1. Financing Your Exports Unraveling the mysteries of trade finance Jeff Deiss Regional Export Finance Manager SBA Office of International Trade San Francisco, CA Office of International Trade – www.sba.gov/internationalwww.sba.gov/international

2. The exporter’s challenge Export Sales Opportunities Fulfilling Orders Collecting on Sales The ExporterThe Exporter’s Banker Office of International Trade – www.sba.gov/internationalwww.sba.gov/international

3. 2 key tools to reduce risk & realize export opportunity #1. Export Credit Insurance – an insurance policy you obtain in advance of export sales that pays you if a covered foreign buyer fails to pay as agreed Two sources provide export credit insurance: – Ex-Im Bank – Private sector insurers Office of International Trade – www.sba.gov/internationalwww.sba.gov/international

4. 2 key tools to reduce risk & realize export opportunity #2. Export Loan Guarantees – a lender-driven tool; commercial lender makes & services an export-related loan; lender decides if guarantee is needed and selects guaranteed program to use Two federal agencies provide export loan guarantees: – SBA – Ex-Im Bank

5. SBA loan guarantees for export loans SBA has 3 specific export programs: – International Trade Loan – Export Working Capital Program – Export Express Up to $5 million What makes these programs different from all other business loan guarantees offered by SBA? – 50-75% guarantee for domestic business loans – 90% guarantees  the Export Boost! Office of International Trade – www.sba.gov/internationalwww.sba.gov/international

6. Problem #1 – The 95 Percent Solution Office of International Trade – www.sba.gov/internationalwww.sba.gov/international

7. Problem #1 – The 95 Percent Solution This firm is an exporter, but cash-in-advance has been its mantra – Foreign customers are pushing for terms – They would buy more if they could get terms – Competitors are offering terms – Losing some foreign buyers to the competition But there is country risk! – War, revolution, inconvertible currency, embargo But there is commercial risk! – Foreign buyer can’t pay, files bankruptcy, disappears What happens if they don’t pay? Office of International Trade – www.sba.gov/internationalwww.sba.gov/international

8. Solution #1 – The 95 Percent Solution How can exporters protect against nonpayment? Ex-Im Bank’s Export Credit Insurance – Express Insurance – Small Business Multi-Buyer Insurance – other policy types too 95% A/R insurance against nonpayment – 95¢ on the dollar! – Insurance must be placed before shipment – Buyers must be pre-approved by insurer – Ex-Im’s price? About $0.65 per $100 of A/R insured (for sales offering 60-day terms) Office of International Trade – www.sba.gov/internationalwww.sba.gov/international

9. Solution #1 – The 95 Percent Solution Ex-Im Bank Export Credit Insurance – They will write small $ policies (no minimum) – They will insure most countries – Requires majority US content; limits military-related exports http://www.exim.gov/products/insurance/ Competitive terms can be offered to qualified buyers Concerns about risky markets are allayed Private insurers may be even cheaper, more flexible and more efficient – if you have the export A/R volume Office of International Trade – www.sba.gov/internationalwww.sba.gov/international

10. Problem #2 – The case of the shrinking borrowing base Office of International Trade – www.sba.gov/internationalwww.sba.gov/international

11. Problem #2 – The case of the shrinking borrowing base This firm is an active, growing exporter – Lots of export customers, distributors – Export A/R and export-dedicated inventory represent an increasing share of balance sheet assets Their long-time lender provides an asset-based line of credit – But the bank is not quite comfortable with foreign A/R in calculating their borrowing base – They heavily discount the value of export-related assets So as export sales ↑ ↑ ↑, working capital gets tighter Office of International Trade – www.sba.gov/internationalwww.sba.gov/international

12. How a typical lender evaluates export-related assets Collateral No Loan Guarantee With Loan Guarantee Export Collateral ValueAdvance Rate Borrowing Base Advance Rate Borrowing Base Raw Material$200,00020%$40,000 Work in Progress $200,0000%$0 Finished Goods $600,00050%$300,000 Foreign A/R on Open Account $400,0000%$0 Foreign A/R by Letter of Credit $600,00070%$420,000 MAX LOAN$2,000,000$760,000

13. Solution #2 – The case of the shrinking borrowing base How to help the lender recognize the value of export assets? SBA’s Export Working Capital Program (EWCP) – EWCP Asset-Based Loan 90% guarantee from SBA on a revolving line using export assets for the “borrowing base” – 80-90% draw on export A/R – 75% draw on export-dedicated inventory Office of International Trade – www.sba.gov/internationalwww.sba.gov/international

