1、外文题目SUPPLYCHAINFINANCEANEWWAYFORTRADEBANKSTOSTRENGTHENCUSTOMERRELATIONSHIPS出处CGISTRADESERVICESGROUP作者KITTCARSWELL原文SUPPLYCHAINFINANCEANEWWAYFORTRADEBANKSTOSTRENGTHENCUSTOMERRELATIONSHIPSEXECUTIVESUMMARYDRIVENBYARANGEOFPRESSURES,ORGANIZATIONSMUSTINCREASINGLYSOURCEANDSELLGLOBALLYYETMOVINGFROMREGIONALT
2、OGLOBALSOURCINGHASHADANEGATIVEEFFECTONTHESEORGANIZATIONSWORKINGCAPITALANDSUPPLYCHAINPERFORMANCEASARESULT,THEYARELOOKINGTOTHEIRBANKSTOOPTIMIZETHEIRFINANCIALSUPPLYCHAINS,INCLUDINGOFFERINGNEWTECHNOLOGIES,BANKASSISTEDOPENACCOUNTINSTRUMENTS,ANDNEWPAYABLESANDRECEIVABLESFINANCINGAPPROACHESALTHOUGHTHISISNEW
3、TERRITORYFORTRADEBANKS,ITREPRESENTSAUNIQUEOPPORTUNITYFORTHEMTOTRANSFORMFROMPROVIDERSTHATMEETONLYAFRACTIONOFTHEIRCUSTOMERSTRADENEEDSTOFULLPARTNERSTHATPROVIDESOLUTIONSACROSSTHEIRCUSTOMERSENTIRESUPPLYCHAINSUPPLYCHAINFINANCEGIVESTRADEBANKSTHETOOLSTHEYNEEDTOALIGNTHEIROFFERINGSWITHTHEIRCUSTOMERSEVOLVINGSU
4、PPLYCHAINNEEDSTHISPAPERPROVIDESBACKGROUNDONTHEGROWINGIMPORTANCEOFSUPPLYCHAINFINANCESCF,DELVINGINTOTHEKEYELEMENTSANDAVAILABLEOPTIONSFROMWHICHTHESESOLUTIONSARECRAFTEDANDIMPLEMENTEDWHILETHEMARKETFORSCFISSTILLINTHEEARLYSTAGESOFDEVELOPMENT,INNOVATIVEBANKSALREADYHAVEMADEHEAVYINVESTMENTSINITANDOTHERSWILLBE
5、QUICKTOFOLLOWBACKGROUNDTHEEFFECTOFGLOBALIZATIONONCUSTOMERSSUPPLYCHAINSINANINCREASINGLYGLOBALMARKETPLACE,ITISMORECHALLENGINGTHANEVERFORCORPORATIONSTOKEEPTHEIRCOMPETITIVEEDGEDUETOTHEINABILITYOFTRACKINGSHIPMENTOFORDERS,BUYERSCANNOTACCURATELYPREDICTWHENSHIPMENTSWILLARRIVEORPAYMENTSAREDUETOCOMPENSATE,BUY
6、ERSAREHOLDINGHIGHERLEVELSOFINVENTORYTOPREVENTOUTAGESANDCASHTOENSUREFUNDINGISAVAILABLETOMEETPAYMENTOBLIGATIONSYETPRESSINGSELLERSFORLONGERPAYMENTTERMSHASINCREASEDPRICES,ERODEDRELATIONSHIPSWITHSELLERS,ANDDECREASEDTHESTABILITYOFTHEBUYERSSUPPLIERBASETHESAMEDYNAMICSMAKEITDIFFICULTFORSELLERSTOOBTAINTIMELYP
