Latin America Treasury & Finance Conference 2013 - Citibank

1Latin America Treasury & Finance Conference 2013
10th
Latin America
Treasury & Finance Conference 2013
Regional Synergies to Drive Sustainable Growth
May 6 - 8, 2013 I Miami, Florida
Transaction Services
Approved for up to 11.1 CTP/CCM
recertification credits by the
Association for Financial Professionals
In partnership with:

2 Latin America Treasury & Finance Conference 2013
Welcome
Welcome to Citi Transaction Services Latin America’s 10th annual Treasury and
Finance Conference
The prospects of Latin America stand in stark contrast to much of the rest of the
world. Economic growth in many countries in Latin America is strong, the region’s
population is becoming wealthier and a number of governments have adopted far-
sighted policies that are encouraging stability and investment. Latin America’s place
in the global economy has been enhanced in recent years and its self-confidence has
increased dramatically.
In response, some of the world’s leading companies from the US and Europe – and
increasingly from Asia – are expanding in Latin America. Meanwhile, some of the
region’s largest corporates are becoming internationalized and are seeking to expand
outside their home market and become global players.
Latin America is changing fast. To take advantage of the enormous opportunities
available, corporates need to keep up to date with economic, financial and political
changes so that they can make informed business decisions. At the same time,
companies need to be aware of the latest innovations and best practice in treasury
services, solutions and structures and the freshest thinking about treasury
techniques. They must also pay attention to connectivity developments that could
improve their visibility, control and flexibility.
Citi Transaction Services Latin America’s 10th annual Treasury and Finance
Conference presents five separate tracks focused on Economic, Doing Business, Best
Practice, Connectivity and Trends in the region. These tracks address specific political,
economic and regulatory developments in Latin America as well as the evolution of
treasury strategies in the region. Global trends such as urbanization and the growth
of the middle class that have important implications for corporates that operate in
Latin America are also be analyzed. We hope you enjoy this unique opportunity to
hear insights from speakers from governments, regulators, global bodies and Citi on
the issues that matter to companies seeking to build a better future in Latin America.
Fernando Iraola
Latin America and Mexico
Region Head
Citi Transaction Services
Treasury and Trade Solutions
Sales Latin America Region
Head

Connectivity
Best Practices
Trends
Econom
y
DoingBusiness
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MIAMI
Treasury & Finance Conference 2013
3 Days, 5 Tracks
You choose the topic, we provide the experts
Simultaneous translation in English, Spanish and Portuguese will be available for the plenary sessions. Please note that
some expert tracks will be hosted in English
Economy Track
Doing Business Track
Best Practices Track
Connectivity Track
Trends Track
TFC

Latin America is becoming more economically integrated
as a region and is also rapidly increasing its trade flows
with other emerging market regions. At the same time,
its importance to the global economy is increasing given
relatively strong economic growth compared with much
of the developed world. The backdrop to this growth
is a wave of regulatory reform across many countries
in the region. Meanwhile, the pace of technological
advancement for both companies and consumers
is accelerating, It is essential for companies that do
business in Latin America to understand how these forces
affect their business. Corporates must have the right
financial and treasury structures in place if they are to
operate effectively and achieve their business objectives.
They must deploy new technology, harness financial
innovations and exploit regulatory changes if they are to
lower costs, reduce risk, improve efficiency and enhance
visibility and control.
Huge opportunities exist to achieve efficiencies using
commercial and prepaid cards while supply chain
finance offers a way to strengthen relationships with key
suppliers, safeguard your supply chain and potentially
lower costs. Companies are also increasingly seeking to
regionalize their treasury operations in Latin America
and are setting up shared service centers and payment
factories. More generally, the experience of the financial
crisis has reinforced how important it is to know how
much cash your company has, and where it is.
Our Best Practice Track brings you up to speed on the
latest innovations and new thinking about treasury
practices in Latin America. The emphasis throughout is
on practical solutions that are proven to deliver benefits
in Latin America. Our expert speakers explain the
relevance of regulatory changes at national, regional and
global level. They also analyze the priorities and goals
of leading companies globally and in Latin America and
demonstrate clearly how their experiences can help you
achieve better control and security and higher levels of
automation, efficiency and compliance.
Best Practices Track
Connectivity track
Treasurers across Latin America want to find
more effective ways to connect with their banking
providers. Improvements in straight through
processing in the treasury over the past decade have
increased automation and enhanced connectivity with
banks. There have been major advances in connecting
enterprise resource planning systems into corporates’
infrastructure for payment processing and greater
efficiency in areas such as reconciliation.
Banks have also worked to broaden the functionality
of electronic banking and make it more intuitive and
easier to use. New technology is making it possible
to shift many functions currently conducted within
the bank environment, such as account management
and even account opening, into the client area. This
gives corporates the ability to manage a wide range
of functions themselves, such as investigations
and exceptions. Crucially, this new capability
allows companies to view the status of requests,
investigations or other procedures – visibility and
control of accounts and account actions will be
significantly enhanced.
Meanwhile, bank connectivity is evolving rapidly
with increasing use of SWIFT and the adoption of
standardized formats such as ISO XML 20022 – partly
to facilitate this migration and also to cut costs. SWIFT
offers corporates a standard channel and infrastructure
to streamline their connectivity to multiple banks.
SWIFT’s flexibility can improve resilience and reliability
and, as a closed network, it is more secure than using
the internet. Most importantly, SWIFT can offer true
standardization and simplification of connectivity.
Our Connectivity Track addresses the latest
developments around SWIFT as well as other innovations
that affect how corporates communicate and work with
their banks. Our expert speakers explain how advances
in connectivity and the convergence of global banking
industry standards can significantly improve your
company’s efficiency and visibility. Presentations will
focus on the practical steps that corporates need to take
to seize these benefits and the particular challenges
faced by companies wanting to apply these lessons in
Latin America.
Tracks at a Glance

Latin America has become one of the most dynamic
regions in the world. With vast untapped natural
resources and accelerating industrialization and
urbanization, prosperity is spreading throughout the
region. Many countries have a growing middle class
and attractive demographics. Homegrown national
champions are expanding to become regional players
– and have global ambitions – while international
corporates are eager to harness the opportunities that
Latin America offers.
Latin America’s success in recent decades has come
about because of strong commodity prices, growing
trade links with other emerging markets and increasing
infrastructure investment. Most important however, has
been economic and financial reform in many countries
across the region. According to the International Finance
Corporation and the World Bank, of the 50 economies
improving business regulation for local firms the most
since 2005, six are in Latin America and the Caribbean.
Many countries in Latin America now have impressive
track records of implementing regulatory reform
designed to make it easier for entrepreneurs to do
business. Indeed, some countries in the region have
maintained the momentum of reform despite changes
in political leadership. Nevertheless, there is still work
to do to make it easier for business to flourish in Latin
America and to unlock further economic growth: it
can be difficult to navigate the regulatory and legal
environment in some countries.
In our Doing Business Track, we look at some of the most
important economic, financial and political events of the
past year and consider their implications for business.
Our expert speakers from government, regulatory
bodies, the corporate world, finance – and Citi –share
their knowledge about the issues and challenges that
you face in the region. They also deliver insights on
possible outcomes and developments so that you can
ensure your company is prepared for the future.
Doing Business Track
Trends Track
The pace of change in the business, regulatory, economic,
financial and technological worlds is accelerating. In
business, it is more important than ever for companies to
remain flexible so that they can respond to market changes
– and competition – swiftly and effectively. Regulatory
changes, both globally and locally, are increasing the cost
of compliance and changing how the banking industry
serves its corporate clients. Meanwhile, low growth in much
of the developed world is shining the spotlight on growth
opportunities in emerging markets, including Latin America.
Finally, technology is changing how companies communicate
and operate.
Keeping up to date with the latest industry developments
and changing treasury, macro-economic, business and
technological trends can be challenging.
Understanding how change impacts your company is harder
still. In our Trends track, our expert speakers address
a wide range of issues and offer practical insights that
companies can apply. In an increasingly complex world, our
presentations help you make sense of change so that you
can focus on information that will deliver results.
Presentations in this track cover a wide range of topics that
relate to the challenges facing businesses in the today’s
uncertain global environment and the opportunities that
uncertain times create. These include the latest thinking
on globalization and development issues as well as insights
for specific sectors. Other topics for discussion include
developments in treasury practices within Latin America and
new trends in finance, such as the role of multilateral and
Export Agency Financing.

Program Highlights
Latin America Regional Resilience Ahead of Challenging Environment
Despite the formidable obstacles to growth in the global landscape, Latin America
has maintained economic growth. Brazil, the largest Latin American economy may
have its worst annual performance since 2009, but it is still growing. Mexico is
rapidly becoming an economic powerhouse to challenge Brazil. In Colombia, growth
has slowed down, partly on the back of rate rises designed to rein in borrowing, but
forecasts still range from 2% upwards. In Peru, once a source of only bad news, the
economy is growing well. The country has quintupled its external investments and
boosted its exports six fold. This regional resilience provides significant opportunities
for those ready to invest and take them.
Multilatinas Expanding in the Global Market
As Multilatinas expand, efficiency, control, and optimization become more and more
important. In this session, we review key treasury and finance best practices that
fast-growing companies have deployed. We also hear from a corporate panel on their
experiences, and learnings, as they have grown regionally and globally.
Urbanization and Infrastructure: The New Role of Cities
Accelerating urbanization and digitization are revolutionizing how people live,
work and communicate, and bringing new challenges, expectations and aspirations
in cities. Rapid urbanization will require significant infrastructure investment
and modernization. As the same time, the digitization of services to the public is
providing inclusive access by providing services to the unbanked citizens in new
ways. Through the “Citi for Cities” initiative, Citi is helping to transform the ways in
which cities operate and develop by helping to enhance public services, facilitate
commerce, expand financial inclusion and harness advances in digital, mobile and
card technologies.
Getting Working Capital Excellence through Supply Chain Finance
Over the past 2-3 years supply chain finance has become an essential tool for
improvement of working capital on big buyers and small and medium suppliers
linked to the supply chain. Learn from important corporate names in Latin America
about their experience on these programs and the results obtained so far. A panel
of corporate treasurers will share their views with the audience about main topics to
consider when implementing a supply chain finance program and how to overcome
obstacles that usually arise in order to implement a successful program.
Top Priorities for Senior
Treasury and Finance
Professionals in 2013
In today’s complex and
evolving market environment,
what is top of mind for
treasury and finance
professionals across the
globe? We review key
findings from Citi’s Treasury
Diagnostics global research
and get viewpoints from a
panel of senior corporate
practitioners.

Banking in Asia
With the increase in Latin America / Asia trade flows companies have set their
strategy on the Asian markets. We will discuss the potential effects of these flows and
learn about the trade solutions that will help your business to take advantage of the
most active trade corridor by increasing efficiencies, leveraging opportunities, and
streamlining cross-currency benefits.
Supporting the Global Needs of Latam Treasurers as both Investors and Issuers
In addition to managing debt issuance activities, many corporate treasuries also
oversee their firms´ investment management functions. In this session we will review
some of the newer tools available to treasurers to help them execute their roles as
issuers and investors and will discuss how these have been successfully been utilized
by different companies throughout the region.
Women in Finance
This expert track is geared towards empowering women and promoting their
professional growth in the finance world. It will comprise a one and a half-hour
lecture on organizational savvy skills by a specialized consultant that will be followed
by presentations on Citi and Citi’s clients’ diversity strategies. The objective of this
session is to discuss promoting diversity and drive women’s success as a way to
enhance organizational results.
Building a Simplified Regional Treasury to Drive Growth in Latin America: A Client
Perspective with Syngenta
The most important challenges facing Regional Treasurers in LATAM today are how
to successfully deliver operational efficiencies, centralize risk management and
help drive growth.
Syngenta is one such company that has succeeded in this regard. Hear first hand
from Wagner Birochi, Regional Treasurer of Syngenta, as he shares his challenges and
achievements in successfully building a simplified regional treasury model for LATAM.
In addition, Citi will share some common themes facing Treasurers in LATAM, and will
discuss the tools used by Treasurers to achieve synergies across the region.
Integrated Treasury and Finance: Connectivity and Collaboration
A wave of innovation in integrated information technology solutions will drive
efficiency and productivity gains. This session will explore how treasury and finance
will benefit from advanced connectivity, cloud solutions, and collaborative workflows
with banks and other business partners.

Trends
9:40 - 10:40 am Top Priorities for Senior Treasury and
Finance Professionals in 2013 (Panel)
Day 1, Monday - May 6th
7:00 - 8:15 am Registration and Breakfast
8:30 - 8:50 am Opening Remarks
Economy
Speakers
Speakers
Speakers
8:50 - 9:40 am
Global Economic Outlook: Opportunities in a
Changing World
Fernando Iraola
Citi Transaction Services Latin America and Mexico Region Head
Renato Grandmont
Chief Investment Officer, Citi Wealth Management Latin
America
Michael Guralnick
Global Sales Head Treasury & Trade Solutions Citi
Ron Chakravarti
Global Solutions Head, Citi Liquidity Management Services
Susana Quiroz
Americas Treasury Banking Manager
Procter & Gamble
Kevin Fahey
Managing Director - Cash Operations - Corporate Treasury
General Electric
Ricardo Merrighi
Financial Director, Treasurer
Phillips
Daniel Brandao de Castro
Treasury Director
Publicis Group

2:00 - 2:45 pm
Trends Doing Business Trends
Multilatinas Expanding in the
Global Market
Digital Technologies Enabling the
Treasury*
Argentina and Venezuela: the
Environment and Challenges
Ahead
12:30 - 2:00 pm Networking Lunch
Elyse Weiner
Global Product Head, Liquidity
& Investments Treasury & Trade
Solutions Citi Transaction
Services
Gisele Remy
Treasury and Financial Strategy
Director
BELCORP
Ricardo Dessy
Industry Sales Head for the
Non-Bank Financial Institutions
Sector in Latin America, TTS,
Citi
Antonieta Perez
Citi Transaction Services head,
Citibank Venezuela
Hubert J.P. Jolly
Managing Director
Channel & Enterprise Services
Transaction Services, Global
head, Citi
Juan Carlos Lozano
Latin America Region Head
Payments and Channels
Services, TTS, Citi
Speakers SpeakersSpeakers
10:40 - 10:55 am Coffee Break
10:55 - 12:30 pm Corporations Internal Security: Biggest Mistakes
Best Practices Speakers
Frank Abagnale
One of the most famous and colorful
reformed con-men of our times and
advisor to the FBI for over 30 years.
Rene Castillo
Investigations Director for Citibank -
Banamex for Mexico & Latin America
* English Session

3:00 - 3:45 pm
Best PracticesBest Practices
Banking in Asia* Dealing the Best Cards: Smarter
Payment Solutions*
Getting Working Capital
Excellence through Supply
Chain Finance (Panel)
Doing Business
Fernando Granziera (Moderator)
Chief Operating Officer
Citi Transaction Services, Latin
America & Mexico
Noemi Castro
Corporate Treasury Head
Novartis
Mariano Tannenbaum
Corporate Treasury Director
Arcos Dorados
Alejandro Furque
Head of the Treasury &
Insurance Department for
Central America & Andean
Region
Unilever
Othman Gamero
Trade Services Head Latin
America
Ines Bustillo
Director, United Nations
Economic Commission for
Latin America and the
Caribbean (ECLAC/CEPAL)
Paulo Fernandez
Head of Commercial Product
Development and Management
Caribbean
MasterCard Worldwide
Martin Cannings
Commercial Cards head Latin
America
Mario Pazos
Product Head of Prepaid Cards
for Latin America
Solana Cozzo
Head Prepaid Development and
Management
Caribbean
Speakers SpeakersSpeakers
* English Session

Best PracticesTrends
4:00 - 4:45 pm
Andre Gomes
Deputy Director of the
Broadband Department
in Brazil’s Ministry of
Communications
Ebru Packan
Managing Director
Global Payments Head
Juan Carlos Lozano
Latin America Region Head
of Payments and Channels
Services
Speakers Speakers
4:45 - 5:30 pm
Doing Business
Urbanization and Infrastructure: The New Role
of Cities (Panel)
Leveraging Shared Service
Centers in Procurement and
Supplier Management*
Enabling Development through
Telecommunication: The
Brazil’s Case*
3:45 - 4:00 pm Coffee Break
Trends
Oscar Mazza (Moderator)
Latin America Branded
Consumer & Healthcare
Segment Head & Andean Region
Citi Transaction Services Head
Vanessa Gibson
Aftercare Director for the Costa
Rican Investment Promotion
Agency, CINDE
Oscar Rodriguez
President and Managing Director
Brigdestone
Francisco Camargo
Citi Services Center Costa Rica
Head
Speakers
Best in Class Costa Rica:
Continued Growth in the
Shared Service Centers
Regional Scene (Panel)
Speakers
Jorg Paasche (Moderator)
Public Sector Latin America Head
Hederverton Andrade Santos
Director EPL – Company Planning and Logistic ( Ministry of
Transportation)
David Rodriguez Restrepo
Ministry of Finance City of Medellín
Juan Fernando Vasquez Velásquez
Chief Financial Officer
ISAGEN
* English Session

