外贸行业洋骗术解密

    这是债务人面临现金流问题时经常会使用的一种缓兵之计，为的是延期付款。对中国出口商来说，这可能是个危险情况。因为如果债务人的现金流确实这么低的话，他们的生意就很可能维持不了多久了。或者，债务人也许现金流充足，只是在用这样的拖延手段来推迟付款时间。对他们来说，中国出口商就像贷款银行，唯一的区别是不用向他们支付任何利息！

    虽然这些可能成为付款出现麻烦的基本信号，但太多太多的中国出口商都被海外客户占了便宜。老外十分清楚，文化差异会让中国出口商羞于追讨货款。或者，海外买家利用的是中国出口商的知识盲点，因为他们不知道做出口生意时怎样保护自己。造成这种局面的文化差异在于，中国出口商通常更重视维持关系而不是拿到货款。中国人非常看重良好的关系和维护颜面，因此他们不想因为催促付款而冒犯买方，或者破坏双方的关系。相反，中国出口商可能会接受非全额付款，相信外商今后还会继续下单，这样就能弥补眼下的损失。但我要十分肯定地告诉你们，在大多数情况下，买方都很清楚这样的文化差异，而且会占出口商的便宜。买方会继续玩这样的游戏，直到出口商因为损失过大，无法维持这样的局面，或者买方找到了另一家急于达成交易的出口商。接下来，买方会到中国来，轻松地建立一些新的良好关系。然后，他们就会回到本国，下订单，接着再和新的供应商玩这样的把戏。

    避免陷入这种骗局的一个途径是采用此前一篇博文中提到的信贷申请程序。新的出口商也许有可能避开这个骗局，原因是申请信贷时新的买方必须至少提供三份信贷证明，开具证明的是曾经用赊销方式和买方做过生意的人，他们要证明买方是个诚实的生意人。在西方国家，这是做生意的标准程序；这样的要求不会冒犯任何守法的生意人。如果拒绝申请信贷，他们就非常有可能是骗子。如果他们诚信守法，申请信贷怎么会冒犯他们呢？

    出口商不应坐视不管，成为这些债务人致命把戏的牺牲品。（财富中文网）

    译者：Charlie  

    This is a typical stall tactic used to delay making payment when a debtor is experiencing a cash flow problem. This potentially is a dangerous situation for the China exporter as the debtor may not be in business much longer if their cash flow indeed is so thin. Alternatively, the debtor may have ample cash flow, but simply uses this stalling tactic to delay payment. They use the China exporter like taking out a loan from a bank, except they do not pay the exporter any interest!

    While these may seem to be basic signals of a payment problem, too many exporters are taken advantage of by their overseas customers who know well that cultural differences cause China exporters to be shy when demanding payment for their shipments. Or the overseas buyers take advantage of the knowledge gaps of the China exporters who do not know how to protect themselves when selling into overseas markets. The cultural difference that affects this situation is that the China exporter is usually more concerned about maintaining the relationship than receiving the payment. The Chinese put great emphasis on the good relationships and saving face, so they do not want to offend or damage the relationship by pressing the buyer for payment. Rather, the exporter may accept the lower payment amount and believe they will be able to make up the loss on future orders. However; I assure you that in most cases, the buyer is aware of this cultural difference and is taking advantage of the exporter. The buyer will continue to play this game until either the exporter has finally lost too much money and cannot continue being a victim of the game, or the buyer will simply find another new exporter eager to make a sale. The buyer will then come to China and enjoy developing the new good friendship, then rreturn to their home country, order the merchandise and play the game over again with the new supplier.

    One way to avoid being led into these games is by using the credit application process mentioned here in a previous blog post. The new exporter could perhaps avoid this game because the credit application requires that the new buyer provide at least 3 credit references that they did business with using OA terms that can confirm the new buyer is an honest businessman. This is standard procedure for doing business in western countries and any legitimate businessman or woman will not be offended if they are asked to complete a credit application. In fact, if the new potential buyer becomes offended and if they refuse to provide a credit application, the likelihood that they are a cheater is very high. Why else would they be offended if they were a legitimate and honorable business person?

    Exporters should not remain idle and fall victim to these “Deadly Games Debtors Play”.