7、AYMENTSTYPICALLY,THEYMUSTWAITATLEAST45DAYSFORPAYMENT,ANDSOMETIMESASLONGAS90OR120DAYSDUETOTHEIRGEOGRAPHICLOCATIONANDSIZE,SELLERSTYPICALLYLACKACCESSTOREASONABLYPRICEDSHORTTERMFINANCINGPRESSUREFROMBUYERSTOLENGTHENPAYMENTTERMSONLYINTENSIFIESTHESITUATION,WHICHOFTENRESULTSINHIGHERPRICESORANINABILITYTOCONT
8、INUEASASUPPLIERTHERESULTISAFINANCIALLYUNSTABLEANDHIGHERRISKSUPPLYBASEDEMANDFORINCREASEDFLEXIBILITYANDMORECHOICESLETTERSOFCREDITANDDOCUMENTARYCOLLECTIONSARETHETRADITIONALTRADEFINANCEINSTRUMENTSUSEDBYSELLERSTOMITIGATEBUYERSRISKANDOBTAINFINANCINGWHILETHESEPAYMENTMETHODSWILLCONTINUETOPLAYAROLEINTRADEFIN
9、ANCE,THEIRIMPORTANCEHASERODEDBYABOUTFIVEPERCENTPERYEAROVERTHEPASTFIVEYEARSBUYERSANDSELLERSALIKEFINDTHEMCOMPLICATED,TIMECONSUMINGANDEXPENSIVETOUSETOMITIGATETHESITUATION,BUYERSANDSELLERSAREMOVINGTOANOTHERFORMOFTRADINGWHICHISFASTER,EASIERANDLESSCOSTLYOPENACCOUNTTHISREDUCESTHENEEDFORTHERISKMITIGATINGBUY
10、ERFEATURESFOUNDINTRADITIONALTRADEFINANCEPRODUCTSINTRADITIONALOPENACCOUNTTRADINGSCENARIOS,SELLERSSHIPTHEIRGOODSANDSENDANINVOICETOTHEBUYERINTURN,THEBUYERPAYSTHESELLERSINVOICEBYCHECKORELECTRONICPAYMENTUNLIKELETTERSOFCREDITANDDOCUMENTARYCOLLECTIONS,TRADEBANKSINVOLVEMENTINTHISPROCESSHASBEENRESTRICTEDTOPR
11、OCESSINGCHECKSANDPAYMENTS,WHICHPROVIDESNOINSIGHTINTOTHEIRCUSTOMERSSUPPLYCHAINSOPENACCOUNTTRADINGCURRENTLYREPRESENTS85PERCENTOFGLOBALTRADETRANSACTIONS,REDUCINGTHEROLEOFTRADITIONALTRADEFINANCETOABOUT15PERCENTASARESULT,BANKSPARTICIPATIONINTHEIRCUSTOMERSTRADINGISSTEADILYDECLININGCONFININGBANKSTOANEVERSM
12、ALLERSLICEOFTHEIRCUSTOMERSOVERALLTRADEBUSINESSFACEDWITHTHECOMPLEXREQUIREMENTSOFTHEIREXTENDEDSUPPLYCHAINS,CORPORATIONSARELOOKINGFORHELPANABERDEENGROUPSTUDYCONDUCTEDIN2006FOUNDTHAT90PERCENTOFENTERPRISESADDRESSINGTHEIRGLOBALSUPPLYCHAINTECHNOLOGYAS“INADEQUATETOPROVIDETHECORPORATEFINANCEFUNCTIONWITHTHETI
