2026-09-21 · Equipo editorial KeXinMaterials
Condiciones de pago B2B: T/T, L/C, O/A, D/P para cajas de protección 2026
La adquisición B2B internacional de cajas utiliza 4 métodos principales de pago: T/T, L/C, O/A, D/P. Cada uno con diferente riesgo/costo/velocidad.
Transferencia telegráfica (TT)
T/T is the most common B2B payment method for China factory procurement. Direct bank-to-bank wire transfer in USD or EUR.
T/T definition: Direct bank wire transfer from buyer's bank to seller's bank. Most common B2B payment for China imports.
T/T in advance (30% deposit + 70% balance): Standard for new buyers. 30% deposit before production, 70% before shipment. Low risk for seller, high cost for buyer.
T/T after production (100% before delivery): After production complete but before shipment. Buyer can inspect goods at factory before paying balance.
T/T after shipment (O/A + T/T): 30% deposit + 70% paid 30-90 days after B/L date. Open account terms. Higher risk for seller.
Wire fee: USD 25-50 per wire (buyer side) + USD 10-30 (seller side, sometimes waived for large amounts).
Processing time: 2-5 business days. Faster for SWIFT priority.
B2B recommendation: First 3 orders = 30% deposit + 70% before shipment (T/T). Established relationship = T/T 30/70 against B/L copy.
Carta de crédito (L/C)
L/C is the most secure payment method for large B2B orders. Bank-guaranteed payment upon document presentation.
L/C definition: Bank-guaranteed payment instrument. Buyer's bank promises to pay seller upon presentation of compliant shipping documents.
Irrevocable L/C: Cannot be cancelled or modified without consent of all parties. Standard for B2B.
Confirmed L/C: A second bank (usually seller's bank) adds its guarantee. Used when buyer's bank is in risky country.
L/C at sight: Payment upon document presentation. Seller gets paid immediately after document compliance.
L/C usance (deferred): Payment 30/60/90/180 days after B/L date. Seller provides financing to buyer.
L/C fees: USD 100-500 issuing fee + USD 200-1,000 advising fee + USD 0.10-0.50 per document on / discrepancy fees. Total cost USD 500-2,000 per L/C.
Document discrepancy: 30-60% of L/Cs have first-time discrepancy. Re-presentation delays payment 7-14 days.
B2B recommendation: For orders > USD 50,000 with new buyer, use irrevocable L/C at sight. Avoid usance L/C unless established relationship.
Cuenta abierta (O/A)
O/A is the most buyer-friendly payment method. Buyer receives goods before paying. High risk for seller.
O/A definition: Buyer pays 30-120 days after B/L date (after goods received). No documents or banks involved.
O/A 30 days: Pay 30 days after B/L date. Common for small orders with established buyers.
O/A 60 days: Pay 60 days after B/L date. Common for medium orders.
O/A 90 days: Pay 90 days after B/L date. Common for large orders in same-industry relationships.
O/A 120 days: Pay 120 days after B/L date. Used for very large orders with credit insurance.
Risk for seller: Highest. Buyer may default, dispute quality, or delay payment. No bank guarantee.
Risk mitigation: Credit insurance (Euler Hermes, Coface) covers 80-90% of O/A default. Cost 0.5-2% of invoice value.
B2B recommendation: O/A only for established buyers with 3+ years payment history. Require credit insurance for orders > USD 100,000.
Documentos contra pago (D/P)
D/P is a documentary collection method. Seller's bank releases shipping documents to buyer upon payment.
D/P at sight (D/P sight): Buyer pays upon document presentation. Bank releases B/L upon payment. Buyer then picks up goods.
D/P usance (D/P 30/60/90): Buyer pays 30/60/90 days after document acceptance. Bank releases documents upon acceptance.
D/P difference from L/C: No bank guarantee. Just a collection mechanism. Lower cost (USD 100-300) but higher risk.
