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5. Developing Your Marketing Plan 91

What companies, agents or distributors would most likely be prospective customers for

your export products?

Companies

Agents

Distributors

Product 1

Product 2

Product 3

It may also help to create a proﬁle of your ideal customer, agent, and/or distributor (e.g., size, range,

product lines, experience). This can help you focus on those characteristics that are most suitable and

desirable to identify in your prospects.

Ideal Customer:

Ideal Agent/Distributor:

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5. Developing Your Marketing Plan 92

Notes:

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6. Financing Your Export Venture 93

Financing Your Export Venture

Information

Locating an

SBA Lender

SBA Export Express

Export Working Capital

Program (EWCP)

International Trade

Loan Program

Export-Import Bank

of the United States

Worksheet

> Financing Grid: Financing Your Small Business Export

The U.S. Small Business Administration (SBA) provides export loan guarantee programs to help

small businesses sell products or services overseas. These SBA loan programs are important

because most banks in the United States do not provide domestic loans for export working capital

advances on export orders, export receivables or Letters of Credit.

It is important to note that export working capital is different from domestic commercial lending.

Because of this, you need to know which lenders are proﬁcient in export terminology and ﬁnancing

to support your export sales.

Locating an SBA Lender

Typically, small businesses turn to their local banks for ﬁnancing. However, not all banks are

experienced at providing export ﬁnancing. SBA now has an online list of all export lenders, which

should make ﬁnding a lender easier.

If your bank does not have global expertise, please review the list of SBA participating lenders who

can meet your exporting needs. SBA guaranteed loans are available to assist with marketing

overseas and provide export working capital and long-term loans for capital asset acquisition.

About SBA Lenders

While private sector banks will typically assume limited risk regarding foreign transactions, the U.S.

government can provide export ﬁnancing assistance in the form of guarantees made to U.S.

commercial banks. These banks, in turn, make loans available to you, as a small business exporter.

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6. Financing Your Export Venture 94

• SBA provides lenders with up to a 90% guaranty on its three export loan programs as a credit

enhancement so that the lenders will make the necessary export working capital available.

• A loan can support a single transaction or multiple sales on a revolving basis.

• To qualify, you must have been in business for a full year (not necessarily in exporting) at the time

of application. However, SBA may waive this requirement if your company has sufﬁcient export

trade experience.

Once you commit to taking your business global and are seeking your ﬁrst sales contract, you must

ensure that your buyer is located in a country where there are no U.S. sanctions and the buyer is not

listed on a prohibition document issued by the U.S. Department of Treasury’s Ofﬁce of Foreign Asset

Control.

Identifying Your Loan Goal

As you make your export plans, it is important to identify what you want an export loan to accomplish.

Ensure that:

• The purpose of the loan makes sense for your business;

• Your loan request meets your needs for the speciﬁc use of the loan’s proceeds; and

• You can demonstrate clearly how and when the loan will be repaid.

Several federal agencies, as well as certain state governments, have their own speciﬁc programs.

SBA Export Express

Export Express loans include the following features:

• Streamlined ﬁnancing up to $500,000

• Flexibility and ease of use to both you and your lender

• The simplest export loan product offered by the SBA

• Ability for participating lenders to use their own forms, procedures and analyses

• An answer on your loan in 36 hours or less

Common FAQs:

Who is eligible to receive Export Express ﬁnancing?

Any business that has been in operation, although not necessarily in exporting, for at least 12 full

months and can demonstrate that the loan proceeds will support its export development activity is

eligible for Export Express.

What can the loan funds be used for?

Loan proceeds may be used for business purposes that will enhance a company’s export

development. Export Express can take the form of a term loan or a revolving line of credit. As an

example, proceeds can be used to fund participation in a foreign trade show, ﬁnance Standby

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6. Financing Your Export Venture 95

Letters of Credit, translate your company’s website and product literature for use in foreign markets,

ﬁnance speciﬁc export orders, as well as to ﬁnance expansions, equipment purchases, and

inventory or real estate acquisitions, etc.

