谈生意的时候还能说一口流利的英语，可是到了讨债的时候，却一句英文都听不懂也不会说对于香港一些出口商来说，与客户人间蒸发相比，这可能还不是最糟糕的情况。

Talk about business and to speak fluent English，But by the debt collection，But an English all listen to not to understand will not say for Hong Kong some exporters，Compared with the customer evaporation，This may not be the worse。

　　欧债危机对香港的影响，除了天天看到的恒指下跌外，还有对香港出口商的隐性蚕食。香港统计署的数据显示，去年，香港出口产品总值同比下跌5.5%，其中，对欧盟的出口总值跌幅超过30%。

The debt crisis of the influence of Hong Kong，In addition to see the join down every day，And the Hong Kong exporters recessive nibbling。Hong Kong statistics department figures show，Last year，Hong Kong exports fell 5.5% compared to the total，Among them，Exports to the European Union dropped more than 30%。

　　在总体出口减少的同时，收款也面临更大困难。香港大学民意研究计划最近对500多家香港出口企业的调查显示，去年，出现坏账的公司中，来自欧洲的坏账占比升幅最大，较2010财年增加10%。香港信用保险局（下称“信保局”）的统计显示，2012年第一季度，德国买家付款困难的个案总额增加近10%。

In the overall export reduce at the same time，Gathering face greater difficulties。The university of Hong Kong's public plan to recent research home to more than 500 Hong Kong export enterprise survey，Last year，Appear of companies in the bad loans，From Europe than the biggest increase of bad loans，A 10% increase in fiscal year 2010。Hong Kong credit agency（Said the“Letter insurance bureau”）Statistics show，The first quarter of 2012，Germany buyer payment difficult cases increase the total amount of nearly 10%。

　　“去年，我们对欧洲企业的一项调查显示，希腊的企业，大概每3家就会有1家在付款时流动资金面临困境。今年，（我们估计）这种情况还会再恶化。”从事应收账款管理的EOS香港有限公司（下称“EOS”）董事总经理曾智仁表示。

“Last year，Our enterprise to Europe of a survey，The Greek enterprise，Every three companies will have 1 house payment in liquidity predicament。This year，（We estimate that）This kind of situation will worsen again。”Is engaged in the management of accounts receivable EOS Hong Kong Co., LTD（Said the“EOS”）Managing director CengZhiRen said。

　　根据统计署的数据，今年前5个月，香港产品出口货量同比跌幅已经高达24%。

According to the census bureau data，The first five months of this year，Hong Kong products export cargo up has fallen as high as 24%。

　　“欧洲因为自身经济的原因，订单数量已经减少了，我们也劝企业尽量少做欧洲的订单。”香港中华出入口商会会长庄成鑫表示，协会鼓励出口商与规模较大、实力较强的欧洲企业合作，即便回款期限可能会延长，但不会发生破产后完全收不回的情况。

“Europe because their own economic reasons，Order number has dwindled，We also advise enterprise do less as far as possible the European order。”The President of the chamber of commerce in Hong Kong gateway ZhuangChengXin said，Society encourages exporters and larger scale、Stronger European enterprise cooperation，Even if the collection period could extend，But does not happen after the bankruptcy of the back completely。

　　坏账，不能说的秘密 Bad loans，Can't say secret

　　“香港的出口商一般在超过付款期限8个月之后，才会把延期付款当做坏账处理，而欧洲一般过期3个月就会去追款。”曾智仁告诉记者，对于坏账，亚洲区出口商的标准都差不多，而“面子因素”是其中一个很重要的原因，在很多亚洲出口商看来，如果过期后很快就去追账，就是“不给客户面子”。

“Hong Kong exporters are generally in the time limit for the payment of more than eight months later，Will the deferred payment as bad debt processing，And Europe generally expired three months will go after money。”CengZhiRen told reporters，For bad loans，Asian exporters standards are similar，and“Face factors”Is one of the important reasons，In many Asian exporters look，If expired soon after go after the bill，is“Don't give customers face”。

