Methods of payment in export-import business

In export-import business, payment is must whether it is in cash directly or indirectly with other means. There are several ways in which one can receive payment when selling products abroad, depending on how trustworthy one considers the buyer to be. Typically with domestic sales, if the buyer has good credit, sales are made on open account; if not, cash in advance is required. For export-import trade, these ways are not the only common methods. Listed in order from most secure for the exporter to the least secure, the basic methods of payment are: Cash in advance; Documentary letter of credit; Documentary collection or draft; Open account; and Other payment mechanisms, such as consignment sales.

Cash-in-Advance (Pre-Payment)

Cash in Advance is a pre-payment method in which, an importer the payment for the items to be imported in advance prior to the shipment of goods. The importer must trust that the supplier will ship the product on time and that the goods will be as advertised. Cash-in-Advance method of payment creates a lot of risk factors for the importers. However, this method of payment is inexpensive as it involves direct importer-exporter contact without commercial bank involvement. When it is used:

In international trade, Cash in Advance methods of payment is usually done when The Importer has not been long established. The Importer's credit status is doubtful or unsatisfactory. The country or political risks are very high in the importers country. The product is in heavy demand and the seller does not have to accommodate an Importer's financing request in order to sell the merchandise

Options for receiving an advance payment If you receive a Centre link payment you may be eligible to receive part of your payment in advance as a lump sum, called an advance payment. The rules about receiving an advance payment depend on the type of payment you receive, how long you have been receiving it and the amount that you receive. Eligibility To receive an advance payment, you must be receiving one of the following payments: ABSTUDY Age Pension Austudy Career Payment Disability Support Pension Family Tax Benefit Part A New start Allowance Parenting Payment (partnered) Parenting Payment (single)

Widow Allowance Widow B Pension Wife Pension Youth Allowance

For ABSTUDY, Austudy, Youth Allowance (students) and Family Tax Benefit, there is no minimum time that you must have been receiving the payment before you can receive an advance payment. For all of the other payments, you must have received an income support payment for three months before you are eligible for an advance payment. One will not eligible to receive an advance payment if he/she is: repaying an advance payment you received more than 12 months ago owe a debt to the Government cannot afford to repay the advance payment out of your payment within six months without suffering financial hardship Additional eligibility requirements for the following payments ABSTUDY, Austudy, Newstart Allowance, Parenting Payment (single or partnered), Widow Allowance, Youth Allowance You are not eligible to receive an advance payment if you received one in the previous 12 months. Exception: Parenting Payment Single customers, who apply for an advance payment within 28 days of becoming single, may be eligible for another advance payment regardless of when they last received an advance payment, as long as they meet all the other eligibility requirements.
Letter of credit

Letter of credit (L/c) is the most preferred payment option for exporters. Compared to other payment options, L/c has many safeguards for sellers and at the same time assurance for buyers. It is usually issued by larger banks and contains a promise to pay a seller (beneficiary) upon receipt of goods by a buyer if certain conditions outlined in the letter have been met. What is Letter of Credit ? Letter of Credit or (L/c) is a legal document to arrange payment between a buyer(importer) and seller (exporter). The bank, as intermediary, ensures security for both parties, giving the exporter confidence that the importer is capable of paying for the goods while assuring the

importer that payment will be made to the exporter only after the terms outlined in the letter of credit have been met. Details of letter of credit Payment under a documentary letter of credit is based on documents, not on the terms of sale or the physical condition of the goods. The letter of credit specifies the documents that are required to be presented by the exporter, such as an ocean bill of lading (original and several copies), consular invoice, draft, and an insurance policy. The letter of credit also contains an expiration date. Before payment, the bank responsible for making payment, verifies that all document conform to the letter of credit requirements. If not, the discrepancy must be resolved before payment can be made and before the expiration date. A letter of credit issued by a foreign bank is sometimes confirmed by a BD bank. This confirmation means that the BD banks (the confirming bank), adds its promise to pay to that of the foreign bank (the issuing bank). If a letters of credit is not confirmed, it is advised through a BD bank and thus called an advised letter of credit. BD exporters may wish to confirm letters of credit issued by foreign banks if they are unfamiliar with the foreign banks or concerned about the political or economic risk associated with the country in which the bank is located. An Export Assistance Center or international banker can assist exporters in evaluating the risks to determine what might be appropriate for specific export transactions.

Analysis of typical L/c Transaction Though a L/c can have great many variations (please see later part of this article) - for simplicity and ease of understanding, I have made a simple step-by-step description of a typical L/c transaction. Step 1 After successful negotiation on price, specification, quality etc, Buyer selects a seller and places order for specified goods Step 2 Seller accepts the order Step 3 Buyer and Seller agrees on terms and conditions of the sale. Buyer instructs its bank to open a L/c incorporating previously agreed terms of sale Step 4 The buyer's bank prepares a Letter of Credit (L/c), including all instructions to the seller's bank concerning the shipment and sends the L/c to the seller's bank, requesting confirmation. The seller may request confirmation from a confirming bank for added security. Note: There are often delays at above two steps for various reasons like buyer does not have sufficient funds or seller requests change in L/c terms. Amendments are issued to incorporate changes in L/c terms.

