Export Finance: Federal Efforts to Support Working Capital Needs of Small Business (Letter Report, 02/13/97, GAO/NSIAD-97-20). Pursuant to a congressional request, GAO reviewed the current government programs that provide export working capital for small- and medium-sized enterprises (SME), focusing on: (1) federal and state approaches for providing export working capital; (2) federal efforts to harmonize the export working capital programs of the U.S. Export-Import Bank (Eximbank) and the Small Business Administration (SBA); (3) issues associated with increasing the number of cooperative agreements with lenders and devolving greater responsibility for export working capital programs to the states; and (4) the potential implications of transferring SBA's export working capital program to Eximbank. GAO found that: (1) Eximbank and SBA have programs that provide guarantees to facilitate export working capital loans for SMEs, however, the agencies emphasize different delivery approaches; (2) Eximbank implements its program primarily through a specific division within the agency and a network of lending institutions that have been delegated with authority for approving the agency's working capital guarantees; (3) SBA relies primarily on specialists with lending authority that it has assigned to the U.S. Export Assistance Centers network and on the agency's 69 district offices to implement its working capital program; (4) both Eximbank and SBA have established other arrangements with state and local offices to help administer their working capital programs; (5) eight states have export guarantee programs specifically geared to assisting small businesses which provide a wide range of funds, staff, and activity levels involving export financing for SMEs; (6) Eximbank and SBA have harmonized certain aspects of their export working capital guarantee programs; (7) while harmonization was underway, Eximbank and SBA made other changes aimed at improving their own export finance assistance programs for small businesses; (8) these efforts to harmonize and improve their programs appear to have helped simplify the lending process, increase the number and value of loans guaranteed, and expand the number of exporters and lenders who participate in the programs, however, some program differences remain; (9) to leverage federal funds and provide SMEs with more export financing, Eximbank and SBA have set up cooperative arrangements with both the private and public sectors; (10) Eximbank also has a pilot program underway that delegates lending authority to six state export finance organizations; (11) the potential to further expand cooperative agreements would be affected by various factors; (12) the Trade Promotion Coordinating Committee proposed transferring SBA's Export Working Capital Program to Eximbank if harmonization efforts were unsatisfactory; (13) GAO identified a number of factors that would need to be considered before any transfer of program responsibility from SBA to Eximbank were to take place; and (14) these factors are: (a) some exporters currently served by SBA may not be served by Eximbank; (b) the Eximbank and its network of delegated authority lenders may not be accessible to some SMEs currently assisted* --------------------------- Indexing Terms ----------------------------- REPORTNUM: NSIAD-97-20 TITLE: Export Finance: Federal Efforts to Support Working Capital Needs of Small Business DATE: 02/13/97 SUBJECT: Exporting Business assistance State programs Interagency relations Capital Government guaranteed loans Cooperative agreements Federal/state relations Sales promotion International trade IDENTIFIER: SBA Export Working Capital Program SBA Export Revolving Line of Credit Program SBA 7(a) Loan Program California Florida Georgia Maryland Massachusetts Minnesota South Carolina Eximbank Working Capital Guarantee Program Eximbank City/State Program SBA Preferred Lenders Program Eximbank Delegated Authority Program Kansas ****************************************************************** ** This file contains an ASCII representation of the text of a ** ** GAO report. 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For further details, please ** ** send an e-mail message to: ** ** ** **** ** ** ** with the message 'info' in the body. ** ****************************************************************** Cover ================================================================ COVER Report to Congressional Requesters February 1997 EXPORT FINANCE - FEDERAL EFFORTS TO SUPPORT WORKING CAPITAL NEEDS OF SMALL BUSINESS GAO/NSIAD-97-20 Export Finance (711171) Abbreviations =============================================================== ABBREV Eximbank - U.S. Export-Import Bank SBA - Small Business Administration SME - small- and medium-sized enterprises TPCC - Trade Promotion Coordinating Committee USEAC - U.S. Export Assistance Centers Letter =============================================================== LETTER B-275002 February 13, 1997 The Honorable Christopher S. Bond Chairman, Committee on Small Business United States Senate The Honorable Donald A. Manzullo Chairman, Subcommittee