Form EIB 00-02 EIB 00-02 Annual Competitiveness Report Survey of Exporters and Ba

Competitiveness Report: Exporter and Lender Survey 2018
Paperwork Reduction Act Statement

According to the Paperwork Reduction Act of 1995, no persons are required to respond to a collection of information unless such
collection displays a valid OMB control number. The valid OMB control number for this information collection is 3048-0004. The time
required to complete this information collection is estimated to be 90 minutes per response, including the time spent to review
instructions, search existing data resources, gather the data needed, and complete and review the information collection. If you have
any comments concerning the accuracy of the time estimate(s) or suggestions for improving this form, forward correspondence to
EXIM Bank and the Office of Management and Budget, Paperwork Reduction Project, OMB # 3048-0004 Washington, D.C. 20503.

Competitiveness Report: Exporter and Lender Survey 2018
Introduction

The Export-Import Bank Act of 1945 (as amended) directs EXIM to report annually to the U.S. Congress on any actions taken toward
providing export credit programs that are competitive with those offered by official foreign export credit agencies.
The Report measures competitiveness through a series of comparisons which draw on quantitative information about the programs
and policies of the major foreign export credit agencies. For instance, the Report provides a comparative assessment of the general
financing elements (terms and conditions) as well as the parameters of the major export credit and related programs (such as aircraft,
project finance, co-financing, environmental exports, and services exports). EXIM further evaluates noteworthy public policy
considerations that affect EXIM’s support and therefore have the potential to impact U.S. exporter competitiveness (e.g., economic
impact, U.S. content requirements, and shipping polices).
As part of this report, Congress requires EXIM to conduct a survey of users of its programs to gain insights into the real-world utility of
EXIM's export credit support and the competitiveness of EXIM’s programs. Your organization's views are essential in understanding
how EXIM can support the success of American businesses in the international marketplace. Your participation is also critical in
obtaining a representative and valid sample of EXIM Bank users and substantiating the Bank’s true performance.

Competitiveness Report: Exporter and Lender Survey 2018
Instructions

Please respond to all questions based on the company’s most recent experiences.
If your company engaged EXIM for more than one transaction, please respond with your average experience and use the
general comments area in each section to discuss how a specific deal differed (e.g., your company’s experience with the longterm loan program compared to the medium-term insurance program).
You may forward the survey link to the most appropriate contact person at your organization to respond to a specific section.
EXIM will consolidate separate submissions.
Questions that require a response are marked with an asterisk (*).

Competitiveness Report: Exporter and Lender Survey 2018
Contact Information

* 1. Name

2. Title

3. Phone

4. E-mail

* 5. Company

Competitiveness Report: Exporter and Lender Survey 2018
Company Information

* 6. What EXIM programs(s) did your company utilize? This includes transactions awaiting EXIM approval.
(Choose all that apply)
Long-term guarantee

Medium-term loan

Long-term loan

Short-term insurance

Medium-term guarantee

Working capital

Medium-term insurance

Company did no business with EXIM

* 7. Is your company an exporter, a lender, project sponsor, or a sub-supplier? (Choose all that apply)
Exporter
Lender
Project Sponsor
Sub-supplier
Other (please specify)

Competitiveness Report: Exporter and Lender Survey 2018
Supplier Information

8. How many suppliers did your company use to execute export contracts?
None

76 - 100

1 - 25

100+

26 - 50

Don't know

51 - 75

9. How many employees did your supplier(s) employ?
Under 500
500 - 1,000
1,000 - 10,000
10,000+
Don't know
Not applicable

Competitiveness Report: Exporter and Lender Survey 2018
Foreign ECA Experience

* 10. Did your company work on a transaction with another Export Credit Agency (ECA) besides EXIM? (i.e.,
did another ECA finance the export of your company's product or guarantee a loan from your bank).
Yes
No

Competitiveness Report: Exporter and Lender Survey 2018
Foreign ECA Experience (continued)