How do I apply?

Interested businesses should contact their existing lender to determine if they are an SBA Express

lender. Lenders that participate in SBA’s Express program are also able to make Export Express

Loans. Application is made directly to the lender. The lenders use their own application material in

addition to SBA’s Borrower Information Form. Lenders approve the request and then submit a

limited amount of eligibility information to SBA’s National Loan Processing Center. Check out

SBA’s list of lenders.

Export Working Capital Program (EWCP)

As an exporter, you can apply for EWCP loans in advance of ﬁnalizing an export sale or contract.

With an approved EWCP loan in place, you have greater ﬂexibility in negotiating export payment

terms and can be assured that adequate ﬁnancing will be in place when the export order is received.

Beneﬁts of the EWCP

• Financing for suppliers, inventory or production of export goods

• Export working capital during long payment cycles

• Financing for Standby Letters of Credit used as bid or performance bonds or down payment

guarantees

• Reserves domestic working capital for the company’s sales within the United States

• Permits increased global competitiveness by allowing the exporter to extend more liberal sales terms

• Increases sales prospects in underdeveloped markets that have high capital costs for importers

• Contributes to the growth of export sales

• Low fees and quick processing times

Program Features

Guaranty Coverage

• Maximum loan amount is $5,000,000

• 90% of principal and accrued interest up to 120 days

• Borrower’s low guaranty fee of ¼% of the guaranteed portion for loans with maturities of

12 months or less

• Loan maturities are generally for 12 months or less

Use of Proceeds

• To pay for the manufacturing costs of goods for export

• To purchase goods or services for export

• To support Standby Letters of Credit to act as bid or performance bonds

• To ﬁnance foreign accounts receivable

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6. Financing Your Export Venture 96

Advance Rates

• Up to 90% on Purchase Orders

• Up to 90% on Documentary Letters of Credit

• Up to 90% on Foreign Accounts Receivable

• Up to 75% on eligible foreign inventory located within the United States

• In all cases, not to exceed the exporter’s costs

Interest Rate

• The SBA does not establish or subsidize interest rates on loans.

• The interest rate can be ﬁxed or variable and is negotiated between the borrower and the

participant lender.

Collateral

• The export-related inventory and the receivable generated by the export sales ﬁnanced with EWCP

funds will be considered adequate collateral.

• The SBA requires the personal guarantee of owners (20% or more ownership).

How to Apply

Application is made directly to lenders. You are encouraged to contact the SBA staff at a

U.S. Export Assistance Center (USEAC) to discuss whether you are eligible for the EWCP program,

and whether it is the appropriate tool to meet your export ﬁnancing needs.

Asset Based Lending

Asset Based Loans (ABLs) are revolving lines of credit supported by a monthly Borrowing Base

Certiﬁcate. This certiﬁcate reports levels of assets, accounts receivable and inventory supporting the

loan amount.

• ABLs are generally committed for 12 months and reissued annually. However, ABLs can have up

to a 36-month maturity with annual renewals. When annual reviews are required (loans in excess

of 12 months), your lender will be required to supply updated ﬁnancial statements on your

company to SBA with a request to grant the renewal.

The following advance rate ranges apply:

• Inventory: Up to 75%

• Contracts/Purchase Orders supported by a Letter of Credit: Up to 90%

• Insured Receivables (or supported by Letters of Credit): Up to 90%

• Open Account Receivables: Up to 80%

You are required to submit an export-related Borrowing Base Certiﬁcate to your lender. This will be

submitted as frequently as your lender customarily requires, but at least prior to each disbursement

and no less than once per month.

• The Borrowing Base Certiﬁcate must be in a form satisfactory to your lender, so that the lender

may reconcile the borrowing base and the loan balance to insure your loan has adequate eligible

collateral and is not over-disbursed.

