Export payment methods and financing: open account, letters of credit, EXIM
Each way of getting paid by a foreign buyer shifts risk between seller and buyer. Here are the main export payment methods and the EXIM programs that help small exporters offer credit and finance orders.
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From cash in advance to open account
Cash in advance removes the risk of non-payment but is the least attractive option for the buyer and can cost you sales. Open account is the opposite: goods are delivered before payment, usually due in 30, 60 or 90 days, one of the highest risk options for the exporter.
In between, a letter of credit is a bank's commitment to pay once the documents required by its terms are presented. A documentary collection offers no verification process and limited recourse. Consignment, paid only after the distributor sells the goods, is very risky.
EXIM export credit insurance and working capital
EXIM export credit insurance covers up to 95 percent of sales invoices against buyer non-payment: if the insured buyer fails to pay, EXIM pays.
The Working Capital Loan Guarantee gives the lender a 90% guarantee, so it is more willing to lend. It can fund materials, labor and finished products for export, with no minimum or maximum transaction amount and a minimum US content requirement of 10%.
Questions fréquentes
When is a letter of credit a good choice?
It is useful when reliable credit information about the buyer is hard to get but you trust the buyer's bank. It also protects the buyer, since nothing is owed until the goods are shipped as promised.
Does EXIM replace my bank?
No. EXIM works with lenders and guarantees the borrower's debt; the loan comes from a qualified lender.
Why do foreign buyers ask for open account terms?
Extending credit is more common abroad and competition is intense, so exporters who refuse credit may lose sales.
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