Glossary

Used in international transactions, offsetting obliges the exporter to purchase goods or services from its foreign customer in exchange for all or part of its sale.

This means personalising marketing actions according to the profile of each customer or prospect. After the dictatorship of the 4Ps (Product, Price, Advertising, Promotion), we are adding a new dynamic, that of IDIP (Identification, Differentiation, Interaction, Personalisation).

A technique that is tending to disappear in favour of lump-sum payments, but which is used for large transactions and enables the exporter to collect the amount immediately. The organisations that offer it also provide useful services to companies such as commercial information, accounts receivable management, etc.

Origin is a necessary piece of information for the differentiated treatment of goods. Origin makes it possible to determine:
1) the rates of customs duty applicable to imports (depending on whether common law" origin or "preferential" origin is established for countries benefiting from it)
2) external trade statistics based on geographical criteria

This involves entrusting the management of a sector of the company (production, accounting, etc.) to a third party

Reduced credit limit granted to a customer without risk analysis (provided that no unfavourable information exists about the customer). When a company has a large number of small customers, the cost of obtaining information and analysing the risk would exceed the amount of losses on small amounts outstanding.

This is the total commitment made to a customer. Outstanding amounts are equal to the total of: 1) invoices due but not yet paid, 2) unresolved disputes, 3) unmatured bills of exchange in the portfolio, 4) cash advances received for mobilising receivables (discounting, factoring, etc.), 5) invoices not yet due, 6) deliveries in progress but not yet invoiced, 7) orders in progress but not yet delivered. The amount outstanding may exceed the credit line granted to the customer. In this case, the authorised amount is exceeded. Outstanding amounts can be broken down into: a) overdue amounts (all invoices not paid by the due date), b) undue amounts (overdue invoices, overdue bills of exchange not collected, deliveries not invoiced, orders not delivered). A distinction can also be made between trade receivables and financial receivables.

Overdraft granted by a bank to a customer depending on the funds available in the customer's account.