Trade Payment Method PDF

Module 2-3: Trade Payment Methods Participant
Trade Payment Methods
Overview
This part covers the following topics:
Cash in advance
Open account
On consignment
Draft or documentary collection
Letter of Credit
Objectives
By the end of this part, you will be able to:
Identify payment options for various trade transactions

Recognize the risks and advantages of payment options for both
buyers and sellers
Distinguish between major categories of Letters of Credit
Analyze the application of different types of Letters of Credit to
international trade transactions
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Scenario: Will the Exporter be Paid?
You are in the import business. You need to place an order, and you supplier
in Yugoslavia has asked for either cash in advance or payment “at sight” in Yugo
Dinar by confirmed, irrevocable letter of credit with all charges for your account.
Does this sound like a good deal, or will you negotiate!
Okay, now you are in the export business. You have an order from Bulgaria,
and the customer offers to pay in Bulgarian Leva and billed upon 60- day open
account or shipped on 60- day sight draft, documents against acceptance (SD/DA)
terms. Is this acceptable, or will you negotiate?
Now that you are both importing and exporting, a firm in Bosnia offers to
trade $10.000 worth of beautiful cotton blouses for industrial sewing machines of the
same value. “Don’t worry about duties or quotas” the manager says. “They won’t
apply because this is a barter deal”. Will you order the blouses and send the sewing
machines?
This part will give you ideas about how to deal with these sorts of issues. If
you don’t know how to deal with them, and don’t have a very good banker to advise
you, your business will be limited to the most routine transactions. Get involved in
unique or complex deals without an understanding of how to deal with money
matters, or a very good advisor and you could loose your shirt, your trousers and
more.
Introduction
In international commercial procedures, the dealers and buyers shall

want to make the sale under the best conditions for themselves. While the
buyer will vote for the cheapest and longest termed payment type in paying the
cost of the goods, the dealers will prefer cash payment, which is the most
advantageous payment type and the types of collection with the least risks.
The agreement of buyers and dealers on how and in which term the
payment will be made is a quite critical period for both sides.
In this part, payment methods will be dealt upon in details, and their risks
and superiorities for dealers and buyers will be evaluated.
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Trade Payment Methods
The exporter that prepares the goods and gets them ready for dispatch,
as agreed with the importer, has to think of the payment terms and a financing
program, as he/she will experience serious difficulties if he/she is not paid.
Therefore, it is necessary for the exporter to have sufficient information about
the different methods of payment available to him/her.
The main payment methods in foreign trade are cash in advance, open
account, on consignment, draft or documentary collection and letter of credit. In
this part, the main characteristics of each payment method are explained and
the advantages and risks for each one are given. Thus enabling one to choose
the best method for the transaction.
Cash in Advance
The Cash in Advance or Advance Payment method allows the buyer

to pay cash in advance to the seller. Paying in advance gives the greatest
protection for the seller and puts the risk on the buyer. Payment does not
guarantee the shipment or delivery of the goods from the seller. Therefore, the
buyer will rarely pay cash up front before receiving an assurance that the goods
will be shipped and that the quality and quantity of the goods ordered will be
delivered.
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Cash in Advance Method
Payment before shipment
Payment Payment
Buyer
Seller
(After Payment)
Shipment
Figure 1: Process of “Cash in Advance” Method
Could you give an example to what kind of problems the buyer could have?
Although this method of payment is not uncommon, the seller requiring

full payment in advance may cause lost sales to a foreign or domestic
competitor who is able to offer more attractive payment terms. In some cases,
however, where the manufacturing process is specialized, lengthy or capital-
intensive, it may be reasonable to ask for some of the full payment in advance,
or with progressive payments. This method is often too expensive and risky for
foreign buyers, but useful when shipping to politically unstable countries, when
the buyer's credit is unsatisfactory or when goods are custom made to the
customer’s requirements (LatinTrade, 1999).
In some circumstances this payment method can be modified to a partial

payment in advance with agreed upon installments or additional terms
available.
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Advantages and Risks of Cash in Advance Method
The cash in advance method is advantageous for the seller as there is

no risk for him/her. The advantages and risks for both the buyer and seller are
illustrated in Figure 2.
Advantages Risks
None No control over the goods

Use of the funds is lost
Seller may refuse to ship
Buyer Political risk in the seller
country
Goods shipped when None

convenient
Use of buyer’s funds
Sell
Figure 2: Advantages and Risks for the Buyer and Seller in the “Cash in Advance”
Method
As a buyer and a seller in which positions do you choose/accept cash in

advance method?
The cash in advance may be most practical method if;
The buyer lacks creditworthiness
The buyer is not able to offer sufficient security for payment
The buyer is located in a region of politic and/or economic instability
The product is so specialized that it is specifically made for the

customer and cannot be easily sold to another customer
(http://www.tradeport.org/ts/trade_expert/details/payment/cash.h
tml)
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Open Account
An open account transaction means that the goods are manufactured

and delivered before payment is necessary (for example, payment could be due
14, 30, or 60 following shipment or delivery). The method provides great
flexibility and in many countries sales are likely to be made on an open-account
basis if the manufacturer has been dealing with the buyer over a long period of
time and has established a secure working relationship.
The flow of the goods and payment in the open account method is
illustrated in Figure 3.
Open Account Method
Shipment before payment
Shipment Shipment
Seller Buyer
(After Shipment/Delivery)
Payment
Figure 3: The Process of the“Open Account” Method
The open account method is a preferred method of payment for the

importer, since it places the risk on the exporter or seller. This method cannot
be used safely unless the buyer is credit worthy and the country of destination is
politically and economically stable. However, in certain instances it might be
possible to discount open accounts receivable with a factoring company or
other financial institution (LatinTrade, 1999).
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Advantages and Risks of the Open Account Method
The Open Account method is advantageous for the buyer as there is no

risk for him/her. The advantages and risks are shown in Figure 4.
Advantages Risks
Control over the goods None

Pays when convenient
Buyer
None No control over the goods

or payment
Buyer may refuse to pay
Seller
Figure 4: Advantages and Risks of “Open Account” Method for the Buyer and Seller
What do you think about how the seller could decrease the risks of open
account method?
The open account method may be usefull if:
There is long-term relationship and confidence between the
buyer and the seller
The seller is under pressure to sell his goods
The buyer has a very good reputation and is well-known in the market
The buyer is solvent
The two payment methods, cash in advance and the open account, are
not suitable when the buyer and the seller don’t know each other very well or the
seller doesn’t want to assume the credit risk or the risk of dealing with a
particular country when offering payment terms to the buyer.
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On Consignment
With consignment sales, the seller does not receive payment until the
importer sells or resells the goods. The product stays with the importer until all
the terms of the sale have been satisfied. In the consigment method, the
importer is called the consignee and he/she is responsible for paying for the
goods when they are sold. Consignment sales are very risky and there is no
control available to the exporter. Obtaining sales proceeds or return of the
merchandise if it is not sold can be difficult.
(http://www.tradeport.org/ts/trade_expert/details/payment/cash.html)
On Consignment Method
Seller ships goods but retains ownership
Shipment Shipment Reselling

