It is unwise to sell on unsecured open account terms to new clients.
However, US Exporters do lose sales because competitors offer open account terms.
Brazilian buyers will negotiate hard for open account terms, particularly because Brazilian lending rates are 25% to 30% per year.
Accordingly, US Exporters need to consider the full range of sales and export finance options.
Visit the following USCS publication entitled “Getting Paid by your Brazilian Buyer” in order to learn more about possible payment / export finance mechanisms:
Overview of Main Payment Terms * Short-Term: up to 6 months, Medium-Term: 6 months to 5 years. ** Costs are estimates and will depend on transaction characteristics, particularly the Brazilian Buyer’s creditworthiness. Cost paid by: N.A. Brazilian Buyer N.A. US Exporter Brazilian Buyer Brazilian Buyer Brazilian Buyer Cash in Advance Confirmed Letter of Credit Open Account Open Account with Export Credit Insurance Export Finance by US Bank Export Finance with US Ex - Im Bank Guarantee Import Finan ce by Brazilian Bank Term* Short and Medium Short and Medium Short Short Medium Medium Medium Size Generally Smaller Small to Large Generally Smaller Generally Smaller Small to Large Small to Large Small to Large Cost** None 4% per year None 0.08% to 1. 5% of Sales Covered 4% to 8% per year of Amount Financed 6% to 12% per year of Amount Financed 25% to 40% per year of Amount Financed