Using International Letters of Credit

Get your export business moving using a commonly accepted financial tool
By Greg Brown The paperwork surrounding an international letter of credit is daunting. But the idea is remarkably simple: The money is separate from the deal, and exchanged via you and your foreign partner's respective banks. If all terms in the letter are met (generally, that the goods have been shipped, although the jargon quickly overwhelms), the money moves. It's all about cutting risk.

Start at your local bank

Medium-sized U.S. banks in recent years have jumped into international trade finance and letters of credit. They can be more responsive, particularly for an existing customer.
Try:  Regions, Wells Fargo, and CapitalOne are in this business. Smaller state banks are too, particularly those near busy trade ports in New York, California or Florida.

Find a qualified partner

Ocean bills of lading are not the same as invoices, which are not the same as packing slips (six copies, please!). The regulations surrounding international letters of credit - essentially diplomatic agreements devised by the International Chamber of Commerce more than seven decades ago - can be complex, although the actual letter is simplicity itself.
Try:  The United States Council for International Business trade group has endorsed Quality Letters of Credit. The company claims to process $2 billion in letters annually.

Consider a courier

Another key trend in trade has been the rise of couriers from postal workers in nice uniforms to cutting-edge supply-chain providers.
Try:  FedEx, UPS and DHL, and other courier outfits with global reach, can cover many small business needs when it comes to exporting.

Find a provider who is a good fit

Any number of companies sell software that generates export documents. Some offer outsourcing and still others can write software that links your export business right into your company's back office. It all depends on how heavy your export business becomes.
Try:  CustomsInfo is a pay database of documentation requirements, while Unz & Co. and ExportDoc Worldwide software generates paperwork on the fly. TradeBeam offers end-to-end service, including letters of credit. Bolero is the next step up, neutral and paperless, and is endorsed by big banks and industrial shippers. ABN AMRO, a global bank, has a trade platform called Maxtrad. Finally, database companies like SAP, Oracle and SSAGlobal offer heavy-duty solutions.

Protect yourself

Even a letter of credit isn't enough if the risk is bigger than you'd like, but the opportunity is bigger still. Export insurance can make a big difference at relatively little cost.
Try:  The U.S. Export-Import Bank has a database of lenders who work in international trade.

• Experience can vary, so get references from current customers before signing on with a bank or document-handling company.
• Some financial experts consider letters of credit to be sometimes-useful antiques. Instead, couriers can offer foreign-country collect-on-delivery and similar services that can save you from the red tape.
• Make no assumptions about speed. If you are counting on payment in a very short time frame, better to arrange working capital just in case.
• Letters of credit come in two flavors: Revocable and irrevocable. The latter means neither party can alter the contract under any circumstances. Make sure you get the type of instrument that's right for your deal.