Speakers
Stephen Leach
Emerging Markets Economist Corporate and
Investment Banking, Citi
Doing Business
10:30 - 11:30 am Doing Business: Why Choosing Costa Rica?
12:15 - 1:30 pm Networking Lunch
Best Practices
8:30 - 9:15 am Latin America Regional Resilience Ahead of
Challenging Environment
Best Practices
11:30 - 12:15 pm Global Financial Regulation: Impacts for
Corporate Treasurers
Doing Business
Speakers
Speakers
Speakers
9:15 - 10:15 am Doing Business in Panama
Day 2, Tuesday - May 7th
Jose Pacheco Tejeira
Deputy Minister of Foreign Trade at the Ministry of
Trade and Industry of the Republic of Panama
Ricardo Fernandez
Panama Citi Transaction Services Head
Anabel Gonzalez
Minister of Foreign Trade of Costa Rica
Marcelo Gorrini
Citi Country Officer
Costa Rica
Elyse Weiner
Global Product Head, Liquidity & Investments
Treasury & Trade Solutions Citi Transaction
Services

Connectivity Track
Connectivity
1:30 - 2:15 pm The Path of Evolving Integration
Connectivity
2:15 - 3:00 pm Converging Liquidity and Connectivity
Speakers
Speakers
Alejandro Chazarreta
Latin America Implementations Head
Juan Carlos Lozano
Latin America Region Head of Payments and
Channels Services
Rene Schuurman
Director
Global Product Manager Connectivity Services
Oddete Izquierdo
Liquidity & Investment Head Latam
Citi
Frederico Tinoco
Latin america epc treasury and trade sales
Doing Business
Doing Business in Brazil:
Strategic Project of the Brazilian State
Doing Business
Doing Business in Panama II
Speakers Speakers
Director EPL – Company Planning and Logistic
( Ministry of Transportation)
Jose Pacheco Tejeira
Deputy Minister of Foreign Trade at the
Ministry of Trade and Industry of the Republic
of Panama
1:30 - 2:15 pm
Best Practices
2:15 - 3:00 pm
Supporting the Global Needs of Latam
Treasurers as both Investors and Issuers
Best Practices
Receivables Solutions and Structures
Trends in Latin America
Speakers Speakers
Marcia Rothschild
Latin America Client and Sales Management
Head, Securities and Fund Services
Michael Morcom
Director, Head of Latin American Agency &
Trust Sales
Citi Agency & Trust
Gustavo Casanovas
Latin America & Mexico Inflows Region Head

Connectivity Track
Connectivity
4:00 - 4:45 pm
SWIFT as an Ingredient to a Successful
Business Model
Speakers
John Taboada
SWIFT Latin America - North Regional Director
Rene Schuurman
Director
Citi Transaction Services, Citi
Connectivity
3:00 - 3:45 pm A Practical Co-innovation Between Citi and SAP
3:45 - 4:00 pm Coffee Break
Speakers
Bill Faulkner
Director of Treasury Solutions, SAP
Rene Schuurman
Director
Citi Transaction Services, Citi
3:00 - 3:45 pm
Best Practices Best Practices
Building an RFP: Demystifying the Concept Building a Simplified Regional Treasury to
Drive Growth in LATAM: A Client Perspective
with Syngenta
Speakers Speakers
Andres Elizalde
Director
Latin america industrials Treasury and Trade
Sales
Peter Langshaw
Global Industry Head, Treasury and Trade
Solutions
Wagner Birochi,
Latam Regional Treasurer, Syngenta
4:00 - 4:45 pm Infrastructure Roundtable
Closed by invitation Only
Trends Speakers
Clemente Del Valle Borraez
President of Financiera de Desarrollo Nacional,
Colombia

7:00 - 10:00 pm Beach Dinner Cocktail
TechBar presented by Microsoft
Please be sure to stop by the Microsoft booth to check your email using new
tablets and PCs featuring Windows 8, see some exciting new Citi applications
and enter to win an XBOX with Kinect.
Doing Business
4:45 - 5:30 pm
The Rise of Mexico: The Increasingly Important
Neighbour
Speakers
Adolfo Herrera
CEO Citi Transaction Services Mexico
Nydia Iglesias
Sub-director of Political Analysis of the National Bank
of Mexico

Day 3, Wednesday - May 8th
8:00 - 08:25 am
Best Practices
Diversity Strategy at Citi
Speakers
Ana Duarte McCarthy
Managing Director and Chief Diversity Officer, Citi
08:25 - 08:50 am
Best Practices
General Electric’s Approach to Women’s Network
Speakers
Rocio Palafox
Chief Financial Officer GE México, Central America
and the Caribbean
08:50 - 09:00 am
Best Practices
Citi Latin America’s commitment to Diversity
as a way to drive results
Speakers
Carolina Juan
Treasury and Trade Solutions Sales Latin America
Region Head
09:00 - 10:30 am
Best Practices
Expanding your Organizational Savvy
Speakers
Priscilla Douglas
Founder and principal, PH Douglas and Associate
9:45 - 10:30 am
Best Practices
EAF: Alternative Financing Techniques for
Importers and Exporters*
Speakers
Georges Romano
German Heberling
Director
Women in Finance Track
* English Session

9:45 - 10:30 am
Trends
Integrated Treasury and Finance: Connectivity and
Collaboration
Speakers
Guillermo Kopp
Financial Service Industry Lead, Canada and Latin
America Microsoft*
10:45 - 11:45 am
Doing Business
Doing Business in Colombia: Overcoming
Challenges and Identified Opportunities in
Infrastructure (Panel)
11:45 - 1:00 pm Closing and Lunch
Day 3, Wednesday - May 8th
Speakers
Edmundo Fajardo (Moderator)
Treasury and Trade Services Sales Head, Andean
Region
Citi Alberto Bernal
Bulltick - Head of Research
Clemente del Valle
President of Financiera de Desarrollo Nacional
David Rodriguez Restrepo
Ministry of Finance City of Medellín
Women in Finance Track

Conference Floor Plan
Ballroom Level
TO
BUSINESS
CENTER
CITI SOLUTIONS SHOWCASEBALLROOM FOYER
PRESENTATION
ROOM
BOARD
ROOM
BALLROOMTERRACE
BUSINESS
CENTER
TO
MEETING ROOMS
Business Center Level
Mandarin Oriental Hotel
500 Brickell Key Drive
Miami, Florida
LOUNGE
GENERAL SESSION
&
EXPERT TRACK 1
REGISTRATION
EXPERT
TRACK 2
EXPERT
INNOVATION
LAB
INNOVATION
LAB
TRACK 3
MEETING
ROOMS
Meeting Rooms Floor 6th

Frank Abagnale
Frank W. Abagnale is one of the world’s most respected authorities on forgery, embezzlement,
and secure documents. For over 30 years he has worked with, advised, and consulted with
hundreds of financial institutions, corporations, and government agencies around the world.
Mr. Abagnale’s rare blend of knowledge and expertise began more than 40 years ago when he
was known as one of the world’s most famous con men. This was depicted most graphically in
his best-selling book, Catch Me If You Can, which inspired the film, directed by Steven Spielberg
with Leonardo DiCaprio and Tom Hanks. The Tony-Award winning musical, Catch Me if You Can,
directed by multiple award winner Jack O’ Brien, opened on Broadway at the Neil Simon Theatre
in April 2011.
Between the ages of 16 and 21, he successfully posed as an airline pilot, an attorney, a college
professor, and a pediatrician, in addition to cashing $2.5 million in fraudulent checks in every
state and 26 foreign countries. Apprehended by the French police when he was 21 years old, he
served time in the French, Swedish, and US prison systems. After five years he was released on
the condition that he would help the federal government, without remuneration, by teaching and
assisting federal law enforcement agencies.
Mr. Abagnale has now been associated with the FBI for over 30 years. More than 14,000 financial
institutions, corporations, and law enforcement agencies use his fraud prevention programs. In
1998 he was selected as a distinguished member of “Pinnacle 400” by CNN Financial News – a
select group of 400 people chosen on the basis of great accomplishment and success in their
fields.
In 2004 Mr. Abagnale was selected as the spokesperson for the National Association of
Insurance Commissioners (NAIC) and the National Cyber Security Alliance (NCSA). He has also
written numerous articles and books including The Art of the Steal, The Real U Guide to Identity
Theft, and Stealing Your Life.
Director
EPL – Company Planning and Logistic ( Ministry of Transportation)
Hedeverton is lawyer graduate from Pontifícia Universidade Católica de São Paulo (PUC-SP). He
obtained his MBA in Criminal Law from ESPM and Administrative law from COGEAE/PUC-SP.
Prior to his current assignment, Hederverton was appointed Director for ANTT (National Agency
Terrestrial Transportation). He also served as Legal Advisor to the Government of Brazil and as
Legal Manager in Ecovias dos Imigrantes S.A.
Biographies

Alberto Bernal-Leon
Head of Research
Bulltick, LLC
Alberto J. Bernal-León is Head of Research at Bulltick, LLC. Previously, he was MD of Emerging
Fixed Income Research at Bear Stearns Inc. in New York City. He was responsible for covering
the Colombian, Venezuelan, Argentinean, Ecuadorian, and Mexican economies. Previously,
he was Head of Latin America Economic Research at IDEAglobal Inc. in New York City, where
he conducted in-depth economic analysis on the Latin America region. Bernal is a frequent
contributor to major newswires, local press in Latin America, prominent world newspapers, and
top financial television networks. He has also been invited to participate as a panelist on a series
of official, economic, academic events around the world.
Among other recognitions, Bernal was named the most accurate economist of Colombia in
2006 by Revista Dinero, one of the top five future economist of Colombia by the newspaper
República, one of the future top 40 executives under 40 years by the Latin American publication
Revista Poder in 2010, and one of 100 Latin America leaders under 40 by the Revista Gerente.
He is a research scholar for Columbia University’s Chazen Institute and holds a Master’s Degree
in Macroeconomics from Germany’s Kiel Institute of World Economics. He received his Honors
Bachelor of Science Degree in Economics from the University of New Orleans.
Wagner Birochi
Regional Treasury Manager LATAM
Syngenta
Wagner Birochi is the Regional Treasury Manager LATAM at Syngenta. Wagner graduated in
Business Administration from Mackenzie-SP and also holds a MBA, with emphasis in Finance
from IBMEC. Wagner started his career at WestLB (Westdeutsche Landesbank) and also held
different Finance positions at Monsanto and BASF. Wagner has also held positions in Internal
Controls and Credit Management.
Daniel Brandão de Castro
Treasury Director at Publicis Groupe for Latin America
Daniel Brandão de Castro is Treasury Director at Publicis Groupe for Latin America. He joined
the French multinational, 3rd largest communications group worldwide, leader in digital and
interactive communication in 2010. Previously, he was the Regional Treasurer at Husqvarna
where he worked for 5 years. Daniel has a broad international experience in Latin America as
Finance Director and also in France as student where he lived for almost 10 years.
He is a frequent speaker at treasury management, corporate finance and shared services center
conferences, speaks 5 languages and holds a degree in Civil Engineering from Escola Politécnica
- University of São Paulo, a post graduation in finance from Fundação Getúlio Vargas – SP and a
master degree in Finance and Quantitative Methods from FEA/USP also obtained at University of
São Paulo. He is actually based in São Paulo and has recently been invited to join the committee
of young executives of the Brazilian French Chamber of Commerce.

Ines Bustillo
Director, United Nations Economic Commission for
Latin America and the Caribbean (ECLAC/CEPAL)
Inés Bustillo is the Director of the Washington Office of the United Nations Economic Commission
for Latin America and the Caribbean (ECLAC). She joined ECLAC in 1989 as Economic Affairs
Officer working on a variety of topics, including macroeconomic analysis, international trade and
finance.
Previously, Ms. Bustillo was Professor of Economics at Universidad Anáhuac in Mexico City
and Visiting Faculty at American University in Washington D.C. Other positions held include
consultant to the World Bank, the Center for Latin American and Monetary Studies (CEMLA), and
Operadora de Bolsa in Mexico City. She is the author of several articles and a frequent lecturer at
universities, think tanks, and other fora.
Ms. Bustillo, a national of Uruguay, earned her M.A. and Ph.D. degrees in economics from
American University.
Francisco (Chico) Camargo
Managing Director
CSC Costa Rica Head
O&T Citi Shared Services, FRO
Francisco (Chico) Camargo is currently the site leader for the Citi Services Center(CSS) in Costa
Rica.
Chico has over 30 years of diverse experience in the finance, external audit and shared services
function. He has assumed different roles within Citi, ranging from Regulatory Reporting, FP&A,
Systems implementation and Shared Services in different locations in Latin America and in the
US. Before joining Citi, Chico worked for the Audit Division at PWC.
Chico Camargo has joined Citibank Brazil as a finance intern in 1985. He went on to holdvarious
Finance related positions in Brazil and the Latin America regional office before joining CSS North
America in 1999, where he was instrumental in rolling out systems across Latin America and
centralizing country processes in the CSS Tampa center.
In 2008, Chico Camargo was appointed site leader for Costa Rica and he was responsible
to lead the establishment of the Center in Costa Rica. The site has grown to more than 800
professionals in 5 years. CSS Costa Rica has built an excellent reputation within Citi and the
overall Costa Rican market as a leader in the shared services industry.
Chico Camargo is a member of the Junior Achievement Costa Rica Board of Directors since
2011. From 2006 to 2007, Chico Camargo has served as the vice president of the board of
directors for the Hispanic Services Council in Tampa, Florida. Hispanic Services Council assisted
Hispanic families and individuals in their successful integration into the community through
bilingual and bicultural support services, education and advocacy. He holds an Economics degree
from Universidade Mackenzie in Sao Paulo, Brazil.

Martin Cannings
Head of Commercial Cards Latin America
Since January of 2013 Martin Cannings has led the management of the Commercial Cards
business in the Latin America region, with responsibility for a broad suite of card based solutions
across 12 countries in the region. Prior to this, Martin lead the Commercial Card Product
Management team in Europe Middle East and Africa and was responsible for the strategic
build-out of the business in the region. Martin joined Citi in 2002 and has undertaken a variety
of senior roles within the business, from sales and marketing to Product Management. He
has managed the migration of the cards business to chip and PIN, and launched a variety
of innovative new solutions in his time with the business. More recently Martin has led the
development of the Virtual Card Account (VCA) and Meeting Card products. Martin has a BA
(Hons) in Classics from the University of Newcastle in the UK.
Gustavo Casanovas
Latin America & Mexico Inflows Region Head
Gustavo Casanova is Managing Director and the Latin America & Mexico Inflows Region Head.
He joined Citibank in 1991 as Trade Product Manager. From 1991 until 2001 he had different roles
and responsibilities as Product Specialist, Transactor and Sales. In 2001 he was promoted to
International Trade Head for Argentina and from 2004 to June 2007 he was the Trade Business
Head for Latin America South Cluster.
On June 2007 he was appointed Citi Transaction Services(CTS) South Cluster Head responsible
for the Treasury, Trade Services and Securities Fund Services businesses for Argentina, Uruguay
and Paraguay.
He was also Director and member of the Senior Management of the Branch at Citibank N.A. in
the Republic of Argentina, Director at GIRE S.A. (Company specialized in Electronic information
and solutions for Collections), Director and Vice Chairman of the Board at Interbanking S.A.
(Electronic Clearing House). In both companies Citibank is shareholder. On May 2011 he was
appointed Latin America & Mexico Inflows Region Head and he is a member of the CTS Latin
America Management Committee.
Gustavo has a degree in International Trade from Universidad Argentina de la Empresa with
international trainings in Spain (Foreign Chamber of Commerce) and Italy (Istituto Nazionale per
il Commercio Estero – UNCTAD / GATT).
Rene Castillo
Investigations Director for Citibank - Banamex for Mexico & Latin America
Colombian national with more than 30 years of experience in Corporate Security & Investigations
in the Americas and Middle East Expert in domestic & international terrorism, Crisis Management
(Kidnappings and Negotiations), extortions, Intelligence and Counter-Intelligence.
Bachelors Degree in Criminal Justice, Military sciences and Military Resources Administration
Previous Jobs: Security Director for Central and South America for companies in the Oil,
telecommunications and Pharmaceutical sector.
Currently is the Investigations Director for Citibank / Banamex for Mexico & Latin America since
2005.