14. How EWCP can increase the borrowing base Collateral No Loan Guarantee With Loan Guarantee Export Collateral ValueAdvance Rate Borrowing Base Advance Rate Borrowing Base Raw Material$200,00020%$40,00075%$150,000 Work in Progress $200,0000%$075%$150,000 Finished Goods $600,00050%$300,00075%$450,000 Foreign A/R on Open Account $400,0000%$080%$320,000 Foreign A/R by Letter of Credit $600,00070%$420,00090%$540,000 MAX LOAN$2,000,000$760,000$1,610,000

15. Solution #2 – The case of the shrinking borrowing base Export Working Capital Program (EWCP) Asset-Based Loan Based on their balance sheet, the bank is able to increase the firm’s working capital line from $760,00 to $1,610,000 – Working capital line increased > 2x Office of International Trade – www.sba.gov/internationalwww.sba.gov/international

16. Problem #3 – The case of the missing borrowing base Office of International Trade – www.sba.gov/internationalwww.sba.gov/international

17. Problem #3 – The case of the missing borrowing base This firm is an exporter, but cash-in-advance has been its mantra – Foreign customers are pushing for terms – Losing some foreign buyers to the competition But offering terms will create a working capital squeeze – To offer terms, the business will need a WC loan Their lender is receptive, but this historically cash-in-advance- driven firm has no export A/R to borrow against No export A/R → no borrowing base → no Asset-Based Loan….? Office of International Trade – www.sba.gov/internationalwww.sba.gov/international

18. Solution #3 – The case of the missing borrowing base How to lend to a business without an established export borrowing base? SBA’s Export Working Capital Program (EWCP) – EWCP Transaction-Based Loan 90% guarantee from SBA on a revolving line that will complete a specific export purchase order (PO) or set of export PO’s – advance 90% of PO value or the actual WC cost associated with the PO – whichever is less – loan is paid as the PO is paid Office of International Trade – www.sba.gov/internationalwww.sba.gov/international

19. Solution #3 – The case of the missing borrowing base Export Working Capital Program (EWCP) Transaction-Based Loan Allows an exporter to borrow the working capital needed to fulfill a prospective purchase order – Pre-shipment financing Office of International Trade – www.sba.gov/internationalwww.sba.gov/international

20. Transaction-based EWCP Loan: Pre-shipment financing The export opportunity: $160,000 purchase order for wood flooring for the new National Performing Arts Center in Seoul, South Korea The small business exporter: Their second export order Order=27% of last year sales Transaction: $15,000 advance payment $145,000 letter of credit Expiry, four months Working Capital Loan: $115,000 (72% of purchase order) to produce order 4-month loan Office of International Trade – www.sba.gov/internationalwww.sba.gov/international

21. Problem #4 – The case of the prepayment that wasn’t Office of International Trade – www.sba.gov/internationalwww.sba.gov/international

22. Problem #4 – The case of the prepayment that wasn’t This firm is an exporter, but cash-in-advance is its mantra – The prepayment provides the working capital needed for fulfilling purchase orders A foreign buyer agrees to prepay, but their condition… – A performance bond The exporter asks their lender; they have a solution… – A standby letter of credit – The cost? A bank fee and cash collateral maintained on deposit = 100% of the face amount to the standby L/C The exporter’s access to their prepayment WC is frozen! Office of International Trade – www.sba.gov/internationalwww.sba.gov/international

23. Solution #4 – The case of the prepayment that wasn’t How to get a standby L/C without locking up the prepayment? SBA’s Export Working Capital Program (EWCP) – EWCP Standby Letter of Credit 90% guarantee from SBA on a lender’s standby L/C – Only 25% of face amount of L/C is needed as collateral – Collateral may be cash on deposit… – or even other acceptable assets (like inventory associated with the order) Office of International Trade – www.sba.gov/internationalwww.sba.gov/international

24. Solution #4 – The case of the prepayment that wasn’t Export Working Capital Program (EWCP) Standby Letter of Credit Allows an exporter to get a performance standby L/C without tying up all of their prepayment – With only 25% collateral required, up to 75% of the prepayment remains available for working capital needs Office of International Trade – www.sba.gov/internationalwww.sba.gov/international

25. Other cases solved #5 – The case of the competitive exporter Exporter needs RE, M&E, debt refinancing… … anything to improve the competitive position of the exporter The financing may benefit both the firm’s domestic and export operations International Trade Loan Office of International Trade – www.sba.gov/internationalwww.sba.gov/international

26. Other cases solved #6 – The case of the business that hated paperwork Exporter needs any or all of the solutions described above Loans up to $500,000 Less SBA documentation required Lender approves these loans in-house without SBA review Export Express Office of International Trade – www.sba.gov/internationalwww.sba.gov/international

27. SBA – making exporting elementary… The game’s afoot! Jeff Deiss jeff.deiss@sba.gov 415-744-7730 Regional Export Finance Manager, SBA, San Francisco www.sba.gov/international Office of International Trade – www.sba.gov/internationalwww.sba.gov/international