Seller Consignee Buyer
(After Reselling)
Payment
Figure 5: Process of the “On Consignment” Method
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Advantages and Risks of the On Consignment Method
There are several advantages and risks of the on consignment payment

method. These advantages and risks are illustrated in Figure 6.
Advantages Risks
Pays only when goods None

are sold
Consignee
Retains ownership of the Limited control of goods

goods No control over the
Consignee is the consignee’s willingness to
intermediary for the sale pay for the goods
of goods to the buyer
Seller
Figure 6: Advantages and Risks of the “On Consignment” Method
In your business life, have you used on consignment method? If yes, could
you give examples of advantages and risks of that method from your
experiences?
On Consignment payment method is useful if;
The consignee is reliable
The consignee has a good credit history
The consignee’s country has economic and political stability
The consignee is the branch office of the main company
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Draft or Documentary Collection
The Draft or Documentary collection method is employed when either the

cash in advance method is not acceptable to the buyer, or the open account
method is not acceptable to the seller. With the Draft or Documentary
Collection Method, the seller or exporter ships the goods and draws a draft or
bill of exchange on the buyer or importer through an intermediary bank. The
draft is an unconditional order to make a payment in accordance with certain
terms. The documents needed are specified before the title for the goods is
transferred (LatinTrade, 1999).
What do you think about the reason why the seller or the buyer may
accept draft or documentary collection method instead of cash in advance
or open account?
There are four parties involved in the documentary collection method:

The buyer, collecting/presenting bank (buyer’s bank), the seller and the
remitting bank (seller’s bank). Also, there are four main steps in the
documentary collection method. The process is shown on Figure 7.
Draft or Documentary Collection Method
Banks act as intermediaries between the buyer and seller and act upon instructions received
Draft Draft Draft
Seller Collecting/ Buyer

Remitting 3 Presenting
Bank
Bank
Payment Payment Payment

2
Shipment
Figure 7: The Process of the “Draft or Documentary Collection” Method
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In the process of documentary collection method,
First of all, the seller sends the draft to the remitting bank
The remitting bank, as an intermediary, sends the draft to the

collecting/presenting bank
The collection/ presenting bank, as an intermediary, makes the

documents available to the buyer
The buyer, after examine the documents, has three options:
to pay immediately
to pay at a future date
to refuse to pay for the draft
When the draft is paid, the title documents are released to the buyer so
he/she can obtain possession of the goods. As the title to the goods is not
transferred until the draft is paid or accepted, both the buyer and seller are
protected. However, nothing prevents the buyer from refusing a draft for
payment.
In such cases, the exporter, who has already shipped the goods, faces
the problem of getting his/her merchandise back, which may involve
warehousing or insuring the goods, or even disposing of the merchandise at the
collection point. If the buyer refuses or defaults on payment of the draft, the
seller may also have to pursue collection through the courts (or possibly, by
arbitration, if such had been agreed upon between the parties). The use of
drafts involves a certain level of risk; but they are less expensive for the
purchaser than letters of credit.
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Sight Drafts: If the exporter and importer have agreed that payment
should be made immediately upon receipt of the draft and/or shipping
documents by the buyer's bank, the draft is said to be drawn at sight
(LatinTrade, 1999). A sight draft is an order signed by the seller instructing the
buyer to pay a specified amount to the seller upon presentation of the draft.
The flow of the sight draft is illustrated in Figure 8.
Documentary Collection Sight Draft Method
Agreement for immediate payment
Sight Draft Sight Draft Sight Draft
1 2 3
Collecting/
Seller Remitting Presenting Bank Buyer
Bank
6 5 4
Shipment
7
Figure 8: The Documentary Collection Process for a Sight Draft
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Time Drafts: If the seller has provided credit terms to the buyer, thereby
allowing the merchandise to be released before payment is received; it is called
a time draft. The exporter will need a written promise from the buyer that
payment will be made at a specified future date. When a bank receives time
drafts, the bank is requested to deliver the documents only when the buyer has
accepted. The buyer's acceptance of the draft is his/her agreement to pay at an
agreed upon future date (LatinTrade, 1999).
Documentary Collection Time Draft Method

The time draft method is illustrated in Figure 9.
Agreement for future date payment
Time Draft Time Draft Time Draft
1 2 3
Seller Collecting/
Remitting Buyer
Presenting Bank
Bank
Accepted Accepted Accepted
Time Draft Time Draft Time Draft
6 5 4
Shipment
7
Figure 9: The Documentary Collection Process for a Time Draft
Advantages and Risks of Draft or Documentary Collection Method
Advantages Risks
May refuse to pay or Goods may not be as

accept the draft represented in the
Gives him time to sell goods documentation
Buyer before having to pay for them
Low cost
Knows that title documents Buyer may refuse to pay

are controlled by the bank or accept the draft
Evidence of indebtedness Foreign exchange risk
Country’s political risk
Seller
Figure 10: Advantages and Risks of the “Draft or Documentary Collection” Method
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There are several advantages and risks of documentary collection

method for the buyer and seller. These advantages and risks are illustrated in
Figure 10.
Letter of Credit
The Letter of Credit has been a keystone of international trade for many
years. It continues to play an important role in world trade today. With the
various alternative payment methods available to buyers and sellers of goods or
services today, why is the Letter of Credit the most common payment method?
A simple answer may be that the seller will not ship without a bank's assurance
of payment. While this is a major factor, the Letter of Credit offers other
advantages for the buyer and seller. For any company entering the international
market, the Letter of Credit is an important payment mechanism that needs to
be understood.
What do you know about Letter of Credit and it’s differences from other
payment methods?
What is a Letter of Credit?
A Letter of Credit is a document issued by a bank at the buyer’s request

in favor of the seller; it guarantees that the buyer will pay the agreed amount of
money to the seller within a specified period of time, provided that the seller
conforms to the product specifications and document requirements of the buyer.
(http://internet.ggu.edu/~emilian/bankreq.html#LC).
The Letter of Credit is a specialized, technical tool that is applied when

paying for a shipment of goods or services from one party to another.
Figure 11 shows the general flow of a Letter of Credit.
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Letter of Credit Method
Bank obligation to pay
Documents Documents Documents
2 2 2
Advising Issuing
Bank Bank
Seller Buyer
3 3 3
Shipment
Figure 11: The Process of the “Letter of Credit” Method
Both applicants and beneficiaries profit from the distinct uniqueness of a