11. With which foreign ECAs did your company do business? (Choose all that apply)
BNDES (Brazil)

Finnvera (Finland)

CESCE (Spain)

GIEK/ECN (Norway)

Bpifrance (France)

JBIC/NEXI (Japan)

UKEF (United Kingdom)

KSURE/KEXIM (Korea)

EDC (Canada)

SACE (Italy)

Euler Hermes (Germany)

Sinosure/China Exim (China)

Other (please specify)

12. How did your organization come into contact with the foreign ECA?
The foreign ECA reached out to our organization
Our organization reached out to the ECA based on past experience
Our organization reached out to the ECA based on the content of the export(s) needing financing
Other (please specify)

13. Which of the following was the primary basis for support?
Content from the ECA's country in a U.S. export
Production facilities and/or foreign offices in the ECA's country
The ECA's country will import final goods or products from the project (e.g., an off-take agreement)
Other (please specify)

14. Overall, how would you compare EXIM to other ECAs?
EXIM is far less competitive
EXIM is slightly less competitive
EXIM is equally competitive
EXIM is slightly more competitive
EXIM is much more competitive
Don't know

Competitiveness Report: Exporter and Lender Survey 2018
Foreign ECA Experience (continued)

15. Do you work with another ECAs' headquarters, satellite offices, or both?
Headquarters
Satellite
Both
Don't know

16. How did EXIM's response time to routine calls and inquiries compare with that of other ECAs?
EXIM had much slower response time
EXIM had slightly slower response time
EXIM had equal response time
EXIM had slightly faster response time
EXIM had much faster response time
Don't know

17. How did EXIM’s ease of doing business impact EXIM’s competitiveness with other ECA's?
Made EXIM far less competitive
Made EXIM slightly less competitive
Made EXIM equally competitive
Made EXIM slightly more competitive
Made EXIM much more competitive
Don't know

18. Please provide general comments on your company’s experience with foreign ECAs.

19. Compared with prior to July 2015 (when EXIM lost its quorum and became generally unable to finance
transactions greater than $10 million in value or with a tenor longer than seven years), how would you
describe your relationship with foreign ECAs?
Much more engaged than before
More engaged than before
No change
Less engaged than before
Much less engaged than before
Please provide additional comments on why or how your relationship with ECAs other than EXIM has changed.

Competitiveness Report: Exporter and Lender Survey 2018
Direct ECA Competition

* 20. Did you work on a transaction where a buyer chose between two suppliers who were each supported
by an export credit agency?
Yes
No

Competitiveness Report: Exporter and Lender Survey 2018
Direct ECA Competition (continued)

21. Did the buyer choose the supplier supported by U.S. EXIM or the foreign ECA?
U.S. EXIM supported company
Foreign ECA supported company

22. What do you believe was the main factor in the buyer's decision?
Non-ECA related factor (e.g., quality of goods, after-sale support, etc.)
Interest rate
Exposure fee
Tenor
Speed of doing business
Shipping policy
Environmental policy
Foreign content policy
Economic impact policy
Other (please specify)

Competitiveness Report: Exporter and Lender Survey 2018
Short-term Support

Short-term Support: Programs under which credit terms of up to one year are offered to foreign
buyers.
23. Is your organization a small- or medium-sized enterprise (SME)? (For the purposes of this question,
please use the Small Business Administrations definition of an SME, available here:
https://www.sba.gov/document/support--table-size-standards)
Yes
No

24. Why did your organization use official short-term export credit insurance in CY2018? (Choose all that
apply)
Transaction risk of non-payment
Country risk
Commercial bank requirement
Corporate philosophy
Reduce financing cost
Increase financing amounts
Other (please specify)

25. How important were each of the following factors to your organization when selecting between official
and private sector short-term export credit providers?
Very important

Important

Neither important
nor unimportant

Not important

Not important at all

Dependability/Predictability
Individual credit limits
Cover (e.g., 90% vs. 95%)
Price/premium rates
Minimum premium
amounts
Response time
Exclusions or limitations
Risk appetite
Ease of use
Terms (e.g., deductibles)
Documentary/reporting
requirements

26. Please provide any additional comments you think relevant regarding your experience with EXIM's
short-term insurance program.

