The procedures of various businesses can generally be divided into Business Negotiation , contract performance and delivery. 1. At the stage of transaction negotiation importer Issue the required conditions to exporter Put forward inquiries or express their purchase intention through intermediaries to make relevant "suppliers" or "exporters" contact with them, or the exporters directly propose to the importers for negotiation; Then the exporter sends the Offer , via the importer Counter-offer , and the two parties agree to "accept" by letter and telegram back and forth, complete the offer, and then complete the transaction. The two parties have completed the agreement on the terms of sale, exchanged documents or signed a contract, and completed the purchase and sale procedures. 2. At the stage of contract performance, the work of the importer is to apply for import license, import visa, and develop letter of credit , FOB Delivery conditions Deal negotiation（ Book space ）, as well as insurance of marine insurance on FOB or C&F terms; The work of the exporter is to prepare the goods, carry the goods within the territory, book the shipping space on C&F or CIF terms, insure the marine insurance on CIF terms, sign the export contract, inspect and declare at customs. 3. At the stage of delivery, the exporter shall comply with the provisions of the letter of credit. Prepare the shipping documents and settle (or negotiate) with the designated bank to collect the payment for goods within the time specified in the letter of credit, or ask the bank to collect the payment for goods (D/P, D/A);
In recent years, the risk accounts and even bad debts in import and export business have been increasing, not only causing interest losses, but also, Risk coefficient With the increase, it has a serious impact on the sustainable development of foreign trade enterprises. Therefore, the issue of risk has increasingly become a topic of concern. Based on the practice of import and export in recent years, the author makes a simple analysis on the possible risks in business. Normally, Export collection There are six main risks: Inconsistency between the delivery specification and date and the provisions of the contract results in the risk of exchange collection.
The exporter fails to comply with the contract or letter of credit The stipulated delivery: first, the factory missed work, resulting in late delivery; The second is to replace the products specified in the contract with products of similar specifications; Third, the transaction price is low, and shoddy goods are sold as high-quality goods. The poor quality of documents causes the risk of collection.
Although it is stipulated that the foreign exchange shall be settled by letter of credit and the goods shall be delivered on time with quality guaranteed Negotiating bank Of bill The letter of credit has promoted the due protection function because the documents are not in conformity with each other. At this time, even though the buyer agreed to pay, he paid the expensive international communication costs and Discrepancy Deduction, and the collection time is greatly delayed, especially for contracts with small amount, the loss will occur after 70% deduction and 20% discount. letter of credit Risks caused by the prescribed trap clauses. Some letters of credit stipulate that the customer inspection certificate is negotiation One of the main documents of. The buyer will catch the seller's eagerness to ship and deliberately find fault, but at the same time, it will propose various payment possibilities to induce the enterprise to ship. Once the goods are delivered to the buyer, the buyer is likely to deliberately inspect the goods and delay payment, or even lose money and goods. L/C Provisions Transport documents Due abroad within 7 working days after issuance. Such clauses Negotiating bank and beneficiary Can't guarantee to do it, must be careful Verification 。 Once there is a trap clause, it should be timely notified to modify it. Do not be greedy to save time and lay potential risks in the future. There is no complete business management system.
The export work involves all aspects, and both ends are outside, which is prone to problems. If an enterprise does not have a complete business management method, once a lawsuit occurs, it will lead to a situation where it is reasonable to win, especially for those enterprises that only pay attention to telephone contact. Secondly, as the customer source of enterprises is expanding every year, in order to have a clear target in trade, it is necessary to establish business files for each customer, including Credibility 、 Trade volume And so on, Reduce business risk.
And Agency system Risks caused by inconsistent operations. For export business, the real practice of the agency system is that the agent does not advance funds to the client, the profit and loss is borne by the client, and the agent only charges a certain agency fee. In actual business operations, this is not the case. The first reason is that they have few customers and poor ability to collect foreign exchange, and strive to achieve the target; Second, we want to make more profits, but we don't think agency fees are enough.
Use D/P, D/A forward payment or Consignment Risk caused by. The deferred payment method is a forward commercial payment method. If the exporter accepts this method, it is equivalent to giving the importer a financing preference. Although the issuer voluntarily pays the deferred interest, it only needs the exporter on the surface to make advances The loan is actually the amount of goods that the customer checks after the arrival of the goods at the port. If the market changes and the sales are not smooth, the importer can apply to the bank for refusal of payment. Some companies release goods to foreign business students and friends. They thought that they were related to customers, and there was no problem of failing to collect foreign exchange. In case of poor market sales or customer problems, not only the money can not be collected, but also the goods may not be collected. In terms of import business, common risks include:
Risks caused by the Seller's default.
It is most common that the specifications and quality of the products provided by the Seller do not conform to the provisions of the contract. For the risk caused by such breach, the only way for the buyer to resist is to immediately claim against the seller according to the report submitted by the China Commodity Inspection Agency after inspection.
Risks caused by non-standard operation of foreign trade agency.
The formal foreign trade agency practice in import business should be Foreign trade company A certain proportion of agency fees will be charged for providing users with considerate and high-quality services. The actual practice is that foreign trade companies, in order to collect orders, especially self raised foreign exchange Horizontal competition Under the pressure of bond The balance beyond the security deposit shall be advanced by the agent company and paid when it is appropriated. Once the market changes or the enterprise's efficiency is depressed, it will delay the payment, or pay less or even refuse to pay, resulting in arrears or even no return at all. Sometimes, even if the user pays in full, letter of credit It is issued by the foreign trade company. Once the seller breaches the contract, the user（ client ）Foreign trade companies (consignees) are often required to assume responsibilities, resulting in a situation of small profits and large risks. seller Late delivery Or the risk caused by the lack of goods available. There are two cases of delayed delivery: one is that the seller delayed the delivery date. The second is improper voyage arrangement. This delay and lack of availability will cause losses to domestic users, and users will demand compensation. At this time, the agent should take different risk avoidance methods according to different situations.