Letter of Credit. However, both these parties must be aware of what a Letter of
Credit does not do:
It does not provide a total assurance What a Letter of Credit is

Not?
of payment to anyone. A Letter of
Credit guarantees payment only if its The letter of credit refers to the
documents representing the goods –
terms and conditions are satisfied by not the goods themselves.
presenting the necessary documents. Banks are not in the business of
The value of such a guarantee examining goods on behalf of their

customers.
depends upon the stability of the bank
providing its undertaking and the
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political and foreign exchange stability of the country where the bank
is situated.
It does not give a guarantee that the goods depicted in the

presentation documents have been delivered. Banks don’t deal with
goods and services; they deal with documents related to the Letter of
Credit. The quantity and quality of the goods shipped depends upon
the honesty and integrity of the seller that has manufactured or
packaged the goods and organized the delivery.
The buyer may stipulate that the Letter of Credit be accompanied by

laboratory test certificates, inspection certificates or other documents that
confirm the quality or quantity of the goods. Generally, the buyer and seller
agree in advance on which party is responsible for the sum of these services.
The buyer’s and seller’s honesty are

Letter of Credit’s
paramount in any exchange of goods or services Usefulness in
International Trade
regardless of the payment method. When Trade involves buyers and sellers
seeking to exchange goods or
preparing a shipment covered under a letter of
services despite their differences in
credit, it is important to closely follow the language, national custom, credit
procedures, and accounting practices.
instructions in the letter of credit. The letter of
Historically, merchants have looked for
credit will explain exactly how to prepare the draft, ways of lessening these differences
and smoothing the progress of trade.
how the commercial invoice must be prepared,
The special protection and
what documents must be prepared and attached opportunities offered by Letters of
Credit relate to both domestic and
to the draft for payment, and by what specified
international trade.
deadline the seller must ship the goods and
present the documents for payment. Accurateness is extremely important.
What do you think about the advantages of the letter of credit’s instructions?
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Parties and Terms in Letters of Credits
To understand Letters of Credit exactly, the parties and terms which are
used in Letters of Credit should be examined.
The Parties
The parties concerned with a Letter of Credit are described below:
Applicant: The party that organizes for the Letter of Credit to be issued,
usually the buyer (importer) in a commercial transaction or the borrower in a
financial transaction.
Beneficiary: The party named in the Letter of Credit in whose favor the
Letter of Credit is issued, it is generally the seller (exporter) in a commercial
transaction or the creditor in a financial transaction.
Issuing Bank: The Applicant’s bank that issues its undertaking to the
Beneficiary in the form of a Letter of Credit.
Advising Bank: The bank, usually in the Beneficiary’s country, which

informs the Beneficiary that another bank has issued a Letter of Credit in their
favor.
Letter of Credit Terms and Conditions
The following terms and conditions are basic to most letters of credit:
Draft – Letters of Credit usually necessitate that the Beneficiary draw a draft on
the Issuing Bank. The period of time from the date on which either the complying
documents are presented or the draft is drawn, to the date on which payment is
payable is the “tenor” of the draft. If the draft is payable upon presentation, the
draft will be drawn payable at ‘’sight.”
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If the draft is payable, for example, 30 days after presentation of

complying documents (“30 days sight”) or 30 days after the date the draft is
drawn (“30 days date”), the draft is a time draft. Time drafts may be drawn for
any number of days. For ease in financing, days are usually expressed in 30 day
increments, i.e., 30, 60, 90, 120, 150, 180 days. The accepted draft is the
unconditional obligation of the Accepting Bank to pay at maturity. When drafts
are accepted by an Accepting Bank they take on special properties.
Expiration Date – A Letter of Credit should contain a stated expiry date. The
Beneficiary is required to present the draft(s) and documents to the Issuing Bank
or a Nominated Bank on or before that date. Under the Uniform Customs and
Practice for Documentary Credits Act (UCP), published by the International
Chamber of Commerce (and incorporated by reference in most commercial
letters of credit), if the expiration date falls on a day when banks at the place of
presentation are closed, the expiration date is extended to the next business
day. Letters of Credit expire at the times and locations specified in the Letter of
Credit.
Latest Shipping Date – Most Commercial Letters of Credit contain a latest

shipping date. The documents confirming shipment must not be dated after that
date. When “on board” transportation documents are required, the date indicated
in the “on board” notation on the transport documents is considered to be the
date of shipment.
Marine Bills of Lading are issued in either “Shipped on Board” or

“Received for Shipment” form. When a Letter of Credit specifies marine or ocean
“on board” bills of lading, “onboard” may be evidenced by:
A bill of lading being issued using an “on board” form; or
A bill of lading carriying an “on board” notation. This notation (often a

superimposed stamp) must be dated. The “on board” date (the
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shipping date) cannot be later than the “latest shipping date” specified
in the Letter of Credit
Unless the Letter of Credit otherwise states, the UCP requires that marine
bills of lading show that the goods are on board. This means that the Beneficiary
must either provide an “on board” bill of lading or have the carrier’s “on board”
notation put on the bill of lading.
Latest Date for Presentation – Unless the credit stipulates otherwise, the UCP
requires that documents be presented within 21 days of the date of shipment or
at another such period stated in the Letter of Credit. For Marine Bills of Lading,
the “on board” date is seen as the shipment date.
Commercial Letters of Credit are often issued with a latest shipping date
that is more than 21 days prior to the Letter of Credit expiration date. This is due
to the fact that the most common amendment to a commercial Letter of Credit is
to extend the shipping date. The additional period permits the shipping date to
be adjusted without the expiration date being extended. The additional time is
not a “cure” period for documents under discrepancy.
Any idea about UCP?
UCP 500: The letter of credit process has been standardized by a set of rules
published by the International Chamber of Commerce (ICC). These rules are
called the Uniform Customs and Practice for Documentary Credits (UCP) and
are contained in ICC Publication No. 500.
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Basic Procedures for Establishing a Letter of Credit
The basic procedure used in a letter of credit transaction is shown below.

