Casos de estudio - Ingram Micro: Trade credit insurance for the technology sector

How we helped Ingram Micro manage risk and gain confidence to explore new markets

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Compañía:

Ingram Micro

Sector comercial:

Technology

Mercado:

Global

Desafío:

Over cautious credit management stifled business growth.

Resultados:

Outsourcing credit management to Atradius enabled the company to better understand and take a more balanced risk approach they were comfortable with.

Como lo hacemos posible:

Business information tools coupled with strong team and support from Atradius.

The role that Atradius plays in our credit management processes cannot be underestimated.

Atradius case study - Frédéric Wittemans, Ingram Micro Frédéric Wittemans
Ingram Micro

In order to meet the needs of multinational technology company, Ingram Micro,
our Global team mirrors the location and size of their offices around the world. Their credit team has described our support as “almost an extension of our own business” and acknowledges the role we play in their customer service and business development.

Aims

For Ingram Micro, the key objective was the promotion and achievement of ‘business balance’. As their Director of Credit for Europe, Frederic Wittemans, explained: “Within our business, credit management sits at the fulcrum of a ‘business balance’ with sales on one side and risk on the other.

“If we’re too protective and risk averse, then we will lose revenue and sales opportunities, yet too much focus on sales will inevitably result in increased trading risk and the potential for losses.

“This is why it is essential that we have a strong team, excellent business information feeds and expert support through our credit insurance partners, Atradius.

Our role

We have been providing credit insurance, business information and risk management support to Ingram Micro since 2007. We work in close partnership with their credit management team and with their broker, Marsh.

The scale of Ingram Micro’s customer base, and the total level of credit it provides in Europe, has been a key influence on how the credit insurance provision is managed.

The bulk of the credit cover is allocated to the company’s 11,000 largest customers as they present the highest credit risk, due to the volumes and value of orders placed. Also, as they’re larger businesses, their own credit management processes are more sophisticated and well structured, which means that the credit procedures and the associated risks presented to Ingram Micro are reduced.

For the vast majority of the remaining 69,000 smaller accounts, the trade is not covered by credit insurance, but the level of credit offered by Ingram Micro is decided by their credit management team in conjunction with us and is driven by the collective database of business information and the joint expertise that exists in the two businesses.

Our goal is always to provide the best advice we can to help Ingram Micro’s business. Recognising the value of this, Ingram Micro involve us in management meetings, inviting us to offer our perspective in order to help them ‘police’ their credit management processes.

“The role that Atradius plays in our credit management processes cannot be underestimated. They have become almost an extension of our own business with no barriers to communication, decision-making or information, which has helped simplify the process dramatically”, said Frederic Wittemans.

Outcomes

In addition to supporting Ingram Micro’s objective to create business balance, our business intelligence has also provided an additional perspective. In a number of specific situations, this has given them the confidence to trade out of risks and maintain revenues, when their original approach would have caused them to write off losses.

Case Study Ingram micro

In addition to supporting sales, the strength and versatility of Ingram Micro’s credit management processes have been demonstrated in large scale acquisitions such as that of major mobile technologies distributor BrightPoint Inc.

About Ingram Micro

Ingram Micro is the world’s largest technology distributor and a leading technology sales, marketing and logistics company for the IT industry worldwide.

Since its beginnings in 1979, Ingram Micro has connected technology solution providers with vendors worldwide, identifying markets and technologies that shape the IT industry.

Today, Ingram Micro remains at the forefront of the global technology marketplace, bringing the latest products and services to market and finding new ways to bring value to its customers.

 

Disclaimer y Buró de Entidades Financieras

Este informe se presenta, con fines de información únicamente y no está pensada como una recomendación en cuanto a las transacciones particulares, inversiones o estrategias en modo alguno a cualquier lector. Los lectores deben tomar sus propias decisiones independientes, comerciales o de cualquier otro tipo, con respecto a la información proporcionada. Aunque hemos hecho todo lo posible para garantizar que la información contenida en este informe sea obtenida de fuentes confiables, Atradius no es responsable por los errores u omisiones, o por los resultados obtenidos del uso de esta información. En ningún caso Atradius, sus corporaciones o empresas relacionadas, afiliadas y subsidiarias, ni los socios, agentes o empleados, serán responsables por cualquier decisión o medida adoptada con base en la información en este informe, o por ningún daño directo, indirecto, especial, incidental o consecuente, resultante del uso de la información de las declaraciones hechas en este documento. BURÓ DE ENTIDADES FINANCIERAS ¿Qué es el Buró de Entidades Financieras? Es una herramienta de consulta y difusión con la que podrás conocer los productos que ofrecen las entidades financieras, sus comisiones y tasas, las reclamaciones de los usuarios, las prácticas no sanas en que incurren, las sanciones administrativas que les han impuesto, las cláusulas abusivas de sus contratos y otra información que resulte relevante para informarte sobre su desempeño. Con el Buró de Entidades Financieras, se logrará saber quién es quién en bancos, seguros, sociedades financieras de objeto múltiple, cajas de ahorro, afores, entre otras entidades. Con ello, podrás comparar y evaluar a las entidades financieras, sus productos y servicios y tendrás mayores elementos para elegir lo que más te convenga. Esta información te será útil para elegir un producto financiero y también para conocer y usar mejor los que ya tienes. Este Buró de Entidades Financieras, es una herramienta que puede contribuir al crecimiento económico del país, al promover la competencia entre las instituciones financieras; que impulsará la transparencia al revelar información a los usuarios sobre el desempeño de éstas y los productos que ofrecen y que va a facilitar un manejo responsable de los productos y servicios financieros al conocer a detalle sus características. Lo anterior, podrá derivar en un mayor bienestar social, porque al conjuntar en un solo espacio tan diversa información del sistema financiero, el usuario tendrá más elementos para optimizar su presupuesto, para mejorar sus finanzas personales, para utilizar correctamente los créditos que fortalecerán su economía y obtener los seguros que la protejan, entre otros aspectos. Puedes consultar la información relativa al Buró de Entidades Financieras, tanto de Atradius Seguros de Crédito. S.A., como de todo el sector asegurador en el siguiente enlace: http://www.buro.gob.mx