UK export finance and credit insurance

UK export finance and credit insurance Helping Britain s businesses to export June 2012 In conjunction with UK Export Finance and the British Exporters Association BUSINESS WITH CONFIDENCE 1

Michael Izza s foreword The performance of the UK s small businesses will be an important factor in its economic recovery. Currently exporters account for the majority of UK productivity, and firms that start to export become, on average, around a third more efficient. I believe exporting will drive the much needed growth in UK SMEs and chartered accountants can play a key role in encouraging companies to export. Currently around 20% of UK SMEs export. ICAEW research suggests that one of the main reasons may be due to a lack of information available to SMEs looking to trade internationally. With this in mind, I believe the first step to tackling the wider export challenge this country faces is to highlight the export opportunity and to signpost the help available to SMEs. The aim of this guide is to provide insight into key aspects of how to finance export activities. It helps answer many of the questions facing the community of smaller businesses looking to export and gives signposts to a number of organisations which can provide additional support. I would like to add my thanks to PwC for making this brochure available through ICAEW to our members. Whether running or working for an SME or advising them in practice, ICAEW Chartered Accountants can help SMEs to realise the benefits of exporting, and to help them build the confidence and capability to take up the challenge. I hope that you find this guide interesting and useful. Michael Izza Chief Executive, ICAEW 2 UK export finance and credit insurance

Trade Minister s foreword I welcome the creation of this brochure, which gives a comprehensive overview for British businesses on export finance and credit insurance. I hope that it gains a wide readership since it opens up an important subject that is vital for safe exporting. The UK needs to increase exports, especially to the high growth and emerging markets. Succeeding in international markets is central to our aim of rebuilding the economy at home in a balanced and sustainable way. UK Trade & Investment (UKTI) launched its strategy Britain Open for Business in May 2011, describing how it will provide practical support to exporters over the next five years. And UK Export Finance has launched new Contract Bond Support and Export Working Capital products and extended its credit insurance policy for exporters in all sectors. UK Export Finance has announced that it will pay commission for business introduced by insurance brokers. These new initiatives offer an expanded, better coordinated range of products to large, medium and small businesses; widening access to the export capital and credit insurance that exporters need to make the most of their opportunities. These initiatives help the UK provide the same level of support that is available to businesses in other export-oriented economies. Businesses benefit immensely from exporting; on average receiving a 34% uplift in productivity in the first year and becoming one third more efficient. I thank ICAEW for producing this comprehensive brochure. Lord Green of Hurstpierpoint Minister of State for Trade and Investment June 2012 3

Contents 1 Introduction 5 2 Purpose of this guide 8 3 Financing exports 9 4 The role of UK banks in supporting trade finance 12 5 British Exporters Association 17 6 UK Trade & Investment (UKTI) 18 7 Export insurance 20 8 Trade credit insurance, brokers and insurers 21 9 UK Export Finance 22 10 ICAEW Services 23 4 UK export finance and credit insurance

1 introduction It will not be easy for the domestic UK economy to pull out of recession. Following the financial crisis and subsequent recession, there is a need to rebalance the UK economy away from consumption and debt towards exports and investment. This challenge was made clearly by Prime Minister David Cameron when speaking at the World Economic Forum at Davos in 2011: The UK economy depends on small business growth and I believe that exporting is an opportunity that should be grasped. Succeeding in international markets is a long-term challenge but it is vital to rebuilding our economy and restoring economic fortunes. Think of where we need to go: an economy based not on consumption and debt but on savings and investment not on government spending but on entrepreneurial dynamism not on one industry in one corner of the country but on all our businesses in all our regions, with a new emphasis on manufacturing, exports and trade. ICAEW Business Confidence Monitor, Q4 2011 Chart 1: Estimated growth across countries (2012 2017) Russia Germany 1.2% UK 3.9% 2.3% US China Spain 2.9% 8.6% 0.8% Mexico 3.5% Japan India Nigeria 1.5% 7.5% Vietnam 6.6% 6.8% KEY 2012 2017 GDP Constant Prices Brazil 3.9% South Africa 3.6% Australia 3.4% 5