It should be noted, however, that for other Specific letter of credit different
procedures are used.
Issuance of a Letter of Credit
1
Applicant/Importer Purchase & Beneficiary/Exporter
Sales Agreement
2
4
Request for a
Advice of
Letter of Credit 3 Letter of Credit
Request to Advise and

possibly confirm the
Letter of Credit
Issuing Advising
Bank Bank
Issuing Bank Advising/

Confirming Bank
Figure 12: Flow of the“Issuance of a Letter of Credit”

*This figure is adopted from TD Bank Financial Group
The buyer and seller decide on the terms, such as the means of
transport, period of credit on hand, final date of shipment and the
applicable incoterm to be used
The buyer applies to the bank for a letter of credit to be issued
After assessing the buyer’s credit rating, the issuing bank sends the
letter of credit to the advising bank
The advising bank establishes the genuineness of the letter of credit

using signature books or test codes, then they send the letter of credit
to the seller
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Payment under a Letter of Credit
1
Applicant/Importer Shipment of Goods Beneficiary/Exporter
4 5 2 7
Documents Payment Documents Payment
6
Payment
Issuing Advising
Bank Bank
3 Advising/
Issuing Bank Documents Confirming Bank
Figure 13: Payment under a Letter of Credit

*This figure is adopted from TD Bank Financial Grup
The seller reviews all the conditions specified in the letter of credit
and If they cannot fulfill any of the terms, they will ask the buyer to
adjust the letter of credit. When the final terms are settled, the seller
ships the goods to the specified port or location
After shipping the goods, the seller obtains the required documents.
The documents are presented to a bank, in most cases the advising
bank (prior to presenting the documents to the bank, the seller should
ensure there are no inconsistencies with the letter of credit, and if
there are amend the documents where necessary)
The seller's advising bank reviews the documents. If they are in order,
it will forward them to the buyer's issuing bank. If the letter of credit is
confirmed, the advising bank will pay the seller (cash or a bankers'
acceptance check)
Once the buyer's issuing bank takes delivery of and reviews the
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documents, it either pays if there are no inconsistencies; or sends the

documents to the buyer if there are discrepancies for their review and
approval
After applicant reviews and accepts the documents, the beneficiary

receives payment from the advising bank
The issuing bank pays for the advising bank for the goods according
to the letter of credit
Finally, the applicant pays the issuing bank for the goods
Documentary Requirements
To ease the handling of documents presented under a Commercial Letter

of Credit subject to the UCP, unless otherwise stipulated:
Drafts should:
Be drawn by the Beneficiary on behalf of the parties specificied in the Letter of Credit
Not exceed the Letter of Credit amount or its remaining balance
Not be payable or endorsed to parties other than the Beneficiary or the issuing or the
nominated bank
Be in negotiable form, endorsed by the Beneficiary as necessary
Refer to the Letter of Credit
Draft is drawn on whom?
Invoices should:
Be issued by the Beneficiary named in the letter of credit

Be issued to the Applicant
Describe the goods and show the prices and terms as detailed in the Letter of Credit
Not exceed the Letter of Credit amount or its remaining balance, except in UCP 500
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Insurance documents should:
Cover the risks stated in the Letter of Credit

Cover, at minimum, 110% of the cost, insurance and freight (CIF), or carriage and
insurance paid (CIP) value of the shipment
Be countersigned and if the assured is other than the Confirming, Issuing bank or
buyer, be appropriately endorsed, or endorsed in blank
Be presented in full set(s) (all relevant documents)
Be in force as of a date not later than the date appearing on the transport document or
“on board” notation
If other documents are required such as weight lists, consular invoices,

certificates of quantity or quality, and the like, they must be issued and
presented in accordance with the Letter of Credit. All documents must comply
with the Letter of Credit and be consistent with each other. All documents,
unless otherwise stated, must be original, and documents required to be certified
etc. must be signed or properly authenticated.
Cover 110% of the cost, why?
Strictly complying drafts and other documents must be presented under

the Letter of Credit on or before the expiry date and within the presentation
period stated in the Letter of Credit. If no period is stated, documents must be
presented within 21 days of the date of issuance of the bills of lading or other
transport documents.
Amendment of a Letter of Credit
If the seller doesn't agree with the terms of the Letter of Credit, the buyer
will normally receive a request for an amendment. Any modification to an issued
Letter of Credit is known as an amendment.
For the seller to alter the terms noted on an Irrevocable Letter of Credit, it
must ask for an amendment from the buyer. The amendment procedure is as
follows:
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The seller requests a modification or amendment of questionable

terms in the letter of credit;
If the buyer and issuing bank agree to the changes, the issuing bank
will change the letter of credit;
The buyer's issuing bank notifies the seller's advising bank of the
change/s;
The seller's advising bank notifies the seller of the change/s.
(Credit Research Foundation)
Advantages
Could youand Risks
discuss theofadvantages
the Letter and
of Credit Method
risks of amendment in a letter of
credit?
The advantages and risks of the letter of credit method are illustrated in
Figure 14.
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Advantages and the Risks of the Letter of Credit Method
Advantages Risks
Guarantee that its bank will Banks deal only with

refuse payment unless the documents. The goods may
seller complies with the not be the same as stated in
Buyer terms and conditions of the the documents
letter of credit
If the seller is willing to allow
the buyer extended terms,
the buyer may organize the
payment for a future date
Through the use of a
Banker’s Acceptance, the
buyer may finance the goods
until they are marketed
By the documents called for,
the buyer can seek to
minimize the risks in not
receiving the goods ordered
The bank’s creditworthiness The seller’s documents

must be taken into account must comply strictly with
To be able to obtain the terms and conditions
financing for the purchase or of the LC to entitle the
manufacture of goods that seller to payment
will be shipped under LC The seller is exposed to
Seller The seller will receive funds the commercial risk that
shortly after presentation of the bank providing its
shipping documents to the undertaking is unwilling
bank and unable to perform
The seller can reduce the The seller assume any
risk that payment for the political and foreign
goods might be delayed exchange risk affecting the
issuing bank’s obligation
Figure 14: Advantages and Risks of the “Letter of Credit” Method
A Case about Letter of Credit
The classic situation in which a letter of credit is used is described as

follows. Company A, located in Romania, wants to purchase a piece of mining
equipment from Company B, located in Croatia. Company B is unwilling to ship
the equipment without being paid in advance. It is concerned that Company A
might be unable to pay for the equipment, and it is not willing to trust credit
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reports from Romania. It might ship on a COD basis, but that would leave them
in a position that if the equipment were rejected on delivery in Romania,
Company B would have to try to re-sell it in Romania or ship it back to the
Croatia. In either case, it would lose money that it could only get back if it were
able to win a case successfully against Company A (who may be insolvent).
However, the case would take place in a foreign court system and this would
cause a number of problems for Company B. Company A is not willing to pay in
advance because it has similar worries. B might become insolvent, or it might
not ship, leaving the buyer to try to recoup losses in a foreign legal system.
A letter of credit gives both parties some guarantee of a fair trade

transaction. The buyer will get its bank to issue a letter of credit. This letter will
state that the bank will honor a draft drawn against the bank to the agreed
amount, if the draft is accompanied by certain specified documents, one of which
will be a bill of lading showing that the goods have been loaded on a ship going
to a specified Romania port and which will give the buyer the right possession of
the goods upon arrival. With a guarantee from a sound, solvent establishment
that it will be paid as soon as the goods are shipped, Company B can ship with
minimal risk.
Company A is similarly protected. It doesn't have to pay until the goods

