GTreasury Adds Executive Leadership Amid Surging Demand for Modern Technologies that Empower Treasurers and the Office of the CFO

26-01-2022 | treasuryXL | Gtreasury | LinkedIn |

Travis Arthur (Chief Marketing Officer) and Matthew Carey (Chief Revenue Officer) bring extensive experience scaling global businesses and driving growth for disruptive SaaS solutions



CHICAGO, Ill. – January 26, 2022 – GTreasury, a treasury and risk management platform provider, today announced two additions to its executive management team: Travis Arthur as Chief Marketing Officer and Matthew Carey as Chief Revenue Officer. The appointments come as GTreasury accelerates technological innovation, customer growth, and key strategic initiatives such as the recent acquisition of Hedge Trackers.

Arthur will guide the positioning and market strategy of GTreasury as the leader in digital treasury and risk management solutions for corporate treasurers, finance teams, and the office of the CFO. Carey will lead the global sales and go-to-market strategy and execution for GTreasury, which includes a focus on expanding GTreasury’s sales presence into new geographies.

Arthur joins GTreasury with particularly deep industry experience as a revenue-focused executive, bringing a proven record of planning and executing successful growth campaigns at fast-scaling SaaS businesses. He comes to GTreasury from Social Solutions, where he led go-to-market strategy, sales and marketing transformation, and demand generation as the Chief Growth Officer for the SaaS company. Previously, Arthur served as the Senior Vice President of Marketing for the digital banking software provider Q2, where he oversaw the strategy, development, and execution of the company’s market positioning and demand generation initiatives. Arthur has also held senior-level sales and marketing roles within Rackspace, ReachLocal, and Dell.

Carey brings GTreasury extensive experience leading global teams at companies ranging from hyper-growth startups to multi-billion-dollar global enterprises. He most recently served as the Vice President of Regulated Industries at SAP, where he was responsible for all sales, marketing, and operational activities for that vertical in the United States. Prior to SAP, Carey led global sales and channel operations for SnapApp, the cloud-based interactive marketing platform, and served a similar role for Bottomline Technologies, the cloud-based payment, cash management, cyber-fraud, and security solutions provider. Carey also has almost a decade of sales leadership at Oracle, where he led global teams selling big data, analytics, security, and cloud solutions.

 

The need for transformative treasury modernization has never been higher, as legacy systems continually erode the effectiveness of today’s corporate treasurer in an ever-faster world,” said Renaat Ver Eecke, CEO, GTreasury.

“As we continue to build new capabilities into our platform and integrate with more partner technologies, we anticipate even more demand than we are seeing right now. Travis and Matt are the leaders to steer this growth and ensure that our unique capabilities and differentiation are well-understood by current and prospective customers. On behalf of the GTreasury team, we welcome Travis and Matt and are excited for the next chapter of GTreasury’s growth.”

 

GTreasury is a rare combination of a well-established technology provider that continues to set the bar on innovation,” said Arthur.

“The GTreasury team has earned its reputation as being highly focused on delivering the digital treasury capabilities that its customers want, and it has always kept its eye on the future of the industry. We anticipate a strong year ahead as we expand and strengthen our teams to meet market demands.”

 

GTreasury enables treasury teams and the office of the CFO to focus resources on critical business initiatives without the manual and disconnected processes that hamper productivity,” said Carey.

“The cost efficiencies and streamlined operations that GTreasury enables are significant advantages to its global customer base, and I look forward to bringing the benefits of a modernized treasury to more organizations across the globe.”


About GTreasury

GTreasury is committed to connecting treasury and digital finance operations by providing a world-class SaaS treasury and risk management system and integrated ecosystem where cash, debt, investments and exposures are seamlessly managed within the office of the CFO. GTreasury delivers intelligent insights, while connecting financial value chains and extending workflows to third-party systems, exchanges, portals and services. Headquartered in Chicago, with locations serving EMEA (London) and APAC (Sydney and Manila), GTreasury’s global community includes more than 800 customers and 30+ industries reaching 160+ countries worldwide.

