Beruflich Dokumente
Kultur Dokumente
SunTrust International
Marsha Sompayrac (804) 782-5558 782Marsha.sompayrac@suntrust.com HaiHai-nah Ellison( (804) 782 7476 HaiHai-nah.ellison@suntrust.com Richmond, Virginia
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Documentary Collection(Time) Documentary Collection (Sight) Letters of Credit (Time) Letters of Credit (Sight) Payment in Advance
Open account... are you really sure? (You ship the goods, they sell them and then pay you...maybe)
Cash in Advance?
(They send you the money then you ship the goods!)
Be careful! Dont ship before you are sure you are in receipt of collected funds
wire transfer: make sure they have complete instructions & verify receipt check - determine that check has been paid by drawee bank foreign check - may take up to 3 weeks to clear
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Trade Services
(Traditional Bank Products)
A. Letter of Credit (sight) The buyers bank promises to pay the seller if the seller presents documents that comply with the conditions listed in the letter of credit. Payment will be at sight (immediate) upon presentation of conforming documents. Letter of Credit (time) The same as above except that payment will be at a designated time after presentation of compliant documents. Example: 30 days after bill of lading date. Provides terms for buyer but seller must wait for payment. LC Discount & Acceptance (time) A simple form of trade finance, which gives the buyer time to pay but your company receives cash following shipment. Build in the cost!!
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B.
C.
E.
Letters of Credit
L/Cs are a payment mechanism, not a quality assurance device. device. To assure quality, product inspection must be made. (e.g.: SGS or other method) Bank guarantee of payment. If the documents outlined in the Letter of Credit are in complete compliance with the terms and conditions of the letter of credit, payment will be made. Documents are checked for discrepancies, or differences between what is required and what is submitted. Discrepancies will usually delay payment.
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against receipt of documents only...not against shipment or examination of merchandise if documents comply with credit terms
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consult with SunTrust Bank whether or not L/C can be confirmed, if issued request confirmation when setting up sales contract with buyer determine up front who will pay confirmation commission
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Guarantees
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Documentary Collections
International Method of Payment No Credit Approval Required Collection processing handled in Atlanta SunTrust acts as collecting bank for payment against shipping documents pertaining to international transaction Not recommended for sales on extended terms
International Trade Banking
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One of the most common questions for people interested in international trade is What is the best method of payment for international shipments?
Terms of Trade Time of Payment Cash In Advance Letter of Credit Bef re s i e is Goods Available to Risk to Exporter Buyer ent After ent N ne Risk to Importer Relies n exporter to s ip oods s ordered
After payment Very little, or none, Ass red shipment is depending on made t relies on terms exporter to ship goods as ordered After payment If draft is npaid, must dispose of goods Before payment Relies on uyer to pay as agreed ame as unless allowed to inspect goods None 15
Collection
Open Account
One of the most common questions for people interested in international trade is What is the best method of payment for international shipments? (continued)
Seven F t r t nsi er
Cash 1. Customer relationship 2. Nature of order 3. 4. olitical situation conomic situation New Custom Unstable Unstable No Yes Yes
ef re Settling
Letter f Credit New Custom Unstable Unstable No Yes Yes
ent er s
Collection Established Normal Stable Stable Yes No No Open Account Established Normal Stable Stable Yes No No
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These methods are fine but what if your customer wants extended terms of payment or your competitors are offering better terms? Trade Finance may be the solution to your customers needs and the way to make exports a manageable part of your growth strategy. Trade Finance Who Can Receive Financing? ** Seller (Exporter) ** Buyer (Importer) ** Buyers Bank (If buyers credit is poor) ** Foreign Country or Agency
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**1-5 year repayment, exceptionally 7 years and <$10 million **1** 15 percent down payment, 85 percent financed amount ** Guarantees can be used for both products and services ** Fixed Rate or Floating Rate Financing Available
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** Short Term and Medium Term Insurance Policies ** Multi Buyer or Single Buyer Policies
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Avoid Quoting Price without knowing the financing details! details! Train your sales team to build your portion of financing costs into the sale. This minimizes eroded margin and is exactly what your foreign competition is doing
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