have been shipped and are out of the seller's control. The bank that issues the
letter of credit can protect itself in several ways. The simplest is to have
Company A put the face amount of the letter of credit in a blocked account from
which the bank can withdraw funds when the letter is drawn upon. On the other
hand, it can issue the letter of credit on the same basis as if it was giving
Company A a loan, satisfying itself as to the applicant's credit and perhaps
taking collateral. In this case, funds disbursed under the letter of credit would
accumulate interest at the normal rate of loans until repaid.
If Company B is unwilling to trust the buyer's bank (of which it may never
have heard) it can require that a bank which it does trust act as confirming body
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of the letter of credit. The confirming body will be a bank that knows and trusts
the issuer and perhaps has a correspondent banking relationship with them. The
confirming body will make an obligation to honor the letter of credit. It will check
the documents the beneficiary (the seller of the equipment) presents and if they
are satisfactory, pay the funds to the beneficiary. It will then transmit the
documents to the issuer and receive repayment.
(http://www.law.utk.edu/cle/letcred/1-vb.htm)
The transaction described in above is commonly referred to as a Letter of Credit.
Types of Letter of Credit
All Letters of Credit are issued in either a "revocable" or an "irrevocable"

form and “confirmed" or "unconfirmed." They should be read carefully and
understood to determine the advantages and to decide which one is fitting for a
particular situation.
Revocable Letter of Credit
Unless stated otherwise all credits are Revocable Letter of

Credit for Importer and
revocable. The term indicates that the credit is Exporter
not a legally binding undertaking and can be As such whilst this type of instrument
is extremely favorable to the importer
changed or with drawn at any time without the
it is hardly ever used due to its
permission or knowledge of the beneficiary. commercial unacceptability to the
exporter/beneficiary.
However, it gives no assurance of payment.
When the seller doesn”t needs require a
guarantee other than the buyer's reputation, a letter of credit serves no purpose
unless it is used as a suitable means of exchanging documents and payment
(TD Commercial Banking)
How does the seller prevent “no payment” under revocable letter of credit?
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Irrevocable Letter of Credit
With this type of credit the buyer's bank

Irrevocable Letter of
has given an irrevocable promise to pay the Credit for Importer and
Exporter
seller, on his/her proof of compliance with the set
This is by far the most common type of
conditions of the Letter of Credit, and the bank
letter of credit acceptable to both
without the authorization of the exporter cannot importer and exporter.
change this. The buyer has no responsibility to

agree to changes to the Letter of Credit. If it includes conditions that are
inconsistent with the sales-purchase agreement, then this is a subject to be
settled between the buyer and seller; the bank has no responsibility to involve
itself with the particulars of the agreement.
Confirmed
A confirmed letter of credit is when a second guarantee is added to the

document by another bank. The advising bank, the branch or the correspondent
through which the issuing bank directs the letter of credit, adds its undertaking
and commitment to pay the letter of credit. This confirmation means that the
seller/beneficiary may also look at the credit worthiness of the confirming bank
for payment guarantee (2001, Equipment).
Who is going to pay for the confirmation charges?
Unconfirmed
An unconfirmed letter of credit is when the document carriers the

assurance of just the issuing bank. The advising bank simply notifies the
exporter of the terms and conditions of the letter of credit, without adding its
obligation to pay. The exporter takes on the payment risk of the issuing bank,
which is normally situated in a foreign country (2001, Equipment).
What do you think in which situations confirmed and unconfirmed Letter of

Credit is acceptable?
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Confirmed and Unconfirmed Credit for Importer and Exporter
As the exporter is situated in a different Confirmation from the

Importer’s Viewpoint
country from the importer, two banks are
gererally concerned with a documentary credit From the importer’s viewpoint the
confirmation is deemed an
transaction. While the liability of the issuing bank
unnecessary expense and
always exists in the case of an irrevocable credit, complication when the bank they use
is of international standing. Also with
the advising bank in the exporter’s country is
the advising bank assuming no
liable only to the extent of the instructions it is responsibility, any decision regarding
the validity of documents and
given.
consequent payment rests with the
issuing bank with whom there is an
established relationship. Confirmation
These instructions can direct it:
is never to the importer’s advantage.
Not to confirm the credit
When this is the case, the advising bank assumes no responsibility; it

simply acts on behalf of the issuing bank, in advising the exporter of the letter of
credit.
To confirm the credit
When confirming to the credit, the advising bank takes on a secure and
independent obligation to pay, as does the issuing bank. The confirming bank
must make payment even if the issuing bank is not able to send the necessary
cover for the payment. (http://www.chancerygroup.com.au/1to4.htm)
Could you compare all types of letter of credit’s (revocable, irrevocable,

confirmed, unconfirmed) advantages and risks for the seller and the buyer?
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Special Letters of Credit
A short description of some special Letters of Credit can be found below:
Red Clause Letter of Credit
Red Clause Letters of Credit supply the seller with cash before
shipment so he/she can finance the production of goods. The buyer's
Issuing Bank may forward some or all of the funds. In other words, the buyer
offers financing to the seller and therefore sustains the risk for all advanced
credits.
Deferred Payment (Usance) Letter of Credit
In Deferred Payment Letters of Credit, the buyer accepts the documents

associated with the letter of credit and agrees to pay the issuing bank after a
fixed period. This credit gives the buyer a grace period for payment.
Revolving Letter of Credit
With a Revolving Letter of Credit, the issuing bank restores the credit to
its original amount once it has been used or drawn down. Generally, these
arrangements limit the number of times the buyer may draw down its line
over a predetermined period.
Back-to-Back Letter of Credit
This is a new letter of credit opened based on an already existing,

nontransferable credit that is used as collateral. Traders often use back-to-
back arrangements to pay the ultimate supplier. A trader receives a letter of
credit from the buyer and then opens another letter of credit in favor of the
supplier. The first letter of credit serves as collateral for the second credit.
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Transferable Letter of Credit
This type of credit allows the seller to transfer all or part of the
proceeds of the original letter of credit to a second beneficiary, usually the
ultimate supplier of the goods. The letter of credit must state that it is
transferable for it to be considered as such. This is a widespread financing
method used by middlemen and is common in East Asia.
What is the risk of Transferable L/C?
Assignment of Proceeds
The beneficiary of a Letter of Credit may allocate all or a share of the

proceeds under a credit to a third party (the assignee). However, unlike a
transferred credit, the beneficiary has exclusive rights to the credit and is
exclusively responsible for fulfilling its terms and conditions. For the assignee, an
assignment means only that the paying bank, once it obtains notice of the
assignment, accepts to follow the assignment instructions, if and when payment
is made. The assignee is reliant upon the beneficiary for compliance, and
therefore this arrangement carries more risk than a transferred credit. Before
agreeing to an assignment, the assignee should thoroughly review the original
Letter of Credit (Credit Research Foundation).
Export Letters of Credit
For example, an Importer Company in Bulgaria arranges to purchase 100

television sets from an Exporting Corporation in Greece. The transaction begins
with a sales agreement which includes a requirement that the $25,000.00
purchase price be payable at "sight" under a confirmed Letter of Credit. The
Importer Company then requests that its bank. Bankoexport, Sofia, Bulgaria,
issue an Irrevocable Letter of Credit, to be advised and confirmed by a bank in
Greece.
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Then the Exporting Corporation ships the goods and presents a

