进出口贸易与对等贸易在线视频

同学们好
Hello everyone

我是云南财经大学国际工商学院的
my name is Lidan Zhang from international

我是云南财经大学国际工商学院的
business school of Yunnan University of Finance

张李丹老师
and economics

这节课我们来学习
This time we will learn of

国际商务的进口 出口和对等贸易
the exporting importing and countertrade

随着出口变得越来越容易
As exports becomes easier

不仅大企业从事出口
not only large enterprises are engaged in exporting

小企业也从出口中获得巨大的收益
but also small enterprises get huge profits from exporting

然而 出口对许多公司来说
However exports remain a challenge

仍然是个挑战
for many companies

出口的一大障碍
and one of the barriers to exports is

是认识不到国外市场的机会
the lack of awareness of opportunities in foreign markets

初次出口的商家
Some new exporters often feel

常因为在出口过程当中
disappointed or frustrated because of the delay

延误时机和犯错而感到失望和沮丧
and mistakes suffered in their first deal

因此
Therefore

我们要特别关注如何出口的问题
special attention should be paid to the issues of export

所以接下来我们就做进一步介绍
Now we will make a further introduction of these issues

本章主要包括四节内容
This chapter mainly includes four sections

第一节向大家介绍出口绩效的提升
The first section introduces the

第一节向大家介绍出口绩效的提升
improvement of export performance

第二节讲授进出口融资
The second section concern of

第二节讲授进出口融资
exporting and importing financing

第三节着重了解出口协助
The third section focuses on export assistance

最后一节我们来描述对等贸易
And the last section describes countertrade

对于没有什么经验的出口商来说
Inexperienced exporters

有几个途径可以帮助他们提高
Inexperienced exporters have a number of ways to gain a

出口业绩
higher performance of export

其一是增进对国外市场信息的了解
First they could look at information sources to

其一是增进对国外市场信息的了解
increase their knowledge of foreign market opportunities

其二可以利用出口管理公司
Second they could consider a number of service providers

其三他们可以恰当地选择出口战略
Third they could be careful about

其三他们可以恰当地选择出口战略
its choice of exporting strategies

其四可以运用全球诊断工具
Forth they could use the globalEdge Diagnostic Tools

我们接下来细细说
Let's talk about it in detail

认识国外市场机会的方法就是
The way to get knowledge of

认识国外市场机会的方法就是
foreign market opportunities is

收集信息
to collect information

中国商务部是最具综合性的信息来源
The Ministry of commerce is the most

中国商务部是最具综合性的信息来源
comprehensive source of information

商务部的电子商务司
The e-commerce Department of

商务部的电子商务司
the Ministry of Commerce

和投资促进局就共同
and the Investment Promotion Bureau

和投资促进局就共同
have jointly established

建立了投资项目信息库
an database of investment project

为我国各级政府和国内外投资商
to serve Chinese governments at all levels

为我国各级政府和国内外投资商
and investors at home and abroad

提供了项目信息服务
which provides venture information

例如国别报告和投资指南等
such as national reports and investment guides

商务部还开通了
The Ministry of Commerce has also opened

中国外经贸企业服务网
a foreign trade service network for China's

中国外经贸企业服务网
enterprises engaged in international business

免费为我国企业特别是中小企业
which provides free one-stop services for Chinese enterprises

提供了信息咨询
especially for small and medium-sized enterprises

企业境外不公正待遇投诉等
including information consultation and complaints

一站式服务
about unfair treatment abroad

此外 国际贸易促进委员会
In addition the Council for the

此外 国际贸易促进委员会
promotion of international trade

海关数据库
customs database

行业展会 B2B平台 商业银行
industry exhibitions B2B platform commercial banks

以及大型会计师事务所
and large accounting firms

也能为企业提供海外的海量商业资讯
can also provide overseas business information

信息收集
services of information collection

技术帮助及融资等方面的服务
