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Experts for Credit Risk Management in Russia, Baltic States and CIS Credit information Trade Credit Insurance Debt collection © 2011 IGK Group IGK – Specialist for credit risk management 1991 – 2011 1991 First IGK company was registered in Germany 1992 First companies of IGK Group were registered in Russia and Baltic States 1993 IGK Holding was registered in Germany. SCRL (Coface) and Intercredit Holding became members of IGK Holding. 1994 Expansion in Lithuania, Latvia, Estonia, Ukraine, Russia 1998 2007 Separation from Coface 2007 Cooperation with leading Trade Credit Insurance 2011 companies: Euler Hermes, Atradius, Ducroire, Sinosure, Ksure, Mapfre, Ingosstrakh-ONDD and other. ® 2 IGK – Specialist for credit risk management IGK has 20 years experience in credit risk management services: Credit reports Monitoring Debt collection Trade Credit Insurance Factoring Consulting Financing ® 3 IGK – Specialist for credit risk management IGK AG Bonn, Germany IGK Credit Management IGK Service Latvia Moscow IGK Service Lithuania IGK Credit Management Nizhnij Novgorod IGK Service Estonia IGK Credit Management Samara IGK Broker Baltic IGK Credit Management Chelyabinsk Balt Risk Baltics IGK Insurance Broker Russia IGK Services Rus Risk Ukraine Tambov Production office IGK Services Ukraine ® 4 IGK – Specialist for credit risk management Red –IGK office Blue/Green –IGK network ® 5 IGK – Specialist for credit risk management Payment terms = trade credits Debt - management Supplier Client Payment obligations ??? ® 6 IGK – Specialist for credit risk management Structure of balance sheet from your company Assets Equity & Liabilities Fixed assets Capital & Reserves - Tangible % - Share capital % - Intangebile % - Additional paid in capital % - Financial % - Fair value and other reserves % - Retained earning carried forward % Current assets Liabilities - Stock % - Bank loans % - Trade receivables % - Payables to suppliers % - Other receivables % - Advance from trade debtors % - Cash % - Other current liabilities % ® 7 IGK – Specialist for credit risk management Analysis of clients – information gathering IGK reports are approved by all OGRN-INN-KPP main European Trade Credit Legal address Insurers for risk evaluation Administrative Real address Data Share capital Articles of incorporation Power of attorney Annual reports from Bank details last 3 years Financial Data Key ratios Plan for the next years Employees – •Top management •Qualification •Fluctuation Management Products Technology Sales strategy Own payment experience Finance Experiences from 3rd parties Vendors (business partners, information Payment Sector agencies, trade credit insurer) experience Economy Action for payments Bankruptcy procedures ® 8 IGK – Specialist for credit risk management Analysis of clients – information sources • www • Financials • Mass media • Management • Journals • Transparency • Scientific publications • Trust Public Company sources Professional Official information sources gatherer • Information agencies • Register • Rating Agencies • Statistik • Trade Credit Insurer • Court ® 9 IGK – Specialist for credit risk management Russian challenges • Limited transparency of Russian management • Tax optimized financial reports • Limited profit • Limited turnover • Limited equity • Limited credit history • Group structures – without official connections • Using from off-shore entities • Gry schemes ® 10 IGK – Specialist for credit risk management Analysis of clients Evaluation Mathematical systems •Trade Credit Insurer •IGK Scoring systems •Information agencies Expert opinion •Risk Committee of company ® 11 IGK – Specialist for credit risk management Analysis of clients Evaluation IGK principles Rating Probability of default within next 12 month Range Turnover in k € A++ Lowest risk. Excellent business. High credit term 0,09% R1 1 - 50 A+ Lower risk. Old established, stable company 0,47% R2 51 - 150 A Low risk. Secured business on uptrend 1,07% R3 151 - 500 B++ Risk below normal. Reliable business 2,18% R4 501 - 1.500 B+ Normal risk. Business on uptrend 4,46% R5 1.501 - 5.000 B Normal risk 13,36% R6 5.001 - 20.000 C Risk above normal. Short term only 31,83% R7 20.001 - 70.000 C- High risk. Full security only 61,70% R8 70.001 - 200.000 D Higher risk. No credit term to be granted 84,15% R9 200.001 - 500.000 F Highest risk. Company on the verge of bankruptcy 92,03% R10 500.001 - ® 12 IGK – Specialist for credit risk management Securities Physical Personal Insurance Factoring Mortgage Guarantee from bank Trade Credit Insurance Non recourse Pledge Recourse Surety legal entity Deposit Surety from private person … Letter of Credit ® 13 IGK – Specialist for credit risk management Principals of Trade Credit Insurance Alfa Client 1 Atradius Strakho Insured vanjie Client 2 IGK Coface Coface Insurance Insured Broker Client 3 Ingos ONDD strakh- ONDD Insured Client n Euler ROSNO Hermes Risk transfer to Trade Credit Insurer Portfolio of debts Credit limit Receivables ® 14 IGK – Specialist for credit risk management Principals of Trade Credit Insurance RUR. Maximum liability Credit line Datum line days Payment term Automatic cancellation Overdue notification Waiting period Indemnification ® 15 IGK – Specialist for credit risk management Factoring + Trade Credit Insurance Non–recourse + recourse factoring Customer 1 Customer 2 Factoring Client 1 Customer n Customer 1 Credit Insurer Factoring Company Factoring Client 2 Customer 2 Customer n Alfa Strakhovanjie Customer 1 Coface Factoring Client n Customer 2 Credit Insurer Customer 3 Ingostrakh-ONDD Customer n ROSNO / Euler Hermes ® 16 IGK – Specialist for credit risk management SWOT Analysis - Trade Credit Insurance Strengths: Weaknesses: Risk mitigation Bureaucratic requirements Financial stability Risk policy of insurer not stable Risk can be calculated Cover depends not only from creditworthiness of debtor Collateral – worthy and tax optimized Strengthen debt management in company Trade Credit Insurance Opportunities: Conquer new markets with giving payment terms Threats: Strengthen own position in front of clients in case of Total following the risk policy of insurer by management disputes concerning payment delays Increase transparency and commercial goodness of market player ® 17 IGK – Specialist for credit risk management Securities Available Effort to create Expenses Worth Mortgage Pledge Bank guarantee Surety Letter of Credit Trade Credit Insurance Factoring ® 18 IGK – Specialist for credit risk management Analysis of clients Rating\Limit <10 <25 <50 <75 <100 <250 <500 <1000 <2500 <5000 >5000 A++ A+ A B++ B+ B C C- D F Risk category 1 Risk category 2 Risk category 3 Risk category 4 ® 19 IGK – Specialist for credit risk management Services of IGK group Information Legal Securities Debt collection ® 20 IGK – Specialist for credit risk management Benefits of cooperation with IGK-group Alfa Insured Buyer 1 Why work with IGK? Strakhovanjie • 20 years experience in credit risk management in CIS and Baltics Coface Buyer 2 Insured IGK • Whole spectrum of services for Ingosstrakh- Insurance Buyer 3 professional credit risk management ONDD Broker • Information Insured ROSNO / • Trade credit insurance Euler Hermes Buyer 4 • Debt collection • Related services (IT, seminare,…) Client 1 Buyer 5 Non insured • Economic power by using the complexity of all market participants - Client n IGK Credit Buyer 6 Management suppliers, trade credit insurer, banks, Non insured factoring companies together with information agency and insurance Factor n Buyer 7 broker from IGK. This helps to strengthen the position of supplier Non insured Bank n Buyer n who works with IGK group. 2 1 ® 21 IGK – Specialist for credit risk management Contact details: OOO IGK Insurance Broker 1st licensed broker in Russia specialized on Trade Credit Insurance Bolshaja Semenovskaja, d.40, bldg.. 1, office 609, Business Center “Agat” 107023 Moscow, Russian Federation Andreas Steinborn Deputy General Director mobile: +7 495 22 63 930 email: [email protected] Nataljia Pavlova Key account manager commercial email: [email protected] Ekaterina Bolabko Key account manager risk email: [email protected] tel.: +7 495 287 47 60 web: www.igk-group.com ® 22 IGK – Specialist for credit risk management Andreas Steinborn Status Director of IGK AG, Bonn since September 2010 Deputy General Director of OOO IGK Insurance Broker Member of the board of the Association of Professional Insurance Broker in Russian Federation Consultancy Credit Risk Management in Russia information, trade credit insurance, debt collection, factoring Bolshaja Semenovskaja, Career Study Economy: Hochschule für Ökonomie, 1984–1990; d.40, bldg. 1, office 609, Business Center "Agat" Hermes Kreditversicherungs-AG, since 01.01.1991; 107023 Moscow, Russia Sales representative - until Aug. 2005; Tel.: +7 495 287 47 60 Mobile: +7 495 22 63 930 Head of Representative Office Euler Hermes KV AG – from E-Mail: [email protected] 2005 until 2010; web: www.igk-group.com [email protected] CEO OOO Euler Hermes Credit Management, Moscow – 2009 – 2010 Languages German, Russian, English ® 23 IGK – Specialist for credit risk management IGK Group ® One stop shop for credit risk management Credit information Trade Credit Insurance Debt collection ® 24 .
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    Credit Insurance Market Survey

