THE EVOLUTION OF THE FINANCIAL SUPPLY CHAIN

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1 THE EVOLUTION OF THE FINANCIAL SUPPLY CHAIN WORKSHOP: EUROPEAN SUPPLY CHAIN FORUM EINDHOVEN UNIVERSITY OF TECHNOLOGY NOVEMBER 2013 By DIRK E. DRIESSENS MAE, MBA 1

2 The Solutions to Finance Working Capital Needs Delivery Raw Materials Production Stock of Products Distribution Sales Cash Management Documentary Credits Documentary Credits Leasing Vendor Lease Reverse Factoring Factoring Securitization Multi-Local Factoring Purchase Order Management Floor Planning Outsourcing Credit Management Inventory Financing 2

3 Factoring / Commercial Finance 3

4 What is Factoring / Commercial Finance? Factoring or Commercial Finance is a modern financial service, based on the assignment of receivables by a seller to a factor. In its most complete version the factor will offer the following services: Highly automated accounting of buyers Collection and Accounts Receivable Management Legal Action, if needed 100% Credit Risk Coverage Financing (Purchase) of Accounts Receivable 4

5 Commercial Finance Overview Client (Seller) Goods Factor Collection Payment Debtors (Buyers) 5

6 Parties Involved in Case of the Two Factor System* Exporter Receivables Financing Export Factor Order Shipment Credit Line Request Credit Cover Importer Collection Payment Import Factor * FCI (Factors Chain International) 6

7 Four Main Components of Commercial Finance Products Finance Providing liquidity based on the debtor portfolio Risk Coverage 100% risk coverage of unpaid receivables Finance Risk Coverage Administration Providing administrative services related to invoicing Administration Credit Management Credit Management Providing credit management services related to outstanding receivables 7

8 Factoring / Commercial Finance And The Supply Chain 8

9 Service Overview Purchase Order Management POM (Financing) Reverse Factoring Floor Planning Inventory Financing Multi-Local Commercial Finance Management of Accounts Receivable, Accounts Payable and e-invoicing 9

10 Definitions Physical & Financial Supply Chain The Physical Supply Chain of a company consists of different departments, goods, information and financial flows, ranging from procurement of materials to customer service. Financial Supply Chain is defined as the part of the Overall Supply Chain relating to the financial impact of business activity including ordering, invoicing, credit management, payment and financing. In the corporate universe, Financial Supply Chain topic is strongly correlated with working capital management ownership issues. The Financial Supply Chain refers to the end-to-end trade processes and information that drive a company s cash, accounts, and working capital. From a buyer s perspective, this involves the full procurement-to-payment process. For the seller, it is the order-to-cash cycle. 10

11 Strategic Rationale The reasons for FCI to embark upon the Financial Supply Chain are multi-fold. The most important drivers are: 1. Growing strategic importance of the Financial Supply Chain The Supply Chain is where the money is. It accounts for 60% to 90% of all company costs (Source: Supply Chain Council) Many opportunities to deliver value-added services to clients Financing and credit coverage at the corresponding points in the physical supply chain (pre-shipment, post-shipment, inventory, ) Processing and outsourcing services to increase efficiency, such as (e-)invoicing services, purchase order processing, accounts payable management, Combinations of both to improve the working capital needs and the cash conversion cycle Enables better risk and collateral management based on better insight in and control of the flows 11

12 Strategic Rationale Financial Supply Chain Challenges for Sellers & Buyers Top Seller Reasons for focusing on FSC % Sellers Top Seller Challenges to improve FSC % Sellers Pressure to lower the cost of goods sold 50% Cash flow uncertainty 43% Opportunity to lower the overall weighted cost of capital for our end-to-end supply chain 36% Difficulty obtaining short-term financing because cost of capital is too high 39% Shortage of funds to support production / work in process / buyer-required inventory 32% Lack of automation for managing FSC processes 36% Pressure to shorted DSOs 32% Complexity of supporting multiple buyers and their different payment and financing programs 36% Source: Aberdeen, Supply Chain Finance Benchmark Top Buyer Reasons for focusing on FSC % Buyers Top Buyer Challenges to improve FSC % Buyers Pressure to lower the cost of goods sold 77% Manual-intensive financial processes becoming too burdensome Suppliers unwilling to extend payment terms as much as needed 49% 55% Lack of automation for managing FSC processes 47% Opportunity to lower the overall weighted cost of capital for our end-to-end supply chain 45% Financial transaction processing takes too long / is too costly 42% Analyse Source: Aberdeen, Supply Chain Finance Benchmark 12

