When a Handshake Still Matters
In a digital world where transactions are completed with a click and negotiations occur via Zoom, billions of dollars are still tied to something ancient: looking someone in the eye. At Terra Commodities we understand the complexity of relationship-based transactions, and that is why we require face-to-face meetings for every transaction we execute. Trust cannot be created through a string of emails or by a digital signature. When you sit across a table, you can see intent, eliminate misunderstandings, and often identify red flags that no document will show you. This is where real partnerships begin. In an industry full of risk where a handshake can lead to a $1 million misstep, we believe in slowing the process down, being present, and completing transactions in a more traditional sense.
The Naked Truth About Digital-Only Deals
Last year we reviewed 47 failed petroleum transactions and an obvious trend was clear, 89% of them were negotiated completely online, without any physical interaction. Scams do well behind a screen. We revealed:
- “Sellers” using stolen corporate identities to pose as bona fide traders.
- Buyers presenting fake bank guarantees that failed basic scrutiny.
- Phanton shipments using manipulated GPS to simulate vessel movements.
These transactions were not just troublesome, they were disastrous, costing clients millions and damaging corporate reputations. At Terra Commodities, we believe in physical meetings and intensive due diligence to minimize risk. In an electronic world, real-world due diligence wins.
How Tabletop Meetings Prevent Disaster
In-person meetings show what documents and emails hide.
- The Micro Expressions test In a London meeting last June, one of our traders noticed this supposed seller sweating and having trouble answering basic technical questions. A few probing below-the-surface questions were all that it took to know – he was a front man and had no access to the product.
- Document Forensics. Reviewing paperwork in person led to red flags: different letterheads; LOI signatures were not consistent; and one letter had an authorizations from a refinery that would have expired long ago and never would have passed through a digital review.
- The Coffee Break Intel When a buyer said in passing during a casual coffee break, that there was another deal, ‘in Nigeria’, in a country his firm wasn’t registered in, it saved our client millions.
Real Cost Savings
A Turkish client saved $4.7 million because Terra Commodities set up a face-to-face meeting. In the meeting, we identified a number of red flags:
- The “seller’s” fantastic office was actually a virtual address with no real estate.
- The images of their “storage tanks” were discovered to come from a stock image bank.
- The seller provided inspection reports copied word-for-word from a completely different deal.
Without the meeting, this client would have wired money to an unknown seller. At Terra, we like to see things close at hand because true trust comes from true validation.
Making Meetings Work for You
At Terra Commodities, our tabletop meetings go beyond handshakes, they’re precision-engineered for security, neutrality, and discretion. We handle:
- Venue security to eliminate wiretap or surveillance risks
- Neutral location selection to ensure a level playing field
- Strict confidentiality protocols to protect sensitive business details
As Linda M., a procurement manager, shared: “The 2-hour meeting in Rotterdam saved us six months of headache.” That’s the power of meeting in person, with the right safeguards in place.
Ready for real transparency? Schedule your tabletop meeting today.
Cut through the noise. Sit down. Get deals done, with confidence.