Benefits to businesses of exporting Exporting is likely to be good for your business either now or in the future. Nick Baird, Chief Executive, UKTI: As one entrepreneur put it: there is a strong business case to pack your suitcase. Exporting is good for growth, wealth creation and survival. This is backed up by extensive research. A survey conducted by the University of Glasgow suggested that over the period 1996 2004 some 60% of UK productivity growth was attributable to exporting firms, including established and new exporters. The same research found that, over the period between 1997 and 2003, firms engaged in exporting were 11.4% more likely to survive. Despite the global economic slowdown, the results of research published by the UKTI in bringing home the benefits: How to grow through exporting show that 59% of companies found that overseas business led to fresh ideas and innovation, upgrading their products and services. Here are the survey s key findings. Exporting firms tend to grow quicker and innovate faster 1. 59% of companies found that overseas business led to fresh ideas and innovation, upgrading their products and services. 58% 44% 59% 44% +3.5 of entrepreneurs said exporting led to a level of growth not otherwise possible. of firms reported a link between exporting and increased turnover in 2011. of firms developed or modified a product or service due to doing business abroad. of firms said exporting significantly improved their profile or credibility. The creation of an overseas site led, on average, to an extra 3.5 UK employees per company. 43% 33% 87% 31% 33% 40% of firms said legal and regulatory issues were the most common barrier to export. of firms reported lack of contacts as a common barrier to export. of firms that export sell direct, while 41% sell through local agents or distributors. of firms that export make at least some of their sales through the website. of firms active abroad in the last two years are likely to have experienced growth due to export. of small exporters already do business in at least one high-growth market. 1 UKTI, found at Bringing home the benefits: How to grow through exporting. 6 UK export finance and credit insurance

The challenges of exporting Exporting isn t simply an add-on to your existing business. It should be part of your overall strategy to develop the business. Exporting brings commercial, financial and logistical challenges. Before you start exporting, it s worth making sure you have developed a complete export plan looking at all the costs and risks involved. Exporting presents all the normal challenges of marketing in the UK it s up to you to find customers and convince them to buy from you. Understanding what customers want and how the market operates is vital. UKTI can help with targeted research, but on-the-ground experience is helpful. Joining a trade delegation is one way of making contacts in new markets. When bidding for overseas work, before you commit to a price, consider the full range of factors which may be different when bidding for local work, such as contracts, language, finance and ways of working. You need to cope with extra logistical problems, and to comply with local requirements and standards. Have a contract drawn up that uses internationally-recognised terms and conditions plus commercial practices relevant to your sector and make it clear what are each party s responsibilities. The International Chamber of Commerce produces a booklet of delivery terms (Incoterms) which clarify the responsibilities of each party for paperwork, transport, cargo risk, licences and customs clearance. You will need clear terms of payment. If you are VAT registered, you must provide evidence of export together with details of all your transactions with other EU member states on your VAT return. You need to comply with regulations both in the UK and overseas. For example, some goods that are allowed to be sold in the UK might not satisfy another country s standards or even be legal there. Exporting demands additional resources, both in terms of financing and skilled personnel. With the additional costs, such as international transport, you may find you simply can t compete with local suppliers. If the market only offers low margins or you haven t got the resources you need, you may decide that exporting isn t for you. But if you have got a good product to offer and a well-run business, the chances are there are opportunities out there. If the rewards you expect justify the investment and the risks, you should commit to your export plan and make it happen. 7

2 Purpose of this guide We have produced this guide to make it easier for UK businesses to understand the type of export finance products they should be considering and how to obtain them successfully. We support UK Export Finance efforts to make exporting more accessible for UK businesses, whether exporting for the first time or reaching out to expand in high growth developing world markets. This brochure does not try to explain all the complexities of trade finance; it signposts to where help and support is available in the UK and overseas to enable you to export and grow your business with confidence. This is what the following sections will tell you. Section 3 provides you with an overview of export finance products: what your bank can give you and what your customer may ask for. Section 4 lists key contacts from the top five banks in the UK. Section 5 sets out the role of the British Exporters Association and its highly insightful guides to successful exporting. Section 6 explains the products and services available from UKTI, which help exporters find and reach export markets. Section 7 provides an overview of export insurance products, which help to make sure you get paid. Section 8 provides a list of trade credit insurance, brokers and insurers. Section 9 provides an overview of UK Export Finance, the UK Government s export credit agency, which may provide help to supplement banking and insurance support from elsewhere. Section 10 provides a summary of relevant ICAEW services. 8 UK export finance and credit insurance

