• Swiss Exporters in International Markets: From Indicative Financing Proposals to Financial Close

    Winning an international export contract increasingly depends on more than product, quality and price. Financing can be the decisive factor. By integrating financing into the sales process early, Swiss exporters can strengthen their competitive position, make their commercial and technical offers more attractive.

    AIL and its affiliated company Xport Finance AG (XFi) provide tailored financing solutions — from complex large-scale projects to streamlined export transactions.

    The Changing Demands of Global Export Markets

    When evaluating international offers, foreign buyers rarely consider technical specifications and pricing in isolation. Increasingly, they also assess how the project or equipment delivery will be financed.

    Exporters who leave financing entirely to their buyers may face project delays or risk losing contracts to international competitors offering integrated financing solutions. Embedding financing into the bidding and sales process at an early stage can turn a potential obstacle into a distinct commercial advantage.

    This turns financing from a potential bottleneck into a strategic competitive advantage.

    A Dual Approach: AIL and XFi

    1. Large-Scale Projects & Complex Structures — via AIL

    Different transaction sizes and project structures call for different financing approaches. By combining the financial advisory capabilities of AIL with the in-house lending capacity of XportFinance AG (XFi), Swiss exporters benefit from comprehensive expertise in project and export finance, access to a broad banking network, and a dedicated source of export financing.

    • Early Engagement: Exporters approach AIL with customer enquiries, tender documents or project specifications at an early stage
    • Indicative Financing: AIL develops tailored, non-binding financing proposals aligned with the commercial and technical requirements of the tender
    • Funding & Execution: Once the transaction progresses towards contract award and execution, AIL structures and coordinates the required funding, bringing together commercial banks, Development Finance Institutions (DFIs) and Export Credit Agencies (ECAs), including such as the Swiss Export Risk Insurance SERV

    This gives exporters a reliable financing solution early in the process, which they can incorporate into their offer.

    2. Streamlined Export Transactions — via XFi

    For small- and mid-sized export transactions XFi provides direct and agile export financing solutions, supported by the Swiss Export Risk Insurance SERV.

    • Product Suite: SERV-backed financing structures, including Buyer Credits, Supplier Credits and Working Capital facilities
    • Efficient Execution: Streamlined underwriting and policy administration designed to provide efficient financing directly linked to the export transaction
    • Agility: A financing approach tailored to the needs and timelines of individual export contracts

    Case Study XFi: Zünd Systemtechnik AG

    Zünd Systemtechnik AG (Zünd), a leading Swiss manufacturer of digital cutting systems and precision cutting solutions, serves customers worldwide. In selected emerging markets such as Brazil, Zünd includes a financing offer generated directly via XFi with its sales proposals, enabling customers to access both the technology and financing from a single source.

    This approach has accelerated the sales process, significantly improved the win rate of international proposals, and increased the share of financed transactions to over 80%.

    Integrating Financing into the Sales Process

    Developing a financing concept only at the end of the sales cycle can significantly limit the available options. By incorporating indicative financing terms into the commercial and technical offer at an early stage, sales teams can present potential buyers with a complete proposition: competitive technology and quality combined with a credible and viable financing solution.

    With AIL’s financing expertise and broad network of banks and financing partners, combined with XFi’s direct financing solutions, Swiss exporters receive tailored support throughout the entire process – from the initial financing concept to the successful closing of the financing.