This document discusses strategies for selling internationally on open account. It identifies reasons to sell internationally such as ready markets, increased sales and profits, and minimizing domestic downturns. It also discusses managing resources, risks, and cash flow when selling overseas. The document provides tips for assessing customer and country risks, including checking financials, references, political stability, monetary policies, and cultural factors. It also recommends strategies for mitigating risks such as using letters of credit, credit insurance, flexible payment terms, and natural foreign exchange hedges.

1. Selling International On Open Account

3. Sales = Profit

4. Increased Product Life Cycle

6. Manage Risk

8. Country Risk

9. Flexible Terms

11. Related Companies

12. Authorized Signers

13. Time In Business

14. Financials

16. D & B

17. Veritas

18. Coface

19. Euler

21. Monetary

22. Cultural

24. Trade Balances / Reserves

26. Hard Currency

29. Ownership of Debt

31. Rundt’s Weekly

32. Periodicals

33. U.S. Foreign and commercial service reports

34. FCIB Country Reports

35. FCIB Credit and Collection Surveys

36. FCIB / Political Risk Reports

37. IMF

38. Country Agencies

39. World Bank

40. Colleges / Universities

41. Local / Regional International Groups

42. Local Agents

44. Others in Same Industry

46. Continued Two Way Communication

48. Confirmed Letter of Credit

49. Letter of Credit

50. Documentary Collection

51. Open AccountLeast Risk Most Risk

53. Flexible Terms

56. PAGARE’

57. Personal Guarantee

58. Contract Tied to Security

59. Guarantee from Related Party

60. Credit Insurance

61. Forfaiting