3 Financing exports Exports have specific financing requirements. Financing exports is more complex than financing domestic business. This is because there is: typically less understanding between suppliers and customers across different countries; a requirement to transact in foreign currencies; and longer lead times for the physical trade to take place. Few exporters are in the position to sell something that customers will routinely pay in advance to receive, thus creating a gap in cash flow. This creates a financing need. Furthermore, the very process of exporting takes time, so overseas customers may want longer payment terms than are customary for UK trade. This expands the financing need. At the same time, banks are deciding how best to use their capital, preferring some business sectors and export destinations over others, and charging more. They are reviewing their risk exposures more regularly, taking a more rigorous approach to breaches of covenants, and now have to operate in a toughening regulatory framework which makes their capital more expensive than it used to be. While these factors make export finance facilities generally more difficult to negotiate, they also result in banks preferring asset-based funding; but export receivables are, in most cases, considered to be a measurable quality asset. The advantage of trade finance over extending your overdraft is that banks see it as an efficient means of financing your business: debts have a known value and a date when they should convert to cash. Contrast this with finance of fixed assets: how do you value them? And how long does it take to sell a property or piece of capital machinery in the event of financial distress? Trade finance bankers therefore tend to be more supportive and more likely to lend at greater levels than banks might do for some other forms of lending. At its simplest, trade finance options can be described as either: financing all, or a substantial part of, your receivables: converting your portfolio of shortterm domestic and export trade debtors into cash; or financing individual larger contracts where the payment terms may be short term or medium term. In the last 20 years there has been a growth of a third type of short-term export finance that builds on an understanding of the end-to-end trade cycle and is particularly beneficial where there is a highlyrated end customer. The finance provider analyses trade relationships from initial supply, stock holding, through to ultimate sale and the credit extended, and provides a form of finance that closely mirrors the resulting funding requirement identified through these stages. So why use trade finance rather than other forms of financing? Some of the advantages over more generalised credit facilities are: you receive finance on export rather than having to wait for cash from the customer; the volume of borrowings rises and falls in parallel with your turnover so you are not committing to a loan that is too large or too small for the trade that you actually achieve; payment risk transfer: you can organise nonrecourse trade finance facilities; and the bank facility may be more extensive and cost effective than overdraft borrowing. 9

Where do you go to get trade finance? Surprisingly, the first place to look is not a bank! First, try to keep the cash flow gap as small as possible. If you can, try to match your payments to suppliers with the amounts and due dates for payment from your customers. If you are buying in components, negotiate with your suppliers for longer terms to reflect that the goods will be exported. Or try to negotiate an advance payment (sometimes called a mobilisation payment) from your customer to enable you to order in these supplies. Compare the cost of offering a discount to your customer for early payment with the cost of financing a credit period. If these will not satisfy your needs, you will need to organise a finance facility with a bank or export house. Assuming that you will need a steady source of finance for your exports, ask your clearing bank what facilities are available. However, you can also research the more specialist investment banks and don t ignore the UK subsidiaries of foreign banks, particularly those from the country of a main supplier or customer where local knowledge about letters of credit, regulations and legal systems can be useful. Try to get recommendations and introductions from other exporters. Each bank will be different, and some will have a favoured solution such as factoring. Others will be able to provide structured trade finance on large projects. Some will want credit insurance to be in place in your favour; others will have their own insurance and be able to finance your invoices and bills of exchange on a non-recourse basis. If you buy in some trade finance, be sure to work the finance contracts with your contracts of sale, your management processes, and any credit insurance. You want to be sure, for example, that what the bank treats as reportable (eg, when x days overdue) is the same as what is reportable to a credit insurer, and is the same as is automatically produced for and circulated to your management. 10 UK export finance and credit insurance

