U.S. Global Business Solutions (GBS)  6th Annual SBA Export Lenders Roundtable               Washington, D.C.             ...
Na#onal	  Export	  Ini#a#ve	  “Because the more products we make and sell to othercountries, the more jobs we support righ...
It’s	  About	  Jobs	  and	  GDP	  Growth!                                                        	              Jobs Suppo...
Role	  of	  Exports	  to	  a	  Country’s	  GDP                       	                Exports	  as	  a	  Percent	  of	  GD...
Number	  of	  Exporters	  is	  Expanding	  400,000.00	                                    	  Number	  of	  U.S.	  Companie...
SMEs	  Increasing	  Share	  of	  U.S.	  Exports	                             Figure	  3.	  	  Small-­‐	  and	  Medium-­‐Si...
We	  SCll	  Have	  a	  Ways	  to	  Go!                                           	                                        ...
                                                                	             The	  Export	  PromoCon	  Cabinet,	  July	  ...
U.S.	  Global	  Business	  SoluCons	                                                                                      ...
One-­‐Stop	  Shop	  for	  Business	  Export	  Needs                                                              	  Goals	...
One-­‐Stop	  Shop	  for	  Business	  Export	  Needs                                                              	  Strate...
How	  Do	  We	  Get	  More	  SMEs	  Here?	  Source:	  hYp://www.medica-­‐tradefair.com/cgi-­‐bin/md_medica/custom/pub/cont...
How	  Do	  We	  Get	  More	  SMEs	  Here?	  
U.S.	  Government	  Help	  for	  U.S.	  Exporters                                                                	        ...
What	  Might	  a	  SME	  Need?                                        	                                                	  ...
What	  Might	  a	  SME	  Exporter	  Need?	                                           	         Working	  Capital	  and	  	...
What	  Might	  an	  Experienced	  SME	  Exporter	  Need?	                                              	                  ...
New	  Market	  and	  Buyer	  Development	  Products	                                                                      ...
Early	  Stage	  Exporter                                                                  	  Trade	  Counseling	          ...
Experienced	  Exporters                                                     	  Gold	  Key	  (CS)	             Organizes on...
Specialized	  Global	  Solu#ons                                                    	  Agricultural	  and	  Forest	     USD...
USDA	  GSM-­‐102	             Export	  Credit	  Guarantee	  Program	  • Guarantees	  against	  non-­‐payment	  • U.S.	  ag...
U.S.	  Trade	  Development	  Agency	                                              Feasibility	  Study	  Program	  • USTDA	...
Export-­‐Import	  Bank—Medium-­‐Term	  Guarantee	  Program	  •      DESCRIPTION:	  A	  loan	  guarantee	  to	  a	  lender	...
Export-­‐Import	  Bank—Working	  Capital	  Program	  •      DESCRIPTION:	  A	  loan	  guarantee	  for	  an	  exporter	  to...
Overseas	  Private	  Investment	  Corpora#on	  •  Financial	  products	  to	  facilitate	  direct	  foreign	  investment.	...
You	  Can	  Help	  Your	  Clients	  Who	  Export	  or	  Want	  to	  Export                                                ...
You	  Can	  Help	  Your	  Clients	  Who	  Export	  or	  Want	  to	  Export                                                ...
What	  we	  will	  provide	  to	  Partners                              	  1.                                             ...
What	  We	  Expect	  from	  Our	  Partners                                                                	               ...
U.S.	  Global	  Business	  Solu#ons	  Timeline	  Apr.	  -­‐	  Nov.	  	   •  Iden#fy	  pilot	  lenders	  and	    2013	     ...
Ques#ons                             	                         Primary	  Contacts:     	                                  ...
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Global Business Solutions (GBS) by Dennis R. Chrisbaum

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Presented by Dennis R. Chrisbaum
Director, International Trade Finance
Office of International Trade
U.S. Small Business Administration
409 – 3rd Street, S.W.
Washington, D.C. 20416
Tel: 202.205.6885
E-mail: dennis.chrisbaum@sba.gov
Web: www.sba.gov/international

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  • This is just to give a perspective of how important the export sector is to other major nations and how the U.S. compares.