The Social CFO: Communicate or Evaporate

25-01-2022 | Ernie Humphrey | treasuryXL | LinkedIn |

As the CFO role continues to evolve in many areas the focus on accounting and reporting is still important, but there are additional expectations for today’s CFOs, including the ability to communicate with impact to deliver the story behind the numbers and build better relationships with their fellow leaders across the enterprise. CFO success in today’s world means impacting performance across the enterprise.


Collaborating effectively requires a CFO need to communicate effectively. Communication skills do not come naturally for most CFOs.

Five pillars of effective communication are:

  1. Listening
  2. Authenticity & Honesty
  3. Being Proactive vs. Reactive
  4. Aligning Perceptions and Reality
  5. Having Deliberative Discussions vs. Arguing

Listening

The best communicators are the best listeners. Listening is a skill that any CFO would do to invest in developing. I found a great blog from Skillsyouneed.com that shares 10 tips to leverage in listening effectively, The 10 Principles of Listening. The 10 principles are as follows:

  1. Stop Talking
  2. Prepare Yourself to Listen
  3. Put your Counterparty at Ease
  4. Remove Distractions
  5. Empathize
  6. Be Patient
  7. Avoid Personal Prejudice
  8. Listen to the Tone
  9. Listen for Ideas not Just Words
  10. Watch for Non-Verbal Communication

Authenticity & Honesty

Most finance leaders will need to go out of their comfort zones in communicating as often as they need to, with the people they need to, to build trust and collaborate. It is important to remain to your personality in communication. If you are not a comedian, do not try and become one. If you are not a high energy personality, do not drink give cups of coffee each morning to be more energetic when speaking with people.

Honesty is the best policy, even in business. You can be honest and deliver information that the person you are speaking with might not like. It is all about the tone of your messaging. Tone in how you say what you say and the volume at which you say it

Being Proactive vs. Reactive

If you see an issue coming or an opportunity for collaboration communicate proactively. Do not wait for an issue to arise to deal with an impending problem, and do not let an opportunity go by the wayside because you wait to long to pursue it.

If you make a mistake own it and reach out to those who may be impacted by it before it does. That will build trust and inspire others to trust you enough to share their mistakes with you and help you mitigate the consequences from it. We are all human, be human, and allow others to do the same.

Aligning Perceptions and Reality

Many careers have been derailed when perceptions that are not true become reality to colleagues that can impact their job success and/or their job status. It is important to pay attention to how others perceive you and that is done through effective listening and honest communication.

If you have invested in building trust with colleagues, then you will “get wind” of how you are perceived before these perceptions impact your job performance and your career. This means that you must be willing to accept honest communication from others.

Deliberative Discussions vs. Arguing

Growth and innovation require friction. An effective leader has difficult conversations up and down the company org chart and knows how to unlock the value of disagreements.
Arguing involves emotion. Keeping emotion out of a conversation allows you to have difficult conversations and make decisions that ignite changes that impact company success without causing a fire from the sparks that emotion beings conversations that inherently involve friction

The career of any CFO who is not able to communicate effectively will evaporate in today’s world. CFOs need to invest in soft skills

Collaboration requires effective communication. I will explore the art and science of collaboration in a future blog.


Thank for reading!

 

Ernie Humphrey
Seasoned Treasury Expert
& CEO Treasury Webinars

 

Research Report: Intercompany Netting – Insights that Warrant a Response

12-01-2022 | treasuryXL | Coprocess |

 

Download your copy of the Netting Report to understand more about the benefits of netting solutions, adoption rates and types of companies using netting, and more.



If your organization regularly processes payments between your subsidiaries, it could make sense to implement a structured intercompany netting solution to streamline processes and save on FX trades and transaction fees. But how do you know if it makes sense or when the time has come to take that next step for processing intercompany payments?

Download this report to review the results of recent netting research and get insights into netting use and benefits. The results can help you understand:

  • The benefits of intercompany netting
  • What factors drive the implementation of a netting solution
  • Adoption rates and types of companies using netting
  • How to build the business case for intercompany netting

 

Click here, enter details, download & receive

 

 

 

Working Capital Management explained by treasuryXL

28-12-2021 | treasuryXL |

 

Working Capital Management is short-term financial planning. It is the set of tactics employed by Treasury to meet an organisation’s cash needs over the upcoming 12 months.

