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The export process of foreign trade mainly includes: quotation, ordering, payment method, stocking, packaging, inspection, customs declaration, shipment, bill of lading, presentation of documents and settlement of foreign exchange. In a few words, "contract-goods-payment-shipment-bill of lading" emphasizes "single" more than domestic trade, that is, transport documents, such as invoices, packing lists, bills of lading and so on. Among them, the ocean bill of lading is the certificate of cargo right. In a sense, the bill of lading is both goods and currency, which is determined by the particularity of international trade policy, transportation and currency.
I. Proposal
In international trade, it usually begins with inquiry and offer. In the popular sense, it can also be called "inquiry and quotation", but the actual contents of the negotiation include: standard grade, quality grade, specifications, technical parameters, packaging method, delivery date requirements, transportation mode, and then price.
Commonly used quotations are based on three trade terms: FOB, CNF and CIF.
In professional quotation, price terminology is one of the core parts. Under the unstable market conditions of freight fluctuation, choosing FOB price is beneficial for us to reach a deal. However, because the importer contacts the carrier to send a ship, once the goods are loaded, the exporter has little control over the exported goods, and the tugboat and other factors will cause our corresponding expenses or losses.
Under the condition of CIF export, the problem of goods connection can be well solved, so that exporters can have more control, flexibility and maneuverability, earn a little difference in transportation and insurance, and ensure export profits. However, some big importers require China exporters to do business on FOB basis, because they can get preferential terms in transportation and insurance, in order to ensure their control. Therefore, even if exporters offer very favorable terms, it is difficult to change the price terms. Therefore, whether it is to meet the needs of buyers or adhere to their own principles, exporters need to consider more when quoting, and look at the focus and vision of exporters.
As a business person who only knows foreign trade or documents and shipping, it is possible that one thing will leak out. A truly high-level business person can always make use of all kinds of trade to foster strengths and avoid weaknesses, and choosing CIF and FOB is the best proof. It is also very important to pay attention to the collection of information and intelligence in order to be invincible in the difficult and risky industry of international trade. The comprehensive level of a salesman can best be seen from the quotation process and the price negotiated with customers. Generally speaking, it is necessary to choose appropriate terms, understand the structure of price composition, and master the quotation space and hierarchical strategy.
Second, the order (contract)
After the two parties reach an agreement on the quotation, they usually need to sign a sales contract, stipulating the name, specification, quantity, price, packaging, place of origin, date of shipment, port of destination, payment method, claim and arbitration, which marks the official start of export business. But this is a formal practice and is generally suitable for doing business with large and medium-sized foreign buyers. With the development of international trade, both sides are pursuing the flexibility and efficiency of this link, so a new customer can place an order by sending a formal order or even a description by email/fax /MSN. When you confirm the "contract", it is established, which of course conforms to the provisions of the contract law. However, in the absence of a formal purchase contract with customers, many companies have to issue proforma invoices to customers, stating the model, specification, quantity, price, packaging, shipment date, destination port, payment method and so on. In order to ensure the minimum safety and facilitate the subsequent communication and operation between the two parties.
Three. terms of payment
There are two most commonly used international payment methods, namely, letter of credit and TT.
1, letter of credit
Letters of credit are divided into clean letters of credit and documentary letters of credit, but the most commonly used is documentary letters of credit, that is, letters of credit with specified documents. Simply put, a letter of credit is a guarantee document to ensure the exporter to recover the payment, and it is a kind of bank credit. The choice of forward and spot letters of credit is not necessarily good at sight, depending on the specific situation: if you are worried about the credit or discrepancy of the issuing bank at sight, you'd better ask the customer to arrange confirmation, which becomes "double insurance"; In the long run, banks provide discount financing services, but they charge a discount rate, which is currently about 0.5% of the amount of the letter of credit for one month, such as Long Day 1.5%. This should be negotiated with the customer when signing the contract and borne by the customer.
2、TT
TT payment method is settled in foreign exchange cash, and the customer will remit the money to the foreign exchange bank account designated by your company. TT comes first and TT comes last, which is relative to the shipping schedule.
Note: If LC is adopted for new customers or cash is not guaranteed, or D/P, D/A or even OA is adopted for old customers, there is a way to avoid the risk of foreign exchange collection, retain business or even expand business, and that is to adopt "export credit insurance".
Fourth, stock up.
Stocking plays an important role in the whole trade process. Technology, quality, quantity and delivery date must be implemented one by one according to the contract, especially under the condition of payment by letter of credit. Sales staff must pay close attention to and coordinate well in the whole process, especially in enterprises with weak production and quality.
