales & Training
• Institute of Export accredited
o Certified International Trade Advisor (CITA)
o Institute of Export Letters of Credit Training

4. Strategic Intent
“Helping you to grow your business through International Trade”
• Add value to corporate clients and their service providers.
• Help clients to trade overseas more effectively and
efficiently.
• Reduce the risks associated with exporting and importing.
• Structure effective solutions to enhance cash flow.
• Increase profits through reduction of costs.

5. Letters of Credit for Exporters
• How Letters of Credit work.
• Understanding the jargon
• Negotiating the best terms for your business
• Reducing bank charges
• UCP 600 – the salient articles.
• Practical L/C examples & examination exercises.

6. Advanced Letters of Credit
• Letters of Credit – review of features.
• Roles of the banks.
• Availability & expiry.
• UCP600 and ISBP – a detailed review.
• Case studies and exercises.
• Structured financing under Letters of Credit.

7. The Exporter’s Guide to
International Payments
• Identifying and managing the key risks.
• Bonds & Guarantees.
• Incoterms ® 2010.
• Credit Insurance
• Terms & Methods of Payment.
• Financing International Trade Transactions
• Foreign Exchange Risk Management.

8. The Essential Guide to
Financing International Trade
• The market for Trade Finance
• Review of payment methods
• Incoterms 2010 – selecting a ‘safe’ delivery term
• The bank’s view of international trade risks
• Financing imports & exports
– Understanding the trade cycle
– The key products and solutions - where they fit in the cycle

9. Training for Banks
• The value of Trade Finance to banks.
• Spot opportunities in everyday conversations.
• Understanding how Trade Solutions work.
• Trade Cycles – practical examples.
• Risks and mitigants in cross border trade.
• Practical exercises and case studies.

10. Testimonial
• "Following on from the course we have been able to identify and
renegotiate certain elements of the LC's issued on a particular large
contract......
• Also as we are currently quoting a number of other overseas contracts, and
feel better equipped having sufficient basic knowledge since attending the
LC course to be able to obtain more favourable trading terms associated
with future LC's.
Overall this was one of the more beneficial courses I have attended, as it
has provided an immediate impact within the business unit with regard to
risk management of LC contracts with the knowledge being utilised
immediately."
• (Schneider Electric, January 2012)

11. Other training and
support services
• The Essential Guide to Letters of Credit for Importers
• Understanding Export Documents & Procedures
– An introduction for staff new to export
– Refresher for existing staff
• Incoterms® 2010
• Access to wider training and consultancy services
• Our associates include experts in sales, supply chain
and customs
• International Business Review
– Assessment of export / import transactions
– Coaching / mentoring of key staff
– Optimise efficiencies and reduce costs

12. Expertise and Training in
Letters of Credit and Trade Finance
Mark Hayward, MIEx (CITA)
MJ Hayward Associates Ltd