technical assistance and financing services for exporters

大多数参与国际贸易的公司
Most companies that engage

大多数参与国际贸易的公司
in international trade enlist

会寻求进出口服务机构的帮助
the help of export-import service providers

主要的服务机构包括
and the main ones are

货运代理公司
freight forwarders

进出口管理公司
export management companies

出口贸易公司
export trading companies

出口包装公司
export packaging company

报关行
customs brokers

保付公司
confirming houses

出口代理机构
export agents and merchants

背驮式营销和出口加工区
Piggyback marketing and export processing zone

目前全球有六百多个出口加工区
At present there are more than 600

目前全球有六百多个出口加工区
economic processing zones in the world

中国有六十三个
and 63 in China

一个企业如果恰当地选择出口战略
A firm can reduce risks associated with exporting

也可以降低出口风险
if it is careful about its choice of export strategy

例如中国空调出口的巨头 格力
For example Gree as a giant of Chi

例如中国空调出口的巨头 格力
na's air-conditioning export

出口的成功就得益于三个基本原则
owes its success to three basic principles

首先它奉行了先有市场
First, it pursues the business idea of

后有工厂的经营思路
market is prior to factory

集中巴西 巴基斯坦等少数几个
so it concentrates its firepower on the

集中巴西 巴基斯坦等少数几个
development of a few potential markets such as

潜力市场
Brazil and Pakistan

第二原则
Second

与当地经销商建立稳固持久的关系
Gree establishes a stable and long-run

与当地经销商建立稳固持久的关系
relationship with local dealers

比如巴基斯坦生产基地
For example, Pakistan's production base

就由当地经销商投资
is invested by local dealers

格力电器只是提供技术支持
and Gree only provides technical support

第三雇佣当地员工安装
Third Gree employs local staff to install

和销售公司产品
and sell the company's products

并且选派质控工程师到当地
and meanwhile sends quality control engineers

进行驻守监控
for local monitoring periodically

全球诊断工具源自国际商务资源网站
The global diagnostic tool is derived from

GlobalEDGE

它的目的在于
It aims to provide

提供企业出口四个层面的
four levels of standards to judge

标准和优劣识别
the advantages and

标准和优劣识别
disadvantages of the exporting case

它们分别是
The standards are

公司出口成熟度
company readiness to export

国际伙伴选择
international partner selection

外国经销商选择和货运代理公司选择
foreign distributor selection and freight forwarder selection

这四个标准
these four criteria

从事国际贸易的公司
Companies engaged in international

经常要和他们不信任的人
trade often have to negotiate with people they don't trust

或有可能违约的人进行交涉
or the people likely to default on an obligation

进出口双方互不信任的矛盾
The problem of mutual distrust

进出口双方互不信任的矛盾
between import and export

通常可以通过三种工具来解决
parties can be solved by three financial devices

信用证 汇票和提单
the letter of credit the draft and the bill of lading

这也是我们第三节的关键内容
This is also the key point of the third section

接下来我们利用中国出口商
Next we will examine in more detail

和美国进口商交易的例子
how this process is achieved

更为详细地考察
using the example of transactions between

这一过程是如何实现的
Chinese exporters and U.S. importers

如图所示
As shown in the figure

由于中国出口商信任银行
Because Chinese exporters trust banks

美国进口商首先
American importer first

向银行申请获得银行代它
obtains the bank’s promise to

进行支付的承诺
obtains the bank’s promise to

这种承诺就是信用证
This promise is known as a letter of credit

信用证是在进口商的请求下开立的
The L / C is issued at the request of the importer

案例当中我们假设
In this case we assume

纽约银行对美国进口商资信状况满意
that the Bank of New York is satisfied with the

纽约银行对美国进口商资信状况满意
creditworthiness of the American importer

同意开立信用证
and agrees to issue the L / C

纽约银行可能会要求美国进口商
Bank of New York might require U.S. importers

先支付一定数量的押金或者担保品
to a cash deposit or some other from

