Sherie Griffiths

September 9, 2009

It’s Coming – The new Website

From International Trade Financial Solutions – www.inttradefinsolns.co.uk

OK, a bit of self promotion. The new website is now coming along well and I hope to launch it in time for next month’s newsletter.

It will not only provide more information on the services that ITFS offers to all clients, but will also have links to all of the previous newsletters plus selected other articles that I have written on specific overseas trade issues and/or countries.

Since my web designers also receive a copy of this newsletter, that’s a bit of added pressure for them!! Luckily they already know my target date and, to be fair, anything like this requires both parties to work together, so I still have much inputting to achieve this goal.

September 8, 2009

Continuing the A-Z …

From International Trade Financial Solutions – www.inttradefinsolns.co.uk

Glossary of Terms – The “B’s”.

2 big B’s were covered last month, so we’ll mop up the rest this month. Nothing as complex this time round.

B. [continued]…

Bank Collections. More usually referred to as Collections, so I will include this under ‘C’.

Beneficiary. Pretty obvious, but included here as, under Letters of Credit, the Exporter is also known as the beneficiary of the Credit, a potential source of confusion. Think of it as the exporter being the beneficiary of the payment.

Bonded Warehouse. Specific warehouses authorised by HMRC where imported goods can be stored without payment of duty. However, duty must be paid before the associated goods can leave the warehouse. The use of bonded facilities can benefit those businesses whose goods are subject to duty insofar as the duty can be deferred, giving cashflow advantages. However, this has to be weighed up against the costs to store the goods in the first place.

BIFA – British International Freight Association. BIFA is the body representing the UK international freight services industry. Not all freight forwarders are BIFA members, and there are pros and cons of using one. However, what is important, whoever you use to move your goods, is to be totally satisfied with their service provision and have comfort that, if things do go wrong, they will work with you to resolve. Look at the BIFA website for more information and/or to find members – www.bifa.org N.B. If you accidentally click on www.bifa.org.uk you end up at the British International Film Association – do not get confused!

Bonds and Guarantees. Often associated with tendering and/or undertaking contracts overseas. In some countries, e.g. Middle East, it is common to have to provide a tender bond when tendering for a contract [especially state backed ones]; then a performance bond if you win. You may also need to provide an Advance Payment Bond in some circumstances. In all cases, the bond is issued on your behalf by your bank and basically gives the overseas party more confidence that you can undertake the contract in hand. If you do not, they will call upon the bond. Unless you are well versed in agreeing to having these issued, you should seek proper advice before you commit, as they can be costly, difficult to cancel and have other peculiarities. Note that, in some parts of the world, performance bonds have been replaced by Stand-by Letters of Credit. Also, the words ‘bond’ and ‘guarantee’ are to all intents interchangeable.

That’s the B’s – on to the C’s next month.

July 30, 2009

July 28, 2009

“A Case Study”

More from Issue 9 of “Minimising Trading Risks Abroad”, from Ray Stannard of International Trade Financial Solutions

http://www.inttradefinsolns.co.uk

 

Tomorrow, “Foreign Exchange Options?”.  Today, a Case Study.

 

No names, etc., but here’s an overview of an issue that I was recently asked for help.  A relatively new business, started up by a young woman who was born and brought up

in China, but had been in the UK for the past 12 years or so, was looking to expand and reduce overheads by importing directly from China as opposed to using a UK distributor.  Her main issues were that she would have the direct relationship with the manufacturer, how best to structure the deal from a cashflow point of view and foreign exchange

issues. 

The first was perhaps less of an issue, given her ethnicity.  Nevertheless, the need to undertake fact finding trips and to keep in regular contact is essential.  On the other 2 points, I explained the different options available [partly referring to the 'Risk Ladder' - which I talked about last month] and illustrated to her the effect on cashflow.  Typically, many Far East suppliers need funds ‘up front’ to allow them to manufacture.  Correct contract structuring at this point in the process can often avoid any physical cash prepayment, which is important. 