Challenges of export finance During the financial crisis, some exporters experienced difficulties obtaining credit. Latest research commissioned by the Business Finance Taskforce convened by the British Bankers Association suggests concerns over access to finance issues are abating: Almost half of SMEs, 48%, plan to grow in the next 12 months. The main obstacle in the short term is the economic climate. Very few saw a lack of external finance as their main business barrier. 2 The survey found that there were a number of reasons why SMEs were initially unable to obtain credit. Some, such as those with a poor credit history, suggest that now may not be the best time to look for financing export opportunities; but other reasons for credit applications being unsuccessful can be prevented. For example, business plans, a key element of a borrowing application, were produced by only 1 in 3 SMEs and only 4 out of 10 provide regular management accounts. These simple steps, combined with an open dialogue with your finance provider, can significantly improve the likelihood of a successful finance application. Banks are working to improve the understanding of different finance products to help business apply for the right products (eg, www.betterbusinessfinance.co.uk hosted by the British Bankers Association). The BBA has a new website bringing together a wide range of finance providers at www.businessfinanceforyou.co.uk It can be difficult navigating the various options for trade finance. These are set out in the following diagram and then described in more detail throughout the brochure. Equity suited to long-term capital needs tools Finance Financing trade transactions Insurance Protection against trade risks Customers/Suppliers Bank Portfolio Single contract Government Commercial Government Commercial Tools and products Customer pre-payment Stage payment Mobilisation payment Deferred supplier payments Faster collection BIS Export Enterprise Finance Guarantee Scheme Overdraft Factoring Invoice finance Invoice discounting Credit insurance backed trade finance UK Export Finance Buyer and supplier credit guarantee Export working capital Bond support Line of credit Letter of credit Forfeiting Medium-term loans Leasing Supply chain finance Credit risk Pre-delivery risk Bond unfair calling risk Cargo risk Liability risk 2 SME Finance Monitor Report, published by BDRC Continental in May 2012. 11

4 The role of UK banks in supporting trade finance There are differences in the way international trade and domestic trade are conducted, with specific trade financing products available and often required by trade counterparties. This includes the financing of transactions (documentary credits, transactionspecific bonds and guarantees) and trade loans (export loans, import loans, pre-export finance, and stock finance). When trade partners will not trade on an open account basis ie, when they require a letter of credit from a UK bank this can be a barrier to businesses that want to trade. Where do businesses go for advice on trade finance issues? Your local bank may well be able to help. However we asked the five major UK banks where they would refer enquiries about trade finance. The following are their individual responses. 12 UK export finance and credit insurance

Lloyds Bank International Trade Finance & Services Our specialist trade teams have extensive experience of providing solutions for international trade in every part of the world. We can provide you with key facilities to help your international trading operations run smoothly and efficiently. Our highly experienced teams are able to help with: Supplier finance Pre-shipment finance Post-shipment finance Bond & guarantees Documentary credits Documentary collections Clean collections Risk management UK Export Finance government support schemes Our specialist teams are based throughout the UK, providing you with the expertise you need on your doorstep. London Simon Banham Head of Trade Sales T +44 (0)20 7356 2446 David Squibb Regional Trade Director T +44 (0)7860 497 170 Nottingham Terry Richardson Regional Trade Director T +44 (0)7788 438 774 Manchester Martin Morgan Regional Trade Director T +44 (0)7802 333 402 To find out how we can help you visit http://businesshelp.lloydstsbbusiness.com/international or www.lloydsbankwholesale.com/products-and-services/international or simply call one of our trade specialists. 13

RBS and NatWest Whether you are a small business looking to take your first steps abroad, or are one of the world s top multi-national companies looking to expand your international operations, we can help. We take the time to understand your business, and then work with you towards your goals and aspirations for the future - becoming a trusted adviser for the long term and delivering real value for business. NatWest and RBS are one of the world s leading financial service companies, providing a range of retail, corporate and institutional banking services. For UK customers with local cash management and trade finance needs, we offer the full range of solutions and accounts in multiple currencies. With an on-the-ground presence in 37 countries, our international solutions operate around the world, servicing some of the largest global organisations in the Americas, Europe, the Middle East and Asia Pacific. We also operate in an additional 22 countries via partner banks which, together with our network, bring the capability and expertise that your company will need. For further information or assistance either: Call our International Trade Hotline on 0800 210 0235 or go to www.natwest.com/newmarkets or www.rbs.co.uk/newmarkets 14 UK export finance and credit insurance