D/P advantage: Buyer has goods, but cannot retrieve them without paying bank. Effective pressure.
D/P disadvantage: If buyer refuses to accept documents, seller must arrange return shipment. Risk of stranded goods.
D/P 30 days common for: Medium-size orders (USD 20,000-100,000) with semi-established buyers.
B2B recommendation: D/P 30 days is a good middle ground between T/T advance and O/A. Buyer gets short credit, seller has some control.
Comparación de métodos de pago
Comparison of T/T, L/C, O/A, D/P across risk + cost + speed + complexity dimensions.
T/T advance (30/70): Risk for buyer = HIGH (full deposit). Risk for seller = LOW. Cost = LOW (wire fee). Speed = FAST (no doc review). Complexity = LOW.
T/T against B/L copy (30/70): Risk for buyer = MEDIUM (deposit at risk). Risk for seller = MEDIUM (depends on B/L fraud). Cost LOW. Speed FAST.
L/C at sight: Risk buyer = LOW. Risk seller = LOW (bank-guaranteed). Cost = HIGH (USD 500-2,000). Speed = MEDIUM (2-3 weeks for doc review). Doc complexity HIGH.
L/C usance: Risk buyer = LOW. Risk seller = MEDIUM (bank pays but deferred). Cost HIGH. Speed = SLOW (usance period 30-180 days).
O/A 30 days: Risk buyer = LOWEST. Risk seller = HIGH. Cost LOW. Speed FAST (delivery + 30 days).
O/A 60-90 days: Risk buyer = LOWEST. Risk seller = VERY HIGH. Cost LOW (plus credit insurance). Speed SLOW.
D/P at sight: Risk buyer = MEDIUM. Risk seller = MEDIUM. Cost LOW (USD 100-300). Speed MEDIUM.
D/P 30: Risk buyer = LOW. Risk seller = MEDIUM-HIGH. Cost LOW. Speed MEDIUM-SLOW.
B2B recommendation by order size: < USD 10,000 = T/T 100% advance. USD 10,000-50,000 = T/T 30/70. USD 50,000-200,000 = L/C at sight. USD 200,000+ = L/C at sight + credit insurance.
Moneda + riesgo cambiario
International B2B payment uses USD, EUR, GBP, or RMB. FX risk + hedging strategies for buyer and seller.
USD: Most common B2B currency. Stable, widely accepted. Default for China factory exports.
EUR: Common for European buyers. May have lower FX volatility vs USD sometimes.
GBP: Used for UK buyers. Subject to Brexit-related FX volatility.
RMB (CNY): Increasing for China domestic sales + some Belt-and-Road exports.
FX risk for buyer: Currency may appreciate during production/shipping period (30-90 days). 1% appreciation = USD 500 on USD 50,000 order.
FX risk for seller: Currency may depreciate. Many China factories prefer USD for stability.
FX hedging: Forward contract locks rate. Cost 0.1-0.5% of notional. Eliminates FX risk for production period.
B2B recommendation: USD for most B2B orders. EUR for European buyers. Forward contract for orders > USD 100,000.
Ejemplo de flujo de pago B2B
Step-by-step workflow for a USD 50,000 protective case order with T/T 30% deposit + 70% against B/L copy.
Day 0: Buyer + seller sign CN + payment terms T/T 30/70. Buyer issues PO.
Day 1: Seller issues proforma invoice (PI). Buyer confirms PI.
Day 2-3: Buyer wires 30% deposit (USD 15,000) to seller's bank. Wire fee USD 25-50.
Day 3-5: Seller receives deposit. Production begins. Production time 30-45 days.
Day 35-45: Production complete. Pre-shipment inspection (PSI).
Day 45: Seller loads container, gets B/L from shipping line.
Day 46: Seller sends B/L copy + commercial invoice + packing list to buyer via email.
Day 46-48: Buyer reviews B/L copy. Wires 70% balance (USD 35,000) to seller.