13、MELYINFORMATIONITREQUIRES”1ASARESULT,BANKCUSTOMERSARELOOKINGFORCREATIVENEWWAYSTOINCREASERESPONSIVENESS,VISIBILITY,EFFICIENCY,COSTOPTIMIZATION,LIQUIDITYANDPREDICTABILITYACROSSTHEIRSUPPLYCHAINSASARESULTOFTHELONGTERMTRUSTEDROLETHATBANKSHAVETRADITIONALLYPLAYED,THEIRCUSTOMERSARELOOKINGTOTHEMTOHELPOPTIMIZ
14、ETHEIRFINANCIALSUPPLYCHAINSINCLUDINGOFFERINGNEWTECHNOLOGIES,BANKASSISTEDOPENACCOUNTINSTRUMENTS,ANDNEWPAYABLESANDRECEIVABLESFINANCINGAPPROACHESSUPPLYCHAINFINANCEINTRODUCINGSUPPLYCHAINFINANCESCFABERDEENGROUPDEFINESSUPPLYCHAINFINANCESCFAS“ACOMBINATIONOFTRADEFINANCINGPROVIDEDBYAFINANCIALINSTITUTION,ATHI
15、RDPARTYVENDOR,ORACORPORATIONITSELF,ANDATECHNOLOGYPLATFORMTHATUNITESTRADINGPARTNERSANDFINANCIALINSTITUTIONSELECTRONICALLYANDPROVIDESTHEFINANCINGTRIGGERSBASEDONTHEOCCURRENCEOFONEORSEVERALSUPPLYCHAINEVENTS”THEOVERALLGOALOFSCFISTOOPTIMIZEWORKINGCAPITALTHROUGHOUTTHEENDTOENDSUPPLYCHAINFORBOTHBUYERSANDSELL
16、ERSTHEFEATURESANDBENEFITSOFSUPPLYCHAINFINANCEINCLUDEHELPINGTHEBUYEROPTIMIZESTHESUPPLYCHAINBYOFFERINGBANKASSISTEDOPENACCOUNTPROCESSING,BUYERBACKEDANDDIRECTSELLERFINANCINGPURCHASEORDERANDINVOICEDATAMANAGEMENT,ANDDATAMATCHINGACROSSOPENACCOUNT,BANKASSISTEDOPENACCOUNTANDLETTERSOFCREDITMEETINGTHESELLERSEX
17、PORTFINANCENEEDSFORPRESHIPMENT,SHIPMENTANDPOSTSHIPMENTFINANCINGFROMTHESELLERSBANKFOREXPORTLETTERSOFCREDITANDOUTWARDCOLLECTIONS,ANDFROMTHEBUYERSBANKFORBANKASSISTEDOPENACCOUNTANDIMPORTLETTERSOFCREDITPROVIDINGLIQUIDITYTOSELLERSTHROUGHRECEIVABLESFINANCINGARMEDWITHTHESECAPABILITIES,BANKSCANOFFERSCFSOLUTI
18、ONSTHATENABLETHEIRCUSTOMERSTOLOWERCOSTSANDCREATEFINANCIALSTABILITYINTHEIRENDTOENDSUPPLYCHAINANDCREATEDEEPERANDBROADERCUSTOMERRELATIONSHIPSINTHEPROCESSKEYELEMENTSOFSUPPLYCHAINFINANCESOLUTIONSKEYELEMENTSOFSCFINCLUDEPURCHASEORDER/INVOICEDATAMANAGEMENT,BANKASSISTEDOPENACCOUNT,OPENACCOUNTPAYMENT,EXPORT/S
