correct economic policy enterprises depend on constant analysis and effective management (hereinafter referred to as DZ), which significantly affects the profitability of production. Such studies suggest where there are "weak points" in income generation and then decide how to minimize their effect. Among the methods of debt management are the following: the organization of a clear accounting of orders; timely issuance of accounts and determination of the nature of debts.
The study of these factors requires special attention. If, for example, the receipt of finance takes too long, then you need to look for ways to reduce the time spent between the stage of selling the goods and processing for the consumer. In addition, it is also worth evaluating the costs that arise due to the presence of remote sensing, because this leads to the loss of benefits from not using funds that could have been invested. What factors should be taken into account during the analysis financial policy enterprises to organize effective enterprise management? This will be described below.
Various types of debt obligations of any enterprises and persons in favor of this manufacturer are called DZ.
During her analysis identify all the moments of its occurrence and impact on the profitability of the organization. This is necessary to correctly identify effective management keys, as well as to consider the optimal timing of providing credit to buyers. After all, the time to repay the amount of debt has a direct impact on sales and enterprises. Usually more long term redemption of DZ significantly increases the amount of products sold and vice versa.
It has already been established for certain that credit period to repay the cost of goods or services directly affect the costs and revenues of the enterprise. At the same time, a rigid payment procedure will make it possible to invest less in DZ and reduce the risk of losses from non-repayment of bad debts. However, it will entail a decrease in sales volumes and, accordingly, a reduction to a minimum of profits from a negative assessment of such activities by buyers.
Due to such circumstances basic goals analysis of remote sensing the following:
Debt arises from different reasons, that's why DZ classify by these types:
In this list, the lion's share in the total volume of RD is occupied by unpaid debts of buyers for the goods transferred to them in the first three positions. The final amount for settlements with consumers usually reaches 80-90% of the total mass.
By twelve month repayment period debts divides DZ into 2 more groups:
In companies using accounting, DZ share to articles like this:
During the analysis in the context of its structure it is imperative to identify a specific share of funds separately for each item. At the same time, attention should be paid to the emergence and accumulation of overdue debt obligations, which lead to a deterioration in the profitability of the organization. Identification of such moments will allow in the future to more carefully assess the solvency of counterparties, as well as more closely and accurately conclude transactions with new buyers.
Equity parts of DZ will help to pay attention to which indicator leads to a deterioration in economic activity. They require corrective actions in the further management of financial flows.
AT civil law DZ refers to property rights, which is provided after the expiration of time by receiving a certain amount of money or goods (services) from the debtor. Such debt assets or finances should be reflected in the accounting records and tax reporting within the company's assets.
These actions regulated next regulations RF:
In practice, it is not uncommon for counterparties-debtors to fail to fulfill their contractual obligations, therefore, the legislation also provides for measures to punish them for violation of the terms of transactions. They are subject to civil liability and are subject to penalties, interest, forfeit or high interest rates.
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There are two methods for performing analysis: continuous and selective.
Which one to use depends on several factors:
Analyzing DZ, a number of indicators, both absolute and relative, are identified that characterize the fulfillment of debt obligations by buyers. First, determine the absolute rate of overdue debts. These include those debts for which a three-month period has already expired, counted from the final day of its repayment.
The weighty value is . This value is determined by applying the formula, where by dividing the amount of sales proceeds (VR) by the average DZ (DZ), the desired parameter is obtained:
Kodz \u003d VR / DZ.
In the formula, the expected amount of VR in the course of subsequent payments is taken without taking into account the amount and excise taxes.
This coefficient shows the number of revolutions that such funds make for a single reporting period. Most often it is calculated for the calendar year.
The next step is to find repayment period by dividing the number of calendar days in the reporting period (N) by the turnover ratio:
Ppdz \u003d N / Kodz.
In the course of determining the maturity of debts, attention is paid to its duration: the longer it is, the higher the risks of non-repayment of funds. If an increase in this indicator is detected, then we can judge a decrease in products (services).