    CREDIT INSURANCE MARKET SURVEY 2 01 9 CREDIT INSURANCE MARKET 2019 INSURERS & SHARES MARKET SHARE The trade credit insurance market remains very 2018 (source: www.icisa.org). Euler Hermes remains the oligopolistic and the Top 3 «global» insurers represent leading credit insurance carrier with 34.1% of market more than 75% of the total premium. ICISA estimates share followed by Atradius 24.6%, and Coface with a total market size around €6.7 billion in premium in 17.1% as of December 31st 2018. 17,3% 34,1% • Euler Hermes 24,3% • Atradius 24,6% • Others • Coface This calculation is an estimate by AU Group, excluding China Export insurance company which achieved a turnover of approximatively & Credit Insurance Corporation (“Sinosure”), the public Chinese €1.4 bn (2016 figures, total short term premium). TYPES OF INSURERS The International Credit Insurer & Surety Association “Niche” insurers, characterised by expertise in: (ICISA) comprises more than 50 members that provide ➤ particular products: Excess of loss, shared excess Trade Credit Insurance535 402 across the world. However, two cover, top-up, single risk (e.g.: AIG, Chubb, Garant, Nexus, main categories of insurers can be distinguished: “Global” 600000 466 379 Liberty Mutual, Lloyd’s, Markel, QBE, Tokio Marine, XL and “Niche” insurers. Catlin, Zurich etc.) 500000 335 270 ➤ certain geographical areas (e.g.: ATI, Cesce, Credendo, “Global” insurers, characterised by: FCIA, ICIC, QBE, Sace etc.) 400000 ➤ a strong international presence ➤ different types of risk: political risk, non-transfer 300000➤ detailed information on a very large number of buyers (e.g.: Garant, Beazley, Liberty Mutual, Lloyd’s, Zurich...) in their global databases • Atradius 200000➤ global capabilities in providing credit• Coface management services • Euler Hermes 100000 Leading insurers in this category are: Atradius, Coface, Euler 0Hermes.
  • EH Re AG) in Its Financial Statements (For 2018 Results: 1 EUR= 1.1269 CHF, for 2017 Results: 1 EUR = 1.17015177 CHF)