Buying in US Dollars and selling in Sterling meant that she had to keep an eye on her expected profit margin from the whole deal, so we discussed how she could do this whilst retaining

some flexibility to allow for delays in shipment, etc.  All in all, over the course of a couple of weeks [not intensive], she was able to decide how best to structure

this particular opportunity to the benefit of both her business and that of the seller.

If this sounds like something your business, or someone you know could benefit from, let me know.

June 16, 2009

The Risk Ladder

This article is taken from the latest newsletter from Ray Stannard at International Trade Financial Solutions http://www.inttradefinsolns.co.uk.

 

Tomorrow, Ray begins a glossary of terms which are apt to confound and confuse importers and exporters!

 

The Risk Ladder is one way to demonstrate some of the ways in which overseas trade can be financed.  It focuses on the relative advantages and disadvantages, mainly from a cashflow point of view and clearly shows that, usually, what’s best  for one party will be the least favoured for the other.  Such is the way with most trade.  There is always the over-riding aspect of how you get on with your counter party, plus the fact that, in many instances, one party will hold the upper hand in terms of negotiating.  For example, if you have to buy your stock from 1 supplier only, you have a much more limited bargaining hand.  Nevertheless, the Risk Ladder is still a useful tool insofar as it explains the effect of various types of payment/settlement.

From this, you can assess the impact on your cashflow.  This, in turn, helps with finance planning and, if necessary, gives you longer advance notice of any pinch points in your cashflow.

OK, so what is it?  It takes the most common forms of payment options and their appeal [or otherwise] to both an importer and exporter.  Looking at an importer first, your preference is to pay as late as possible – ideally well after you have received the goods and sold them.  However, for the exporter, he wants money up front.  The following payment methods are in

descending order of preference for an importer and ascending order of importance for an exporter.

 

  • Open Account.  Pay after receipt of goods
  • Acceptance Collections.  Payment made by the acceptance of a future dated bill of exchange with all accompanying transport and commercial documents being processed through a bank.  The longer the acceptance term, the more beneficial for the importer, as he has longer to pay.
  • Payment collections.  As above, except that there is no period of grace to pay. The buyer [importer] can only obtain the documents once he has paid for the underlying goods.   
  • Unconfirmed Letter of Credit.  More costly to set up; the importer usually has to put some collateral aside for his bank to agree to issue.
  • Confirmed Letter of Credit.  Even more expensive, but the seller [exporter] has the added benefit that a local bank [in his Country]  has added their name to the payment.

 

[Note that with Letters of Credit, it is the documents and not the goods that determine whether or not payment is forthcoming].

*      Advance Payment.  Exporter is paid before he parts with goods.

 

With all of these, ITFS can help with more explanation, indication of likely costs and all other aspects of their respective uses and benefits.

May 26, 2009

Planning Your Foreign Exchange Strategies

What follows is an extract from the newsletter produced by Ray Stannard at International Trade Financial Solutions – one of our professional members.  Ray specializes in helping SMEs minimize their trading risks overseas.  http://www.inttradefinsolns.co.uk

 

“Whenever you trade overseas – be it buying or selling – or even, if you’re one of the growing number who trade purely within the UK but do not use Sterling as a settlement currency, don’t overlook the need for a suitable foreign exchange strategy as part of your overall plan.  Many businesses were caught out at the end of last year when the Pound went into freefall against the US Dollar and euro.  Those importing found that their profit margin was eliminated, and more, in some cases by the rate movements.

As a result, many small businesses failed – and this without all of the other issues that are currently around.  Being aware of the risks and knowing what options are available to you before you sign deals will help you overcome many of these problems and allow you to crystallise your profit margin, either in whole or part.  There’s no one, simple formula; every business will have slightly differing issues to address, but, if you are uncertain of your choices, then seek outside help sooner, rather than later.” 

 

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