Interview with Tonny Tan of Atradius

Could you please introduce yourself and your role at Atradius?

My name is Tonny Tan, Regional Commercial Manager for APAC at Atradius Collections. I lead our commercial strategy across Asia Pacific and Middle East, helping multinational companies manage credit risk and optimize receivables performance.

Atradius Collections provides full accounts receivable services, from first party collections to full legal recovery, designed to protect cash flow and minimize risk. What sets us apart is our ability to combine global reach with deep local expertise, a critical advantage in Asia’s diverse and complex markets. This unique blend enables us to navigate cultural, legal, and regulatory nuances effectively, delivering results that safeguard our clients’ interests while strengthening customer relationships.

What brought you from the Netherlands to Hong Kong?

My move from Amsterdam to Hong Kong was driven by both professional ambition and a personal aspiration for a new chapter. After years in the same role, I was seeking a new spark and began traveling through Asia. I’ll never forget the moment it clicked: I was having a drink at the Avenue of Stars in Tsim Sha Tsui, looking out at the skyline, and realized Hong Kong was the place for that energy and change.

Soon after, the professional opportunity aligned perfectly. I reconnected with Quintus Deken, a former colleague who now heads Atradius Collections in Asia and Middle East. He was looking for a commercial lead in the region, and everything fell into place.

Hong Kong is the heartbeat of Asia’s trade and finance, allowing me to work closely with multinationals tackling cross-border challenges every day. At Atradius Collections, we make sure businesses keep their cash flow healthy with solutions that fit their needs. It’s about making things simple and effective in a region that’s constantly changing and connected.

From your perspective, what is the core value Atradius provides to businesses navigating trade complexities in Hong Kong and Asia?

We empower businesses to trade with confidence by being a trusted partner at every stage of the trade cycle. For multinationals, the challenge isn’t just selling—it’s getting paid. That’s where our partnership makes the difference.

Atradius Credit Insurance, with over 100 years of experience, is a global leader in trade credit insurance. We protect businesses against non-payment risk, enabling secure growth in both new and established markets.

Atradius Collections, backed by 25 years of expertise, complements credit insurance or delivers independent, end-to-end accounts receivable management. With a presence in more than 40 countries, we combine global infrastructure with local insight, understanding legal frameworks, speaking the debtor’s language, and providing real-time insight through a unified digital platform.

This unique blend of protection and recovery expertise sets Atradius apart. We don’t just collect debts; we enable businesses to grow securely and confidently.

What is the most significant shift in payment behavior or credit risk you’re seeing in the region?

The most significant shift is the move from reactive to predictive credit risk management, driven by both structural and technological changes. Global trade is becoming multipolar, shaped by geopolitical tensions, AI-driven innovation, and supply chain diversification.

In Asia, and particularly Hong Kong, this shift is accelerated by mounting liquidity pressures. Our Payment Practices Barometer Hong Kong 2025 shows overdue invoices now affect 49% of B2B sales on credit, and bad debts have risen to 7%, with expectations that insolvencies will increase in 2026. Nearly 60% of transactions are on credit, with average terms around 60 days, leaving businesses exposed for longer durations.

Against this backdrop, companies are embedding resilience through automation and advanced analytics. AI-powered tools enable real-time monitoring of receivables, early risk detection, and proactive intervention. While late payments persist, businesses are increasingly adopting data-driven strategies and integrated risk frameworks to safeguard liquidity and maintain growth. This evolution marks a clear transition toward predictive risk management, rather than reacting after defaults occur.

For a Dutch SME new to the region, what advice would you give to protect cash flow when selling to customers here?

Protecting receivables is more critical than ever. Asia’s diverse payment terms and legal systems can pose challenges. Credit insurance and collections aren’t just cost items; they are strategic tools for growth.

Start with buyer prechecks and early collections support to test markets and gain insights into local payment behavior. Combine this with credit insurance to safeguard cash flow and confidently extend credit to new customers. Businesses that proactively manage credit risk are better positioned to seize opportunities and handle challenges as they expand in Asia.

As a new member of the Dutch Chamber, what are you hoping to gain and what conversations interest you most?

I am excited to connect with professionals who share a Dutch business mindset while navigating Asia’s realities. I look forward to exchanging ideas on adapting to shifting trade flows, regulatory landscapes, and payment behaviors. It’s a great opportunity to learn from others and share insights from the field.