Click on the image below to learn more about Working Capital Management (WCM).

  • How and why do you manage your Working Capital?
  • Examples of Working Capital Management activities
  • Frequently asked Working Capital Management questions
  • Working Capital Management summary

2021 Treasury Technology Analyst Report

13-12-2021 | treasuryXL | Gtreasury | LinkedIn |

The 2021 Treasury Technology Analyst Report is the definitive guide to today’s technology for Treasury & Risk Management, Treasury Aggregation, and Supply Chain Finance and Cash Conversion. Request your copy to learn more about these technologies and evaluate how GTreasury stacks up for treasury and risk management.



2021 Treasury Technology Analyst Report

A digital treasury technology evolution is a big undertaking. With so many types of solutions to choose from, it’s hard to know where to start. We recommend you start with this report – The 2021 Treasury Technology Analyst report. It will help you understand the benefits and selection criteria to consider for three types of valuable treasury technology solutions: Treasury and Risk Management Systems (TRMS); Treasury Aggregation Solutions; and Supply Chain Finance and Cash Conversion.

Topics covered in this 64-page report include:

  • The shift to emerging technologies
  • The value of API connectivity
  • The power and value of a networked technology ecosystem
  • Principles of treasury technology selection and implementation
  • Definitions, Challenges/Solutions, Selection Criteria, and the Future of each of the three types of technology.

Request your copy to learn more about these technologies and evaluate how GTreasury stacks up among treasury and risk management platforms.

 

Complete the Form to Get Your Complimentary Copy Now!

 

Refinitiv case study | How LG Electronics reduces operational risk across its FX trading workflow

| 06-12-2021 | treasuryXL | Refinitiv | LinkedIn |

LG Electronics is a global leader and technology innovator in consumer electronics, mobile communications and home appliances. Following an analysis of the market, LG decided to implement a trading and confirmation solution in order to improve its foreign exchange processes. Read the case study to find out more.

LG Electronics is a global leader and technology innovator in consumer electronics, mobile communications and home appliances, employing 87,000 people working in 113 locations around the world. With 2013 global sales of US$53.1 billion, LG comprises five business units.

The company’s previous foreign exchange had several inefficiencies and risk of manual errors, and was difficult to audit.  Too much time was spent on simple and mundane processing rather than value-added functions. The task for LG was therefore to find a solution that would allow the company to solve these inefficiencies and allow its staff to focus on other areas of the job.

As a solution, LG decided to implement a trading and confirmation solution in order to improve its foreign exchange processes. The system ensures that the best price will be available and LG can then execute on the platform electronically. With this innovative technology, LG has been able to really reduce its operational risk across their FX trading workflow.

 

“We now have the ability for users in our various Asia entities to create, modify and approve FX spot and forward orders electronically,” says Calvin Lee, Manager, Asia Pacific Treasury Centre at LG. “The solution will then electronically consolidate orders for our Regional Treasury Centre to control and feed approved orders to our relationship banks to obtain an electronic ‘multi-bank quote’”.

 

The new platform LG has implemented has greatly increased the efficiency of the company’s FX process while at the same reducing the risk the group was exposed to. On top of these advantages, LG has benefited from much-improved control as a result of implementing the solution.

Key benefits

  • Productivity gains
  • Process efficiencies
  • Foreign exchange gain(s)
  • Risk removed/mitigated
  • Increased control

 

 

 

Online checkout starts before the payment solution (Dutch Article)

| 17-11-2021 | treasuryXL | EcomStream | Ramon Helwegen |

Het sleutelmoment in de e-commerce-funnel is de betaling. Online betalen blijft een hobbel, zeker in vergelijking met het gemak van contactloos en zonder pincode betalen in de winkel. Snelle en gemakkelijke betaling online verdient daarom speciale aandacht.

Het is goed om je te realiseren dat een klant online meerdere processen doorloopt voordat een conversie kan plaatsvinden. Tijdens dit proces bied je de klant zoveel mogelijk aandacht, beleving  en gerichte informatie over dat waar hij of zij naar op zoek is. Dit alles binnen de ‘wetten’ van de optimale online klantbeleving.