$25,000.00 draft along with the specified documents to the bank in Greece on or
before the expiration date of the Letter of Credit. Once the bank inspects the
documents and concludes that they meet the terms of the Letter of Credit,
payment is made to the Exporting Corporation. The bank then sends the
documents to the Bulgarian bank that inspects them, reimburses the bank, and
obtains payment from, and discharges the documents to, the Bulgarian importer.
What do you think about the kind of problems exporters could meet? Could
you give examples from your business environment?
There are several mistakes, which exporters can make. A list of these
possible mistakes is on the next page.
Export Letter of Credit – Ten Common Mistakes
1. The agreed time schedule is not followed, because of late shipment or late
presentation.
2. The specified documents are not prepared as specified by the letter of credit, other
than the transport document, insurance document and invoice.
3. Certificates, such as the certificate of origin and certificate of inspection, are not
signed.
4. The goods description on the commercial invoice does not match the description on
the letter of credit.
5. Documents are not properly endorsed.
6. Drafts (bills of exchange) are not presented as stipulated by the letter of credit or
are not prepared properly.
7. The insurance document is dated after the shipment date, or does not cover the
risks as required by the letter of credit. The types of risk, extent of risk coverage or
currency differ from what is stated in the letter of credit.
8. The transport document is not properly signed as defined by the UCP, or it is not
prepared in compliance with the letter of credit.
9. The documents are inconsistent with one another.
10. The type and number of stipulated documents and copies are not the same as
those stipulated by the letter of credit.
Source (1999-2000, International Trade Forum)
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To avoid above mistakes, here is a checklist you can use:
Exporter’s Checklist for Analyzing a Letter of Credit
Check the following items to verify that all terms and conditions in the Letter of
Credit agree with your Price Quotation/Proforma Invoice and/or sales agreement and that
you will be able to comply with the order as requested by the importer.
Identity of Parties – Are the names and addresses of your company and the
importer’s organization correct and complete?
Confirmed – Is the L/C confirmed? If not, are there restrictions that prohibit
it from being so?
Irrevocable – Can terms and conditions of the L/C be changed or cancelled

without your prior knowledge and consent?
Description of Goods – Are goods described correctly and completely to

include trademark names and model numbers?
Prices – Do unit prices and total price for goods agree with the prices that
you previously quoted?
Amount – Will the total amount cover all costs allowed by the L/C (e.g.,
documentation, transportation, insurance)?
Currency of Payment – Is L/C the payable at sight or at a later date? Is it drawn

on your bank or importer’s bank?
Insurance – Who is responsible for insurance? If the importer pays, do you have
evidence of adequate coverage?
Shipping Terms – Are terms correctly stated (e.g. Ex Works, FAS Port of
Import, FOB Port of Export, CFR Port of Import, CIF Port of Import)?
Shipping Date – Will you have adequate time to produce and have goods
ready for shipment for the specified date?
Transportation Charges – Are inland, ocean or airfreight charges prepaid

or collect? Who pays the transportation costs?
Partial Shipments – Are you allowed more than one shipment or must the
complete order be contained in one shipment?
Transshipment – Can goods be unloaded and transferred to another vessel

between the ports of export and import?
Documents – Can all documents be obtained in the exact requested form as

and within the validity period of the L/C?
Presentation of Documents – Is there enough time after delivery to collect

and present documents to the bank for payment?
Expiration Date – Can you comply with all the terms and conditions of
the L/C before it automatically expires?
Source (1996, Export USA Publication)
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Import Letters of Credit
For example, a bank in Macedonia is the Issuing Bank, having issued the
Letter of Credit on behalf of the Macedonian importer. The same bank’s Turkish
branch is the Advising Bank. The Letter of Credit is freely negotiable. The
Turkish Beneficiary (exporter) of the Letter of Credit may have the draft
negotiated by the bank’s Turkish branch or another bank in Turkey. As a result,
the exporter receives finances (typically on a "with recourse" basis) after
presenting complying documents. The Turkish Negotiating Bank will, then, send
the draft and documents to the bank in Macedonia. If the documents meet the
terms, the bank will charge its customer, the Macedonian importer (Applicant),
for the value of the draft and at the same time pay the Turkish Negotiating Bank
and discharge the documents to the Macedonian importer.
If the documents do not comply the bank may contact its customer for
approval of the specific inconsistency or inconsistencies or for a general
authorization to pay. If customer authorization is given and the bank itself also
agrees to ignore the inconsistencies, payment is made. If the importer or the
bank does not agree to ignore the inconsistencies, the Turkish Negotiating Bank
will be informed of the inconsistencies and that the unpaid documents will either
be returned to them or held at their disposal.
Could you compare and discuss the advantages and risks of complying and
uncomplying documents for an importer?
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Questions Importers Commonly Ask About Letters of Credit
Expiry Date
When the Letter of Credit expiry date is established, should enough time be allowed
for the goods to get to me or for payment to be made when extended payment
terms have been negotiatied (e.g. 60 days after sight)?
No. The expiry date should simply allow the Exporter enough time, after the latest
shipping date, to present documents to the “available with” Bank. In a letter of
Credit, you are not allowed the opportunity to inspect the goods prior to paying for
them. Keep in mind that banks deal only with documents and not with goods.
Cost
What are the costs to issue a Letter of Credit?
The fees vary based on the dollar amount of your Letter of Credit and the length of
time it is outstanding. You should contact your TD branch for a Schedule of Fees
and Charges.
Quality of Goods
Is there any way that I can protect myself from receiving inferior quality goods by
using a Letter of Credit?
Yes. This can be done by asking for appropriate third party documents to be
presented under the Letter of Credit that would give proof of the shipment of the
proper goods, e.g. an Inspection Certificate, Health Certificate, Agent's Certificate,
and so on.
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SWIFT Transmission of the Letter of Credit
How quickly will the Exporter take delivery my Letter of Credit?
Once the Letter of Credit Application form is received by TD's International Trade
Services office, normally the Letter of Credit will be issued within 24 hours. If it is
sent by teletransmission as requested in the Application, the Advising Bank will
receive the advice that day or next business day depending on time zones. The
Advising Bank then controls how quickly the Letter of Credit is sent to the Exporter.
If it is urgent that the Exporter (Beneficiary) receives advice of the Letter of Credit
immediately, we recommend that you include instructions in the Application to notify
the Beneficiary by phone or fax. You should include the relevant contact numbers.
Recourse In Case of Non-Fulfillment of Contract
Under a Letter of Credit, what kind of recourse available to me if the goods arrive
and they are not the quantity or quality agreed upon?
Since banks deal only with documents and not with goods, all disputes can be
referred to the International Chamber of Commerce Arbitration or handled through
legal proceedings.
Goods Preceding Documents
What happens if my ocean shipment arrives before my transportation documents?
You have two choices. You can either wait for the transportation documents and pay
for storage of the goods or you can request TD to issue on your behalf a Bond of
Indemnity under your line of credit in favor of the carrier. The Bond of Indemnity
allows you to obtain the goods without producing the transportation documents.
When the transportation documents do arrive, you must forward them to the carrier
in order to have your Bond of Indemnity returned to you and you, in turn, must return
it to the TD branch.
Source TD Bank Financial Grup
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Problems that may be Encountered and Tips
Often a bank rejects the seller’s documents
The banks use limited discretion in matching the terms and conditions of
the letter of credit against the documents presented. There is often little room for
judgement.
For example, imagine that a letter of credit describes goods as “cocoa