Competitiveness Report: Exporter and Lender Survey 2018
Short-term Support (continued)

* 27. Did your organization utilize the short-term insurance program of another ECA in CY 2018?
Yes
No
If yes, please specify.

28. Compared with EXIM, how would you rate the short-term program offered by your answer to #27
above?
Much better
Better
About the same
Worse
Much worse

29. Please provide general comments on your experience using the short-term programs of other ECAs.

Competitiveness Report: Exporter and Lender Survey 2018
Short-term Support (continued)

* 30. Did your organization utilize the short-term insurance program of a private insurer in CY 2018?
Yes
No
If yes, please specify.

31. Compared with EXIM, how would you rate the short-term program offered by your answer to #30
above?
Much better
Better
About the same
Worse
Much worse

32. Please provide general comments on your experience using the short-term programs of private
insurers.

Competitiveness Report: Exporter and Lender Survey 2018
Aircraft

* 33. Did your company utilize EXIM to finance aircraft?
Yes
No

Competitiveness Report: Exporter and Lender Survey 2018
Aircraft (continued)

34. Overall, how did EXIM's support for aircraft transactions compare with that offered by other ECAs?
EXIM is far less competitive
EXIM is slightly less competitive
EXIM is equally competitive
EXIM is slightly more competitive
EXIM is much more competitive
Don't know

35. Please provide general comments on your company’s experience with EXIM's aircraft financing.

Competitiveness Report: Exporter and Lender Survey 2018
Project and Structured Finance

Project finance: The financing of an asset (or “project”) whereby the lender relies purely on the underlying cash flows being generated
by the asset as the sole source of repayment for the loan.
Structured finance: Financing relies on the underlying project’s revenues to ensure against the risk of non-payment, but is not the
sole source of repayment.

* 36. Did your company utilize EXIM for project or structured finance deals?
Yes
No

Competitiveness Report: Exporter and Lender Survey 2018
Project and Structured Finance (continued)

37. Overall, how did EXIM's support for project finance or structured finance transactions compare with that
offered by other ECAs?
EXIM is far less competitive
EXIM is slightly less competitive
EXIM is equally competitive
EXIM is slightly more competitive
EXIM is much more competitive
Don't know

38. Specifically, how did EXIM's support for project or structured finance transactions compare with that
offered by each of the following ECAs?
EXIM is far less EXIM is slightly EXIM is equally
competitive
less competitive
competitive

EXIM is slightly
more
competitive

EXIM is much
more
competitive

Don't know

BNDES (Brazil)
Bpifrance (France)
UKEF (United Kingdom)
EDC (Canada)
Euler Hermes
(Germany)
JBIC/NEXI (Japan)
KSURE/KEXIM (Korea)
SACE (Italy)
Sinosure/China Exim
(China)
Other (please specify)

39. Please provide general comments on your company’s experience with EXIM's project or structured
finance program.

Competitiveness Report: Exporter and Lender Survey 2018
Cover Policy

Cover policy: The extent to which an ECA is open for business in a country across tenors and buyer types. It should represent an
ECA’s general attitude about a country.

40. How did EXIM's country cover policy compare with that of other ECAs?
EXIM is far less competitive
EXIM is slightly less competitive
EXIM is equally competitive
EXIM is slightly more competitive
EXIM is much more competitive
Don't know

41. For each of the following aspects, how did EXIM’s cover policy compare with that of other ECAs?
EXIM is far less EXIM is slightly EXIM is equally
competitive
less competitive
competitive

EXIM is slightly
more
competitive

EXIM is much
more
competitive

Availability of cover by
market
Use of country exposure
limits

42. Please provide general comments on your company’s experience with EXIM's cover policy.

Don't know

Competitiveness Report: Exporter and Lender Survey 2018
Risk Taking

Non-sovereign entities: Public or private entities that do not carry the full faith and credit of a sovereign state.
Risk taking: The extent to which an ECA is willing to provide export credit support in a market.
Sovereign entities: Entities that are explicitly and legally mandated to enter into a debt payment obligation on behalf of a sovereign
state, typically the ministry of finance or central bank.

