How do I recover a late payment from a USA importer who is not meeting their sales obligations?

International payment recovery from distributors is laborious and frustrating, particularly with USA importers who often act as order-takers rather than brand builders. The community's practical approach combines short-term relationship-building with legal escalation:

**Short-term tactics:** - **Reinvest owed balance into distributor incentives** — offer funds to their sales/marketing team to help move stock down the pipe. However, members note this only works if the importer is genuinely committed; the brand ultimately remains responsible for driving shelf movement. - **Address root cause** — confirm whether the late payment is genuinely due to slow stock movement, or whether the importer is simply not fulfilling agreed sales and marketing obligations. Written agreements mean little; verbal commitments are even less reliable in the US market.

**Escalation:** - **Get legal advice from a specialist debt recovery firm** — Members recommend seeking out legal contacts within the community who specialise in international debt recovery; someone offered to share details via PM.

**Caveats:** - Many UK brands expanding to the USA report being "burned" by importers. The market is "a beast" — not easy to resolve quickly. - USA importers are "rarely brand builders" and often underdeliver on agreed sales and marketing commitments, even when written into contracts. - Short-term solutions may not recover the full owed amount; long-term relationship management or contract restructuring may be necessary. - Consider whether continuing the relationship is worthwhile if the importer is not performing.