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  • These Comments Are Submitted by Allianz of America,1 Munich

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    a ALLIANZ OF AMERICA CORPORATION MUNICH REINSURANCE AMERICA CORPORATION SWISS RE AMERICA HOLDING CORPORATION These comments are submitted by Allianz of America,1 Munich Reinsurance America,2 and Swiss Re America.3 For the past three years, the Administration’s Budget has included a proposal to deny the deduction for property-casualty reinsurance premiums placed with a foreign affiliate by a U.S. insurer.4 The Administration proposal was introduced in the 112th Congress by Rep. Richard Neal (H.R. 3157) and by Sen. Robert Menendez (S. 1693). These comments demonstrate that the Administration proposal would disrupt essential risk distribution practices followed by domestic and foreign insurers, alike; increase premiums and reduce coverage available to U.S. consumers, particularly in catastrophe prone areas along the coastlines; and violate U.S tax treaty obligations and commitments to the World Trade Organization. In addition, the Administration errs in characterizing routine affiliate transactions with treaty partners with significant corporate tax regimes as erosion of the U.S. tax base. BACKGROUND Under current law, a U.S. insurer may deduct the premium for reinsurance placed with another company, whether affiliated, unaffiliated, domestic or foreign. A current deduction for this crucial expense ensures that there is a proper matching of income and expense. The U.S. insurer will include in income any ceding commission received from the reinsurer, and, when it 1 Allianz S.E., a German company, owns Fireman’s Fund Insurance Company, Allianz Global Corporate and Specialty Insurance, Euler Hermes-USA, and Allianz Global Assistance –USA. Together, Allianz’s property- casualty insurance subsidiaries in the U.S.
  • Euler Hermes Group Announces CEO Leadership Change

