Financing Agriculture Investing in Agriculture Profitably AUGUST 19–23, 2013
| COLOMBO, SRI LANKA
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opulation growth and rising incomes are catalyzing the demand for food worldwide. After many years of neglect, agriculture has become a focus of investors and banks, particularly in emerging markets where agriculture is often a key driver of the economy. There is a huge need for investment in agriculture, which translates into tremendous ďŹ nancing opportunities for investors. By 2030, it is estimated that agriculture and agribusiness in Sub-Saharan Africa will be a one trillion dollar ďŹ nancing market. As a banker or ďŹ nance professional, are you and your company ready to seize the market opportunities in agriculture? Join us at the Financing Agriculture Forum 2013 to hear from key market players who are already capitalizing on these opportunities.
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Conference Objectives Financing Agriculture Forum 2013 is designed as a technical conference, geared to bankers and other senior financial industry professionals interested in expanding their lending to the agriculture sector. Presenters are professionals from leading banks sharing their expertise for lending to agriculture via better Processes, Products, and People. They will share with participants their techniques with regards to: Developing processes to better manage credit risks and strengthen the bank’s agriculture portfolio Designing and delivering loan products tailored to different client segments Recruiting the right people and building high-performing ag teams Welcome to the Financing Agriculture Forum 2013 held in Colombo, Sri Lanka from August 19–23, 2013. The first three days will focus on 3 “P’s” of Success For Agriculture Lending: Processes, Products & People through presentations and panel discussions. The final day will be devoted to field visits, sponsored by Hatton National Bank, to explore the “3 P’s of Success” in the Sri Lankan context. The program also affords much time for you to network with your peers to discuss your most pressing concerns.
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Welcome Letter Dear Participants, We would like to express our sincere gratitude for your attendance and participation at the Financing Agriculture Forum 2013: Investing in Agriculture ProďŹ tably. We truly appreciate the enthusiasm and energy that you bring to the Forum. We would like to acknowledge and thank the Bill & Melinda Gates Foundation for its support of the AgriFin initiative as well as the Hatton National Bank and the International Finance Corporation for generously hosting select Forum events. We hope the Forum meets your expectations. It is a great opportunity to engage in meaningful and rich discussions with your peers from around the world. Most importantly, we hope that you enjoy yourselves during the conference and your time in Colombo! We are delighted to welcome you to the Financing Agriculture Forum 2013. The AgriFin Team
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Conference Schedule Monday, August 19, 2013 5:00–6:00pm
Registration
6:00–7:00pm
Welcome Remarks
Jonathan Alles, Hatton National Bank PLC Henry Bagazonya, World Bank Dana Boggess, Bill & Melinda Gates Foundation Francoise Clottes, World Bank 7:00–9:00pm Atrium
Cocktail Reception
Tuesday, August 20, 2013— Processes: Managing Risk in Agricultural Lending The 3 “P’s” of Success: Processes, Products & People
Mr. Colbert will talk about the value proposition for banks in agriculture and address three key issues characterizing what could be called a “New Age of Agriculture”: security of supply, price volatility, and sustainability. He will explore what global food and beverage companies are doing to take advantage of the burgeoning global opportunities, while mitigating these major risks. He will also discuss how farmers, including smallholders, can participate in the New Age of Agriculture.
Mr. Kocoglu of Frankfurt School will introduce the ALES credit scoring tool and discuss the features and benefits of the tool. Mr. Demirhan will walk through real-life examples of how this tool is used by Yapi Kredi to facilitate loan applications and credit approvals, and ultimately to improve the bank’s operation. Mr. Abeywickrama will then describe the client selection and underwriting process of HNB, which carries out a more qualitative analysis of farmer clients, facilitated by HNB’s “barefoot bankers”.
9:00–9:45am Panel: Profitable Agricultural Banking Oak Ballroom
11:45–1:15pm Banking Producer Cooperatives through Risk-based Evaluations Oak Ballroom
The 3 “P’s” of Success (Processes, Products, People) Michael Andrade, HDFC Carlos Budar, Agrofinanzas
Day 1 Theme: Processes
Ross Colbert, Rabobank International
The first day will be dedicated to exploring the first fundamental component to successful agricultural lending: Processes. Presenters will focus on a few critical processes guiding risk management (RM), including client selection, credit, product, and portfolio risks that are unique to agriculture. The sessions will provide practical lessons that can help ensure the health and profitability of a bank’s agriculture lending portfolio.
