2 Contents Section 1: Section 2: Section 3: Section 4: Section 5: Section 6: Talk to your bank Reviewing your business for the future Managing your business today Financial solutions How your bank can help Applying for credit What we look for What we look at More things to consider Our doors are open
3 Section 1: Talk to your bank
4 Section 1: Talk to your bank When it comes to making the most of your business, Bank of Ireland is here to work with you and support you in finding the best route forward. The best way for us to do this is by keeping in touch, by talking to you and keeping the lines of communication open to ensure that you have all the support and guidance you need. Communication is the key to success so it is really important that you, as a customer, keep your bank informed about your business on a regular basis. This will ensure that we have a good understanding of you, your business and any issues you are facing. Getting into the habit of regularly talking to your relationship manager will mean that they are better equipped to help you when you need it. The following points will be helpful in building an effective working relationship with your bank: Always keep your relationship manager informed. Your relationship manager needs to know your business, so talk to them and let them hear about the good times and the bad.
5 Keep your bank updated on your business performance. For instance, you should regularly submit up-to-date management accounts with debtor/creditor listings. Your relationship manager may ask to visit your premises; this is a good way for us to better understand your industry and operations. We are here to help and can take you through the best funding options for your business; we know this is vital to growing your business. Get the most from your bank. Ask your relationship manager for an annual financial needs analysis and ensure that you are aware of all the supports that are available to you. For example, check out our online Business Coaching Series which provides information booklets on a range of topics such as Financing your Business, Managing your Cash Flow and Employment Rights. You will find these and further guides in the business section on our dedicated advice centre on Ensure you understand: How the bank assesses loans to businesses. What information is key to the bank. How you can improve your credit rating. See section 5 in this booklet for information on this.
6 Section 2: Reviewing your business for the future
7 Section 2: Reviewing your business for the future At times like these the most important thing you can do to ensure the success of your business is to have a realistic plan for the future. Your business should be constantly moving forward towards one goal, but at the same time it must be capable of moving with the times and keeping up with the changing economic conditions. Taking time out to review the current state of your business and to identify any issues that your business may be facing is a great way to start. Your review will help you to identify any changes you need to make to help your business to reach its full potential. With this information to hand you can begin to develop a plan of action which suits your business. This plan could involve anything from reducing your cost structure and improving your debt collection processes to entering a new market.
8 Below are some questions you should consider when conducting your business review: 1. Have you critically assessed your management capacity? 2. is your business model sustainable and viable? 3. do you have capacity to trade through these challenging times? 4. are you examining your cost base and reducing costs to reflect slower sales? 5. are you effectively following up with debtors? 6. are you looking at potential new markets international, national or local? 7. are you introducing new products or services to supplement your current activities? 8. are you looking for new channels, such as online channels to reduce stock? 9. are you being realistic in your projections? Do you need to adjust your projections? 10. are you looking to exit unprofitable lines? 11. Have you thoroughly reviewed the market sector performance, prospects, competitors, opportunities and threats?
9 Section 3: Managing your business today
10 Section 3: Managing your business today Managing the finances of your business today is more important than ever. While looking after your finances and keeping a close eye on your cash flow may seem run of the mill, it could be helpful for you to take a fresh look. Below we ve included some areas to review, as well as some useful tips that should help you to re-examine your business processes and ensure that everything can run smoothly. Debtors Good credit control does not just happen. It is important that you have an effective system in place to ensure that you get paid on time. An effective and organised system will help you to control your cash flow and encourage your customers to pay you on time. Stock levels Don t carry more stock than you need. High stock will result in high storage and insurance costs and the risk of obsolete stock if your customers demands change. While attractive discounts may make it seem like a good idea to hold high stock quantities, you must consider whether holding the stock will cost you more than the discount is worth.