Establishment of share percentages of debt in the total amount of working capital is necessary for definitions financial well-being enterprises. This type debt refers to current assets and unlike non-current assets, after a certain period, it turns into the finances of the company.
Analysis shows, how high is the share of immobilized assets, which include DE.
The higher its percentage, the stronger the braking of financial processes.
Specific gravity DZ is calculated by the formula:
Uvdz \u003d Dz / Co * 100,
where Co - the amount of working capital.
It is essential to define and share of doubtful debts characterizing the quality of all available types of receivables. With the growth of this indicator, one can judge a constant decrease in the company's liquidity, since it has less ability to cover, in turn, repay loans at the expense of assets.
Share of doubtful debts calculated by dividing their sum by general meaning DZ:
Uvsd \u003d Ssd / Odz * 100,
where Sz is a doubtful debt.
The latent DZ that arose in the enterprise, formed in connection with prepayment to suppliers, is clarified during the analysis and assessment of the state of settlements.
It is best to analyze the activities of an enterprise in terms of the structure, composition and dynamics of the total remote sensing according to table 1.
Table 1. Composition and dynamics of total receivables
From the table parameters it can be seen that the amount of DR decreased in 2014, in contrast to previous year by 0.4%. This circumstance is caused by a decrease in the debt of consumers of production products. However, in 2015 there was a jump upwards and as a result, its amount exceeded the figure for 2014 by 38.7%. As can be seen from Table 1, the largest parameters entered in the growth rate column relate to 2 positions: settlements with consumers and tax liabilities.
Since the maximum value in table 1 belongs to the line of settlements with buyers and customers in comparison with other minor parameters, it is necessary to understand this type of debt in more detail. To do this, make up table 2 for settlements with consumers.
Table 2. Summary table for settlements with consumers
It takes into account the maximum amounts that have a predominant effect on the overall debt structure. Therefore, table 2 consists of data of 4 counterparties of the enterprise, which are biggest debtors , and other organizations united in a common line of other buyers and customers. The three main consumers have debt that lies within more than 10% of the total debt. The indicators of other buyers differ significantly and have an insignificant share, but they are also analyzed.
Among the enterprises of counterparties that have the largest share in the total amount of debt, the first place is occupied by company A, which reached 41.6%. It is her actions that have a predominant impact on the growth of debt in the structure of the article “buyers and customers”.
Table 3. Debt maturities
The compiled table 3 indicates that the main part of the DZ lies within the redemption limits for 60 days. Filled cell options pay attention to more detailed consideration debt from company B due to delay and large amount specific gravity debt, which reached 44.3%.
In the course of the analysis, the parameters of the turnover of remote sensing are necessarily determined. They characterize the number of turnovers of funds at the time of transactions. Analyze the average duration of one revolution.
The indicators of the enterprise are summarized in table 4 of turnover.
Table 4. Turnover
The indicators collected in the table revealed that the duration of the turnover of debt funds for three years has decreased, which indicates a decrease in the maturity of DZ. This is a positive trend in the economic activity of the enterprise, because it leads to the acceleration of the release of finance from circulation.
At the end of all analytical actions in table 5, a comparison of receivables and credits is performed.
Table 5. Comparison of receivables and payables
The resulting ratio of receivables to payables in the table exceeds the indicator "1.00". Obtained values confirm full coverage of remote sensing over accounts payable, i.e. the enterprise can easily pay off its creditors in a timely manner, and there is no need to turn to other, additional sources of financing. At the same time, the ratio does not exceed the normative indicator "2", which indicates a slowdown in the period of transition of the liquid part of current assets into cash.
Debt obligations incurred by the organization to other companies and individuals are called accounts payable.
Repayable loan payments may be the following:
This list can also include debts to banks or other legal entities for short-term or long-term loans received from them.