13 Purchase Order Management (POM): Closing the Value Gap Credit Cover Purchase Order Produce Goods Ship Receive Buyer s Inventory Sell Inventory Finance Credit Cover Pre-shipment Management Post-shipment Finance, Receivables Finance & Factoring 13

14 Purchase Order Management (POM): Product Definition The FCI Purchase Order Management (POM) product protects, as part of a factoring contract, exporters of goods against the buyer s failure to fulfill its obligation due to financial inability to pay during the period from purchase order approval till shipment 14

15 Overview of the Build Option Financial Supply Chain Credit Cover Purchase Order Produce Goods Ship Receive Buyer s Inventory Sell Edifactoring.com Messages 1 Seller's Information 2 Preliminary Credit Request 3 Preliminary Credit Response 4 Pricing Information 5 Request for Credit Cover 6 Credit Cover 7 Credit Cover Revision 8 Credit Cover Response 20 Change FSBC Edifactoring.com Messages 9 Invoices & Credit Notes 10 Adjustment of Invoice & Credit Note 11 Payment 12 Indirect Payment 13 Payment Under Guarantee 14 Dispute 15 Information or Settlement Dispute 16 Charge Back & Reassignment 18 Remittance 15

16 New Messages Financial Supply Chain Credit Cover Purchase Order Produce Goods Ship Receive Buyer s Inventory Sell Edifactoring.com Messages 55 PO Credit Request 56 PO Credit Answer 59 PO 64 PO Verification Request 65 PO Verification Answer 66 Change PO Amount 16

17 Purchase Order Manageemnt Credit Cover Purchase Order Produce Goods Ship Receive Buyer s Inventory Sell $$$ Purchase Order Exporter Importer Collection / Payment Payment / PUG Purchase Order Copy Payment / PUG Export Factor (Preliminary) Coverage Purchase Order Data Import Factor 17

18 Reverse Factoring Allows large buyers to reinforce their purchase strategy vis-à-vis their suppliers Financing of Accounts Payable Without impact on their liabilities Interesting terms and conditions for the suppliers Supplier 1 Supplier 2 Supplier 3 Factor Confirmation Payment Buyer 18

19 Floor Planning Floor planning offers to finance goods put at the disposal of a distribution network Allows dealers to finance the inventory, present in their showroom Ideal solution for the automobile industry Manufacturer or Importer Dealer End User Credit Terms 90 Days Extended Payments Terms allowed by the factor Max. 210 days Delivery and sale of the car to the dealer Delivery and sale of the car to the End User 19

20 Inventory Financing Financing based on the value of the inventory, mostly finished goods, owned by the buyer and easily to be resold Systematically linked to a Factoring Agreement mostly by respecting a ratio Invoice Financing / Stock Financing of 70/30 20

21 Multi-Local Commercial Finance In case the Commercial Finance Company has a large geographical coverage Allows to harmonize terms and conditions over the Seller s Group Financing and Management of Receivables is done locally, with coordination on the level of the Seller s Headquarters Factor NL Sponsor Subsidiary UK Parent Company NL (HQ) Subsidiary DE Subsidiary FR Client X Factor UK Factor DE Factor FR 21

22 Management of A/R, A/P and e-invoicing Finodis offers solutions related to the total management of receivables White label option Large geographic and language coverage e-payment Credit Checking & Rating Management & Collections Finodis e-invoicing Training & Audit of Credit Management Payment Allocation and Accounting 22

23 THANKS! Dirk E. Driessens Managing Director General Trade & Advice BVBA Hoogboomsteenweg Brasschaat Belgium

24 Resume Dirk E. Driessens holds a Master Degree in Applied Economics (University of Antwerp) and an MBA from Flanders Business School / Northwestern University (Kellogg) Evanston, Illinois. Followed the Global Senior Management Programme of IE University of Chicago / Barcelona. During his professional career Dirk Driessens has been Managing Director of Belgo-Factors, CEO of Fortis Commercial Finance Holding, CEO of Fortis Trade Finance, Supply Chain and Cash Management and Member of the Merchant Bank Board of Fortis. He is now Managing Director of General Trade & Advice. Dirk Driessens has been Chairman of Factors Chain International from 2003 till 2005 and Member of the Executive Committee of FCI from 2001 till He is author of a large series of articles on Asset Based Lending and guest lecturer at a number of Universities. 24

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