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Summary
Following a period of de-concentration in the competitive landscape of trade finance providers in Asia, the leading providers on average lost a few points of market penetration, as a long tail of local and emerging regional banks picked up relationships.

These new competitors won client relationships largely on the basis of ready balance sheets and competitive pricing. The competitive landscape stabilized over 2013 to 2014, with the aggregate market penetration of the region’s top five holding at 2013 levels.

Similarly the smaller providers—those ranked outside the region’s Top 20—saw their gains plateau as a group.

Methodology

From April to June of 2014, Greenwich Associates conducted 423 interviews in trade finance with financial officers (e.g., CFOs,finance directors and treasurers) at companies in China, Hong Kong, India, Malaysia, the Philippines, Singapore, South Korea, Taiwan, Thailand, and Vietnam.

Subjects covered included product demand, quality of coverage, and capabilities in specific product areas.