Most import losses are not bad bikes; they are money sent at the wrong moment to the wrong account. The fix is procedural, not clever: pay in stages, tie each stage to evidence you can see, and never let the beneficiary change.
The staged T/T that works for first orders
| Stage | Trigger | What protects you |
|---|---|---|
| Deposit · 30% | On signed proforma invoice | Unlocks the production slot. Paid to the company named on the business licence, never to a personal account. |
| Balance · 70% | Against PDI videos + loading report | You have watched every VIN start and run, and seen the crates go into the box, before the balance leaves your bank. |
| Release | Telex release / original B/L couriered | After the balance clears, the carrier releases the cargo to you at destination. |
The 30/70 split is standard for Chinese motorcycle exports and it is what we use. Suppliers who ask 50/50 on a first order are not necessarily dishonest, but the balance should still only move against filmed PDI and loading evidence. A supplier who wants 100% before production has not earned it.
When escrow is worth it
Trade-assurance style escrow (Alibaba’s is the common one) holds your money on the platform and releases it when you confirm shipment. It costs a few percent in fees or a slightly higher price, and it is worth it when you have never met the supplier, cannot verify the licence yourself, or the order is large relative to your business. On repeat orders with a supplier you have visited, staged T/T is cheaper and just as safe. Letters of credit make sense above roughly US$100,000 per shipment; below that the bank fees eat the benefit.
What the proforma invoice must contain
The PI is the contract you pay against. Do not send a deposit until it lists, in writing:
- Seller’s full registered name in Chinese and English, matching the business licence and the bank beneficiary.
- Every model line: model code, spec (EFI/carb, ABS, colour, crate type), unit price, quantity.
- Incoterm and port (e.g. FOB Shanghai), and who books the vessel.
- Payment terms with the exact evidence that triggers the balance.
- Production lead time and latest shipment date.
- PDI standard and evidence format (video per VIN).
- Documents to be provided, including the certificate of origin type for FTA markets.
- Spare-parts kit as its own line, not “included”.
- Bank details, with a note that they will not change; validity date of the PI.
Red flags that end a deal
- Beneficiary name differs from the licence, or the account is personal, or in a different country from the seller.
- “New bank account” by e-mail mid-transaction. Email hijack is the most common fraud in this trade. Confirm any change by video call on a number you already have, and assume it is fraud until confirmed.
- Pressure to pay today for a price that expires tonight.
- Refusal to put the PDI evidence in the PI.
- Price far below the band. A 450 enduro at US$2,400 FOB is either not what you think it is or not going to arrive.
- No physical address you can put on a map, or a factory tour that is always “next week”.
Practical details that save fees
- Pay in USD unless you have an RMB account; ask the seller to quote in the currency they will receive so nobody eats surprise FX.
- Put the PI number in the transfer reference. Chinese banks query unreferenced inbound payments and that delays production.
- Keep the SWIFT confirmation; send it to the supplier the same day so the slot is booked.
Yangtze Moto is an independent export company based in Chongqing. We are not a manufacturer and are not affiliated with or endorsed by any motorcycle brand mentioned for reference, including ZXMOTO (Zhang Xue Moto), KOVE, VOGE, Zongshen, Loncin, Lifan and KEWS. All trademarks belong to their respective owners. FOB bands are indicative market figures observed in supplier quotations (July–September 2026); allocation-based models carry no published export price. Every order is quoted line by line before you commit.