butter with a maximum fat content of 15%”. However, the exporter presents a
commercial invoice referring to the goods as “cocoa butter with 12% fat content”.
Tip: Exporters must check the wording of all documents before

submission, using the same criteria that the banks apply. Ensuring
that all the terms used correspond.
Often the letter of credit fails to anticipate an aspect of the

transaction
For example, a common requirement on a Letter of Credit is for a “Clean

On – board Bill of Lading” – documents supplied by the shipping company
confirming that the goods were received in good condition, and were loaded in
the ship’s hold. However, if the goods are hazardous or flammable, they will be
put on the deck of the ship instead of the hold meaning that the bank could reject
the documents.
Tip: To avoid such problems, exporters need an understanding of the

different types of commercial document (transport document,
insurance document etc.) and the things on each document that
may be important to a bank in the context of presentation under a
letter of credit.
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Time limits can be missed when presenting required documents
Tip: You have to be aware of up to three time limits – the expiry date
of credit, the latest shipping date and the maximum time allowed
between dispatch and presentation. When you get advice of the
Letter of Credit, check that all its terms and conditions can be
fulfilled, within the set time frames. If the Letter of Credit asks for
documents to be given by third parties, make reasonable
allowance for the time this may take to arrange. After dispatch of
the goods, check all the documents both against the terms of the
Letter of Credit and against each other for internal consistency.
(OTAL).
Have you had such problems? Do you want to add other problems and tips
you know? What should be done to avoid those kinds of problems?
Comparison of Various Methods of Payment
The five explained payment methods are used for different situations and
each has some advantages and risks. A comparison of these methods is
illustrated on Table 1. To be able to choose the right method, you should
carefully examine the table.
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Table 1: Comparison of Various Methods of Payment
Method Goods Usual Time of Risk to Risk to

Available to Payment Exporter Importer
Buyer
Maximum-Relies
on exporter to
Cash In Advance After Before shipment Very low
ship goods as
payment
ordered
Relies on
importer to pay
Before payment As agreed account as Very low
Open Account
agreed- takes
complete risk
Before payment, After use; Substantial risk

exporter retains inventory and unless through
Consignment Very low
title until goods warehousing foreign branch of
are sold or used costs to exporter subsidiary
If draft unpaid, Assured of

Documentary
On presentation goods must be quantity, also
Collection/ Sight After
or draft to returned or quality, if goods
Draft /Documents payment
importer disposed of, are inspected
against Payment
usually at loss before shipment
Documentary Minimal-Can
Collection/ Time Relies as check shipment
On maturity of
Draft/ Documents Before Payment importer to pay for quantity and
draft
against draft quality before
Acceptance payment
Assured of
When quantity and
Letter of Credit
After documents are also quality at
Confirmed
Payment available at shipment if
Unconfirmed Very low
shipment inspection report
is required
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Case Study: Fruit Juice For Europe
A South American factory is well known for its

fruit juices. They have sold 2 containers of product to
a French trader at a price 20% off the wholesale.
Now the trader wants exclusive sales rights for

the whole Europe, promising 20 containers the first
year on open account payment tems.
At the same time, extensive research has been

made for marketing the juice via a stock-keeping
importer in Germany.
Importer’s selection is underway and the trade fair results have been positive.
1. What would you suggest for the management to do?

2. What kind of risks has the company got?
3. Discussion on the channels. What kind of channels can they use for entering the
European market?
4. Conditions for “Exclusivity”. How should the South American factory react?
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Case Study: Be Careful with the Contract
A manufacturer concluded a sizable contract for the

FAS Antwerp supply of heavy duty machinery. Payment
was to be by irrevocable confirmed documentary credit,
stipulating a commercial invoice and the buyer’s
certificate that he had taken delivery of the material at
Antwerp.
In due course, the material was ready for shipment but on arrival at
Antwerp, it was not taken over by the buyer and as the supplier did not receive the
buyer’s certificate, he was unable to get paid under the credit. After a year of
lengthy negotiations, the supplier received as compensation but still suffered a
substantial loss.
Before concluding the contract, the supplier had consulted his bank, whose
reply had been: “The documantary credit is a safe instrument of payment both for
the buyer and for the supplier”. And he had also consulted authors on documentary
credit, whose words he quoted as:
“ The exporter will not be fully protected unless he has an irrevocable and
confirmed documentary credit”.
The supplier was sure that by obtaining an irrevocable confimed credit he

had taken all the necessary precautions to get full payment security.
So, where is the problem?
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Case Study: Real Documentary Credits
The importer applied for a credit for the full CFR value of the goods. This
credit contained as term of payment:
40% of the value payable at sight against presentation

of compliant documents
60% to be settled by draft at 90 day’s sight on credit

applicant without responsibility or engagement on
our part ( meaning the issuing bank)
Compliant documents were prepared by the exporter and presented to the

bank and the 40% payment was effected. The 90 days’ sight draft for the remaining
60% was duly accepted by the credit applicant.
At maturity, it remained unpaid and the issuing bank took refuge in the
wording. “ without responsibility or engagement on our part”.
The beneficiary is in the opinion that a bank issuing a credit for the full value
of the goods should accept responsibility for the beneficiary also to be paid in full.
1. What do you think about this kind of credit?

