Senior Vice President, Trade Credit Practice Leader
Global trade has changed significantly due to the events of 2020. Now, more than ever, businesses should carefully consider the potential risk of customer insolvency or default.
During such unpredictable economic cycles, businesses need to consistently deliver on performance with security for sustainable growth across the global marketplace. With the backing of trade credit insurance, companies can effectively protect their balance sheets.
Our global Trade Credit team provides a wide range of trade finance solutions that can help you manage your receivables risk. As a leading advisor on trade credit risk and insurance arrangements against potential loss caused by the non-payment of accounts receivables, we nurture strong relationships with major insurers to negotiate cost-effective coverage for your trade credit risk. Our specialist local and multinational service teams also deliver a consistent and compliant service across your trade credit program.
Companies across all industries are facing exceptional challenges due to the current economic crisis caused by COVID-19. Many companies are dealing with significant payment delays of their receivables that can cause cash flow challenges and concerns around their debtors.
More often than not, companies continue to hold on to receivables that remain unpaid over 180 days or more in the hope of collecting these delinquent debts. However, leading credit insurers predict that insolvencies will rise significantly in 2021 and 2022 and further increase the risk of non-payment.
This uncertain outlook has led to most companies experiencing an increase in delayed payments, impacting their own cash flow.
Companies with increased liquidity and credible information around their debtors will outperform their competitors and emerge as strong and profitable winners of the crisis.
Trade credit insurance provides businesses the ability to sell more products or provide more services to existing customers or expand to new customers that may otherwise have devastating impacts on the cash flow and profitability, should the customers delay or fail to pay due to insolvency or political events.
As companies are expanding their operations across geographic boundaries, ensuring timely payments is becoming more challenging. The rapid rise of emerging economies and intensified competition has increased the demand for aggressive credit terms by clients. Unfortunately, the harsh reality for businesses means there will be times when some customers cannot make their payments or will delay doing so.
Insuring accounts receivables from unforeseen losses due to non-payment is critical to a business’s survival, enabling them to deliver sustainable and uninterrupted growth during unpredictable economic cycles and in volatile global markets.
In seeking the appropriate Trade Credit Insurance cover with competitive terms that suit your business needs, it is important to speak to an experienced risk advisor with the necessary understanding of your local market and industry.
Contact us to receive free credit limit indications on five clients of your choice. Watch the video at the end of the page for more details.
With a global network of 400 dedicated and award-winning trade credit specialists spanning across 52 countries, Marsh Specialty Trade Credit Practice has experts who understand the culture, language, regulations, industry practices and economic landscape in every country where business is established to help companies manage receivables risk by providing access to credit insurance solutions. For multinational companies, our internationally coordinated Global Client Group’s team facilitates credit placements across the 52 countries.
Leveraging Marsh’s longstanding global relationships with insurers, Marsh Specialty Trade Credit Practice can provide insurance terms and develop program structures that maximize your protection against uninsured non-payment. In addition, our multinational service team provides claims management and advocacy services that help to ensure compliance with local insurance laws.
Marsh is a global leader in insurance broking and innovative risk management solutions, awarded by Global Trade Review as the winner for the Best Credit and Political Risk Global Broker Award in 2020 and Leaders in Trade for Sustainability Award in 2021.
Trade credit insurance protects a company’s account receivables by providing coverage for a business if a customer does not pay for goods or services. It supports a company’s ability to extend credit terms (typically short term, due within 12 months) to new and existing customers and improves access to additional funding against accounts receivables.
Trade credit insurance is for companies, financial institutions, and any business offering goods or services on credit terms to another business. It compensates a company for the defined financial loss suffered as a direct result of an insured event, such as insolvency, continued payment default, or a political event. It is a tool used to effectively outsource some parts of credit management, or as part of a credit management strategy that transfers credit risk to insurers.
Trade credit insurance is suitable and of benefit to all types of businesses – irrespective of size, sector, or whether trade is domestic, export, or both. Corporations, financial institutions, and any other business offering goods or services on credit terms to another business should consider obtaining trade credit insurance. It protects your company from domestic default, as well as default by international buyers. For entities that operate on a financial basis that does not necessarily include immediate payment, trade credit insurance provides protection for a company’s assets as business activity scales upward.
Business types that commonly elect trade credit insurance include manufacturing companies, commodity traders, and service providers.
International trade between countries creates and moves the global economy. The flow of goods and services, and prices, can be influenced by a number of factors, including:
Trade credit insurance provides protection against the non-payment of a valid debt by the insured company’s buyer. This coverage usually applies to certain defined events (also termed causes of loss or insured perils).
Trade credit insurers will generally cover two types of risk:
Trade credit insurance supports your ability to extend credit terms to new and existing customers, thereby helping your business grow safely where previously you may have deemed it too risky. It also protects you against the risk of exporting overseas and reduces uncertainty.
Having trade credit insurance coverage can improve access to additional funding against your accounts receivable, as banks are typically more likely to lend more capital to a business that has trade credit insurance in place. As an insured company, your balance sheet will remain protected at a predetermined reimbursement rate (often between 75-90% of debt value), whether your customer has declared bankruptcy or simply cannot (or will not) pay its accounts due. It also helps to free up capital for use elsewhere in your business and helps reduce bad debt reserves.
Typically, a company would look to insure its whole customer portfolio, which is the most common type of policy. It can, however, also be customized to include only selective or key accounts, in the case of higher-risk customers.
Trade credit insurers offer a wide range of flexible products and policies, which are designed to cater for each company’s different coverage requirements. When seeking out such coverage, you should engage with a broker who has experience and expertise with global risk issues and trade finance solutions. Our experts can assist you with assessing and developing your specific requirements and then help you select the most appropriate coverage.
Coverage can be structured in a variety of ways, including:
Whole turnover: This is the most common policy type, which covers a company’s entire trade receivables portfolio under one policy, insuring a wide range of domestic and export transactions.
Each of the policies can cover domestic sales, export sales, or a combination of both – and can be defined regionally or globally. Political risk insurance is often included.
Given all of these options, for many businesses, trade credit insurance remains affordable: coverage costs typically represent less than 1% of sales revenues.
Trade credit insurance is a dynamic product. Credit limit requirements on customers change throughout a policy period, reflecting changing business needs. Therefore, Marsh typically supports its clients in many interactions with insurers to obtain or increase credit limits.
Senior Vice President, Trade Credit Practice Leader
Trade Credit Sales Leader, Asia Credit Specialties