INDUSTRY OVERVIEW SOURCE OF INFORMATION

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1 3rd Sch3 The information presented in this section is, including certain facts, statistics and data, derived from the CIC Report, which was commissioned by us and from various official government publications and other publicly available publications, unless otherwise indicated. We believe that these sources are appropriate for such information and we have taken reasonable care in extracting and reproducing such information. We have no reason to believe that such information is false or misleading in any material respect or that any fact has been omitted that would render such information false or misleading in any material respect. The information has not been independently verified by our Company, the Sole Sponsor, the [REDACTED], the [REDACTED], the [REDACTED], any of our or their respective directors, officers or representatives or any other person involved in the [REDACTED] and no representation is given as to its accuracy, completeness or fairness. The information and statistics may not be consistent with other information and statistics compiled within or outside the PRC. As a result, excessive reliance on the information contained in this section shall be avoided. SOURCE OF INFORMATION We have commissioned CIC, a market research and consulting company and an Independent Third Party, to conduct an analysis of, and to report on the PRC s finance leasing and factoring industry. The CIC Report has been prepared by CIC independent of our influence. The fee payable to CIC for preparing the CIC Report is RMB600,000, which we consider reflects market rates for similar services. CIC is a consulting firm founded in Hong Kong. It provides professional industry consulting across multiple industries. CIC s services include industry consulting service, commercial due diligence, strategic consulting, etc. Our Directors are of the view that the information set forth in this section is reliable and not misleading as the information was extracted from the CIC Report and CIC is an independent professional consulting company with extensive experience in their profession. CIC conducts both primary and secondary research through various resources. Primary research involved interviewing key industry experts and leading industry participants. Secondary research involved analysing data from various publicly available data sources, such as National Bureau of Statistics of China, industry associations, etc. The methodology used by CIC is based on information gathered from multiple levels and allows such information to be cross-referenced for reliability and accuracy. On such basis we consider the data and statistics to be reliable. ASSUMPTIONS The CIC Report contains a variety of market projections which were produced with the following key assumptions: (i) The overall social, economic and political environment in the PRC are expected to remain stable in the forecast period; (ii) China s economy and industry development is likely to maintain a steady growth in the next decade; (iii) Related industry key drivers are likely to drive the growth of China s finance leasing industry in the forecast period, such as massive equipment and machinery demand from SMEs with limited financing sources, tremendous potential market growth with increasing capital investment, favourable government policy support; (iv) Related industry key drivers are likely to drive the growth of China s factoring industry in the forecast period, such as increasing enterprise accounts receivable, springing up of commercial factoring companies, national 78

2 policy support, and improving credit investigation system and credit environment; and (v) There is no any extreme force majeure or industry regulation in which the market may be affected dramatically or fundamentally. The reliability of the CIC Report may be affected by the accuracy of the foregoing assumption and factors. The CIC Report mainly focuses on the PRC market, being the main jurisdiction in which our business are located. Our Directors confirm that after taking reasonable care, there is no material adverse change in the market information since the date of the relevant data contained in the CIC Report which may qualify, contradict or have an impact on the information in this section. Except as otherwise noted, all of the data and forecasts contained in this section are derived from the CIC Report. PARAMETERS The parameters used in CIC Report mainly include as follows: GDP value and GDP growth rate of China Total value of fixed asset investments and spending in equipment and tools of China Three-year benchmark deposit and lending rate of China Total outstanding balance of finance leasing companies in China Number of enterprises of finance leasing market in China Factoring turnover of factoring market in China OVERVIEW OF THE MACROECONOMIC AND FINANCIAL ENVIRONMENT IN THE PRC China s nominal GDP grew from RMB48.6 trillion in 2011 to RMB75.0 trillion in While growth has cooled off in 2013, along with the industrial transformation and diversified financing channels, Chinese government is focusing on solving the problem of manufacturing overcapacity and upgrading the economic structure. Finance leasing and commercial factoring as two important finance tools for the transition of the economy are expected to be more frequently used. According to IMF, China s nominal GDP is expected to sustain a long-term growth with the real GDP annual growth rate ranging from 6.0% to 6.3% and, the nominal GDP annual growth rate ranging from 7.2% to 8.0%, for the next five years. China s nominal GDP is forecast to reach RMB108.7 trillion in China s fixed assets investment increased from RMB31.1 trillion in 2011 to RMB60.6 trillion in 2016, with a CAGR of 14.3%. Meanwhile, equipment and tools spending (excluding agriculture) also increased from RMB6.4 trillion to RMB12.1 trillion from 2011 to 2016 with a CAGR of 13.8%. Following the transition of China s economic structure, many companies are expected to upgrade their manufacturing process by purchasing necessary equipment and tools. The huge potential need for 79

