Financial matters

THE STRUCTURE OF GLOBAL FORWARD MARKETS

The global market for forward contracts is part of a vast network of financial institutions that make markets in these instruments as well as in other related derivatives, such as swaps and options. Some dealers specialize in certain markets and contracts, such as forward contracts on the euro or forward contracts on Japanese equity products. These dealers are mainly large global banking institutions, but many large non-banking institutions, such as Goldman Sachs and Merrill Lynch, are also big players in this market. Dealers engage in transactions with two types of parties: end users and other dealers. An end user is typically a corporation, nonprofit organization, or An end user is generally a party with a risk management problem that is searching for a dealer to provide it with a financial transaction to solve that problem. Although the problem could simply be that the party wants to take a position in anticipation of a market move, more commonly the end user has a risk it wants to reduce or eliminate.
As an example, Hoffman-LaRoche, the large Swiss pharmaceutical company, sells its products globally. Anticipating the receipt of a large amount of cash in U.S. dollars and worried about a decrease in the value of the dollar relative to the Swiss franc, it could buy a forward contract to sell the dollar and buy Swiss francs. It might seek out a dealer such as UBS Warburg, the investment firm affiliated with the large Swiss bank UBS, or it might approach any of the other large multinational banks with which it does business. Or it might end up dealing with a non-bank entity, like Memll Lynch. Assume that Hoffman-LaRoche enters into this contract with UBS Warburg. Hoffman-LaRoche is the end user; UBS Warburg is the dealer. Transactions in forward contracts typically are conducted over the phone. Each dealer has a quote desk, whose phone number is well known to the major participants in the market. If a party wishes to conduct a transaction, it simply phones the dealer for a quote. The dealer stands ready to take either side of the transaction, quoting a bid and an ask price or rate. The bid is the price at which the dealer is willing to pay for the future purchase of the asset, and the ask is the price at which the dealer is willing to sell. When a dealer engages in a forward transaction, it has then taken on risk from the other party. For example, in the aforementioned transaction of Hoffman-LaRoche and UBS Warburg, by entering into the contract, UBS Warburg takes on a risk that Hoffman-LaRoche has eliminated. Specifically, UBS Warburg has now committed to buying dollars and selling Swiss francs at a future date. Thus, UBS Warburg is effectively long the dollar and stands to gain from a strengthening dollarlweakening Swiss franc. Typically dealers do not want to hold this exposure. Rather, they find another party to offset the exposure with another derivative or spot transaction. Thus, UBS Warburg is a wholesaler of risk-buying it, selling it, and trying to earn a profit off the spread between its buying price and selling price. One might reasonably wonder why Hoffman-LaRoche could not avoid the cost of dealing with UBS Warburg. In some cases, it might be able to. It might be aware of another party with the exact opposite needs, but such a situation is rare. The market for financial products such as forward contracts is made up of wholesalers of risk management products who use their technical expertise, their vast network of contacts, and their access to critical financial market information to provide a more efficient means for end users to engage in such risk management transactions.
Dealers such as UBS Warburg lay off the risk they do not wish to assume by transacting with other dealers and potentially other end users. If they do this carefully, quickly, and at accurate prices, they can earn a profit from this market-making activity. One should not get the impression, however, that market making is a highly profitable activity. The competition is fierce, which keeps bid-ask spreads very low and makes it difficult to earn much money on a given transaction. Indeed, many market makers do not make much money on individual transactions-they typically make a small amount of money on each transaction and do a large number of transactions. They may even lose money on some standard transactions, hoping to make up losses on more-complicated, nonstandard transactions, which occur less frequently but have higher bid-ask spreads.
Risk magazine conducts annual surveys to identify the top dealers in various derivative products. Interest rate forwards are called forward rate agreements (FRAs). In the next series of posts, we shall study the different types of forward contracts and note that there are some others not covered in the Risk surveys. One of these surveys was sent to banks and investment banks that are active dealers in over-the-counter derivatives. The other survey was sent to end users. The tabulations are based on respondents’ simple rankings of who they think are the best dealers. Although the identities of the specific dealer firms are not critical, it is interesting and helpful to be aware of the major players in these types of contracts. Most of the world’s leading global financial institutions are listed, but many other big names are not. It is also interesting to observe that the perceptions of the users of these dealer b s ‘services differ somewhat from the dealers’ self-perceptions. Be aware, however, that the rankings change, sometimes drastically, each year