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Croatia Lead arrangers Bayerische Landesbank (books), Citibank (books), Commerzbank (co-ordinator, books), Dai-Ichi Kangyo Bank (facility agent) and WestLB (documentation) have signed the Eu150m term credit facility for Zagrebacka banka dd.

Electrolux has redenominated its $1 billion global MTN programme to euro1 billion ($941.44 million). Credit Suisse First Boston and JP Morgan have been dropped as dealers while ABN Amro and Morgan Stanley Dean Witter have been added, alongside Salomon Smith Barney (see MTNWeek, issue 190)

Ecuador appears to have beaten investors into submission with its debt restructuring proposal to swap $6.65bn in defaulted Bradys bonds and Eurobonds for $3.95bn of new 12 and 30 year global bonds. After roadshows in New York and London this week, Ecuador was on track to attain the 85% investor approval it needs for the restructuring to go ahead. Ecuador's success, however, was more the result of coercion than negotiation. If 50% plus one of the current bondholders vote in favour of the exchange, then that will result in the dissolution of certain terms on the current bonds, making it a worse bet for bondholders who do not vote in favour.

Mexico ? Grupo Televisa SA

Erdoelbevorratungsverband (EBV) set out its stall in the private market last week, by issuing a euro25 million ($24.57 million) 30-year CMS-linked note. The borrower achieved a tight sub-Libor price due to its triple-A rating and status as a quasi-state entity. But with eight other German borrowers holding top ratings, competition is hotting up. EBV may have to be increasingly adventurous in its issuance to keep a foothold in private placements. EBV has been lucky in that investor appetite for its paper has been strong since it signed its euro2 billion programme on 13 September, last year. But its funding requirement off the facility in 1999 was low and it had the luxury of being able to wait five months for the right opportunity. Westdeutsche Landesbank (WestLB) was the quickest dealer off the mark with a trade for EBV. It was lead-bookrunner off its inaugural which will settle on September 29 2000. Hans Joachim Von Hanisch, head of Euro-MTNs at WestLB in London, explains why the deal was transacted so far in advance. He says: "The trade was driven by demand from pension funds in Europe which were keen to invest in the 30-year category and wanted forward purchase of bonds in September." Sanders Schier is on the board at EBV and is responsible for its financing. He says EBV will focus on the private market in 2000 since that is where he believes it will get the best levels. EBV has issued schuldschein for 21 years and intends to continue to rely on this source. As a result the funding target off its Euro-MTN shelf this year is relatively small at euro250 million, so Schier thinks a public issue would probably not suit EBV's strategy. He explains: "We have certain dates when refinancing is due but we know that it is unlikely investors will be there then. So we have a permanent buffer zone of euro100 million. If a dealer comes to us with a trade of up to euro50 million per tranche and it is an attractive offer then we will do it." EBV is responsible for importing, storing and maintaining emergency oil reserves within Germany. It was set up in 1978 by the government through its oil stockholding law because Germany is 98% dependent on imported oil. EBV doesn't need government approval for every note traded, but its link to the state does mean it is limited in what it can issue. Yet, borrower flexibility is essential as competition heightens and investors take the driving seat. Schier, at EBV, is aware that even triple-A rated issuers have to play into buyers' hands. He says: "For the time being we are limited to issuing in euros as a conservative approach. While targets can be achieved in euros we will continue to issue in the currency. But the programme allows for issuance in other currencies and I think this will be one of the next steps." Some banks are concerned that EBV is ignoring the potential for quality funding in other areas. An official at Deutsche Bank in Frankfurt, arranger off EBV's facility, says: "The tight pricing and the fact that EBV is restricted in the currencies and structures it is open to could be a problem. Japanese investors have shown interest in the name, but they can only buy in yen. EBV could play on many more possibilities but there is work to be done." EBV believes it will have no problem standing out from the crowd. Its state support makes it extremely stable since the law protects it from changes in the market price of its oil reserves and it is forbidden to ever sell at a loss or be bankrupt. Schier, at EBV, emphasises that EBV's debt is highly attractive to risk-adverse investors. Also, as a corporate, it offers diversification from the usual set of triple-A rated banks. He says: "EBV's 20% risk weighting in addition to Standard & Poor's triple-A rating, its government backing and the security of the law which does not allow EBV to go bankrupt, means it can position itself strongly in the market as a superior credit to compete with other issuers in its peer group." Triple-A rated Kreditanstalt fur Weideraufbau (KfW) issued $9.44 billion off 70 non-syndicated trades in 1999. Frank Czichowski, head of capital markets at KfW, believes that in a rapidly changing market borrowers can't afford to be rigid in their style of funding. He considers that KfW's success comes from being alert to market dynamics and being fast to react. He says: "There are more issuers coming to the market so competition is clearly growing. For triple-A borrowers providing liquidity for investors is one of the main issues. Speed and flexibility are also priorities. Often investors want to express a certain view on the market or want something specific. Issuers have to be quick in responding to these particular needs." One of EBV's aims is to increase its recognition in the market. Von Hanisch at WestLB, says: "EBV is keen to raise its profile and increase attention on its credit since it has an on-going need for private placements." But the new borrower did not use the traditional route of a public debut issue to get its name known so it has its work cut out. Yet Schier at EBV, has full confidence in his chosen panel of banks. He says: "We selected eight banks which we know have strong national and international coverage and can reach the investors we want to target. We are willing and happy to visit investors on an individual basis, but we think it is more valuable to concentrate on keeping up contact with dealers."