2. What is wrong with the terms of payment in the credit?
3. Do you think the beneficiary has made his objection on time?
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Summary
Two questions often arise in international trade. The first, for sellers, is: “If I ship the
goods, am I certain to be paid for them?” The second, for buyers, is: “If I send the money,
will I be certain to receive the goods?” No transaction should take place unless the answers
are definitely “yes”. Yet the two seem to contradict each other.
The seller can answer “yes” if the seller receives payment in advance, and the
buyer can answer “yes” if the buyer makes payment after delivery, but both of these
solutions fail to protect the other party from nonperformance.
Therefore, importers and exporters are well advised to arrange their contractual
terms to avoid court litigation. They have to use fully discussed payment terms and select
the one that satisfies both parties.
According to the transaction, the most convenient payment terms should be

chosen but in general we conclude that the most popular ones are a letter of credit and
documents against payment.
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Key Terms
Accepted Time Draft Deferred Payment Letter of Credit
Advance Payment Expiration Date
Advising Bank Irrevocable Letter of Credit
Amendment of a Letter of Credit Issuing Bank
Applicant Latest Date for Presentation
Assignment on Proceeds Latest Shipping Date
Back to Back Letter of Credit Letter of Credit
Beneficiary On Consignment
Cash in Advance Open Account
Collecting/Presenting Bank Red Clause Letter of Credit
Confirmed Letter of Credit Remitting Bank
Confirming Bank Revocable Letter of Credit
Consignee Revolving Letter of Credit
Draft Sight Draft
Documentary Collection Time Draft

Transferable Letter of Credit
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Progress Check
1. In a documentary collection, the banks;
a. Evaluate the quality of the goods before shipment

b. Act as intermediaries in the collection process
c. Finance the buyer and the seller
d. Dictate the terms
e. Only check the drafts
2. An exporter receives a P/O (purchase order) and payment for 100 kg. of
knitting yarn. This is an example of which type of payment option?
a. Cash in advance
b. On consignment
c. Open account
d. Letter of credit
e. Draft or documentary collection
3. If the bank holds shipping documents in custody and delivers them to the
buyer upon receipt of payment, what type of document of payment term
is this?
a. Letter of credit
b. Cash in advance
c. Cash against goods
d. Documents against collection
e. Open account
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4. An exporter receives a P/O (purchase order) for 1000 pullovers and

ships the goods and the documents directly to the buyer before receiving
payment for the goods. Which payment option is this?
a. Cash against documents

b. On consignment
c. Time draft
d. Cash in advance
e. Open account
5. An “open account” transaction gives all of the advantages to the;
a. Consignee
b. Seller
c. Bank
d. Forwarder
e. Buyer
6. Identify the payment option(s) which place(s) the seller in the risky
position of nonpayment by the buyer (select all that apply)?
I. Cash in advance III. Irrevocable letter of credit at sight

II. Open account IV. On consignment
a. I and II
b. Only II
c. II and IV
d. Only I
e. Only III
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7. What kind of payment option(s) should the seller consider when his/her
products are in low demand (select all that apply)?
I. Cash in advance III. Open account

II. Letter of credit IV. Documents against payment
a. Only II
b. II and III
c. Only III
d. III and IV
e. Only IV
8. Identify the risk(s) faced by the seller when collecting payment from an
overseas buyer (select all that apply).
I. Country III. Industrial

II. Political IV. Foreign exchange
a. Only I
b. Only III
c. II and III
d. III and IV
e. I and IV
9. What payment option(s) should the seller consider when he/she is willing
to extend credit to the buyer?
a. Cash in advance
b. Letter of credit at sight
c. Draft or documentary collection
d. Documents against payment
e. Documents against acceptance
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10. The seller is best protected by which of the following payment terms;
a. Open account
b. Revolving letter of credit
c. Confirmed, irrevocable letter of credit
d. Red clause letter of credit
e. Transferable letter of credit
11. In a letter of credit transaction, the bank deals;
a. Only with goods, not with documents

b. Only with documents, not with goods
c. With documents and goods
d. With quantity and quality of goods
e. Only with payment
12. The exporter is about to close a deal with the importer but he/she does
not know the issuing bank well. So what kind of letter of credit should be
opened to satisfy the exporter and minimize the risk?
a. Confirmed
b. Avalized
c. Straight
d. Red – clause
e. Back – to – back
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13. In some cases the seller may need some advance payment in order to
make the deal possible. A L/C may assure that certain sums be paid in
advance of the presentation of documents and any advance paid will be
deducted from the total credit available when the credit is paid. What sort
of L/C is this?
a. Back – to – back
b. Confirmed
c. Red clause
d. Straight
e. Transferable
14. If you are an intermediary purchasing materials under L/C for resale to a
final purchaser and you do not want to disclose your source to the buyer,
what kind of L/C should you use?
a. Back – to – back
b. Red clause
c. Back – to - back
d. Revolving
e. Confirmed
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Module 2-3: Trade Payment Methods Participant

Trade Payment Methods

This part covers the following topics:

By the end of this part, you will be able to:

Identify payment options for various trade transactions

Scenario: Will the Exporter be Paid?

In international commercial procedures, the dealers and buyers shall

Trade Payment Methods

The Cash in Advance or Advance Payment method allows the buyer

Cash in Advance Method

Payment before shipment

Figure 1: Process of “Cash in Advance” Method

Although this method of payment is not uncommon, the seller requiring

In some circumstances this payment method can be modified to a partial

Advantages and Risks of Cash in Advance Method

The cash in advance method is advantageous for the seller as there is

None No control over the goods

Goods shipped when None

As a buyer and a seller in which positions do you choose/accept cash in

The cash in advance may be most practical method if;

The buyer lacks creditworthiness

The buyer is not able to offer sufficient security for payment

The buyer is located in a region of politic and/or economic instability

The product is so specialized that it is specifically made for the

An open account transaction means that the goods are manufactured

Open Account Method

Shipment before payment

Figure 3: The Process of the“Open Account” Method

The open account method is a preferred method of payment for the

Advantages and Risks of the Open Account Method

The Open Account method is advantageous for the buyer as there is no

Control over the goods None

None No control over the goods

The open account method may be usefull if:

There is long-term relationship and confidence between the

buyer and the seller

The seller is under pressure to sell his goods

The buyer is solvent

Seller ships goods but retains ownership

Shipment Shipment Reselling

Figure 5: Process of the “On Consignment” Method

Advantages and Risks of the On Consignment Method

There are several advantages and risks of the on consignment payment

Pays only when goods None

Retains ownership of the Limited control of goods

Figure 6: Advantages and Risks of the “On Consignment” Method

On Consignment payment method is useful if;

The consignee is reliable

The consignee has a good credit history

The consignee’s country has economic and political stability

The consignee is the branch office of the main company

Draft or Documentary Collection

The Draft or Documentary collection method is employed when either the

There are four parties involved in the documentary collection method:

Draft or Documentary Collection Method

Draft Draft Draft

Seller Collecting/ Buyer

Payment Payment Payment

Figure 7: The Process of the “Draft or Documentary Collection” Method