Step 5 The Seller's bank prepares a letter of confirmation to forward to the seller along with the L/c. The seller reviews carefully all conditions in the L/c specially shipment schedule in consultation with his freight forwarder. Step 6 The seller arranges the goods and hand over to freight forwarder for delivery at appropriate port or airport. Step 7 Once goods are loaded/shipped, the forwarder completes necessary documentation and hand them over to the seller. The seller then presents the documents to his bank, informing full compliance with terms and conditions of L/c. Step 8 The seller's bank reviews the documents. If they are in order, the documents are airmailed to the buyer's bank for review and passing necessary documents to buyer. The buyer gets the documents needed to claim the goods. Step 9 The buyer's bank returns accepted draft and informs buyer. Buyer pays bank. Step 10 The seller's bank gets payment and pays seller. The letter of Credit Ensures that: Payment to the seller will only be made after the terms of the L/c have been met. The documents, which have been reviewed by the bank's experienced staff, are in order. The seller is assured of the buyer's ability to pay and, as a result, a better price and more advantageous terms of payment may be offered.
Tips on Using a Letter of Credit

When preparing quotations for prospective customers, exporters should keep in mind that banks pay only the amount specified in the letter of credit - even if higher charges for shipping, insurance, or other factors are incurred and documented.

Upon receiving a letter of credit, the exporter should carefully compare the letter's terms with the terms of the exporter's pro forma quotation. This step is extremely important, since the terms must be precisely met or the letter of credit may be invalid and the exporter may not be paid. If meeting the terms of the letter of credit is impossible or if any of the information is incorrect or even misspelled, the exporter should contact the customer immediately and ask for an amendment to the letter of credit.

The exporter must provide documentation showing that the goods were shipped by the date specified in the letter of credit or the exporter may not be paid. Exporters should

check with their freight forwarders to make sure that no unusual conditions may arise that would delay shipment. Documents must be presented by the date specified for the letter of credit to be paid. Exporters should verify with their international bankers that there will be sufficient time to present the letter of credit for payment. Exporters may request that the letter of credit specify that partial shipments and transshipment will be allowed. Specifying what will be allowed can prevents unforeseen last minute problems. Documentary Drafts/ Bills of Exchange A draft, sometimes also called a bill of exchange, is analogous to a foreign buyer's check. Like checks used in domestic commerce, drafts carry the risk that they will be dishonored. However, in international commerce, title does not transfer to the buyer until he pays the draft, or at least engages a legal undertaking that the draft will be paid when due. Special Characteristics: An Instrument, in order to amount in law to as bill of exchange, must fulfill the following conditions (i) it must be in writing (ii) signed by the maker; (iii) it must contain an order iv) which must been unconditional; v) it must direct a certain person vi) to pay certain sum of vii) money only viii) to a certain person or his order or to bearer. Ix) It must be properly stamped. Briefly speaking, before a document can be called a bill of exchange, the drawer must be certain, the order must be certain, the drawee must be certain, the payee must be certain and the sum payable must also be certain. These are popularly called the five certainties of a bill of exchange.

Types of bill of exchange

Sight Drafts A sight draft is used when the exporter wishes to retain title to the shipment until it reaches its destination and payment is made. Before the shipment can be released to the buyer, the original ocean bill of lading (the document that evidences title) must be properly endorsed by the buyer and surrendered to the carrier. It is important to note that air waybills of lading, on the other hand, do not need to be presented in order for the buyer to claim the goods. Hence, risk increases when a sight draft is being used with an air shipment. In actual practice, the ocean bill of lading is endorsed by the exporter and sent via the exporter's bank to the buyer's bank. It is accompanied by the sight draft, invoices, and other supporting documents that are specified by either the buyer or the buyer's country (e.g., packing lists, consular invoices, insurance certificates). The foreign bank notifies the buyer when it has received these documents. As soon as the draft is paid, the foreign bank turns over the bill of lading thereby enabling the buyer to obtain the shipment. There is still some risk when a sight draft is used to control transferring the title of a shipment. The buyer's ability or willingness to pay might change from the time the goods are shipped until the time the drafts are presented for payment; there is no bank promise to pay standing behind the buyer's obligation. Additionally, the policies of the importing country could also change. If