Florence Kariuki, Equity Bank
8:00–8:30am Oak Foyer
Registration
8:30–9:00am Keynote Address: A New Agriculture Age: Risks and Opportunities in the Food and Beverage Business Oak Ballroom Ross Colbert, Rabobank International, Food & Agribusiness Research & Advisory; Executive Director, Global Strategist—Food and Beverages
Moderator: Grahame Dixie, World Bank The Panelists will discuss their respective paths to profitable agricultural lending operations in terms of the 3 “P’s”. They will discuss the challenges currently faced by their financial institutions, and consider what it will take for banks to scale up efficiently and prudently in meeting the needs of this sector. 9:45–10:15am Oak Foyer
Coffee Break
10:15–11:45am Using Scoring Systems to Assess Agricultural Clients Oak Ballroom
Hans Bogaard, Rabo Development Robert Pascal, NMB Moderator: Michael Tarazi, CGAP Mr. Bogaard of Rabo Development will discuss the Dutch approach to cooperative development. He will explain how Rabo works to promote cooperatives in the developing world, and give examples where this model has been successfully implemented in collaboration with commercial banks. Mr. Pascal of NMB Tanzania will present NMB’s full underwriting process when lending to producer cooperatives. Participants will come away understanding the risk assessment process for this unique customer segment. 1:15–2:45pm Atrium
Networking Lunch
Erdal Kocoglu, Frankfurt School
2:45–3:45pm Analyzing the Credit Risk of Medium-scale Agribusiness Clients Oak Ballroom
Omer Demirhan, Yapi Kredi
Miguel Gallo, Finterra
Chandula Abeywickrama, HNB Moderator: Raiomand Billimoria, IFC
Moderator: Arvind Sonmale, SAFL Finterra has built a successful business lending to fast-growing
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agribusinesses in Mexico. Mr. Miguel Gallo will explain how FinTerra has developed policies and procedures to guide its client selection and loan underwriting for agribusiness customers. Using actual client examples, he will describe the due diligence process in detail, and share the analytical tools that relationship managers use to assess client risk. 3:45–5:00pm Principles of Portfolio Management for the Agricultural Lending Business Line Atrium Allyn Lamb, Farm Credit East Moderator: Lawrence Camp, USAID As a capstone to Day 1, Mr. Allyn Lamb will walk through the methodology used by Farm Credit East to create a risk management system. The system considers several factors, including different commodities, loan types, loan tenors, and other characteristics that present specific risks. He will then discuss how this information is shared with the organization and used to guide operations and strategy. 6:00–8:00pm Reception Atrium
Networking
Wednesday, August 21, 2013— Products: Structuring Loan Products for Agriculture Clients The 3 “P’s” of Success: Processes, Products & People Day 2 Theme: Products The second conference day is dedicated to our second “P” of successful agriculture lending: products. Senior agricultural bankers will provide an overview of various products, talk about how they are designed and structured, and discuss the customer segments for whom they are designed. The profitability of these products will also be considered. 8:30–10:00am Seasonal Production Farm Loans: Financing the Cashflow, Not the Cow Oak Ballroom Florence Kariuki, Equity Bank Kashif Umar Thanvi, HBL Moderator: Michael Andrade, HDFC This session is devoted to crop production loans. Ms. Kariuki and Mr. Thanvi will share their respective banks’ signature farmer loan products, provide an overview of key product features, describe the loan cycle, and discuss their risk management practices related to these kinds of loans. They will explain the types
of farmers to whom their institutions lend, and share their approaches to client/market segmentation. Reference will be made to specific customers using these products, which will help to provide a more nuanced feel for the product and client segment. 10:00–10:30am Coffee Break Oak Foyer 10:30–12:00pm Financing Equipment for Farmers and Agricultural SMEs Oak Ballroom Hans Balymujura, ABSA Arvind Sonmale, SAFL Moderator: Jenny Scharrer, KfW Long-term investment financing is the focus of this session, which includes representatives of a commercial bank and a finance company, respectively. Mr. Balymujura will describe the various kinds of fixed assets that ABSA finances and explain how they design, promote, originate, underwrite, and monitor these loan products. Mr. Sonmale represents an agricultural finance company that made its start in financing irrigation systems—which is still its main line of business. He will explain the underwriting and structuring of loans for irrigation systems and talk about the many special considerations around this kind of fixed asset.
Schedule at-a-Glance 8 a.m.
9 a.m.
10 a.m.
11 a.m.
12 noon
1 p.m.
2
MON TUE Regist.