3 equipment and tools is likely to fuel the equipment and tools spending, and the spending (excluding agriculture) is expected to increase from RMB12.1 trillion to RMB19.3 trillion from 2016 to 2021, with a CAGR of 9.7%. Meanwhile, fixed asset investment is expected to reach RMB85.7 trillion in 2021, with a CAGR of 7.2% from 2016 to OVERVIEW OF THE FINANCE LEASING INDUSTRY IN THE PRC Outstanding balance of finance leasing market in the PRC Finance leasing industry has experienced tremendous growth for the past few years. Penetration rate (as the ratio of new annual finance leasing contract volume divided by total annual fixed assets investment) has increased from 2.0% in 2011 to 6.3% in Outstanding balance increased from RMB0.9 trillion in 2011 to RMB5.3 trillion in 2016, with a CAGR of 41.8%. A finance leasing project generally takes 2 to 3 years, and the outstanding balance of finance leasing market at the end of the year is comprised of the remaining previous year s balance and remained current year s new balance. Throughout the past few years, the new contract volume was approximately 70% of the total outstanding balance at the end of the year. With massive equipment and machinery demand arising from SMEs manufacturing and restructuring needs, finance leasing market is expected to sustain high growth for the next few years. Outstanding balance is expected to reach RMB13.3 trillion in 2021 with a CAGR of 20.0% from 2016 to Meanwhile, new contract volume is expected to reach RMB9.6 trillion in 2021 with a CAGR of 20.1%. The penetration rate of finance leasing market is expected to reach approximately 11.2% in Outstanding balance and new contract volume of finance leasing market, China, E E 2018E 2019E 2020E 2021E New contract volume (RMB trillion) Outstanding balance (RMB trillion) Source: CIC 80

4 Market drivers of finance leasing market in the PRC (i) Massive equipment and machinery demand from SMEs with limited financing sources: China has a very different banking system compared with other major economic entities. Most of the banks operate under the Chinese government, and the number of small individual banks and other bank-affiliated financing institutions is limited. For SMEs, compared with traditional bank loans, finance leasing generally offers a less stringent application process and a more flexible financing agreement in terms of interest rate and payment timetable. In addition, since finance leasing is mainly based on equipment leasing, with massive equipment demand from SMEs manufacturing and restructuring needs, finance leasing can provide a time-saving financing solution for the SMEs without increasing companies leverage ratio dramatically. The massive equipment demand is expected to continually drive the finance leasing market in the next few years. (ii) Tremendous potential market growth with increasing capital investment: Penetration rate of finance leasing in developed countries is generally around 20% to 30% while that of China is comparatively low, with a penetration rate of only approximately 6.3% in To expand business operations and size the growth, many new finance leasing companies have been established and keep putting more capital into registration. Total registered capital of finance leasing companies surged from RMB195.5 billion in 2011 to RMB2,556.9 billion in 2016, with a CAGR of 67.2%. With massive capitals from various systems of ownership flowing into the market which is far from saturated in terms of penetration rate, it is expected that the market will experience tremendous growth in the next few years. Penetration rate of China is also expected to reach more than 11.0% by (iii) Favorable government policy support: According to The Guiding Opinions of the General Office of the State Council on Promoting the Sound Development of Finance Leasing Industry, the Chinese government has listed some major objectives for the finance leasing industry in China. These objectives include: (a) expecting a much higher penetration rate and wider coverage in downstream industries by 2020; (b) making finance leasing one of the major tools for equipment investment and technology upgrades; (c) speeding up the development of finance leasing market in major industries and promoting their transformation and upgrading; (d) promoting overseas equipment finance leasing and finance leasing service for SMEs; (e) reforming the industry regulatory system to make it more unified, effective and comprehensive; (f) streamlining administration to enhance the development of finance leasing market and delegating administrative power to the lower level government; (g) developing a number of financial leasing companies that have competitiveness in the international finance leasing market; and (h) establishing a more comprehensive and detailed tax system for finance leasing industry. These objectives demonstrate the Chinese government s efforts on making finance leasing industry an important finance channel for companies with different financing needs. For instance, tax incentives, government-led finance leasing projects, and comprehensive regulatory systems, are expected to drive the finance leasing market in China in the next few years. 6 Feb SX-3 81