Noemi Castro
Corporate Treasury Head
Novartis, Mexico
Noemi Castro has worked in the Novartis Mexico Group for 24 years. Since 2008, Noemi has
been the Novartis Corporate Treasury Head. During this time she successfully led the Group
through the international financial crisis of 2009 and merged all the treasury operations of the
Mexican business units in one centralized service center.
Before this position, Noemi was the Internal Control Head for 7 years, reinforcing compliance
culture within the company, after implementing Sarbanes Oxley standards in 2004. Prior to that,
Noemi had several responsibilities in Business Planning and Analysis for 7 years, performing as
key player in Novartis blockbusters financials.
Noemi studied Business Administration in the Universidad Nacional Autónoma Metropolitana of
Mexico.
Solana Cozzo
Head of Prepaid Development and Management
Latin America and the Caribbean
Solana Cozzo is currently Vice President of Prepaid Development and Management for
MasterCard’s Latin America and Caribbean region. In this role, she is responsible for devising
strategies related to the development of MasterCard’s suite of prepaid products - across all
verticals - and for enhancing MasterCard’s value proposition in this space, throughout the region.
Prior to joining MasterCard, Solana was Head of Citi’s Prepaid Cards Business in Latin America.
As part of this role, she was responsible for the expansion and success of Citi’s Prepaid Cards
business across the region, driving the adoption and growth of the product in each new market.
Sol spent 10 years at Citi, where she worked in a variety of roles and businesses including Retail
Bank, Citi Cards and Global Transaction Services, spanning Argentina, Brazil and North America.
Sol is the Council President of ACCION International, a global non-profit dedicated to creating
economic opportunity by connecting people to the financial tools they need to improve their
lives. Born in Argentina, she completed her Industrial Engineering degree from the Catholic
University of Argentina and her Executive MBA from Columbia Business School. She currently
resides in Miami.

Clemente del Valle
President of Financiera de Desarrollo Nacional, Colombia
Clemente del Valle, is currently the President of Financiera de Desarrollo Nacional a government
owned Infrastructure Development Financial Institution. He is responsible for transforming the
institution into a catalyst for infrastructure financing in Colombia.
Mr. del Valle joined the World Bank in 1997 as Lead expert of Debt Management and public
markets development. He also worked as Global Manager of ESMID, a technical assistance
program for capital markets development, and as a Lead expert on capital markets; both
positions as part of the World Bank in Washington D.C. between 2006 and 2012.
Before joining the World Bank Mr. del Valle worked as Chairman of the Colombian Securities
Regulator in 2002. Between 1989 and 1994 he held prominent positions in Colombia such as:
General Director of Public Credit of the Ministry of Finance; Managing Director of capital markets
of Corporación Financiera del Valle, a local leading Investment Bank; and General Director of
Foreign Trade and Deputy Vice minister at the Ministry of Industry and Trade.
Mr. del Valle has also worked as a member of the Board of Director for numerous public and
private sector companies. He also worked for the Ministry of Economic Development and the
National Planning Department.
Mr. del Valle earned a M.Sc. in Economics with emphasis in Monetary Economics from the London
School of Economics and from Los Andes University in 1989 and 1984, respectively. He received
his B.Sc. Degree in Economics from Los Andes University in 1982.
Ricardo Dessy
Non-bank Financial Institutions Industry Head, Latin America
Ricardo Dessy is the Industry Sales Head for the Non-Bank Financial Institutions Sector in Latin
America. He joined Citi Argentina to work on strategic projects in1996. Ricardo has built a
diversified background as he has worked for several distinct areas in Citi. He is based in Buenos
Aires, and has lived in London and NY where he engaged in a variety of short-term assignments.
Before joining Citi, Ricardo worked as an economist and financial analyst for IBM and BBVA. He
is an academic economist with a Masters Degree in Economics, and holds graduate studies in
Finance and Strategy from CEMA and Wharton School. Currently he teaches Finance and Capital
Markets at Universidad Nacional de la Plata, in Argentina and acts as an instructor in several Citi
courses related to Economics, Risk, and Finance. He has authored several economic articles and
is a frequent speaker in financial events.

Ana Duarte Mccarthy
Managing Director and Chief Diversity Officer, Citi
Ana Duarte McCarthy is Managing Director and Chief Diversity Officer, Citi. Appointed to the
role in 2002, Ana is responsible for the development and integration of Citi’s global workforce
diversity strategy for hiring and developing diverse talent, fostering an inclusive work
environment and ensuring management accountability.
Since assuming the role, Ana has established a framework of policy and practices that have
advanced Citi’s recognition as a top company for diversity. Among her accomplishments, Ana led
a global team that designed and launched Citi’s flexible work strategies, was instrumental in the
adoption of leadership development initiatives for women and fostered Citi’s employee network
program, now spanning more than seventy networks. Ana joined Citi in 1995. Her previous
roles at Citi have been within global diversity, including Vice President, Diversity Management,
Citibank, Director of Diversity, Global Consumer Group.
Before coming to Citi, Ana held leadership position within educational opportunity and higher
education at Passaic County College and the new School for Social Research. Ana left the New
School in 1994 when she joined Kidder, Peabody, Inc. as Assistant Vice President of Compliance
and Diversity Programs.
Ana received her bachelor of arts degree in biology from Lafayette College and a master of
education degree in Counseling Psychology from Columbia University.
Ana serves on the member of the board of directors of the Families and Work Institute, the PhD
Project, and the Corporate Advisory Board of the National Council on Research for Women. She
is a member of the World Economic Forum Global Agenda Council on Women’s Empowerment.
Ana also serves as an adjunct faculty member at Columbia University’s School of International
and Public Affairs.
Among other recognitions, Ana has been named to Hispanic Business Magazine’s 25 Elite Women
and received Out & Equal Workplace Advocates’ Champion Award for her support and advocacy
of workplace equality for the gay, lesbian, bisexual and transgender community. Ana currently
resides in Basking Ridge, New Jersey, with her husband and 17-year-old daughter.
Ron Chakravarti
Global Solutions Head, Citi Liquidity Management Services
Ron leads a global team responsible for treasury advisory services and integrated global liquidity
and working capital management solutions for Citi’s corporate and financial institutional clients.
He joined Citi in 2006 and is based in New York City.
His experience prior to Citi includes consultancy at Treasury Strategies, as principal for treasury
and risk advisory in the Global Corporate Consulting practice. He was previously senior vice
president at ABN AMRO, heading its North and Latin America Liquidity Management transaction
banking business; and, at Standard Chartered, in leadership roles in transaction banking and
corporate banking.
Ron’s career spans Asia, Europe, North America and Latin America. He is a frequent speaker
at treasury conferences around the world and has authored numerous research papers and
published articles on treasury, risk, and working capital management topics.
Ron holds an MBA from the University of Massachusetts, Amherst and a BA (Hons) from the
University of East Anglia.

Alejandro Chazarreta
Latin America Implementations Head
As the Head of Citi Transaction Services Latin America Implementations, Alejandro is responsible
for the local and regional units that transform cash management and trade proposals into
operative solutions, fully integrating clients and Citi systems and processes.
The Implementation organization is made of Country Implementation Units on all major Latin
America countries and the Regional Implementations Office, with more than 100 professionals
specialized in Project Management and the delivery of Cash Management and Electronic Banking
solutions. Alejandro has more than 10 years of banking experience, having acquired increased
responsibilities since he started in Citi.
Prior to joining Citi, Alejandro was Business Development Manager and Private Sector
Commercial Manager with a major Siemens subsidiary in the IT Services sector.
Prior to that, he was Business Management Senior Consultant with PriceWaterhouse Coopers,
where he led multiple projects on Business Process Reengineering, Performance Improvement
and ERP implementations with companies mostly on the Industrial and Consumer Packaged
industries.
Alejandro has a Industrial Engineer degree and a MBA (MBA Dean’s Award). He is also a CTP
(Certified Treasury Professional) with the US Association of Financial Professionals.
Andres F. Elizalde
Director
Latin America industrials treasury and trade sales
Andres F. Elizalde has a Bachelor on Business and is Public Accounting from the Universidad
Catolica Andres Bello (UCAB) in Caracas, Venezuela. He has also a Master Degree in Tax from the
Escuela Nacional de Hacienda in Caracas, Venezuela.
Since February, 2004, he was appointed Regional Sales Officer, and is a self-motivated
business professional with more than 22 years of experience at Citi, working in Sales, Product
Development and Client Relationship roles. The main scope of his experience focuses on
assisting high-level clients in Industrial and EPC regional and global sales and business support,
where his knowledge and financial success generates a real value added for them.
Edmundo Fajardo
Treasury and Trade Services Sales Head, Andean Region
Citi
Edmundo Fajardo is the Treasury and Trade Services Sales Head, responsible for the Andean
Region.
He worked in the Colombian Capital Markets for 15 years, joining Citi in 2000.
Previous to his current role, he was the Regional Product Development Manager for Direct
Custody and Clearing in Latin America. He also worked as the Securities and Funds Services
Head and CEO of Cititrust Colombia and as Product Manager for Citi Trade Finance Services.
Before joining Citi, he was Head of Capital Markets with Santander Investment Colombia S.A. and
for the duration of five years he performed the role of a fixed income broker in one of the largest
brokerage houses in Colombia. Mr. Fajardo has a Master´s Degree in International Securities,
Investment and Banking from the ICMA Center at Reading University, UK.

Bill Faulkner
Director of Treasury Solutions
SAP
Bill Faulkner has been a finance professional for over twenty years, with over ten years
specifically in Treasury. He has served various roles at IBM, GE and PepsiCo. Bill is an Alexander
Hamilton Award Winner and the founder of the International Bank Compensation Group. He
has been published in Treasury & Risk, AFP Exchange, Finance Tech, Treasury Management
International, Treasury Today and GT News, and spoken at numerous industry events. Bill is
passionate about partnering with Corporate Treasuries and teaching them how to save time
and money by leveraging automation and straight-through processing. He holds a Bachelors
Degree in Finance from Purdue University, an M.B.A. in Finance from Fordham University, and
Achievement Certificates from Harvard.
Alejandro Furque Quintero
Head of Treasury & Insurance Department, Central America & Andean Region
Unilever
Alejandro is currently the Head of the Treasury & Insurance Department for Central America &
Andean Region (Colombia, Ecuador, and Venezuela) where one of the most important projects &
achievements has been the implementation of the Supply Chain Finance tool.
He is originally from Colombia and he graduated with a degree in Public Accounting, and
obtained a specialization in Finance from EAFIT University in Colombia.
Othman Gamero
Trade Services Head for Latin America
Treasury and Trade Solutions Citi
Othman Gamero, is a Director and currently the Trade Services Head for the Latin American
region. He joined Citi in September of 2004 as a Trade Head in Venezuela with 16 years of
experience in International Business.
He has led and developed Trade Solutions for Emerging Markets over the last 5 years including
Trade Services, Finance and Corresponding Banking Financial Institutions.
He is a member of the International Trade Committee of the Venezuelan-American & Mexican
Industry Chamber. He has been guest lecturer at the International Business Forums lead by
Universidad Catolica, Universidad Metropolitana and Universidad Yacambu.
Previously Mr. Gamero worked as an Export Manager and Emerging Markets Business
Development for Consumer and Telecom industries in Venezuela, Colombia and USA. He Holds
a BA from Yacambu University and a MBA in International Business with major in Cross Cultural
Negotiations from Kyoto University Japan.

Paulo Fernandes
Head of Commercial Product Development and Management
Latin America and the Caribbean
Paulo Fernandes, a seasoned professional with over 20years of international experience in
the payments industry, joined MasterCard in 2006. He is currently responsible for corporate
payment product management in Latin America for MasterCard. His responsibilities include
the development of products for small, medium and large enterprises, as well as government
entities. Lately emphasis has been on expanding the usage of the MasterCard network to include
B2B payments not captured by card type payments, by providing financial inclusion to micro-
enterprises
Prior to assuming his current role, Paulo developed commercial payment solutions for global
financial entities and governments, leading the B2B commercial product development at
Visa International until 2003.Upon leaving Visa he joined RedRock Consultants in developing
commercial payment products for corporate entities in Asia and Latin America.
Before coming to the US in 1997, Fernandes held the role of assistant general manager of
the Credit Card Division of Mercantile Bank in South Africa, where he was responsible for the
implementation and management of commercial and consumer payments programs. Fernandes
joined Mercantile Bank in 1992 as Assistant Economist.
Fernandes has an MBA from the Edinburgh Business School in Scotland and an Economics
degree from the University of the Witwatersrand in South Africa. Additionally, he is an associate
member of South Africa’s Bankers Institute. Fernandes speaks English, Portuguese and
Afrikaans-Dutch. He is based in Miami, Florida.
Vanessa Gibson Forbes
Aftercare Director
Costa Rican Investment Promotion Agency (CINDE)
Vanessa has worked at CINDE for 14 years already; she started out as economic researcher, three
years later, she assumed the position of manager for the Service Sector, and in 2009 promoted
to Aftercare Director. Previous to that, she worked at the Central Bank of Costa Rica as an
economic assistant to the Agricultural Economics Department.During her years as Service Sector
Manager, Ms. Gibson promoted a series of initiatives not only to attract but to consolidate the
Service Sector Cluster. Along these initiatives was an aggressive company attraction strategy,
as well as the development of public-private partnership programs to invite the already installed
firms to expand and diversify their operations in the country.
In her current position as the Director of Aftercare she is in charge of providing guidance to
the companies throughout the installation process, smoothing this process. As the Head of
Department she oversees the coordination of several public-private partnership projects and
programs, which aim to improve the investment and business environment of Costa Rica.
Vanessa is an Economist and holds her licentiate degree in Economics from the University
of Costa Rica. She is also Master in Development Program and Project Evaluation from the
University of Costa Rica as well, graduated in 2006. She was born on June 2nd, 1970 and lives in
Costa Rica.

Andre Gomes
Deputy Director of the Broadband Department in Brazil’s Ministry of Communications
Andre Gomes is the Deputy Director of the Broadband Department in Brazil’s Ministry of
Communications and has under his responsibility the coordination of national broadband plan
(Programa Nacional de Banda Larga). His focus is aimed to the creation of public policies related
to broadband access with special emphasis on projects enabling the creation of favorable
environment to implement high capacity infrastructure and the extension of coverage to remote
geographical areas.
Andre holds a degree in Law from Universidade de Brasilia and specialization in
Telecommunication Law.
Anabel Gonzalez
Minister of Foreign Trade, Costa Rica
Anabel Gonzalez (born 1963) was appointed Minister of Foreign Trade of Costa Rica in
2010. In this capacity, she serves as the President’s principal advisor, negotiator and
spokesperson on trade and investment policy issues. She currently acts as Chair of the
World Economic Forum Global Agenda Council on Trade.
With experience in both the public service and private sector, Minister Gonzalez has been
involved in trade and investment policy matters internationally and domestically for the past
twenty years. Prior to her current position, she worked as senior advisor on trade and integration
at the Inter-American Development Bank (2009-2010); Director of the WTO Agriculture Division
(2006-2009); international consultant (2004-2006); Chief Negotiator of the Central America-
United States-Dominican Republic Free Trade Agreement, CAFTA (2002-2004); Director General
of the Costa Rican Investment Board (2001-2002); Vice Minister of Foreign Trade (1998-2001);
international consultant (1997-1998); Director of Trade Negotiations and Chief of Staff at the
Ministry of Foreign Trade (1991-1997 and1989 -1990, respectively). Founder and professor of
international trade law studies at the University of Costa Rica, she has lectured in over 20
countries and published extensively on trade policy, trade negotiations and investment. Minister
Gonzalez has a law degree from the University of Costa Rica and a master of laws degree from
Georgetown University.