Keynote
WED
Session
THU FRI Departure from hotel 6
Panel
Break
Session
Break
Session
Session
Panel
Session Break
Tour & Discussion
Panel
Networking Lunch Networking Lunch Networking Lunch Lunch
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12:00–1:00pm Leasing: An Option to Traditional Investment Lending Oak Ballroom Ramesh Iyer, Mahindra & Mahindra Moderator: Ajai Nair, World Bank This presentation will focus on the leasing operations of Mahindra & Mahindra. The speaker will walk us through examples of actual leasing deals and discuss all of the steps in the leasing process, from promotion and origination to approval and post-approval monitoring. In addition, the presenter will discuss NPLs and how M&M deals with troubled assets, and talk about the profitability of their operations. 1:00–2:30pm Atrium
Networking Lunch
2:30–4:00pm Rolling Out Warehouse Receipts Financing: Pioneering a New Product Oak Ballroom Sebastien Lahaie, Sudameris Moderator: Makiko Toyoda, IFC Mr. Lahaie will provide a detailed description of the warehouse receipt (WHR) system in Paraguay, including its legal structure, the main actors involved in the system, and the types of commodities covered by the system. He will then discuss Sudameris’s WHR financing product, walk through the warehouse receipts product cycle, and describe the customers and commodities financed by Sudameris.
2 p.m.
3 p.m.
4 p.m.
4:00–6:00pm Banks Make Supply Chain Financing Work: A Tale of Two Models Oak Ballroom
Thursday, August 22, 2013— Structuring Agriculture Lending Operations
Michael Andrade, HDFC
The 3 “P’s” of Success: Processes, Products & People
Carlos Budar, Agrofinanzas Moderator: Kashif Thanvi, HBL
Day 3 Theme: People
India’s HDFC and Agrofinanzas of Mexico are financial institutions keen on promoting agricultural supply chain financing. The presenters will introduce specific cases from their respective customer files. Their presentations will also consider: the roles and responsibility of the bank, the large company (e.g., dairy company, large agro-processor), and their small suppliers; specific policies and procedures governing these supply chain financing arrangements (related to origination, structuring, relationship management, loan, and repayment dynamics); and ICT requirements that enable these kinds of financings. 6:00–8:00pm Networking Cocktail Reception—Sponsored by the IFC Oak Foyer
People are your most important assets. The sessions for Day 3 are dedicated to learning how agricultural lenders get the best people, develop their skills and capacities, and build cohesive, high-performing teams focused on farmers and agribusiness clients. 9:00–11:00am Panel: Beyond the Org Chart: Optimizing Your Agribusiness Unit’s Design, Crafting Staff Profiles, and Recruiting the Talent You Need Oak Ballroom Hans Balymujura, ABSA Omer Demirhan, Yapi Kredi Kashif Umar Thanvi, HBL Michael Andrade, HDFC Moderator: Allyn Lamb, Farm Credit East A group of senior bankers will take turns sharing the experiences of their institutions in positioning the agricultural lending business within the organization, determining staff roles and responsibilities, and developing recruitment strategies. The moderator will guide the discussion towards
5 p.m.
6 p.m. Regist.
unch
Session
Session
Session Free time to explore Colombo
Session
7 p.m.
8 p.m.
Welcome & Cocktail Reception
Networking Reception Networking Reception Forum Closing & Celebratory Dinner
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key lessons learned in each of these thematic areas. 11:00–11:30am Oak Foyer
Coffee Break
11:30–1:00pm Panel: Building High-Performing Teams: Effective Training, Meaningful Career Development, Practical Staff Retention Oak Ballroom Robert Pascal, NMB Matt Troniak, East Africa Agriculture Finance Network
This panel will consider strategies for building staff capacities, providing avenues for advancement within the institution, and keeping good staff from leaving the institution. After these introductory remarks, the moderator will draw out some of the key lessons from panelists, facilitate discussion among them, and take questions from the audience.
