Conditions de paiement en sourcing : T/T, L/C et négociation

Price gets most of the attention in sourcing negotiations, but payment terms often matter more to your business. A 30-day difference in when you pay can be worth more to your cash flow than a small reduction in unit cost — and the wrong terms can leave you exposed if a shipment goes wrong.

This guide explains the payment terms commonly used in apparel sourcing and how to negotiate them sensibly.

Why Payment Terms Matter

The way an order is paid determines who carries the financial risk at each stage of production. Factories need cash to buy yarn, pay workers and run machines. Buyers want to avoid paying in full for goods they have not received. Payment terms are the mechanism that balances those two needs.

Terms also affect price. A supplier offering generous credit is, in effect, financing your inventory — and that cost is usually built into the quoted price.

T/T: Telegraphic Transfer

T/T (bank transfer) is the most common method in apparel sourcing, particularly for orders from China. It is simple, fast and low-cost compared with documentary credit.

Typical structure

Why it is standard

The deposit covers the factory's material outlay and signals that the buyer is committed. The balance before shipment protects the factory from shipping goods it may not be paid for.

Risk profile

T/T before shipment means the buyer pays before receiving goods. That is why the quality gate — inspection before the balance is released — matters so much.

Practical tip

Never release the balance before a satisfactory final inspection. Make inspection and balance payment explicitly linked in your contract.

L/C: Letter of Credit

An L/C is a bank instrument. The buyer's bank commits to pay the seller once specified documents are presented and verified. It reduces risk for both sides by substituting bank credit for commercial trust.

When an L/C makes sense

What to watch for

L/Cs are powerful but heavier. Use them where the transaction size justifies the cost and rigor.

Other Terms You May Encounter

Open Account

Goods ship and the buyer pays within an agreed period (for example, 30, 60 or 90 days) after shipment. This is the buyer-friendly end of the spectrum but requires established trust — usually built over repeated orders.

D/P and D/A (Documentary Collections)

Banks handle documents and payment or acceptance. D/P (documents against payment) releases documents when the buyer pays; D/A (documents against acceptance) releases them against a promise to pay later. These sit between T/T and open account in risk terms.

Partial Shipment and Milestone Payments

For long production runs, splitting payments across milestones — deposit, pre-shipment, and post-delivery balance — can balance risk for both sides.

How to Negotiate Payment Terms

Start from the standard and earn flexibility

New suppliers will usually require 30% deposit plus balance before shipment. Expect to earn more buyer-friendly terms — such as a post-shipment balance or open account — through a track record of smooth orders.

Trade terms against price

Suppliers price risk. If you want a lower unit cost, be prepared to accept standard payment terms. If you want flexible terms, expect to pay for them. Understand which matters more to your business.

Never pay the full amount up front

A deposit is normal; paying 100% before production starts is not, and it removes your leverage entirely.

Link payment to inspection

Make the balance conditional on a passed inspection — ideally a third-party AQL inspection. This single clause protects you more than any price negotiation.

Put everything in writing

Payment terms, inspection requirements and shipping terms should all appear in the purchase order or contract, with dates and amounts. Verbal agreements do not protect you.

Confirm banking details securely

Always verify bank details through a second channel before transferring. Payment redirection fraud is a real risk in international trade; treat any last-minute change of account details as a red flag and confirm by phone with a known contact.

Matching Terms to Your Stage

Conclusion

Payment terms are a risk-allocation tool as much as a cash-flow decision. T/T with a deposit is the practical default; L/C suits large or new relationships; open account is the reward for a proven track record. Negotiate terms alongside price, always tie the balance to inspection, and put every detail in writing. Getting payment terms right protects your cash and your leverage.

Key Takeaways for Buyers

Work with HONGTEX

HONGTEX is a vertically integrated knit textile manufacturer based in China, offering in-house knitting, dyeing, cutting, and finishing under one roof. From fabric development and sampling to bulk production and third-party quality inspection, we support brands, retailers, and trading companies across every step of the product journey. Contact our team today to discuss your project and receive a tailored quotation within 24 hours.