Payment and Risks with Letter of Credits:
Time of
Payment
Goods
Available to
Importer
Risk to
Exporter
Risk to
Importer
Irrevocable
At sight of
presentation
of documents
to issuing
bank; or
specified
number of
days after
acceptance
by issuing
bank
After
Payment
Risk lies with
United States
confirming
bank
None
Revocable
Same as
Confirmed
After
payment
Risk lies with
foreign
issuing bank
and economic
conditions of
issuing bank
None
Sight
When
shipment is
made
After
payment
Risk lies with
local
confirming
bank
Assured
shipment is
made, but
relies on
exporter to
ship goods
described in
the
documents
Time Draft
At maturity
of draft, may
or may not be
discounted
Usually
before
payment
Risk lies with
local
confirming
bank
Assured
shipment is
made, but
relies on
exporter to
ship goods
described in
the
documents
Red Clause
A percentage
of total
amount
before
shipment.
Balance is
same as type
of L/C
After
payment
See
irrevocable
and revocable
The
percentage of
payment in
advance is at
total risk.
Balance same
as type of
L/C
Revolving
Letter of
Credit
Variable
Variable
See
irrevocable
and revocable
None
Standby
Letter of
Credit
At time
shipment is
received
Usually
before
payment
Delay in
payment.
Also see
irrevocable
None
Back-to-back
Same as
irrevocable
After
payment
None
None
Transferable
Same as
irrevocable
After
payment
Same as
irrevocable
None
Assignment
of Proceeds
Same as
irrevocable
After
payment
Same as
irrevocable
None
2) Cash in Advance (CIA)
Usually used only for small purchases and when the goods are built to order.
3) Draft (or bill of exchange)
An unconditional order in writing from one person (the drawer) to
another (the drawee), directing the drawee to pay a specified amount to a named
drawer at a fixed or determinable future date. May be date, sight, or time draft.
4) Credit cards
Used mainly in transactions where the dollar value of the items sold is
low and shipment is to be made directly to the end user.
5) Open Account
The exporter 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
an open account, which is a convenient method of payment if the buyer is well
established and has demonstrated a long and favorable payment record.
6) Consignment Sales
Exporter delivers goods to an agent under agreement that the agent sell
the merchandise for the account of the exporter. The agent sells the goods for
commission and remits the net proceeds to the exporter.
7) Counter trade/barter
Sale of goods or services that are paid for in whole or in part by the
transfer of goods or services from a foreign country.
Payment Problems
The best solution to a payment problem is to negotiate directly with the
customer. If negotiations fail and the sum involved is large enough to warrant
the effort, obtain the assistance of your bank, legal counsel, and other qualified
experts. If both parties can agree to take their dispute to an arbitration agency,
this step is faster and less costly than legal action. The International Chamber of
Commerce handles the majority of international arbitrations and is usually
acceptable to foreign companies because it is not affiliated with any single
country.
For more information on these issues, contact the U.S. Council for
International Business, American National Committee of the ICC, 212-354-
4480; American Arbitration Association, 212-484-4000; Trade Remedy
Assistance Office International Trade Commission, 202-205-2200.
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