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6. Financing Your Export Venture 97

• You must supply a schedule of inventory and a listing of disbursements and payments on the

loan to SBA. Additional ﬁnancial statements or reports that your lender may require may also be

required.

• If at any time the applicable export-related borrowing base is less than the sum of the aggregate

outstanding amount of disbursements and 25% of the aggregate amount set aside for Standby

Letters of Credit, you shall immediately either pay the lender an amount equal to the difference

between this sum and the export-related borrowing base or provide the lender with additional

collateral sufﬁcient to cover the difference.

• Over-advances—deﬁned as the lender intentionally exceeding the advance rates above the

percentages of the export base formula—are only permitted with prior written approval by SBA.

• Advance rates in excess of those listed on page 5 may be approved by SBA if your lender

provides suitable justiﬁcation.

The accounts receivable and inventory balances represented on such export-related Borrowing

Base Certiﬁcate must be reconciled with your company’s general ledger, accounts receivable

aging, and inventory schedule for that month end. In instances where the loan has no outstanding

principal balance or any outstanding Letters of Credit, you will not be required to submit an

export-related Borrowing Base Certiﬁcate until such time as it requires either a disbursement or

the issuance of a Letter of Credit.

Application Factors:

SBA will consider several factors in reviewing your EWCP application. These questions include the

following:

• Is there a transaction … and is it viable?

• How reliable is the repayment source?

• Can your company perform under the terms of the deal?

International Trade Loan Program

The International Trade Loan (ITL) is designed to help you enter and expand into international markets

and, when adversely affected by import competition, make the investments that are necessary to

better compete. The ITL offers a combination of ﬁxed asset and working capital ﬁnancing with SBA’s

maximum guaranty— 90%— on the total loan amount.

Program Features:

Guaranty Coverage

• Maximum Loan Amount: $5,000,000 in total ﬁnancing.

• SBA can guaranty up to 90% of an ITL up to a maximum of $4.5 million, less the amount of the

guaranteed portion of other SBA loans outstanding to the borrower. (When combined with any

other SBA loans, the maximum guaranty for working capital cannot exceed $4 million.)

• Maturities on the working capital portion of the ITL are typically limited to seven years.

• Maturities of up to 25 years are available for facilities and equipment.

• Loans with a mixed use of ﬁxed asset and working capital ﬁnancing will have a blended-average

maturity.

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6. Financing Your Export Venture 98

Guaranty Fee & Interest Rates

• Lenders may charge up to 2.25% or 2.75% above the prime rate (as published in The Wall Street

Journal), depending upon the maturity of the loan. Interest rates on loans of $50,000 and less can

be slightly higher.

Exporter Eligibility

• Applicants must meet the same eligibility requirements as for SBA’s standard 7(a) Loan Program.

• Applicants must establish that the loan will signiﬁcantly expand or develop an export market, or

demonstrate that the business has been adversely affected by import competition and will

upgrade its equipment and/or facilities to improve its competitive position.

Use of Proceeds

• For the facilities and equipment portion of the loan, proceeds may be used to acquire, construct,

renovate, modernize, improve or expand facilities and equipment in the United States to produce

goods or services involved in international trade.

• Permanent working capital is an allowable use of proceeds under the ITL.

• Proceeds may be used for the reﬁnancing of debt structured with unreasonable terms and

conditions, including any debt that qualiﬁes for reﬁnancing under the standard SBA 7(a)

Loan Program.

• Ineligible Proceeds: SBA 7(a) Loan Program regulations apply.

Collateral Requirements

• Only collateral located in the United States (including its territories and possessions) is acceptable.

• The Small Business Jobs Act of 2010 provides for an exception to the ﬁrst lien requirement. An ITL

can be secured by a second lien position if SBA determines there is adequate assurance of loan

payment.

• Additional collateral, including personal guaranties and those assets not ﬁnanced with ITL

proceeds, may be required as appropriate.