43. How did other ECAs willingness to take risk taking compare with EXIM?
EXIM is less willing to take risk
EXIM is the same
EXIM is more willing to take risk
Don't know

44. For each of the following types of buyers, how did other ECAs’ risk appetite compare with that of other
EXIM?
EXIM is less willing to
take risk

EXIM is the same

EXIM is more willing to
take risk

Don't know

Sovereign buyers
Public non-sovereign
buyers
Corporate buyers

45. Please provide general comments on your company’s experience with EXIM's approach to risk taking.

Competitiveness Report: Exporter and Lender Survey 2018
Interest Rates

Commercial Interest Reference Rate (CIRR): The official fixed interest rate offered under EXIM’s direct loan program.
Floating interest rate : The interest rate offered by banks using EXIM’s guarantee program.
Interest rates: Either the fixed rate CIRR for direct loans as established by the OECD rules on export credits or floating rates charged
by guaranteed or insured lenders.

46. For each of the following types of interest rates, how did EXIM’s interest rates compare with those of
other ECAs?
EXIM’s rates are lower

EXIM’s rates are the
same

EXIM’s rates are higher

CIRR-based fixed
interest rates
Floating interest rates

47. Compared to EXIM, when do other ECAs set the interest rate?
Earlier in the process than EXIM
Same time in the process than EXIM
Later in the process than EXIM
Don’t know

48. Compared to EXIM, how long do other ECAs set the interest rate?
Shorter amount of time than EXIM
Same amount of time as EXIM
Longer amount of time than EXIM
Don't know

49. What interest rate flexibilities do other ECAs offer that EXIM does not?

Don't know

50. Please provide general comments on your company’s experience with EXIM's approach to interest
rates.

Competitiveness Report: Exporter and Lender Survey 2018
Exposure Fees

Exposure fees (or risk premia): Fees that cover the risk of nonpayment for a transaction.

51. Overall, how did EXIM's exposure fees compare with those offered by other ECAs?
EXIM’s fees are lower
EXIM’s fees are the same
EXIM’s fees are higher
Don’t know

52. What was your company exposure fee payment method? (choose all that apply)
Upfront
As drawn
Don't know

53. Did EXIM’s method of collecting upfront exposure fees pose any competitive implications for your
company’s ability to finance transactions through EXIM?
Yes
No
Don't know
Not applicable

54. Did your company benefit from EXIM’s exposure fee financing?
Yes
No
Don't know

55. Please provide general comments on your company’s experience with EXIM's exposure fee.

Competitiveness Report: Exporter and Lender Survey 2018
Environmental Review

Environmental review: A review of the environmental impacts of a project pursuant to EXIM’s Environmental Procedures and
Guidelines.

* 56. Did your company have experience with EXIM's environmental review?
Yes
No
Don't know

Competitiveness Report: Exporter and Lender Survey 2018
Environmental Review (continued)

57. How did EXIM's environmental review compare with that required by other ECAs?
EXIM is far less competitive
EXIM is slightly less competitive
EXIM is equally competitive
EXIM is slightly more competitive
EXIM is much more competitive
Don't know

58. Please provide general comments on your company’s experience with EXIM's environmental review.

Competitiveness Report: Exporter and Lender Survey 2018
Environmentally Beneficial Exports

Environmentally beneficial exports: Exports qualifying for enhanced support under EXIM's Environmental Export Program (e.g.,
renewable energy and water exports).