Renato Grandmont
Chief Investment Officer
Citi Wealth Management Latin America
Renato is Managing Director and Chief Investment Officer for Citi Wealth Management Latin
America and for Citi Private Bank Latin America. He served as Head of Citi Private Bank’s New
York Investment Center, covering the regions of Latin America, Asia, Europe, Middle East and
Africa and as Interim Global Chief Investment Officer for the Citi Private Bank. He is a member
of Citi Private Bank’s Global Investment Committee and chairs Citi’s Wealth Management Latin
America Investment Policy Committee and the Brazil Investment Policy Committee. Renato has
been with Citi since 2006 and in the financial industry since 1994.
Previous to joining Citi, he was Managing Director and Portfolio Manager for Equities at GreenAm
Advisors(check the name here please); a Greenwich based multi-strategy hedge fund part of
Paloma Partners. Before moving to the buy-side, Renato founded and headed Deutsche Bank’s
Global Corporate Governance Research group. Renato pioneered corporate governance research
by combining governance and financial analysis to identify additional company risk sources and
formulate investment recommendations.
Prior to that assignment, Renato was Director of Latin America Investment Strategy for
Deutsche Bank in New York. Before that he was Latin America Strategist with Merrill Lynch
in New York. Previous to joining Merrill Lynch, Renato worked as Economist with Wharton
Econometrics Forecasting Associates WEFA Group in Philadelphia.
Renato has actively participated in the reform of capital markets’ laws, regulations and listing
standards in countries such as Brazil, Mexico and Argentina. Due to his research on this subject,
Deutsche Bank was the only foreign financial institution invited to give testimony before the
Brazilian Congress on the importance of the corporate law reform. He is a member of the Private
Sector Advisory Group and the Investor Responsibility Task Force, established by the World
Bank/IFC/OECD Global Corporate Governance Forum. He has been a speaker at many domestic
and international forums on issues ranging from corporate governance to financial markets to
investment strategy and economics.
Renato is a graduate of Harvard Business School’s Advanced Management Program, received
a Master of Science in Economics with specialization in International Financial Economics and
Econometrics from the University of Montreal. He graduated from Concordia University in
Montreal, Canada with a Bachelor of Commerce degree and a double major in International
Business and Economics. He is fluent in French, Portuguese, Spanish, and English. He was born in
Brazil and lives in Greenwich, CT, with his wife and two children.

Fernando Granziera
Managing Director
Chief Operating Officer - Citi Transaction Services Latin America
Fernando Granziera is a Managing Director and the Chief Operating Officer for Citi Transaction
Services in Latin America and Mexico.
Fernando is based in Miami, and his career spans more than 25 years in Banking. Fernando
has held senior positions in Product Management, Sales, Customer Services, Planning and
Technology in five countries (Brazil, Ecuador, Colombia, Mexico and the United States).
Prior to his current responsibilities, Fernando was the Head of Client Delivery in Latin America,
managing Services, Sales and Implementation for the region, based in Miami and Mexico and
Head of Transaction Services in Colombia and Ecuador.
Fernando started his career in Brazil, where he joined Citi, and occupied different executive
positions in the Brazilian organization, including Product Management, Sales, Planning and
Technology, based in Sao Paulo and Salvador-Bahia.
Fernando is an Engineer and holds a Master’s degree from the University of Sao Paulo in Brazil.
Michael B. Guralnick
Global Sales Head
Treasury & Trade Solutions
Citi
Mr. Guralnick has been with Citi for 28 years, and has global responsibility for the Treasury
& Trade Solutions (TTS) sales team. His principle focus is to lead and direct the global client
strategies for sales origination and cross-sell for Corporate clients.
The TTS Global Sales team’s mission is to ensure our clients are provided innovative solutions
to assist them in meeting their global, regional and local treasury management, working capital
and supply chain financing objectives. Previously, Mr. Guralnick held senior global and regional
management positions in Citi Transaction Services..
Those roles included European Cash Management Sales Head for multinational clients; Asia
Pacific Cash & Trade Sales, Marketing and Implementation Head; Singapore Cash & Trade Head;
and the Global Cash and Trade Head for CEEMEA.
Prior to joining Citi in 1985, Mr. Guralnick worked in the Republic of Korea, from 1978-1982, first
with the U.S. Peace Corps, as a Program Director, and then with LG Advertising Inc., where he
was in charge of client relationship development with Korean subsidiaries of foreign parent
companies.
Mr. Guralnick earned a Master’s of Science in Foreign Service (MSFS) degree, from Georgetown
University in Washington D.C., where he graduated with Academic Honors, and received the
Dean’s Service Citation. While at Georgetown, Mr. Guralnick specialized in Asian Studies. Mr.
Guralnick received his BA from Allegheny College, in Pennsylvania.

Dr. Priscilla H. Douglas
Founder and principal of PHDouglas & Associates
Priscilla Douglas is the founder and principal of PHDouglas & Associates a consulting firm that
helps leaders achieve breakthrough results. Priscilla coach’s individuals enrooted to the C-suite
and executive in the C-suite to be more skillful working collaboratively and strategically. The
Boston Women’s Business Journal has recognized Priscilla as one of the top ten executive
coaches.
Priscilla has worked with over one thousand individuals and teams in healthcare, financial
services, technology, manufacturing and government. She brings over 30 years of real world
experience and thought leadership from the public and private sectors to client engagements.
She knows how to walk the talk and readily shares her insights in a practical way to help her
clients
Her client list includes: Citigroup, Raytheon, Novo Nordisk, Lehman, Vertex Pharmaceuticals,
BAE, Repligen Pharmaceuticals, Commonwealth of Massachusetts, Babson College and Ketchum
Public Relations.
Her professional career includes key executive positions in government, academics and
business where she was often the first woman and the first African American. As a White House
Fellow, she served as a Special Assistant to the William H. Webster, Director of the FBI. For the
Commonwealth of Massachusetts she held two key positions: Assistant Secretary for Public
Safety in that role she launched the Governors Task Force on Domestic Violence and instituted
Hate Crimes Tracking. As Secretary of Consumer Affairs and Business Regulations she led
consumer protection and regulatory reforms. In addition, she successfully introduced the
techniques of total quality management across the Commonwealth, which led to an invitation by
the Australian Parliament to keynote their launch of quality.
Priscilla was an instructor in the masters program for Harvard University Radcliffe Seminars, and
taught courses in management, leadership and organizational behavior. She introduced seminars
to bring the voice of women in business and in politics to her students. While at General Motors,
she worked closely with the originator of the quality movement --Dr. W. Edwards Deming. At
Xerox she designed a knowledge sharing engagement process and curriculum that was deployed
globally.
Priscilla is currently a member of the Board of Leader Bank, the John Adams Institute,
Landmarks Orchestra, Northeastern University and the Museum of Science. She has been
elected by her peers to serve on the White House Fellows Alumni Association. A former and
active member of the Board of Visitors for the Defense Acquisition University and St. Jude
Children’s Research Hospital she has presented at the Aspen Institute, Club of Rome and been
a keynote speaker in forums in Singapore, Australia, South Africa and Japan. Priscilla is on the
faculty of the International Women’s Forum (IWF) offering executive development seminars to its
global business partners.

Adolfo Herrera
CEO Citi Transaction Services Mexico
Adolfo Herrera is the CEO of Citi Transaction Services in Mexico.
He has worked for 22 years at Grupo Financiero Banamex, where he has held different positions.
Adolfo participated for 7 years in the Investment Banking before he entered Acciones y Valores
Banamex when the integration with Citi took place.
From 2005 to 2010 he was the CEO of Acciones y Valores Banamex, the most important
Brokerage Business in Mexico. At the same time he was head of M&A, Private Banking, E Trading,
Global Securities Services and Local Debt Capital Markets.
In 2010, he was part of the Commercial Banking in Banamex, where he was Director Divisional
and responsible for 200 retail branches, 10 Banca Patrimonial offices and 5 Banca
Empresarial offices. He also participates in the Citi Global Innovation Council.
Adolfo holds an accountant degree from Instituto Tecnológico Autónomo de México and an
MBA from IPADE.
German Heberling
Export Agency Finance ECCA(Ecuador, Colombia, Caribbean and Central America) Head
German Heberling is responsible for origination and execution of structured finance transactions
using Official Agency support, primarily in Colombia, Ecuador, the Caribbean and Central
America region. Mr. Heberling has executed over the past years structure finance transactions
for both sovereign and private sector clients with a focus on infrastructure, as well as capital
market solutions with a focus on sovereign clients.
Since joining Citi in 1996, Mr. Heberling has over 12 years of corporate bank experience with
diverse roles including Market Risk Manager, as well as Public Sector, Financial Institutions and
Structured Finance Head of Citi Uruguay, as well as international assignments both in New York
and London in the Corporate and Investment Bank
Mr. Heberling holds a Bachelor degree in Economics from Universidad de la Republica (Uruguay),
as well as an MBA from Columbia University, a degree obtained with honors as a Fulbright
Scholar.
Nydia Iglesias
Subdirector of Political Analysis of the National Bank of Mexico.
Nydia Iglesias is Subdirector of Political Analysis of the National Bank of Mexico. She graduated
with a BA in International Relations from the College of Mexico and then obtained a Master
degree in Comparative Political Science at the University of York, in England.
During the past eighteen years Nydia has been devoted to the analysis of political developments
in Mexico, first in the Research Center for Development, where she published numerous articles
and editorial collaborations in newspapers about democratization, legislative politics, municipal
development and informal economy. Since 2000 Nydia is part of the Department of Economic
and Sociopolitical Studies of Banamex.

Fernando Iraola
Citi Transaction Services Region Head for Latin America and Mexico
Fernando Iraola is a Managing Director and Citi Transaction Services Region Head for Latin
America and Mexico. He is a member of Citi Transaction Services Executive Committee and
Citi’s Senior Leadership Team for the Latin America and Mexico region based in Miami. Before
his current role, Fernando managed the Global Subsidiaries Group (GSG) in Europe covering 24
countries in Western, Central and Eastern Europe including the Commonwealth of Independent
States (CIS) based in London. In that capacity, he was responsible for the Corporate Banking
business dealing with subsidiaries of multinational clients of Citi. Previous to this, Mr. Iraola spent
three years in Moscow where he was responsible for managing the GSG business for Central
and Eastern Europe and CIS, a role expanded from managing initially only the GSG for CIS.
Under his leadership, the GSG in CIS became one of the largest franchises for Citi worldwide.
He was a member of the GSG Global Executive Committee, and a member of the Board of
Directors of Citibank ZAO in Russia. Prior to this assignment, he was Citi Transaction Services
Head for Hungary and the CEE Non Presence Countries and responsible for managing Sales
and Coverage, Product Management and Client Delivery. Before this, Mr. Iraola held a number of
senior positions including Citi Transaction Services Relationship Manager for the Consumer and
Healthcare industries and Regional Business Head for Corporate & Investment Banking in South
Africa covering the Insurance, Energy, Retail and Branded Consumer Industries.
Mr. Iraola joined Citibank N.A. in Buenos Aires, Argentina in 1994, as a Management Associate
in the Credit Risk Analysis Unit of the Corporate & Investment Bank. In December 1995, he
was promoted to Relationship Manager and Credit Officer for the Branded Consumer, Food
and Beverage Industries managing Top Tier Local Companies (TTLC) as well as multinational
clients. In his following assignment, he was given the responsibility to cover and further
develop relationships in the Automotive industry. His last assignment in Argentina was as a
Senior Banker to the Media and Telecommunications Industries managing a portfolio of key
Multinational and TTLC names in these industries.
Odette Izquierdo
Liquidity & Investment Head Latin America
Odette leads Latin America team and is responsible for designing and delivering Liquidity &
Investment management solutions for Citi’s corporate and financial institutional clients. She
joined Citi Transaction Services through Banamex in 2011 and is based in Mexico.
Before joining Banamex, Odette worked for 15 years within Citi Venezuela Treasury. During her
15 years, she went through different areas within the treasury: Fx Trader Head, Money Market
Head and Sales & Structuring Head during the last 4 years, where main objective was to provide
treasury solutions to our top clients.

Hubert Jolly
Managing Director
Global Head of Channel & Enterprise Services Transaction Services,
Citi
Hubert Jean-Pierre Jolly is the Global Head of Channel & Enterprise Services for Citi’s
Transactions Services. In this role, J.P. is responsible for Citi’s core Channel Services, including
Mobile, CitiConnect® (Swift, File, Messaging) and CitiDirect® Banking Evolution, the only
online banking platform with capabilities that span 24 languages, 90 countries and over
100 currencies (and the #1 Online Corporate and Commercial E-Banking Platform, as rated by
Greenwich Associates for 5 years and #1 in Mobile Corporate Banking, as rated by Global Finance
Magazine in 2011), J.P. is also responsible for global Enterprise Services including Account
Services, Billing, Analytics and Data Management. Prior to assuming this role, J.P. was the
Global Head of Cards and Procure to Pay for Citi’s Global Transactions Services with 3.5 million
Commercial Cards issued globally. Under his leadership, Citi doubled the number of cardholders
it serves, extended its global footprint to over 50 countries, expanded its capabilities to include
solutions spanning 90 markets, 40 currencies and 26 local languages, launched the industry’s
first global multi-currency virtual card platform, was mandated the largest commercial card
program by volume in industry history, and became the #1 issuer of Corporate Cards in the
United States (as recognized by The Nilson Report). In addition, J.P. led the launch of Citi’s
Procure-to-Pay (P2P) solution that combines services across Supplier Finance, Cards and
Payments with e-Invoicing and supplier enablement. Since joining Citi as a summer Analyst in
Brussels, Bel- gium, J.P. has served the organization in a variety of capacities – with leadership
roles in payments, cards, cash management, trade and project finance in the United States, Saudi
Arabia, Argentina, New Zealand, Poland, and Singapore. J.P. has extensively represented Citi
and spoken at industry conferences and is currently serving on the Advisory Board of SWIFT,
Society for Worldwide Interbank Financial Telecommunication. He has served on the Board of
NACHA, the Electronic Payments Association, and Advisory Boards of Mastercard and AFP, the
Association for Financial Professionals.
J.P. is a Belgian citizen. He graduated from Georgetown University and the London School
of Economics with a Bachelor of Science in Operational Research and Finance. J.P. resides in
Purchase, NY with his wife and three children. He is an avid alpine skier and single digit handicap
golfer.
Peter Langshaw
Managing Director Global Head for Energy, Power & Chemicals and Metals and Mining
Peter Langshaw has been with Citi for 19 years, and is the Global Head for Energy, Power,
Chemicals and Mining within Citi’s Transaction Services Group, based in Sao Paulo, Brazil. He has
worked and lived in the following emerging markets: UAE, Brunei, Singapore, Vietnam, Australia,
Saudi Arabia, South Africa.
Peter has held various senior management positions in these international assignments, both
at country and regional levels. In addition, he has extensive experience of the energy industry,
working a number of years in the oilfield sector. Following his MBA, Peter joined Citi and became
the Global Relationship Banking Head of Singapore. After which he worked as the Corporate
Bank and GTS Head in Vietnam. Later, he was promoted as Corporate Bank Head and Market
Manager for the Southern Region in Australia. In 2002, he was appointed as Corporate and
Investment Bank Head for the Central Region of Saudi Arabia.
In 2004, Peter accepted the position as Head of Multinationals and Money Transmission for
Africa and the Middle East region at Barclays. In 2006 Peter returned to Citi in his current role.
Peter holds an MBA from Manchester Business School with Finance and Strategy concentration.
He has also attended an Executive Program at Harvard Business School. Peter currently resides
in Sao Paulo, Brazil with his wife and three children.

Carolina Juan
Treasury and Trade Solutions Sales Region Head for Latin America
Carolina Juan is Managing Director and Latin America Regional Treasury and Trade Solutions
Sales Head.
Previous to her current position, Carolina was Citi Transaction Services (CTS) Head for Citibank
Colombia. Carolina also worked as an associate in Argentina’s Central Bank and in Price
Waterhouse Coopers as a Senior Consultant.
She joined Citi Argentina’s Treasury in 1992, and moved to Colombia in 1996, where she was
appointed Relationship Manager, Banker and finally Segment Head of the Financial Institutions’
cluster. Carolina holds a CPA (Buenos Aires University-UBA) and a master in Corporate Finance
from the Centro de Estudios Macroeconomicos de Argentina (CEMA).
Guillermo Kopp
Financial Service Industry Lead, Canada and Latin America
Guillermo drives Microsoft’s business growth with Financial Services firms across Canada
and Latin America. His career spans over 27 years advising C-suite executives and driving
fundamental change at top-tier firms in the financial services industry. Before joining Microsoft
in 2012, Guillermo was with a boutique consulting firm and had served as Executive Director at
the advisory research and consulting firm TowerGroup. His expertise spans multiple disciplines
to include bank cards, cash management, credit, funds transfers, risk management, regulatory
compliance, and technology innovation.
Prior to TowerGroup, Guillermo had served at Citigroup for 16 years leading corporate business
improvement initiatives and diverse banking technology services globally across consumer,
corporate, and private banking lines of business, and also at Boards of subsidiaries. Earlier in
his career, Guillermo had served as the corporate CIO of Aerolineas Argentinas, and also in the
International Air Transport Association in Switzerland.
Guillermo earned a Master’s of Science in project management from the George Washington
University and a computer science degree from the University of Buenos Aires. Guillermo and
his wife Gabriela have raised 4 children and live in Darien, Connecticut, where he also enjoys
kayaking.
Stephen Leach
Stephen Leach Emerging Markets Economist Corporate and Investment Banking,
Citi
Stephen Leach is Managing Director and Emerging Market Economist in Citi’s Foreign Exchange
Department based in New York. In this position, he advises a broad range of corporate and
institutional customers in both North America and around the world on global exchange rate
and economic developments. He joined Citi’s Emerging Market FX desk in New York in 1989, but
the need for customer service in that area increased dramatically with the onset of the Mexican
crisis in December 1997. Since then his focus has been driven by customer interest which has
led him to concentrate on the Latin America and Asia-Pacific region. Prior to joining Citibank,
Stephen spent ten years with Chemical Bank’s Foreign Exchange Advisory Services, first in
London and then in New York. Following graduate school, his first position was as an economist
in the Treasurer’s Office of Ford Europe Inc. in the UK. He has degrees in Economics from the
University of Warwick (in England) and the University of Pennsylvania.