  • Global Business Solutions (GBS) by Dennis R. Chrisbaum

    1. 1. U.S. Global Business Solutions (GBS) 6th Annual SBA Export Lenders Roundtable Washington, D.C. April 3, 2013
    2. 2. Na#onal  Export  Ini#a#ve  “Because the more products we make and sell to othercountries, the more jobs we support right here in America…Tonight we set a new goal: We will double our exports over thenext five years, an increase that will support two million jobsin America. To help meet this goal, were launching a NationalExport Initiative that will help farmers and small businessesincrease their exports…” President Barack Obama State of the Union Address January 27, 2010 2
    3. 3. It’s  About  Jobs  and  GDP  Growth!   Jobs Supported by U.S. Exports, 2009-2012 9.8   9.7   9.1  Millions 8.5   2009 2010 2011 2012 3
    4. 4. Role  of  Exports  to  a  Country’s  GDP   Exports  as  a  Percent  of  GDP      Germany   42%  China   40%  Canada   36%  India   22%  Japan   16%  USA   13.9%   4
    5. 5. Number  of  Exporters  is  Expanding  400,000.00    Number  of  U.S.  Companies  ExporCng,  2002-­‐2010   98%  or  287,000  are  Small  Businesses   293,131   289,711   276,643   268,526   247,985  300,000.00   240,376   232,828   227,300   223,933  200,000.00  100,000.00   0.00   2002   2003   2004   2005   2006   2007   2008   2009   2010   5
    6. 6. SMEs  Increasing  Share  of  U.S.  Exports   Figure  3.    Small-­‐  and  Medium-­‐Sized  Enterprise  Share  of   Total  U.S.  Goods  Exports,  2000  -­‐  2010     35   33   percentage  of  total   31   29   27   25   2000   2001   2002   2003   2004   2005   2006   2007   2008   2009   2010  Source:    U.S.  Department  of  Commerce,  U.S.  Census  Bureau,  a  Profile  of  U.S.  Impor#ng  and  Expor#ng  Companies,  2009-­‐2010   6
    7. 7. We  SCll  Have  a  Ways  to  Go!   7
    8. 8.     The  Export  PromoCon  Cabinet,  July  2012To  Maximize  the  EffecCveness  of  Federal  Programs,  the  Federal  Government  will:    (1) increase  the  na#onal  base  of  small-­‐  and  medium-­‐    sized  enterprise  exporters  by  50,000  by  2017,      (2)  expand  the  reach  of  federal  export  assistance  and      counseling  to  small  businesses,  and      (3)  ensure  beYer  delivery  of  export  promo#on  services    domes#cally  and  overseas.         8
    9. 9. U.S.  Global  Business  SoluCons     Export  Promo#on  Cabinet,  Objec#ve  #2:    Expand  Access  to  Small  Business  Trade  Financing                                      1)  trade  financing  perceived  as  too  complex  Problem  by      many  lenders        2)  not  high  volume  nor  profitable  for  lenders                                             SoluCon    1)  reduce  the  complexity  and  present  a            streamlined  package  of  financing  op#ons,        2)  focus  only  on  mainstream  products  with        greater  volume  poten#al   9
    10. 10. One-­‐Stop  Shop  for  Business  Export  Needs  Goals  •  Grow  revenues  and  jobs  through  exports  and  the  number  of  SB   exporters—add  50,000  by  Dec.  2017  •  Expand  the  base  of  financial  ins#tu#ons  and  service  providers  who   facilitate  exports—add  250  trade  financing  originators  by  Dec.   2015    SoluCon  •  Reduce  complexity  by  packaging  trade  financing  and  marke#ng   op#ons  that  seamlessly  meet  exporter  needs  •  Simplify  marke#ng  materials  and  increase  outreach  and  training  to   meet  the  needs  of  their  financial  ins#tu#ons  •  Streamline  access  to  interna#onal  experts,  credit  products,  and   business  services  for  exporters—increase  volume     10
    11. 11. One-­‐Stop  Shop  for  Business  Export  Needs  Strategy  •  Combine  key  trade  and  commercial  finance  products  and   services  in  a  single  menu  of  op#ons  made  for  mainstream   use:  U.S.  Global  Business  SoluCons    •  Tailor  the  op#ons  to  the  stage  of  exporter  development   and  capacity  of  the  financial  ins#tu#on  or  service  provider  •  Offer  a  seamless,  low-­‐cost  transi#on  among  op#ons  •  Provide  a  menu  of  customized  financing  solu#ons  for   more  advanced  exporter  needs:  The  Specialized  Global   SoluCons  (SGS)  program   11
    12. 12. How  Do  We  Get  More  SMEs  Here?  Source:  hYp://www.medica-­‐tradefair.com/cgi-­‐bin/md_medica/custom/pub/content.cgi?lang=2&oid=28126&#cket=g_u_e_s_t&ca_page=en%2Facquisi#on_brochure.html  
    13. 13. How  Do  We  Get  More  SMEs  Here?  