Friday, August 23, 2013— Field Visits to highlight the “3Ps of Success”—processes, products, and people of Hatton National Bank 8:00–10:00am hotel
Departure from
1:00–2:30pm Atrium
10:00–1:00pm
Tour & Discussion
1:00–2:00pm
Lunch
2:00–4:30pm
Visit
5:00pm hotel
Arrival back at
Networking Lunch
2:30–5:30pm Free Time To Explore Colombo
Miguel Gallo, Finterra Allyn Lamb, Farm Credit East
6:00–8:30pm Forum Closing & Celebratory Dinner Location TBD
Times subject to change
Helpful Information Colombo General Information Colombo is Sri Lanka’s economic center. It is the island nation’s largest city and its main port. Located on this small country’s south-western coast, Colombo spreads out over the plains that border the sea, stretching along the coast for miles on its western side. Colombo Weather in August The month of August in Colombo is characterized by essentially constant daily high temperatures, with daily highs around 86°F/30°C throughout the month. Relative humidity ranges from about 70% during the day up to 90% at night. Colombo International Airport Located about a 20 minute drive north or the city, the Colombo Bandaranaike International Airport is a single terminal building. The terminal includes currency exchange counters, shops, snack bars, travel and tour services and a tourist information office. Arriving passengers can 8
transfer from the airport to Colombo center by taxi, hotel car or public bus. Taxis are readily available outside the Arrivals hall. Health Care in Colombo If you are arriving from an area where either yellow fever or cholera is prevalent, Sri Lankan authorities will require that you have the appropriate vaccination certificate. Otherwise, no vaccinations are mandatory. The main public hospital is Colombo General Hospital, and there are also several private facilities such as Dundans and Nawaloka hospitals. Currency Exchange Currency of Sri Lanka is Sri Lankan Rupee. $1 USD is equivalent to about 131 Sri Lankan Rupees. Coins come in the denomination 5, 10, 25 and 50 cents and Rs. 1, 2, 5 and 10. The higher value denominations are found as notes, namely Rs.10, 20, 50, 100, 200, 500 and 1000. Travelers Checks and foreign currency can be exchanged at various commercial
banks and hotels. Banks charge a 0.5% handling fee and a commission, which varies from bank to bank, when cashing Travelers Checks. The use and acceptance of credit cards is widespread. While visiting a remote area it is advisable to arrange for an alternative mode of payment apart from credit card. About the Hotel Offering accommodations in the center of Colombo, Cinnamon Grand hotel features a spa, 2 outdoor pools and fitness facilities. It boasts 13 dining options. Cinnamon Grand Colombo offers rooms with city views and cable TV channels. A walk from Crestcat Boulevard Shopping Mall, the hotel is approximately one mile from Colombo Townhall and Sri Lanka National Museum. Colombo International Airport is 23 miles away. Important Phone Numbers Police +94 112 814 700 Fire +94 112 810 993
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Moderator & Speaker Profiles Chandula Abeywickrama is Project Director at Hatton National Bank (HNB)—Sri Lanka’s largest private sector commercial bank. He is also Chairman of the Banking with the Poor Network (BWTP)—the largest Asia-based microfinance network, with secretariat in Singapore. He is also Chairman of Lanka Financial Services for Underserved Settlements (LFSUS), a joint venture between UNHABITAT and the Government of Sri Lanka to initiate a national programme for low income housing, and Splendor Media (Pvt) Ltd. He is Team Leader for micro finance for the Asian Bankers Association. Recently he was appointed as a member of Executive Advisory Board of YouthSave Consortium, USA and also serves in the Advisory Committee of the Youth Inclusive Financial Services, an initiative of the Washington based Makingcents International. Mr. Abeywickrama graduated with a Bachelor of Commerce (Special) Degree from the University of Kelaniya, Sri Lanka. Jonathan Alles is the Managing Director/Chief Executive Officer of Hatton National Bank PLC, Sri Lanka since 1st July 2013. Mr. Alles was the Acting CEO/ Executive Director from 1st May to 30th June 2013, Deputy CEO of HNB from 23 November 2011 to 1st May 2013 and Chief Operating Officer from 1st Sept 2010 to 23rd November 2011. Mr. Alles holds a MBA in Finance from the University of Stirling, UK and is an Associate Member of the Institute of Bankers, Sri Lanka. He counts over 25 years of extensive banking experience having served International Banks and HSBC, Sri Lanka and also at Hatton National Bank during the period September 2002 to June 2005. He also serves as a Director of Hatton National Bank PLC, HNB Assurance PLC, Sithma Development (Pvt) Ltd, Acuity Partners (Pvt) Ltd, Acuity Stockbrokers (Pvt) Ltd, Lanka Ventures PLC, Lanka Clear (Pvt) Ltd and Lanka Financial Services Bureau Ltd.
