(Case 2) In 2000, a company exported handicrafts to MAY WELL Company in the United States. The company had a good relationship with it many times before, but no deal was reached. In the first transaction, the customer insisted on telegraphic transfer payment, saying that it would be beneficial to both parties and save money. Considering the long-term contact between the two parties, we agreed to the customer's requirements after understanding. Fax the bill of lading to the customer after shipment, and the customer will remit11+0,000 USD to us as soon as possible. The first order was very smooth. A month later, the customer returned the order and asked for T/T payment again. We agree that the total value of four consecutive returns within three months is USD 44,000 FOB Dalian and the destination port is Mexico. However, due to our negligence, we didn't claim the payment in time after departure, and we didn't take any measures, which made it easy for customers to pick up the goods from the shipping company without the original bill of lading. It was too late to ask customers for money after all four tickets were loaded. Customers delayed for various reasons, and later said that funds were tight; After a while, the person in charge was absent; I will say that I will pay right away; After half a year, the client went to the building, and the fax and email were blocked. More than 40,000 dollars were lost in vain.
(Case analysis) We can learn many similar lessons from the above two cases, mainly as follows;
? 1. No matter whether it is a new customer or an old customer, no matter how big the quantity is, you can sign a contract with letter of credit as the main payment method. Under the payment conditions under the letter of credit, if there are soft clauses in the letter of credit, such as sending 1/3 original bill of lading, providing complicated inspection report, restricting negotiation with a third country, etc. You need to confirm whether it can be done in advance, otherwise it will never be accepted. Other terms should also be carefully examined. If it can't be done, the customer should be informed to make timely amendments, and the documents should be carefully checked and audited. Only when the documents are consistent, the documents are consistent, and no opportunity is given to unscrupulous businessmen.
? 2. When signing a contract with T/T, D/A and D/P with pure commercial reputation, you must have a very reliable understanding of customers. If necessary, you can conduct a credit investigation through relevant overseas institutions. Before you know all customers, you can't rashly accept T/T and D/P payments. After investigation, it was found that these two companies were operated in the United States by unscrupulous businessmen from Arab countries in the Middle East. They don't talk about business ethics and have no economic security at all, so they took an injection and went to another place to specialize in fraud. We must be vigilant and be especially careful about third world businessmen from non-European and American countries doing business in the United States in case they are deceived.
? We must try our best to see through the fraudulent means used by the merchants, and nip in the bud. In both cases, the first customer kept his promise and paid in time without any delay, while the second customer began to cheat. This is the usual trick of all swindlers. I'll give you some sweets to lure you fishing, and then I'll start cheating.
? We must strengthen the management of contracts and letters of credit. With the development of market economy and the expansion of export, many of our front-line salespeople have the right to decide the payment method, but this must not relax the management and supervision of the company's business. If there is no special reason, it cannot be paid by non-letter of credit; Can't let go of the account for a long time. For transactions under D/A, D/P and M/T, no one can decide the scope of authority. No matter what payment method, we should check the payment in time to prevent customers from delaying payment. I haven't received the payment by telegraphic transfer, so I can't send the bill of lading.
? 5. Strengthen business communication with banks and consciously accept the guidance of banks. Although banks are not directly involved in the above two situations, foreign trade companies must maintain close cooperation with banks in letter of credit, D/P and D/A business, and receive guidance and business training from banks to continuously improve the company's foreign exchange settlement level.