Featured in The Adviser: How the right Trade Finance solution solves real cash flow challenges for growing SMEs.
Last month, a broker contacted us about a wholesale client facing a familiar dilemma. The business had landed a major contract—the kind that could double their revenue—but their supplier required payment upfront for a $400,000 stock order. The client had the sales lined up. They had the capacity. What they didn't have was $400,000 sitting idle in their bank account.
The broker had explored traditional options. Term loans meant a lengthy approval process the client couldn't afford to wait through. Their existing bank facility was already stretched. The opportunity would disappear if they couldn't move quickly.
Within 24 hours of submitting an application, we provided an indicative Trade Finance offer. Within a week, the facility was active. The client paid their supplier, fulfilled the contract and the broker strengthened a key client relationship by delivering exactly when it mattered.
This is why we've enhanced our Trade Finance solution—and why we're sharing the details in our recent feature with The Adviser.
The real challenges brokers are navigating
You already know the conversations. Your SME clients are:
- Caught between supplier demands and customer payment cycles – International suppliers require payment on shipment. Domestic suppliers offer 30-day terms at best. But customers take 60, 90, even 120 days to pay. The cash flow gap strangles growth.
- Missing opportunities due to rigid payment terms – Bulk buying discounts disappear when clients can't pay upfront. Seasonal inventory sits unpurchased. New product lines never launch because working capital is tied up elsewhere.
- Stuck between traditional banking constraints and business reality – Approval processes stretch for weeks. Facilities don't flex with actual purchase cycles.
As a broker, you're the one fielding frustrated calls when opportunities slip away. You're the one protecting client relationships when lenders go silent mid-application. You're the one expected to have answers when traditional options don't fit.
How trade finance closes the gap
Consider a mid-sized manufacturer importing raw materials from three international suppliers. Their production cycle runs 45 days. Customer payment terms average 60 days post-delivery. Between payment to suppliers and receiving customer payments, they face a 105-day working capital gap.
Traditional bank facilities either don't cover the full gap or impose significant restrictions on the facility. Invoice or debtor finance only releases funds after invoicing customers, too late to help with supplier payments.
With Trade Finance, the scenario changes:
The manufacturer uploads supplier invoices to Fifopay as orders are placed. They select payment dates up to 180 days out, aligned with when customer payments will arrive. We pay suppliers immediately. The manufacturer repays us once their customers pay them.
The working capital gap closes. Production continues uninterrupted. Supplier relationships strengthen because payments arrive on time. The manufacturer can even negotiate better terms with suppliers based on prompt payment history.
For the broker who structured this facility, the outcome is clear: a client who grows confidently, refers other businesses and sees their advisor as someone who understands how their business actually operates.
What's changed (and why it matters)
Our enhanced Trade Finance solution addresses specific feedback we've received from brokers over the past year.
- Simplified, transparent pricing structure – A monthly line fee charged as a percentage of the facility limit, daily interest charged only on outstanding invoices, and a simple transaction fee per invoice. No non-utilisation fees if clients don't draw the full facility immediately. No penalties for early repayment when cash flow improves. We've also removed the barriers to getting approved. There is no application fee, and the establishment fee is charged to the facility upon approval, so your clients aren't out of pocket just to get funded. This matters because you can set clear expectations with clients from the first conversation. You protect your reputation by avoiding surprises later.
- Built-in Business Loan component – Clients can access a portion of their available Trade Finance limit for general working capital on a flexible loan schedule. This addresses the reality that businesses don't operate in neat categories. They need supplier payment funding one month and equipment financing the next. One facility. Multiple uses. Less administrative burden for you and your clients.
- Preferential pricing for secured facilities – Facilities secured by registered mortgage with at least 1:1 equity to facility limit ratio, receive better pricing. This gives you another tool for clients who do have property security and want to optimise their cost of capital.
- Streamlined process through Fifopay integration – Clients upload supplier invoices, select preferred payment dates, and track repayments through one platform. We handle the rest. Faster approvals, clearer communication, less back-and-forth means you serve more clients efficiently.
Who this serves best
Trade Finance with revolving limits from $500,000 to $5 million works particularly well for:
- Wholesalers managing international supply chains – Extended payment terms up to 180 days give them breathing room between paying overseas suppliers and receiving customer payments.
- Importers navigating currency and timing challenges – Pre-shipment funding options and competitive FX rates through our partners help manage the complexity of international trade.
- Manufacturers balancing production cycles – Production takes time. Trade Finance bridges the gap between raw material purchases and finished goods sales.
- B2B operators scaling operations – Growth requires inventory investment before revenue arrives. Trade Finance provides the working capital to say yes to opportunities.
If your clients operate in these sectors and repeatedly mention cash flow timing challenges, this is a conversation worth having.
Adding trade finance to your client conversations
The best brokers don't just react to client requests; they anticipate needs before clients fully articulate them. When you hear "we need better supplier terms" or "cash flow is tight between orders," Trade Finance becomes a proactive solution you can offer.
Our article in The Adviser gives you the technical foundation to have these conversations confidently. You'll understand how the facility structures, what makes a client a good fit, and how to set expectations around timing and documentation.
How we work with brokers
Since 2007, we've funded over $2 billion to thousands of Australian businesses. What matters more is how we work with the brokers who introduce them.
- 24-hour indicative offers – We understand that speed protects client relationships. We respond quickly so you can keep deals moving.
- Dedicated broker support – You have direct access to relationship managers who know your clients and understand their industries. No automated systems. No going silent during applications.
- Transparent criteria – We're clear about eligibility requirements upfront. You can qualify clients before submitting applications, saving everyone time.
- Industry expertise across sectors – We've worked with businesses in wholesale, manufacturing, import/export, and B2B services. We understand diverse business models and their specific cash flow challenges.
- Straightforward communication – You always know where applications stand. We explain decisions clearly. We work alongside you as an extension of your advisory service.
The broader product suite
Trade Finance sits alongside Invoice Finance and Business Loans in our funding suite. Many brokers find value in having multiple options for different client scenarios:
- Invoice Finance for businesses with strong receivables who need to accelerate cash flow
- Trade Finance for businesses needing extended supplier payment terms
- Business Loans for specific equipment purchases or one-time capital needs
Backed by Fancourt Capital, we combine traditional finance strength with flexible solutions and responsive service.
Ready to make Trade Finance happen for your clients?
If you're working with SME clients who need smarter supplier payment solutions, we're here to help. Get in touch to discuss specific client scenarios: 1300 852 556 or visit www.fifocapital.com.au.
Our team provides broker resources, answers product questions, and works alongside you to deliver outcomes that strengthen your client relationships.