先支付一定数量的押金或者担保品
of collateral from its first

并收取一定的费用
and charge a certain fee

信用证开立后
Once the L / C is issued

纽约银行会将信用证寄给
the Bank of New York will send the L / C to

中国出口商的银行
the Chinese exporter’s bank

就是中国银行
say the Bank of China

到了下一幕
Next

中国银行见到信用证后
the Bank of China will advise the Chinese exporter of

就会通知中国出口商
the opening of the letter of credit

中国出口商就通过运输公司
The Chinese exporter will ship the goods to

向美国进口商发运货物
the American importer on a common carrier

货物所有权以一种单据的形式产生了
The ownership of the goods is

货物所有权以一种单据的形式产生了
generated in the form of a document

这就是提单
which is the bill of lading

提单是运输公司签发给出口商的
Bill of lading is issued to exporter by the common

提单是运输公司签发给出口商的
carrier transporting the merchandise

那么它就有三个身份
It serves three purposes

合同 收据和所有权凭证
it sis a receipt a contract and a document of title

作为所有权凭证
As a document of title

中国出口商可以用它
Chinese exporters can use it

向美国进口商获取付款
to obtain payment from American importers

也可以将它作为附属担保品
it can also be used as collateral

要求中国银行垫付货款
to ask the Bank of China to advance payment

此后 中国出口商开始签发汇票
Since then Chinese exporters began

此后 中国出口商开始签发汇票
to issue bills of exchange

要求纽约银行支付货物款项
for payment of the goods from the Bank of New York

汇票一般分为即期汇票和远期汇票
Draft fall into two categories, sight drafts and time drafts

即期汇票要求
Sight draft is

美国出口商收到提示就必须付款
payable on presenting to U.S. importer

而远期汇票允许延迟一段时间付款
Time drafts allow for a delay in payment

通常是三十天 六十天
normally 30 60

九十天或者一百二十天
90 or 120 days

远期汇票如果由银行开具并承兑
If a time draft is drawn up and accepted by a bank

就被称为银行承兑汇票
it is called bank’s acceptance bill

如果是由商业企业来开具并承兑
If it is drawn up and accepted by a commercial enterprise

则称为商业承兑汇票
it is called commercial acceptance bill

远期承兑汇票是一种可转让的票据
Time drafts are negotiable instruments

一经承兑
once the draft is stamped

持票人就可以按照汇面金额
with an acceptance

以一定的贴现率
the maker can sell the draft to

将汇票卖给投资者
an investor at a discount from its face value

在我们的举例中
In the example

假设中国出口商向中国银行提示
we suppose that Chinese export

假设中国出口商向中国银行提示
er presents a 90-day time draft drawn

根据信用证条款开出了90天付款的
on the Bank of China in accordance with its letter of credit and

远期汇票和提单
the bill of lading

同时在提单上背书将货物所有权
Chinese exporter endorses the

同时在提单上背书将货物所有权
bill of lading so title to the goods is

转移到中国银行
transferred to the Bank of China

那么接下来
So next

就会由中国银行将汇票和提单
Then Bank of China sends the draft and bill of lading

寄给纽约银行
to the Bank of New York

纽约银行同意承兑后
Then the Bank of New York accepts the draft

纽约银行同意承兑后
and returns the accepted draft

将汇票寄回中国银行
tot the Bank of China

中国出口商就可以按
Chinese exporter sells the draft to

汇票金额的一定贴现率
the Bank of China at a discount

汇票金额的一定贴现率
from its face value and receives

将汇票卖给中国银行而得到现金
the discounted cash value of the draft in return

最后一步
In the final stage

纽约银行会通知美国进口商
the Bank of New York notifies the U.S.importer of

提单已经到达
the arrival of the documents.

如果进口商承诺90天内
If importer agrees to

向其支付货款
pay the Bank of New York in 90 days

便能拿到提单领取货物
so the importer can take possession of the shipment

九十天后
In 90 days

纽约银行收到了美国进口商
the Bank of New York receives

所付的货款
the importer’s payment

就会向中国银行完成支付
and payment will be completed to the Bank of China

一笔典型的国际贸易交易就到此结束
till which a typical international trade transaction is concluded

