How much deposit, and when is the balance due?

Payment terms usually come down to two numbers: the deposit percentage and when the balance is due. The trade norm is 30% deposit plus 70% against a copy of the bill of lading — but that is not the answer. The real dividing line is who holds the cargo.

A common first order is 30% deposit and 70% against a copy of the bill of lading; the original bill is not released until the balance arrives. Payment terms are negotiable with repeat customers, not advisable with new ones.

✓30% deposit + 70% against a copy of the bill

Most common and acceptable to both sides. The seller gets a deposit to start, the buyer sees the cargo before paying the bulk.

!50% deposit + 50% before shipment

For custom or modified vehicles. Once a car is built to order, it cannot be returned to stock.

!30% deposit + 70% within 7 days of arrival

Only for customers with at least two completed orders, and only if you control the bill of lading.

×Production with no deposit

Verbal promises do not count; once a car enters preparation it cannot be pulled back.

What each structure risks

Structure	Seller risk	Buyer risk	Best for
Ship after deposit, balance against bill copy	Low	Medium	First orders, standard models
Pay in full before shipment	Lowest	Highest	Custom, modified
Pay after arrival	Medium	Low	Repeat customers
Credit terms (30/60 days after arrival)	High	Lowest	Long-term, proven payment record

"70% against a copy of the bill" is the middle ground: the buyer can see the cargo really shipped, and the seller has not handed over title. Title moves with the original bill, not the copy.

Negotiate in this order

Settle who holds the cargo first

On a first order, hold the original bill until the balance clears — no exceptions

Then set the deposit

30% for standard cars, 50% for custom work; the percentage follows irreversible cost

Talk credit last

From the second order, based on payment record; never on the first

Three places buyers get hurt

✓The contract says "payment against the bill" but not "the original bill" — a copy lets the buyer prove the cargo exists to their own customer
✓The deposit is too small to cover round-trip freight and preparation — if the buyer walks, you absorb it
✓The balance milestone is "after arrival" — a delayed vessel delays the payment too

Payment terms are governed by the contract between the parties. This article summarises trade practice and experience, not legal advice. Last verified: 5 November 2026.

How much deposit, and when is the balance due?

What each structure risks

Negotiate in this order

Three places buyers get hurt

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