on Procurement, Exports, and Business Opportunities Committee on Small Business House of Representatives As you requested, we reviewed the current government programs that provide export working capital for small- and medium-sized enterprises (SME). This report (1) describes federal and state approaches for providing export working capital, (2) assesses federal efforts to harmonize the export working capital programs of the U.S. Export-Import Bank (Eximbank) and the Small Business Administration (SBA), (3) discusses issues associated with increasing the number of cooperative agreements with lenders and devolving greater responsibility for export working capital programs to the states, and (4) examines the potential implications of transferring SBA's export working capital program to Eximbank. BACKGROUND ------------------------------------------------------------ Letter :1 According to the Trade Promotion Coordinating Committee (TPCC),\1 one of the greatest obstacles to increased U.S. exports faced by SMEs is the lack of sufficient working capital. Working capital is used to finance the manufacture or purchase of goods and services. Eximbank and SBA have programs designed to increase the availability of export working capital to SMEs from the private sector by encouraging greater lender participation in export financing. These programs provide loan repayment guarantees that reduce the risk associated with such loans. Some states also have programs to assist SMEs in obtaining working capital. Eximbank facilitates export financing through its Working Capital Guarantee Program, which is authorized by the Export Trading Company Act of 1982 (P.L. 97-290, Sec. 206, Oct. 8, 1982). During fiscal year 1995, Eximbank guaranteed almost $302 million in export working capital loans, which represented about 3 percent of Eximbank's total dollar authorizations for the year. Over 97 percent of the exporters assisted by Eximbank through the program during fiscal year 1995 were self-certified as small businesses, as defined by SBA regulations (13 C.F.R. Part 121). SBA developed its Export Working Capital Program (formerly known as the Export Revolving Line of Credit) in response to a requirement in the Small Business Export Expansion Act of 1980 (P.L. 96-481, Sec. 112, Oct. 21, 1980). SBA's program falls within the statutory authority of the agency's regular business loan guarantee program, known as the 7(a) program.\2 Under the 7(a) program, SBA guarantees private lender loans to small businesses that have been unable to obtain financing. During fiscal year 1995, SBA guaranteed about $69 million in export working capital loans, which represented less than 1 percent of SBA's total 7(a) program. All exporters assisted through SBA must qualify under the agency's definition of a small business. During fiscal year 1995, over 90 percent of the businesses assisted through SBA's working capital program had less than 50 employees. In its 1993 report to Congress, TPCC made a series of recommendations to increase the effectiveness of U.S. export financing programs.\3 One recommendation called for the establishment of one-stop shops, that is, the U.S. Export Assistance Centers (USEAC), as a single point of contact for all federal export promotion and finance programs.\4 Another recommendation called for federal agencies to encourage qualified state or local export finance entities to enter into cofinancing arrangements in which risk is shared. A third recommendation called for streamlining and harmonizing key features of Eximbank and SBA's working capital guarantee programs to make them more customer-focused and take advantage of the agencies' comparative strengths. According to TPCC, harmonization was to give SMEs access to working capital through a broader nationwide network of lenders on a more consistent, efficient, and effective basis. Key features to be harmonized included developing uniform applications, accompanying documentation, and underwriting standards. Harmonization was also to include a market segmentation plan. -------------------- \1 TPCC is an interagency group responsible for developing and coordinating U.S. export promotion programs. \2 This program is named after section 7(a) of the Small Business Act (15 U.S.C. 636). \3 Toward a National Export Strategy, Trade Promotion Coordinating Committee, September 1993. \4 The Department of Commerce, Eximbank, and SBA have assumed primary responsibility for establishing and operating these centers. For more information on the implementation of USEACs, see U.S. Export Assistance Centers: Customer Service Enhanced, But Potential to Improve Operations Exists (GAO/T-NSIAD-96-213, July 25, 1996). RESULTS IN BRIEF ------------------------------------------------------------ Letter :2 Eximbank and SBA have programs that provide guarantees to facilitate export working capital loans for small- and medium-sized enterprises; however, the agencies emphasize different delivery approaches. Eximbank implements its program primarily through a specific division within the agency and a network of lending institutions that have been delegated with authority for approving the agency's working capital guarantees. SBA, on the other hand, relies primarily on specialists with lending authority that it has assigned to the USEAC network and on the agency's 69 district offices to implement its working capital program. Also, both Eximbank and SBA have established other arrangements with state and local offices to help administer their working capital programs. In addition, eight states have export guarantee programs specifically geared to assisting small businesses.