* 59. Did your company have experience with EXIM's environmentally beneficial exports program?
Yes
No
Don't know

Competitiveness Report: Exporter and Lender Survey 2018
Environmentally Beneficial Exports (continued)

60. For the following aspects, how did EXIM’s environmentally beneficial exports program compare with
similar programs of other ECAs?
EXIM is far less EXIM is slightly EXIM is equally
competitive
less competitive
competitive

EXIM is slightly
more
competitive

EXIM is much
more
competitive

Don't know

Renewable energy
extended terms
Renewable express
program
Premia amount
Premia payment method
Support of energy
efficient exports

61. Please provide general comments on your company’s experience with EXIM’s environmentally
beneficial exports program.

Competitiveness Report: Exporter and Lender Survey 2018
Services

Services: Economic output that is intangible in nature and that is generally produced and consumed at the same time.

* 62. Did your company have experience with EXIM's financing of services?
Yes
No
Don't know

Competitiveness Report: Exporter and Lender Survey 2018
Services (continued)

63. How did EXIM's support for services compare with that offered by other ECAs?
EXIM is far less competitive
EXIM is slightly less competitive
EXIM is equally competitive
EXIM is slightly more competitive
EXIM is much more competitive
Don't know

64. Please provide general comments on your company’s experience with EXIM's policies towards
services.

Competitiveness Report: Exporter and Lender Survey 2018
Co-Financing

Co-financing (also referred to as “reinsurance” and “one-stop-shop”) : Financing arrangements that allow an exporter to market a
single ECA financing package to a buyer interested in procuring goods and services from two (or more) countries.

* 65. Did your company have experience with EXIM's co-financing program?
Yes
No
Don't know

Competitiveness Report: Exporter and Lender Survey 2018
Co-Financing (continued)

66. How did EXIM’s co-financing program compare with that of other ECAs?
EXIM is far less competitive
EXIM is slightly less competitive
EXIM is equally competitive
EXIM is slightly more competitive
EXIM is much more competitive
Don't know

67. Please provide general comments on your company’s experience with EXIM's co-financing program.

Competitiveness Report: Exporter and Lender Survey 2018
Local Costs

Local costs: Project-related costs for goods and services originated and incurred in the buyer's country.

* 68. Did any of your company's transactions benefit from local cost financing?
Yes
No
Don't know

Competitiveness Report: Exporter and Lender Survey 2018
Local Costs (continued)

69. Please identify the nature of the local costs used by your company. (choose all that apply)
Inland freight and transportation
Taxes
Local construction, labor and installation
Deliveries from local subsidiaries and/or affiliates
Other (please specify)

70. Did EXIM’s local cost policy affect your company’s sourcing decisions?
Yes
No
Don't know

71. How does EXIM's local cost policy compare to other ECAs?
EXIM is far less competitive
EXIM is slightly less competitive
EXIM is equally competitive
EXIM is slightly more competitive
EXIM is much more competitive
Don't know

72. Please provide general comments on your company’s experience with EXIM local cost policy.

Competitiveness Report: Exporter and Lender Survey 2018
Content Policy

Foreign content: The portion of an export that originates outside the seller’s country, excluding local costs incurred in the buyer’s
country. A product must be shipped from the United States to qualify as either U.S. export or U.S. content.

* 73. Did any of your company’s transactions with EXIM involve foreign content?
Yes
No
Don't know

Competitiveness Report: Exporter and Lender Survey 2018
Content Policy (continued)

Aggregation: An exporter can choose to certify to the foreign content within his/her products on an item-by-item basis or can choose to
aggregate the level of foreign content of all the items listed in a single invoice.
Average annual content certification : Exporters can choose to calculate the average foreign content for each export from a specific
location/manufacturing facility, which is based on a projected level of foreign content. This calculation is applied to EXIM financing for
that specific export for the following year.
Codification of EXIM’s services content policy : During EXIM’s 2013-2014 content review process, the Bank sought to clarify and
codify its services content policy by defining eligibility standards for: 1) what constitutes an eligible services contract; 2) which workers
qualify as U.S. content; 3) the treatment of licenses; and 4) the content requirements for tools used in the execution of a services export
contract.