    14. 14. U.S.  Government  Help  for  U.S.  Exporters   Trade  Services   Trade  Finance   InternaConal  Trade  Specialists   Trade  Finance  Specialists  •  110  Offices  across  the  U.S.   •  40  Trade  Finance  Specialists  in  22  •  Embassies  in  70  countries,  hundreds  of   loca#ons   consulates     Trade  Services   Trade  Finance  Programs  •  Export  Business  Counseling   •  Purchase  Order  Financing  •  Foreign  Market  Research  and  Buyer   •  General  Export  Expenses   Intelligence   •  Receivables  and  Inventory  Financing  •  Finding  Foreign  Buyers   •  Country  and  Buyer  Credit  Insurance  •  Mee#ng  with  Visi#ng  Foreign  Buyers   •  Equipment  and  Real  Estate  Financing  •  Trade  Shows  and  Trade  Missions   14
    15. 15. What  Might  a  SME  Need?     Working  Capital  for  Export  Development:  •  AYend  trade  shows  •  Secure  CE  mark,  interna#onal  patent  or  trademark  •  Meet  poten#al  business  partners    •  Vet  poten#al  buyers,  agents  or  distributors  and   purchase  foreign  credit  reports  •  In-­‐country  promo#ons  •  Transla#on  of  website/product  literature  and  other    marke#ng  costs   15
    16. 16. What  Might  a  SME  Exporter  Need?     Working  Capital  and    Credit  Insurance    for   Export  Orders:  •  Inventory,  materials,  labor,  other  produc#on  costs  •  Foreign  accounts  receivable  insurance  •  Insurance  and  freight  costs  •  Bank  fees  related  to  the  transac#ons  •  Standby-­‐leYers  of  credit  to  guarantee  bid,   performance,  or  advance  payments     16
    17. 17. What  Might  an  Experienced  SME  Exporter  Need?     Term  Loan  for  fixed  assets:  •  Machinery  or  equipment  to  expand  produc#on  in  order   to  meet  foreign  demand  •  Retooling  expenses  necessary  for  metric  produc#on  or   to  meet  other  standards  •  Permanent  working  capital  •  Real  estate  needed  as  a  result  of  expanding  export  sales   17
    18. 18. New  Market  and  Buyer  Development  Products   Export  Finance  Products   Export  Strategy   USEAC  Counseling   Express  Trade  Credit  Insurance    LOW    LOW   Development   Against    Non-­‐ ProtecCon   -­‐  Consult  with  a  trade  specialist  who  knows  your   -­‐  Covers  non-­‐payment  risks  of  foreign  buyers   Payment   industry.     -­‐  Coverage  is  up  to  95%  of  invoiced  amount  of  foreign   -­‐  Target  key  markets    and  develop  entry  strategy.   receivable.     -­‐  (Refer  non-­‐export  ready  firms  to  SBA  local   -­‐  Pay-­‐as-­‐you-­‐ship  premiums   resource  partners.)       InternaConal  Buyer  Program   Export  Express   Guarantee   -­‐  Exhibit  at  major  domes#c  industry  trade  show   -­‐  Export  development  and  transac#onal   $500,000  and  less   Loan   -­‐  Sign  up  to  meet  foreign    buyers  at  the  show   costs      Export  Matchmaking   -­‐  Inexpensive  way  to  meet  foreign  buyers/partners   -­‐  Working  capital  to  7  years   -­‐  Equipment  and  real  estate  to  25  years   Export  Collateral   Collateral  Only   to    Exporter   DomesCc  and   Export  Related   Direct  Loan   InternaConal  Partner  Search   Global  Credit  Express   WORKING  CAPITAL  LOANS   -­‐  Find  a  business  partner  in  targeted  country   -­‐  6  or  12  month  maturity                                          Exporter  SophisCcaCon -­‐  Send  product  literature  and  US  gov’t  staff   -­‐  Supports  general  expenses  and  working   Finding  Partners  and  Buyers   overseas  iden#fies  poten#al  foreign  buyers   capital  needs   Reverse  Trade  Missions   Export  Working  Capital  Guarantee   -­‐  Meet  delega#ons  of  foreign  buyers  with  funded   -­‐  Transac#onal    (purchase  order)  or  asset-­‐ $500,000  to  $5  Million     infrastructure  projects   based     -­‐  Learn  more  about  overseas  projects  and  sales   -­‐  90%  guarantee   poten#al   -­‐  1-­‐yr.  term  typically;  3-­‐yr.  max  maturity   GOLD  KEY   CAP  Line  7(a)  Loan  Guarantee   -­‐  Travel  overseas  to  meet  poten#al  business   -­‐  Supports  both  domes#c  and  foreign  sales   partners   cycles   -­‐  Have  U.S.  government  staff  screen  poten#al   -­‐  Includes  insured  foreign  A/R  in  borrowing     partners   base   -­‐  Assistance  at  on  the  ground  mee#ngs   -­‐  75%  guaranty;  10  year  max.   