11 Creditors A well managed supply chain saves time and money. Make sure you receive benefits for purchasing in bulk and that the credit terms are favourable for the cash flow of the business. Build and maintain strong relationships with suppliers and understand their business. Cash flow Ensure you have a cash flow plan in place and that you or someone in the business is monitoring it on a weekly or monthly basis. Try using what if scenarios to see what will happen to your cash flow if sales are 20/30% lower than your forecast. Stress test your cash flow. For example, if your debtors take an extra 30 days to pay or if your creditors want payment up front, how will this impact your cash flow? Be cautious about how quickly you expect your customers to pay you. It s better to expect slow payment and then receive the cash more quickly. Try to have a contingency reserve of cash to cover unexpected costs or a sudden shortfall in receipts. If you run into difficulty and cannot pay a supplier on the due date, talk to them immediately. The earlier you talk to them, the more flexibility they will be able to show and the more likely they are to accommodate an extension.
12 Communicate with staff It is vital that all staff are aware of any changes you are making to your business. This will motivate them during uncertain times. Bookkeeping Don t solely rely on your accountant producing annual accounts you need a system in place to capture and decipher financial information regularly. Knowing how your business is performing at all times will enable you to react quickly to any issues identified. It s worthwhile considering doing your own bookkeeping. Managing existing debt Ensure you are using the correct form of lending for the requirement. Perhaps an alternative method would be better for your business e.g. invoice finance instead of an overdraft. Present up-to-date financials on a regular basis and ensure the figures are accurate. Avoid delays submitting up-to-date information if it has been requested, as this may be perceived as a warning sign. Be aware that if your debt goes 90 days in arrears, it is deemed in default and will seriously affect your credit rating going forward. Avoid unauthorised excesses, missed payments, lack of turnover in account etc., as these will all affect your credit rating.
13 If you have a need to refinance or restructure existing debt, contact your relationship manager as soon as possible. They will work with you and help you in any way they can. Make sure you show awareness of any issues facing your business and illustrate systems/plans that will be put in place to address these. If your sector is under pressure, talk to the bank to ensure that a judgmental assessment is done on your positioning within that sector.
14 Section 4: Financial solutions
15 Section 4: Financial solutions There are various sources of finance available to business customers. It is important to consider the suitability and benefits of each source. The options available to you when looking to raise finance for your business include: Self Funding Venture Capital Funding Internal Company Sources State Support Business Banks All these options are explained in detail in the Top Tips for Starting your Business booklet in our online Business Coaching Series on In the following section, we outline the financial support available from business banks. How your bank can help No matter what kind of business you run, there is a financial product that will suit it. Your relationship manager can talk you through a product that is right for you, but for a quick overview take a look at the more common types of bank debt facilities available.
16 Overdraft* What is it? Linked to a current account so that its use exactly reflects the expenditure of a business Repayable on demand Interest rate is variable and fluctuates in line with general market rates What should it be used for? Seasonal or temporary working capital requirements Term Loan / Loan* What is it? Usually negotiated for a fixed period e.g. 5 years Repayments are structured Interest rates can be fixed or variable What should it be used for? To buy assets such as plant and machinery, technology and fittings Can be used in the short-term
17 Lease (or Asset Finance)* What is it? A form of rental Equipment is chosen by the lessee who will be responsible for the suitability and condition of the asset chosen Lessor retains ownership of the asset Lessee makes regular agreed payments to the lessor Typically for periods of 3 to 5 years What should it be used for? Moveable plant and equipment Invoice Finance* (Sometimes called Invoice Discounting or Commercial Finance) What is it? Allows a business to convert debtors to cash Provides working capital finance, secured against the company s book debts Allows a client to access up to 80% of monies owed on approved invoices What should it be used for? When there is a need for additional working capital
18 Business Credit Card (Visa Business Card)* What is it? Specifically designed for businesses to assist in the efficient management of business expenses Can have as many cardholders as necessary on one account Accepted worldwide Currently an annual fee on the card as well as a government duty What should it be used for? Business expenses e.g. travel, petrol, toll charges, client entertainment, etc. Commercial Mortgage* What is it? Provides long-term finance of up to 15 years for property related purposes Term can be between 7 and 15 years Interest rates can be fixed or variable Specific asset being financed would in general be taken as security for the duration of the loan. Additional security may be required depending on a credit assessment What should it be used for? To purchase a fixed asset
19 Hire Purchase* What is it? A method of funding assets which is similar to leasing but has the following differences: At the end of the agreement you fully own the equipment VAT no longer applies to hire purchase charges VAT can be reclaimed in a lump sum by producing the hire purchase agreement Regular fixed amounts are repaid over an agreed period: Usually at a fixed interest rate Failure to meet repayments usually results in repossession of the asset What should it be used for? For purchase of plant/machinery without the initial capital outlay
20 Section 5: Applying for credit
21 Section 5: Applying for credit When it comes to approaching a bank for credit many people are unsure as to what they will need to do. We try to make this process as straightforward as possible. You ll be asked to produce certain documentation or information which the bank will use to assess your credit application based on a range of criteria. This section outlines what type of documentation you will be asked for and why. It also sets out the key areas the bank will look at when assessing credit applications and other factors that are important in the overall process. What we look for Evidence that you are planning for your business e.g. cash flow projections or brief action plan. This allows your bank to gain an understanding of you as a business owner, the market, product/service, the assumptions supporting the financial projections and details of your plan for coming through this challenging environment.
