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PUBLIREPORTAGE Brigitte Brüngger and her team for large customers, SMEs and acquisitions can be relied upon when it comes to insuring export transactions. In this interview, the head of the insurance business department at Swiss Export Risk Insurance SERV takes a look at the opportunities and risks involved in entering new markets.
Ms. Brüngger, you and your team assist Swiss companies with export transactions. Based on your experience: What does it take for a successful market entry?
Brigitte Brüngger: When tapping into new markets in particular, you need a healthy appetite for risk, good sales arguments, but also a reliable partner who can take risks in difficult markets.
What risks are we talking about?
Political risks, but also economic risks. The challenges are multi-dimensional: war, climate change, a weakening economy, the strong Swiss franc. Only agile companies can cope with the changing circumstances and remain internationally competitive. You have to be aware of the increased risks and know how best to counter them.
Are there different dangers lurking in the different phases of the order?
In any case. The exporter often has to make advance payments for a transaction and also has a long production time. After delivery, the question arises: Can the counterparty abroad pay? Can the foreign currency be exported from the buyer country?
Can there still be a healthy appetite for risk with all these dangers?
With a strong partner like SERV, yes. If you want to keep up internationally, you have to face up to the challenges. And we have Swiss exporters' backs when no one else does. This is because SERV also insures risks in countries that are not covered by private insurers.
Which sales arguments can be advantageous for exporters?
From an economic perspective, for example, buyers are demanding increasingly flexible and longer payment terms. Exporters who can offer long payment terms therefore have an advantage. At the same time, this means higher advance performance costs and financing gaps for the exporter, as well as longer payment uncertainty. However, these risks can be mitigated with SERV insurance. In addition, our cover also gives the exporter access to credit and refinancing, enabling them to secure their liquidity.
And when exactly does SERV come into play for an export?
The motto here is: always as early as possible. We analyze the counterparties for exporters in the initial negotiation phases. After a more detailed examination of the transaction, we can also provide binding insurance commitments so that the exporter can enter the contract negotiations well prepared.
How does SERV manage this?
SERV is a federal institution under public law. We insure the export transactions of Swiss companies on a commercial and subsidiary basis, in particular against payment defaults. Our products can also help to secure liquidity. Our objectives are clearly defined: we promote the Swiss export industry in international competition and create and maintain jobs in Switzerland. And every employee is personally committed to this.
About SERV
Swiss Export Risk Insurance indemnifies an insured exporter or a financing bank if a buyer abroad is unable or unwilling to pay for political or economic reasons. SERV's insurance products also help to ensure that companies have access to credit and a higher credit limit for their production costs.
You can find out more at: www.serv-ch.com
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