74. Did EXIM’s foreign content policy affect your company’s sourcing decisions?
Yes
No
Don't know

75. If yes, please explain how it affected your sourcing decision.

76. How does EXIM's foreign content policy compare with other ECAs?
EXIM is far less competitive
EXIM is slightly less competitive
EXIM is equally competitive
EXIM is slightly more competitive
EXIM is much more competitive
Don't know

77. Which, if any, of EXIM's efforts to add additional flexibilities to its foreign content policy helped increase
EXIM's competitiveness vis-a-vis other ECA's foreign content policies? (choose all that apply)
Codifying services policy
Average annual content certification
Allowing aggregation of content
None of the flexibilities increased EXIM competitiveness

78. Please provide comments on your company’s experience with EXIM content policy.

Competitiveness Report: Exporter and Lender Survey 2018
Economic Impact

Economic impact: The Congressional requirement that EXIM assess whether the extension of EXIM financing support is likely to
cause substantial injury to U.S. industry or would result in the production of substantially the same product that is the subject of
specified trade measures.

* 79. Did EXIM's economic impact policy affect any of your company’s transactions?
Yes
No
Don't know

Competitiveness Report: Exporter and Lender Survey 2018
Economic Impact (continued)

80. Did EXIM’s economic impact policy affect your company’s sourcing decisions?
Yes
No
Don't know

81. How does this requirement compare with other ECA's?
EXIM is far less competitive
EXIM is slightly less competitive
EXIM is equally competitive
EXIM is slightly more competitive
EXIM is much more competitive
Don't know

82. Please provide general comments on your company’s experience with EXIM's economic impact policy.

Competitiveness Report: Exporter and Lender Survey 2018
Shipping Policy

Certifications or determinations (historically referred to as waivers) : When MARAD advises EXIM whether shipments on foreign
flagged vessels are eligible for EXIM financing. For certifications MARAD considers vessel availability, and for determinations MARAD
considers other related matters such as future shipments under the transaction.
MARAD: U.S. Marine Administration.

* 83. Did any of your deals have to conform to the requirement to ship on U.S. flag vessels?
Yes
No
Don't know

Competitiveness Report: Exporter and Lender Survey 2018
Shipping Policy (continued)

84. Did you approach MARAD for any certifications of Non-Availability?
Yes
No
Don't know

85. If yes, was your company satisfied with the outcome? Please elaborate in comments section
Yes
No
Don't know
Comment

86. Did you approach MARAD for any determination (e.g. Compensatory, General, Reachback)?
Yes
No
Don't know

87. If yes, was your company satisfied with the outcome? Please elaborate in comments section below.
Yes
No
Don't know
Comment

88. For those transactions that were affected by the U.S. flag vessel shipping requirement, how many had
the following final outcomes:
U.S. export transaction
went forward with EXIM
financing
U.S. export transaction
went forward without EXIM
financing
U.S. export transaction did
not go forward because
buyer selected another
competitor

89. Does this requirement make EXIM more or less competitive with other ECAs?
Makes EXIM far less competitive
Makes EXIM slightly less competitive
Makes EXIM equally competitive
Makes EXIM slightly more competitive
Makes EXIM much more competitive
Don't know

90. Please provide general comments on your company’s experience with EXIM's shipping policy.

91. Are you aware of any other ECA that has a domestic flag shipping requirement?
Yes
No
If so, which ECA?

Competitiveness Report: Exporter and Lender Survey 2018
Non Standard Financing (Non-OECD Financing)

Non-OECD Financing: Financing that does not fall under the scope of the OECD Arrangement.