Snel betalen

Maar zodra de klant de keuze definitief heeft gemaakt volgt het betaalproces. Voor jou als verkoper is dat een belangrijk proces op weg naar conversie, maar voor je klant is het een noodzakelijk kwaad waarin hij inhoudelijk veel minder geïnteresseerd is. De keuze is gemaakt en je klant wil gewoon zo snel mogelijk weg. In dit proces is snelheid dus van het grootste belang. Hoe sneller je klant kan betalen en vertrekken, hoe kleiner de kans dat hij  alsnog afhaakt.

De online sales funnel is geen lineair proces. Knip het daarom in tweeën:

  • Online shoppen = Aandacht en beleving
  • Online afrekenen = Snelheid

Schematisch zou je er zo naar kunnen kijken:

De snelheid van het afrekenproces bepaalt mede of je klant het inderdaad gaat halen tot en met de betaling. Hoe meer tijd je klant kwijt is aan dit proces, hoe groter de kans op afhakers (drop-offs).

Het grootste deel van het afrekenproces bevindt zich overigens buiten het domein van de betaalprovider. Er zijn uitzonderingen, bijvoorbeeld wanneer je klant met PayPal betaalt, maar dan gaat het dus om een situatie zonder vrije keuze van de betaalmethode. Ook is de afweging vanuit het ‘kosten-versus-conversie’-oogpunt in dit geval vaak uitdagend.

Het online afrekenproces eindigt bij de betaaloplossing

Mooi zo: je klant heeft het gehaald tot aan de betaalpagina. In dit laatste gedeelte van de checkout is de betaaloplossing van je betaalprovider wél van grote invloed op de conversie. Zowel net vóór de betaling als net ná de betaling door je klant.

Enkele aspecten van net vóór de betaling waarbij de betaaloplossing van invloed is op de conversie lees je hieronder. Het gaat hier over zaken die van toepassing zijn op de betaalpagina. Het gaat hier over aspecten die van toepassing zijn op de betaalpagina. Dus vanaf de keuze van betaalmethode, ofwel het moment dat je klant daadwerkelijk wil gaan betalen. Ook noem ik aspecten van net ná de betaling waarbij de betaaloplossing van invloed is op de conversie. Het  gaat hier om aspecten waarbij je klant het hele checkout-proces met succes heeft doorlopen, op de laatste betaalknop heeft gedrukt, en er toch een kink in de conversiekabel komt.

  • De juiste mix van relevante betaalmethoden. Je PSP kan je hier onderbouwd inzicht in geven. Welke betaalmethoden zijn in je marktsegment noodzakelijk om een optimale conversie te behalen. Kijk hiervoor ook naar verschillende landen en voorkeuren. Maar maak per betaalmethode ook de ‘kosten-versus-conversie’-afweging.
  • Zorg dat alleen klanten voor wie de betaalmethoden relevant zijn deze te zien krijgen op de betaalpagina. Het heeft bijvoorbeeld geen zin om een Engelse klant te confronteren met iDEAL als mogelijke betaalmethode.
  • Zorg ervoor dat je klant de betaling doorloopt in de look & feel van je bedrijf. Ook als je nog gebruik maakt van een redirect-pagina naar je betaalprovider.
  • Geef klanten de mogelijkheid om betaalgegevens op te slaan. Dat stimuleert niet alleen herhalingsaankopen, maar het invoeren van een 16-cijferig creditcardnummer geeft een grote kans op fouten.
  • Een responsive mobiele klantbeleving met een finger-friendly numeriek toetsenbord en een numerieke veldherkenning is wel zo prettig voor je klant.
  • De ‘achtergelaten winkelwagen’-recovery. Een verlaten winkelwagentje opvolgen in een branded e-mail kan je klant motiveren om toch af te rekenen.
  • Retries: wordt de betaling toch niet geaccepteerd? Zorg er dan voor dat je klant een alternatieve betaalmethode krijgt aangeboden, maar zonder dat de winkelmand per ongeluk wordt geleegd.
  • Fraude: een klant kan met een gestolen credit card afrekenen, of het geleverde ter discussie stellen. In beide gevallen staat de conversie op losse schroeven. Verkoop je een fraudegevoelig product of een fraudegevoelige dienst, zorg dan voor een goede fraudemanagementoplossing waarmee je de balans tussen je conversie en  je frauderatio goed kunt managen.
  • Het optimaliseren van autorisatie-success rates op creditcardtransacties: dit is vooral  interessant als je veel naar relatief ‘exotische’ landen verkoopt waar de autorisatie success rate op creditcards laag kan zijn. Steeds meer PSP’s bieden netwerkoplossingen waarmee ze de autorisatie-success rate kunnen verbeteren.

