最近有一个做埃及市场的朋友遇上了这样一件焦心事：

Recently, a foreign trader who specialized in Egypt markets confronted with such a troubling thing:

是这样的，我方出口了一批货物至埃及，付款方式为30%订金T/T，余下70%在装柜前付清（经确认，产品不在他们国家的进口产品限制的列表里）。货物生产完成后，客户一直催着先发货，并保证货物到港前一定会把货款付清。

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.

考虑到长久性合作，我方最终答应先发货，但现在货物已经差不多到港，却仍未收到客户的余款。我方已多次敦促，但客户一时说还在银行兑换美金，一时说要等老板旅游回来才能汇。我方问客户要他们老板的具体联系方式时，却一直不给。现在货物已经快到港，我们现在着急如热锅上蚂蚁！这时该怎么办啊？

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?  

听到这样情况，阿连心里也是着急不已，冷静下来后这么对他说：

Hearing this, I was very anxious as well. After I calm down, I told him that:

自去年起，埃及关于进口的新政不断，对进口企业提出质量管控和企业注册要求，大大增加了中国企业向埃及出口限制性产品的难度。

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，埃及细化了更多进口的限制性措施，比如：

And this year, Egypt pushes out more restrictive measures such as:

针对个人进口：

For personnel import:

个人必须从事进口两年，并且缴税额度200万埃磅；

 It must work on import for 2 years and pay duties for over 2 million Egyptian pound.

针对公司进口：

For company import:

公司需从事进口一年，且缴税额度达500万埃磅；

The company must occupy in import for a year and pay duties for over 5 million Egyptian pound.

还包括对公司注册资金、进口资质及进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，埃及一直都处在国库外汇储备不足、外汇汇率不稳的波动当中，埃磅贬值，进口商购汇困难，所有这些因素都制约着埃及客户的进口决策和速度。

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.

从去年开始，已发生多起埃及公司在贸易过程中恶意拖欠货款、赖账，甚至经济诈骗的活动，钱没收到，货发走了，这样的状况，要想全身而退，是非常困难的，而且前提还得是100%保证这个客户的人品极好，商业信誉度极高。

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，我们都需要谨慎对待，认真考虑可能出现的风险，必须与对方签订正式的外贸合同，切忌仅凭P/I成交，必要时可以考虑中信保投保或进行背景资质调查。

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.

还有，成交前可与客户谈判，尽量把赊账的百分比降低，以免发生不良事件后自己血本无归。

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，要使用自己的货代，绝对不能同意电放，以确保运输途中货物的去向，可考虑做To order提单。

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.

当拖欠货款已经出现，提单成为唯一的物权证明，必须马上联系货代，及时通知船公司，绝对不能无单放货，尽量控制物权。

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.