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Cross-trade to optimise your logistics: what strategy?

Published on 19 December 2023
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Do you practice cross-trading? ? When it comes to international trade, cross-trade operations offer considerable logistical advantages, from cost reduction to speed of delivery. The goods you sell do not pass through your warehouses. However, the practice of cross trade raises questions of transparency, taxation and risk management. So, between opportunities and risks, what are the strategies for making a success of your cross-trade operations and optimising your supply chain? ? Alain Wolgensinger, international trade specialist, takes a closer look.

Cross trade refers to a transaction in which your company sells goods and has them shipped directly from its supplier to its customer.

Cross trade: what is it?

Also known as the "triangular operation", the cross trade refers to a transaction in which your company sells goods and has them shipped directly from the supplier to the customer. In other words, the goods no longer pass through your warehouse. Your company simply manage a financial flow Cross-trade: receiving (and paying) the supplier's invoice, issuing (and being paid) the customer's invoice. Example of a cross-trade transaction:

Diagram of a cross trade

This practice is common in e-commerce, where we talk about drop shipping (direct delivery).

Cross-trade opportunities

The practice of cross-trading has become commonplace in the current global context. It offers undeniable advantages to companies.

Reduced logistics costs

By eliminating physical warehousing, companies save on storage and handling costs. And this is essential for profitability.

Tim Cook, Apple's CEO, denounces stock as an evil because, according to him, it costs 1 to 2 % of the product's value... per week!

International expansion made easy

The cross-trade approach also enables companies to explore new international markets without the logistical constraints. An SME can serve several countries from a single supplier on the same continent.

Optimised delivery times

By shipping directly from the supplier to the customer, companies can speed up delivery times. This avoids having to receive and then reship the product.

Reduced manufacturing costs

A shaping operation abroad reduces import duties and taxes. For example: assembly of car parts or sub-assemblies in India.

The challenges of cross trade

To successfully implement cross-trade operations, it is first necessary to identify the potential pitfalls.

Asking the right questions (non-exhaustive list)

Transparency and confidentiality ?
Could the supplier be tempted to contact your customer directly in the future?

What level of expertise 
Does your supplier have all the skills required (customs, administrative, human) for delegated logistics?

What control options ?
Traceability: how can you carry out quality control - one-off and/or long-term - on a product shipped far from you?

Responsibility: how to make your cross trade compatible with your CSR policy ?

What tax treatment to apply ?

Can you invoice exclusive of VAT? In other words, do you have the necessary proof authorising you to do so (customs declaration, transport document, etc.)?

Which origin to display ?
It can be a thorny issue.

Currency risk management ?
This question arises if your supplier invoices you in a currency other than the one in which you invoice your customer.

What's the best strategy for successful cross-trade transactions?

Successful cross-trading requires a methodical approach. The strategy is based on 7 essential pillars.

1/ Internal involvement
La decision top-down of the company's management is recommended to ensure that everyone takes ownership of this sometimes complex issue. And as a reminder of the CSR challenge! Cross-trade can involve different departments within the company. Sometimes, participation will be ad hoc... but always active.

This internal engagement strategy may take the form of exchanges of information or free discussion (such as the following). brainstorming), followed by implementation workshops on the subjects identified.

2/ Optimising international logistics
It is crucial to establish partnerships with the main suppliers concerned and/or service providers who are experts in international logistics (3PLs or even 4PLs capable of designing global solutions).

3/ Local and global digital management
Local,
because the company's information department must ensure that the system used is appropriate and, if necessary, invest in expert information systems: WMS (for warehouses), TMS (for transport), ERP integration if the stakes justify it.

Overall, because Extranet-type interconnections with key suppliers can be very useful. Especially if it facilitates access to the documentary evidence that needs to be carefully preserved.

4/ Financial management

Use financial instruments such as forward contracts or tools offered by specialist organisations can help you protect yourself against exchange rate fluctuations.

5/ Legal management

Regulatory compliance: working with international trade experts ensures compliance with international laws and regulations.
Questions about customs regulation (origin) require special attention.

6/ Corporate social responsibility (CSR)
Maintaining good CSR practices throughout the supply chain (upstream and downstream) is essential.
7/ Staff training
Last but not least, train your teams in international logistics and the customs regulations to minimise errors!

In conclusion, some aspects may require more thought than others. However, this careful - but accessible - management will enable your company to take full advantage of the benefits and opportunities of cross trade, while minimising the risk of (un)pleasant surprises.

Our expert

Alain Wolgensinger

International trade

A specialist in international development, optimising sales performance and export coaching, it relies on [...]

associated domain

Logistics, transport, supply chain

associated training

Mastering triangular or cross-trade transactions

Mastering Incoterms® 2020 and customs regulations

Incoterms®2020 in practice