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SIBS International, Inc
Josh Demarr and Noelle Cole
March 22, 2017
Who we are
■ A global credit insurer is dedicated to helping our customers do business safely – wherever
they choose to trade.
■ Our aim is to support our customers' growth by strengthening their credit and cash
management.
■ We do this through a wide range of products and services, each designed to meet our
customers’ business needs, their trade sectors and the markets in which they trade in.
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Introduction to Atradius
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■ A specialist credit insurer
■ 2nd largest credit insurer in the world
■ One IT platform worldwide
■ 90 years experience in the credit insurance industry
■ Revenue 2015 EUR 1.7 billion
■ Result 2014 EUR 178.2 million
■ Moody’s credit rating ‘A3’ (outlook stable)
■ A.M. Best credit rating ‘A’ (outlook stable)
■ Access to credit information on 200 million companies
worldwide
■ 3,300 dedicated employees worldwide
■ A presence in more than 51 countries
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Atradius profile - we are where you are
■ 50 countries
■ 160 offices
■ 3,300 staff
■ 200 million companies
■ 1 worldwide database
We are where you are
■ Europe – Austria, Belgium, Bulgaria, Cyprus, Czech Republic, Denmark, Estonia, Finland,France, Germany, Greece, Hungary, Iceland, Ireland, Italy, Latvia, Luxembourg, Liechtenstein,Lithuania, The Netherlands, Norway, Poland, Portugal, Romania, Russia, Serbia, Slovenia,Slovakia, Spain, Sweden, Switzerland, Turkey, United Kingdom
■ Americas – Argentina, Brazil, Canada, Colombia, Chile, Mexico, Peru, USA
■ Africa – South Africa
■ Asia - China, Hong Kong, India, Indonesia, Japan, Malaysia, Philippines, Singapore, Taiwan, Thailand, Vietnam
■ Middle East - Israel, Lebanon, Saudi Arabia, United Arab Emirates
■ Oceania - Australia, New Zealand
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Our financial strength
It’s vital that we remain financially strong enough to meet every
possible challenge. We ensure that we are financially stable, despite
the often challenging economic environment. This is evident from our
ratings:
Credit ratings
■ A.M. Best – A excellent outlook stable
■ Moody’s – A3 outlook stable
To ensure that our accessible capital is more than enough to meet
our obligations, our excess solvency capital exceeds the required
levels: by EUR 786,3 million at year end 2015.
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Our shareholders and ownership
Grupo Catalana Occidente is our main shareholder
Atradius N.V. is owned by Grupo Compañía Española de Crédito y Caución, S.L. (CyC) and
Grupo Catalana Occidente, S.A. (GCO). Grupo CyC is a holding company, 73.8% owned by
GCO.
GCO is listed on the Barcelona and Madrid stock exchanges and is the parent company of a
group of insurance companies. It has an 83.2% stake in Atradius N.V. of which 35.8% is direct
and 47.4% is indirect through Grupo CyC holding company.
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INOC, S.A. operates as a holding company. The company was founded in 1957 and is based in Barcelona, Spain.
CCS – Consorcio de Compensación de Seguros
GES – Ges Seguros y Reaseguros
NAC – Nacional de Reaseguros
ESP – ESPAÑA, S.A., Compañía Nacional de Seguros
Strong shareholder base
9,9%
INOC, S.A.
Grupo Catalana Occidente, S.A.
Grupo Compañia Española Crédito y Caución, S.L.
Atradius N.V.
NAC ESPCCS GES
7,8% 5,0%3,5% 73,8%
35,8%64,2%
56,7%
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Reinsurance panel
■ Atradius’ reinsurance panel consists of a well-diversified group of well-rated reinsurers. They
offer substantial reinsurance capacity and the ability to spread our risks broadly.
■ Atradius endorses the importance of sound corporate governance. Key elements of
independence, accountability and transparency, create a relationship of trust between
Atradius and all of its stakeholders such as employees, customers, suppliers, shareholders
and the general public.
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1. Price
Establish harmonised premium rates and policy
conditions reflecting your group’s purchasing power:
■ Offering cost savings to existing insured business’s in
Japan
■ Encouraging participation of currently uninsured
companies in a group programme
■ Ensuring an attractive policy structure and wording that
works for your company worldwide
2. Cover
Maximum coverage to meet your current needs and
support future growth objectives:
■ Maximising your group leverage to deliver highest
levels of limit coverage
■ Supporting your risk management locally as well as
centrally.
3. Service
A simple and easily managed credit
insurance solution:
■ Including strong local Account
Management support your business.
■ With an insurer who can promote and
implement the credit insurance
programme on a global scale.