Michael Andrade is Senior Vice President and Business Head of Agriculture at HDFC Bank, India. Previously worked for Abu Dhabi Commercial Bank and Barclays Bank Plc, among others. With 22 years of banking experience, Michael has worked in rural markets since 2001. He pioneered and developed the Business Correspondent model for agriculture finance through partnerships with cooperatives and companies working with farmers as an effective distribution tool. He is a graduate in Science and has a post-graduate degree in Financial Management from Mumbai University. Hans Balyamujura, General Manager of Absa Agribusiness— Africa, commenced his career at ABSA as the Northern Regional Manager for Agribusiness, responsible for four provinces in South Africa. Prior to working with ABSA, he was General Manager for Agriculture at TSB Sugar and Head of Emerging Agriculture at First National Bank. Hans holds an MSc. In Agricultural Economics from the University of Pretoria and a PhD in Agricultural Economics (Marketing Tea for Uganda’s Smallholder Sector) from the University of the Free State. Raiomand Billimoria is IFC’s Regional Agri-finance Specialist for the Middle East and North Africa. Raiomand is responsible for developing agrifinance advisory projects in MENA, supporting business development in South Asia and contributing to the global agrifinance knowledge management agenda of IFC. Raiomand was Project Manager for IFC’s Tajikistan Agrifinance and Business Environment Project and South Tajikistan Cotton Lending Project in Central Asia. He has also led advisory projects in Egypt, Lebanon, Oman, India, Pakistan, Saudi Arabia and Uzbekistan. Raiomand also worked in risk management (Bank of Tokyo-Mitsubishi—New York, and with
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the Asian Development Bank and A.T. Kearney in Asia). He holds an M.B.A. from Boston University, and Bachelor of Commerce from Delhi University’s ShriRam College of Commerce. Hans Bogaard heads the agribusiness advisory activities of Rabo Development. He has worked closely with multilaterals, such as the European Bank for Reconstruction and Development. He also works with core customers, such as the World Bank and IFC, to improve supply chains (Cocoa project in the Ivory Coast with ECOM, Warehouse Receipt System in Ethiopia (IFC), Coffee Rwanda/Ethiopia (CFC), etc.) A leader in financing agri-processing projects in emerging markets, he also worked for Rabobank’s Mergers and Acquisition Team in the food and agribusiness sector, and was a Director for Rabo’s Trade and Commodity Finance Team, responsible for the financing of activities in Central Eastern Europe and Central Asia. He completed his studies in Agricultural Economics at Wageningen University in the Netherlands. Dana Boggess is a Program Officer at the Bill & Melinda Gates Foundation, where she leads the Agricultural Development program’s work on smallholder and agricultural enterprise finance. Her previous experience includes private sector strategy consulting for the high-tech and telecom sectors, as well as developing capacity building programs for Pact in Cambodia. Ms. Boggess holds a Master’s degree from Columbia University, where she focused on Economic Development and Finance. Carlos Budar is the Chief Operating Officer of Agrofinanzas. Before joining Agrofinanzas in 2008, he was Chief Credit Officer at FIRA. Previous to that, Carlos was CFO and head of the Risk Management Department also at FIRA. Carlos Budar began his professional career at Mexico´s Central Bank. He holds a BA in actuarial science from Instituto Tecnologico Autonomo de Mexico and an MBA from the Stern School of Business at New York University, graduating both with honors. 10
Lawrence Camp is Division Chief for Private Enterprise within the Economic Growth, Education, and Environment Division (E3). He joined USAID in 2009, after four years at Millennium Challenge Corporation. Prior to this he headed a Financial and Private Sector Development project in the West Bank, and was with USAID from 1993 to 2003 in the Europe and Eurasia Bureau where he was engaged in Private and Financial Sector Development. In his earlier career, he spent 15 years in commercial and merchant banking. Ross Colbert is the Global Strategist for Beverages at Rabobank International, Research Division. Mr. Colbert is in its Food & Agribusiness Research and Advisory (FAR) group based in New York. He is responsible for developing FAR’s research portfolio and Rabobank’s global view toward the beverage sector. Most recently, Mr. Colbert was Managing Director of M&A Americas for Zenith International. Prior, he was Managing Director and Chief Operating Officer for 8 years at Beverage Marketing Corporation. He has worked at Coca-Cola Bottling of Miami, Beverage Canners International, and Cadbury Schweppes. He has been a managing director of BMC/Haas Financial, and was the president and a member of the board of directors of Haas Financial, LLC. He advised companies such as Nestlé, Cadbury, Schweppes, Heineken and PepsiCo, as well as middle-market companies in the beverage industry. He’s also Director of Eldorado Artseian Springs Inc. since 2007. Mr. Colbert holds a B.A. from University of Hawaii, an M.B.A. from University of New Haven and completed the Executive Program of the Wharton School—University of Pennsylvania. Omer F. Demirhan is manager of agricultural marketing department for Yapı Kredi Bank of Turkey. He was portfolio manager in a branch before working for state bank of agriculture. Since 2008, he has worked for two different private banks to establish Agricultural Banking business units. He developed various financial products for agricultural sectors, as well as organization models to serve these
