More SMEs look to overseas markets for expansion

More SMEs look to overseas markets for expansion article image

The number of Australian SMEs looking to expand their business overseas has grown by nearly 40 percent in the past 18 months, according to a major business survey.

Scottish Pacific’s latest SME Growth Index found that 9.4 percent of SMEs surveyed were seeking overseas expansion in March this year, compared to 5.6 percent in September 2014.

And those looking at expansion both at home and overseas, in the same timeframe, grew from 11.6 percent to 15.3 percent.

“The proportion of growth SMEs seeking overseas geographic expansion, and a combination of domestic and overseas geographic expansion, is on the rise,” said Scottish Pacific CEO Mr Peter Langham said.

The SME Growth Index also found that an alarming two thirds of Australia’s SME owners use personal finances to support their business.

One in 5 of business owners survey admitted to regularly dipping into their own pockets to fund their business.

And nearly 50 percent said they resort to using personal finances occasionally.

This included using credit cards with high interest charges.

‘Significant concerns’

Only 10 percent of SME owners had never settled business expenses using non-business sources.

The Scottish Pacific SME Growth Index is a twice yearly look at the growth prospects and concerns of more than 1200 Australian small and medium sized business owners and CEOs. It was initiated by Scottish Pacific, the largest specialist provider of working capital solutions for SMEs in Australia and New Zealand.

Scottish Pacific CEO Mr Peter Langham said the findings on personal credit card use posed significant concerns, because there were better funding options available to help SMEs grow.

“How SMEs are funded has a significant bearing on operations, from how well they can manage cash flow to the pace at which they can expand. It’s crucial to get it right and not think too short term,” Mr Langham said.

“Personal finance may appeal from a convenience, speed and accessibility perspective – the downside is that higher than necessary funding costs cut directly into margin, and personal financing can impact on lifestyle and leave owners open to family conflict which can destabilise the business.

“I’d strongly encourage SMEs, whether product or service orientated businesses, to seek smarter funding options. Look beyond the banks as this is an active, innovative space trying to offer a better alternative.”

Real estate security

Mr Langham said another significant finding was that SMEs were more than willing to pay higher rates to obtain finance if it meant they didn’t have to provide real estate security.

“This reflects a growing awareness amongst SME owners that putting the house on the line is no longer a given and suggests openness to alternative, innovative funding solutions such as trade and debtor finance.

“This is key for up and coming entrepreneurs who have great ideas but may not own any real estate.”

Despite the rise of online and automated funding solutions being offered for SMEs, he said it was worth noting the high importance SME owners still place on being able to talk directly to the lending decision maker.

Scottish Pacific acquisition_Peter LanghamGuidance and support

The funder should be an expert who can provide guidance and support, not just dollars.

Since September 2014, the Scottish Pacific SME Growth Index has twice a year tracked the optimism for growth of a range of small business across many industries in Australia.

“Of note is that the number of optimistic enterprises is relatively unchanged since we started the Index – dipping 1.5 percent in March 2016 from the finding of 58.9 percent a year ago – yet the average revenue growth forecast in that time has contracted sharply from 6.7 to 5.2 percent,” Mr Langham said.

Key findings:

Optimism dips, but SMEs resilient

  • 58 percent of SMEs are in positive growth mode, with an average revenue growth forecast of 5.2 percent (down from 6.7 percent in March 2015, despite low interest rates and a depreciating $AU).
  • Given the scale and scope of financial market volatility, small businesses are displaying high resilience, with only a slight rise in the number of SMEs preparing for negative growth (17.5 percent, who are forecasting an average drop of 4.9 percent).
  • 70.6 percent of SMEs believe their business to be stable or in a growth phase, 11.3 percent in startup phase and 18.1 percent consolidating or contracting.

What drives growth is often a mystery, but taxes and credit conditions are clear barriers

  • SMEs are increasingly unsure about what drives their growth – with 35.2 percent (up from 28.2 percent when the Index began) saying they are “simply following their nose”.
  • A sharp rise in growth SMEs who believe conditions of credit are a key barrier to success, rising from 57.3 percent a year ago to 62 percent, almost equaling the perennial top bugbear of high or multiple taxes (62.7 percent). Concerns about red tape are also increasing (a key barrier for 56.5 percent of SME owners, up from 53.8 percent a year ago).
  • New product development plans have stalled. One in five SMEs plan to introduce new products in 1H 2016 (19.6 percent), down 7.1 percent since 1H 2015. In contrast, the number of SMEs planning to release new services continues to rise, up 7.5 percent since February 2015 to 35.9 percent.
  • Willingness to merge with another business has doubled since round one of the Index in September 2014, from 6 to 11.3 percent of SMEs.

SMEs are keen to avoid real estate security and look beyond main bank

  • Availability of unsecured credit, where there is no requirement to lend against real estate such as the family home, is the most important factor for SMEs seeking to fund growth (for example, by replacing outdated equipment, increasing marketing spend, adding staff or entering new markets).
  • SMEs show strong demand for more flexible lending terms as an alternative to standard term bank debt, including alternatives such as debtor finance, invoice discounting and factoring. In the past year, there has been a 20.6 percent increase in non-bank lending demand, from 13.6 to 16.4 percent of SMEs.
  • More than two-thirds (67.9 percent) of SMEs are willing to pay a higher rate to obtain finance if it means they don’t have to provide real estate security. Almost one in three small businesses would definitely pay a higher rate (29.6 percent) with a further 38.3 percent indicating they would “probably” pay a higher rate in lieu of extensive asset/collateral assessments.
  • Ability to talk directly to the lending decision maker was also deemed as highly important, rating ahead of the lender’s industry expertise, credit approval turnaround time and the interest rate. 
  • The number of SMEs intending to use their own funds to finance growth plans has increased from 81.1 to 92.7 percent since September 2014.


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