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最近有一個(gè)做埃及市場的朋友遇上了這樣一件焦心事：
Recently, a foreign trader who specialized in Egypt markets confronted with such a troubling thing:
是這樣的，我方出口了一批貨物至埃及，付款方式為30%訂金T/T，余下70%在裝柜前付清（經(jīng)確認(rèn)，產(chǎn)品不在他們國家的進(jìn)口產(chǎn)品限制的列表里）。貨物生產(chǎn)完成后，客戶一直催著先發(fā)貨，并保證貨物到港前一定會(huì)把貨款付清。
We exported a batch of goods to Egypt. Terms of payment was desposit on 30% with the balance payment before delivery. (Through our confirmation, the products were not in the list of restricted products list). After the goods were finished, the customer urged us to effect shipment first and they promised that they would effect the payment before the arrival of the goods.
考慮到長久性合作，我方最終答應(yīng)先發(fā)貨，但現(xiàn)在貨物已經(jīng)差不多到港，卻仍未收到客戶的余款。我方已多次敦促，但客戶一時(shí)說還在銀行兌換美金，一時(shí)說要等老板旅游回來才能匯。我方問客戶要他們老板的具體聯(lián)系方式時(shí)，卻一直不給?，F(xiàn)在貨物已經(jīng)快到港，我們現(xiàn)在著急如熱鍋上螞蟻！這時(shí)該怎么辦??？
In consideration of our long-term cooperation, we agreed to effect shipment. However, now the goods were about to arrive at port and we hadn't received the residual payment yet. We had pressed them to effect payment but the customer sometimes said that they were exchanging dollars and sometimes said they won’t effect payment until their boss was back from its journey. When we asked the customer for their boss’s contacts, they refused. Now the goods was about to arrive at port, we were very worried. What should we do?
聽到這樣情況，阿連心里也是著急不已，冷靜下來后這么對他說：
Hearing this, I was very anxious as well. After I calm down, I told him that:
自去年起，埃及關(guān)于進(jìn)口的新政不斷，對進(jìn)口企業(yè)提出質(zhì)量管控和企業(yè)注冊要求，大大增加了中國企業(yè)向埃及出口限制性產(chǎn)品的難度。
Egyptian government has issued lots of new policies about import since the last year. It puts forward quality control and requirements for enterprise registration which makes it harder for Chinese enterprises to export restrictive products to Egypt.
今年，埃及細(xì)化了更多進(jìn)口的限制性措施，比如：
And this year, Egypt pushes out more restrictive measures such as:
針對個(gè)人進(jìn)口：
For personnel import:
個(gè)人必須從事進(jìn)口兩年，并且繳稅額度200萬埃磅；
It must work on import for 2 years and pay duties for over 2 million Egyptian pound.
針對公司進(jìn)口：
For company import:
公司需從事進(jìn)口一年，且繳稅額度達(dá)500萬埃磅；
The company must occupy in import for a year and pay duties for over 5 million Egyptian pound.
還包括對公司注冊資金、進(jìn)口資質(zhì)及進(jìn)口所需文件做了更高的要求。
It raises more requirements for companies’ registered capital, import qualification and documents for import.
另外，埃及一直都處在國庫外匯儲(chǔ)備不足、外匯匯率不穩(wěn)的波動(dòng)當(dāng)中，埃磅貶值，進(jìn)口商購匯困難，所有這些因素都制約著埃及客戶的進(jìn)口決策和速度。
In addition, Egypt fluctuates with insufficient foreign exchange reserves and unstable foreign exchange rate and depreciation of Egyptian pound. All the factors influence Egyptian customers’ import measures and speed.
從去年開始，已發(fā)生多起埃及公司在貿(mào)易過程中惡意拖欠貨款、賴賬，甚至經(jīng)濟(jì)詐騙的活動(dòng)，錢沒收到，貨發(fā)走了，這樣的狀況，要想全身而退，是非常困難的，而且前提還得是100%保證這個(gè)客戶的人品極好，商業(yè)信譽(yù)度極高。
From the last year, several Egyptian companies failed to pay the payment for goods malevolently and repudiate to pay and even performed economic fraud. Many foreign traders didn't receive their payment with their goods sent away. It’s very hard to escape without any loss. So we must be sure that the customer is good with great reputation.
因此任何的后T/T支付方式，我們都需要謹(jǐn)慎對待，認(rèn)真考慮可能出現(xiàn)的風(fēng)險(xiǎn)，必須與對方簽訂正式的外貿(mào)合同，切忌僅憑P/I成交，必要時(shí)可以考慮中信保投?；蜻M(jìn)行背景資質(zhì)調(diào)查。
Therefore, we must handle with especially cautious when we use any kind of T/T payment. We should think carefully about the risks which might arise. We ought to sign formal foreign trade contract and remember not to close the deal with only a P/I. If necessary, we can enquire Sinosure or have background qualification survey.
還有，成交前可與客戶談判，盡量把賒賬的百分比降低，以免發(fā)生不良事件后自己血本無歸。
What’s more, we can negotiate with customers before closing the deal to try to make it less likely for them to refuse to effect payment in case of huge losses.
其次，要使用自己的貨代，絕對不能同意電放，以確保運(yùn)輸途中貨物的去向，可考慮做To order提單。
Secondly, we must use our own freight forwarders and we mustn’t agree with telex release so that we can know clearly about the goods movement in transit. We can also consider making To order.
當(dāng)拖欠貨款已經(jīng)出現(xiàn)，提單成為唯一的物權(quán)證明，必須馬上聯(lián)系貨代，及時(shí)通知船公司，絕對不能無單放貨，盡量控制物權(quán)。
When customers start to be delinquent, B/L becomes our only property certificate and we must contact our freight forwarder immediately and inform the carrier. It’s forbidden for us to effect payment without original B/L. We should manage to control our real right.