Barclays Barclays has a number of regional specialists in export finance. They are all CITA qualified and have a very close working relationship with UKTI so are perfectly placed to provide a one stop shop for customers. UK Simon Nicholson Head of International and Trade T +44 (0)7825 378 363 E simon.nicholson@barclays.com Southern Lynn Underwood International and Trade Business Manager T +44 (0)7721 022 242 E lynn.underwood1@barclays.com South West Ken Vass International and Trade Business Manager T +44 (0)7775 546 154 E ken.vass@barclays.com London Shantee Luximan International and Trade Business Manager T +44 (0)7775 545 747 E shantee.luximan@barclays.com Danny Ross International and Trade Business Manager T +44 (0)7557 564 518 E daniel.ross1@barclays.com Eastern Teresa Baffa International and Trade Business Manager T +44 (0)7775 543 615 E teresa.baffa@barclays.com Matthew Dabbs International and Trade Business Manager T +44 (0)7825 377 241 E matthew.dabbs@barclays.com Central John Sharpe International and Trade Business Manager T +44 (0)7775 551 717 E john.sharpe3@barclays.com Gregg McCall International and Trade Business Manager T +44 (0)7775 551 845 E gregg.d.mccall@barclays.com North East Robin Priestley International and Trade Business Manager T +44 (0)7775 548 462 E robin.priestley@barclays.com North West Gary Whinfield International and Trade Business Manager T +44 (0)7766 364 419 E gary.whinfield@barclays.com Faiza Kazmi International and Trade Business Manager T +44 (0)7775 546 219 E faiza.kazmi@barclays.com 15

HSBC Bank plc HSBC was born from one small idea a local bank providing an international service. In March 1865 HSBC opened its doors for business in Hong Kong and today it connects customers all across the globe. HSBC s international network comprises around 7,200 offices in over 80 countries and territories in Europe, Asia Pacific, the Americas, the Middle East and Africa. So wherever in the world you see the trading future of your business, there s an excellent chance that HSBC is already established there. Exporters want to accelerate receivables for working capital, reduce risks and have greater visibility and control over their trading processes. HSBC Group has been enabling companies to do just that for over 140 years. Through a global network of trade experts in over 55 countries, HSBC Trade and Supply Chain supports companies of all sizes trading globally. From small businesses to global multi-national corporations, HSBC Trade and Supply Chain partners with exporters to design trade solutions and financing structures that not only meet their needs today, but also help them set strategies for their growth tomorrow. With trade solutions ranging from traditional paper-based documentary credits to sophisticated upstream supply chain financing, HSBC can help companies trade with confidence. Santander Santander Corporate, Commercial and Business Banking is a key part of Santander UK. Being part of Santander Group is naturally a big advantage whether your interest is in the less developed, or developed world, in dealing with export risk mitigation, export financing or even overseas investment (where we can help you alongside our local relationship teams overseas). We have an experienced and growing team of professionals across the UK, supported by the Santander network, able to handle the more sophisticated export finance solutions as well as the more traditional letters of credit, guarantees and documentary collections. Whether you are considering an additional or alternative general export finance provider or simply a specific solution for pricing, market, structure or investment; we are the obvious choice. Santander Corporate, Commercial & Business Banking Santander UK Plc Santander House 100 Ludgate Hill London EC4M 7RE M +44 (0)7827 872 312 T +44 (0)20 7029 4316 E martin.hodges@santander.co.uk www.santandercb.co.uk Contact details Felipe Hsieh Senior Manager, Trade and Supply Chain Client Management, HSBC Bank Plc T +44 (0)20 7991 1706 E felipe.hsieh@hsbc.com 16 UK export finance and credit insurance

5 British Exporters Association The British Exporters Association (BExA) is an independent national trade association representing the interests of the export community. BExA produces a number of practical guides for new and experienced exporters alike. BExA produces practical guides written by exporters for exporters to help companies avoid the pitfalls of exporting. www.bexa.co.uk/exportinfo The guide to successful exporting This guide gives you a practical source of help without an overwhelming amount of detail. Successful exports don t just happen. Many exporters learn the ropes by trial and error, or by being an apprentice on a team. In this guide, BExA has tapped into the experiences of seasoned exporters to give you some ideas about how to build a successful book of export business. The guide to financing exports This guide provides deeper guidance into the range of export financing options available from the perspective of the exporter. The guide to export credit insurance This guide provides deeper guidance into the range of export credit insurance options available, again, from the perspective of the exporter. Other BExA exporting guides Other guides which you might also find helpful include: Letters of Credit (UCP600). On-Demand Contract Bonds. Retention of Title Clauses in Export Contracts (getting your goods back when you ve not been paid) Export Compliance (includes financial compliance, VAT, and how to access the EU Market Access Database, manage customs, transport security and export controls). 17