During the analysis, be sure to identify unjustified accounts payable, which include:
If already over statute of limitations filing on the issue of paying the debt to the supplier, then the amount is included in the profit of the organization that has a credit debt.
This type of debt can take the form of Money, as well as natural. Therefore, its structure includes different calculation items. It includes unclaimed deposit amounts, debts on claims, etc.
They analyze the activities of a particular enterprise in terms of the timing of obtaining finance and paying debt payments. Just as in DZ, the turnover ratio, the absolute indicator and the period of repayment of accounts payable are determined.
Identified accounts payable on the basis of paragraph 78 of the Regulation on accounting are subject to, if the term for it has expired limitation period. The amount is withdrawn from the balance sheet based on the testimony received after the inventory. Based on the results of its implementation, a written justification is drawn up, an order is issued for the enterprise or another order of the head of the company to deregister.
Annually subject to an inventory check all settlements with suppliers, debtors and creditors. These activities are necessary to ensure reliable accounting and reporting. Based on the results of the audit, the commission reports on the identified debts with an expired limitation period. After that, measures are taken to write them off.
Analyzing economic activity companies must carry out comparison of accounts receivable and accounts payable. A positive result will be if the obtained indicator of the total DZ is greater than the accounts payable, which indicates successful work and effective production management. In such cases, the organization receives more finance than it spends.
However, big difference may also indicate that there is an inability of this company to pay the invoices issued to it.
For comparison, calculate accounts payable:
The best option in a comparative analysis is the one when the turnover ratios of accounts payable and DZ to a large extent do not exceed one another. This ensures stable profitability of the enterprise and sustainable production.
An example of conducting an analysis of receivables is presented in the following webinar:
In the course of non-cash payments between organizations, accounts receivable and credit debt arise.
Accounts receivable- this is the debt of any enterprises and persons in favor of this enterprise.
The level of receivables is determined by many factors:The analysis should establish the dynamics of receivables, i.e. change in its size for the analyzed period; consider its composition, i.e. for which specific enterprises and persons it is listed and in what amounts; find out the timing of the debt.
Particular attention should be paid to identifying unjustified as well as overdue receivables.
Unjustified debts include:Accounts receivable for which the limitation period of three years has expired is written off to financial results organizations as a loss.
According to analytical accounting other receivables should be considered in detail. It consists of various articles of calculation of commodity and non-commodity nature.
In particular, it includes:To optimize the amount of receivables, the selection of potential buyers and the determination of the terms of payment for goods are of great importance.
Accounts receivable analysis can be done either continuous, or selective method. It depends on the size of the debt, on the number of settlement documents and on the number of debtors themselves.
There are a number of indicators, both absolute and relative, characterizing receivables.
First of all, here we use absolute indicator of overdue receivables, given in the appendix to the balance sheet (f.5). Overdue debt is considered to be such a debt for which a three-month period has expired from the date of its repayment.
An important indicator is receivables turnover, determined by the following formula:
Let's move on to accounts payable.
Accounts payable- this is the debt of this enterprise to other enterprises and persons: for payments to and, suppliers, contractors, personnel and other creditors. In a broad sense, accounts payable can also include debts to banks and other enterprises to repay loans and borrowings received from them (both short-term and long-term).
The composition and dynamics of the accounts payable of the analyzed organization can be seen from the following table: (in thousand rubles)|
Indicators |
For the beginning of the year |
At the end of the year |
Change per year |
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1. Arrears in payments to the budget |
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2. Arrears in payments to off-budget funds |
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3. Debts to suppliers under accepted settlement documents, the payment terms of which have not come |
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4. Debts to suppliers for settlement documents not paid on time |
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5. Debt to suppliers for uninvoiced deliveries |
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6. Payroll arrears to staff |
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7. Indebtedness to other creditors |
|||
|
Total accounts payable |
The amount of accounts payable increased during the reporting year by 30 thousand rubles, or by 10.1% (30/297 * 100).
The analysis should identify unjustified accounts payable.