Juan Carlos Lozano
Latin America Region Head of Payments and Channels Services
Treasury and Trade Solution Citi
Juan Carlos has been with Citi since 1985, with broad experience in different positions such as
Operations, Finance, Trade and Cash Management in Colombia, Poland, Trinidad, Central
America and the Caribbean. Through his career he has been involved in many regional and global
product initiatives, including the merger between Citibank and Bank Handlowy in Poland.
Before his current assignment he was responsible for the Cash Management business in the
Caribbean (including Trinidad, Jamaica, Dominican Republic, Haiti, Barbados, Bahamas, Guyana,
Surinam and other 10 Countries/Islands in the Caribbean), as well as the Global Remittances
Initiative in Latin America and the Caribbean.
He has played a key role in the development of the local electronic payment systems and ACH
initiatives in Colombia (ACH Colombia) and in the Caribbean and Central America region.
Juan Carlos has a B.S. in Business Administration from Colegio de Estudios Superiores de
Administracion– CESA and a Master in Marketing from CESA-EAFIT University in Colombia,
among other continued education programs sponsored by Citigroup in Corporate Strategy,
Finance, Risk Management and e-Commerce.
Oscar Mazza
Managing Director Latin America Branded Consumer & Healthcare Segment Head & Andean
Region, Citi Transaction Services Head
Graduated with a bachelor degree in Industrial Engineering and master in Corporate Finance,
Oscar Mazza has 19 years of experience within Citibank. He began his career in Citibank
Argentina where he gained experience in Trade Services, Trade Finance and Structured Trade
Financing. After 7 years within the product area, Oscar joined the Corporate Bank team in
Argentina where he held several positions in Risk Management and Relationship Management for
Large Corporate names. He was responsible for Citi’s Relationship Management for Multinational
Companies in Argentina.
In 2005 he was transferred to Miami and expanded his role as Team Leader for Latin America
Regional Client Management where he has been since developing Citi’s partnerships with the
most important clients in the region. Since 2010 he was appointed the Branded Consumer
& Healthcare Segment Head for Citi Transaction Services (CTS), leading industry driven
developments and product strategy for this segment.
In August 2011 on top of previous responsibilities he was appointed CTS Head for the Andean
Region (Venezuela, Ecuador, Chile & Peru).
Michael C. Morcom, Cfa
Director, Head of Latin American Agency & Trust Sales
Citi Agency & Trust
Michael Morcom, CFA manages Citi’s Latin American Agency and Trust sales team, which
provides domestic and cross border corporate trust services throughout the Latin American
region. Before joining Citibank, Michael worked in the emerging markets, secondary markets and
portfolio risk management groups at Ambac Assurance Corp. While at Ambac, Michael played
a leading role in the expansion of Ambac’s cross border and local capital markets securitization
business. Michael’s prior experience also includes positions at Barclays Capital, Duff & Phelps
Credit Rating Company and the Chase Manhattan Bank. Michael holds a M.S. in Investment
Management from Pace University’s Lubin School of Business and a B.A. in International
Business from the University of Scranton. In addition, he is a CFA charterholder.

Jörg Paasche
Latin America Public Sector Head
Jörg Paasche has been the Latin American Public Sector Head for Citi Transaction Services for
the last four years. He is in charge of the development and implementation of strategies in 24
countries in Latin America, seeking to increase the transactional banking businesses leveraging
on his product expertise. Jörg has been fundamental in developing customized solutions for
public entities including, among others innovative payments & collections (e-Governance),
liquidity management solutions, structured trade financing & securities services. During this
time, he has also lead important initiatives including “Financial Inclusion” & “Citi for Cities”. Jörg
is a member of the LatAm & Mexico Financial Inclusion Working Groups that were established
to develop innovative business models to deliver affordable financial products to underbanked
sectors. For the “Citi for Cities” franchise-wide initiative, he developed and instrumented
solutions especially in the areas of infrastructure modernization, efficiency transformation &
digitalization.
Jörg was previously the Latin American Correspondent Banking Head and consolidated as a lead
banking provider (International Cash Management & Trade) for commercial banks and non-banks
leveraging on Citibank’s global presence and product superiority.
Jörg Paasche has seventeen years of experience at Citigroup. Previous to these two assignments
in Citi Transactional Services (CTS), he was the Financial Institutions Head in Mexico for Global
Banking, where Citigroup-Banamex was a leading provider for banks and Non-Bank Financial
Institutions. Jörg had a key role in important Capital Markets and Corporate Finance transactions
in Mexico including the development of a mortgage backed securities market, the privatization of
toll roads and airports, the implementation of M&A mandates, and the negotiation of long-term
structured derivatives for development banks. He was also successful in developing the Mexican
transactional banking business consolidating as the lead custodian for institutional investors and
the main cash management provider for insurance companies.
Jörg holds an MBA degree from Purdue University in the US and a BS in Chemical Engineering
from the Iberoamericana University in Mexico. Jörg was also Professor of Finance for three
years.
Jose Pacheco Tejeria
Deputy Minister of Foreign Trade at the Ministry of Trade and Industry of the Republic of Panama
Engineer Jose Pacheco Tejeira, was born January 21, 1970 in Panama City Panama. He studied
in the College of Agriculture from Iowa State University. He obtained a Master’s Degree from
Cornell University in International Agriculture and attended several leadership and negotiation
programs from the graduate School of the United States Department of Agriculture.
In addition, he attended the agricultural management Program from Oklahoma State University
and the International Business Program from Harvard University as well as the Lean Supply
Chain Professional Series from Georgia Tech Logistics Innovation & Research Center. He assumed
several leadership positions in the Public Sector as Chief of International Technical Cooperation
in the Agricultural research Institute of Panama.
Currently, Engineer Pacheco is the Deputy Minister of Foreign Trade at the Ministry of Trade and
Industry of the Republic of Panama.

Rocio Palafox
Chief Financial Officer
General Electric Mexico, Central America and the Caribbean
Rocio Palafox joined GE Capital in 1994, serving first as Tax Leader for GE Capital México
and subsequently pricing leader for Commercial Finance, participating in the due diligence,
acquisition & integration of a local Bank and Insurance company.
In 1998 she joined the GE Capital Real Estate team serving in several leadership roles including:
Chief Financial Officer, Finance Manager for Mexico & South America and Controller where
she actively participated in assessing investment opportunities, handled FP&A duties and the
established controllership processes for the rapidly growing platform in Mexico.
Rocio played a key role in the acquisition and integration of several portfolios as well as the
consolidation of the lending business.
She was promoted to her current leadership role as Chief Financial Officer of GE México & CAC in
September 2011.
Prior to joining GE Capital, Rocio worked at Tax Advisory firm in Mexico City and was a University
Teacher at the Instituto Tecnológico Autonomo de Mexico (ITAM).
She earned a BA in Public Accounting (CPA) from the Instituto Tecnológico Autónomo de México
(ITAM) in 1992.
Mario F. Pazos
Product Head of Prepaid Cards for Latin America
Mario Pazos is Senior Vice President and Latin America Prepaid Cards Head within Citi
Transaction Services area based in Miami, Florida. Mario joined Citi in 2012 and, in his current
role, he is responsible for new product development, product rollout and business profitability
throughout the Latin America Region.
Mario brings 9 years of experience in Sales & Marketing for Information Technology and
Consumer Electronics segment. Prior to joining Citi Latin America in 2012, Mario worked at
Sony for 8 years. While at Sony, Mario held the position of Regional Senior Marketing Manager
for Latin America and was responsible for managing the Digital Imaging Business group. Mario
transferred to Sony Latin America, Inc. from Sony Peru where he was responsible for the Home
Audio & Video Business group.
Before joining Sony, Mario began his career with Microsoft Peru in 2004 as a Sales Analyst for
the Enterprise & Partners group. Mario received his bachelor’s degree in Business Administration
from Universidad del Pacifico in Lima, Peru, where he was born and raised.

Antonieta Pérez Serrano
Citi Transaction Services Head
Venezuela
Antonieta Perez is the Citi Transaction Service (CTS) head of Citibank Venezuela since December
2010. CTS in Venezuela provides local and international cash management, trade services and
supply chain finance solutions to corporations, financial institutions and government entities,
and securities and fund services (DCC, investors and issuers) to capital market participants. In
2012, the business delivered revenues of USD 59 million and operating margin of USD 36 million.
During 2012, the business had USD 1.9 billion of average liabilities and USD 700 million of assets
under custody. Antonieta is also responsible for the client delivery area of the global corporate
bank of Citi Venezuela. Antonieta manages a team of 22 people.
During her time in CTS, Antonieta has been able to maintain a controlled environment in terms of
credit, compliance and operational risks in spite of a challenging political and economic scenario.
She has lead her team to obtain historical high levels of international cash management liabilities
and revenues of trade. These accomplishments were performed by creating and deepening
relationships with key customers and by restructuring the CTS team, hiring new players on key
positions.
Antonieta began her career in Citi in 2001 as a cluster associate of the corporate bank.
From 2002 to 2008 she became a relationship manager and later a cluster head of the
pharmaceutical, beer & beverage, metals & mining, technology and branded consumer industries.
From 2008 to 2010, Antonieta was the Public Sector and FI head of Citi in Venezuela. She was
responsible to manage more than USD 900 million of credit facilities with no losses. She also
generated more than USD 20 million on onetime fees with capital markets transactions with key
customers such as PDVSA, CAF and the Venezuelan Government.
Since 2005, Antonieta has been part of the women’s council of Citibank Venezuela and in 2012
she became part of the women’s council of CTS Latin America. During this time she has been
working on several initiatives to help women grow.
Antonieta is a graduate of the University of Miami where she obtained a Bachelor’s degree in
Economics and an MBA in Finance.
Oscar J. Rodriguez
President and Managing Director
Bridgestone de Costa Rica, S.A.
He currently holds the position of President and Managing Director for Bridgestone Costa Rica.
Previous to this role he was the President for Bridgestone Firestone Venezuela. In 2003 he was
appointed Vice President for Manufacturing Operations, while the previous year he served as
Vice President Sales & Marketing for Bridgestone Firestone Venezuela. During the 90’s he has
assumed different roles: Sales & Marketing Director, Bridgestone Firestone Venezuela, Domestic
Sales Manager, Bridgestone Firestone Venezuela, Sales Engineering & Dealer Development
Manager, Bridgestone Firestone Venezuela, Logistics Manager, Grace de Venezuela and Division
Manager, Tire Building & Curing, Bridgestone Firestone Venezuela.
He joined Bridgestone Firestone Venezuela in 1986 as Quality Inspector (Daily Payroll). In 1987
he assumes the role of Radial Tire Building & Curing Production Supervisor, followed by Field
Engineer and Process Engineer for the Technical Department Radial Tire Building & Curing
Process in 1988. In 1989 he transition to the Cell Manager Radial Tire Building & Steelastic
position.
He has a bachelor degree in Systems Engineer from Universidad de Los Andes, Mérida, Edo.
Merida, Venezuela and a MBA in Industrial Engineering from Universidad de Carabobo Valencia,
Edo. Carabobo, Venezuela among other studies such as: Vanderbilt Owen Graduate School of
Management; Leadership Development Program ADEN Business School International Executive
MBA.

Ms. Marcia Rothschild
Latin America Client and Sales Management Head, Securities and Fund Services, Citi
Co-Director, Brazilian Chapter, The Hedge Fund Association
Marcia brings over 18 years of global industry and product experience, including senior positions
at Citigroup in Brazil, Luxembourg and the United States, FXall, the leading multi-bank foreign
exchange trading web portal and at BNP Paribas, where she was most recently the Head of
Securities Services in Brazil. Marcia is an active member of the financial services community, as
well as a strong supporter of the fast growing alternative investment industry in the region. Born
in Brazil, Marcia received a BA from Fundação Getúlio Vargas, the top business school in Brazil,
and a MBA from Duke University’s Fuqua School of Business.
Gisele Remy
Director of Treasury and Financial Strategy, Belcorp
Gisele Remy, Director of Treasury and Financial Strategy at Belcorp, is in charge of Belcorp´s
Centralized Corporate Treasury in Lima, Peru. She is responsible for the liquidity and cash
flow management for the 16 countries where Belcorp operates, as well as funding, FX strategy,
investment and financial planning for the Belcorp Group. Prior to joining Belcorp in 2009, Gisele
worked in investment banking in New York and London. Gisele has a Bachelor of Science in
Finance from the Wharton School of the University of Pennsylvania.
Rene Schuurman
Director
Rene Schuurman is the Global Product Manager for Connectivity Services based in Chicago, IL
for Citibank. Rene has global product responsibility for all file and message based connectivity
and integration solutions for Citi Transaction Services within Citi. These include the use of EDI
and messaging standards integration with ERP and TWS systems, and the use of SWIFT product
and services. In this capacity Rene is also a representative for Citi in EDI standard governing
bodies such as the PAY SEG and the Common Global Implementation workgroup. He is also an
active participant in the ISO20022 CGI Mapping Group
Prior to joining Citibank, Rene has worked at ABN AMRO Bank in Chicago in various roles,
including product management, technology manager and implementation manager, as well as a
business consultant at Capgemini Consulting in Utrecht, the Netherlands.
Rene graduated from the Polytechnic University of Amsterdam with a Bachelor of Science in
International Finance and Business Administration and is a Dutch national. Rene resides in
Willowbrook, IL with his wife and three children.

John Taboada
Regional Manager for SWIFT Latin America – North
John Taboada is the Regional Manager for SWIFT Latin America – North. In this role, he is
responsible for the sales and marketing activities of SWIFT products in Mexico, Central America,
and Andean Region. He is also responsible for Partners and Corporate reach in Latin America.
Prior to returning to SWIFT, he held positions of increasing responsibility during his nine-year
tenure at SmartStream Technologies, most recently as Regional Director for Latin America. His
other roles within the company included: Regional Manager for the Pre-Sales division, based in
Uruguay, and Sales Manager for Iberia living in Madrid.
During his career, Mr. Taboada’s experience has been focused on the management of IT products
and sales-orientated programmes with a focus on financial solutions. He has worked at a number
of financial institutions, specializing in the area of back-office automation and integration ,
including: the Israel Discount Bank; Republic Bank of New York; Bank of New York; Scandinaviska
Enskilda Banken and National Commercial Bank of Saudi Arabia.
He is a member of the Americas Central Securities Depositories Association (ACSDA) IT
Committee, and is based in Miami. Holds a B.S. in Economics from Iona College.
Driss Temsamani
Business Intelligence & Analytics Region Head
Citi Transaction Services, Latin America & Mexico
Mr. Temsamani joined Citi in 1994 where he started as Senior Business Interface for the
Corporate and Consumer Bank. Driss became CIO and Vice President of Strategic Planning
for Citigroup e-Business Latin America, a role under which he headed (led) the e-Commerce
infrastructure rollout throughout the region and the development of strategic alliance with
media, technology and telecommunication companies. Mr. Temsamani was then Business
Management Region Head and later the Regional Marketing Head before assuming his current
role.
Driss is a member of the US State Department Global Entrepreneurship Program and the
Aspen Institute North Africa Partnership for Economic Opportunity. He is also a member of
the American Marketing Association, the International Institute of Finance, the Association for
International Businesses, the Center for Strategic and International Studies and the Corporate
Strategy Board.
Driss is an author, a university guest lecturer and speaker at Regional and Global industry
conferences. His work has been featured in Actualidad Economica, Business News Americas,
Los Andes Económico, Business Technology News and Latin Trade. He received the Strathmore
Who’s Who Leadership Millennium Award and the Jerry Goidenberg First Place Award for Direct
Marketing.
Mr. Temsamani holds a Master Degree in Business Administration and Industrial Marketing from
Columbus University and has continued education from The Center for Creative Leadership,
Austral University and the Harvard School of Business.