Conclusie

In de winkel betalen kan tegenwoordig makkelijk en snel. Je houd je telefoon dicht bij de terminal en klaar. Online betalen is helaas vaak nog tijdrovend. Want zodra je klant in het online winkelmandje op “bestellen” klikt wordt een checkout-proces doorlopen. De optimalisatie van dit proces vindt plaats binnen en buiten het domein van je betaalprovider. Een snel checkout-proces met een geoptimaliseerde klantbeleving helpt je klant om deze laatste fase van je funnel met succes te doorlopen.

 

 

 

Ramon Helwegen

 

 

 

 

About EcomStream

EcomStream is an independent consultancy and is specialized in optimization of online, omnichannel and marketplace payment solutions, and optimization of checkout flows.

The goal is to achieve much lower costs for you while creating a much better customer experience for your customers.

Thanks to its lean organisational model, EcomStream will help you to reduce the cost of ownership of your payment solution and to improve your ROI, fast.

Changing priorities of corporate treasurers post-pandemic

| 15-11-2021 | Eurofinance | treasuryXLLinkedIn

More than 18 months have passed since treasury professionals around the world had to leave their offices at short notice due to the escalating covid-19 crisis. In April 2021, EuroFinance carried out a survey to find out more about the different ways the pandemic has affected treasury professionals. Alongside the adoption of remote working, the subsequent report highlights treasurers’ accelerated adoption of digital technologies, and the contribution that treasurers make to board-level decision-making during a crisis.

What are the key takeaways from this report?

  • The importance of cash flow forecasting has been underlined by the crisis. Almost three quarters of treasury professionals have increased their focus on cash forecasting during the crisis, while 54% plan to prioritise cash forecasting in the future.
  • Cash management and liquidity management remains a top priority for treasury professionals. Seven out of ten said cash management/liquidity management was a top priority going forward.
  • Covid-19 has accelerated digital transformation. Alongside the rise in remote working, treasury teams have increased their adoption of robotic process automation (RPA), APIs/cloud, machine learning/AI and virtual accounts/in-house banks.
  • Treasurers have been more involved in board-level decision making during the pandemic, with 39% of treasurers saying they are more involved since the crisis began.

Want to see the full report?

Download here

 

 

GTreasury Announces 2021 Cash Forecasting & Visibility Survey Report, Which Covers Key Trends in Corporate Treasury

03-11-2021 | treasuryXL | GTreasury |

The new report provides in-depth insight into cash reporting, cash forecasting, and technology practices and expectations across hundreds of treasury teams

CHICAGO, Ill. – November 3, 2021 – GTreasury, a treasury and risk management platform provider, and Strategic Treasurer, which delivers consulting services for treasury management, security, technology, and compliance, today announced the release of the 2021 Cash Forecasting & Visibility Survey Report.

The survey of nearly 250 treasury professionals from across industries and continents sheds light on the current state of corporate treasury’s cash reporting practices, cash forecasting methods, technology strategies, and expectations around technology spend.