How to Apply

• A small business exporter seeking an SBA-guaranteed loan must apply to an SBA-participating

lender. The lender will submit a completed Application for Business Loan (SBA Form 4), including

all exhibits, to SBA.

• An applicant wanting to qualify as adversely impacted from import competition must submit

supporting documentation that explains that impact, and a plan with projections that explains how

the loan will improve the business’ competitive position. The U.S. Department of Commerce’s

Economic Development Agency must approve adversity of imports justiﬁcations.

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6. Financing Your Export Venture 99

Focus on: SBA Trade and Finance Managers

SBA delivers its export loan program through a network of SBA Trade and Finance Managers

located in U.S. Export Assistance Centers throughout the country.

• These specialists understand trade ﬁnance and are available to explain SBA’s export lending

programs, the application process and forms and to guide exporters in selecting appropriate

payment methods.

• They can also link companies to specialists for increasing export sales and managing foreign

payment risk.

Locate your local SBA Trade and Finance Manager.

Export-Import Bank of the United States

The Export-Import Bank (Ex-Im Bank) of the United States enables U.S. companies—large and

small—to turn export opportunities into real sales. In fact, the agency has supported more than

$400 billion of U.S. exports, primarily to developing markets worldwide. In this way, it turns export

opportunities into real transactions that, in turn, maintain and create U.S. jobs.

The Ex-Im Bank assumes the credit and country risks that private banks are unable or unwilling to

accept. It does not compete with private sector lenders; rather, it provides export-ﬁnancing products

that ﬁll in the gaps in trade ﬁnancing.

The Ex-Im Bank assists U.S. exporters by:

• Matching the ﬁnancing that other governments provide to their exporters.

• Providing working capital guarantees (pre-export ﬁnancing); export credit insurance (post-export

ﬁnancing); and loan guarantees and direct loans (buyer ﬁnancing).

This assistance is available through a selection of funding options.

Loan Guarantee

• Competitive Financing for International Buyers

• Ex-Im Bank assists exporters by guaranteeing term ﬁnancing to creditworthy international buyers,

both private and public sector, for purchases of U.S. goods and services. With Ex-Im Bank’s loan

guarantee, international buyers are able to obtain competitive term ﬁnancing from lenders when

ﬁnancing is otherwise not available or there are no economically viable interest rates on terms over

one-to-two years.

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6. Financing Your Export Venture 100

Beneﬁts:

• Enables international buyers to obtain loans from lenders

• Covers 100% of commercial and political risks

• Flexible ﬁnancing options and repayment terms

• No limits on transaction size

• Medium-term and long-term ﬁnancing available

Direct Loan

• Fixed Rate Term Financing for International Buyers

• Ex-Im Bank assists exporters by providing ﬁxed-rate loans to creditworthy international buyers,

both private and public sector, for purchases of U.S. goods and services.

Beneﬁts:

• Enables international buyers to obtain loans from Ex-Im Bank

• Medium-term and long-term ﬁnancing available

Export Insurance

• Reduces exporter’s risk of receiving payment from buyers

• Reduces borrower’s risk to lender to enhance borrowing capacity

• Mitigates risk for exporters with Letters of Credit in case of political or economic crisis in foreign

market

Locations:

Ex-Im Bank works with small businesses at the local level through its ﬁve regional ofﬁces and a

nationwide network of nearly 40 city/state partners.

• Distribution channels also include 120 delegated authority lenders in 28 states that can directly

commit Ex-Im Bank’s guarantee on working capital loans.

• Insurance brokers in every state can assist with Ex-Im Bank’s export credit insurance applications.

• In addition, Ex-Im Bank participates in approximately 20 trade shows and sponsors more than 20

exporter seminars every year, including events involving small exporters as well as exporters of

environmentally beneﬁcial goods and services. Check out the Event Schedule.

Worksheet

Financing Grid: Financing Your Small Business Export

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