5 COMPETITIVE LANDSCAPE OF THE FINANCE LEASING INDUSTRY IN THE PRC There are three types of finance leasing companies in the PRC, namely bank-affiliated, foreign-funded and domestic-funded, the below table summarizes their characteristics Registered capital Type Regulation institution requirement Related business operation Bank-affiliated China Banking Regulatory Commission Minimal capital: RMB100 million Commerce bank has to meet the 8% capital adequacy ratio Finance leasing Absorb shareholders deposit Collect security deposits from lessees Sale of finance lease asset to commercial banks Interbank borrowing Sale of residual value and maintenance of lease asset Issue finance bonds under approval Overseas foreign currency borrowing Lending from other finance institutions Foreign-funded Ministry of Commerce No minimal capital requirement Finance leasing General leasing Deal with residual value and maintenance of lease asset Purchase leasing asset from domestic and overseas Domestic-funded Ministry of Commerce Minimal capital: RMB170 million Finance leasing General leasing Deal with residual value and maintenance of lease asset Purchase leasing asset from domestic and overseas 82

6 Outstanding Balance of PRC Finance Leasing Market in 2016 Bank-affiliated 38.3% Foreign-funded 31.3% Domestic-funded 30.4% Source: CIC Overview of foreign-funded finance leasing market in the PRC Outstanding balance of foreign-funded finance leasing market was approximately 31.3% of the total finance leasing market, with an outstanding balance of RMB1,670.0 billion in Foreign-funded finance leasing market in China is very fragmented given the large number of market participants in 2016, which totaled over 6,500 registered foreign-funded finance leasing companies. Top five foreign-funded finance leasing companies in the PRC Top five foreign-funded finance leasing companies shared about 18.6% of the total outstanding balance in foreign-funded leasing market in China as of 31 December As a foreign-funded finance leasing enterprise, the Company has an outstanding balance of RMB1.0 billion, with a corresponding market share of 0.06% in the foreign-funded leasing market in China as of 31 December 2016 in terms of outstanding balance. 25 Oct SX-3(i) Outstanding balance Rank Name of Company as of 31 December 2016 Market share (RMB billion) 1 Company A % 2 Company B % 3 Company C % 4 Company D % 5 Company E % Others 1, % Total 1, % Note: Outstanding balance includes both long-term and short-term accounts receivable of finance leasing operations. Source: CIC 83

