A senior banker's reading guide to exporter facility reviews.
SENIOR BANKER'S READING GUIDE · EXPORTER FACILITY REVIEWS
TOOLKIT · LIVE
PDF + EXCEL · 20 PAGES · 10-SHEET WORKBOOK · US$19
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ALSO IN THE VAULT The Manufacturing Banking Toolkit is the same reading discipline for a different desk, US$19 on its own.
See the manufacturing toolkit →A senior banker's reading guide to exporter facility reviews — the four concerns banks have when the money crosses the water, the eight numbers that decide the facility, and the twelve questions senior bankers ask in the first sixty minutes, with what strong and weak answers reveal.
A domestic receivable asks one question: will they pay? An export receivable asks four — will they pay, in what currency, on whose promise, and if they don't, can the bank reach the goods. The Trade & Export Banking Toolkit is reference material for junior commercial bankers, banking analysts, and serious students of commercial credit. A 20-page editorial PDF walks through how a senior banker reads an exporter before credit committee: the export ledger by settlement method, currency exposure measured net rather than gross, concentration read by buyer, market, and channel, and the bank's control of the goods — with the signals that move a file from acceptable to preferred.
The accompanying ten-sheet Excel workbook supports the read. Pre-populated with a composite exporter so it is alive when you open it: a 13-week cash flow in the currencies the money arrives in, an FX exposure sheet that walks from gross to net to cover in months, and the export book split by letter of credit, documents against acceptance, insured and uninsured open account. Replace the blue cells with your own file; verdicts update live.
Four concerns banks have about every exporter (the currency mismatch, whose promise the bank is holding, where the concentration actually lives, whether the bank can reach the goods). Three signals that move a facility from acceptable to preferred. Eight numbers every trade credit committee reads — with a worked illustration, a sub-segment table, and three composite exporters read side by side.
Twelve questions a senior commercial banker will ask in the first sixty minutes of an exporter review — the receivables by settlement method, the net currency exposure, the distributor asking for 120 days, the plan if the corridor closes. Each with what a strong answer sounds like, what a weak answer reveals, and the follow-up. Three composite decline scenarios show why export facilities get declined.
Settings for the sub-segment, the rates and the stress scenarios. Business Dashboard. Export Receivables by settlement method. Buyer & Market Concentration in four columns. FX Exposure — gross to net to cover in months, with a sensitivity table. 13-Week Cash Flow in the currencies the money arrives in, at printed conversion rates. Facility 12-month curve against the shipping cycle. Stress Test for an FX shock and a distributor delay. Banker Checklist with live verdicts. README. Pre-populated with a composite exporter.
A 12-point self-diagnostic at the end of the PDF, scored live in the workbook. Answer each — the toolkit will tell you whether an exporter's facility request is ready for credit committee as drafted, or whether the request is funding terms rather than shipments. An early decline is harder to come back from than a delayed conversation.
Michael Shang has spent sixteen years inside commercial banking across the Beijing and Auckland markets, including roles at Chinese state-owned banks and mainstream New Zealand banks. He is a Chartered Banker, Moody's-certified in credit analysis, and holds an MBA. He writes on commercial credit judgment and cross-border finance.
All borrowers, persons, and figures referenced in this product are composite and fictional. They reflect patterns observed across the author's commercial banking practice but do not represent any actual borrower, transaction, or institution. Material is provided for educational purposes only and does not constitute professional credit advice.
US$19 · PDF + 10-sheet Excel workbook
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Or claim it: 400 coupons — 50 for opening a desk, 25 for every issue you answer. Open a desk →
The same four concerns, eight numbers, and twelve questions — for a manufacturing facility review.
An exporter paid in USD with costs in NZD asks for a multi-currency facility — and won't say which currencies. Read it the way a senior banker does, free.