Eicsson's treasurer Vidar Mohammar gives his opinions on competion and online trading in the MTN market... Q. How has your borrowing strategy changed as the market has become more credit aware? A. Not really. Ericsson is pretty well known already. We are borrowing at much the same levels as we were a year ago. Q. How do you reassure investors about your credit? A. We have had the same rating for such a long time that it is not an issue. The market sees us as a pretty good credit. Q. How important is it to be a pan-European household name in selling your story? A. Being a household name absolutely makes life easier. Investors already know who you are when you go out and roadshow. Q. What percentage of your investors are non-domestic? And how does this compare to a year ago? A. The majority of our investors come from outside Sweden and this has not changed. Q. What sort of structures are investors interested in buying from you? A. They are interested in all sorts of structures but we mainly issue plain vanilla. If the pricing is right we will do equity-linked deals. Q. How do you feel about the market going online? Are you happy for your levels to be posted on a screen that everyone can access? A. We are happy to post our levels if we are issuing, but if we are not issuing it is a waste of time. Q. Do you think borrowers' relationships with their dealers will suffer as a result of online trading? A. It's just another way of issuing. It is not replacing other ways of issuing, it is complementing them. It is useful for reaching institutional investors. Q. How do you see the market developing in 2000? A. It will be more common to go online. This should push pricing down, which is good for borrowers and investors.

? Bancaja International Finance Guarantor: Caja de Ahorros de Valencia, Castellon y Alicante (Bancaja)

Eridania Beghin-Say's manager, capital markets, Paolo Falcone gives his views on online trading and competition in the MTN market... Q. How has your borrowing strategy changed as the market has become more credit aware? A. EBS' strategy has not changed a lot. We use our Euro-MTN programme opportunistically as a way of lowering our funding costs. And though in the last months of 1999 the costs of borrowing were higher, we tried to stick to our targets. Q. How do you reassure investors about your credit? A. We have explained our situation. Being in the agri-business is very cyclical. We were rated A- by Standard & Poor's and were downgraded in October 1999. But we are now a very strong triple-B+. After the downgrading we reviewed our targets. Q. How important is it to be a pan-European household name in selling your story? A. While in France and Italy EBS has very good name recognition, in some other European countries our brands are better known. For instance, our olive oil brand, Koipe, is the leading olive oil in Spain. Q. What sort of structures are investors interested in buying from you? A. Almost all our transactions are structured but we swap all our trades into floating rate. Structured notes are currently a good way of hitting our targets. If we understand the risk we will look at credit-linked, currency-linked or equity-linked. Q. How important is it for you to be a frequent borrower, able to build your own yield curve as triple-As can? A. We have not used our programme to issue public bonds. We have not issued any bonds since 1998. We have set up targets for three to 10 years for our programme and we issue frequently but in small amounts. We like to tell the market that we are here. Q. How do you feel about the market going online? Are you happy for your levels to be posted on a screen that everyone can access? A. We are thinking of posting our levels online with dealers who may be interested, including Warburg Dillon Read (WDR). But we will not do this in the short-term. We prefer only some dealers knowing our targets. When we change our targets we tell the dealers we are working with. Seeing other people's levels could be interesting and allows you to see where you are compared to the rest of the triple-B's in the market. Q. How do you see the market developing in 2000? A. The market will be more active on both sides. There will be opportunities for corporates and investors. Our Euro-MTN programme provides us with a good source of funding. It does today and it will tomorrow.