Ebru Pakcan
Managing Director, Head of Global Payments
Ebru Pakcan is the Head of Global Payments for the Treasury and Trade Solutions (TTS) business
in Citi Transaction Services(CTS) division, based in New York. Prior to her appointment to her
current role, Ebru was the Head of Payments for Europe, the Middle East and Africa (EMEA)
region from 2008 to 2011. Ms Pakcan is actively engaged with Citi’s clients across Corporate,
Financials Institutions and Public Sector entities, developing payment and cash management
solutions to meet their evolving requirements.
Ms Pakcan moved to UK in 2004 to lead the CTS EMEA Implementation team, responsible for the
end-to-end delivery of new business mandated by Citi’s institutional clients in the EMEA region.
Before moving to UK, Ms Pakcan was the Securities Country Manager (SCM) in Turkey, managing
the custody and clearing business and operations. She joined Citibank Turkey in 1997 as a Project
Manager in the Technology department and later expanded responsibilities in Operation and
Technology division in various management positions.
Ms Pakcan holds a degree in Computer Engineering from Bogazici University in Istanbul, Turkey.
Ms Pakcan is actively engaged with Payments industry bodies and organizations, serving on the
Boards of CHAPS Clearing Company in UK and The Clearing House Payments Company L.L.C. in
the United States.
Susana Quiros
Americas Treausry Banking Manager
Procter & Gamble
Susana Quiros is currently the Americas Treasury Banking Manager for Procter and Gamble.
Susana joined Procter & Gamble in 2000 at the Shared Service Center in Costa Rica. Between
2000 and 2005 she performed several roles in Treasury Banking in several areas such as Cash
Management & Payments, and as well assumed the role of a Bank Relationship Manager.
In 2005 she becomes the Finance Manager for the Service Center. In today’s role Susana looks
over Latin America region with added responsibilities for the North America region as well.
Susana graduated with a MBA in Business Administration from Florida Atlantic University.

Mariano Tannenbaum
Corporate Treasury Director, Arcos Dorados
Mr. Mariano Tannenbaum is Arcos Dorados Corporate Treasury Director since 2008. Before
that he was managing director at IFG Group International in Zurich Switzerland. Prior to that he
was corporate treasury senior manager for Tyco International both in Switzerland and Princeton,
New Jersey in the areas of FX, international finance and in-house banking. He graduated with a
Magna-cum-laude degree in Economics from Universidad de Buenos Aires and holds a Master in
Finance from Universidad Torcuato Di Tella and an MBA from London Business School.
Elyse Weiner
Global Product Head, Liquidity & Investments Treasury and Trade Solutions Citi
Elyse Weiner heads a global product team responsible for delivery of an integrated suite of
liquidity management products and services. These products range from basic account services
and depository products to global cash concentration and pooling, balance information and
analytics, and on and off-balance sheet short-term investment options offered through a variety
of channels, including an expansive online investment portal. The team provides advisory and
analytical support to companies seeking to optimize corporate liquidity, treasury and working
capital management processes to improve financial performance.
Prior to joining Citi in 2004, Elyse headed the Global USD Liquidity and Investments product
team at JPMorgan Chase where she began her career at the heritage Chase Manhattan Bank in
1984. From 1997-2001, Elyse was a Director and product manager of U.S. Liquidity products for
Deutsche Bank in New York.
With over 27 years of experience in banking and financial services, Elyse has worked in
various capacities including financial controllership, asset liability management and product
management. She holds MS and MBs A degrees, is an AFP Certified Treasury Professional and
NASD registered securities principal. Recognized as an industry leader in the field of liquidity and
treasury management, Elyse has been successively named to the American Banker’s list of 25
Women to Watch.

Q1 2013
With the US avoiding the fiscal cliff for now, and growth in
Asia stabilizing, it is easy to think that the worst is over for
corporate treasurers finance directors and supply chain
management heads. Yet it may still be too soon to become
optimistic. As such, Citi’s recent Treasury Outlook for 2013
conference brought together a number of corporates,
financial services professionals and industry experts to
discuss key trends they can expect for the coming year,
and how best to not only safeguard against threats, but
also take advantage of the opportunities.
The conference kicked-off with Michael Saunders, Head
of Western Europe Economics, Citi, providing a macro-
economic outlook for the year ahead.
“In Europe, the economy will disappoint,” stated Saunders.
“Europe is finding it very difficult to become insolvent,
and as a result, is sitting on debt it cannot shift. And the
sovereign crisis in the region is far from over, with a Greek
exit likely within the next few years.”
The message was clear. Those expecting a quick return to a
healthy global economy will be disappointed, particularly as
a deep European recession means a slow recovery.
The key question, however, was how this outlook may
affect corporates in the year ahead – with concerns about
liquidity constraints and the possible US debt ceiling at
the top of many agendas. In addition to this is the looming
implementation of Basel III, which could reduce the capital
available to certain corporates, encouraging them to
instead look towards the public markets, or shadow banks.
“these challenges offer opportunities for those
willing to take the necessary steps...”
“The total capital requirements in 2011 were around 8%,”
explained Rajesh Mehta, EMEA Head, Treasury and Trade
Solutions, Citi Transaction Services. “By 2019, global banks
that operate in markets where regulators believe there
could be a systemic risk could have to keep around 15.5%
of their capital. Given this, “banks are likely to prioritize
investment grade companies when it comes to lending,”
described Mehta.
However, these challenges also offer opportunities for
those willing to take the necessary steps to increase
operational efficiency and hence competitiveness.
Citi’s Transaction Services business in reach region
is reacting to trends by implementing initiatives that
mitigate risk, increase simplification and standardization,
and encourage investment.
Treasury Outlook for 2013:
A year of opportunity
Is 2013 the year everything changes? While the economic challenges are far from over, proactive
corporates are also sensing the opportunities afforded by the new landscape. Citi’s recent
Treasury Outlook for 2013 conference highlighted key trends from each of the four major regions,
and the different ways in which the bank is engaging with clients to design solutions to address
the macroeconomic, regulatory and geographic trends.

47Latin America Treasury & Finance Conference 2013Transaction Services
Swati Mitra
EMEA Region Head, Corporate Client Sales
Management, Citi Transaction Services
EMEA: Danger and opportunity
Swati Mitra opened by reminding delegates of a quote cited
by John F Kennedy, stating that “The Chinese use two
brushstrokes to write the word ‘crisis’. One brushstroke
stands for ‘danger’ and the other stands for ‘opportunity’”.
“EMEA is a region that reflects this philosophy,” explained
Mitra. “While clearly there are many challenges in Western
Europe driven by eurozone considerations, we are at the same
time seeing many opportunities for growth and investment in
Central & Eastern Europe, Middle East and Africa.”
In order to take advantage of these opportunities for
growth, corporates are recognising the need for more
efficient treasury operations. Given this, the biggest
priority in the region is a move towards simplification and
standardisation of transactions, with the SEPA deadline
providing an opportunity to re-evaluate and re-engineer
bank account and liquidity management structures.
“SEPA isn’t just an infrastructure change for the banking
community,” Mitra continued. “For many of our clients, it is
a great opportunity for them to look at their connectivity,
formats and account structures, as well as their risk and
control processes. Over the past 12 months, close to 50
per cent of the bids and proposals that we’ve worked on
have also had an XML component. So it is very clear that
corporates are using SEPA as a trigger-point to look at
standardization within their banking relationships.”
What’s more, there has also been an increase in
corporates rationalising the number of banks they use,
the number of connection points they have, and even
the number of instruments they use – all aimed at
streamlining treasury practices.
Certainly, European corporates are also using SEPA as a
catalyst for the move towards improved cost management
and increased standardization. The industry as a whole is
witnessing an increased focus on end-to-end processes,
with corporates looking at purchase-to-pay and solutions
around card programs, supply chain management
programs, as well as cash management solutions.
There are, of course, obstacles to overcome. For instance,
while account location flexibility is a major advantage of
the SEPA initiative, legal and tax implications are hindering
corporates from benefiting from this yet. Given this, Citi has
been helping corporates in their migration to SEPA, and has
started to look towards future EMEA corporate trends such
as a requirement for improved data and reconciliation.
Michael Fossacesca
North America Head, Corporate Client Sales
North America: Digital world
As the focus of the conference shifted to North America,
a sense of uncertainty and caution remained prevalent. A
hot topic of debate was once again Basel III, with Michael
Fossacesca stressing that the accord will prompt a huge
differentiation between investment and non-investment grade
companies – in terms of the capital that banks are required
to keep on their balance sheets. As such, North American
corporates are becoming increasingly concerned about the
financial health of their supply chains and their suppliers or
distributors who may be unable to access bank funding.
“The growing consensus is that corporates can
monitor a few core banks more efﬁciently with
better counterparty management”
Another trend evident among corporates in North America
is the move to streamline banking relationships. Keen to
diversify counterparty risk, corporates would previously
partner with multiple banks. However, rather than
eliminating risk, this move merely created a different set of
risks often less understood than those they had replaced.
“Corporates are finding that they are unable to efficiently
monitor all of these accounts,” explained Fossaceca. “The
growing consensus is that corporates can monitor a few core
banks more efficiently with better counterparty management.”
In addition, Fossaceca commented that with corporates
sitting on large amounts of cash there has been a trend with
Dodd Frank and The Account Guarantee Program (TAG) in
2012 for clients to leave balances on deposit and use the
ECR to offset fees. He also noted that with TAG expiring

48 Latin America Treasury & Finance Conference 2013Transaction Services
many companies are still using ECR as a way of getting
good value for their deposits and have decided to diversify
their account holdings amongst many banks only to find
that they have created a different set of risks as they now
have to monitor multiple counterparties.
Looking forward, another major trend for 2013 across
North America is the move from paper to electronic.
Currently, the use of paper-based payments is
declining at a rate of about 7% annually, and Citi has
observed double-digit growth in card volume.
“One of the things we are working with clients on is
expediting the move from paper to electronic,” says
Fossaceca. “Cheques are becoming increasingly outdated,
as the efficiency of electronic payments becomes ever-
more apparent. However, many corporates lack the
resources to move on to more advanced databases. To help
clients and speed up the move to electronic, Citi launched
a service in October 2012 called Citi Payment Exchange
whereby we collate vendor payable information for our
clients and enable increased visibility and efficiency.”
Elsewhere in the region, Citi is helping corporates to
improve their connectivity – perhaps through optimising
enterprise resource planning (ERP) systems. Of course,
SWIFT and XML are front-runners, and Citi has been
consulting North American corporates as to how they can
optimise processes, extract working capital and increase
their connectivity to make their business bank-agnostic.
Manash Dasgupta
Asia Head, Client Sales Management,
Asia: Opening up
Half of the world’s population lives in Asia. And whether it
is through manufacturing, distribution, or simply belonging
to a wider supply chain that eventually taps the markets in
Asia, most corporates deal with the region in some way.
Traditionally, however, doing business in Asia has been
complex, with many restrictions, hazards and inefficient
and risky manual processes, as well as a fragmented
legal and economic environment.
Yet given the increased competition for foreign investment,
these barriers to entry are being pulled down as Asian
countries strive to implement measures that make operating
in the region simpler and more efficient. Ahead of the pack –
as always – is China.
“The internationalisation of the renminbi (rmb) is high on
China’s agenda,” asserted Manash Dasgupta. “While they
have been allowing cross-product trade in rmb for quite
some time, they are now concerned with establishing the
rmb as a clearing currency outside of China.”
“China is becoming more treasurer-friendly”
In addition to successfully carrying out currency swaps with
central banks in countries such as Singapore, Hong Kong,
Brazil, Indonesia and South Korea, China is now allowing
corporates to pool their rmb overseas.
“There are, of course, regulations and thresholds, but they
have opened the doors,” continued Dasgupta. “What’s
more, they are putting in place the building blocks to enable
the rmb to support all trade transactions.”
Corporates with rmb surpluses – and no desire to
participate in a pool – can have also entrustment loans,
and give loans to overseas subsidiaries.
“As long as you can prove that you have an agreement
in place, you can do these transactions, this was never
possible before,” stated Dasgupta. “Even if that is not
feasible, corporates can still use the balances they have in
China to get a bank loan outside of the country.”
Furthermore, foreign currencies are now allowed to be
pooled overseas – eliminating the problem of having
trapped-cash in China.
All in all, China is becoming more treasurer-friendly.
Processes that previously required three separate pieces
of documentation now only require one. Indeed, in some
cases, banks now have the freedom to decide how much
paper-work is required – enabling some transactions to
take place with deferred documentation providing the
company has a transaction history with the bank.
Asia is no longer the complex environment it once was,
and treasurers are seizing on opportunities to increase
their own corporate efficiency in areas such as mobile
payments, which many are turning to in favour of often
risky and inefficient manual processes.

“Operational technology in Asia is really high. In Tokyo,
Singapore and Shanghai, for example, almost everyone
has a mobile phone,” explains Dasgupta. “But penetration
goes further than that now. In India, farmers are paying
for products and accessing information through their
mobile phones.”
Consumer banking has been accessible through mobile
phones – particularly smart phones – for some time.
However now the trend is leaning towards looking at how
to make everything a treasurer does possible through the
use of a mobile phone – improving treasury processes, and
potentially changing business models.
Carolina Juan
Latin America Head, Corporate Client Sales
Latin America: A regional shift
Another region capitalizing on the use of mobile phones
for treasury purposes is Latin America. Citi launched
mobile payments in Mexico in October 2012, which will be
extended to corporates by the end of February. And a similar
agreement has been reached to pursue the same objective
throughout the rest of the region.
Certainly, this move is part of the bid to increase efficiency
in Latin America – essential given the region’s economic
growth of around 4-5% over the past five years.
One notable trend in Latin America is with regards to
shared service centres (SSCs). Previously, the region was
a hub for SSCs. Increasingly, however, companies are
choosing to put SSCs in Asia, and even the US over Latin
America – with those that stay experiencing higher costs.
“We have two types of clients in Latin America,” described
Carolina Juan. “The international clients, and what we call
the ‘local champions’. This first group of clients took the
decision to open SSCs around twelve years ago, and they
were cautious. They took out asset-contingency plans to
enable them to replicate their systems in another SSC. The
second group – the ‘local champions’ – didn’t take the same
measures, and are now struggling with processes such as
invoicing, collecting money etc.”
Certainly, implementing a contingency plan for an SSC
within Latin America – although expensive – is a worthy
investment. Costa Rica’s so-called ‘SSC industry’ has
become more expensive. And companies intending on
instead opening up SSCs in countries such as Panama and
Brazil are faced with high labour costs, and tax regulations.
Instead, the region’s growth is predominantly in the
consumer industry, due to its rising middle-class. Given this,
Citi has been designing new products and solutions to help
companies manage the rise in cash flow, as well as to aid
reconciliation and improve efficiency.
Looking to the future
The global economic crisis impacted each region differently.
For some, it meant putting in place contingency plans and
being more cautious. For others, it meant coping with the
strain of rapid growth. Globally, however, the need was for
increased efficiency, and this need is being met. Whether
through standardization in Europe, electronic transactions
in North America, mobile payments in Latin America, or
reduced documentation in Asia, each region is improving
processes and becoming a more dynamic environment for
corporates to operate and explore new opportunities in 2013.
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Treasury Priorities for 2013:
A Fulcrum of Change
Rapidly globalizing supply chains, changing market forces, and an evolving corporate
ﬁnance backdrop makes this the right time to re-engineer treasury to create greater value
for the business.
For treasurers, 2013 offers an opportunity to take a fresh look at priorities
and goals. Against the backdrop of longer-term structural shifts in the global
economy and the growing importance of emerging markets to the business, a
number of forces are in play – including increasing financial regulation, uneven
economic growth, and relaxed credit market conditions.
This confluence of factors is taking place at a time when treasury has never had a
more important role in many companies, given the centrality of risk management
recognized in the last financial crisis. As firms restructure to meet the needs of
the changing global marketplace, treasurers have the opportunity to partner with
the business and re-engineer their departments to create more value for the firm.
Drivers of Change
Regulatory Upheaval — The post-crisis period has been dominated by major
changes in financial industry regulation, such as Basel III and the Dodd-Frank
Act, which seek to strengthen the financial system. While primarily aimed at
banks, these measures have repercussions for corporates. Many treasurers are
familiar that, for example, Basel III seeks to bolster banks’ liquidity and capital,
which may impact the cost and range of services banks offer to customers. What
may not be as apparent is how much still needs to be clarified in regard to the
implementation of these major regulations. Going further, national regulators
are increasingly focused on measures to protect local taxpayers and depositors.
A series of locally rational decisions may lead to the balkanization of today’s
global banking system and how it operates across borders to provide financial
services efficiently to multinationals. With the current period of exceptionally
benign credit market conditions nearer the end than the beginning, it will become
increasingly important for companies to understand how this may impact the
servicing of their financial needs.
Regulations are also changing at a national and regional level. While some
changes make life more difficult for multinationals, the general trend is one of
liberalization. However, liberalization can also increase complexity. For example,
the gradual internationalization of China’s renminbi has made it easier to use
it for both commercial and inter-company transactions. Regulations regarding
the movement of foreign currencies have also been loosened, enabling China
to be incorporated into certain regional or global cash management structures.
However, corporates must be aware of the complex rules and strict quotas that
can apply to movements of renminbi and foreign currency to and from China.
Similarly, “reform with many caveats” is also occurring in other important
emerging markets such as Brazil.