22 Up-to-date financials and management accounts with up-to-date information on debtors and creditors, stock, work in progress, etc. This enables your bank to gain background information on how your company has performed in the past and how it is likely to perform in the future. Tax clearance certificate. This clarifies that all tax payments are up to date. Proof of contracts, copies of invoices and letters from customers. This backs up information on order book. Business and personal** bank statements (only if your account is held with another financial institution). This enables the bank to review current account operation. Memos and articles of association, certification of incorporation, & certificate of business name. This enables the bank to comply with money laundering requirements. Money laundering documentation for company directors i.e. proof of name and proof of address. This enables the bank to comply with money laundering requirements.
23 What we look at Your application will be assessed under a number of headings. Some of the key areas include: Character Your relationship manager will first look to you as the business owner and your track record in dealing with previous bank borrowings. Once again, keeping your bank informed on a regular basis is vital as building that relationship will help you when applying for facilities. Ability Your ability to provide evidence that you are planning for the future and are dealing with the issues that your business is facing is a key element in helping your bank assess the finance application. Your relationship manager will also look at your track record in business, and your management ability and experience. Purpose The purpose of the loan is very important, for instance, is the loan needed for working capital, investment capital or expansion? Always ensure that the purpose of the loan fits with the strategic objectives of the company, as your bank will need to understand how the new funds will benefit the business.
24 Amount You need to ensure that you apply for the right level of facility and must consider all costs when looking to raise new finance. For example, the purchase of a machine might cost 50,000, but with installation and other costs, the actual cost might be 55,000. Underestimating the total funding amount needed can be harmful as this may eat into valuable cash. Repayment capacity The business must be able to repay the finance facility. If it s a term loan or lease, your bank will look to see whether the income of the business will be able to meet the repayments of the loan/lease. They will also look at all other financial commitments and the source of repayment. In the case of an overdraft, your bank will need to see that this facility is there to support the cash flow of the business. The Business Account should not have to use the overdraft all of the time. Market The market and your business place within it are central to an assessment of your application. They will review the local market to identify anything that might have either a positive or negative impact on your business, as well as reviewing any assumptions that you have set out in your business plan against normal market trends.
25 More things to consider Security / Collateral Security may be requested as part of the terms of borrowing. Collateral is property or assets used as security against a loan. When a borrower repays the facility in full and on time the collateral is returned to them. However, should a default occur, the financial institution will have recourse to the collateral. This may involve the institution taking possession of the asset and releasing its value by sale. The proceeds would then be applied to the balance of the credit facility. In most cases, this will be used as a last resort and the institution will strive to avoid selling the assets or calling in the guarantee. Level of collateral required The level of collateral required will depend on the nature of risk inherent in the application. All company account borrowings will require a Personal Letter of Guarantee from the directors of the company. This is to safeguard the financial institution in the unfortunate event of the company failing. A personal guarantee shows the owners personal commitment to the business.
