Factoring as an Alternative Trade Finance Instrument in a Competitive World

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1 Factoring as an Alternative Trade Finance Instrument in a Competitive World 22 November2013 Peter Brinsley Director, POINT FORWARD LTD

2 Peter Brinsley - credentials 21 years in factoring Now a freelance consultant with Point Forward Honours graduate of University College London Post-graduate studies in Accountancy Certificate in Education Chairman of the Education Committee of International Factors Group (IFG)

3 Peter Brinsley - credentials 10 years as International Manager, ABN AMRO Compliance and Audit, Fortis Bank Risk and Client Management, RBS Training and workshops: IFG Academy, Cairo Factors, October 2013 Afrexim Bank: Gabarone 2009; Cairo 2010; Accra 2011 BCR Receivables Conference, Shanghai 2008 Faktoring Pro, Moscow 2008 China Receivables Workshop, Beijing 2007

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5 Agenda Session 1: What is factoring? Session 2: Factoring legislation and regulation Session 3: Setting up a factoring operation Case study from Blend Financial Services

6 To begin at the beginning Factoring is a purchase of receivables Via a Pledge or Assignment or Subrogation Transfers rights over the debt to the Factor Factoring is not a loan against receivables Significant legal difference The factor has rights over the debt. A lender does not; he takes security against the debt

7 To begin at the beginning The Factor makes money available against the receivable It s not a loan The Factor advances money to the client if the client requests it It s not a loan QUESTION how do you get your money back?

8 Factoring v Bank product Bank products Overdraft Term loan Loan against receivables Security for the facility: cash deposits, guarantees, fixed assets Factoring can advance a higher percentage because of closer management of the facility

9 What factoring offers 1. Finance 2. Receivables administration 3. Collections 4. Protection against bad debts The client has choices

10 The Factoring Cycle 1.Factor issues credit limit on debtor (non-recourse) 2.Supplier send goods to debtor Supplier Debtor 3. Supplier assigns invoice to factor 4. Factor advances 80% to supplier 5. Factor makes contact with debtor 6. Debtor pays to factor 7. Factor sends balance of money to Supplier Factor

11 DISCLOSED Types of Factoring Debtor knows of the factor s involvement Assignment notice on each invoice Debtor clears debt by paying to the factor UNDISCLOSED or CONFIDENTIAL or SECRET debtor does not know of factor s involvement No assignment notice on the invoice Debtor pays to a bank account in the name of the supplier but controlled by the factor some jurisdictions)

12 Factoring Products RECOURSE FACTORING Supplier (client) bears the risk of the debtor not paying Debt is funded for a pre-determined period (typically 90 days from invoice date) If an invoice is not paid at 90 days, the client must repay to the factor the advance previously received in practice you restrict financing on next invoice(s)

13 Factoring Products NON-RECOURSE FACTORING The Factor bears the risk of the debtor not paying (up to the amount of the credit limit) Each debtor is assessed by the factor and given a credit limit Client claims against the Factor if the debt has not been paid and there is no dispute The bad debt percentage (insured amount) is usually 100% of the value of the debt Many Factors re-insure the risk

14 Factoring Products NON-RECOURSE FACTORING QUESTIONS: (1) Are you able to assess debtors for credit in your country? (2) Can you re-insure the risk?

15 * Factoring products MATURITY FACTORING Provides finance on the invoice due (= maturity) date Supplier gets traditional factoring services, and: Can forecast his cash flow Advances before maturity date also possible Factor can offer payment extensions to debtors No DSO ( debt turn ) impact on the supplier

16 * Factoring products MATURITY FACTORING Agreements: (1) with Supplier (2) with Debtor stating terms and conditions of payment extensions (length of extension; cost of delayed and [agreed] extended payments) Interest accrual on debtor s account starts from maturity date

17 * MATURITY FACTORING supplies invoices SUPPLIER Assignments Interest on advances Advance payments Payment Maturity payment extension FACTOR DEBTOR Payments Interest CONNECT. EDUCATE. INFLUENCE.

18 * Factoring products MATURITY FACTORING the benefits SUPPLIER * Forecast liquidity * Can plan ahead with known cashflows * 100% security against bad debts (with N/R MF) * Outsource receivables management * Able to offer debtors more attractive payment terms * Increase in debtor loyalty DEBTOR * Extension of payment terms * Additional finance at competitive cost * Use supplier debts as additional source of funds * Increase in supplier s loyalty

19 Factoring products INTERNATIONAL FACTORING Supplier Debtor Factor

20 Factoring products INTERNATIONAL FACTORING 2-factor system Supplier Debtor Factor Factor

21 Factoring products INTERNATIONAL FACTORING 2-factor system Import factor collects the debt and provides credit cover (n/r) Supplier Export Factor Debtor Import Factor

22 International Factors Group The global trade association that represents and promotes the interests of the factoring, invoice financing and asset based lending industry Connect. Educate. Influence 2-factor (export-import) trading platform

23 IFG benefits of membership Trading partners: 160 members in 60 countries including Egypt, Mauritania, Mauritius, Morocco, Sierra Leone, Tunisia Education opportunities are cost beneficial for members Business solutions Cross-border factoring Collection services Consultancy - IT systems - Legal advice

24 IFG benefits of membership Networking opportunities and connections Factoring; asset based finance; supply chain Operations guidance General Rules of International Factoring (GRIF) Mentor support Industry information, statistics, archive presentations

25 Factoring products SUPPLY CHAIN FINANCE Factor Supplier Debtor

26 Factoring products SUPPLY CHAIN FINANCE: reverse factoring Supplier Supplier Supplier Factor Buyer Debtor Large and well-rated buyer

27 Reverse Factoring Supplier Supplier Supplier Factor Buyer Debtor Large and well-rated buyer

28 Reverse Factoring Supplier Supplier Supplier Factor 2 4 Buyer 1. Invoices from supplier to buyer 2. Approved payables file 3. Early payment to suppliers 4. Buyer pays factor at maturity (or later) 5. Factor pays supplier at maturity (if not previously financed) Large and well-rated buyer

29 Benefits of factoring Save costs by outsourcing collections Shorter time in realization Factoring facility reflects turnover Protection against bad debts ADVANTAGES TO THE CLIENT Better liquidity Growth without additional borrowing Attract new business through trade discounts Can obtain discounts from own suppliers

30 Benefits of factoring To the DEBTOR Trading on open account terms Trade discounts may be offered Trade helped by factor s assessment for credit To the factor s SHAREHOLDERS Return on capital Factoring more suitable for SME risk (closer monitoring of receivable)

31 Factoring in figures: 2012 World totals: 2,700 significant scale factoring providers $2.792billion industry turnover = +8% on 2011 (2011 was +21% on 2010) $400 billion advanced to 0.5 million clients North America 6% South America 9% Europe 55% Africa & Middle East 2% Asia 25% Australasia and NZ 3% Source: IFG GIAR 2012

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33 South Africa Factoring established since 1970s Main product is confidential invoice discounting Single invoice financing a growth product Export factoring is facilitated against debt insurance No central register of assignments Expansion into Africa likely by major banks

34 Africa Review ANGOLA - Financial Institutions Law covers factoring but no statistics to prove take-up BOTSWANA - government claims to support finance to SMEs. Invoice discounting offered in the market. GHANA & KENYA receivables financing by Banks MAURITIUS factoring and leasing closely aligned

35 Africa Review MOROCCO reverse factoring SENEGAL French bank offers factoring TANZANIA Banks developing products for the SME market ZIMBABWE factoring market 10 years old but still emerging: no law on factoring; no association of factors

36 Any questions?

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