4 Citi Transaction Services | Liquidity Management Services
In the Euro zone, legislators have set the migration deadline to Single Euro
Payments Area (SEPA) to February 2014. What treasurers may previously have
viewed as a back-office infrastructural project should now be considered a
regulatory investment with the need for full readiness and compliance (analogous
to, for example, changes in corporate financial systems to accommodate IFRS
or FASB reporting requirements). The key risks of SEPA non-readiness include
potential difficulties in paying and receiving, which can cause disruptions to
critical transaction processing such as payroll disbursements, vendors, and so
on. While many companies have already spent significant resources over the past
few years in getting ready for SEPA, now is a good time to take stock, assess risks
and ensure the plan is on track for full compliance by February 2014.
Evolving global supply chains — The continuing globalization of supply chains
and shift of both supply and demand from developed to emerging markets is
driving companies to restructure operating models. At the core, these strategies
are focused on fine-tuning the corporate operating structure to meet evolving
market needs and better manage economic exposures, while remaining
financially efficient. The result is strategic re-engineering of the trading model,
including legal entity structures, sourcing, manufacturing and distribution across
the enterprise.
Figure 1: Composition of World GDP
Note: GDP measured in 2010 PPP USD. Source: Citi Research
2010 2030 2050
For treasury, the impact of this is profound. First, this means significant changes
to ownership, location and movement of cash and funding needs on a global
basis. A key change from past business cycles is the focus on emerging market-
dependent growth. Regulated markets bring greater complexity for treasury in
managing group liquidity, trapped cash, counterparty risks and foreign
exchange exposures.
Secondly, this change in trading models is requiring treasury to become a more
proactive partner to the business. On the one hand, the shift in global supply
chains results in greater complexity in managing embedded risk exposures and
working capital needs. Given more commercial activity in restrictive markets,
treasury is challenged in managing group liquidity against a backdrop of diverse
and rapidly changing regulatory environments. On the other hand, under
shareholder pressure, the C-suite is focused on flexible capital redeployment
48%52%
67%
33%
77%
23%
The continuing shift of
both supply and demand to
emerging markets is driving
companies to restructure
operating models. For
Treasury, the impact of
this is profound.
Developed Markets
Developing Markets
Japan, Australia & New
Zealand, Western Europe,
North America, Central
& Eastern Europe
Africa, Developing Asia,
Common Wealth of
Independent States, Latin
America, Middle East

5Treasury Priorities for 2013: A Fulcrum of Change | Priorities for 2013
towards attractive investments across businesses and geographies, or returning
excess capital to shareholders. Projections of return on invested capital (ROIC)
are being refined to better incorporate embedded risks and costs, requiring
shared understanding of the risks and balance sheet implications embedded
in commercial practices, especially in restrictive markets. Treasury is focusing
on ensuring a more efficient balance sheet at equilibrium between maintaining
enough liquidity in the system for seamless operations and likely capital
investments, while avoiding excess liquidity. The key outcome is a broader focus
by treasury on working capital management, converging on greater coordination
across the enterprise and partnership with the business.
Improving Financial Conditions — Citi projects global economic growth of
2.7% this year, rising to 3.2% in 2014, but these figures mask wide divergences
between regions. While there remain tail risks, such as the US budget crisis,
and medium term uncertainties (such as “spring uprisings”), our medium-term
outlook is relatively optimistic for the US and many emerging markets. However,
we expect continued economic underperformance in Europe, potentially
exacerbated by collisions between the rise of anti-establishment sentiment and
scepticism towards regional obligation sharing in the midst of (local) recession.
The improvement in the global economic outlook, underpinned by loose
monetary policy and reinforced by other factors such as strong corporate
balance sheets, has fed through to the financial markets. Equity and debt
markets have performed strongly and debt capital in particular is both cheap
and easily available. However, it would be over-optimistic to expect this to be a
permanent fixture: among other things, at some point, the impact of financial
market regulation may make financing harder, especially for the mid-size non-
investment grade companies that are often essential components of the supply-
and distribution- chain for large corporates. Also, the uneven interest rate
environment – with historically low rates in developed markets and higher yields
in emerging markets – requires companies to reassess their liquidity management
and cash investment practices to ensure these remain appropriate today.
Priorities for 2013
1. Convergence of Treasury & Working Capital Management
Central to the shifts in global supply chains is change in operating legal entity
structures, redefining the sourcing, manufacturing and distribution network of
companies. These activities are reorganized to ensure more efficient allocation of
capital, reduction in costs, seamless movement of goods and services around the
world, and financially efficient trading results.
For treasurers it is important to reassess how departmental resources – people,
processes and infrastructure – remain aligned with the new operating model
and the company’s strategic objectives. Part of this is a reconsideration of
treasury organizational structures. Centralization is no longer defined as (ideally)
placing all people and process in a single location but, instead, ensuring that a
“functionally centralized, globally distributed” treasury organization is close to
the business and to evolving conditions in the company’s key operating markets.
Another aspect is treasury efficiency structures. In support of the evolving
operating model, many companies are establishing or extending In House
Banks (IHBs) and Principal Trading Companies. From a corporate perspective
these become umbrella entities that support the restructured commercial and
Treasury is focusing on
ensuring a more efﬁcient
balance sheet at equilibrium
between maintaining enough
liquidity in the system for
seamless operations and
capital investments, while
avoiding excess liquidity. The
key outcome is a broader
focus by treasury on working
capital management.

6 Citi Transaction Services | Liquidity Management Services
financing flows in a more efficient manner. At its core, an IHB allows a company
to centralize intercompany activity to improve self-funding and management of
foreign exchange risks. Principal Trading Companies consolidate cross-border
intercompany procurement and distribution flows. Further enhancement of scope
can include re-invoicing and sourcing.
The IHB manages the liquidity pool for main operating currencies, therefore
owning substantial portion of group cash; this also enables better management
of investments and concentration of group FX activity. As the pool leader and
the intercompany funding intermediary, the IHB can also act as the Netting
Centre and rationalize intercompany settlements. The location of these is driven
by several considerations. For IHBs in particular, this starts with the 4Ts: Time
zone, Talent, Treasury infrastructure, and Tax efficiency (including tax rates and
availability of widespread bilateral tax treaties). Other factors such as access
to international financial markets, geographic proximity to business units,
availability of skilled personnel, reasonable operational costs and a transparent
business environment are also important. For treasury, this infrastructure
provides opportunity for delivering significant added financial efficiency
to the firm.
While developed market-headquartered companies may have established IHBs
years ago, many need to reassess their efficacy. If existing structures are limited
in scope geographically and functionally, they may no longer be “fit for purpose”
given changes in the corporate business, local regulation, and fiscal conditions.
Indeed, the company may already have evolved its Principal Trading Company
infrastructure with only tangential involvement by treasury.
By partnering with both operating businesses and tax at the evolutionary stage
of the overall strategy, Treasury can become both a key stakeholder and a
beneficiary. For example, to gain greater efficiency at an enterprise level, some
companies choose to co-locate or merge an IHB with a legacy Principal trading
entity, consolidating procurement and distribution flows with management of
liquidity and foreign exchange risks under a single umbrella.
Figure 2: IHB as the Catalyst for Centralization
By partnering with operating
businesses and tax at the
evolutionary stage of trading
model re-engineering,
Treasury can become both
a key stakeholder and a
beneﬁciary.
Source: Citi Treasury Diagnostics

7
At a more advanced level, an IHB can allow for centralization beyond
intercompany financial flows to those that are commercial, e.g., vendor payments
and customer collections. Here, the IHB can act as an agent and transact
these payments and collections “on behalf of” (OBO) group subsidiaries. OBO
structures help further rationalize banking, simplify liquidity management and
group funding, and centralize foreign exchange activities at the IHB level. From
an operational standpoint they also allow for greater uniformity in processes and
improved risk management. Corporate centralization initiatives over the past
decade — such as convergence towards single enterprise resource planning (ERP)
systems, establishment of shared service centres (SSCs) and implementation of
powerful Treasury Workstation tools — are the foundation upon which these OBO
strategies are built.
The benefits delivered by OBO structures have resulted in higher adoption in
developed markets. Within the Eurozone, the move to Single Euro Payment
Area (SEPA) instruments in February 2014 is another catalyst for the uptake
of OBO structures as it provides companies a single clearing infrastructure,
the ability to house accounts centrally, and payment instruments that will have
predefined reference fields for OBO-type transactions, aiding both execution and
reconciliation of transactions.
As a next step, companies should conduct due diligence around their ability to
extend these approaches on a more global basis, both from a trading model as
well as infrastructure perspective, along with banking partners that have the
network and capabilities to help companies step up the centralization ladder. IHBs
are effectively becoming the catalyst for this next level of centralization, whereby
the functions of traditional treasuries and commercial operations are converging
into more holistic strategies.
Figure 3: In deciding to implement a Payments on Behalf
of (POBO) structure, what were your key objectives?
Citi Treasury Diagnostics
indicates that Treasury &
Working Capital Management
functions are converging. At
the next level, enterprise-level
efﬁciency models — such as
well- aligned Principal Trading
Companies & In House Banks
— can boost further Balance
Sheet & P&L efﬁciency.
On Behalf Of structures help
further rationalize banking,
simplify liquidity management
and group funding, and lead
to centralization of FX at the
IHB level. From an operational
standpoint they also allow
for greater uniformity of
processes and improved risk
management.
Source: Citi Treasury Diagnostics
0
8%
16%
24%
32%
40%
Liquidity
Optimization
33%
29%
23%
15%
Foreign Exchange
Risk Management
Cost Reduction Centralization
Benefits
Source: Citi Treasury
Diagnostics
Figure 4: Management of
Treasury and Commercial
Flow is Converging
Treasury Priorities for 2013: A Fulcrum of Change | Priorities for 2013

Citi Transaction Services | Liquidity Management Services
2. Re-engineering Banking Structures
The shift in supply chains towards emerging markets affects how liquidity is
generated, managed and invested. Hence it may be necessary to refine banking
structures that were put in place some time ago but are inefficient today.
Regulatory changes also demand review of these structures. For example, in the
Euro zone, the mandatory move from national payment instruments to SEPA
instruments, coupled with POBO, will mean that companies no longer need
to maintain legacy accounts in many European countries. Similarly, changing
regulations in emerging markets mean that it is now easier to move both liquidity
and commercial flows out of these countries, necessitating a rethinking of
existing arrangements. Finally, if a company is actively deploying IHB approaches
in the manner described earlier, that should be a further catalyst for revisions to
the bank account structure and management of liquidity.
For example, many multinationals own legacy multi-entity notional pooling
solutions. Often, these were established when corporate technology
infrastructure and bank solutions made it difficult to automate management and
accounting of the large volumes of inter-company transactions resulting from
cash concentration/sweep structures, and regulations governing intercompany
loans were complex. Today, IHBs, sophisticated ERP and Treasury Management
Systems (TMS), and advanced solution suites from leading banks makes it
possible to manage intercompany loans with relative ease. Consequently,
many companies are deploying hybrid structures, whereby key currencies are
first concentrated at the IHB using sweeps, with a single-entity multi-currency
notional pool potentially deployed based on assessment of long / short currency
positions across group subsidiaries, on- and off-shore interest rates, the accuracy
of corporate cash forecasting, access to local bank funding markets, and
other considerations.
The continuing low interest rate environment in much of the developed world
also changes some of the dynamics of liquidity management structures. Liquidity
is traditionally centralized based on the assumption that higher returns will be
available if cash is consolidated centrally and managed on a portfolio basis.
However, significantly higher interest rates in many emerging markets mean
that the benefits of centralization (such as greater control and visibility) must be
weighed against potentially higher on-shore interest rates that may be available
in the domicile of each currency. Again, depending on the specific considerations,
an optimal structure may result in the IHB taking ownership of group cash but
managing certain currency positions in local domiciles to maximize yields, with
shortfalls actively funded by inter-company loans where necessary. In all cases
a detailed assessment of the specifics is necessary to design the “best-fit”
structure.
3. Improving Commercial Risk Management Practices
The globalization (and, often, “stretching”) of supply chains and increasing
demand in emerging markets comes with associated changes in commercial risks.
Strategies to mitigate risks of supply chain disruptions and counterparty default
should be a priority for companies. Treasury can assist by bringing its corporate
finance skills to create broader understanding of the risks embedded in practices.
It can also help by advising on improvement in practices for more efficient
working capital funding and management of risk exposures.
On the sales side, growth in new markets brings the need for closer monitoring
of credit terms and underlying commercial counterparty quality to mitigate
default risks. Where the commercial counterparty risk or sovereign risk is less
than desirable, treasury may more actively consider outright sales of accounts
The shift in supply chains
towards emerging markets
affects how liquidity is
generated, managed and
invested. Hence it may be
necessary to reﬁne banking
structures that were put in
place some time ago but are
inefﬁcient today.

receivables (A/R) after carefully considering the financing costs vis-a-vis the
underlying risk. Receivables can be bundled across different risk categories to
diversify the portfolio and attract investors, and can be insurance-wrapped to
enhance credit quality if needed and feasible.
Procurement from emerging markets-based suppliers is often backed by Trade
Letters of Credit (L/Cs), in part to mitigate risks and in some cases to generate
early discounting opportunities for suppliers. The phase-in of Basel III will raise
banks’ costs of capital, which is likely to be reflected in higher costs for issuance
of L/Cs and related fees. After the significant rise in documentary trade in the
last financial crisis and with today’s more stable economic outlook, now may be
the time for buyers and sellers to explore migration back to more open
account trading.
Basel III also imposes higher risk capital weightings for loans to non-investment
grade companies, which might constitute the majority of a corporates’ supply
chain counterparties. As a result, the all-in pricing for non-investment grade
loans and L/Cs may increase by 50 – 150 basis points, depending on obligor and
country, further compounded by credit scarcity.
Corporates should therefore make it a priority to carefully review their vendor
portfolio with the goal of ensuring longer-term stability of the supply chain, while
managing nearer-term costs of procurement. Supplier financing programs, which
enable vendors to obtain favorable terms for short term credit based upon the
risk of their buyer, continue to be a viable method of stabilizing supply chains. For
companies with significant long term cash on balance sheet, self financed supply
chain programs for key vendors may also be a good way to enhance yield on
core liquidity.
Figure 5: Shift in Global Trade Calls for More Focus on Associated
Sovereign, Counterparty and Supply Chain Risks
1
Emerging Markets includes Asia, LatAm and CEEMA
Source: World Bank, BEA, WTO, BIS, CIRA, Citi GPS: Global Perspectives & Solutions
1990
TrillionUSD
$13T
33%Emerging Market
Trade Flows
55% 69% 75%
$37T $122T $287TTotal Trade Flows
2010 2030 2050
Latam
57
146
55
49
22.96
14
21
26
12.2
6
N. America
W. Europe
CEEMA
Asia
0
50
100
150
200
250
300
1
Strategies to mitigate risks of
supply chain disruptions and
counterparty default should
be a priority for companies.
Treasury can assist by
bringing its corporate ﬁnance
skills to create broader
understanding of the risks
embedded in commercial
practices.