* 92. Did your company encounter competition benefiting from support provided outside of the OECD
Arrangement?
Yes
No
Don't know

Competitiveness Report: Exporter and Lender Survey 2018
Non Standard Financing (Non-OECD Financing)

93. From which country?

94. How did this competition impact your sales?

95. Please provide general comments on your company’s experience competing with businesses that
benefit from non-OECD financing.

Competitiveness Report: Exporter and Lender Survey 2018
Non Standard Financing (Untied Financing)

Untied financing: A form of credit support that is extended by a government entity to a recipient for the purpose of providing credit and
is not linked to or conditioned upon the purchase of goods and services/exports from the ECA's country.

* 96. Did your company encounter competition benefiting from official untied financing programs?
Yes
No
Don't know

Competitiveness Report: Exporter and Lender Survey 2018
Non Standard Financing (Untied Financing)

97. From which country?

98. How did this competition impact your sales?

99. Please provide general comments on your company’s experience competing with businesses that
benefit from untied financing.

Competitiveness Report: Exporter and Lender Survey 2018
Tied Aid

Tied aid: Concessional financing support provided by donor governments in the form of a grant or a “soft” loan for which capital goods
procurement by developing countries is contractually linked or tied to procurement from firms located in the donor country.

* 100. Did your company encounter foreign competition benefiting from tied aid financing programs?
Yes
No
Don't know

Competitiveness Report: Exporter and Lender Survey 2018
Tied Aid (continued)

101. In general, how did EXIM’s tied aid financing compare with that offered by other ECAs?
EXIM is far less competitive
EXIM is slightly less competitive
EXIM is equally competitive
EXIM is slightly more competitive
EXIM is much more competitive
Don't know

102. Please provide general comments on your company’s experience with tied aid.

Competitiveness Report: Exporter and Lender Survey 2018
Development Finance Institutions

Bilateral Development Finance Institutions (DFI): An official government institution that provides
support to encourage private sector entities to do business in foreign markets for development
purposes. Examples of bilateral DFIs include: OPIC - United States, KfW/DEG - Germany, Proparco France, and the CDC Group - United Kingdom.
103. In the past year, did your organization work on a transaction with a DFI?
Yes
No
Not sure
If yes, please specify.

Competitiveness Report: Exporter and Lender Survey 2018
Development Finance Institutions (continued)

104. What type of support did the DFI provide?
Debt
Equity
Please describe the type of support provided.

105. Compared with an ECA, how would you describe the following aspects of the DFI you worked with in
terms of responsiveness to your needs?
Much more
responsive

More responsive

About the same

Less responsive

Much less
responsive

Speed of doing business
Risk appetite
Pricing
Scale (i.e., available
funding)
Domestic content
requirements

106. Please provide additional comments you think relevant regarding your experience working with DFIs.

Competitiveness Report: Exporter and Lender Survey 2018
Foreign Currency Guarantee

Foreign currency guarantee: ECA-covered export credit that is denominated in a currency (either hard or soft) other than the ECA’s
domestic currency. Hard currencies refer to readily convertible currencies such as the Euro or Yen. Soft currencies refer to currencies,
not readily convertible, such as the Mexican peso or South African rand.

* 107. Did your company use EXIM’s foreign currency guarantee program?
Yes
No
Don't know

Competitiveness Report: Exporter and Lender Survey 2018
Foreign Currency Guarantee (continued)

108. Generally speaking, how did EXIM’s foreign currency guarantee program compare with that offered by
other ECAs?
EXIM is far less competitive
EXIM is slightly less competitive
EXIM is equally competitive
EXIM is slightly more competitive
EXIM is much more competitive
Don't know

109. Which of the following types of support did your company request from EXIM?
Hard Currency
Soft Currency
Both Hard and Soft Currency
Don't know

110. Please provide general comments on your company’s experience with EXIM's foreign currency
guarantee program.

Competitiveness Report: Exporter and Lender Survey 2018
Denied Deals

Denied deals: Transactions that were submitted to EXIM but for some reason not approved.