It includes:
Such debt arises if the enterprise receives materials from suppliers, and settlement documents for them have not yet been received in this organization, nor to the bank serving it.
It is necessary to establish the dynamics of accounts payable, consider its composition according to the analytical accounting of the organization, and also find out the timing of its occurrence.
Unclaimed accounts payable, for which the limitation period of three years has expired, is added to the profit of this organization.
According to analytical accounting, other accounts payable should be considered in detail. Just like other accounts receivable, it consists of various settlement items, both commodity and non-commodity. Other accounts payable include unclaimed deposit amounts, outstanding claims, etc.
When analyzing other accounts payable, one should consider its composition, the timing of its formation, and the causes of the debt.
In order to have more accurate information about the analyzed enterprise, it is necessary to compile payment calendars that compare upcoming payments and cash receipts in terms of their timing.
The indicators characterizing accounts payable are the following. it absolute indicator of overdue accounts payable, which is reflected in the appendix to the balance sheet (form 5). It shows the amount of debt for which three months have expired after the date of its repayment.
The relative indicator is accounts payable turnover ratio, which reflects the number of turnovers of this debt during a certain period.
Another relative indicator is payable period, otherwise — the duration of its turnover in days. It is determined by the following formula:
The number of days in a given period (in a year - 360) divided by the turnover of accounts payable (number of turnovers for a given period).
If the previous indicator is expressed as an abstract number (number of revolutions), then the last indicator is measured in days. Both of them characterize the turnover of accounts payable.
Thus, the analysis of receivables and payables has importance to characterize stability financial condition enterprises.
The phrase "accounts receivable" has probably been heard by almost everyone, but only a few can clearly answer the question of what it is, what kind of debt it is, and what consequences for the enterprise its presence on the balance sheet has.
Let's try to figure it out, because the stable financial condition of a company is the well-being of its owners and employees, and is one of the factors on which such a condition depends.
In simple terms, receivables are what a business owes to its customers or suppliers.
If the company shipped goods to another company, then the buyer is obliged to pay the seller money for it.
If, on the contrary, you transferred funds to someone in exchange for goods or work, then this someone has an obligation to supply you with products, provide an appropriate service, or fulfill your order.
This obligation, in fact, is a receivable.
can be classified:
Let's talk in detail about overdue debt, since it is precisely its presence and untimely collection that can lead to the most negative consequences.
Imagine that your company, under a contract, shipped drills to the client in the amount of 100,000 rubles, on the condition that the buyer pays their cost 5 days after delivery. At the moment when you handed over the goods, the accountant recorded the formation of receivables - the obligation of the client to pay.
However, since the 5 days have not yet expired, such an obligation is urgent and you cannot claim it immediately. Five days later, you still didn’t receive the money, and the obligation from urgent was transformed into one that was not fulfilled within the agreed time (overdue). So you have formed overdue accounts receivable (PDZ).
Using this example, we can give the following definition of PD. It - the amount of funds not paid to the enterprise by the debtor within a certain period.
Accounts receivable is debt that is not paid in stipulated by the agreement terms.
Many novice accountants and managers ask the question: “overdue accounts receivable - how many months?”. There is no single answer to this question. There can be as many months as you like - read the contract.
If the terms of the contract did not provide that the debtor's obligation would be secured, for example, by a guarantee or pledge or guarantee, then after the transition of this obligation to the state of overdue, the PD is doubtful - one for which there is no certainty that it will be repaid.
If the time period during which it was possible to apply to the judicial authorities with a corresponding claim has passed, other objective reasons have arisen, such as: force majeure, liquidation or death of the debtor, Doubtful debt turns into bad debt, one that is no longer recoverable.
Thus, both doubtful and bad are types of overdue receivables.
The legislator established a total duration of three years. Therefore, in order not to miss the opportunity to collect debt in judicial order. the enterprise must take all measures for this precisely within the specified period, starting its calculation from the moment the PD is formed.
