Risk Assessment at BASF Agenda

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1 Risk Assessment of Customers Credit Risk Management at BASF Speaker: Xenia Romanova Frankfurt November 7, 2013

2 Risk Assessment at BASF Agenda 1. Repositioning Credit Risk Management after Risk assessment based on BvD FACT Lessons learned Objectives Core processes Rating model Regional specifics Live presentation 3. Financial data provided to risk assessment Main principles Requirements & approaches Interface to ORBIS Flexible upload of files 4. Outlook 2

3 Risk Assessment at BASF Agenda 1. Repositioning Credit Risk Management after Risk assessment based on BvD FACT 3. Financial data provided to risk assessment 4. Outlook 3

4 Repositioning Credit Management Lessons learned : risk increased insurance companies stepped out, insurance limits were cancelled 2010: Insurance premiums increased, only good customers got covered RISK Dunning & Collection Calls Credit insurance covers only unforeseen sudden deaths Insurer can step out any moment, but we can t due to contracts, customer relationships, etc. Going on with business meant going on without insurance Managing the risk is key issue 4

5 Repositioning Credit Management Objectives Market Principle BASF Top Customers Local CRM team is responsible for all customers in the country where it resides Business Partnering with Sales Mutual trust, joint activities, early involvement of CRM by Sales, proactive support from CRM to Sales Credit Risk Analysis Credit Risk is assessed by Credit Analysts in one globally harmonized way Risk Assessment Repositioning of CRM Order Processing Debt Collection are analyzed and coordinated centrally Financial approval Dunning & Collection Calls CRM decides on credit sales to the customer, not Sales Insurance Only one of several risk mitigation instruments Debt Collection Effective standard procedures ensuring timely payment receipt 5

6 Repositioning Credit Management Core processes Risk Assessment & Credit Line Blocked Order Processing Dunning & Collection Set the Rules Reflect business needs and financial risk Handle Expectations Credit Limit Overruns Past due invoices Chase our Money Written payment reminders Telephone calls 6

7 Repositioning Credit Management Prioritizing Risk Assessments BASF Top Customers Free Limit No risk assessment required Ratings Only decision can be based just on rating by external provider Light / Comprehensive Analysis internal assessment of customer Customer should be re-assessed annually 7

8 Risk Assessment at BASF Agenda Repositioning Credit Risk Management after 2009 Risk assessment based on BvD FACT Financial data provided to risk assessment Outlook 8

9 Risk Assessment based on BvD FACT Main principles Harmonized approach for the whole BASF world with comparable final Ratings on 1 to 10 scale Regional customization based on regional specifics Risk assessment taking into account financial and qualitative inputs, knowledge of both CRM and Sales about the customer All assessments stored centrally and easily accessible by CRM community Customized access to assessments based on confidentiality requirements Credit Manager not system makes final decision about the customer rating English language is standard, but further language versions are available Global assessment concept Efficient tool FACT by BvD F.I.T. for Credit (Financial Intelligence Tool for Credit) 9

10 Risk Assessment based on BvD FACT Architecture of Risk Assessment tool Variables for CL Calculation Qualitative Inputs (Questions) Quantitative Inputs (Financial Reports) Mitigation tools Sales forecast Payment terms Seasonality External Rating BASF Margin BU Comments BU Questions CRM Questions Foundation date Profile / Activity Country Risk Financial Ratios Peer Groups Company Size Financial Highlights Additional Financial Ratios Trends Mitigation measures available Amount covered by available mitigation tools F.I.T. Rating Final decision on Credit Limit, payment terms and conditions 10

11 Risk Assessment based on BvD FACT Regional specifics - examples Customized for all regions: Sizes: big company in one region can be considered small in another region Questionnaires: some questions may be relevant for one industry and not relevant for other South America: Special model for Natural Person based on tax declaration, no financial reports Dunning & Collection Calls Negative information: negative in some cases is standard in another cases 11

12 Risk Assessment based on BvD FACT Live presentation https://fit-for-credit.basf.net/main.serv?product=fact Dunning & Collection Calls 12

13 Risk Assessment at BASF Agenda Repositioning Credit Risk Management after 2009 Risk assessment based on BvD FACT Financial data provided to risk assessment Outlook 13

14 Financial data provided to risk assessment Requirements and approaches Meaningful risk assessments require quantitative rating based on consistent and current financial data Challenges depending on each country: Availibility and currentness Accounting standards Charts of accounts Technical formats Dunning & Collection Calls Alternative approaches Online interface F.I.T. for Credit to BvD ORBIS Flexible file upload Manual maintenance 14

15 Financial data provided to risk assessment Automatic financials input Online connection between FIT and ORBIS Financial reports from ORBIS automatically uploaded into FIT Benefits: Availibility of current data automatically ensured Dunning & Collection Calls Automated mapping of local accounts to FIT categories Additional source of financial data Time and efforts spent by CRM decrease 15

16 Financial data provided to risk assessment Flexible file upload Steps: Financial reports obtained from local provider in specific format Mapping from local accounts to global FIT categories needed Mass upload of Excel files according to specified format Flexible upload especially relevant for countries with: limited availibility of current and consistent data in ORBIS; significant loss of information due to country specifics and accounting standards 16

17 Risk Assessment at BASF Agenda Repositioning Credit Risk Management after 2009 Risk assessment based on BvD FACT Financial data provided to risk assessment Outlook 17

18 Outlook Objective: Automatized use of financial data almost fully applied Extended use of ORBIS requires further improvements of ORBIS data by BvD Dunning & Collection Calls Overall optimization of risk assessment by interfaces, automatized procedures, workflows and CRM cockpit functions (especially for small customers) Continuous monitoring of assessment results and development of internal rating model 18

19 Further questions? 19

20 For information please contact: Xenia Romanova Credit Risk Management, Global Governance & Systems ZFK/RG Phone: Intranet: Bild 20

21 21

22 Repositioning Credit Management Shift of focus Before Now Risk Assessment Business Partnering Order Processing Insurance Handling Insurance Premiums Risk Assessment Business Partnering Order Insurance Processing Handling Insurance Premiums 22

23 Risk Assessment based on BvD FACT Financial Ratios and Peer Groups Quantitative rating is based on a balanced global set of financial ratios Assessment of financial ratios depends on respective region/industry/activity Ranges of financial ratios are calculated per Peer Group Defined by profile/activity/region Dunning & Collection Calls Analysis based on BvD ORBIS (Global database of financial data and ratings) Five categories from Very poor to Very good For each customer for each ratio, system evaluates to which sub-range it relates 23

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