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products to the sector efficiently. He also took a part in governmental projects for establishing a rural development plan in Turkey and harmonization of Turkey’s legislation to European Union’s agriculture for 3 years. Since 2011, he has leaded a project to establish a standard agricultural lending system for his bank, with assistance of EBRD and Frankfurt School, which believed to be a pioneer for private banks of Turkey. Grahame Dixie is Senior Agricultural Specialist for the World Bank, where he has been involved in developing a raft of new agricultural competitiveness projects in Nepal, Afghanistan, India, Nepal, and Sri Lanka. He is Chairperson of the World Bank’s Rural Thematic Group for Rural Infrastructure Services, Markets and Rural Finance (RIMFI). Previously, Mr. Dixie was an independent consultant for 30 years, primarily working at the interface between international aid and the private sector. His clients included many of the international development agencies, e.g., World Bank, IFC, USAid, Swiss Development Corporation, EU, FAO, IFAD, among others, as well as private sector companies and major NGOs. He has worked in over 65 countries (17 countries in Africa and 7 countries in South Asia). Miguel Gallo is the Marketing and Sales Director at Grupo Finterra. He joined Finterra in 2003 as Business Development Director, responsible for the origination of Finterra’s loan portfolio and supervision of the branch network. Before, he was part of the senior management team in charge of creating Financiera Rural (Mexico’s Federal Government bank focused on channeling financial resources to the Agribusiness and Rural sectors). Mr. Gallo worked at Banamex (a wholly owned subsidiary of Citigroup). He also worked as field manager in four sugar cane mills and as researcher at the University of Kentucky’s Department of Agronomy, and for CIMMYT (International Corn and Wheat Improvement Center)—CGIAR Group. He received a B.S. in Agricultural Engineering from the ITESM and a Master of Science degree from the University of Kentucky College of Agriculture.
Ramesh Iyer, Managing Director at Mahindra & Mahindra Financial Services and CEO Financial Services Sector, is a Commerce graduate and has an MBA from Mumbai University. He is an alumnus of many management and leadership programs in India, the US, France, and China by IIM, Bangalore, Michigan Business School, Harvard Business School, among others. Prior to joining Mahindra, he worked with Ashok Leyland Finance. He is a member of the Banking & Finance Committee of the Bombay Chamber of Commerce and Industry and of the core committee of the Finance Industry Development Council (FIDC) and the Taskforce of NBFCs of the Federation of Indian Chambers of Commerce and Industry (FICCI). He is also co-chairman of the Group on Finance & Leasing and Insurance of the Council of Economic Affairs, and helped set up the Society of Indian Automobile Manufacturers (SIAM). In 2010, Business World named him in its special report on India’s Most Valuable CEOs. Florence Kariuki is the Deputy Head of Agribusiness in Equity Bank. Before joining she worked extensively in rural Kenya managing complex farmer programs working with various players in the agricultural value chains. It is as a result of hard work and ability to coordinate programs that she has grown through the ranks in the bank. Florence was quite instrumental in the establishment of the now fully fledged agriculture lending structure in the bank. She has spearheaded and managed many strategic partnerships where she has gained enormous experience in handling innovative finance in agriculture. She has a BA degree and is a graduate of Certificate in Agriculture Finance under Kenya School of Monetary Studies, and is trained in Agriculture and Community Banking through Lifelong Learning for farmers with field visits in India. Erdal Kocoglu is a Project Manager at the Frankfurt School of Finance & Management. He started his career as an independent entrepreneur and joined the Frankfurt School in 2008. His work includes
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assignments focused on agricultural finance, credit guarantee schemes, business planning & financial modeling, and field studies. Erdal helped design and implement a system to evaluate the cost-revenue structure of agricultural enterprises to assist banks in making credit decisions. He also developed a value chain finance concept designed specifically for Turkey. Erdal holds M.Sc. Degree in European Business Law and is pursuing a PhD in Business Administration. Sebastian Lahaie started his banking career in Clinvest, the investment banking arm of Credit Lyonnais in Paris. In early 1999, he ten moved to Ernst & Young Corporate Finance division where he worked on Mergers & Acquisition (“M&A”) projects in emerging markets. In 2000, Sebastien moved to HSBC Investment Bank where he took