7 As finance leasing companies in the PRC generally could offer to their existing and prospective finance leasing customers advisory services in areas such as their financing and cash flow management as well as operation of the leased equipment, the competitive landscape of such advisory services in the PRC is generally similar to the competitive landscape of finance leasing market in the PRC. As the advisory services provided by finance leasing companies in the PRC are usually unique and customised according to the specific needs from each customer, the advisory fees vary and could not be directly compared with the advisory fees of other finance leasing companies in the PRC which also provide advisory services. 29 Nov SFC-3 Key success factors of finance leasing market in the PRC (i) Consistent and stringent risk management: Finance leasing market is highly capital intensive and involves a large amount of cash flow on a monthly basis. Companies need to have a consistent and stringent risk system and experienced professionals to identify potential risks. For small finance leasing companies, a single risky project may damage the whole cash flow and potentially bring the companies to capital chain rupture. A sound risk management system comes from years of accumulated experience in the market and a profound understanding of both upstream and downstream companies, which is hard for new entrants to obtain. (ii) Access to diversified and low-cost financing channels: Financing channel is relatively limited in China where the majority of the money that a company receives comes from bank loans. Most of the revenue of a finance leasing project is driven by the interest rate spread from its financing and leasing operations. The access to adequate and relatively low-cost capital is essential to the profitability and project accessibility of finance leasing companies. Subsidiary finance leasing companies backed by large parent companies with sufficient capital and good credit ratings generally have lower financing interest rate and easier access to resources or channels such as Overseas Loan under Domestic Guarantee ( ), P2P platform, asset securitization, private equity, etc. The difference of financing interest rate between market leader and market average may vary from 2% to 4%. Thus, access to diversified and low-cost financing channel is vitally important for a company s success in finance leasing market. (iii) Maintaining an experienced professional team: There has been a shortage of experienced professionals in China s finance leasing market. An experienced professional need to have profound understanding in several areas, including but not limited to industrial chain, risk control, transaction authenticity, fund operation and macro-economy. An experienced and professional team comes from a well-organized company structure and effective incentive plans. An experienced and professional team can help a company to avoid risks and seize opportunities, which contributes to the success of the company. Entry barriers of finance leasing market in the PRC (i) High capital requirement: For initial license registration, Chinese government has set up a minimal capital requirement for different finance leasing companies. For bank-affiliated companies, minimal capital requirement is RMB100 million and commerce bank has to meet the 8% capital adequacy ratio. For domestic-funded companies, minimal capital requirement is 84

8 RMB170 million. In addition, finance leasing market is highly capital intensive which involved with massive amount of equipment purchasing and lending. Having a sufficient amount of cash prepared for daily operation, delayed payments and potential default is crucial for operation management and risk managing. (ii) Shortage of finance leasing professionals: Finance leasing market is relatively new compared with other traditional financial sectors in China. In addition, finance leasing involves not only financial knowledge but also a thorough understanding of the downstream industry and close relationships with companies along the value chain. There has been a lack of finance leasing professionals for risk control and project management in the industry. Instead of hiring people from other companies in the market, many professionals need to be trained by their own companies to develop a consistent risk control management and business outreaching system. For new entrants, it is hard to attract market professionals and develop a consistent and effective business model in the short time. (iii) Credit rating and industry experience: Credit rating is directly related to a company s financing interest rate, which is vitally important for the profitability and project accessibility of a company. Moreover, companies past leasing experience will be taken into account when bidding for a project. If a new entrant does not have a good credit rating or is not backed by a large company with a good credit rating, the interest rate is likely to be very unfavorable which makes the new entrant less competitive. Even if the new entrant has a good rating, a lack of leasing experience is expected to become another entry barrier for the new entrant. OVERVIEW OF THE FACTORING INDUSTRY IN THE PRC Factoring turnover of factoring market in the PRC China s factoring market in terms of factoring turnover increased from RMB2,247.1 billion in 2011 to RMB2,786.4 billion in 2016 at a CAGR of 4.4%. The total market is expected to grow to RMB6,997.0 billion in 2021 with a CAGR of 20.2% from 2016 to The commercial factoring market has seen fast growth since 2012 when the MOFCOM approved the commercial factoring pilot schemes. The market increased from RMB5.0 billion in 2011 to RMB500.0 billion in 2016 at a CAGR of 151.2%. The market is expected to grow to RMB4,607.0 billion in 2021 at a CAGR of 55.9% from 2016 to The penetration rate of commercial factoring as a percentage of total factoring turnover is expected to increase from 17.9% in 2016 to 65.8% in Factoring turnover of factoring market, China, E 8, , , , , , , , , , , , , , , , , , , , , , , , , , , , , , , , , , E 2018E 2019E 2020E 2021E Bank factoring turnover (RMB billion) Commercial factoring turnover (RMB billion) Source: Factoring Expertise Committee of CBA, CFEC, CIC 85