In some contracts, their parties do not determine the terms of settlements by a specific date, but tie such a period to some event (for example, 3 days after the signing of the act), or, if the contract is concluded in a simplified way (exchange of letters, telegrams, delivery on the basis of an invoice) , do not indicate it at all. In this case. the settlement period must be determined:
In accounting, PDZ is subject to write-off, which is drawn up by the following documents:
If the reserve is not formed:
If the reserve is created, we write off the PDZ at the expense of the reserve, do not include it in non-operating income.
Data on accounts receivable are reflected in the balance sheet of the enterprise (form 1) and the appendix to it (form 5).
In the balance sheet, respectively, fill in the lines:
Accounts receivable are stated net of allowance for doubtful debts.
Actually, such a calculation, if carried out only to determine the amount of debt, is a common mathematical subtraction operation. Subtract the amount of payments made from the cost of the delivered goods - that's all.
However, if you cannot amicably settle the debt repayment problem with your debtor and will be forced to go to court, you will also need to calculate the amount of debt on a certain date of such a period, which will allow you to additionally recover from the guilty person a penalty in the form of penalties and other sanctions .
In conclusion, I would like to emphasize once again that the presence of a significant amount of overdue accounts receivable at the enterprise is fraught with quite serious and large losses if such debt is not tracked in time and measures are not taken to collect it.
About overdue receivables in the heading "Tip of the day" from the Glavbukh magazine.
Posrednikov Mikhail Project Manager for Management accounts receivable and financial flows Contact East Holding
More recently, managers have used any means in the struggle to increase sales. In a crisis, you have to take more care of the security of the enterprise, its solvency, and maintaining current liquidity.
In such a situation, the collection of receivables, on which VAT and income tax have already been paid, becomes a priority. Accountants, financial and executive employees of the enterprise need to learn how to manage the debts of debtors in order not to lose the profits received and reduce the risk of financial losses.
Accounts receivable is always a problem for a company. But in the realities of today, there are often cases when even old and reliable partners cannot (or do not want to) pay bills.
In order to minimize the risks associated with receivables, the company needs to constantly keep it under control. But preventive measures (assessment of counterparties, work with advances, debt insurance, etc.) do not always allow you to protect yourself from "hanging" receivables.
The secret of efficiency here lies in an integrated approach. Thus, timely control and analysis will allow timely identification of overdue debts and promptly take measures to collect them. The impact on the debtor can be hard or soft: you can immediately sue, or you can support the counterparty by offering him more affordable methods of repaying obligations, such as barter or deferred payment.
Dealing with receivables requires planning and a well-established process for managing the risk of non-payment. It begins with the organization of correct and timely document flow within the company and with contractors. The circle of employees who are responsible for working with debtors is determined. A regular analysis of receivables is carried out, the right to change the terms of delivery, regulatory documents are drawn up describing the procedure for repaying debts. It is imperative to consider measures to encourage and motivate employees to achieve the minimum established indicators of debt.
The initial construction of a receivables management system implies a series of sequential actions aimed at identifying and eliminating possible risks of non-repayment of debts as soon as possible, within which the relevant internal services creditor (legal, financial, security service). Such a system is built depending on the content and structure of debts, which determines the circle of its participants, the possibility of attracting administrative resources, conducting PR campaigns, etc.
The construction of the system consists of the following steps.
At this stage, the focus is on common approaches to the analysis of the organization's remote sensing, the general division of the remote sensing according to the structure for understanding the "state" of the remote sensing and making a decision on further work.
Basic data for analysis:
A) General analysis of the "value" of remote sensing: total amount debt, number of clients
B) The share of DZ in the financial portfolio of the organization
C) Segmentation of DZ by terms: “fresh” DZ, “working” DZ, overdue DZ
D) Segmentation of remote sensing by size: small, medium, large
The work of managing the debt portfolio within the company includes the calculation limit sizes receivables - critical and working (admissible). These indicators are indicators that signal the need to strengthen (or, conversely, weaken) work with debtors.