Day 48-50: Seller receives balance. Seller sends original B/L + telex release to buyer.
Day 50-90: Goods in transit (varies by destination).
Day 50+: Buyer uses B/L to claim goods at destination port.
Total cycle: 90-140 days from PO to goods receipt.
B2B recommendation: For first-time buyers, use T/T 100% advance OR T/T 50/50 to minimize both party risks.
Disputas de pago y resolución
Common payment disputes in B2B protective case procurement and resolution strategies.
Quality dispute: Buyer claims goods quality issue. Withholds payment. Resolution: third-party inspection, negotiation, partial refund.
Quantity dispute: Buyer claims shortage. Withholds payment. Resolution: B/L quantity + container tally report.
Late delivery dispute: Buyer claims late delivery, requests discount. Resolution: B/L date + contract terms.
Currency dispute: FX moves significantly during order. One party requests adjustment. Resolution: forward contract or split difference.
Document discrepancy: L/C documents have issue. Bank rejects. Resolution: re-present corrected documents (7-14 day delay).
Bank fraud: L/C issuing bank fails. Resolution: confirmed L/C with reputable advising bank. Use SWIFT MT700.
Payment default: Buyer refuses to pay O/A balance. Resolution: credit insurance claim (80-90% coverage), legal action.
B2B recommendation: Always include dispute resolution clause in CN (e.g., Singapore arbitration, ICC arbitration). Specify inspection standards (AQL S-1 / S-2 / S-3 / S-4).
Puntos clave
- T/T 30/70: estándar nuevos compradores, bajo riesgo vendedor
- T/T 100% anticipo: pedidos iniciales < USD 10,000
- L/C a la vista irrevocable: pedidos > USD 50,000, garantizado banco
- O/A 30-90 días: favorable comprador, seguro crédito > USD 100,000
- D/P a la vista / 30 días: punto medio para USD 20,000-100,000
- USD preferido para estabilidad FX. Contrato a término > USD 100,000
- Resolución disputas: cláusula arbitraje (Singapur/ICC), estándar AQL
- Ciclo total: 90-140 días PO a recepción
Preguntas frecuentes
¿Qué es el pago T/T en B2B?
T/T (transferencia telegráfica) es transferencia bancaria directa, el más común para importaciones. 30% anticipo + 70% antes del envío. Comisión USD 25-50. Procesamiento 2-5 días.
¿Cuál es la diferencia entre T/T y L/C?
T/T: transferencia bancaria directa, sin garantía. L/C: instrumento garantizado por banco, USD 500-2.000 de costo, 2-3 semanas revisión documentos. L/C más seguro pero más caro.
¿Qué es O/A en condiciones B2B?
O/A (cuenta abierta): comprador paga 30-120 días después de B/L. Más favorable para comprador. Mayor riesgo para vendedor. Seguro de crédito recomendado > USD 100,000.
¿Qué es D/P documentos contra pago?
D/P es cobranza documentaria: banco del vendedor libera documentos de envío (B/L) contra pago.
¿Qué es discrepancia L/C?
Discrepancia L/C: documentos de envío no coinciden exactamente con términos L/C. 30-60% de L/C tienen discrepancia inicial.
¿Cómo funciona el seguro de crédito para O/A?
Seguro de crédito protege al vendedor contra falta de pago. Aseguradoras: Euler Hermes, Coface, Atradius, SINOSURE. Cobertura 80-90%. Costo 0.5-2%.
¿Cuál es el mejor método de pago para primer proveedor chino?
Para primer proveedor chino: < USD 10,000 = T/T 100% anticipo. USD 10,000-50,000 = T/T 30/70. USD 50,000-200,000 = L/C a la vista irrevocable.
¿Cuánto cuesta un L/C?
Costos L/C: USD 100-500 emisión + USD 200-1,000 notificación + USD 0.10-0.50 por documento + USD 50-200 enmienda + USD 100-300 discrepancia. Total: USD 500-2,000.