the buyer cannot or will not pay for and claim the goods, returning or disposing of the products becomes the problem of the exporter. Time Drafts and Date Drafts A time draft is used when the exporter extends credit to the buyer. The draft states that payment is due by a specific time after the buyer accepts the time draft and receives the goods (e.g., 30 days after acceptance). By signing and writing "accepted" on the draft, the buyer is formally obligated to pay within the stated time. When this is done the time draft is then called a trade acceptance. It can be kept by the exporter until maturity or sold to a bank at a discount for immediate payment. A date draft differs slightly from a time draft in that it specifies a date on which payment is due, rather than a time period after the draft is accepted. When either a sight draft or time draft is used, a buyer can delay payment by delaying acceptance of the draft. A date draft can prevent this delay in payment though it still must be accepted. When a bank accepts a draft, it becomes an obligation of the bank and thus, a negotiable investment known as a banker's acceptance. A banker's acceptance can also be sold to a bank at a discount for immediate payment.
Types of Transfer of Bills of Exchange

Table: Types of Transfer of Bills of Exchange

Possession of securities may be generally transferred in three ways: by endorsement, by a written contract (assignment of a debt) or merely by passing over on the basis of an informal agreement. Some securities may be transferred, depending on the circumstances, by all these methods, with some of them there is not such a choice. For example, an interim security, as a security to order, is only transferable by endorsement.
a) Endorsements

Every bill of exchange, even if not expressly drawn to order, may be transferred by the endorsement. The participants of endorsement are endorser and endorsee. By endorsement the endorser transfers the bill of exchange to the endorsee (provided that other legal preconditions are met). The first endorser is the payee and the second one is always the endorsee from the previous endorsement.
b) Blanket tradition

It is not possible to transfer any bill of exchange by the blanket tradition. A necessary precondition is an endorsement in blank which does not contain the name of the endorsee. There are three options for the holder in this situation: the holder may fill in the endorsement either with his own name or with the name of some other person, or re-endorse the bill, or transfer the bill to a third person without filling in the blank endorsement and without endorsing it (Article I, Section 14, Paragraph 2, BECA). It is the third option that is designated as blanket tradition. In such a situation the bill behaves in fact as a security to Bearer without actually being it because the blanket endorsement may be filled in anytime and the bill may be re-endorsed.
c) Transfer of bill rights by assignment

Pursuant to Article I, Section 11, Paragraph 2, BECA, the drawer may exclude endorsement by the so-called restrictive clause and the bill is then transferable by assignment. The law demonstratively states the wording: "not to order". In practice, we usually find it under the designation of the creditor in bill ("Pay not to order to Mr. Jan erny").
Types of Bill of Exchange on the Basis of Period:

On the basis of period bills are of two types: 1. Demand bills 2. Term bills Demand Bills of Exchange: There is no fixed date for the payment of such bill. They become payable at ay time, when they are presented before payee by the holder. Tem Bills of Exchange: These bills are payable after specified period of time. The period after which these bill become

Types of bill of exchange on the Basis of Object: On the basis of purpose of writing the bills, the bills can be classified as: 1. Trade Bills 2. Accommodation Bills Trade Bills: These bills are drawn and accepted against the sale and purchase of goods on credit. These are drawn by the seller (creditor) and accepted by the buyer (debtor). Accommodation Bills: Such bills do not involve any sale and purchase of goods, rather they are drawn without any consideration. The purpose of such bills is to help one party or both the parties financially. Classification of Bills of Exchange: The bills can be classified into two classes given as under: Inland Bill: These bills are drawn in a country upon person living in the same country or made payable in the same country. Both drawer and the drawee reside in the same country. Foreign Bills: These bills are drawn in one country and accepted and payable in another country, e.g. a bill drawn in England and accepted and payable in India.
Open Account

In a foreign transaction, an open account can be a convenient method of payment if the buyer is well established, has a long and favorable payment record, or has been thoroughly checked for creditworthiness. With an open account, the exporter simply bills the customer, who is expected to pay under agreed terms at a future date. Some of the largest firms abroad make purchases only on open account. Working procedure

In negotiating an export contract, you agree with your buyer the amount, currency, timing and method of payment. When you ship the goods or provide the services, the buyer receives an invoice setting out those payment details. Control of the goods passes to your buyer before you receive payment. To avoid misunderstanding, the credit term agreed with your buyer is usually also stated on the invoice. For example, if your buyer has 30 days credit, the invoice will state when the 30 days beginon the date of invoice, the date of delivery or another date. When a payment is due, your buyer will usually send it by: Telegraphic (wire) transfer through a bank or International bank cheque (bank draft).

However, there are risks to open account sales. The absence of documents and banking channels might make it difficult to pursue the legal enforcement of claims. The exporter might also have to pursue collection abroad, which can be difficult and costly. Another problem is that receivables may be harder to finance, since drafts or other evidence of indebtedness are unavailable. There are several ways to reduce credit risk, through such means as export credit insurance and factoring Exporters contemplating a sale on open account terms should thoroughly examine the political, economic, and commercial risks. They should also consult with their bankers if financing will be needed for the transaction before issuing a pro forma invoice to a buyer

So these are the popular methods of payments, all these have some merits and demerits. Some are more secured and some are less secured.