19、ELLERFINANCEANDBUYERSIDEFINANCEPURCHASEORDER/INVOICEDATAMANAGEMENTGLOBALTRADETRANSACTIONSREVOLVEAROUNDPURCHASEORDERS,INVOICESANDOTHERNONBANKDOCUMENTSLETTERSOFCREDIT,DOCUMENTARYCOLLECTIONSANDBANKASSISTEDOPENACCOUNTINSTRUMENTSSIMPLYPROVIDEADDEDBENEFITSINCORPORATINGPURCHASEORDERANDINVOICEDATAINTOTRADIT
20、IONALTRADEFINANCEANDCREATINGNEWOPENACCOUNTSOLUTIONSAROUNDTHEMALLOWSBANKSTOPROVIDESTRONGOFFERINGSTHATALIGNWITHCORPORATIONSVIEWOFTHESUPPLYCHAINFINANCETHEFIRSTSTEPISTOWORKWITHTHECUSTOMERTOOBTAINACCESSTOPURCHASEORDERANDINVOICEDATATHISCANBEACCOMPLISHEDTHROUGHPORTALUPLOADSORBACKOFFICEINTEGRATIONONCETHEDAT
21、AISAVAILABLE,BANKSCANOFFERARANGEOFSERVICES,INCLUDINGPURCHASEORDERS/INVOICESLINKINGOPENACCOUNTANDTRADEFINANCEINSTRUMENTSBANKSCANLINKPURCHASEORDERSANDINVOICESTOTHEIROPENACCOUNTANDTRADEFINANCEINSTRUMENTS,WITHTHEOBJECTIVETOINTEGRATEPURCHASEORDERTERMSTOTHEINSTRUMENTAND/ORTOPROVIDETHEUNDERLYINGBASISFORFIN
22、ANCINGINVOICEMATCHINGSERVICEBANKSALSOCANMATCHINVOICEDATAAGAINSTPURCHASEORDERSTOIDENTIFYMISMATCHESMISMATCHESARETHENHANDLEDASAPPROPRIATEFORTHETYPEOFINSTRUMENTTOWHICHTHEPURCHASEORDERISLINKEDMATCHINGCANBEDONEATAHIGHLEVEL,MATCHINGKEYDATAONLY,ORCANBEEXECUTEDINMOREDEPTHFOREXAMPLE,SWIFTRECENTLYINTRODUCEDTHE
23、IRTRADESERVICESUTILITYTSUTOPROVIDEITSMEMBERBANKSWITHADEEPMATCHINGSERVICETHEYCANEMBEDWITHINTHEIRTRADEAPPLICATIONSPURCHASEORDERTRACKINGASARESULTOFINVOICEMATCHING,THEBANKCANTRACKTHESTATUSOFPURCHASEORDERSANDTHEIRREMAININGBALANCESONBEHALFOFTHECUSTOMERTHISINFORMATIONCANBEPROVIDEDBACKTOTHECUSTOMERVIAVARIOU
24、SCHANNELS,SUCHASFRONTENDSYSTEMSANDBACKOFFICEINTEGRATION译文供应链金融银行加强客户关系的新贸易方式在压力驱动下，组织必须增加资源和全球销售。从区域到全球的采购，已对这些组织的工作资本与供应链绩效产生负面影响。因此，他们正在寻找使他们的银行财务供应链优化的方式，包括提供新的技术，银行开户辅助工具，以及新的应付款和应收款融资方式。虽然这是银行的贸易新领域，但它代表一个独特的机会让他们实现由提供者只能满足部分客户的贸易需要在他们的客户提供全套解决方案合作伙伴的整个供应链。银行提供的供应链金融贸易工具，以配合其客户不断发展产品供应链的需要。本文提供