The telecom sector is in the limelight, as M&A activity persists. Added to this is the UK licences auction for next generation mobile phones, where the six remaining companies are bidding for five licences. Investors could stand to make large gains. However, the phrase event risk is on everyone's lips, usually with negative connotations. The Mannesmann deal shook investor confidence and the general consensus is that caution is needed. With more M&A activity to come, will MTN issuers be sticking to the public markets, and could investors be in for a rough ride? Despite the threat that event risk poses to investor interest, the telecom sector is growing at a phenomenal pace. Issues in 1999 amounted to $16.61 billion off 46 trades compared with $5.56 billion off 24 trades in 1998. Issuance by telecom companies in the first quarter of 2000 has already reached $9.71 billion off 23 trades and if this continues, 2000 will be twice the size of 1999 in terms of issuance. Warburg Dillon Read (WDR), one of the top dealers off telecom programmes, does not see event risk as a big problem. Gavin Eddy, executive director, head of Euro-MTNs at WDR, believes that investors want to buy telecom notes because the market is developing so quickly. He says: "There probably isn't a more exciting sector at the moment and investors want exposure to it." But Eddy admits that risk from M&A activity cannot be ignored, although he thinks that investor confidence has been restored. He says: "AOL and Time Warner type deals may become typical of the telecom sector, with more high-tech and media companies merging with telecom companies. It's a unique sector and it's consolidating very quickly. It's a sector where there is very large event risk but investors are willing to accept this." Tecnost signed a euro10 billion ($9.53 billion) Euro-MTN programme for Olivetti in July, last year, and it now has the second largest outstanding issuance in the sector at $5.68 billion. The programme was set up specifically for M&A activity. Luciano La Noce, director of corporate finance at Tecnost, says: "We set the programme up for flexibility. We have not used it much yet but our two large issues in the public market had to meet important deadlines for the Telecom Italia takeover." Only France Telecom, Europe's second biggest telephone company, has issued more. After a spate of issuance this month, the company has now raised $6.67 billion, mostly by public trades. But the threat of credit downgrading has not posed a problem for the MTN market's most active telecom issuers. La Noce says: "The Mannesmann deal last year created unrest among investors, and then there was Orange too. The market realizes there is event risk. This is reflected in pricing, but there has been no drop in credit quality. We have not felt any adverse effects of investors' fear of event risk and we have had no trouble selling our paper." Sonera signed its euro2 billion MTN shelf in May 1999 and is not concerned about the effect a ratings decrease could have. Pekka Reijonen, treasurer at Sonera, says: "Obviously event risk was a key issue for investors. But investors are aware of this and they can judge for themselves based on individual company names, ratings, strategy and history." Despite this, Sonera is not shy of being acquisitive and announced plans on April 18 to buy the Swedish software company Across Wireless. Lehman Brothers has arranged four programmes for telecom companies, including Tecnost's, the sector's biggest MTN programme. Julia Ward, director, head of MTN origination at Lehman Brothers, agrees that M&A activity in the telecom sector has had an effect on the market. She says: "Consolidation in the sector may lead to some existing programmes disappearing. However, new programmes will be set up and in many cases the issue proceeds will be used to fuel M&A activity." But signings are slowing down. Five telecom companies entered the MTN market in 1999, but in the last six months there has been only one: Cable & Wireless Optus. Issuance from telecoms has increased, although this has been mainly in the public market. In the past month there have been 14 trades from the sector and eight were issued by France Telecom. Daniel Cogoi, head of Euro-MTNs at BNP Paribas Group says: "Acquisitions have fuelled the volume of issuance in the telecom sector. The need to raise large amounts quickly leads issuers to the public syndicated markets as opposed to the often cheaper private MTN market. Despite this, the telecom sector should witness significant growth in the private MTN market as it seeks to refinance existing debt." However, issuance in the private market, according to MTNWeek league table criteria, during 1999 and 2000 amounts to only $2.26 billion off 28 trades. This accounts for only 8.53 per cent of total MTN issuance by telecoms. This is confirmed by Tecnost, who intends to use its MTN programme again in 2001 and 2002 to restructure its outstanding debt. La Noce says: "We will probably use the public market because of the size of issue required, but private trades are also a possibility." Eddy also predicts that the public trades will dominate, but for another reason. He says: "With the current auctions of the third generation mobile licences in the UK, we are likely to see heavy telecom issuance in the public markets in the coming weeks. This is already causing some weakness in the secondary spreads."

Fannie Mae set a new record in the dollar markets this week with a blow-out $11.5bn three tranche offering. The deal, led by Goldman Sachs, Merrill Lynch and Morgan Stanley Dean Witter, is the biggest non-government corporate or agency bond issue in dollars and the second largest non-government offering in any currency, behind Deutsche Telekom's $14.5bn transaction in June.

? Bayerische Landesbank Girozentrale Rating: Aaa/AAA/AAA

Leak darling Rupert Lewis of JP Morgan will pass a milestone in his life this weekend. It's his 30th birthday. And to ensure his party on Saturday goes with a swing and has all the right people, he's invited... a load of MTN traders. Apparently the email invitation began: The venue's set, the stars invited.... So Leak hopes Rupert won't be too disappointed when it's only the market's glitterati that turn up. The location is The Pen in Fulham for anyone who deleted their invite by mistake. And MTNers have been playing musical chairs in the market again. This time the French banks are having a reshuffle. Julien Lefournier, who was head of the desk at SG, has left the bank. Tarik Senhaji has taken over as Euro-MTN head and the main dealing has been transferred from Paris to London. But Julien has yet to announce his new post. And BNP Paribas has poached Sally Easton from Chase, where she spent 10 years working in capital markets fiduciary services. Sally, who is vice-president of the IPAA, will establish the French house's UK corporate trust operation.