\5 The state programs provide a wide range of funds, staff, and activity levels involving export financing for SMEs. For example, in fiscal year 1996, the value of loans guaranteed ranged from $55,000 in Georgia to $39.5 million in California. Eximbank and SBA have harmonized certain aspects of their export working capital guarantee programs, including the guarantee coverage, application form, and initial application fee. While harmonization was underway, Eximbank and SBA made other changes aimed at improving their own export finance assistance programs for small businesses. These efforts to harmonize and improve their programs appear to have helped simplify the lending process, increase the number and value of loans guaranteed, and expand the number of exporters and lenders who participate in the programs. However, some program differences remain. For example, there are differences in Eximbank's and SBA's credit qualification requirements and fees for processing guarantees. To leverage federal funds and provide SMEs with more export financing, Eximbank and SBA have set up cooperative arrangements with both the private and public sectors. Eximbank also has a pilot program underway that delegates lending authority to six state export finance organizations.\6 However, the potential to further expand the use of such cooperative agreements would be affected by various factors, such as the need for oversight and monitoring obligations at the federal level, legal prohibitions that may prevent states from offering state-backed guarantees, and varying amounts of state commitment to the area of export financing. TPCC proposed transferring SBA's Export Working Capital Program to Eximbank if harmonization efforts were unsatisfactory. We found that Eximbank and SBA have made progress in harmonizing their programs. We identified a number of factors that would need to be considered before any transfer of program responsibility from SBA to Eximbank were to take place. These factors are (1) some exporters currently served by SBA may not be served by the Eximbank, (2) the Eximbank and its network of delegated authority lenders may not be accessible to some SMEs currently assisted by SBA, and (3) the consolidation of the programs may lead to only minimal cost savings. -------------------- \5 States that provide export working capital guarantees are California, Florida, Georgia, Kansas, Maryland, Massachusetts, Minnesota, and South Carolina. \6 The six states in Eximbank's pilot program are California, Florida, Georgia, Maryland, Massachusetts, and Minnesota. EXIMBANK, SBA, AND STATES USE VARIOUS DELIVERY APPROACHES ------------------------------------------------------------ Letter :3 Eximbank and SBA emphasize different delivery approaches for facilitating their programs. Eximbank relies on its U.S. Division and network of delegated authority lenders, whereas SBA relies primarily on staff with lending authority it has assigned to the USEACs and on its network of district offices. Eight states also have export finance programs that provide working capital guarantees. Levels of financing and contractual arrangements for these guarantees vary considerably among the states. EXIMBANK RELIES HEAVILY ON DELEGATING AUTHORITY TO LENDERS ---------------------------------------------------------- Letter :3.1 Eximbank's U.S. Division, staffed with six loan officers and one vice president, has primary responsibility for administering the Working Capital Guarantee Program as well as some marketing responsibility. This division processed all the agency's export working capital guarantees until the beginning of fiscal year 1995. Over the past couple of years, the division has expanded its outreach to SMEs through its Delegated Authority Program. Under this program, a private lender and Eximbank enter into an agreement that allows the lender to approve Eximbank guaranteed loans to exporters without first having to submit individual applications to Eximbank for approval. During fiscal year 1996, delegated authority lenders approved 192 loans, 69 percent of the agency's export working capital guarantee transactions. These transactions represented 55 percent of the $413 million in loans guaranteed under Eximbank's program. (See app. I for a map showing the locations of Eximbank's U.S. Division and delegated authority lenders.) Although the U.S. Division and delegated authority lenders are central to Eximbank's Working Capital Guarantee Program, the agency has other resources and arrangements for marketing and supporting the program. These include the following: -- Eximbank's Business Development Division promotes and