BUYER TRADE CHECK (Highlight and comment on any adverse findings on the Client from the buyer trade checks completed)
Sales/ Distribution
• Prima had developed its distribution networks mainly through Prima outlets and sales counters in leading department stores i.e. Central, The Mall, Robinson and Paragon. About 60% of sales are done through shops/counters in department stores i.e. Central Group, The Mall Group, whereas cash is collected by the department store and is paid after specific commission deduction which is 13% reduction for gold products and 20% for diamond products, to Primagold afterward. Credit term to Central is 45-75 days. The rest 40% of sales are done through owned shops in plaza.
• By operating in the retail market segment, top 3 buyers cannot be properly identified since the final buyers are individuals.
Buyer concentration risk: - Diversified retail end-users base but concentrate in terms of distribution channels to a few department stores. Buyer may seem concentrate to particular name of department stores i.e. Central, but it actually through various branches of department stores nationwide and given Prima’s products are precious jewelry at high price under brand names and target middle- high income buyers, suitable distribution channels are department stores. Mitigation is strong brand name of products, less likely for department stores to withdraw relationship and entrenched relationship with department stores.
• Demand risk: - Due to the fact that Prima wholly sells products in the local market, Prima is not as exposed to demand risk as Pranda, who is resilient to EU and US economic downturn and likely contagion to China slowdown.
Major Suppliers % of purchases Product/Service Bought Payment Terms Length of Relationship Trade Check Done (Y/N)
Pranda Jewelry Pcl. 61% 96.5% and 99.9% gold & diamond jewelleries 60 days 18 years Y
Scotia Mocatta, Hong Kong 37% Gold T/T (against SBLC) > 5 years N
Standard Chartered Bank, London T/T 1 years Y
Happy Diamond & Jewelry Co., Ltd. <1% Diamond jewelry Cash, 90- day credit term na N
B.O. Gems & Jewelry Co., Ltd.
<1% Diamond jewelry Cash, 90 day credit term na N
SUPPLIER TRADE CHECK (Highlight and comment on any adverse findings on the Client from the supplier trade checks completed)
Raw materials/ Supply:
• Being the Group’s trading arm, Prima purchases finished goods, jewelry products, from Pranda Jewelry, parent, with 60- day credit term but Pranda will charge interest at 7.5% p.a. for delay payment. Prima therefore tried to reduce the lengthening supplier credit reliance since the interest rate is quite high compared to the rate from the bank (~4.05-5.6%).
• Starting in 2010, Prima has directly imported unwrought gold, the raw material, from Scotia Mocatta, HK itself and sells it to Pranda at zero margin for production of jewelry. Prima’s importing unwrought gold from Scotia, is against commercial SBLC issued from SCBT. The payment term to Scotia is T/T with uncapped credit term; that is, Prima can roll over and price gold at any time when it deems as satisfied market price. Once the repayment of gold is made to Scotia, the payment, if not by internal
cash, is met by import invoice financing from other banks i.e. SCBT, KTB, and CIMB. Since Jun2012, we has refinanced some gold supply to Prima from Scotia by providing gold lease without SBLC and Prima can opt to fix forward price and convert to gold loan which help mitigate gold price fluctuation and cost control.
• In FY12, the gold import is 150 kg per year amounting to THB 252m. For accounting treatment, the sales of gold to Pranda (THB 252m) are recorded under both sales and COGS. Thus, it will be net off as Prima sell gold to Pranda at zero margin.
• The jewelry FG’s selling price (that Pranda sells to Prima) is gold market price on date that Prima sells gold to Pranda, plus margin for the production cost.
• For accounting treatment, the gain/ loss of gold [the difference between (a) gold market price on the date that Prima sells gold to Pranda for production and (b) the gold cost when Prima prices and Prima pays Scotia Mocatta] will be reflected in Prima’s COGS/ GPM. The exchange rate gain/ loss of gold are recorded under other income or administrative expenses.
• Though Prima purchases most of its finished products from Pranda Jewelry on arm’s length basis, there is still a buying/selling of unwrought gold with zero margins; thus, we may question that there is a transfer pricing between these two. From the group perspective, however, this practice is just effectively to change the importing agent from Pranda to Prima only but the auditor and the Tax Bureau require recording such transaction as Prima’s sales. SCBT mitigate the risk by obtaining corporate guarantee and monitoring financial support from Pranda jewelry.
• Prima sometimes purchases few diamond jewelry (i.e. less than 1% of total purchase value) from small manufacturers i.e. Happy Diamond & Jewelry and B.O. Gems & Jewelry (under consignment; payment to be made monthly after the goods are sold). The goods are sold under Prima’s brand.
• Supplier concentration risk from Pranda Jewelry (61% of total purchase), Scotia Mocatta, HK, and SCBT London (together 37%) is mitigated by the fact that Prima is the Pranda Group’s key strategy trading arm to expand OBM sales locally with witnessed continuing and strong parental support through stretchable supplier credit, recurring ST shareholder’s loan and other payables. In addition, the gold import from Scotia Mocatta is against commercial SBLC and gold purchase from SCB London through unsecured Precious Metal Loan Limits (with no commercial SBLC) is fully covered corporate guarantee from Pranda, a listed jewelry manufacturing company with strong capital structure. Thus, the risk of losses of suppliers (of both jewelry- FG and gold- RM) is low. We aims to refinance the gold purchase from Scotia Mocatta by providing unsecured Precious Metal Loan limit (no commercial SBLC), fully covered by Corporate Guarantee from Pranda.
Impact of gold price drop in 2Q13 on Prima:
• Sales: In midst of gold price drop in 2Q13, Prima has decided to reduce selling price of 5-8% (THB 300/ gram) effective on 1May13. Before 1May13, the department stores buyers help Prima by reducing sales portion shares from 13% to 10% till effective date that Prima reduces selling price. However, this reduced selling price still covers COGS and thus impact to Prima shall be the lower margin which is still in acceptable range.
• COGS: Prima manages its own cost on purchasing unwrought gold itself and sell at zero margin to Pranda, the parent, for manufacturing. Prima manages cost of gold by entering into "gold lease" with Scotia Mocatta and SCB London to fix the gold price to mitigate risk of gold price fluctuation.
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