selling international
TRANSCRIPT
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Ready MarketSales = ProfitIncreased Product Life CycleMinimize Domestic Downturns
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Purpose
Manage ResourcesManage RiskManage Cash Flow
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Customer RiskCountry RiskFlexible TermsProblem Resolution
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Same as DomesticLegal NameRelated CompaniesAuthorized SignersTime In BusinessFinancialsReferences
Customer Risk
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FCIBD & BVeritas
CofaceEulerLocal Presence
Sources
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PoliticalMonetaryCulturalExperience
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PoliticalStability of Government and PoliciesTrade Balances / ReservesGovernment Interest in “your” Industry
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MonetaryMonetary ControlsHard CurrencyExchange Fluctuation
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CurrencySell @ per unit cost 100.00 PesoBudget cost @ US $8.50 FX @ 10.50 89.25 Peso
10.75 profit
Actual cost @ US $8.50 FX @11.50 97.75
2.25 profit
lost 8.5% profit
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CulturalMeaning of TimeOwnership of DebtOral or written Contract
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Country Risk AssessmentBank Reports
Rundt’s Weekly
Periodicals
U.S. Foreign and commercial
service reports
FCIB Country Reports
FCIB Credit and Collection Surveys
FCIB / Political Risk Reports
IMF
Country Agencies
World Bank
Colleges / Universities
Local / Regional International Groups
Local Agents
Export-Import Bank
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ExperiencePresence Direct / IndirectOthers in Same IndustryOthers Broad Basis
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On Going ProjectChanges are KeyContinued Two Way CommunicationContinued Evaluation and Revision
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Payment RiskCash in AdvanceConfirmed Letter of CreditLetter of CreditDocumentary CollectionOpen Account
Least Risk
Most Risk
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Risk Mitigation
DelayFlexible TermsProblem Resolution
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Risk Mitigation
Foreign Exchange
Natural HedgeHedge Contract
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Risk Mitigation
AVALPAGARE’Personal GuaranteeContract Tied to SecurityGuarantee from Related PartyCredit InsuranceForfaiting
Payment