　　不过，给足面子却常常让出口商自己陷入困境，账龄越长，追回账款的几率越小。EOS根据行业内数据所做的一份研究显示，对于大部分欧洲企业而言（过期3个月后追款），回款率大概在74%，而如果采用亚洲企业的做法，回款率只有40%左右。

but，Give enough face often let exporters yourself into a corner，Zhang age more long，The smaller the chance to recover the receivable。EOS according to data with the industry within a study，For most European companies（Expired three months after money），HuiKuanLv probably at 74%，And if the practice of Asian companies，HuiKuanLv only 40% or so。

　　在电影里，古惑仔淋油漆、写大字在香港似乎是司空见惯的事情。不过，对香港的出口商而言，追债公司并不像古惑仔那样“家喻户晓”。港大的调查显示，面对坏账，66%的出口商选择由自己或者负责的同事去处理，而对于所谓的应收账管理公司，近60%的出口商从未听说过。

In the movie，GuHuo son drench paint、Write big word in Hong Kong seems to be commonplace things。but，In Hong Kong for exporters，Dunning companies do not like GuHuo son like that“household”。The survey of Hong Kong，Face the bad loans，66% of the exporters by yourself or responsible for the choice of colleagues to deal with，And for the so-called should be our management company，Nearly 60% of exporters have never heard of。

　　“遇到对方不肯开信用证或者为了预防拖延付款，香港的中小企业可以选择向信保局购买保险。”庄成鑫解释，信保局可以帮助企业在接单前，对买家进行信用调查，一般最慢也是10天以内就可以提供结果，快的话只要2到3天。“符合条件就可以购买保险，坏账风险会转移到信保局。”

“Meet each other refused to open the l/c in order to prevent or delay the payment，Hong Kong's small and medium-sized enterprise may choose to believe the bureau to buy insurance。”ZhuangChengXin explain，Faith can help enterprise in the innings before the order，To buyers for credit investigation，Generally the most slow is 10 days can provide results，As long as fast as 2 to 3 days。“To meet the conditions can buy insurance，Bad debt risk will move to believe the innings。”

　　此外，信保局还与全球各地的律师和债务追讨公司保持联系，帮助出口商解决买家拖欠款项的问题。不过，庄成鑫也提醒出口商，如果对方公司倒闭，即便是购买保险后，也只能拿到90%货款，也就是说，如果这笔买卖的利润率低于10%，出口商还是要遭受亏损。而且，如果单笔交易没有经过信保局的信用审核，就无法购买保险。

In addition，The board also believe with the world of lawyers and require the company to maintain contact with debt，Help exporters to solve the problem of buyers defaults。but，ZhuangChengXin also remind exporters，If the company is in business，Even after buying insurance，Also can only get 90% payment for goods，That is，If the business profit margin of less than 10%，The exporter or to suffer losses。and，If single transaction without letter of credit insurance bureau review，Can't buy insurance。

　　“虽然出口商知道欧洲的经济问题，知道面临的风险增大，但（加强收款的）意识并没有增强。”曾智仁坦言，自己接触到的很多出口商面对坏账时，更多的会选择“祈祷上帝”，坐等奇迹发生，然而事实是很多坏账最终收不回来。

“Although exporters know the European economic problems，Know the risks of increased，but（Strengthening the collection）Consciousness and no increase。”CengZhiRen said，Their access to the many exporters face when bad loans，More will choose“Pray to god”，Wait for miracle，The reality is a lot of bad debt eventually close not to come back。

　　手握债权的被告 The creditor's right hand

　　对于很多出口商来说，追债的第一步就已经非常困难。

For many exporters，After the first step of debt has been very difficult。

　　港大的调查显示，37%的被访公司在自己追债时，很难联系到欠款客户。对于出口到欧洲或者美国的企业来说，时差是第一道坎，语言则是第二道坎即便电话被接听，对方还可能选择性地忘记如何用英文沟通，还有人则会精心安排自己“人间蒸发”。