9 Market drivers of factoring market in the PRC (i) Increasing enterprise accounts receivable: With the increasing uncertainty of the world economic development and China s economy entering into the transition period, China s economy will no longer sustain the high growth momentum and is facing problems such as insufficient aggregate demand and overcapacity in certain industries. Against this background, accounts receivable in Chinese enterprises has seen rapid growth in recent years. The accounts receivable of industrial enterprises above designated size (with annual main business revenue above RMB20 million) increased from RMB7.0 trillion in 2011 to RMB12.6 trillion in 2016 at a CAGR of 12.5%, which implied the growing demand for factoring business. (ii) Springing up of commercial factoring companies: Since 2012, the commercial factoring pilot schemes led by the MOFCOM have been carried out in many places in China. MOFCOM issued the Circular of the General Office of the Ministry of Commerce on Improving the Administration of Commercial Factoring Business ( ) in 2013, which laid a foundation for the health development and proper supervision of commercial factoring industry. Moreover, many local authorities issued administrative measures to support the development of commercial factoring industry. E.g. Tianjin s commercial factoring companies enjoy preferential subsidies in areas such as taxes, offices, talent introduction, etc., and financial reward when providing financial services to small-micro enterprises. The number of registered commercial factoring companies increased rapidly from 71 in 2012 to 5,584 in 2016, with commercial factoring turnover reaching RMB500 billion in The rise of commercial factoring companies will drive the expansion of China s factoring market. (iii) National policy support: The Chinese government has issued several policies to support the development of China s factoring market. Guideline on the Construction of Social Credit System ( ) ( ) issued by the State Council required the cultivation and standardization of credit service market, with measures including developing commercial factoring business. For instance, to regulate accounts receivable management, the Chinese government supports the development of commercial factoring in the retail, trading and service industries. Opinions on Financial Support for Industry Steady Growth, Restructuring and Efficiency Enhancement ( ) issued by eight ministries and commissions in 2016 proposed the vigorous development of commercial factoring industry through promoting accounts receivable financing and establishment of accounts receivable trading mechanism. It also encourages cooperation between commercial factoring companies and bank-affiliated financial institutions on accounts receivable financing. The Thirteenth Five-year Development Plan for Domestic Trade Flows ( ) issued by ten ministries and commissions including MOFCOM and PBOC in November 2016 encouraged companies to set up credit appraisal system and reduce financing cost through commercial factoring. 6 Feb SX-3 (iv) Improving credit investigation system and credit environment: Credit Information Exchange System of Factoring Industry was officially launched in August The system has included more than 1,281 thousand dishonest debtors information of the courts nationwide by March

10 and is updated regularly. Some cities like Tianjin have already opened Credit Reference System of the People s Bank of China (PBOC) interface to commercial factoring companies. Improving credit investigation system and credit environment will enhance risk management capacity of factoring companies and promote the healthy development of the industry. COMPETITIVE LANDSCAPE OF THE COMMERCIAL FACTORING INDUSTRY IN THE PRC Competitive landscape of commercial factoring market in the PRC China s commercial factoring industry is still at the early stage, with the emerging of large quantities of commercial factoring companies, most of which are of small scale. The market concentration degree is not high and market competition is insufficient. According to CFEC (Commercial Factoring Expertise Committee of China Association of Trade in Services ), there were 5,584 registered commercial factoring companies and branches by the end of 2016 in China, with approximately 430 in Tianjin, accounting for 7.7%. However, there are only around 1,100 companies that already run factoring businesses in China. Among them, only approximately 50 companies have annual factoring turnover above RMB1 billion. These companies accounted for more than 60% of the total commercial factoring turnover in China in The total factoring turnover of China s commercial factoring market was RMB500.0 billion in The Company s factoring turnover was RMB0.1 billion in 2016, representing a market share of around 0.02% in China s commercial factoring market. The Company was among the first few batches of companies to engage in commercial factoring business in China after MOFCOM s release of the Circular of the Ministry of Commerce on Issues Related to the Pilot Program of Commercial Factoring ( ). As one of the pioneers in China s commercial factoring industry, the Company is expected to benefit from first-mover advantages and established reputation in the market. Key success factors of commercial factoring market in the PRC (i) Risk control capability: As commercial factoring mainly provides financing support to enterprises from the upstream to the downstream of the industrial chain, including small and medium sized enterprises, the business features high risk. Major risks include credit risk (e.g. fraud by the seller), operational risk and legal risk. Complete and strict risk control system as well as dynamic risk monitoring throughout the factoring business and all aspects are essential to the core competence of a commercial factoring company. Risk control capability is the basis of the sound and sustained development of a company in commercial factoring industry. (ii) Industry experience and resource: Usually the industry background and financial strength are important factors that determine the survival, competitiveness and development of a commercial factoring company. Its management team s strategic positioning and financing support to the commercial factoring company also influence many aspects of the company s operation, such as management strategy, business model, customer selection and financing method. Companies that maintain close relationship with large state-owned enterprises, listed companies or leading private companies have significant advantages over other companies. 87