6 UK Trade & Investment (UKTI) UK Trade & Investment (UKTI) is a government department and part of both the the Department for Business, Innovation and Skills and the Foreign & Commonwealth Office. UKTI works with UK businesses to help them grow internationally. With 2,400 staff across the UK and in 96 embassies overseas, UKTI can help exporters every step of the way with advice and practical support. Whatever stage of development your business is at, UKTI can give you the support that you need to expand and prosper. Through its range of services, UKTI can help you crack foreign markets and get to grips quickly with overseas regulations and business practice. UKTI can provide: access to an experienced local International Trade Adviser; support to participate in trade fairs overseas; opportunities to participate in sector-based trade missions and seminars; exploratory visits to new markets; access to major buyers, governments and supply chains in overseas markets; advice on forming international joint ventures and partnerships; support for experienced exporters to build on their previous successes and develop new export markets; alerts to the latest and best business opportunities; an export health check to assess your company s trade development needs and help develop a plan of action; export skills training; access to providers who can help with export documentation and regulatory issues; specialist help with tackling cultural and language issues when communicating with overseas customers and partners; advice on how to conduct market research and the possibility of a grant towards approved market research projects; ongoing support to help your business continue to develop overseas trade and look at dealing with more sophisticated activities or markets; and a quarterly international business magazine specially for small and medium- sized enterprises. Specific products include: Overseas Market Introduction Service (OMIS) is a tailored service to access market and industry information, identify potential contacts or assist in planning an event. Passport to Export provides new and inexperienced exporters with the training, planning advice and ongoing support they need to succeed overseas. Gateway to Global Growth is a service for experienced exporters. It offers a strategic review, planning advice and support to help companies to build on their previous success and develop new overseas markets. Events and seminars are held across the UK and the world. These include specific sector and market-based activities. Trade missions are organised to help UK companies visit the marketplace they re interested in and talk face to face with prospective business partners. UKTI also organises missions into the UK to allow overseas delegates to meet with potential partners or investors. Business opportunities can be emailed directly into your inbox, highlighting hot leads in your chosen overseas market. High value opportunities programme proactively identifies global supply chain opportunities, coupled with an online service giving access to several hundred sales leads around the world each month. Export Communication Review assesses the way companies communicate with overseas customers and makes practical recommendations for improvement, including advice on websites. Export Marketing Research Scheme offers support, advice and grant funding to eligible companies wishing to research a potential export market. FCO Country Updates provide authoritative analysis of emerging markets and identify key issues relevant to UK business, for example, assessments of political and economic issues. The updates are compiled by UK embassies with access to high-level government and business contacts. Springboard is UKTI s free quarterly international business magazine showcasing UK business excellence on a global stage. The primary readership is senior business people within companies operating in a global marketplace. 18 UK export finance and credit insurance