4. Management Information
A detailed online MI available to your
HQ on programme performance:
■ Including details on cover, aggregations,
evolving risks, claims and overdues
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Understanding your Requirements
1. Maximum Coverage – meeting Your current needs and supporting future growth
objectives:
Including rapid and clear decision making
With empowered Underwriters who communicate clearly
With a clear and rapid escalation model if required
2. Highest quality service – with Risk and Policy experts at Your disposal:
Strong, centralised and empowered risk/policy management
Direct access to decision makers, both within and overseas
Including a simplified claims reporting process
3. Management Information – detailed online MI to monitor risk and programme
performance:
Including details on cover, aggregations, evolving risks, claims and overdues
Adding value to Your credit management process
4. Flexible Policy - that works for the evolving landscape of Your company:
Including easy integration of newly migrated entities
With a premium calculation that is flexible for the extraction of longs (if divested)
And policy conditions reflecting Your group’s purchasing power
11
Matching Your Ambitions – What You can expect from Atradius
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Risk Management
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Set underwriting strategies on all buyers/groups
Split on a country/trade sector basis, so that
individual risks are assessed with appropriate
sector/market knowledge
Two distinct underwriting teams having access to the same data
Local Buyer Underwriting Key Account Underwriting
Review all partial and zero decisions to ensure
the customer’s background / credit control
procedures / all relevant financials, have been
considered
Empowered to amend decisions
Risk Management
We underwrite to the maximum level of cover we feel
appropriate, on an individual Buyer / Group, having fully
analyzed the risk.
Tools:
Buyer visits / telephone conference calls
Customer background information / trading experience
Internal intelligence – Atradius Buyer Ratings
Management accounts / forecasts
Audited accounts – Companies House / international
equivalents
Ratings agencies: S&P, Moody’s, KMV
Agency reports – Graydon, D&B, ICP etc.
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Country
Economic/political stability, reliability of information, trade sectors, previous claims experience in the market,
regular country reviews by Atradius economists
Trade sector
Previous claims experience, visits to customers/buyers, trade associations, sector trends, regular sector
reviews by Atradius economists
Terms of Payment
Policy terms, normal country & sector terms, use of securities - e.g. guarantees, Letters of Credit, Retention
of Title
Customer
Credit control, information systems, relationship with buyer, payment experience, claims history - loss ratio,
spread of risk
Buyer
Type of business, legal form, financial information, length established/reputation, previous payment
experience, group associations/common directorships.
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Assessment of the Five Elements of Risk
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Credit limit decision process
Key Account Underwriter has a linking role:
Close cooperation with you and understanding of your internal
processes
Maximize credit limit decisions
Provides clarity on credit limit decisions
Automatic
Underwriting
YES
Local Buyer
Underwriter
Key Account
Underwriter
CUSTOMER
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Key Account Underwriting
Buyer
Customer
Risk assessment
Key Account
Underwriter
■ KAU has a linking role
■ Monitors risk appetite, speed of service
■ Close cooperation with customer and
knowledge of customers internal
processes
■ Optimize credit limit decisions
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Credit limit decision process
Customer submits credit request
Automatic Underwriting
Buyer Underwriting
Key Account Underwriting
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Risk Management – Risk Services Organization
… close to buyer
Risk Services
… close to customer
Buyer Underwriting:
“Single Ownership” principal
Underwriting strategies
Trade sector analysis
Buyer visits
Key Account Underwriting:
Customer and buyer related decisions
Limit review meetings
Account Management:
Customer Service
Policy related issues (contract, premium)
Customer information
Buyer
Underwriting
Special
Risk
Management
Key Account
Underwriting
Special Risk Management:
Securities/Pooling
Restructuring/Re-financing
Buyer visits
Recovery
Customer
Account
Management
Business Unit
Account
Management
Risk Management
Benefit from the inside track
Your Key Account Underwriter will gain an intricate
understanding of your organisation.
This understanding is applied to our approach with your buyers,
ensuring optimal coverage.
Special Risk Management (SRM) applies another level of risk
analysis, for the most delicate of risks. We’ll work with you to
maintain cover wherever possible.
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Information used for our risk assessment
Customer information
From policy holder. Notification of non payment,
payment experience reports.
3rd Party Credit Reports
Credit agencies, Banks, Co-operation partners,
Rating KMV, Moody's, S&P, Chambers of
Commerce, Media, Fairs, Associations.
Buyer information
Buyer information Accounts, management
accounts, analyst reports, liquidity status.
Internal information
Delay in premium payment, debt collection,
Portfolio analysis.
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Seeing more with Atradius Insights
“It’s the best tool available in the
industry”
Frederic Wittemans, Senior Director European Credit,
Ingram Micro
“It shows you what the risks are and at
the same time also what the
opportunities are”
Javier Gimeo, Credit Manager Philips
Atradius Collections
Atradius Collections is a leading, worldwide provider
of trade debt collections services. With extensive
knowledge of local jurisdictions Atradius Collections
are able to use the resources and worldwide
reputation to help customers collect outstanding
debts, maintain good buyer relations and avoid any
unnecessary legal recovery costs.
What Atradius Collections have to offer:
Leveraging the strength of the credit insurance market
Local knowledge, language and presence close to the
buyer
Local knowledge and presence in the markets
Over 90% of our current customers say they feel we
retain the relationship with their debtors for the future
Contribution to costs for insured debts
Online access to case activity 24/7, giving control and
visibility
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What our customers say
“Atradius Global are for many years our global partner in credit insurance. We have a good relationship on multiple levels and appreciate
the transparency, leadership and expertise in the market.”
Javier Gimeno, Philips
--
“We are totally aligned with Atradius in the countries where we work with them. They understand our business and we really trust their
opinions (which we share almost all the time).”
Frederic Wittemans - Ingram Micro
--
“Our Account Managers have made our experiences of Atradius excellent ones. We have also had calls with Special Risk Underwriters
and Management when necessary. Risk appetite is also very good to date.”
Sarah Jenion, Penguin Random House
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