Case study
How did Redington turn supply chain challenges into a $300m competitive advantage?
Finverity Team
The Challenge
As suppliers demand earlier payments, buyers are contending with rising cost pressures and volatile demand.
Redington, a $10bn IT solutions provider with a network of 290 international brands in 38+ markets, faces a strategic challenge: boosting revenue while supporting channel partners and the wider supply chain without assuming additional credit risk.
This task is complicated by the need to manage liquidity effectively, maintain robust partner relationships, and navigate economic uncertainties and fluctuating demand.
The Solution
Redington turned to Finverity for help structuring and delivering a truly tailored working capital solution - Distributor Finance.
What is Distributor Finance?
Distributor Finance, sometimes called Channel Finance, is the provision of financing for distributors of a large anchor supplier (manufacturer or a larger distributor) to cover working capital needs arising from the resale of goods.The facility enables distributors to access working capital by drawing funding under extended payment terms between the anchor and distributors until they have resold the goods and converted receivables to cash. In effect, it’s a combination of Invoice Discounting to the anchor supplier and Payables Extension to the distributor.
Distributor finance benefits the whole supply chain. The anchor supplier can grow sales without taking additional credit risk on partners, while distributors can utilise the additional liquidity to increase purchasing power and subsequent sales revenue.
In today's tough economic climate, where cash flow management is crucial and market volatility is high, Distributor Finance offers a lifeline to companies like Redington. It allows businesses to maintain liquidity, invest in growth opportunities, and strengthen their supply chains without incurring prohibitive costs or risks.
By collaborating with Finverity and National Bank of Fujairah (NBF) to develop and implement a bespoke Distributor Finance Programme, Redington and its extensive network of trading partners now have seamless access to working capital.
The benefits of the programme include:
Strengthened relationships with distributors
The extended credit terms and additional working capital provided to Redington’s distributors have not only facilitated their business reinvestment but also strengthened their relationships with Redington, fostering a more resilient and cooperative supply chain network.Significant sales growth
Redington projects a $300 million increase in sales over the next 12 months, achieved without significantly raising credit risks. This growth is made possible by the enhanced financial flexibility and extended credit terms provided to their trading partners.Embedded delivery through finverityOS
The implementation of Finverity’s award-winning SCF platform, FinverityOS, ensures seamless integration into Redington’s daily operations. This platform’s intuitive user interface allows funds to be drawn with just a few clicks, streamlining the process and reducing operational complexity.
What they said
Finverity supports our channel partners by providing seamless payment term extensions, which allows us to accelerate sales growth
Ramaprasad Nagarajan
Senior Vice President, Commercial & Business Finance at Redington Gulf
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What’s next?
Finverity continues to be Redington’s exclusive fintech partner, unlocking liquidity within its supply chain with a tailored working capital solution structured and secured through Finverity Capital.
Over the next 12 months, Redington expects to generate an additional $300 million in revenue in the UAE market alone. Furthermore, the programme will continue to provide trading partners with extended credit terms and additional working capital, enabling further business reinvestment.
Plans are already underway to expand this successful programme into other GCC markets and Africa, reinforcing Redington’s commitment to leveraging innovative financial solutions to drive sustainable growth and support its partners across the globe.
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