EDC IN RUSSIA Export Development Canada Focus on Innovations by EDC in the market

1. EDC IN RUSSIA Export Development Canada Focus on Innovations by EDC in the market Rod Lever, EDC Chief Representativein Russia & CIS Swissôtel, Moscow May 29, 2007

2. EDC at a Glance To cover today: • Principal product areas: - Corporate lending - Indirect lending - Short Term program • Broad definition of “Canadian content” • “Innovations” in the Russian market

3. Products/Structures • Guarantees • Direct lending • “Indirect” lending • Corporate lines of credit • Syndicated facilities I. Medium/Long-term Structures

4. Russian Bank Products and Financing Options Indirect Lending Instruments 1)Application Russian Buyer 7) Loan obligation 3) Delivery of goods/ services 6) Deferred Payment 2) Allocation (Line of Credit) 4) Necessary documents Canadian Exporter 5) Payment at sight

5. Which Banks in Russia can EDC work with? … an illustrative list Sberbank VTB Gazprombank Vnesheconombank International Moscow Bank Raiffeisen (Impexbank) Rosselkhozbank Russian Bank for Development Uralsib Rosbank MDM Russian Standard Bank Promsvyazbank (PSB) Bank Petrocommerce Nomos Bank International Industrial Bank Bank Zenit Bank of Khanty-Mansiysk Evrofinance Mosnarbank Sobinbank Globexbank European Trust Bank Bank Soyuz TransCreditBank National Bank Trust Bank Rossiya BIN Bank Sviazbank MBRD Vozrozhdeniye Bank URSA Bank Absolut Bank Bank Avangard Probusinessbank Rosevrobank Credit Bank of Moscow International Bank of St-Petersburg Transcapitalbank Orgresbank Slavinvestbank Moskommertsbank Locko-Bank Chelyabinvestbank Omskbank

6. Products/Structures • Open Account (receivables insurance) • Information requirements – indirect relationship between EDC and Russian buyer • Insurance of Letters of Credit (L/Cs) – foreign bank obligations II. Short Term Credit Structures

7. “Innovations” I. Direct Lending – Russian mid tier companies • Target: strong companies that may not already have access to capital markets or global banks • Critical information: audited financial statements, business plan • Reputable auditor

8. “New Areas” • Working with Russian partner leasecompanies • Are finalizing facility to take direct risk on leases • Also can (and do) work with wide variety of Russian lease companies – including Uralsib Leasing • Inventory finance – important area for Canadian firms that need to maintain inventory in market to meet customer requirements in timely manner II. Leasing and Inventory Finance

9. “Innovations” • Adds +35% to contract value • Provides significant value to have these costs financed III. Financing of Duty and VAT

10. Mandate –when can EDC get involved? • Broad definition of Canadian content • Support for investment as well as trade • Adapting ourselves to be relevant to Canadian firms and their customers operating in the market

11. Mandate –case study – System Integrators • System integrators typically not Canadian but are important for market penetration • EDC can support Canadian content even when contract is between non-Canadian entities • Allows Canadian firms to meet local market requirements/needs

12. EDC Contact Information Rod Lever Chief Representative in Russia & CIS EXPORT DEVELOPMENT CANADA Embassy of Canada 23, Starokonyushenny pereulok, Moscow 119002 Russia T: +7-495-105-6095/ -99, F: +7-495-105-5667 Email: rlever@edc.ca Website: www.edc.ca