25、基于供应链金融（SCF）的日益重要的背景下进入该市场的关键要素，以及制作钻研进入的解决方案是可行的。虽然SCF的市场还处于发展的初级阶段，但创新能力的银行已经取得了大量投资，其他银行也将很快跟进。背景供应链全球化对客户的影响一个日益全球化的市场，对公司来说保持其竞争优势比以往任何时候都具有挑战性。由于无法跟踪订单发货，买家不能准确地预测什么时候出货量将到达或还款。为了补偿，购房者持有较高水平的库存，以防止停电等意外的现金需求，以满足支付义务。然而，卖方较长的付款时间增加了销售价格，侵蚀与卖家的关系，并降低了买方的供货基地稳定。同样的动态很难为卖方得到及时的付款。通常，他们必须等待至少45天，有
26、时长达90天或120天。由于其地理位置和规模，销售者通常无法获得价格合理的短期融资。买家延长付款期限情况往往会引起价格上涨或使其无法继续作为供应商。其结果是财政不稳定和高风险。更大灵活性和更多的选择的需求信用和跟单托收信函是传统的贸易融资，以减轻买方经销商使用的风险，并获得融资工具。虽然这些付款方式将继续发挥在贸易融资方面的作用，但在过去的五年里它的重要性以每年约百分之五的速度在削弱。买家和卖家都发现他们使用起来非常的复杂，费时和昂贵。为了缓解这种情况，买家和卖家都转移移到了另一种，更快，更容易，成本更低的交易方式开放式帐户。这减少了风险厌恶者对传统贸易融资产品的需求。在传统的公开账户交易情况
27、，销售商的货物和船舶发送发票给买方。相应地，买方以支票或电子付款的方式支付卖方的发票。不像信贷和跟单托收信函，商业银行参与这一进程被限制在处理支票和付款，提供不了洞察到客户的供应链。目前开放式账户交易占全球贸易的85，减少了传统贸易融资百分之十五左右的份额。结果是银行在参与他们的客户交易的程度不断下降，银行对他们的客户的整体贸易业务也进而越来越小。面对复杂的扩展的供应链的要求，公司正在寻找帮助。阿伯丁集团的研究发现，在2006年90的企业称其全球供应链技术在提供及时的企业融资功能需要的信息不足，这使得银行客户寻找创造性的新方法提高整个供应链的响应速度，可见性，效率，成本优化，流动性和可预见性。
28、受传统银行长期受信用要求的限制，客户寻求银行帮助他们优化财务供应链包括提供新的技术，基于银行支持的开放式账户和新的应付账款和应收账款融资方式。供应链金融（SCF）的介绍阿伯丁集团定义“供应链金融（SCF）是一种由金融机构或第三方供应商或公司本身提供的贸易融资和联合贸易伙伴金融机构技术平台结合而成，并提供发生在一个或几个供应链事件为基础的融资触发器的融资方式。供应链金融的总目标是为买家和卖家优化整个供应链终端的周转。供应链金融的特点和收益银行帮助买方优化其供应链。开方式帐户处理，买方与卖方的支持和直接融资。采购订单、发票数据管理、开方式帐户数据、信用证。满足卖方装运前装运中及装运后的来自卖方的信
29、用证及托收和来自买方的银行开放式账户或者是进口信用证的出口信贷需求。通过应收帐款的融资向卖方提供流动性。有了这些功能，银行可以提供使客户能够降低成本的SCF解决方案，创造在他们的终端到终端的供应链方面的金融稳定性和在过程中更深入和更广泛的客户关系。供应链金融解决方案的关键要素供应链金融解决方案的关键要素包括采购订单/发票数据管理，银行开放式账户，出口/卖方信贷和买方融资。采购订单/发票数据管理全球贸易交易采购订单涉及发票和其他非银行文件。信用证，托收和银行开放式账户工具书仅仅只是提供额外的好处。结合采购订单和发票数据到传统的贸易融资，创造新开放式账户的解决方案，使得银行能够提供与企业的供应链金
30、融一致的强有力的产品。第一步是与客户合作，获得进入采购订单和发票数据。这可以通过门户网站上载或后台整合。一旦数据可得，银行可以提供一些列的服务，具体包括采购订单/结合开放式账户和贸易融资工具的发票，银行这一措施的目的是整合在仪器采购订单条款和/或提供基础性融资。发票配对服务银行也可以匹配采购订和单发票数据，以确定其匹配性。若不匹配，则使发票数据与其采购订单挂钩。匹配的可以更深入地执行上升到较高的水平，而不只是关键数据的匹配。例如，斯威夫特最近介绍了他们的贸易服务工具（台联），提供了深刻的配套服务，他们可以嵌入在其贸易中的应用及其会员银行。采购订单跟踪基于发票的匹配结果，银行可以追踪采购订单和剩余的客户代表结余的状态。这些信息可以通过各种渠道（如前端系统和后台整合）反馈给客户。