The survey of Hong Kong，About 37% of the company in their own dunning，It is difficult to relate to owe customer。For export to Europe or the United States for the enterprise，The time difference is the first hurdles，Language is the second line even if the phone is answered，The other party may also selectively forget how to communicate in English，Others will carefully arranged themselves“evaporation”。

　　曾智仁回忆说，在向一家欧洲公司追债时，曾遭遇过这种刻意回避债权人的老板，“每次去找都扑空，最后我们在facebook上发现了他的踪迹才终于找到他。”曾智仁坦言，追债在每个国家都会面对不同的情况，比如有些地方已经不允许使用facebook追踪个人这种有争议的做法；有些国家，例如德国，每个人的搬迁记录都可以在政府相关部门找到，如果知道这些信息，想要找到债权人就易如反掌。

CengZhiRen recalls，To a European company in dunning，Had never been in this deliberately evades the creditors of the boss，“Every time I go to find all PuKong，At last we found him on facebook to finally found traces of him。”CengZhiRen said，Dunning in every country facing different situation，For example, some places have not allowed to use the facebook track individual this controversial practice；Some countries，Germany, for example,，Everyone's move record can be found in the relevant government department，If know the information，Want to find the creditor is a piece of cake。

　　即便成功跨过前面的重重障碍，一个细小的失误就很可能把手握债权的出口商送上被告席。

Even if successful the obstacles in front of crossed，A small mistake might hand exporters of creditor's rights to the dock。

　　“在美国的一些地方，如果你追债不当，可能反被债务人告你诽谤。”曾智仁说，过去曾有出口商在追债时用了“债务人（debtor）”这个词，结果收到对方的律师信，指责该出口商诽谤自己公司的财务状况，因为在对方看来自己的行为不过是拖延付款，并不意味着信贷状况已经恶化到成为“债务人”的地步。 而在欧洲的一些国家，向对方发了律师信后的两周内不能与之进行接触，否则对方又可以提起诉讼。

“In some parts of the country，If you pursue debt undeserved，But the debtor may tell you to the libel。”CengZhiRen said，There used to be a exporters in dunning using“The debtor（debtor）”The word，Results received the lawyer on the other side believe，Accused the exporters libel himself the financial position of the company，Because in each other it seemed to him that behavior but is payments，Doesn't mean that credit conditions have deteriorated to become“The debtor”point。 And in European countries，The letter sent to the other party a lawyer after two weeks and can't touch，Or the other party and then may bring the suit。

　　香港的出口商大多又是中小规模的企业，几乎不可能专门设立一个内部法务部门，财务和销售成为最常被派去讨债的员工。

Hong Kong exporters and small and medium-sized enterprise is mostly，Almost impossible to set up an internal legal department，Finance and marketing to become the most often was sent to debt collection staff。

　　“有个公司很可爱，给买家发付款提示的时候，先发了一封first reminder（首次提示），那买家一看就知道还会有second reminder（再次提示），肯定就不会看第一封了，然后等到收到再次提示，买家又知道还会有final reminder（最后通牒）了。”曾智仁笑言，类似的情况并不少见，因为对于多数出口商来说，坏账不是每年都有，他们可能之前从来没有追债的经验，但问题是很可能一笔金额较高的坏账就会让一个小规模的出口公司彻底倒闭。

“A company is very lovely，To the buyer to send payment when the tip，Start a first reminder（First hint），The buyer will at once know will have second reminder（Again hint），Certainly won't see the first a letter，And then wait to receive tips again，Buyers and that will also have the final reminder（The ultimatum）the。”CengZhiRen smile said，A similar story is not rare，Because for most exporters，Bad debt is not every year，They may never dunning before the experience，But the problem is probably a high amount of bad debt will make a small export company completely out of business。