INTERVIEW | October 2017 | The ICISA INSIDER
Pietro Lanzillotta, Atradius Bonding Director
“I see the primary support of ICISA in promoting the concept amongst European institutions and bank associations”
same time, customers’ needs are evolving. Surety provi-
Atradius Bonding
ders are aiming at increasing their market share. Those
Pietro informs that complying with the European Surety
providers that manage to provide excellent service and
market trends, Atradius recently expanded its Surety
flexible, tailor-made solutions to meet customers’ rising
activities into four new countries. “We have extended our
demand, will be able to keep up with the market trends
Surety business to Germany, the Netherlands, Belgium
and stand ahead of their peers.”
and Luxembourg. It is our main target to foster our presence in these countries, while at the same time consolidate our market share in our established markets: Spain,
“Competition is becoming more challenging, as newcomers are entering the market and existing players are expanding their geographic presence”
Italy, France and the Nordic region.”
ICISA and its Surety members “The Association is a forum which gives its members the opportunity to share their views and experiences about market trends and developments, and thus supports efficient business growth and healthy competition”, is his answer to what ICISAs main task is. “I see the primary support of ICISA in promoting the concept amongst
About Atradius Bonding
European institutions and bank associations that legal and regulatory requirements are the main driver of the Surety business.” This is according to him essential as
Atradius is a leading European Surety provider, currently active in 11 countries
“the Surety market is highly dependent on the regulati-
(Italy, Spain, France, Denmark, Finland, Norway, Sweden, Germany, the Neth-
ons and jurisdictions of the different markets. Local legal
erlands, Belgium and Luxembourg). Atradius Bonding works with different
requirements determine to a great extent the characteris-
industries and maintains relationship with a large range of companies by pro-
tics of surety products.” But this is not only a role solely
viding tailored service to customers who need niche products, online services
for the Association. There is also an active role for the
and know-how. Atradius offers- in each of the countries where it is present- a
individual Surety members. “Therefore, it is essential that
disperse variety of products closely linked to the local legal requirements.
ICISA members provide support to European legislation
Similar variety of products could be clustered into five group-wide categories,
groups, proposing changes and valuable input. Teaming
namely: contract bonds, tax duty bonds, payment bonds, compliance & other
up with bank associations will also foster cooperation.”
commercial bonds and other bonds. He highlights another topic that needs to be addressed To find out more about Atradius Bonding, please visit group.atradius.com/
by ICISA in order to serve and protect the strong reputa-
products/bonding.html
tion of the Surety industry. “In recent years we have seen several financial institutions entering the Surety market
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