Rudy Dries

Rabobank Salland | Rudy Dries


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Rabobank Salland

International business with Rabobank Salland

Whether it’s about finding the right partners or acquiring knowledge about the laws and regulations in a certain country: for entrepreneurs, there are plenty of challenges when doing business internationally. In addition, there are of course differences in language and culture. The farther from home, the more difficult it can be.

Rabo International Office The Rabobank has been active internationally for over 40 years, in over 120 countries at the moment. In over 40 of these, we have physical offices. In half of these countries, including Germany, Belgium, United Kingdom, China and Brazil and in North America, we have a Rabo International Desk with Dutch-speaking colleagues. Entrepreneurs who operate in these countries often have specific questions about matters such as local payment accounts, currency matters, financing and leasing. The Rabobank knows the foreign markets and provides in the need for answers. In addition, the Rabobank can take care of an introduction at an embassy or chamber of commerce and they give advice about trade risk management. If you are doing business outside of the Netherlands, you will keep one main contact within your own local Rabobank.

Benefits of the Rabo International Desk:

  • specifically for our Dutch customers, in all sectors and company sizes
  • professionals who speak the Dutch and the local language
  • knowledge of the local laws and regulations and customs
  • access to our local network and contact with reliable local partners

International Business with Rabobank Salland

Rudy Dries, 55 years old, is expert Financial Logistics at Rabobank Salland, has over 25 years’ experience in the field of international trade risk management and has been working for the Rabobank since 2005. Both for large businesses and SMEs with international questions, Rudy’s experience is used by the business account manager. From Rudy, there is a very short line to the International Desks.

Trade risk management

Rudy Dries: “Internationally active entrepreneurs are faced with several different risks. Not to be underestimated factors in international business are the payment and delivery security. A signature on a contract is not a guarantee. An export order is not successful until the payment has been made. A logical reasoning, but are you aware of all the risks in an export order? In trade risks, one often thinks of default risk with a Letter of Credit (LC) as the solution, but is this always the right choice?

It is important to map out the impact of risks on the continuity of the business in advance. A risk can depend on the size of the order and the transaction characteristics, can have a big or small impact on the business. When a project is deciding for over 50% of the annual turnover, no sales can lead to capital destruction and possibly to the demise of the business. In case of a large distribution area, a business can easily take care of non-payment. The conclusion is that a proper analysis of the impact of risks is of great importance to take the right measures.

To be prepared as best as possible to cover the risks and the negotiations with your customers, I advise to follow the following steps for every order.

The most important steps:

  1. Inventory which trade risks are applicable before signing the sales contract. Possibly consult your bank for analysis and advice.
  2. Negotiate with your customer which conditions are discussable.
  3. Decide the impact of the inventoried risks for the business.
  4. Decide which risks you want to cover, limit or possibly accept.
  5. Inventory the possibilities together with your bank and choose the solutions that fit your business, type of transaction and customer (a complex solution is sometimes difficult to sell).

In addition, sanction legislation plays an increasingly more important role in international trade. Problems such as the following arise: Are dual-use goods concerned, who is the buyer and are they also the end user or are the goods sold to other parties in sanction countries. The sanctions for not complying with these laws can have a significant impact on companies and their directors.

Why is this interesting for you?

In my opinion, using custom work solutions that fit the specific order are more successful. An instrument to cover risks ought to fit the business, the nature of the goods, the country of the customer and the size of the transaction. So the choice for a payment condition and collateral is of commercial importance. From Rabobank Salland, I inventory the most important trade risks together with the entrepreneur to then decide which tools will be used to minimise the risks. To do this, I do not only look at trade risks, but also at the working capital’s impact on the company.”