REGION ADDRESS NAME TELEPHONE EMAIL MOBILE EAST UK Trade & Investment The Business Centre Station Road Histon Cambridge CB24 9LQ Liz Basing Thinley Topden Jean Pomfrett 01223 771801 01223 771802 01223 771804 liz.basing@ukti.gsi.gov.uk thinley.topden@ukti.gsi.gov.uk jean.pomfrett@ukti.gsi.gov.uk 0782 353 7978 0782 353 7975 0782 353 7981 EAST MIDLANDS UK Trade & Investment Apex Court City Link Nottingham NG2 4LA Peter Hogarth Ian Morrison Alison Kinch 0115 872 4731 0115 872 4732 0115 872 4734 peter.hogarth@ukti.gsi.gov.uk ian.morrison@ukti.gsi.gov.uk alison.kinch@ukti.gsi.gov.uk 07799 251285 07823 535281 07748 14279 LONDON UK Trade & Investment 6th floor 2 More London Riverside London SE1 2RR Parveen Thornhill Sara French 020 7234 5811 020 7234 5837 parveen.thornhill@ukti.gsi.gov.uk sara.french@ukti.gsi.gov.uk 0797 131 8981 07817 382 341 NORTH EAST UK Trade & Investment Moongate House 5th Avenue Business Park Team Valley Gateshead NE11 0HF David Coppock Marie Willson Clare Anderson 0191 497 8575 0191 497 8577 0191 497 8574 david.coppock@ukti.gsi.gov.uk Marie.Willson@ukti.gsi.gov.uk Clare.Anderson@ukti.gsi.gov.uk 07771 923 265 07816 839 765 NORTH WEST UK Trade & Investment Daresbury Laboratory Daresbury Science and Innovation Campus Keckwick Lane, Daresbury, Warrington WA4 4AD Clive Drinkwater Mike Eccleshall Julie Kembrey 01925 864597 01925 864594 01925 864596 clive.drinkwater@ukti.gsi.gov.uk mike.eccleshall@ukti.gsi.gov.uk julie.kembrey@ukti.gsi.gov.uk 07909 535733 07831 381771 SOUTH EAST UK Trade & Investment Bridge House 1 Walnut Tree Close Guildford Surrey GU1 4GA Lewis Scott Rory Pereira Janet Edwards 0303 444 6866 0303 444 6867 0303 444 6871 lewis.scott@ukti.gsi.gov.uk rory.pereira@ukti.gsi.gov.uk janet.edwards@ukti.gsi.gov.uk 07753 584813 07872 130539 SOUTH WEST UK Trade & Investment 1st Floor 2 Rivergate Temple Quay Bristol BS1 6EH Russell Jones Jason Carter Lorraine Knight (PT Mon, Wed, Fri) 07785 330 087 07827 157 802 07827 355519 russell.jones@ukti.gsi.gov.uk jason.carter@ukti.gsi.gov.uk lorraine.knight@ukti.gsi.gov.uk 07785 330 087 07827 157 802 07827 355519 WEST MIDLANDS UK Trade & Investment NTI Building Bartholomew Row Birmingham B5 5JU Doug Mahoney Christine Hamilton Rachelle Gould 0121 345 2205 0121 345 4560 0121 345 2262 doug.mahoney@ukti.gsi.gov.uk christine.hamilton@ukti.gsi.gov.uk rachelle.gould@ukti.gsi.gov.uk 07765 255 748 07971 857 927 YORKSHIRE & THE HUMBER UK Trade & Investment Alexandra House Lawnswood Business Park Leeds LS16 6QY Mark Robson Graham Percival Mandy Kirk PT (Mon, Thurs, Fri) 0113 203 3703 0113 203 3704 0113 203 3709 mark.robson@ukti.gsi.gov.uk graham.percival@ukti.gsi.gov.uk mandy.kirk@ukti.gsi.gov.uk 07799 338192 07799 338 188 19

7 Export insurance Export credit insurance protects against non-payments 85% of international trade is conducted on open credit terms. It is important to protect your company against the risk of non-payment and loss arising from a political event such as war, or natural disaster. There are banking techniques that provide similar protection, but these may be expensive for your customer. With credit insurance you protect against nonpayment and the resulting bad-debt write-off. At its simplest, you offer open account terms to your customer and if he does not pay, then you claim on your insurance. Sometimes the insurer might ask you to obtain payment security as a condition of giving cover for a certain customer or country. It is wise to get advice from your broker on insurance issues to ensure that the insurance meets your needs. Insurable export risks are: credit risk: the risk of non-payment; pre-delivery/work-in-progress risk: if your goods are made to order, you can buy cover from date of contract for the risk of insolvency or contract frustration before dispatch; bond unfair calling risk: it is possible to buy cover, as an extension of your export credit insurance, against the unfair call of an on demand contract bond or bid bond; cargo risk: insurance for goods in transit may be provided through your logistics supplier or can be separately negotiated; and liability risk: consideration should be given to both public/products liability insurance as well as overseas local statutory insurances such as employers liability/workers compensation and motor. 20 UK export finance and credit insurance