Risk Management and Mitigation
All is not lost. Even during bad economic times, business can still flourish and payment could still be relatively safely received, if proper mitigation of risks are evaluated and undertaken by exporters.
First and foremost, the exporters will have to evaluate the existing manner in which the payments currently received from buyers are safe or not, in the event of the deteriorating economic conditions. If found unsatisfactory, then the exporters may want to move to a safer method of payment, such as moving to Documentary Credit from Collection or Open Account method.
If changing the method of payment is not possible due to existing contractual obligation or buyer’s refusal to re-negotiate the terms of payments, then it is advisable that exporters undertake some risk mitigation efforts, several of which are discussed below:
Protection of payment from Export Credit agencies – there are several financial institutions in Malaysia that provide payment guarantee to exporters, for a fee and subject to some terms and conditions, in the event of non-payment from buyers or their bankers. The cover provided is normally up to 95% of the export value, but in certain special conditions, arrangement can be made for a full 100% cover. This alleviates the risk of non-payment, but can only be enforced if the exports can prove that they have fully completed their part of the transaction, such as successful delivery of the goods and compliance to the terms of the contractual agreement.
Confirmation of Documentary Credit – if the transaction is conducted under Documentary Credit issued by foreign bank, the exporters can improve their risk position by getting the Documentary Credit confirmed. What the word confirmation means is that the obligation to make payment for the goods shipped under a Documentary Credit is provided by another bank, on top of the payment obligation provided by the bank who issues the Documentary Credit. This other bank is normally a bank of choice by exporters, usually banks in Malaysia but can also be international banks based in another country. Confirmation adds another layer of protection to the exporters, in the event the issuing bank is unable to pay due to financial distress or collapse, the other bank that provides the confirmation would step in and make good of their obligation to pay under that Documentary Credit. However, confirmation is only good and enforceable when the exporter fully complies to the terms and conditions of the documentary credit without any deficiency.
Silent Confirmation/Payment Guarantee – there are banks, especially those that deem themselves as big, global, international and reputable banks, that do not allow Documentary Credit issued by them to be confirmed by a third bank, an act which they may consider as blemishing their reputation and standing. In such situation, confirmation of Documentary Credit cannot be done, openly that is. However, the exporters can still avail themselves to a good risk mitigation tool, even under this condition, in what is called silent confirmation or payment guarantee. What it means is that the exporters can still get another bank to provide confirmation or guarantee of payment under the Documentary Credit, but it is done quietly, without the knowledge and awareness of the bank that issued the Documentary Credit. Silent confirmation/ payment guarantee is obviously more complicated and a little bit on the sophisticated side, but it is available for exporters who find themselves in this situation and wishes to improve their risk position further.
Without Recourse Financing – perhaps unknown to some exporters, especially the smaller ones, most trade financing provided by banks in Malaysia (and worldwide) is “with recourse” in nature, meaning that the banks provide export financing to exporters in good faith that the financing amount would be re-paid by export proceed eventually to be repatriated by overseas buyers and that, in the event that the payment for the export is not received, the banks reserve the right to recover their financing amount from the exporters themselves. This is obviously a very bad risk position for the exporters who, not only that they do not have the payments for the goods that they have exported, they have to source for other avenues and funding sources to re-pay the banks who have provided them the export financing. However, this is not a hopeless situation and exporters can avail themselves to a risk mitigation tool in the form of without recourse financing. There are several products of this nature available in the market such as forfeiting, bills purchased on without recourse basis, receivables financing and factoring. For a fee, what these without recourse financing tools provide is a truly peace of mind to the exporters, in the sense that they turn account receivables into immediate cash in their book.
Protection under “avalization” arrangement – in cases where the exporters get their payment under Documentary Collection and are unable to change it to a more favourable method of payment such as Documentary Credit, they can still reduce their non-payment risk by getting protection under “avalization” arrangement. The word Avalization originates from the French word aval, which is loosely translated by trade finance practitioners as protection or guarantee. The avalization arrangement is one where the buyers banker provides avalization or payment guarantee to to the exporters in the sense that the bank obliges itself to make payment to the exporters when the payment falls due. This is more or less similar to the obligation provided by bank to exporters under a Documentary Credit situation, except that in this case, there is no Documentary Credit involved. Thus, under the avalization arrangement, the exporters are getting similar payment obligation by the buyers’ bank, without having to get involved in a Documentary Credit transaction and its attendant complexities.
Hedging for Foreign Exchange fluctuation – although it is common for big exporters to hedge against forex fluctuation, this simple fact is sometimes lost among the smaller exporters, who are often left to face the vagaries of forex fluctuation, which can be detrimental to their financial position. Therefore it is absolutely advisable for the exporters to protect themselves against currency fluctuations.
Conclusion
It does not require the brain of a rocket scientist to be successful in international trade business, but it is not a walk in the park either. It requires a lot of common sense, conscientious efforts and sharp keenness, as opposed to local trade, so that the challenges and obstacles are properly evaluated and risks optimally mitigated so as to ensure success. To be aware of risks to payment and to take the necessary steps to improve risk mitigation will go a long way towards achieving success, longevity and continuity in the field of international trade business.