Major  Overseas   TERM  LOANS   Int’l  Trade  Shows/  Trade  Missions   InternaConal  Trade  Loans   -­‐  USG  hosts  USA  pavilions  at  major  interna#onal   -­‐  Insourcing  or  expanding  produc#on  facili#es   shows   -­‐  Up  to  $5M  with  90%  guarantee     -­‐  USG  organizes  trade  missions  to  introduce  US   -­‐  Max  maturi#es  of  10  for  working  capital  and  25  years   companies  to  pre-­‐screened  partners   for  real  estate   HIGHHIGH InternaConal  Company  Profile   Bid  and  Performance  Bonds   Customers   Help  With   -­‐  Background  checks  on  poten#al  business  partners   -­‐  Supports  standby  leYers  of  credit  to  guarantee   Projects   Vecng   -­‐  Customized  report  on  ac#vity  and  reputa#on  of   advance  payments   firm   -­‐  Supports  standby  L/C  s  serving  as  bid  and  /or   performance  guarantees   18 -­‐  Requires  only  25%  cash  collateral  
    19. 19. Early  Stage  Exporter  Trade  Counseling   Guides U.S. companies through the export process from beginning to end, helping to develop an effective international sales strategy, identify and comply with laws and regulations, fulfill(CS)   documentation requirements, and overcome trade problems.InternaConal   Provides export counseling to U.S. companies and connects them with pre-screened potential buyers, sales representatives, and business partners at major U.S. International Buyer Program-designedBuyer  Program   domestic industry trade shows.(CS)  InternaConal   Provides U.S. companies with a report that helps determine the marketability of their products or services, identifies pre-screened potential export partners, and includes detailed overseas companyPartner  Search  (CS)   information.  Reverse  Trade   Organizes visits to the United States for foreign delegates to observe the design, manufacture, demonstration, and operation of U.S. goods and services that may help them achieve theirMissions  (USTDA)   development goals.  Trade  Missions  or     Enables U.S. companies to exhibit products at overseas Certified Trade Fairs or participate in US- organized trade missions, receive customized market briefings, and meet potential business partners.Trade  Shows  (CS)  Express  Insurance   Covers non-payment risks, allowing firms to extend competitive credit terms to foreign buyers and increase cash flows. Coverage is up to 95% of invoiced amount of foreign receivable.(Ex-­‐Im)    Export  Express   Finances the exports of new exporters and businesses that are expanding their current foreign markets. Up to $500k, 75-90% guarantee, 25 year max. term financing for any export development(SBA)     activity, including trade show attendance, equipment and export sales; 7 year max. term for working capital. Under a general line of credit, 30% of the line can be used to support domestic activity.CapLines  (SBA)   Provides businesses with a line of credit that supports both domestic and foreign sales cycles (including insured foreign A/R) and cyclical working capital needs. 19
