Poland

1
North Staffordshire Chamber of Commerce.
Poland Russia - Financing / Risk mgt Robin M
Brown MICM MIEx. Senior Business Development
Manager
2
Poland / Russia

• Having identified opportunities.
• Found target customers / routes to market
• Financing risk mgt.

3
Different Organisations-Poland.

• Joint Stock (public or private) SA.
• Limited Liability SP Z.o.o..
• Some sole traders / partnerships.

4
Different Organisations- Russia.

• Limited liability co LLC
• Joint stock (private or public) PJSC.
• Sole traders / partnerships.

5
Terms of Payment- Poland

• Credit terms are essential.
• Up to 120 days.
• Engineering 30/ Food 60 days.
• Medical 75 /Steel textiles 90.
• ILC not used for consumer goods.

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Terms of Payment-Russia.

• Again credit terms essential to secure business.
• Up to 90 days.
• Retail 30-45 days.
• Retail multiples 90.
• ILC used more commonly (watch bank !).
• Payment on delivery common.

7
Access to financial info-Poland.

• Very good / developed infrastructure.
• HSBC Poland.
• Coface, Euler, Atradius represented.
• Moodys, DB represented.
• Filing system for public/ private cos.
• Receivables finance (with credit protection)
  growing at 33 per annum !

8
Access to financial info-Russia

• Very limited.
• HSBC Russia (credit officers throughout).
• Filing limited to public companies.
• Credit bureaus not represented.
• Credit insurers not represented.
• Receivables finance (with credit protection)
  growing rapidly.

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Risk management/ financing.

• Credit protection/ credit insurance.
• Factoring, including international collection.
• ILC - Confirmation discounting.
• Forfaiting of bills / promissory notes.
• Choose banks carefully.
• Form partnership with bank well represented in
  country.

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Risk management/financing.

• Currencies (Zloty Rouble)
• Convertible but mainly used domestically.
• US and Euro now most common.
• Poland a full member of EU 1.5.04.
• Poland to join Euro by 2011.
• HSBC grading Poland A.
• HSBC grading Russia B.

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HSBC Bank Polska SA.

• Wholly owned by HSBC Bank PLC.
• Based in Warsaw
• Full range of commercial banking.
• Cash management.
• Trade services.

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OOO HSBC Bank (RR)-Russia.

• Wholly owned indirect sub of HSBC Bank PLC.
• Based in Moscow.
• Full range of commercial banking.
• Cash management.
• Trade service.
• Thanks - any questions ?