Highlights from the 2021 Cash Forecasting & Visibility Survey Report include:

  • Treasurers want real-time global cash position updating. The majority of treasurers are seeking global cash positions that can update on a real-time or intraday basis, but many report being stuck with weekly (or less frequent) updates. Just seven percent of survey respondents are currently achieving real-time cash position updates.
  • Generating cash positions is three times harder without a TMS. Only 10% of treasurers using a treasury management system report difficulty generating their cash position, compared to 33% of those who use other methods.
  • The use of AI and ML in cash forecasting is nascent but accelerating. While just 6% of respondents are currently using AI/ML for forecasting, the report indicates that number should swell to 27% of organizations within the next two years.
  • More budget is being allotted for treasury and forecasting technology. Over the next year, more than 35% of companies plan “extremely heavy spending” on treasury systems and forecasting.
  • Generating cash forecasts is difficult for half of all treasurers. Just 23% of treasurers report that building cash forecasts is a simple process within their organization, compared to the 48% of respondents indicating difficulty with this task.
  • Excel forecasters are more dissatisfied than their TMS/ERP-using peers. Compared to treasurers relying on TMS/ERP technologies, treasurers using Excel spreadsheets for forecasts are more than three times as likely to be dissatisfied with their forecasting output: 23% of those relying on Excel report discontent, compared to 8% leveraging TMS/ERP solutions.

“The findings in this year’s Cash Forecasting & Visibility Survey Report provide a clear view into what matters to corporate treasury right now, and the areas that are particularly ripe for modernization,” said Craig Jeffery, Managing Partner at Strategic Treasurer. “AI and ML is arguably the biggest sea change coming to treasury teams, and it will move quickly. Treasury teams are realizing the challenges of building AI/ML-infused capabilities internally, and are instead adopting AI/ML forecasting capabilities within their existing systems. The rapid anticipated adoption here will empower corporate treasurers with transformative new practices and approaches, from treasury management to FX to payments.”


“The treasury ecosystem is constantly evolving, and this survey illuminates not just how treasury operates today, but how treasurers want – and expect – it to tomorrow,” said Michele Marvin, VP, GTreasury. “From CFOs to treasury and accounting teams, the results of this report are revelatory when it comes to navigating the current treasury technology landscape, adopting best practices, and capitalizing on the most advantageous opportunities going forward.”

Those interested in further results and analysis from the 2021 Cash Forecasting & Visibility Survey Report can view a recorded webinar, hosted by GTreasury and Strategic Treasurer, analyzing the results of this report: https://resources.gtreasury.com/Cash-Forecasting-Report-On-Demand-Webinar-Request.html

The downloadable report is available at: https://resources.gtreasury.com/Cash-Forecasting-Visibility-Report-Request.html

About GTreasury

GTreasury is committed to connecting treasury and digital finance operations by providing a world-class SaaS treasury and risk management system and integrated ecosystem where cash, debt, investments and exposures are seamlessly managed within the office of the CFO. GTreasury delivers intelligent insights, while connecting financial value chains and extending workflows to third-party systems, exchanges, portals and services. Headquartered in Chicago, with locations serving EMEA (London) and APAC (Sydney and Manila), GTreasury’s global community includes more than 800 customers and 30+ industries reaching 160+ countries worldwide.

About Strategic Treasurer

Strategic Treasurer provides consulting services for treasury management, security, technology and compliance. Corporate clients, banks and fintech providers throughout the world rely on their advisory services and industry-leading research. Strategic Treasurer is headquartered in Atlanta, with consultants based out of Atlanta, Cleveland, Detroit and Washington D.C. To learn more, visit strategictreasurer.com.


 

 

The impact of miscommunication or missing knowledge occasionally! (Dutch Item)

03-11-2021 | Ger van Rosmalen | treasuryXL | LinkedIn

Laatst werd ik gebeld door een mevrouw van een financiële afdeling van een mooi bedrijf uit de maakindustrie. Ze wilde graag even met een expert spreken over een Letter of Credit (L/C) transactie. De levering ging over een kostbare machine, puur maatwerk voor een Egyptische afnemer.