    20. 20. Experienced  Exporters  Gold  Key  (CS)   Organizes one-on-one meetings with pre-screened potential buyers, sales representatives, and business partners when visiting overseas markets or at overseas trade shows.  InternaConal   To assess potential export partners, these reports contain available sales, profit figures, potential liabilities, and other financial information, and are prepared by trade professionals working in targetCompany  Profiles  (CS)   markets.Global  Credit  Express   Provides businesses with short-term, direct working capital loans of up to $500,000. Six or twelve month revolving line of credit that supports general expenses of exporting as well as the full range(Ex-­‐Im)   of working capital needs.  Export  Working   Transactional or asset-based lines of credit up to $5MM with 90% guarantee, typically for a 1 year term with 3 year maximum maturity, to support export transactions from purchase order toCapital  (SBA)   collections.InternaConal  Trade   Insourcing or expanding facilities for firms growing their exports or adversely impacted by imports. Up to $5MM with 90% guarantee; maximum maturities of 10 years for working capital or 25 yearsLoan  (SBA)   for real estate.  Trade  Credit   Covers non-payment risks, allowing firms to extend competitive credit terms to foreign buyers and increase cash flows. Coverage is up to 95% of invoiced amount of foreign receivable.Insurance  (Ex-­‐Im)    CapLines  (SBA)   Provides businesses with a line of credit that supports both domestic and foreign sales cycles (including insured foreign A/R), and cyclical working capital needs.  Bid/Performance   Provides a guarantee of performance under contracts with foreign buyers or guarantee on advance payments, currently through the use of standby letters of credit which both the Export Express andBonding  (SBA)   Export Working Capital loan programs can support.   20
    21. 21. Specialized  Global  Solu#ons  Agricultural  and  Forest   USDA’s  Export  Credit  Guarantee  Program  (GSM-­‐102)    guarantees  Products   credit  extended  by  the  U.S.  private  banking  sector  to  approved     foreign  banks  to  encourage  financing  of  commercial  exports  of  U.S.   agricultural  products.    Feasibility  Studies   USTDA  Feasibility  Studies  link  foreign  project  sponsors  with  U.S.   businesses  at  the  early  stage  of  project  development  when   technology  op#ons  and  requirements  are  being  defined.    These   studies  evaluate  the  technical,  financial,  environmental  and  other   cri#cal  aspects  of  infrastructure  development  projects.  Medium-­‐Term  Buyer   Ex-­‐Im’s  Medium-­‐Term  Credit  Insurance  protects  sale  of  capital  Finance   equipment  or  related  services  to  a  single  foreign  buyer  against  the   buyers  failure  to  pay  due  to  unforeseen  commercial  or  poli#cal   reasons.    Export  Working  Capital   Working  Capital  Guarantee  provides  commercial  lenders  with  a  90%  Guarantee   loan  guarantee  to  facilitate  mul#ple  export  sales  or  individual   contracts  for  goods  or  services    Foreign  Direct   OPIC  provides  financial  products,  such  as  loans  and  guaran#es;  Investment  Assistance   poli#cal  risk  insurance;  and  support  for  investment  funds,  all  of  which   help  American  businesses  expand  into  emerging  markets.     21
    22. 22. USDA  GSM-­‐102   Export  Credit  Guarantee  Program  • Guarantees  against  non-­‐payment  • U.S.  agricultural  commodi#es  only  • LeYer  of  credit  required  • Covers  non-­‐bulk  commodi#es  in  addi#on  to  bulk  commodi#es  • Up  to  2  year  tenor   Jonathan  Doster   202.720.2074   jonathan.doster@fas.usda.gov   www.fas.usda.gov/excredits/ecgp.asp     22
    23. 23. U.S.  Trade  Development  Agency   Feasibility  Study  Program  • USTDA  provides  grants  to  foreign  project  sponsors  to  select  U.S.  companies  to  complete  project  development/prepara#on  ac#vi#es  required  for  major  infrastructure  investments.  • The  Feasibility  Study  Program  links  foreign  project  sponsors  with  U.S.  businesses  at  the  cri#cal  early  stage  of  project  development.  • Feasibility  Study  Analysis  includes:  o        Technical                          o    Financial    o        Legal  o        Environmental  o        Life  Cycle  Cos#ng   Andrea  M.  Lupo   Assistant  Director  for  Policy  and  Program,  USTDA   703-­‐875-­‐4357   alupo@ustda.gov     23
