ICBA Blog

New markets in Asia fastest growing for trade credit insurance: Notes from Singapore

By Kirk Cheeseman

The ICBA Asia regional conference was held during April in Singapore. Statistics show that "new markets" in the Asia region and the Middle East zone are the fastest growing of the developing countries globally for trade credit insurance. This is no surprise for companies already supplying to this zone, as buyers have been demanding open credit terms rather than traditional letters of credit.

However, what is not widely known is that domestic trade credit insurance in countries such as China, Singapore, Thailand, Hong Kong and Malaysia are also outstripping the growth of European business. Financial tools such as credit insurance are widely used for structured trade credit solutions in the Asian region. Additional funding support and government incentives in countries such as China and Singapore are offered to assist in protecting trade credit risk and securing higher levels of finance from banks.

The Lloyd’s market, a place where global members can join together as syndicates to insure risks, has also become a substantial part of the Singapore insurance industry over the past five years. Many of the same syndicates and markets are offered now via the Singapore Hub.

ICBA Singapore is the newest addition to network of ICBA Australia, and can offer "glocal" solutions in the region, including structured trade credit, political risk, surety bonds and whole of turnover cover.

(Kirk Cheesman is Managing Director of ICBA Australia and New Zealand , National Credit Insurance (Brokers) Pty Ltd and a Director of NCI Brokers (Asia) Pte Ltd.)

ICBA UK Case Study – how this credit insurance policy worked

Submitted by ICBA UK, with content from ICBA UK newsletter, Risk Matters

This case study answers the following key trade credit insurance questions:

  • Does your company currently serve any customers who are not paying on time?
  • Has your company recently incurred a bad debt?
  • Are late payments affecting your company's ability to grow or pay its suppliers on time?
  • Is your company trading with a customer at a level which is causing concern?

The case study looks at an importer and distributor of I.T. components from China, the company turnover is £7m per annum.

Problem: The company is growing and as a result having available cash to pay suppliers and staff on time is becoming increasingly challenging to the business. The company uses Invoice Finance to raise working capital, however the funder was restricting the available cash due to concerns about the credit worthiness of a number of the company’s key debtors.

Solution: ICBA UK negotiated a credit insurance policy that included full cover on the key debtor and assigned the policy to the invoice finance provider. In return the financier was willing to increase the level of funding that allowed the company to pay suppliers and staff - and continue to grow.

Key points: The credit insurance policy premium was £16k, which assisted the company to increase available cash from the financier by £575k. The additional cash available provided a platform for increased sales of £1.2m and based upon net profit margins of 16%, increased the company’s profits by £192k.

ICBA UK assists with all types of funding issues, credit insurance and bonding requirements, as well it has a fully-managed collection and legal service offering.

(ICBA UK is also known as EFCIS Limited, and has agreed to share this news as a post at the ICBA blog.)

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Political Risk Insurance: Political Risk Event of the Month – Brazil's Political Stability and Efficacy

Submitted in part by ICBA Asia, Brazil, India and the USA via the IRC Read & Delete Monthly

Two decades of military rule ended in Brazil in 1985. Transitions between elected governments since have been smooth. The most recent past president, Luiz Inácio Lula da Silva, bolstered democracy by ruling out a 2010 constitutional change, which would have allowed him a third term.

Segments of the ruling leftist Partido dos Trabalhadores (PT) advocate more state intervention, but cross-party support for sound fiscal and monetary policies prevails. Federal governing institutions are fairly strong, and though corruption scandals periodically put needed political reform back on the agenda, far-reaching changes are not expected.  

The Dilma Rousseff government is pro-Western but somewhat ambivalent in its foreign policy. Though a Brazilian chief executive is generally checked by a strong legislature, Rousseff’s ruling coalition faces a weak opposition. Her majority, however, is comprised of so many contentious constituencies that legislative priorities on education, job creation, and the environment often are diluted by concessions elsewhere. Ms. Rousseff favors meritocratic appointments to top-tier posts, as rare a concept in Brazil as anywhere else.  If she and her capable team are able to continue progress in the fight against corruption, and with popular efforts to broaden educational and employment opportunities, the forecasts for her re-election and for Brazil are good. (Source for the above: Economist Intelligence Unit)

And furthermore: Brazil is stepping into the sporting world’s focus.  The summer of 2014 will see a return to Brazil of the FIFA World Cup competition for the first time since 1950.  The twentieth World Cup competition in men’s soccer – in which Brazil leads with five titles – will add about R$183.2 billion Reais (US $91B) to the economy, attract 600,000 foreign tourists, create about 400,000 permanent jobs and another 300,000 temporary employment opportunities.

Two years after the World Cup, Rio de Janeiro will host the 2016 Summer Olympics.  The games will be a first for a South American host, first in a Portuguese-speaking nation, and only the third to be hosted in the Southern Hemisphere. Olympic Investments and job creation will exceed the World Cup figures in most categories, though -- as is so often the case with the world’s moveable sporting galas -- preparations for both events are dogged by construction delays and allegations of corruption.  The world’s attention, money, and tourists will come -- no matter what -- in just a few short years.  How Brazil handles the attention and money will go a long way in forming the country’s image and the world’s opinion of Brazil’s ability to handle its transition from a developing country to a world power.