Contract omtrent de levering

Afspraak volgens haar was contract 30% aanbetaling en 70% tegen directe betaling met een L/C. Haar eerste vraag was of bij niet-levering de 30% terug betaald moest worden. Wat staat daarover in het contract was mijn vraag. Er was niets afgesproken in het contract en er was ook geen terugbetaling/vooruitbetalingsgarantie gesteld. Ik maakte hieruit op dat er geen terugbetaling hoeft te volgen bij niet-levering. Overigens blijkt dat de 30% aanbetaling niet de totale kosten van de bouw van de machine dekken. Vanwaar deze vraag? De mevrouw gaf aan dat er discussie was over de directe betaling bij het laden van de machine in de haven van Rotterdam. Afgesproken Incoterm is CFR Alexandria. De producent wilde geen risico lopen en wilde betaling als de machine op de boot was gezet. De Egyptische afnemer gaf aan dat de betaling zal volgen bij aankomst van de boot in Alexandria zoals afgesproken in het contract. Ik vroeg haar wat staat er in jullie contract over met name de betaling van de resterende 70%? Ze leest voor “30% aanbetaling en 70% CAD”.

Conditie CAD en alternatieven

Ik leg haar uit wat de conditie CAD betekend. Hier is helemaal geen sprake van een Letter of Credit maar van een documentair incasso/documentary collection waarbij de actie tot betaling van de resterende 70% volledig bij de kopende partij ligt. Immers alle handelsdocumenten worden op incasso basis naar de bank van de Egyptische koper gestuurd. Die bank mag de handelsdocumenten alleen maar uitleveren tegen gelijktijdige betaling. Meestal zal de koper de documenten vlak voor aankomst van de boot opvragen bij de bank waarna bij uitlevering van de documenten ook gelijktijdige betaling volgt. “En als de koper niet wenst te betalen?”. Dan staat daar in de haven van Alexandria jullie dure op maat gemaakte machine die de klant nu even niet wil afnemen. Mogelijke demurrage kosten in de haven van aankomst liggen op de loer. De koper kan nu gaan marchanderen of er nog iets van de prijs af kan of besluiten de machine niet af te nemen. De koper is dan zijn 30% aanbetaling kwijt en jullie hebben slechts 30% betaling ontvangen maar die is niet voldoende om de volledige kosten van de bouw en verscheping van de machine te dekken. Dit hebben wij helemaal niet afgesproken zegt ze en haar stem slaat over van de schrik. Toch heeft de verkoper dit zo afgesproken en vastgelegd in een contract. Wellicht heeft het de verkoper ontbroken aan de juiste kennis over de verschillende betalingsinstrumenten of heeft hij uit commerciële overwegingen deze beslissing genomen? Ze ging direct met de directie contact opnemen. Wat zijn de alternatieven vroeg ze want die CAD transactie gaat het zeker niet worden. Er is een contract dus de koper kan de verkoper daaraan houden. Mogelijk zal er dan geen levering plaatsvinden en ontstaat er contractbreuk met wellicht vervelende (juridische/financiële) consequenties. De onderhandeling open gooien en nieuwe afspraken maken met de koper om de resterende 70% via een L/C te betalen is een mogelijkheid. Als de koper daar al in wil meegaan kan hij wederom een korting bedingen.

Hoe dit soort situaties voorkomen?

Kortom een vervelende situatie die voorkomen had kunnen worden als de verkoper de juiste kennis van betalingsinstrumenten had gehad of niet geheel zelfstandig had mogen handelen en tijdig gecorrigeerd had kunnen worden om een L/C te vragen. Het beleid binnen dit bedrijf is dat bij dit soort transacties er altijd op zeker gespeeld moet worden om geen risico’s te lopen met machines die speciaal voor klanten worden gemaakt. Er blijkt toch wel wat kennis te ontbreken niet alleen over de verschillende betalingsinstrumenten maar ook over de risico’s van bijvoorbeeld een L/C met een FOB leveringsconditie. Vergeet ook niet de impact van de tegenwoordig geldende Compliance/AML regels.

 

Wilt u niet in dit soort valkuilen terechtkomen laat u informeren. Tradelinq Solutions kan u bijstaan of trainen op het gebied van betalingscondities (L/C, Bankgarantie, Documentair Incasso etc). Ook trainingen over toepassing Incoterms of hoe om te gaan met Compliance/AML regels behoort tot de mogelijkheden. Voor meer informatie neem contact met ons op via [email protected] of bel mij op 0613377921 ik sta u graag te woord.

 

 

Ger van Rosmalen

Trade Finance Specialist