11 (iii) Financing channel: The access to adequate and relatively cheap funds is essential to the profitability and business expansion of commercial factoring companies. For most commercial factoring companies, it is still quite difficult to get bank loans. Companies with resources in financing channels such as shareholder lending, P2P (Peer-to-Peer lending) platform, asset securitization, among others, are at an advantage. (iv) Experienced and professional team: Factoring is a highly professional industry. A good employee should have profound understanding in several areas, including but not limited to industrial chain, risk control, transaction authenticity, fund operation and macro-economy. An experienced team will help the company avoid risks and seize opportunities, which contributes to the success of the company. Entry barriers of commercial factoring market in the PRC (i) Capital requirement: A number of local authorities have issued regulations on the establishment and management of commercial factoring companies. Tianjin Municipal government issued the Administrative Measures for the Commercial Factoring Pilot Program in Tianjin ( ), which required that registered capital of the company should be not less than RMB50 million and should all be paid-in monetary capital. Another example is Trial Method on Setting up Commercial Factoring Companies in Beijing Shijngshan District ( ), which also incorporated similar provisions. Trial Management Measures on Commercial Factoring Companies ( ( )) issued by MOFCOM also required a minimum paid-in capital of RMB50 million for foreign-funded commercial factoring companies. The Official Reply of the Ministry of Commerce to the Implementation Scheme of the Pilot Program of Commercial Factoring ( ). issued by MOFCOM stipulated that risk assets should not exceed 10 times the company s net asset in its factoring practice. (ii) Factoring professionals: The risk characteristic of factoring industry determines that its practitioners should possess certain financial knowledge and risk control expertise. However, restricted by the relatively short history and small-scale of China s factoring industry, these professionals are quite scarce. Reply on Implementation Scheme of Commercial Factoring Pilot stipulated that one of the establishment conditions is owning at least 2 senior managers who boast management experience in financial field and no bad credit record. Interim Administrative Measures for the Commercial Factoring Pilot Program in Shanghai ( ) further required that at least one investor or connected body had relevant experience in commercial factoring industry. (iii) Capacity of establishing financial system and risk control system: Sound and comprehensive financial system and risk control system are the core parts of the on-going operation of a commercial factoring company. Therefore, in addition to capital strength and factoring professionals, the capacity of establishing these systems forms another entry barrier. 88

12 HISTORICAL KEY COST ANALYSIS OF FINANCE LEASING AND COMMERCIAL FACTORING MARKETS IN THE PRC 25 Oct SX-3(ii) One-year benchmark interest rate, China, % 6.00% 5.00% 6.00% 5.60% 5.35% 5.10% 4.85% 4.60% 4.35% 4.00% 3.00% 2.00% 3.00% 2.75% 2.50% 2.25% 2.00% 1.75% 1.50% 1.00% 0.00% 2012/07/ /11/ /03/ /05/ /06/ /08/ /10/24 One-year benchmark lending rate One-year benchmark deposit rate Source: The People s Bank of China Benchmark interest rate has experienced a decreasing trend from 2013 to The one-year benchmark lending rate in China has decreased from 6.00% to 4.35%. In 2015, the People s Bank of China lowered the benchmark interest rate five times and has reduced the deposit reserve ratio to stimulate economy. In general, the significant decrease of interest rate has lowered the funding cost for finance leasing and commercial factoring markets in 2015 particularly. 89

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