To read ICBA USA's full article on Brazil, please visit Spotlight: Brazil Today.

(The Political Risk Event of the Month blog post is a recurring post, on a monthly basis, at the ICBA blog. ICBA Asia, Brazil, India and the USA, which is International Risk Consultants, Inc. (IRC), has agreed to continue to share these "event" posts with the ICBA blog.)

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April 2013 edition of ICBA Trade Credit Insurance News is published

International Credit Brokers Alliance (ICBA) publishes an international source for monthly trade credit and political risk insurance industry news called the ICBA Trade Credit Insurance News. This month's edition is available here (or click into the image below).

We hope you read and enjoy this issue. The News is easily shared (at the click of a button) as well as easily subscribed to (another click). If you don't want to miss an edition, please subscribe.

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Political Risk Insurance Event of the Month: Czech Leader Checked

Submitted in part by ICBA Asia, Brazil, India and the USA via the IRC Read & Delete Monthly

On March 4, 2013, the Czech Parliament’s Upper House voted to impeach outgoing President Vaclav Klaus on charges of high treason stemming from his January 1, 2013, decision to grant amnesty to over 6,000 prisoners. This final straw was in addition to Klaus’ previous failure to ratify European Union treaties and rule on the appointment of judges, which in some cases significantly delayed legislative progress.
 
The next day the Constitutional Court upheld the President’s decision to grant the New Year’s Amnesty. The Court ruled that Klaus was within his Constitutional right to do so. 

What is upsetting to most Czechs is that the amnesty frees criminals involved in high profile cases of bribery, embezzlement and fraud in an era when frustration with government corruption is running high. In addition to being the first impeachment of the Czech Republic’s short twenty-year history, the vote was in many ways symbolic: the President had three days left in the second term of his presidency when it occurred. The worst punishment Mr. Klaus could face if convicted on all counts is losing his pension and forfeiting the right (for the 71-year old leader) to run for office again.    
 
In the wake of the Klaus presidency, the Czech Republic begins a new era under President Milos Zeman, also known for his candor and fiery personality. Czech voters, global business people and others around the globe can only hope it will not be "déjà vü all over again.”
 
(The Political Risk Event of the Month blog post is a recurring post, on a monthly basis, at the ICBA blog. ICBA Asia, Brazil, India and the USA, which is International Risk Consultants, Inc. (IRC), has agreed to continue to share these "event" posts with the ICBA blog.)

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ICBA USA praises and spotlights the ICBA Global Trade Credit Insurance Blog

Submitted in part by ICBA Asia, Brazil, India and the USA via the IRC Read & Delete Monthly

This month ICBA USA introduced the ICBA global blog to its enewsletter subscribers. ICBA USA has been contributing to the blog for a few years along with other ICBA partners worldwide - Australia, UK, Canada, to name a few.  From "The World is not Against You, It's Just Busy," to important trade credit insurance and management checklists, to tips on how to increase working capital, the blog posts at the ICBA blog offer terrific insights.
 
Blogging is a gerund from the late 90s derived from the term “weblog”, and it has become the preferred avenue to communicate short-form ideas to specialized audiences. The ICBA blog has been in existence since 2008 - and each of the bloggers has been in the trade credit insurance (TCI) business for many, many years.  When time is scarce, the easy-to-read blog at www.icba-online.com is an excellent single solution for staying current on issues related to TCI and political risk insurance.  Below are a few of ICBA USA's favorite blog posts from the past several years. ICBA hopes to entice more and more regular visitors to its blog.
 
Protect New Sales and Recover Profit:  Trade Credit Insurance helps businesses grow
By Kirk Cheesman, ICBA Australia/New Zealand
In 2012, 1,172 claims across many industries were submitted to ICBA Australia and New Zealand to seek recoveries. The worst hit industries were electrical wholesale, electronics, building and hardware, food / provisions and… read more
 
How to Increase Working Capital and Profits by Improving your Company’s Trade Credit Rating
by Andy Moylan, ICBA United Kingdom
In addition to monitoring customers risk ratings, it’s also important to be aware of your own company and key supplier ratings.  An improvement in your company's trade credit rating could assist your negotiations on higher credit lines or… read more
 
What is Credit Insurance?
by Andy Moylan, ICBA United Kingdom
Trade credit insurance provides a business with protection against the failure of a customer to pay their debts. This can arise as a result of a customer becoming insolvent or because your…  read more
 
Why Business Fail and Why Implementing Trade Credit Insurance can Save a Business
by Kirk Cheesman, ICBA Australia/New Zealand
Given the high number of recent insolvencies, I researched the top reasons why businesses fail. What I found most concerning was that many of the top reasons were not visible to suppliers or financiers… read more
 