57Latin America Treasury & Finance Conference 2013 55Latin America Treasury & Finance Conference 2013
4. Investing in Technology
Technology remains central to the successful implementation of the treasury
re-engineering strategies described here. Only a few years ago, many companies
would have found it difficult to deploy much of this based on the technology
within their firms and at their banks.
Investments companies have made in consolidating instances of ERP systems and
deploying Treasury Workstations (or ERP Treasury Modules) across the global
treasury organization lay the foundation for strategies such as extension of IHBs
and OBO structures. Similarly, deployment of credit analytics tools and global
datasets are helping companies manage their commercial credit portfolio more
intelligently. Often much of the baseline technology to drive the convergence of
treasury and working capital practices on an end-to-end basis is already within
the firm.
What is essential is that treasury departments consider what “technology
topology” is necessary to achieve this desirable convergence, and the
incremental technology investment required to achieve this. Often starved
of technology investment dollars, now is the time for treasurers to make the
case to the CFO on the basis of the material improvement in risk and working
capital management that treasury can help the firm realize with the incremental
technology spend.
Meanwhile, the financial services industry has moved rapidly in recent years
toward greater level of standardization in payments technology. The emergence
of ISO XML 20022 as the global standard for corporate bank connectivity is
helping banks and companies alike in implementing banking solutions with
greater ease and uniformity. Adoption of ISO XML 20022 is often at the centre
of IHB-driven OBO solutions, and leading global banks are able to support these
through their entire network.
Finally, while “host to host” or SWIFT connectivity remains the main banking
technology of choice for many large corporates, leading banks are enhancing
other technologies. These can provide options for companies open to bank-
provided solutions to quickly reach new consumer markets, or to extend greater
functionality and efficiency internally within their organizations. Key examples
include migration towards “apps” based user interfaces with high degree of
flexibility, mobile banking and mobile collection tools, and enhanced treasury
tools to enrich cash forecasting, investment portfolio analysis, and liquidity
management processes.
Treasury Transformation
More than ever, treasury is transforming its role from that of an enabler to being
a strategic partner to the business. As the operating model of the company
evolves, the treasurer is a key stakeholder in helping identify optimal strategies,
taking account of a broader set of risks and considerations. Simultaneously, she
is proactively realigning the treasury organization to the needs of the business.
The higher profile of the role of treasury within many companies means
treasurers are positioned to present a clear and compelling case for this change,
to identify key investments that align with the broader strategic objectives of the
company, and to create a solid business case for funding. In this manner, treasury
can be a fulcrum of change to help contribute to the company’s long-term future
and viability.
More than ever, treasury
is transforming its role from
that of an enabler to being
a strategic partner
to the business.

Bridging Latin America’s
infrastructure gap
Urbanization is a defining feature of the 21st century: 59% of the world’s population
will live in urban areas by 2030 . In Latin America, the most urbanized of emerging
market regions, 80% of the population is already in cities . Economically, cities
increasingly drive global growth and prosperity: the top 600 cities in the world
account for more than half of global GDP and this is expected to rise to nearly 65%
by 2025. Jorg (JP: OK with me) In Latin America, the 10 largest cities generate
around 30% of the region’s GDP.
As the number of people living in cities increases – and growing affluence raises their
expectations – infrastructure is coming under pressure. In particular, transport and
roads, power, water and other utilities need urgent new capacity in Latin America.
The difference between existing and needed infrastructure investment in Latin
America is $170 billion per year to 2020 . In Brazil, the need for investment has been
further boosted by its hosting of the 2014 World Cup and 2016 Olympics.
In addition to the inability of existing infrastructure to meet current and future needs,
failure to invest in infrastructure acts as a drag on economic growth. Middle-income
nations in Latin America could add two percentage points to annual growth rates
if their infrastructure were comparable with that of middle-income nations such as
Turkey or Bulgaria . Moreover, an increase in infrastructure investment equivalent to
1% of GDP could add an additional 1.3 million jobs in Brazil .
A new model
Historically, investment in infrastructure in Latin America has been funded primarily
by national governments. However, the scale of investment required to meet existing
and future demands means that a new approach is needed. The broad focus on
fiscal restraint across the region, further reinforces the need for alternative – private
sector – funding to bridge the gap between public funds and necessary infrastructure
investment.
In response, many governments across the region have – through political support
and improvements to regulatory frameworks – created an environment increasingly
favorable to leveraging private capital for public investments. According to the EIU’s
2012 Infrascope study, 14 of 19 countries have improved their investment climate for
public-private infrastructure partnerships (PPPs) since 2010. The study attributes
much of the improvement to the creation of specialized agencies to promote and
implement PPP investment models.
Inés Vargas Barrera, Latin
America Industrials Sector Head,
Sales, Citi
Jorg Paasche Junco, Latin
America Public Sector Head,
Sales, Citi

One recent high profile PPP in Latin America is the awarding of three concessions
for three airports – Aeroporto Internacional de Guarulhos, Aeroporto de Viracopos
and Aeroporto de Brasília – that account for 30% of the air traffic in Brazil. While
the concessions are an indication of the increasing prominance of PPP in many Latin
American countries, they are also a reminder that PPP often serves to supplement
other forms of financing: Brazil’s development bank BNDES will provide up to 80 % of
the total investment for each airport project.
Meanwhile, developments in the financial sector are changing the mix of non-
government organizations that fund infrastructure investment. The eurozone debt
crisis has reduced the capacity of some European banks that were previously active
in project finance in Latin America. Global regulatory changes, such as Basel III, which
increases significantly the amount of capital banks must hold, effectively penalizes
banks that lend beyond seven years, further restricting the involvement of banks in
infrastructure investment.
Despite these challenges, it seems certain that external sources of funding, including
private companies, Export Credit Agencies (ECAs), pension, insurance and sovereign
wealth funds will become increasingly significant in infrastructure financing. As
a result, there is a need to connect governments in Latin America to financial
institutions around the world. Moreover, there is a requirement for greater support
for all infrastructure market participants across every stage of a project lifecycle,
from development to construction to operation.
Services across the project lifecycle
The increasing involvement of non-government institutions in infrastructure
investment shines a spotlight on the various requirements of different types of
organizations during different stages of a project. The need to optimize efficiency
and returns makes it imperative that these requirements are considered in a holistic
fashion. Governments and private companies should choose to work with a bank
that is familiar with the lifecycle of projects and the inter-linked nature of the many
organizations involved in them – they are inevitably linked by payments, liquidity or
trade flows.
Before a specific project begins, governments may require assistance in establishing
a financial and legal framework that can support project finance. It is important that
a framework encourages investor confidence. Many projects in Latin America fail
to go ahead because lack of convergence between government´s demands and the
private sector’s expected returns based on the underlying risks. At the same time,
a framework must be transparent and methodical in order to ensure efficiency and
value for money: Chile’s national Public Investment System uses standard forms,
procedures and metric and rejects as many as 35% of proposed projects.

During the development phase of a project, private participants in infrastructure
projects need access to services such as bid bonds, export letters of credit (LCs),
receivables financing, escrow accounts (during the front end engineering and design
phase or to facilitate sponsor equity participation) and investment options for cash.
One increasingly important source of funding for infrastructure projects – both during
the development and construction phases – is ECAs and multilateral agencies. ECA
and multilateral involvement helps to minimize political risk for longer tenors and
can be advantageous for banks, because they have to hold less capital for ECA and
multilateral-backed debt than regular debt. However, building relationships with ECAs
and multilaterals takes time and governments need to ensure they work with a bank
familiar with these agencies’ requirements.
(This section should be an Annex as per attached Case Study) In June 2012, Citi
executed a $250 million financing in support of the construction of Line 1 of the
Panama Metro, which runs for approximately 13.7 km along highly populated sectors
of the city and will have an initial transport capacity of 16,000 passengers per hour
– significantly easing congestion in this rapidly growing city. The financing was
guaranteed by the Multilateral Investment Guarantee Agency, which is part of the
World Bank, and was the first of its kind in Latin America.
Pension funds are also becoming increasingly important in funding infrastructure
in Latin America. Some countries in Latin America have managed to establish
large pension fund industries, in both absolute terms and in relation to the size of
their economies. In December 2010, Chile’s pension funds had accumulated assets
equivalent to 63% of its GDP while Peru and Brazil have asset-to-GDP ratios close
to 20% . Latin American pension funds also have among the highest allocations to
infrastructure projects – around 3% of total assets in countries such as Peru and
Mexico . The increasing investment flexibility of the Specialized Retirement Funds
(Siefore) in Mexico is also opening up the possibility of channeling resources to
infrastructure projects, especially through structured instruments.
As projects lead into the construction phase, ther additional services that may
be required during this stage include performance bonds, escrow accounts, and
note trustee and paying agent for bond issuances. To enhance cashflow during this
construction phase, Engineering, Procurement & Construction (EPC) contractors
are often seeking to monetize these receivables, to reduce their cost of capital and
channel funds back into the project. Once a project reaches operation, services such
as cash and liquidity management, supplier financing, and trade services may be
required.
In summary, it is important to choose a banking provider that has the visibility of
the cashflows of the different participants during the development, construction
and operation phases of an infrastructure project. Citi’s unique global capabilities,
local knowledge and joined-up approach to servicing the infrastructure investment
lifecycle make it an ideal partner for governments, private companies and other
organizations seeking to participate in Latin America’s infrastructure future.

Latin America Treasury & Finance Conference 2013
Financial Inclusion
CONNECTINGLATIN AMERICA:
USING MOBILE MONEY TO
PROMOTE FINANCIAL INCLUSION
Financial inclusion, defined as the provision of a full range of financial products and
services and a good understanding of how they work, is a priority for governments
across the political spectrum in Latin America. The benefits to the living standards
and employment prospects of citizens that have some way to access the financial
system are clear: the World Bank estimates that a 15% increase in financial
inclusion in a country increases annual employment growth by 1% (World Bank
research). Given such benefits — which can ultimately increase tax revenues by
mobilizing part of the informal economy into the formal sector — many countries
are embarking on initiatives that aim to reach the estimated 60%-70% of
unbanked Latin Americans.
Jorg Paasche Junco
Regional Head,
Latin America,
Public Sector,
Citi Transaction
Services
With the majority of Latin America’s adults owning
a cellphone,1
it makes sense to use mobile devices
to receive and send payments — and access other
financial services — in order to improve financial
inclusion. However, to ensure that mobile money
becomes one of the key successful mechanisms
to advance financial inclusion it is essential that
governments across the region recognize the
central role that they play in creating both a
framework for a mobile financial infrastructure and
in driving volume to ensure a sustainable business
model for market participants.
Fostering financial inclusion
Mobile money can only thrive in an environment
created by a sound financial regulatory
framework. In particular, government must
ensure that regulations attract sufficient private
sector interest — it is impossible for government
to realize its financial inclusion objectives by
itself — and that private sector participants have
an opportunity to make long-term, sustainable
profits. Governments must also ensure that
unbanked citizens become financially capable
to make wise use of these new products, that
customers are not exploited, that fairness is
maintained and that criminal activity such as
money laundering is prevented.
Most countries in Latin America, such as
Mexico and Colombia, have adopted a bank-
based model where compliance checks are
traditionally required at the point of deposit
taking. This provides reassurance to customers
because of the security associated with these
compliance checks. However, it is necessary
to create regulations that introduce simpler
account opening processes and files, including
the ability to open accounts remotely. In
addition, regulations must provide clarity on
the role of non-bank agents in providing access
through low-cost widely distributed networks.
Governments are uniquely positioned to act
as catalysts to create a robust mobile money
ecosystem.
Driving mobile money
In addition to creating a framework for mobile
money, governments also have an important
role to play in driving payment volumes and
encouraging adoption and acceptance by mobile
users. All governments in Latin America make
some payments to their unbanked citizens in the
form of welfare or other social transfers, known
as Conditional Cash Transfers (CCTs). These
programs, which are popular in Latin America, are
1
Mobile penetration in Latin America was 109% at year-end
of 2011, Pyramid Research

obtain social payments and the convenience
of immediate access to funds. Moreover, they
mean citizens no longer have to travel large
distances — and spend hours waiting in banks —
to withdraw their cash. Another crucial benefit
of mobile money is that it can provide enormous
financial benefits to governments while
advancing their economic development agenda.
The bank-based model of mobile cash being
implemented in Latin America effectively uses
mobile phones not as a value storage device
— as is the case in some other countries (for
example, with Kenya’s pioneering M-Pesa) — but
as a way to open a bank account without visiting
a branch. Once people have a simplified bank
account, they can not only receive and make
payments (to relatives or bills, for example) but
also begin to save, insure themselves and even
borrow funds from microfinance organizations
to grow their businesses. Ultimately, mobile
phones can be the channel by which financial
services providers could sustainably deliver
quality, affordable financial products to
unbanked segments of the population in a
highly convenient and efficient way.
designed to help alleviate poverty and improve
living standards. Often they are associated
with socially advantageous goals, such as
improving access to education and healthcare
so that citizens can live a fuller — and more
economically active — life.
Social transfers through such payments are
vast: they are estimated to total around $1
trillion a year in emerging markets countries.
Often these payments are made in cash because
the recipients are unbanked. Cash payments are
inefficient and expensive — they cost between 10
and 100 times more than electronic payments.
Perhaps most importantly, cash payments
offer few controls and require multiple
intermediaries, increasing the potential for graft
and fraud: a certain percentage of citizens never
receive their remittances.
A gateway to broader financial interaction
Mobile money offers huge opportunities for
governments to reduce corruption and establish
systems that deliver transparency, control and
audit capabilities as well as vastly reducing
costs. They also offer citizens a safer way to

Latin America Treasury & Finance Conference 2013
A diverse landscape
Latin American countries differ widely and have
different approaches to mobile money while
their pace of change also varies considerably.
For example, some countries are using state-
owned banks — such as Caixa Econômica Federal
in Brazil — as the basis of a model that offers
individual accounts that can be used via mobile
but are also accessible through multiple points
of access across the country. Other countries,
such as Peru and Argentina, are creating
models that invite both banks and non-banks to
participate in mobile cash.
Regardless of the model employed, the
transformational nature of mobile cash is
understood across the region. The ability to
make or receive a payment from anywhere
— however remote from a bank or ATM — has
huge benefits for citizens and governments.
It also has the potential to radically change
countries’ economies by, for example, prompting
the development of a network of agents that
has the capacity to offer cash-in and cash-
out functionalities — effectively broadening a
country’s bank infrastructure even in remote
areas. The importance of mobile cash was
underscored by the decision of Mexico — which
has one of the most advanced frameworks for
mobile cash in the region — to make financial
inclusion a key part of the agenda of the G20
summit it hosted in June 2012.
Citi’s role
Financial inclusion is a priority for Citi and is
at the core of our mission as a bank. Whether
it is through the pioneering work of the Citi
Foundation, funding research, expanding
the capacity of NGO partners on the ground
and testing new potentially sustainable and
inclusive models or through the ingenuity of
our businesses and product areas, working
with clients in solutions that foster financial
inclusion and economic empowerment, Citi
has consolidated its leadership in this space.
As an example, Citi partnered with USAID, the
Bill and Melinda Gates Foundation and the Ford
Foundation to create the “Better than Cash
Alliance” to make the transition from cash to
electronic payments. In Latin America it has
fostered the development of mobile money
through various initiatives, including partnerships
with corporate and public sector clients,
NGOs, financial institutions and microfinance
organizations that serve millions of customers.
Recognizing that Citi may not be able to directly
reach all of the unbanked in the region, it has
leveraged these relationships (which appreciate
the benefits of mobile cash for improving the
efficiency of payments and collections) to
significantly advance financial inclusion.
In October 2011, Citi established a regional alliance
with América Móvil, which has approximately
236 million customers across Latin America,
many of which are unbanked. This alliance
between the biggest providers of financial and
telecommunications services in Latin America
has resulted in the creation of an er anam x
or , which allows customers to use mobile
telephones to set up accounts, transfer and
receive money, make purchases in stores, make
ATM withdrawals and pay bills.
While Mexico may be leading the way, many
countries across the Latin America will soon
begin to harness the potential of mobile cash
in the near future: Citi intends to be an integral
part of its development in the region.
Through Citi Microfinance, Citi develops
commercial relationships with microfinance
institutions as clients and partners around
the world. In the Dominican Republic, working
with technology partners and microfinance
institutions, Citi is helping unbanked small shops
make electronic payments to wholesalers using
their cell phone.
The Citi Foundation works with “Proyecto
Capital” in Latin America to test, scale and
evaluate programs designed specifically to
increase financial inclusion by linking savings
and financial education to government-
sponsored conditional cash transfers.
It also partnered with the Grameen Foundation
in Colombia to test the use of cell phones in
agricultural supply not only to make and receive
payments but also to access relevant market
information on pricing conditions that help
small farmers make wiser decisions.
Mobile money
offers huge
opportunities
for governments
to reduce
corruption and
establish systems
that deliver
transparency,
control and audit
capabilities as
well as vastly
reducing costs.

Latin America Treasury & Finance Conference 2013 - Citibank

Latin America Treasury & Finance Conference 2013 - Citibank

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