如图所示
As shown in the figure

整个过程可以细化为14个步骤
the whole process can be subdivided into 14 steps

其中出现的信用证 汇票和提单
in which the letter of credit draft and bill of lading

均可作为进出口融资的重要工具
can be used as important tools

均可作为进出口融资的重要工具
for import and export financing

好了 接下来我们聊一聊出口协助
Now we will turn to talk about export assistance

中国潜在的出口商
Prospective Chinese exporter

可以通过两种政策性机构
can draw on two forms of government-backed

为他们的项目融资
assistance to help finance their export program

他们可以从
They can get

中国进出口银行获得信贷支持
financing aid from the Export-Import Bank of China

或从中国出口信用保险公司
or export credit insurance from

获得出口信贷保险
China Export Credit Insurance Corporation

中国进出口银行
The Export-Import Bank of China

它享有国内银行同业
enjoys the highest international credit rating

最高的国际信用评级
among domestic banks

目前中国进出口银行的主要业务是
At present the main business of

目前中国进出口银行的主要业务是
the Export-Import Bank of China

办理出口信贷和进口信贷
consists of export credit and import credit

中国进出口银行的出口信贷业务包括
The export credit business of

中国进出口银行的出口信贷业务包括
Export-Import Bank of China includes

卖方信贷和买方信贷
seller's credit and buyer's credit

什么是卖方信贷呢
What is seller's credit

卖方信贷的主要品种有
The main types of seller's credit are

船舶出口卖方信贷
seller's credit of ship export

设备出口卖方信贷
seller's credit of equipment export

高新技术出口卖方信贷
seller's credit of high-tech export

一般机电产品出口卖方信贷
seller's credit of general mechanical

一般机电产品出口卖方信贷
and electrical products export

和对外承包工程贷款
foreign contract project loan

境外投资贷款等
overseas investment loan etc

而买方信贷则以
Buyer's credit mainly supports

支持海外承包项目工程
overseas contracted project engineering

船舶出口为主
and ship export

另一个 中国出口信用保险公司
China Export Credit Insurance Company

他们则主要是通过
They are mainly through

政策性的出口信用保险手段
the policy of export credit insurance means

来支持货物 技术和服务的出口
to support the export of goods technology and services

中国信保的业务范围包括
The business scope of SINOSURE includes

中长期的出口信用保险业务
medium and long-term export credit insurance business

海外投资 租赁保险业务
overseas investment (leasing) insurance business

短期的出口信用保险业务
short-term export credit insurance business

来华投资保险业务
inflow investment insurance business

与对外贸易
guarantee business related to foreign trade

对外投资与合作相关的担保业务
foreign investment and cooperation

与信用保险 投资保险
and reinsurance business of credit insurance

担保相关的再保险业务等
investment insurance and guarantee

中国信保还向市场推出了具有多重
SINOSURE has also launched an e-commerce platform

服务功能的电子商务平台
with multiple service functions

信保通
Xin Bao Tong

以及专门支持中小企业出口的
and an insurance system of

中小企业信用保险E计划的
E plan SME credit insurance

投保系统
to specially support the export of SMEs

最后一节我们将介绍对等贸易
In the last section, we will introduce countertrade

对等贸易产生于20世纪60年代
Countertrade arose in the 1960s

是一种以货物或劳务作为偿付手段的
as a way of trade goods or services

一种贸易方式
as a means of payment

在目前的国际贸易当中
In the current international trade

许多中国出口商
many Chinese exporters

也将对等贸易作为贸易融资
also use peer-to-peer trade as trade financing

和进入国际市场的重要方式
and an important way to enter the international market

对等贸易

对等贸易
Reciprocal trade

现今已经演化成五种不同的贸易形式
now it has evolved into five different forms of trade

它们分别是
namely

易货贸易
barter

互购
counterpurchase

抵销
offset

转手贸易
switch trading

和回购贸易
and compensation or buyback

易货贸易指
Barter is

不涉及现金交易的双方
Barter is the direct exchange of goods

不涉及现金交易的双方
and services between two parties

直接的商品或服务交换
without a cash transaction

举例说明
For example

中国和泰国就曾在2008年
China and Thailand signed

签订了一项
a framework agreement

签订了一项
on the barter of vegetables

中泰蔬菜换成品油易货贸易的
for oil products betwee

框架协议
China and Thailand in 2008