A Ten Item Trade Credit Insurance Checklist to Help Prepare Companies for 2012
By Ron Doyle, ICBA Canada
While we all are wishing for a prosperous, productive and healthy 2012, we have to be realistic. At best, the world economy will experience slow growth or possibly a regional or global recession.  The annual reports of banks should show how much actual exposure… read more
 
Multi-Buyer Receivables Coverage Calls First for an Act of Imagination Applied to Risk Appetite
by Rob Downey, ICBA USA
The most powerful decision left to the would-be taker of a multi-buyer Trade Credit Insurance (TCI) policy is the amount of risk retention that is acceptable. Risk retention takes many forms, of course, including… read more
 
The World is Not Against You, it is just Busy – Six Trade Credit Insurance Strategies for Trying Times
By Rob Downey, ICBA USA
Credit insurance is a basic industry. Whenever someone in trade finance uses "creative" in the same sentence as "credit insurance", I check my wallet to see that it is still there. Still, for business leaders who intend to… read more
 
(ICBA Asia, Brazil, India and the USA is also known as International Risk Consultants, Inc. (IRC), and has agreed to share this post with the ICBA blog.)

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Truly adding value: ICBA trade credit insurance clients get solutions that improve business successes

By Andy Moylan

"Adding value" is a phrase that is increasingly used in the service industry. But in the same way that products are frequently described as "unique" or "revolutionary" – when they are neither – the danger is that words begin to lose their meaning.

And yet, those in business who do truly "add value" to client relationships are the ones who will ultimately succeed, and be the companies left standing when the competition has long since headed for the door.

ICBA UK embraces the "adding value" ethos, and our brokers do their utmost to support business success. ICBA UK acts like a consultancy that helps other businesses to manage and mitigate risk, providing specialist advice on credit insurance, risk management, receivables funding, and surety. The company works in partnership with a carefully selected panel of insurers, lenders and solicitors.

What ICBA UK is selling is our understanding of risk. Credit insurance is only one tool a company uses to mitigate risk.

Global programmes are facilitated through an exclusive membership with the International Credit Brokers Alliance (ICBA), which provides ICBA UK's clients with access to more than 50 offices (in 30 countries) and 350 specialist brokers worldwide. ICBA UK offers meaningful and proven global and local service. Operating a global programme out of a London office for example, is simply not viable. Local brokers and local underwriters are necessary to talk to local people in the country of business, and local credit managers are needed, who understand the concept from the outset. Imposing a top-down policy just doesn't work. When managing a large global policy, ICBA UK believes clients’ needs are best served by working with a number of different underwriters. In this way a client can take full advantage of a variety of underwriters’ particular strengths - necessary in key markets such as Africa and Asia - and get local, informed professionals involved. The collective presence and expertise of the ICBA global organization gives ICBA UK access to best practices and an extensive library of knowledge for the benefit of global clients.

ICBA UK works with a client to understand more about the client's appetite for risk, and to align the capital requirements of the business with its ambitions to grow. Part of this means, of course, promoting the role of credit insurance, but it may also mean looking at cashflow and auditing the company’s existing credit management processes and procedures and recommending where improvement can be made to reduce risk and maximise the features of any policy in place. Essentially, the optimum relationship is a partnership between underwriter, client and broker and each should have its role defined to ensure effective management of a policy.

(Andy Moylan is Managing Director at ICBA UK.)

Protect new sales and recover profit: trade credit insurance helps business grow

By Kirk Cheesman

In 2012, 1,172 claims across many industries were submitted to ICBA Australia and New Zealand to seek recoveries. The worst hit industries were electrical wholesale, electronics, building and hardware, food / provisions and manufacturing.

Using a 5% profit margin and based on the dollar value of claims lodged, a staggering $2,265,225,780 in new sales would have had to be generated to recover lost profits.

These statistics demonstrate the need for businesses to place significant resources and mechanisms to ensure sales are protected.

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Political Risk Insurance Event of the Month: Myanmar's Financial Makeover

Submitted in part by ICBA Asia, Brazil, India and the USA via the IRC Read & Delete Monthly (with a nod to ICBA USA partner in Los Angeles, California, Pearl Kamdar's homeland)
 
On January 25th the Paris Club agreed to cancel $6 Billion of debt owed by the Myanmar government.  It also allowed rescheduling of the remaining $4.3 Billion owed. About the same time, the Japanese Bank for International Cooperation provided Myanmar with bridge financing so it could clear nearly $1 Billion in past dues with the Asian Development Bank and the World Bank. These are significant steps in the country’s efforts to repair its credit among foreign lenders, in disarray since the late 1980s when it ceased paying its obligations.

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Fire prevention in the Trade Credit Insurance and Political Risk Insurance Industry

By Simon Chown

On far too many occasions credit management is nothing more than crisis management when the credit manager becomes the “Red Adair” (the famous oil rig fire fighter) of the receivables ledger!

I am sure most credit managers today agree they have little time to devote to many items on their extensive  “to do” lists such as incorporating authorization of ongoing trading, providing trade references, ensuring payments are received, opening new accounts and ensuring no surprises in the form of insolvencies or receivership notices have arrived in the mail!

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