markets the agency's small business programs, including the Working Capital Guarantee Program. This group includes Washington-based staff and five regional offices,\7 four of which are collocated within USEACs. According to the Eximbank official responsible for regional office operations, the agency's limited regional staff of 21 employees is expected to focus primarily on increasing the participation of banks, brokers, and other intermediaries in these programs. -- Eximbank has established partnerships with state and local government offices and private sector organizations under its City/State Program. These partners are to act as liaisons with their export communities, market Eximbank programs, and submit applications on behalf of small businesses. During fiscal year 1995, however, only 8 of Eximbank's 31 partners reported working capital activity under the program. Effective in April 1996, Eximbank initiated a pilot program to strengthen its program by paying its local partners a packaging fee for applications submitted directly to the agency and a finder's fee for referrals to delegated authority lenders that result in working capital loans. In September 1996, Eximbank initiated another pilot program to delegate authority for approving guarantees to six state partners. -- Eximbank has an agreement with the Private Export Funding Corporation, a private consortium of commercial banks and other users of Eximbank, in which the company (1) acts as the lender of last resort for exporters that obtain a preliminary working capital commitment from Eximbank but are unable to obtain financing from commercial sources and (2) purchases Working Capital Guarantee Program loans made by small and regional banks that require help in supporting small business exporters. Under the Working Capital Guarantee Program, Eximbank guaranteed 179 loans valued at almost $302 million during fiscal year 1995. As of June 1996, the default rate for exporters whose loans were guaranteed during fiscal year 1995 was 2.2 percent (4 defaults out of 179). The agency estimated that the cost associated with administering the program during fiscal year 1995 was about $912,000. This estimate included the costs for compensation, benefits, and overhead attributable to the U.S. Division. -------------------- \7 Eximbank's regional offices are located in Chicago, Houston, Long Beach, Miami, and New York. SBA RELIES ON USEACS AND DISTRICT OFFICES ---------------------------------------------------------- Letter :3.2 Although SBA's Office of International Trade is responsible for overseeing its Export Working Capital Program, the agency relies primarily on USEACs and their district office network to implement the program. SBA has staffed the 15 USEACs with 20 international trade and finance specialists. These specialists help SBA's 69 district offices reach their Export Working Capital Program goals by marketing and promoting the program and working directly with the exporting and lender communities to structure loans and package applications for loan guarantees. Applications are sent to 1 of 25 district offices designated as export working capital processing centers, where they are reviewed and approved or rejected. An SBA official estimated that the specialists' spend about 85 percent of their time on the program and the remaining 15 percent on other trade-related activities. (See app. I for a map showing the locations of the USEACs and SBA district offices.) Even though SBA works primarily through USEACs and district offices, it has other resources and arrangements that help market and support the program. These include the following: -- SBA has coguarantee agreements with California, Kansas, and Florida. Under these agreements, SBA and the states guarantee a portion of the export working capital loan and share, on a proportional basis, any resulting losses and recoveries. California has been by far the most active state, with 25 export working capital loans valued at $8.8 million. -- SBA has agreements with at least 26 local private sector entities to encourage them to act as packaging intermediaries for its Export Working Capital Program.\8 -- SBA uses staff from its small business development centers, about 30 of which have established separate international trade centers, to help market its financial products, including export working capital guarantees. -- SBA's Preferred Lender Program, which is part of its Export Working Capital Program,\9 is similar to Eximbank's Delegated Authority Program. However, according to an SBA official, only 1 of about 12 preferred lenders had provided export financing under the program, as of August 1996.\10 Under the Export Working Capital Program, SBA guaranteed 190 loans valued at about $69 million during fiscal year 1995. As of August 1996, the default rate for exporters whose loans were guaranteed during fiscal year 1995 was 1.6 percent (3 defaults out of 190). The agency estimated that costs associated with administering its program during fiscal year 1995 totaled $461,667. This estimate includes an allocated portion of SBA's costs related to staffing and supporting USEACs.