Small foreign businesses run a certain credit risk when they do business in Latin America. If eventually, your counterpart does not pay, the financial impact on your company can be substantial and money and resources can be lost.
How can small foreign businesses protect themselves from such risks, when they enter the lucrative Latin American emerging markets? Here are four business partners you should consider as a small business owner.
Engage a Local Commercial Representative for Latin America
To start with, engage a local representative for the Latin American market specialized in servicing foreign companies. The local representative can provide a local network of potential business partners and can help you enter the Latin American market. Also, it can assist with legal and administrative advice, do due diligence for you in Latin America, and connect you with reliable local lawyers, accountants and service providers. This might require a small initial investment by contracting a local company or individual representative on a retainer basis and eventually, you may want to consider establishing a local stronghold if the business requires so. It will on the long run bring you business, build up your local network and reputation, and limit potential financial and credit risks and therewith, save you money in the future.
An Insurance Company that provides Trade Credit Insurance
If international export or services is an important part of your business model, and Latin America is part of your foreign business expansion, you should contract an insurance company that provides credit insurance for international trade. There are several international insurance companies and government agencies that provide trade credit insurance for businesses that export internationally, and want to protect themselves from losses due to default, or insolvency or similar legal circumstances on the buyer’s side.
Escrow Arrangements for your Financial Transaction in Latin America
Depending on the kind of products your deliver or services you provide, you may want to consider using an international escrow service provider to safeguard the financial transaction between your business partner in Latin America and yourself. This is how it works. An independent, third-party escrow manager will be engaged to open a segregated bank account, called the escrow account. Your business partner will pay a part of, or the full amount of the agreed purchase price for your products or services into the escrow account. Both parties will together with the escrow manager enter into an escrow agreement which will describe under which conditions the purchase price will be forwarded to yourself as provider. Such conditions will describe when delivery of the products or the services is considered delivery. Using an escrow protects you from the risk of a financial transaction in Latin America going wrong, whereby either your buyer can eventually not pay or you are the victim of intentional default or insolvency on the buyer’s end.
Account Receivables Management: a Collection Agency for Latin America
For your account receivables, make sure you use an international collection agency with a local partner in Latin America. They will be able to assist you with collections on outstanding and overdue invoices, and if necessary, provide debt collection services. This will eventually reduce your outstanding debt in Latin America to a minimum.
Small businesses that trade with Latin America run certain credit risks. As the owner of a small business with international ambitions aiming at Latin America, you should consider engaging as your business partners a local commercial representative, an insurance company that provides an international credit insurance, an escrow services provider to protect your position in a financial transaction in Latin America, and a collection agency for Latin America specialized in servicing foreign clients.
Cobroamericas is a boutique service providers offering debt collection, credit consultancy and company research information services to international companies doing business in Latin America and the Caribbean.
If you are a small business owner and are looking to expand business into Latin America or the Caribbean, please feel free to reach out to us, connect with Cobroamericas on Linked-In or follow us on Twitter.
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