charge, among other M&A projects, of the development of the Financial Institutions Group (“FIG”) operations in Tokyo and in Hong Kong. Having successfully developed the transactions pipeline, he was then part of a four-men team that moved to ABN Amro’s Investment banking arm to create the FIG team of the Dutch bank. In 2006, Sebastien joined the Abbeyfield Group as its managing director. The same year, he joined the board of directors of Sudameris Bank in Paraguay, Abbeyfield Group’s main asset. He has since then worked on the group strategy, helped secure funding for its various projects as well as for its operating subsidiaries. Allyn Lamb was the President and CEO of AgChoice Farm Credit for over 14 years. AgChoice has $1.5 billion in loan volume with over 8,000 customer-owners in Pennsylvania and West Virginia. Prior to that, he served for 28 years in various leadership roles with Farm Credit East’s predecessor organizations. Mr. Lamb also served for eight years in lending positions in commercial banking. Mr. Lamb completed a USAID funded Farmer-toFarmer project in Ghana in April 2013 through ACDI/VOCA. He is scheduled to do a cooperative development project in Nigeria in July 2013 with Winrock. He has also assisted the Nigerian 12
Minister of Agriculture in his efforts to establish a new farm credit system. He has been invited to speak at a conference in Lagos in September on the evolution of the US Farm Credit System. Mr. Lamb is a graduate of Cornell University. Robert Pascal is Head of Agribusiness at National Microfinance Bank Plc (NMB) in Tanzania. He is responsible for the development and implementation of agriculture financing strategy, including the development of tailor-made agri-financing products for farmers and investors in agribusiness. Prior to joining NMB Plc, Robert served as Senior Relationship Manager Corporate (agriculture finance) at CRDB Bank Plc. He earned a BA and an MBA in International Banking and Finance from Birmingham Business School in the United Kingdom, and has attended seminars in Agribusiness at Harvard Business School. Jenny Scharrer is senior project manager with KfW Development Bank. Her work focuses on agri-finance in Sub-Saharan Africa. She is responsible for the Africa Agriculture and Trade Investment Fund and is currently structuring the Fund for Agri-Finance in Nigeria. Previously, Jenny worked for OXFAM Hong Kong as a strategy team manager in Vietnam, improving agricultural value chains to increase income for smallholder farmers. Jenny also worked for McKinsey & Company in Germany and Bahrain on economic reform projects. During the economic and financial crisis 2009–2011, Jenny has been working with the German Federal Ministry of Economics and Technology, helping to administer the German Stimulus Pact issuing federal guarantee schemes for distressed companies. Jenny is a lawyer. She also holds a Master in Public Administration from Harvard Kennedy School and a LLM from the European Academy for legal theory in Brussels. Arvind Sonmale is a career Banker with 36 years experience. He started his banking career as a Probationary Officer in State Bank of India in 1975, before becoming Branch Manager of a SBI office in Panaji (Goa)
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and in SBI’s International Division. In 2004, he was the Chief General Manager of Corporate Finance and Recoveries in Exim Bank, Mumbai, and Managing Director and CEO of Global Trade Finance Ltd. (GTF) promoted by Exim Bank with equity participation from IFC, Washington and FIM Bank, Malta. He is currently the Managing Director & CEO of Sustainable Agro-commercial Finance Ltd. (SAFL) having its Head Office at Mumbai, India. SAFL is a NBFC promoted by Jain Irrigation Systems Ltd. with equity investment from IFC, Washington, and is focused on extending finance to small and medium sized farmers in the rural and semi-urban geographies of India. Michael Tarazi joined CGAP in 2008 as a member of CGAP’s Government and Policy Team. He leads the team’s efforts in the area of branchless banking regulation and has worked with regulators around the world to develop regulatory frameworks. He led CGAP’s regulatory efforts in the Maldives and has worked in countries such as Nigeria, Rwanda, Fiji, Haiti, and Jordan. Tarazi teaches courses on branchless banking at the Boulder Institute for Microfinance. He also was chosen as a Young Global Leader by the World Economic Forum and is a member of the Forum’s Dialogue Series on Access to Finance through Technology. Tarazi holds a bachelor’s degree from Harvard University and a law degree from Harvard Law School. He speaks English, Arabic, and French. Kashif Umar Thanvi is the General Manager and Head of Rural Finance, Habib Bank Limited, (HBL), Pakistan. Kashif’s experience in the banking sector spans over a period of ten years. Before he joined HBL in 2007, he worked with Khushali Bank Limited and United Bank Limited. At HBL, Kashif is leading the transformation of bank’s Rural Finance Division into a business model that is innovative, self-sustainable, and scalable. His active involvement with the Central Bank of Pakistan has led to multiple initiatives such as prudential regulations for agricultural credit, crop loan insurance scheme, agricultural credit target estimation, and guidelines for various agriculture sub-sectors.
