Question 9 9. We always invoice our customers overseas in sterling but some customers complain that this means that they cannot budget for our prices because exchange rates change and other companies with whom we would like to deal are unresponsive to our approaches. Would we do better to invoice in another currency, something we have never tried? It Is important to sell in a currency which suits your customer, if only because your competitors will: the general principle is that you should make it at least as easy for a customer to buy from you as from anyone else, regardless of the quality of the competing products. The subject is dealt with in the general section of the Guide, pp. 11-12 of the current issue. You may find it advantageous to discuss with your bank or another what services they offer you. These include various ways of managing the exchange risk so that neither you nor the customer is at a potential disadvantage and these can be combined with finance schemes which allow you a high proportion of invoice value on proof of shipment with the rest when the customer pays. Be prepared to evaluate a number of such arrangements and possibly ask a bank to tailor a scheme specifically for your needs, before deciding what best suits you. Waybill House, 1 Fitzhamon Court, Wolverton Mill, Milton Keynes, Bucks, MK12 6BA Tel: 01908 221162 Fax: 01908 313800 Email: stewartt@tatefreightforms.co.uk Site developed & hosted by : Absolute Micro Communications.