    24. 24. Export-­‐Import  Bank—Medium-­‐Term  Guarantee  Program  •  DESCRIPTION:  A  loan  guarantee  to  a  lender  that  finances  a  foreign  buyer’s  purchases  of   U.S  –  made  capital  equipment  and  any  related  services.        •  BENEFITS:  Enables  an  exporter  to  sell  large  #cket  capital  equipment  to  a  foreign  buyer   on  credit  terms  generally  between  1  and  5  years  and  be  cashed-­‐out  up  front  by  a   lender.  The  buyer  is  able  to  access  credit  at  U.S.  interest  rates.  •  HOW  IT  WORKS:  Applica#ons  are  submiYed  by  par#cipa#ng  lenders,  generally   providing  the  buyer’s  most  recent  3  years’  financial  statements  and  their  own  credit   memo.  If  approved,  the  guaranteed  amount  is  100%  of  the  financed  por#on  (less  the   down-­‐payment).  •  ELIGIBILITY:  Products  must  be  of  U.S.  origin.  Buyer  must  make  a  minimum  15%  cash   down-­‐payment.  •  COST/FEES/TERMS:  There  is  a  variable  exposure  fee  based  on  the  risk  of  the  transac#on   and  a  commitment  fee  of  0.125%.  The  interest  rate  is  nego#ated  between  the  lender   and  the  foreign  borrower.    •  RESTRICTIONS:  Lenders  must  have  a  Master  Guarantee  Agreement  in  place  to   par#cipate.  Goods  and  /or  services  exported  must  be  of  U.S.  origin.  Military  and  /  or   defense  related  items  or  buyers  may  be  ineligible.  Eligible  countries  are  listed  on  the   Country  Limita#on  Schedule.     24
    25. 25. Export-­‐Import  Bank—Working  Capital  Program  •  DESCRIPTION:  A  loan  guarantee  for  an  exporter  to  purchase  finished  goods,  raw  materials,   labor  and  fund  overhead  costs  to  fulfill  export  sales  orders  or  to  post  a  bid  or  performance   bond.  Exporter  may  sell  to  goods  directly  to  a  foreign  buyer  or  to  a  company  in  the  U.S.   which  will  then  export  the  products  (“indirect  exports”).  •  BENEFITS:  The  guarantee  encourages  a  lender  to  make  a  loan  when  they  might  not   otherwise  do  so.  Offers  generous  advance  rates  (up  to  75%  on  inventory,  which  includes   work-­‐in-­‐process,  and  up  to  90%  on  foreign  accounts  receivable).    •  HOW  IT  WORKS:  Applica#ons  from  exporters  are  reviewed  by  the  lender  and  either   approved  under  their  own  “delegated  authority”  or  sent  to  an  underwri#ng  unit  for   concurrence.  Loans  may  be  revolving  lines  of  credit  or  transac#on-­‐specific.  The  guarantee   is  90%  of  the  loan  amount.  •  ELIGIBILITY:    Company  must  be  in  business  for  at  least  one  year  with  financial  statements   available  on  its  opera#ons.  Goods  and  /or  services  exported  must  be  of  U.S.  origin.  •  COST/FEES/TERMS:  $100  processing  fee.  1.75%  annually,  1.25%  available  on  a  case-­‐by-­‐ case  basis  for  lower-­‐risk  transac#ons.  Interest  rate  on  the  loan  and  any  other  fees  are  set   by  the  lender.    •  RESTRICTIONS:  Goods  and  /or  services  exported  must  be  of  U.S.  origin.  Military  and  /  or   defense  related  items  or  buyers  may  be  ineligible.  Eligible  countries  are  listed  on  the   Country  Limita#on  Schedule.     25