26 Our risk rating system Basel II is an international business standard that requires financial institutions to hold enough cash reserves so as to cover their risks. In accordance with Basel, Bank of Ireland uses a risk rating system to assess credit applications from business customers. The result of your risk rating will affect your bank s willingness to lend, the interest rate applicable and the conditions of the loan. It is worth noting that: All customer risk rating levels are updated on an ongoing basis based on new loan applications, the operation of the existing account and new/ annual information e.g. financial statements. If your individual credit rating weakens over time it can result in tighter control of your account and a reduction in the availability of credit. As a business owner it is your responsibility to manage your accounts and stay close to your bank, in order to better inform them of the performance of your business. Interest rates Your bank will assess the level of risk in the application and determine the cost of the loan/facility based on the risk. Different rates are available with different finance options, so ensure that you are using the correct type of solution for your business; otherwise you could be paying higher interest rates than necessary.
27 Authorised limits Where a customer exceeds their authorised overdraft limit, they may incur increased fees and charges, including higher interest rates. Information on the rates applicable will be included in your offer letter or letter of sanction. If the present limit on your current account is too low, discuss the possibility of increasing your limit with your relationship manager. Timings Under normal circumstances and subject to receipt of all necessary information, your relationship manager will inform you of the decision on your application for credit within 2-3 days. Where an application for credit is declined, Bank of Ireland will, on request, outline the reason(s) why the credit facility was declined.
28 Section 6: Our doors are open
29 Section 6: Our doors are open At Bank of Ireland we are committed to helping you at every stage of your business. We have developed a range of supports and advisory guides with information relevant to all aspects of starting and running a business. We have dedicated Business Advisers in every branch in the country who can provide financial guidance and advice for your business. To arrange a meeting, ask at your local branch or log on to today.
30 Useful business supports Irish Small & Medium Enterprises Independent organisation for the Irish small and medium business sector, offering a comprehensive range of advisory services, publications, training and regional networking events. Small Firms Association Provides economic, commercial, employee relations, social affairs advice and assistance. Enterprise Ireland Government agency responsible for the development and promotion of the Irish business sector by working with indigenous businesses to help them compete and grow. Chambers Ireland Chambers Ireland offers support, assistance and training to SMEs through the chambers of commerce network. Irish Exporters Association Provides information and advice on all aspects of exporting for Irish businesses. Business Angels This organisation matches private investors with prescreened investment opportunities in start-up, early stage and developing businesses. Finfacts An Irish business and finance web portal, containing up-to-date facts, figures and reports.
31 Oak Tree Press Ireland s leading business book publisher and a valuable source of businessrelated publications. ActionCOACH Provides business coaching and mentoring services to SMEs. Big Red Book Supplies Ireland and the UK with easy to use Accounting, Payroll and Business Management software solutions for SMEs.
32 * Lending criteria, terms and conditions apply. ** Personal statements, where required, will only be requested in compliance with the provisions of the Data Protection Acts. Warning: Hire Purchase You will not own these goods until the final repayment is made. Warning: If you do not meet the repayments on your loan, your account will go into arrears. This may affect your credit rating. Warning: You may have to pay charges if you pay off a fixed-rate loan early. This document has been prepared by Bank of Ireland Business Banking for informational purposes only and may not be reproduced without prior permission. Any information contained herein is believed by the Bank to be accurate and true but the Bank expresses no representation or warranty of such accuracy and accepts no responsibility whatsoever for any loss or damage caused by any act or omission taken as a result of the information contained in this document. Unless specifically stated otherwise, no prices or rates mentioned are bids or offers by the Bank to purchase or sell any currencies, securities or financial instruments. Except as otherwise may be specifically agreed, the Bank has not acted nor will act as a fiduciary or financial or investment adviser with respect to any derivative transaction that it has or will execute. Any investment, trading and hedging decision of a party will be based on its own judgement and not upon any view expressed by the Bank and shall be based on an arms length negotiation with the Bank. You should obtain independent legal advice before making any decisions regarding, or taking any action in respect of, the subject matter of this booklet. Bank of Ireland Finance is a registered business name of Bank of Ireland. Bank of Ireland is regulated by the Financial Regulator r.1(05/09)
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