中小企业如何进行贸易融资(汇丰银行).ppt

1,TradeFinancingforSMEs,KelvinAuHeadofSMEBusinessHSBC(China)Limited,TradeFinancingforSMEs中小企业贸易融资,June2009,Shanghai,KelvinAu,HeadofBusinessBankingCommercialBankingHSBCBank(China)CompanyLimitedKelvinAu，汇丰银行（中国)）工商金融服务部企业银行经理,2,GrowthinInternationalTrade国际贸易增长,Internationaltradehasbeengrowingfastinthelastdecade,althoughalittleretreatisexpectedaftertherecentglobalfinancialcrisis.最近的全球金融危机导致贸易额小幅缩水；但是过去十年来，国际贸易一直在快速增长。,2001-2006年的出口贸易额,3,GrowthinOpenAccountTrade记账贸易的增长,Morebigbuyersemergedalongthewayandopenaccounttradehasbecomemorecommonininternationaltrade.Thetrendisreflectedpartlyinthegrowthinfactoringvolume.众多大买家的出现，使记账贸易在国际贸易中越来越常见。保理业务量的增长也反映了这一趋势。,4,ImplicationstoSMEsinAsiaPacificasSuppliers对亚太地区作为供应商的中小企业的启示,Financing:WithoutLettersofCredit(L/Cs)andotherdocumentarytradeinstruments,SMEshavetorelymoreonbalance-sheetstrengthandcollateraltoobtainbankfinance.融资：由于缺乏信用证和其它单证贸易工具，中小企业得更多地依赖资产负债表的实力和抵押品来获得银行融资。Collectionandledgermanagement:Documentarytradeissettledthroughbankswithclearlystipulatedresponsibilities.However,finalsettlementofopenaccounttradereliesmoreonSMEscapabilitiesinmanagingreceivables.托收与总账管理：单证贸易通过银行来结算，双方责任有明确界定。记账贸易的最终结算，则更多地依赖中小企业管理应收帐款的能力。Buyerrisk:Paymentsarenotguaranteedevenifasupplierhasdulyperformeditsduty(unlessitispaymentinadvance).买家风险：即便供应商充分履行了其职责，也不能保证付款（除非是预付款）。,5,ImplicationstoTradeFinancingforSMEs对中小企业贸易融资的启示,CashFlowfinancingvsBalanceSheetfinancing现金流融资VS资产负债表融资KnowledgeintradefinanceiswaningamongSMEsandsomelocalbanks(someevendonotseetradefinanceasbanklending)中小企业和一些地方银行对贸易融资的了解在逐渐减少（一些人竟认为贸易融资不属于银行贷款）。Openaccounttradeislessstructuredandleadstolowerappetiteforbankstofinanceduetoriskconcern,especiallytoSMEswhoareweakincorporategovernanceandinweatheringeconomicdownturn记账贸易不够规范，再加上风险因素，致使银行融资的兴趣减弱，尤其是治理结构差、难以走出经济低迷期的中小企业。Tradefinanceneedstobeindifferentformsunderdocumentarytradeandopenaccounttrade,requiringinvestmentinstafftraining,customereducationandsystems在单证贸易和记账贸易下，贸易融资还可以多种形式呈现，因而需要在员工培训、客户教育和融资体系方面加大投入。,6,Differentformsoftradefinance贸易融资的多种形式,UnderDocumentaryTrade:单证贸易：,UnderOpenAccountTrade:记账贸易：,7,TheImportanceofPromotingTradeFinancing促进贸易融资的意义,MakinginternationaltradeeasiertoSMEsandallowingmorenewstart-upstoparticipateininternationaltrade使中小企业更容易参与国际贸易，允许更多的初创企业参与国际贸易。TradefinancinghelpsbanksdevelopacompletepictureofSMEcustomerstradepattern,whichwouldhelplong-termrelationshipdevelopmentbetweenbanksandSMEs贸易融资使银行对中小企业客户的贸易模式有全方位的了解，帮助银行和中小企业建立长期关系。Tradefinancingencouragesamorestablerelationshipbetweensuppliersandbuyersbecausetradefinancetendtobelesstransactionalandbuyersandsuppliersarealwaysidentified贸易融资有助于供应商和买方之间建立更稳定的关系，因为贸易融资的交易性要弱一些，而且买卖双方通常是确定的。LesspressureinarrangingunstructuredrevolvingloanstoSMEsingeneral在给中小企业安排非结构化循环贷款上面临更小的压力,8,HowtoPromoteTradeFinancing?如何促进贸易融资？,OngoingeducationtoenhanceSMEsknowledgeindocumentarytrade,rmationonUCP600,URC522,etc.对中小企业进行持续教育，来增加它们对单证贸易的了解，如有关UCP600,URC522的信息等。Discouragingbankstoprovideunstructuredrevolvingloanswithoutconsideringalternatives鼓励银行在给中小企业提供非结构化循环贷款之前，多考虑其他选择方案。GovernmentandbanksshouldpromotefactoringtomoreSMEsandsupportdevelopmentofthisfinancingmodewithappropriatepolicies政府和银行应给更多的中小企业提供保理，并用适当的政策来支持这种融资模式。Governmentandbankscanlineuplargecompaniestosupportsuppliers(SMEs)ingettingtradefinance(notnecessarilythroughguarantee)政府和银行可以联合大公司来支持供应商（中小企业）获得贸易融资（不一定通过提供担保）。Promotingexportcreditinsurance出口信用保险GovernmentshouldconsiderprovidingguaranteeoneligibleSMEsinobtainingtradefinance政府应考虑为符