Consignment Export Payment Terms: How They Work & Risks Explained

If you're shipping goods internationally on consignment, the credit period can be extremely long. The buyer won't pay you until they've already sold your product. For exporters, this is one of the riskiest payment arrangements in international trade.

So why do businesses still use it? And how can you protect yourself when you do? In this article, we’ll look at how consignment terms work, their benefits, risks involved, and more.

In a consignment export, the exporter ships goods to a foreign distributor. But they don't get paid up front. Payment only comes after the distributor sells the goods to end buyers.

This type of export setup can open up new sales opportunities. However, it also puts a lot of financial pressure on the exporter as their revenue depends entirely on how well the distributor sells the products. If they struggle to move inventory or manage it poorly, you could lose money and damage your reputation in that market.

Consignment export payment terms define how and when you get paid when you sell goods through a foreign distributor.

Under these terms, you ship the goods but retain the ownership until the distributor sells them to the end buyer. The distributor only pays for what they've actually sold, not for the entire shipment. For example, if only 60 out of 100 units are sold, you get paid for those 60.

This arrangement works well if you trust your foreign partners and want to grow your market presence without demanding immediate payment. However, you have to bear the financial risk alone.

Consignment export payments have a simple flow.

You ship goods to the importer, who then sells them to end buyers. They pay you based on how much they've sold. This means if there is no sale, you receive no payment.

You carry most of the financial risk as your payment depends entirely on the importer's sales performance. The importer, on the other hand, has very little to lose since they're only paying for what they sell.

As such, consignment export payment terms are typically only used when there's strong trust between both parties and the goods have solid demand in the export market.

Here are some key features of consignment export payment terms that set them apart from other methods:

1. Payment comes after the sale

You only receive the payment after the foreign distributor has sold the goods. Until then, your funds are tied.

2. The exporter carries most of the risk

If the distributor sells poorly or mismanages inventory, you lose the revenue. This can also damage your reputation in that market.

3. The partnership works on trust

Choose a distributor you can rely on. They should sell well, communicate clearly, and take responsibility throughout.

4. Insurance can help you manage the risk

If you want to mitigate the risk, you can consider getting consignment insurance. It protects you against losses from unsold goods or distributor defaults, giving some financial security.

With regular payment terms like cash-in-advance, you receive payment before shipping the goods. It's the safest option for exporters but the least appealing for buyers. Consignment works the opposite way. You ship the goods first and receive the payment only after the distributor sells them to end buyers.

Here's how they differ:

Consignment export payments come with three main risks: credit risk, foreign exchange risk, and legal risk.

• Credit risk - This can come from either side of the transaction. If the exporter provides false product information or hides quality issues, the agent can get dragged into trade disputes. Similarly, if the buyer has poor credit and refuses to pay, the exporter bears the loss.
• Foreign exchange risk - There's always a time gap between signing the contract and receiving payment. If exchange rates move against you during that period, you can end up with less money than expected.
• Legal risk - Each country has different laws for cross-border payments. If your contract doesn’t align with them, it might not hold up legally.

Consignment export might seem risky for exporters. But it offers several perks like:

• Entering new markets without requiring buyers to make large upfront investments.
• Building stronger long-term relationships with distributors.
• An attractive arrangement for foreign distributors since there's low financial risk for them.
• Encourages distributors to stock more inventory since they aren't paying up front.

Consignment exports require several key documents. These include:

• Commercial invoice - Includes buyer and seller details, price, description of goods, and Incoterms 2020.
• Shipping bill/bill of export - A mandatory customs document needed to clear goods for export by sea, air, or land.
• Packing list - Outlines how goods are packaged, including weight and dimensions.
• Certificate of origin - Confirms where the goods were made, often required for preferential duty rates.
• Export license - Required when shipping restricted goods.
• Bill of lading/airway bill - A transport document that serves as a contract between the shipper and carrier.
• Insurance certificate - Confirms the shipment is covered against loss or damage.
• Letter of credit/purchase order - Confirms the order and secures payment terms.

When it comes to receiving payment for consignment exports, you need to meet three compliance requirements:

Documentary evidence

AD banks can accept payments without formal tripartite agreements, as long as proper documentation is in place. This includes:

The third party's name on the export order.

• A commercial invoice stating who will pay.
• An email correspondence confirming the payment arrangement.
• A purchase order showing different bill-to and ship-to parties.

FATF compliance

Payments must come from countries that meet Financial Action Task Force standards. This prevents money laundering and illegal financing in export transactions.

Banking channels and EDF declaration

All payments must go through authorized banking channels like SWIFT. Cash or informal transfers are not allowed. You must also declare full remittance details in the Export Declaration Form.

Earlier, exporters had to receive and repatriate export proceeds to India within 9 months from the date of export. However, the RBI has now extended this duration to 15 months. This gives you more time to collect payments from overseas buyers.

The time limit applies across all export categories:

• Special Economic Zones (SEZs)
• Status Holder Exporters
• Export Oriented Units (EOUs)
• Electronics Hardware Technology Parks, Software Technology Parks, and Bio-Technology Parks

In consignment accounting, the goods you send to the distributor are not recorded as a sale immediately. The sale is only recorded once they actually sell the goods. Here are some things to keep in mind:

• Proforma invoice: The exporter includes this document with the shipment of goods.
• Account sale: When the distributor remits payment, they send this document back to the exporter.
• Expenses: These include indirect costs like warehouse rent, storage, and advertising. They matter when valuing unsold closing stock.
• Unsold goods: If the distributor fails to sell the goods, the stock is returned to the exporter.

Consignment deals come with risks. Small oversights can quickly cause losses, hurt relationships, or lead to legal issues. Watch out for these mistakes:

1. Skipping market research

Don’t rush into a new market. If you skip research, you could end up with weak distribution and products that don’t appeal to local customers. Learn what customers prefer and adjust your product if needed.

2. Not verifying your business partner

Not running a background check on an international buyer or seller can result in serious financial and reputational damage. Either run the checks yourself or hire an agency to do it for you.

3. Poor record keeping

Make sure to document every transaction at every step. Many payment methods require documentary evidence before releasing funds. Having everything organized can move the process quickly and with fewer complications.

4. Misunderstanding Incoterms

Incoterms decide who pays for what and who takes on the risk during shipping. If you don’t fully understand them, you could lose money or end up paying more than expected.

Consignment exports can help you venture into new markets and build strong distributor relationships. But they also carry financial, legal, and forex risks. To manage this well, choose dependable partners, keep your documents in place, and follow all compliance requirements.

And when payments do come in, you want them to be quick, secure, and cost-effective. That's where Xflow comes in.

Xflow helps businesses receive international payments efficiently, with transparent pricing linked to mid-market rates, no hidden fees, and funds settling in as little as one business day. Plus, it gives you an automatic eFIRA for every transaction.

Book a demo today to make cross-border payments stress-free.