Makiko Toyoda is the Product Lead for the Global Warehouse Finance Program (GWFP) under Trade and Supply Chain Department at International Finance Corporation (IFC), the World Bank Group, based in Washington, DC. She currently manages a $500 million GWFP program which is an emerging markets program for commodity finance transactions with a particular focus on warehouse receipts and other equivalent inventory financing schemes. Makiko has more than 20 years of international banking experiences having worked in Kazakhstan, London, Frankfurt, Hong Kong, and Tokyo. Prior to joining IFC in 2003, she worked for the European Bank for Reconstruction and Development (EBRD) where she was in charge of warehouse receipts programs in CIS countries, and also for Industrial Bank of Japan (IBJ) where she was Deputy General Manager in the field of trade finance. Makiko holds a Master’s degree from SAIS, Johns Hopkins University. Matt Troniak is the technician Adviser at the East African Agricultural Finance Network. He is a senior economic development, project/business management and finance specialist with more than 25 years of experience working with private and public sectors in emerging markets. In addition to running projects Mr. Troniak has hands on experience in conducting strategic planning, development, financing and administration of development projects as well as private sector projects and investments with a focus on Agricultural Development. He has held senior management positions (CEO, CFO, Managing Director, Director and Executive Director) in finance institutions such as banks, loan guarantee corporations, trust companies and MFIs, as well as government departments and private equity and venture capital funds. He assisted in implementing change management initiatives in USAID projects, SMEs, financial institutions focused on the delivery or expansion of dedicated MSME lending, agricultural lending and agricultural insurance programs, as well as bank down-scaling and investment banking programs (privatizations and IPOs).
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Staff Profiles Ajai Nair currently works as a Program Coordinator for the Agriculture and Environmental Services Department at the World Bank. Ajai is responsible for overall program management, ensuring that AgriFin’s activities are aligned to AgriFin’s vision and objectives. Ajai has a Master’s in Public Affairs from Princeton University’s Woodrow Wilson School of Public and International Affairs, and a Masters in Agricultural Economics from the Tamil Nadu Agriculture University. Maria Pagura currently works as a Senior Program Officer for the Agriculture and Environmental Services Department at the World Bank. Maria leads AgriFin’s Knowledge and Networks program and is responsible for the development and management of AgriFin’s global platform on agriculture finance. Maria has a Masters in Economics and a PhD in Agricultural Economics from The Ohio State University. Roy Parizat works as a Senior Economist for the Agriculture and Environmental Services Department at the World Bank where his work focuses on agricultural finance and agricultural risk management. Roy started his career in the banking sector, working in both retail and corporate banking. Roy has an MSc in Development Management from the London School of Economics. Azeb Fissha Mekonneh works as an Analyst for the Agriculture and Environmental Services Department at the World Bank. She oversees AgriFin project implementation in Madagascar and Mozambique. Azeb holds a Master’s degree in Public Policy from the Central European University of Hungary.
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Kilara Suit currently works as an Analyst for the Agriculture and Environmental Services Department at the World Bank where her work focuses on agricultural finance and agricultural risk management. She has an MSc in Political Economy of Development with a specialization in African and International Economics from the School of Oriental and African Studies (SOAS), University of London. Dakota Dobyns joined the Agriculture and Environmental Services (AES) department at the World Bank in April 2013. She graduated from the Master of Environmental Science program at the University of Pennsylvania in 2012. Dakota graduated from New York University with a BA in Metropolitan Studies. Valdete Berisha has been with the World Bank since July 2012. She manages AgriFin’s webinar series on agriculture finance, the publication of its monthly newsletter, and the website. Previously, Valdete worked at IFPRI where she conducted research on international trade and worked with the team that established AGRODEP, an economic modeling consortium for African researchers. Tom Moyes joined the Agriculture and Environmental Services Department at the World Bank in July 2012. He serves as an advisor to AgriFin. Before joining AgriFin, Tom was a Program Manager at the International Finance Corporation, Financial Sector/Rural Finance Specialist at the Asian Development Bank, Philippines, and Senior Financial Consultant at DAI.
F I N A N C I N G A G R I C U LT U R E F O R U M 2 0 1 3 : I N V E S T I N G I N A G R I C U LT U R E P R O F I TA B LY
Stay Up to Date with the Financing Agriculture Forum Mobile App At this year’s event, we are launching the Financing Agriculture Forum Crowd Compass Mobile App. Download on the App on your smart phone, tablet and laptop to access the program agenda, speaker proďŹ les, presentations, & connect with Conference Participants! Features Include: O Detailed Program Agenda O Speaker Biographies O Session Presentations O Participant Information O Hotel Information & Interactive Maps O Session Surveys and more!
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Financing Agriculture
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