该项目旨在把
The project aims to

云南的土豆 西红柿 青花 荷兰豆
export Yunnan's vegetables such as potatoes

云南的土豆 西红柿 青花 荷兰豆
tomatoes blue and white and Holland

等蔬菜运到泰国
beans to Thailand

然后等价的换回泰国的
in exchange for Thailand

成品油 热带水果和海鲜
refined oil tropical fruits and seafood in equal value

该协议中规定
According to the agreement

由中方每年提供大约30万吨
China will export about 0.3 million tons

总价值约1亿美金的蔬菜出口到泰国
of vegetables with a total value of

总价值约1亿美金的蔬菜出口到泰国
about 100 million US dollars per year to Thailand

作为交换
In exchange

泰方每年将向中国出口约
Thailand will export about

15到20万吨同等价值的成品油
0.15-0.2 million tons of oil products

15到20万吨同等价值的成品油
in the same value to China every year

第二种形式是互购
The second form is counterpurchase

是一种相互购买的协议
which is a reciprocal buying agreement

它指一个公司向另一国
It occurs when a firm agrees to purchase a certain

出售货物的同时
amount of materials back from a country to

也同意从该国购买一定数量的货物
which a sale is made

假设一家美国公司向中国纺织企业
Suppose that a U.S. company sells

假设一家美国公司向中国纺织企业
textile machines to a Chinese

销售纺织机
textile enterprise

中方以美元向美国公司支付
and China pays the U.S. firm in dollars

那么作为交换
In exchange

美国公司就将部分所得
the U.S. firm agrees to spend some of its proceeds from

用于购买中国企业生产的纺织品
the sale on textiles produced by China

第三种形式是抵销
The third form is offset

抵销与互购的不同之处在于
The difference between offset and counterpurchase is that

抵销可以向任何一家公司购买商品
offset can fulfill the obligation with any firm in the country

或服务来履行义务
to which the sale is being made

这种方式让
Offset gives the exporter greater

出口商在回购产品的选择上
flexibility to choose the goods

具有了更大的灵活性
that it wishes to purchase

第四种形式是转手贸易
The fourth form is switch trading

转手贸易是指
The term switch trading refers to

对等贸易中利用专业的贸易机构
the use of a specialized third-party trading

对等贸易中利用专业的贸易机构
house in a countertrade arrangement

比如一家中国公司和德国公司
for example a Chinese company and a German company

签订了一项互购协议
had a counterpurchase agreement

那么根据协议中方
According to the agreement

将得到购买德国商品的互购信用
the Chinese company will receives some number of

将得到购买德国商品的互购信用
counterpurchase credits for purchasing German goods

但这家公司既不使用也不需要任何
But Chinese company cannot use and does not want

德国产品
any German products

于是它可以将信用以一定的折扣
so it sells the credit to the a third-party

卖给贸易中介
trading house at a discount

那么就由贸易中介
The trading house

去寻找一家可以利用该信用的企业
finds a French company that

那么这时它找到了一家法国企业
can use the credit

那么他就将
and then

这样的信用卖给这家法国企业
sells the credit to

来获得一定的利润
France at a profit

第五种形式是回购贸易
The fifth form is buyback

我们也把它称为补偿贸易
or compensation

比如中国公司在泰国成建一家工厂
For example Chinese companies set up a factory in Thailand

同时愿意将一定的比例
and are willing to take a certain

同时愿意将一定的比例
proportion of their outputs

作为合同支付的部分
as a partial payment for the contract

这就是回购
which is called buyback

对等贸易的主要吸引力在于
Countertrade’s main attraction is

在外汇短缺
In the case of a shortage of foreign exchange

或者外汇不能自由兑换的情况下
or foreign exchange is not freely convertible

它能为公司的
It can provide a financing method for

出口交易提供一种融资方式
the company's export transactions

相较而言
Comparatively speaking

任然坚持以硬通货付款的公司
companies that insist on paying in hard currency are

则会处于非常不利的竞争地位
in a disadvantageous competitive position

对等贸易的主要不足是
The drawbacks of countertrade is

公司有可能会收到
that firm would receive

不能使用或者劣质的货物
unusable or poor-quality goods

而且不能通过处置这些货物
that the firm cannot dispose of

来实现获利
profitably

这就是本章的全部内容
These are the whole content of this chapter

本章更多地关注了
This chapter pays more attention to

出口和进口的具体细节
the specific details of export and import

感谢大家的观看
Thank you for watching