Stenn誓腾国际保理：支持中国的全球贸易

近几年中国商业保理市场迅速扩容，不仅国内保理商数量快速增加，而且国际上具有成熟经验的保理商也寻求开拓中国市场。Stenn誓腾国际保理有限公司总部位于英国，为亚洲市场和发达市场之间的进出口贸易提供融资支持。本刊特采访了Stenn誓腾集团总裁Kerstin Carolin Braun，来看看她眼中的中国保理市场以及Stenn誓腾选择与中国外贸企业站在一起的理由。
In recent years, China’s commercial factoring market has expanded rapidly, not only the number of domestic factoring firms has increased rapidly, but also the international factoring firms with mature experience are seeking to open up the Chinese market. Stenn is headquartered in the United Kingdom, providing financial support for import and export trade between Asian and developed markets. Imp-Exp Executive magazine interviewed Kerstin Carolin Braun, president of Stenn Group, to see what competitive advantages Stenn has and why Stenn chose to stand with Chinese foreign trade enterprises.

进出口经理人：
Stenn誓腾是一家怎样的公司？现在要布局中国保理市场的理由是什么？
What kind of company is Stenn? What are the reasons for Stenn to be involved in the Chinese commercial factoring market now?

Kerstin Carolin Braun：
Stenn誓腾是全球贸易融资解决方案的提供者。我们的总部设在英国，我们有世界各地的专家为客户提供当地服务。重要的是，我们的融资能给出口商和买方都带来好处。出口商在货物装运上船时即可收到保证付款，买家则可获得最多长达120天的赊销结算期。这是双赢。
Stenn is a provider of financing solutions for global trade. Our headquarters are in the United Kingdom, and we have experts around the world to provide local service to our clients. The great thing about our financing is that it provides benefits to both the exporter and the buyer. The exporter receives guaranteed payment at shipment and invoicing and the buyer receives open account terms of up to 120 days. It’s a win-win.
我们很高兴参与中国保理市场。虽然目前有许多商业保理商可为国内贸易提供解决方案，但在国际贸易方面，那些出口型企业寻求融资的选择非常有限。而Stenn誓腾能为出口全球的贸易商提供营运资金援助。
We are very excited to be involved in the Chinese factoring market. While there are many commercial factoring providers offering solutions for domestic trade, companies looking to factor export invoices have very limited options. We provide working capital relief to companiesexporting to customers around the globe.

进出口经理人：
据我们了解，当前中国商业保理市场正快速扩容，但同业竞争比较大。您认为，当下是进入中国市场的好时机吗？Stenn誓腾的优势和核心竞争力体现在哪里？
According to our research, the current commercial factoring market in China is expanding rapidly and the competition in such industry is also fierce, do you think it is a good time for Stenn to enter the Chinese market? What are the advantages and core competitiveness of Stenn?

Kerstin Carolin Braun：
我们认为这是一个伟大的时刻。每当市场或经济出现不确定性时，企业都需要确保它们有一个可靠的融资伙伴。Stenn誓腾不是银行，作为国际保理商，我们能够为几十个国家和地区的出口提供资金。Stenn誓腾还得到了像法国Natixis银行和美国国际集团（AIG）这样的老牌机构的支持，确保我们能长期运营和发展。我们有信心成为中国企业出口融资服务的最大供应商。
We think it’s a great time. Whenever there is market or economic uncertainty, companies need to know they have a dependable financing partner. Because Stenn is not a bank, we are able to finance exports to a dozens of countries. And we backed by established companies such as Natixis and AIG, ensuring that we will be around for the long run. We are confident in our ability to be the top provider of export financing services to Chinese companies.
除了广泛的全球覆盖范围，我们还有一些额外的优势。使用Stenn誓腾的解决方案，出口商可以向买家提供赊账方式，而不用担心托收或不付款。相比其他商业保理商预付80%的信用额度，在许多情况下，Stenn誓腾在货物装船时即预付应收账款金额的100%，且只收取较少的费用。最后，我们的解决方案很容易实施，不需要抵押或担保。
In addition to our expansive global coverage, we offer several additional advantages. With Stenn, exporters are able to offer open account terms to their buyers, without the worry of collections or non-payment. In many cases, we advance 100% of the invoice amount less any fees at the time of shipment and invoicing, compared to 80% from other providers. Finally, our service is easy to put into place, with no guarantee or collateral required.

进出口经理人：
商业保理主要服务中小企业，但实际操作中，只有具备一定规模的企业才能获得融资且额度较少。Stenn誓腾是如何在规避自身风险和为客户提供更多信用额度之间平衡的？
Commercial factoring mainly serves small to medium-sized enterprises, but in reality, only enterprises with a certain scale can receive financing but with small limits. How does Stenn balance itself in mitigating its own risks and providing more credit lines to its clients?