Other Payment Mechanisms Consignment sales International consignment sales follow the same basic procedures as in the United States. The goods are shipped to a foreign distributor who sells them on behalf of the exporter. The exporter retains title to the goods until they are sold, at which point payment is sent to the exporter. The exporter has the greatest risk and least control over the goods with this method. Additionally, receiving payment may take quite a while. It is wise to consider risk insurance with international consignment sales. The contract should clarify who is responsible for property risk insurance that will cover the merchandise until it is sold and payment is received. In addition, it may be necessary to conduct a credit check on the foreign distributor. Countertrade International countertrade is a trade practice whereby one party accepts goods, services, or other instruments of trade in partial or whole payment for its products. This type of trade fulfills financial, marketing, or public policy objectives of the trading parties. For example, a firm might trade by bartering because it or its trading partner lacks foreign exchange.

Many BD exporters consider countertrade a necessary cost of doing business in markets where BD exports would otherwise not be sold. One consideration for smaller firms is that this type of trade may cause cash flow problems. Therefore, many smaller exporters do not consider this an option as they wish to do business in BD money. There are several types of countertrade, including counter purchase and barter. Counter purchase is quite common. In this situation, exporters agree to purchase a quantity of goods from a country in exchange for that country's purchase of the exporter's product. These goods are typically unrelated but have an equivalent value. Another form of this practice is contractually linked, parallel trade transactions that each involve a separate financial settlement. For example, a countertrade contract may provide that the BD exporter will be paid in a convertible currency as long as the BD exporter (or another entity designated by the exporter) agrees to purchase a related quantity of goods from the importing country. Barter arrangements in international commerce are not as common, because the parties' needs for the goods of the other seldom coincide and because valuation of the goods may be problematic. This type of countertrade occurs without money exchanging hands as merchandise is traded directly for other merchandise or services. Barter might occur by swapping (one good for another) or by switching (using a chain of buyers and sellers in different markets to barter). BD exporters can take advantage of countertrade opportunities by trading through an intermediary with countertrade expertise, such as an international broker, an international bank, or an export management company. One drawback to this type of exporting is that there are often higher transaction costs and greater risks than with other kinds of export transactions. Foreign Currency A buyer and a seller who are in different countries rarely use the same currency. Payment is usually made in either the buyer's or the seller's currency or in a third mutually agreed-upon currency. One of the risks associated with foreign trade is the uncertainty of the future exchange rates. The relative value between the two currencies could change between the time the deal is concluded and the time payment is received. If the exporter is not properly protected, a devaluation or depreciation of the foreign currency could cause the exporter to lose money. For example, if the buyer has agreed to pay 500,000 French francs for a shipment and the franc is

valued at 20 cents, the seller would expect to receive US$100,000. If the franc later decreased in value to be worth 19 US cents, payment under the new rate would be only US$95,000, a loss of US$5,000 for the seller. On the other hand, if the foreign currency increases in value the exporter would get a windfall in extra profits. Nonetheless, most exporters are not interested in speculating on foreign exchange fluctuations and prefer to avoid risks. One of the simplest ways for a BD exporter to avoid this type of risk is to quote prices and require payment in BD moneys. Then the burden of exchanging currencies and risk are placed on the buyer. Exporters should also be aware if there are problems with currency convertibility. Not all currencies are freely or quickly converted into BD moneys. Fortunately, the BD money is widely accepted as an international trading currency, and American firms can often secure payment in moneys. If the buyer asks to make payment in a foreign currency, the exporter should consult an international banker before negotiating the sales contract. Banks can offer advice on the foreign exchange risks that exist with a particular currency. Some international banks can also help hedge against such a risk, by agreeing to purchase the foreign currency at a fixed price in moneys, regardless of the currencies value at the time the customer pays. Banks will normally charge a fee or discount the transaction for this service. If this mechanism is used, the bank's fee should be included in the price quotation. Consignment Purchase

Consignment purchase terms can be the most beneficial method of payment for the importer. In this method of purchase, importer makes the payment only once the goods or imported items are sold to the end user. In case of no selling, the same item is returned to the foreign supplier. Consignment purchase is considered the most risky and time taking method of payment for the exporter Down Payment

In the method of down payment, an importer pays a fraction of the total amount of the items to be imported in advance. The down payment methods have both advantages and disadvantages. The advantage is that it induces the exporter or seller to begin performance without the importer or buyer paying the full agreed price in advance and the disadvantage is

that there is a possibility the Seller or exporter may never deliver the goods even though it has the Buyer's down payment.

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