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Matti Malminen 5.12.2013: Kansainvälinen kaupanteko ja vienti - Rahoituksen paketointi ja ostajariskien hallinta
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Matti Malminen 5.12.2013: Kansainvälinen kaupanteko ja vienti - Rahoituksen paketointi ja ostajariskien hallinta

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Konecranesin johtajan Matti Malmisen esitys Sitran järjestämässä Viennin, kasvun ja EU:n rahoituksen mahdollisuudet -tilaisuudessa 5.12.2013

Konecranesin johtajan Matti Malmisen esitys Sitran järjestämässä Viennin, kasvun ja EU:n rahoituksen mahdollisuudet -tilaisuudessa 5.12.2013

Published in: Economy & Finance, Business

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  • 1. Sitra / December 2013 Matti Malminen matti.malminen@konecranes.com © 2010 Konecranes Plc. All rights reserved. Matti Malminen / Trade Finance
  • 2. OUR COMPANY IN NUMBERS ACTIVE IN ALMOST 12,100 EMPLOYEES 609 50 LOCATIONS WORLDWIDE EQUIPMENT IS 61% OF TOTAL SALES COUNTRIES MAINTENANCE CONTRACTS 1,73 MILLION ANNUAL SERVICE CALLS © 2011 Konecranes Plc. All rigths reserved. SERVICE IS COVERING MORE THAN 39% 418,000 OF TOTAL SALES EQUIPMENT OF DIFFERENT MAKES 5.12.2013 2 Corporate presentation 2013 €2,170 MILLION IN SALES IN 2012
  • 3. WORLD’S LARGEST GOLIATH CRANE 689 ft. 210 m 384 ft. 117 m © 2010 Konecranes Plc. All rights reserved. 25.10.2012 3 Trade & Export Finance / Matti Malminen / Konecranes
  • 4. SHIPMENT ON DECK NOT ALLOWED! TWO KONECRANES STS CRANES ON THEIR WAY FROM CHINA TO MOZAMBIQUE (12.2.2013) © 2011 Konecranes Plc. All rigths reserved.
  • 5. CONTAINER TRAFFIC Annual container handling volume Monthly container handling volume Million teu 700 Change Y/Y 25 % 600 20 % 500 15 % 10 % 400 5% 300 0% 200 -5 % 100 -10 % -15 % 1990 1991 1992 1993 1994 1995 1996 1997 1998 1999 2000 2001 2002 2003 2004 2005 2006 2007 2008 2009 2010 2011 2012 0 -20 % -25 % SOURCES: Drewry Container Port Insight (latest data point July 2013) © 2013 Konecranes Plc. All rights reserved. 5
  • 6. TRADE FINANCE WHAT IS IT AT Konecranes? Trade & Export Finance – sounds fancy… • How to make sure that Konecranes is paid by the foreign Buyer! • Advance Payments, Letter of Credits (D/C or SBLC) • Bank Guarantees (bonds) • Payment time to Buyer without any extra risk to Konecranes – ECA:s, EBRD, NIB, IFC, banks • Finance company products (rental, leasing) • Trade policies © 2010 Konecranes Plc. All rights reserved. Matti Malminen / Trade Finance
  • 7. HOW TO COVER CREDIT RISK OF THE BUYER Know Your Customer! Credit Policy! 1. 100 % Advance Payment 2. Confirmed Documentary Credit / Locally issued Bank Guarantee/ 3. Confirmed Standby Letter of Credit 4. Unconfirmed Documentary Credit / Buyer’s direct Bank Guarantee 5. Documentary Collection 6. Payment on open account terms (non payment risk of the Buyer can be covered by Credit Insurance) © 2010 Konecranes Plc. All rights reserved. Matti Malminen / Trade Finance
  • 8. Export Finance Main principle Risk of the Buyer has to be covered by “third parties”! 1. Export Credit Agency (ECA) • Finnvera Plc in Finland, EKN in Sweden 2. Multilateral Finance Institution • • • NIB (Nordic Investment Bank) EBRD (European Bank for Reconstruction &Development) IFC, Asian Development Bank, BNDES, etc etc 3. Credit Insurance Company 4. Buyer’s Bank • Deferred Payment D/C, Bank Guarantee © 2013 Konecranes Plc. All rights reserved. Trade & Export Finance, Matti Malminen 8
  • 9. FINANCING – RELATIONSHIP WITH BUYER • Loan from international Bank with Export Credit Agency (ECA) support – ”Seller’s role is to be part of the Buyer’s procurement team” • Key questions in the first meeting – Which banks in Europe knows the Buyer? – Has the Buyer concluded ECA –cases in the past (Finnvera, Finland, EKN, Sweden)? – Are the financials available? • Open and explain all finance charges (Buyer will pay all charges) • Agent Bank (Lender) should – have experience with the relevant ECA – be easy to access by the seller and the buyer – be ready to to meet the buyer at an early stage (also ECA:s visit is appreciated) © 2013 Konecranes Plc. All rights reserved. 5 December 2013 9 Trade Finance / Matti Malminen
  • 10. BUYER’S CREDIT Credit Agreement BUYER BANK Repayment Supply Contract (Delivery) © 2010 Konecranes Plc. All rights reserved. Loan proceeds Matti Malminen / Trade Finance Export credit guarantee Interest equalisation Refinancing Agency agreement
  • 11. DEFERRED PAYMENT DOCUMENTARY CREDIT (D/C) 360 DAYS BUYER EXPORTER 1. CONTRACT $150,- (CRANEVALUE $100+ INTEREST $50) 5. SHIPMENT 2. D/C APPLICATION $ 150,- 6. Shipping documents + invoice $ 150,- 9. SHIPPING DOCUMENTS DEBIT $ 150 3. D/C ISSUANCE after 360 d 4. ADVISING (Confirmation) 8. SHIPPING DOCUMENTS ISSUING BANK © 2010 Konecranes Plc. All rights reserved. 7. Payment of $150 (discounting) ./. interest for the deferred payment time apprx. $ 50 => Net proceeds $100 ADVISING BANK / CONFIRMING BANK Matti Malminen / Trade Finance 11
  • 12. Trade Finance => Exotic countries! © 2010 Konecranes Plc. All rights reserved. 12