已合作过的客户，现有过十万刀订单要赊销！
粉丝求助：
墨西哥客户要求赊销？风险太大了，有好方法吗？
Mexican customers ask for credit sale? It's too risky. Is there a good way?
事情是这样的：
(为了方便表述，以下内容用第一人称叙述）
今年合作了一个墨西哥客户，成了一单2万多美金的单子.
This year, we cooperated with a Mexican client who had placed an order over $20,000.
上个月客户又来询价，这次询价大概有12万美金的单子。我好高兴，因为这个客户是向他们国家重点项目上供货的。产品要求非常严格。
Last month, the customer inquired again. This time, the price is about $120,000. I am very happy because this customer is supplying to their national key project. The product requirements are very strict.
昨晚客户给我发消息，问能不能赊销？
The client sent me a message last night asking if we could sell on credit.
我也在想这麽大金额公司肯定不同意赊销，风险极大，有可能赔的内裤都穿不上！
I am also thinking that such a large amount of money companies do not agree to sell on credit for the risk is great and we might suffer a great loss.
我也考虑了有以下几点可能：
I also considered the following possibilities:
第一：客户没钱，只能让供应商垫资，来缓解他的压力。（风险难汇款，甚至还会打水漂）
First: the customer has no money, so he can only ask the supplier to pad the fund to relieve his pressure. (the risk is difficult to remit money, and even get nothing back)
第二：终端客户没钱，或者项目资金回笼慢，需要做远期支付（风险也是难回款，终端客户吹毛求疵，对产品满意度降低，导致更远的支付期，甚至对货物的缺点，克扣相应的货款）
Second: the terminal customer has no money, or the project fund returns slowly, so the forward payment is required (the risk is also difficult to collect the money. The terminal customer is picky and the satisfaction of the product is reduced, leading to a longer payment period, or even the corresponding payment for goods is deducted).
第三：信任问题，由于金额较大，客户不太信任我们，导致无法支付，只能做赊销，客户想要把控风险。（都是风险意识太高）
Third, due to the large amount of money, the customer does not trust us very much. As a result, the customer cannot pay and can only sell on credit. The customer wants to control the risk. (both are high consciousness of risk)
第四：产品价格太高，变相的砍价，以满足客户的目标，甚至接近客户的目标价，以达到客户利润最大化。
Fourth: the product price is too high. They bargain in a disguised way to meet the customer's goal, or even close to the customer's target price, in order to achieve customer profit maximization.
如果是前两点，这个客户肯定会完蛋，但是我也相信国内任何一家供应商不会傻到给他做这么大单子的赊销。国内赊销还要垫资好长时间，国内货款还要三催五催，甚至钱货两清，这一点可以排除。（或许某些贸易商能做，买信保，但也是风险极大）
If it is the first two points, it’s definitely impossible. But I also believe that any domestic supplier will not be foolish enough to give him such a large order of credit sales. The domestic credit sales also have to pad the capital for a long time, which can be excluded. (maybe some traders can do it and buy credit insurance, but it's also very risky.)
后两点，还是看自己的谈判能力了！
If it’s the latter two points, it needs your ability to negotiate!
如果是你，你觉得要不要赊销？
If it were you, would you sell it on credit?
听听小伙伴们怎么说：
1、赊销的单现在都不敢做。风险大，慎重！
I dare not do the orders of credit sales now for the great risk!
2、做信用证，或者购买出口信用保险作为保障。
I will do L/C or buy export credit insurance as protection.
3、你已经分析得这么透彻了，自然就明白了其中的利害关系了。而且只要你同意开了赊账的头，以后的订单就还会这样，而且金额可能会越来越大，回款周期越来越长。而且这客户都还不能算是老客户呢。所以保险起见还是按公司的规章制度来。微信公众号：优贸网。
Since you have analyzed it so thoroughly that you understand the stakes. And as long as you agree with him one time, he will continue to do so for future orders with larger and larger amount of money and take longer time to collect the money back. And this customer is not even a regular customer. So to be on the safe side, I'll stick to company rules and regulations.
4、如果客户可以接受信用证，最好是信用证付款。可以预收20%，80%做L/C，和客户说抬高价格，当做信用证加具承兑的费用。如果是客户资金的问题，可能不愿意调整价格，但是你们自己感觉这单可以赚不少，就可以让客户开证，你们自己到银行融资、贴现。海关数据、找采购商、开发海外客户。
If the customer can accept L/C, it's better to pay by L/C. We can charge 20% in advance, and 80% for L/C, and tell the customer to raise the price as the acceptance fee of L/C. If it is the customer's capital problem, you may not be willing to adjust the price, but you feel that this order can earn a lot, so you can ask the customer to open the L/C, and you can go to the bank for financing and discount.
5、信用证远期也比赊销好。原则上来说信用证不管你是即期还是远期，风险是一样的。
Usance L/C is also better than credit sale. In principle, the risk of usance or sight L/C is the same.
如果做赊销，请加高利润，然后找银行：国内的银行应该没人敢做赊销单子融资。可以寻求境外银行来做赊销融资，降低风险。
If do credit sales, please increase the profit, and then go to the bank: domestic Banks might not dare to do credit sales. You can seek the overseas bank to do the credit sale financing, reducing the risk.
南美做赊销算是比较常见的，因为没有好的金融合作支持，要么成不了单，要么被骗了。但是也不能因为常见就答应。
Credit sales in South America are relatively common, because without good financial cooperation, we can't get orders or will be cheated. But you can't say yes just because it's common.
6、赊销不能做！我有个同事跟墨西哥客户合作了10多年，最后一票坑了他10万，市场价下跌，客户弃货了！
You cannot do on credit! I have a colleague who has cooperated with a Mexican customer for more than 10 years. The last ticket cost him 100,000 yuan. The market price dropped and the customer abandoned the goods.
7、往往这种高利润，高风险收款导致企业破产的案例年年发生，正儿八经的公司都不会这样要求的，这样要求的肯定是资金有问题，随时会掉链子破产的，到时候出了问题弃货，或者收货付不了款申请破产，那你就GG了。微信公众号：优贸网。
This kind of case with high profit, high-risk collection led to the bankruptcy every year, formal companies will not ask for this. If such requirements are asked, it must be capital problems and the company will be bankrupt at any time. When the company meet troubles, he will abandon the goods, or because of the failure of payment he would apply for bankruptcy, then you will suffer a great loss.
8、墨西哥的商人信誉更加差得不得了，千万不要赊销吖！出了问题，就会后悔一辈子。
The reputation of Mexican businessmen are even more disreputable. Never sell on credit! If something goes wrong, you'll regret it for the rest of your life. 或者收货付不了款申请破产
页:
[1]