    26. 26. Overseas  Private  Investment  Corpora#on  •  Financial  products  to  facilitate  direct  foreign  investment.  •  Long-­‐term  project  financing  ,  if  there  is:  a)  meaningful  US  ownership  in   the  enterprise,  or  b)  a  long-­‐term  contractual  agreement  between  a  US   firm  and  the  foreign  enterprise.  •  Insurance  to  protect  against  losses  on  overseas  assets    from  poli#cal   violence,  government  interference  and  currency  conversion  and   transfer.  •  As  the  U.S.  Government’s  Development  Finance  Ins#tu#on,  OPIC   focuses  on  emerging  markets  and  offers  its  programs  in  over  150   countries.     Alison  Germak  Gatchev   Director,  Corporate  Development   Small  &  Medium  Enterprise  Finance   OVERSEAS  PRIVATE  INVESTMENT  CORPORATION   1100  New  York  Ave,  NW  |  Washington  DC  20527   +1  202.336.8651|Alison.Gatchev@opic.gov|     26
    27. 27. You  Can  Help  Your  Clients  Who  Export  or  Want  to  Export   Don’t  let  them  go  to  another  bank!    •  With  U.S.  Global  Business  Solu=ons  (U.S.  GBS),  you  can   provide  the  full  range  of  trade  finance  products  and  export   services  to  your  customers–  backed  by  the  federal  government.  •  Market  U.S.  GBS  with  the  U.S.  Government  or  use  your  own   brand.  •  Get  a  single  Trade  Specialist  as  point  of  contact  for  all  U.S.  GBS   programs,  elimina#ng  the  need  to  have  contacts  in  each  agency    •  Easily  integrate  export  credit  facili#es  with  client’s  domes#c   credit  facili#es   27
    28. 28. You  Can  Help  Your  Clients  Who  Export  or  Want  to  Export    •     Use  sales  materials  designed  by  U.S.  GBS,  combined  with  a   decision  tree,  that  lets  you  customize  a  menu  of  programs  to  each   client’s  needs    •  Access  a  unique,  Web  landing  page  for  addi#onal  informa#on  on   each  program  to  use  for  quick  reference  •   Benefit  from  addi#onal  sources  of  client  originaCon,  because  of   the  training  provided  to  a  wide  range  of  agency  resource  partners   on  US-­‐GBS  •  Become  a  U.S.  GBS  partner:  in-­‐depth  training  can  be  provided  on   the  programs  of  your  choice  along  with  the  delivery  of  tailored   marke#ng  materials     28
    29. 29. What  we  will  provide  to  Partners  1.    services  under  the  U.S.  Global   Training  in  all  the  products  and   Business  Solu#ons  program.  2.  Template  for  marke#ng  materials  to  be  used  in  promo#ng  U.S.   GBS  products  and  services  to  your    customers.  3.  Use  of  the  U.S.  GBS  brand  (as  long  as  you  are  is  ac#vely   promo#ng  the  Program).  4.  Provide  one  primary  U.S.  government  contact  for  follow-­‐up                  ques#ons  and  support  in  promo#ng  the  Program.   29
    30. 30. What  We  Expect  from  Our  Partners    1.  Receive  training  on  all  the  products  and  services  under  the  U.S.   Global  Business  Solu#ons  program.    2.  Offer  financing  solu#ons  to  small  business  exporters  on:     •  Export  working  capital     •  Term  loans  for    facili#es  expansion   •  Referrals  for  credit  insurance    3.  U#lize  marke#ng  materials  designed  for  the  Program    4.      Execute  all  necessary  guaranty  agreements    5.  Make  referrals  of  businesses  for  Global  Credit  Express  and   Credit  Insurance   30
    31. 31. U.S.  Global  Business  Solu#ons  Timeline  Apr.  -­‐  Nov.     •  Iden#fy  pilot  lenders  and   2013   launch  pilot   April-­‐Nov.     •  Provide  training  to  lenders,    CS,     intermediaries,  SBDC,  MEPs,  etc.— 2013   soy  launch,  then  ongoing.     •  Refine  product  and  marke#ng   Dec.  2013     materials   §  Finalize  training  and  marke#ng   Jan.  2014   materials  for  early  2014  na#onal   launch   December     •  Sign  250  new  lenders   to  provide  trade   2015   financing  to  SMEs   31
    32. 32. Ques#ons   Primary  Contacts:    Dennis  R.  Chrisbaum,  SBA  Dennis.Chrisbaum@sba.gov;  202.205.6885    Charles  D.  Tansey,  Ex-­‐Im  Bank  Charles.Tansey@exim.gov;  202.565.3701         32

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