Case study on Trade Finance Company ABC ltd is a 15m turnover company supplying IT equipment and services to domestic businesses in Ireland. The company has gradually has gradually grown through excellent service competitive pricing and generally promoted itself in industry magazines and trade shows. Typical sale values have been in the region of 50k to 100k and gross sales margin has been in the region of 10-15%. An unsolicited approach has been made by a Russian buyer that attended a Trade show requesting detailed specifications of the services and potential costs. Interestingly the buyer is looking to install and pay for a number of systems in a number of its stores in Russia and is looking at a potential order of 600k which would represent the largest single order supplied by ABC Ltd. It would also enable entrance into a significant emerging market. Initial contact with the company has confirmed they are a substantial operation in Russia. However, one unexpected twist is that they wish to make 90% of the contract payment at 6 months after the final installation date. ABC Ltd have assessed it would take 3 months to install the equipment from receipt of order. This would mean that 90% of the 600k payment due would be received 9 months from receipt of order date. The remaining 10% will be paid in advance by the Russian buyer at the time of order. ABC Ltd has not previously exported and has no previous experience of working overseas, however, given the size of the potential order (and the possibility of achieving increased margin in a less competitive overseas market) would like to quote for the business.