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    Euler Hermes Group announces CEO leadership change ● Wilfried Verstraete to step down as CEO on December 31st, 2020 ● Clarisse Kopff is appointed CEO of Euler Hermes Group starting January 1st, 2021 ● Wilfried Verstraete remains as advisor to the new CEO though 2021 PARIS, 1 October 2020 – Euler Hermes Group, the worldwide leader in trade credit insurance, announces today that Wilfried Verstraete, CEO and Chairman of the Board of Management has decided to step down from his operational duties after twelve successful years in the role. Clarisse Kopff will succeed him as CEO and Chairperson of the Board of Management as of January 1st, 2021. The change is subject to regulatory approval. Wilfried Verstraete joined Euler Hermes in 2009 where he steered the group through the global financial crisis. Under his leadership, he transformed the traditional, century-old credit insurer into a data-driven, customer-centric Fintech leader with market leading, real-time digital solutions for its clients. He will continue to serve Euler Hermes Group as an advisor to the new CEO through 2021. He will also retain board positions in Euler Hermes SA, Euler Hermes North America, Solunion and Euler Hermes Reinsurance AG. Clarisse Kopff (47) is a graduate of ESCP Business School and holds a postgraduate degree from Université Paris Dauphine and the German Diplom Kaufmann. She is currently Chief Financial Officer of Allianz France. She began her career in debt origination at Lehman Brothers in London, then as an auditor with PricewaterhouseCoopers in Paris before joining Euler Hermes in 2001 as controller for the company’s French entity in Paris.
  • New Report Finds a Strong Economic Recovery Requires A

    New Report Finds a Strong Economic Recovery Requires A

    PRESS RELEASE Princeton, NJ July 13, 2020 NEW REPORT FINDS A STRONG ECONOMIC RECOVERY REQUIRES A HEALTHY TRADE CREDIT INSURANCE INDUSTRY Report commissioned by leading trade credit insurers proposes government reinsurance policy to support U.S. economy As economic uncertainty due to COVID-19 continues to impact businesses across the country, a new report commissioned by trade credit insurers Euler Hermes, Coface and Atradius found that a lack of support for the trade credit insurance (TCI) industry could disrupt the stability of millions of businesses across the U.S. The report, titled “A Strong Recovery Requires a Healthy Trade Credit Insurance Industry,” outlines the importance of trade credit insurance to the economy, the significant cutbacks in TCI coverage that the COVID pandemic has caused, and the reasons why government support for the TCI industry is vital to the continuity of economic activity. The report conservatively concludes that in the absence of a government response, the cutbacks in coverage will inhibit $46 billion in additional production and the creation of approximately 155,000 U.S. jobs at supplier firms, with additional effects on downstream buyers. Euler Hermes, Coface and Atradius are the world’s three largest trade credit insurers, representing about 60% of the market in the U.S. Last month, the three companies formed a working group to educate the public and the U.S. government on the essential role trade credit insurance plays in supporting U.S. businesses and the economy at large. Statement from James Daly, CEO of Euler Hermes North America, Oscar Villalonga, President and CEO at Coface North America, and Gordon Cessford, President and Regional Director for North America at Atradius: It is not often that you see the main players in a single industry, typically competitors, come together for a common purpose of public interest.
  • Press Release

    Press Release

    Press release Solunion, joint venture of Euler Hermes and MAPFRE, named best trade credit insurer by ADECOSE MADRID – 8 APRIL 2014 - Solunion, joint venture of Euler Hermes and MAPFRE, was recognized by ADECOSE as the best trade credit insurance company in Spain. ADECOSE is an independent Spanish association founded in 1977 to support the interests of insurance brokers - while respecting and consolidating the values of freedom, independence, objectivity, and ethics - and to provide services to associate members. “This recognition by the ADECOSE study participants highlights the relevance of our offer, our multichannel distribution and our overall competitive position in the market,” said Pascal Personne, CEO of Solunion España. “It further encourages us in our strategy of being the preferred partner for our distribution channel, particularly for brokers.” The ADECOSE barometer, presented in Madrid, is designed to showcase excellence within the business insurance sector and the quality of the services notably for brokers. Ninety-six brokers, representing over 84% of association members, offered their insights in 753 interviews. # # # Media Contacts Euler Hermes Group Media Relations Publicis Consultants Remi Calvet– +33(0)1 84 11 61 41 Romain Sulpice +33 (0)1 44 82 46 21 [email protected] [email protected] Solunion Communication Department Eva Muñoz +34 91 417 80 11 [email protected] Euler Hermes is the global leader in trade credit insurance and a recognized specialist in the areas of bonding, guarantees and collections. With more than 100 years of experience, the company offers business-to-business (B2B) clients financial services to support cash and trade receivables management.
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  • Financial Report 2008 Financial Report 2008

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  • Change in Substantial Holding

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