* 111. Did EXIM deny any of your company’s applications?
Yes
No
Don't know

Competitiveness Report: Exporter and Lender Survey 2018
Denied Deals (continued)

112. How many of your company’s EXIM applications were denied?
1

4

2

5

3

6+

113. What happened to those transactions that EXIM denied? (choose all that apply)
Won without EXIM support

Still in process/no decision yet

Sourced from non-U.S. supplier

Postponed

Sourced from your company's foreign subsidiary

Buyer cancelled procurement

Sourced from other U.S. supplier

Don’t know

Other (please specify)

114. Please provide any general comments on denied deals.

Competitiveness Report: Exporter and Lender Survey 2018
Deterred Deals

Deterred deals: Transactions that either did not come to EXIM because of prior knowledge of EXIM’s eligibility requirements and/or
policy or the application was withdrawn by the exporter because the exporter and/or lender realized that EXIM approval was going to
be difficult to obtain.

* 115. Did any of EXIM's policies deter your company from seeking EXIM support for any transactions?
Yes
No
Don't know

Competitiveness Report: Exporter and Lender Survey 2018
Deterred Deals (continued)

116. Which of the following were reasons for not applying to, or withdrawing an application from, EXIM?
(choose all that apply)
Co-financing: Lack of availability and/or flexibility

Interest rates: Inability to access to EXIM direct loan

Cover policy: Off cover in requested market and/or specific
tenor

Local costs: Requirement to demonstrate foreign competition
and/or local financing not available from commercial market
(medium term only)

Economic impact: Product(s) subject to specific trade measure

MARAD PR-17: Requirement to ship on U.S. flagged vessel
Economic impact: Subject to detailed economic analysis
MARAD PR-17: Determination not made
Environmental policies: Requirement to publish ex-ante overly
transparent for competitive reasons
Environmental policies: Environmental review process
Exposure fees: Better pricing from other ECA

MARAD PR-17: Processing time for determination
Market Windows: Request to match financing not granted/Did
not meet EXIM requirement(s) to match

Exposure fees: Lack of predictability

Risk-taking: Requirement for risk mitigation and related costs
(legal, financial, etc.)

Foreign currency guarantee: Lack of availability

Services: Stand-alone services not covered

Foreign currency guarantee: EXIM crystallization requirement

Services: Associated services not covered

Foreign content: Did not meet EXIM content requirements

Tied aid: Transaction did not meet, or not likely to meet, EXIM
tied aid policy

Interest rates: Lender guarantee interest rate cost prohibitive
Tied aid: Processing time
Untied financing: Absence of untied financing program
Other (please specify)

117. Please provide any general comments on deterred deals that you may wish to share.

Competitiveness Report: Exporter and Lender Survey 2018
Global Government Influences - U.S.

* 118. Did any U.S. government actions impact your business with EXIM?
Yes
No
Don't know

Competitiveness Report: Exporter and Lender Survey 2018
Global Government Influences - U.S. (continued)

119. Overall, what type of impact did these U.S. government actions have?
Positive
Negative
Neutral

120. Please provide specific examples of which U.S. government actions impacted your deals.

121. Since July 2015 (when EXIM generally lost the ability to approve transactions with a value greater
than $10 million or with a tenor greater than seven years), how would you rate the ability of the following
types of organizations to meet your financing and/or insurance needs for individual sales out of the United
States?
More than sufficient
Commercial banks
Private insurance
Overseas Private
Investment Corporation
(OPIC)

Sufficient

Deficient

Strongly deficient

N/A

Competitiveness Report: Exporter and Lender Survey 2018
Global Government Influences - Foreign Countries

* 122. Did any foreign government actions impact your business with EXIM?
Yes
No
Don't know

Competitiveness Report: Exporter and Lender Survey 2018
Global Government Influences - Foreign Countries (Continued)

123. Overall, what type of impact did these foreign government actions have?
Positive
Negative
Neutral

124. Please provide specific examples of which foreign government actions impacted your deals.