Kerstin Carolin Braun：
由于Stenn誓腾在无追索权的基础上提供保理服务，因此在确定信用额度时，我们关注买方的规模和信誉度，而不是出口商的。这使得我们的服务模式对所有规模的出口商都很有吸引力。
Since Stenn provides factoring services on a non-recourse basis, we focus on the size and creditworthiness of the buyer, not the supplier, when determining credit lines. This makes our model really appealing for exporters of all sizes.
为了在允许的限额和减轻风险之间取得正确的平衡，Stenn誓腾依靠具有数十年在全球范围承保信用风险经验的内部专家。他们了解国家风险和行业风险，这对跨国界保理业务的成功至关重要。
To strike the right balance between limits granted and risk mitigation, we rely on in-house experts with decades of experience underwriting credit risk on a global scale. They have knowledge of country and sector risk that is crucial for success in cross-border factoring.

进出口经理人：
对于布局中国保理市场，当下Stenn誓腾正在哪些方面推进？未来有什么打算？
At present, what are the Stenn initiatives for expanding the business in China’s factoring market? What are the plans for the future?

Kerstin Carolin Braun：
中国供应世界，Stenn誓腾希望支持中国的全球贸易。我们确立了自己在中国出口保理市场的先驱地位，并渴望进一步扩大影响力。通过增加员工为越来越多的出口商服务，Stenn誓腾在中国继续保持增长。我们现在没有停下的打算！我们的目标是成为中国最大的出口保理供应商，我们致力于在这个重要的市场扩大业务。
China supplies the world, and Stenn wants to support China’s global trade. We established ourselves as a first mover in the Chinese export factoring market and are eager to expand our position. We are continuing to grow in China by adding staff to serve more and more exporters. We have no plans to stop now! Our goal is to be the top provider of export factoring in China and we are committed to growing our presence in this important market.

Kerstin Carolin Braun博士简介
Dr. Kerstin Carolin Braun
Kerstin Braun拥有20年的跨国公司高管经验，专注于金融风险产品。她在底线收益（利润）和顶线增长（销售额）、扩大分销渠道和建立可持续伙伴关系、改善经营业绩、产品创新和组织效率等方面都取得了显著的成功。Kerstin于2017年加入Stenn誓腾，担任全球销售主管，并于2018年成为总裁。在Stenn誓腾，她指导公司成长和发展的所有领域，包括建立Stenn誓腾的全球品牌、绘制公司持续扩张的投资组合和足迹图，以及实施技术以优化运营绩效。在Stenn誓腾之前，Kerstin在全球信用保险公司科法斯集团（Coface）担任高管职位，先是在德国，后是在美国，最近的一次是担任市场销售部执行副总裁。在此之前，她在科法斯德国公司担任了几个管理职位，包括销售总监，负责德国、荷兰和斯堪的纳维亚半岛的业务。在这些角色中，在跨国和多元文化环境中，Kerstin在建立和管理高性能的、充满激情的团队方面取得了一贯的成功。她的经验扩展到了战略规划和业务发展、重组、客户关系管理系统（CRM）、卓越流程计划、销售领导者和建立可持续伙伴关系等方面。Kerstin拥有德国图宾根大学法学博士学位和奥地利萨尔茨堡大学法学博士学位。她是德国罗伊特林根大学ESB商学院国际销售管理教授/客座讲师。
Kerstin Braun has 20 years of experience in executive management of multinational companies focused on financial risk products. She brings proven success in top and bottom line growth, expansion of distribution channels and building sustainable partnerships,improved operational performance,product innovation, and organizational effectiveness.
Kestin joined Stenn in 2017 as Global Head of Sales, becoming President in 2018. At Stenn, she directs all areas of the company’s growth and development, including building Stenn’s global brand, charting the company’s continued expansion in terms of portfolio and footprint, and implementing technology to optimize operational performance.
Prior to Stenn, Kerstin held positions of increasing responsibility at global credit insurer Coface, first in Germany and then in the United States, most recently as Executive Vice President Sales and Marketing. Prior to that she held several management positions at Coface Germany, including Sales Director covering Germany, the Netherlands and Scandinavia.
In these roles, Kerstin achieved consistent success in establishing and managing high performing passionate teams in multinational and multicultural environments. Her experience extends to strategic planning and business development, reorganization, CRM systems and process excellence programs, sales leadership, and building sustainable partnerships.
Kerstin holds a Doctor of Law degree from University of Tübingen and a PhD in Law from Universität Salzburg. She is a Professor / Guest Lecturer in International Sales Management at ESB Business School, Reutlingen University.