Verb (abbreviation of verb) packaging
Many domestic enterprises do not attach importance to this point. In fact, regardless of civil, commercial or industrial products, packaging is an important part of products, and it should be qualified and professional in terms of protection and marks and numbers.
Six, check
1. Export commodities subject to statutory inspection must have export commodity inspection certificates, which is the premise of export customs declaration. At present, there are four main links in the inspection of import and export commodities in China: inspection-acceptance inspection-sampling inspection-certification.
2. Some customers will also ask a third party to issue an inspection certificate, or send their own inspectors for inspection. We also need to contact, send for inspection (or inspection) and get the certificate in time. This inspection certificate is also an important document to be submitted under the payment method of letter of credit.
Seven, customs declaration
Professionals with customs clearance certificates must go through customs clearance procedures with boxes, invoices, customs declaration power of attorney, export settlement verification form, copy of export goods contract, export commodity inspection certificate and other texts. But at present, many companies entrust freight forwarders to do customs declaration, for the sake of efficiency and professionalism.
Eight. load and transport
Whether you are doing FOB or CIF, you should actively contact the freight forwarder to book the shipping space. The sooner the better. Let the freight forwarder choose a shipping company with favorable price, good reputation and suitable sailing schedule and voyage. We should send a written notice of booking shipping space to the freight forwarder two weeks before the delivery date, and then determine the date of pulling the container (also called container and making it) as soon as possible.
After the container loading date is determined, we should communicate more closely with the production department to ensure the container loading. On the day of loading, it is best to personally supervise the loading or arrange the loading. If you want to inspect customers, you should also arrange the connection of time in advance.
When the container is finished, released by the customs, loaded and disembarked, you should cooperate with the freight forwarder to carefully check the documents, arrange to pay the sea freight under CIF conditions, and ensure that the freight forwarder can insure you in time and get the correct bill of lading and insurance policy as soon as possible.
Note: In general, the closing time of the whole container should be two days apart from the day when the container is pulled, otherwise the container may burst or be thrown away. If fumigation is needed, the customs clearance time and delivery time should be reserved 1 day. If you bring bulk cargo, you have to reserve two more days for customs clearance and pick-up day.
Nine. Settlement of foreign exchange against documents
The bill of lading is a document signed by the shipping company for the importer to pick up the goods and settle the foreign exchange after the exporter goes through the formalities of export declaration and customs clearance.
It is very important to check the bill of lading, otherwise it will cause a lot of trouble. Pay attention to audit:
Type, number, title, consignee, notifier, drawer, carrier, instructing party, port of loading, port of unloading, description of goods, description of transshipment and partial shipment, description of cleanliness, loading notation and endorsement shall, in principle, conform to the requirements, facts and common sense of the letter of credit.
In order to ensure that the bill of lading is a document of title and reduce risks, it is necessary to require the bill of lading to be "three-thirds full set clean on board ocean bill of lading issued by the shipping company", that is, "ocean bill of lading or ocean bill of lading, clean on board, three-thirds full set"; In order to improve flexibility, the bill of lading allows endorsement and circulation.
According to the provisions of the letter of credit, the bill of lading with correct contents and a certain number of copies, together with commercial invoices, packing lists, certificates of origin and other documents, must be prepared in time if required by customers, and submitted to the bank for negotiation and settlement after confirming that all the money has been received by TT or the letter of credit has been received correctly.
Of course, the documents and financial personnel also need to go through the formalities of verification and refund of export proceeds.
The following is a full picture of the export process of a foreign trade company, my baby, take it out and share it.
The above is the business work (sales) after obtaining the customer source, and the complete foreign trade work at least includes the front-end international marketing. In some companies, a foreign trade salesman has both functions, and some also undertake high-level project management functions, but in foreign companies, the division of labor is generally fine. In any case, in foreign trade business, we must first have a general grasp of the foreign trade process, and the foreign trade business links should be specialized and refined, and actively learn and summarize documents and shipping knowledge on the basis of overall understanding. This is the only way to truly become a foreign trade expert.
Attachment: Overview of payment methods in international trade
Code payment method name English name description
1 letter of credit
letter of credit (L/C)
letter of credit (L/C)
2 collection
collection
Documents against payment
D/A (D/A)
3 Remittance
remittance
mail transfer
telegraphic transfer
demand draft
4 immediate payment
in cash
promissory note
Cash payment (cash)
Cash draft
5 bookkeeping
current account
O/A (open account)
6 free
free
Free payment is not the actual payment method. Considering the needs of international trade business, management and statistics, it is used when samples, gifts, donations and assistance are not paid.