On 28 and 29 November, the FCI Education and Marketing Committees organised a Training on Sales and Marketing in Factoring and Receivables Finance in Guangzhou, China. FCI Education Team, Mrs. Aysen Cetintas and Mr. Spyros Tsolis as well as the FCI Regional Director North East Asia, Mr. Lin Hui acted as presenters, supported by FCI Marketing Committee (Mr. Roberto WECKOP - Chairman, Mr. Joao COSTA PEREIRA, Mrs. Sarah C.H. PON, Ms. YAO Xiaochun (Joyce) and some senior executives from the industry in the region.After an introduction on the industry and products, the features and benefits of Factoring were highlighted. The importance of industry suitability and seller selection was afterward presented as well as the sales channel, some reverse marketing technics and prioritization.The highlight of the morning was the panel discussion with case studies from Asia and Europe, presented in turn in Chinese and English. Mr. Joao Costa Pereira was the moderator of the panel and helped the audience, through several questions, to better understand the cases studies. Ms. Vivid Liu from China Construction Bank, reported how her bank helped the growth of SMEs through factoring service by creating a three-factor model factoring program. Ms. Avis Yang representing China Merchants Bank, explained a case of international reverse factoring, a typical case of FCIreverse 4 corner model that helped small suppliers in China to export shoes in Europe. Mrs. Sarah Pon from UniCredit Factoring Italy, narrated on a two-factor business for top seller and top buyer in the automotive industry. Last but not least, Ms. Melanie Wei from Taipei Fubon, described a domestic reverse factoring case with anchor buyer where SME supplier was selling to a big buyer.The afternoon was dedicated to selling factoring techniques: the challenges of finding the needs and closing the deal. These were illustrated by two videos that were well-received & much appreciated by the participants as it demonstrated the theory. In the evening, the participants gathered to taste the well-reputable Guangzhou food and to network.The second morning was dedicated to the business game. Each group was spread in smaller groups to play the role either of the exporter or  the  factors. Factors were competing among each other to convince the exporter to work with them. The simulation allowed the attendees to use the theoretical techniques they learned the day before.During the afternoon, FCIreverse was presented. It was followed by a presentation on Fintech and platforms: competitors or partners, by Mr. Cliff Entrekin, Managing Director of Convergence Capital Group. Mr. Lin Hui moderated a panel on the new horizons of One Belt/One Road project. Senior executives from China (Mr. Ma Alex - China Development Bank, Mr. Xu Lingyun - Bank of China, Mr. Chen Jianhong – Sinosure) shared their thoughts on the subject. Finally, the day  ended with the famous Millionaire’s Game: four participants could test their memory and understanding through 7 questions and become a millionaire in chocolate.The participants went back home with additional knowledge.Testimonial includes: Very substantial content-UOB China