Business Beyond CEE – Worldwide Success in Export & Trade Finance

"In trade finance, the wider reach of a banking network like RBI Group’s offers direct access to a broad range of markets, trade corridors and international expertise. This global reach allows for extensive support of our clients’ cross-border transactions," says Martina Zimmerl, head of Trade Finance at RBI.

International corporate and institutional clients can expect harmonized prices and services from RBI across the Group, particularly in the trade finance business. Special product offerings include the RBI Group Umbrella Guarantee Facility Agreements for corporate customers: “Our umbrella solutions in trade finance ensure a lean documentation as well as harmonized prices and services offered by all our subsidiaries in RBI’s CEE region. This is especially important for clients who steer the activities of their local businesses via central treasuries,” adds Martina Zimmerl. “Our network banks in the CEE region are the bridge to our customers. The local account managers know best about their needs and requirements, which is why they also play an intermediary role in export financing," says Petra Rauscher, head of Export Finance at RBI. "With our export finance offering in particular, we are a door opener for the global expansion of our customers. 

"The challenges for corporates and institutions expanding globally include different regulatory frameworks, cultural differences and different consumer behavior, all of which can impact product acceptance and market penetration," says Petra Rauscher. "We have expertise from all countries where RBI is present – in CEE and beyond. Export finance is a one-stop shop that also includes digital solutions."

Trade finance products can reduce counterparty and country risks in unknown markets. “In the last three years, we have supported our customers in many different countries,” says Martina Zimmerl. Hedging and risk mitigation is particularly important in the current geopolitical environment. “For example, we just had a case where our client did not receive performance under a contract for the supply of certain raw materials. The underlying commercial was secured by a guarantee issued by RBI upon instruction of an emerging market bank. Our client claimed the performance guarantee, which we honored within five business days in accordance with the provisions of the guarantee. The risk of receiving reimbursement under the counter guarantee issued by the emerging market bank remains with RBI. This is a classical counterparty or political risk mitigation in foreign markets which banks such as RBI can cover.” 

“Doing business abroad can take a lot of time and effort. Our Export Finance team has established contacts with supranational institutions and sovereign entities in the borrowers' countries to facilitate financing transactions in due time,” adds Petra Rauscher.

To win a contract, exporters often have to participate in tenders with comprehensive services such as technical project due diligence and additional consulting. In addition to the exporter's product range, one of the most convincing arguments is an attractive financing offer for local buyers. “In export financing, we offer financing that is secured by a guarantee provided by an export credit agency. This enables RBI to offer the buyer attractive financing solutions to facilitate the deal. In addition, we support buyers with local subsidy know-how,” says Petra Rauscher.

The level of support that RBI can provide depends on the company's expansion strategy. It can range from support in the construction of fixed assets (e.g. a production plant), project or investment financing, investment advice and support for the export of goods from the company's main operating facility to a new market.

“Our customers need to expand where demand for their products is growing and where they have a unique selling proposition over the competition. While RBI offers a compelling group offering and local expertise in the CEE region, we can also offer an extensive correspondent banking network and excellent relationships with local banks in Central Asia, the Caucasus, Southeast Asia and the Middle East. RBI’s customers, beneficiaries and bank partners around the world appreciate our in-depth knowledge of trade finance products, which is also reflected in the fact that we are accepted as an issuer in more than 130 countries worldwide,” summarizes Martina Zimmerl.

RBI Export and Investment Finance acts as a competence center and know-how hub, while the network banks provide local expertise and direct relationships with our customers. This makes RBI Group a reliable, long-term partner for mastering the challenges of international business together with our customers.