The emergence of significant receivables is usually associated with the provision of customers with a deferred payment for delivered goods, that is, suppliers credit their customers. The supplier enterprise must objectively assess its capabilities and lend to customers in such amounts that will not lead to a chronic lack of funds for their own needs. It is necessary to develop a sound policy for the provision of trade credit and collection of debts for various types of products and groups of buyers.
In addition, it is necessary to rank buyers depending on the volume of purchases, the history of credit relations and the proposed payment terms, and subsequently revise them in a timely manner, taking into account the monitoring of demand for products.
You can manage receivables by encouraging customers to pay bills early. Usually, discounts are provided for this from the sale price or the cost of delivery if the payment is made before the contractual date. The advantage of the supplier is that, having received the proceeds ahead of schedule and using it in cash flow, he refunds the discount provided.
When determining the sales policy, a preliminary calculation and comparison of additional costs from sales on credit and costs associated with the risk of non-payment within the time period established by the contract or the receivables becoming uncollectible is necessary.
With the established frequency, the company's specialists must analyze receivables according to the personal list of counterparties, terms of formation and size; control settlements on deferred or overdue debts, assess the reality of the presence of receivables; determine techniques and ways to accelerate the collection of debts and reduce bad debts.
The analysis may include an assessment of the absolute and relative indicators of the state, structure and movement of receivables. To do this, the shares of specific debtors are determined, as well as each type of receivables (short-term, long-term, overdue over three months) in the total set of debts, the dynamics of changes in each component, the growth rate of the balance, etc. are considered.
An increase in the share of long-term receivables in dynamics can lead to a decrease in the level of solvency of the organization, a decrease in the liquidity of assets.
The excess of the growth rate of receivables over the rate of increase in sales proceeds indicates a decrease in the level of receivables management, a “freeze” of a part of the proceeds necessary to finance current activities.
Credit policy is, in essence, one of the elements commercial policy, therefore, in order to work more effectively with receivables and establish adequate credit limits for clients, it is initially necessary to assess the situation on the market by monitoring the primary demand in the segment where the company operates.
If analytical data show that final consumer demand in a crisis is reduced by 30-40 percent, then it can hardly be considered rational to maintain credit limits at the same, pre-crisis level. Therefore, before assigning a new credit limit to the client for the next year, a number of practical steps must be taken.
If the client is located in a small region where the bulk of the population works at several city-forming enterprises, then it is necessary to clearly understand: if they begin (or have already begun) staff reductions or reduction wages, then this will immediately affect the buying activity. Therefore, it is worth considering very seriously whether to provide this counterparty with a commodity loan, since the risk of its non-repayment is very high.
For a clearer and really real understanding of the client’s state of affairs, one should now assess the situation on the spot, “in the fields”, and not be content with desk research and accounting data, which already represent a “posthumous photograph”.
You need to get answers to the following questions:
1. Buying activity. If retail, then the traffic in stores, the amount of the sales receipt (how much it decreased compared to the previous period). Are the shelves filled, are there any empty seats. If it is a wholesale company, then is there activity in the office, what is the mood of the staff, are there any facts of reduction of employees or their transfer to a part-time work week.
2. It will be very useful to have an honest conversation with the owners or top officials of the company: how they see the development of their business, how realistic it is and whether there is an understanding of how the company will achieve strategic plans.
3. Assessment of the financial condition of the client. You need to make it clear to your partners that the current crisis situation requires maximum openness from all participants. If your company is going to provide a customer with a commodity loan, then in return you should get as much information and data as possible.
Additional information will be given by the ranking of receivables by the timing of their occurrence, for example, with a 30-day interval, and an analysis of their changes. To do this, you need to highlight the share of doubtful debts and consider its dynamics. The growth indicates an increase in the risk of non-repayment of receivables and the possibility of overdue debts. Therefore, the company should strive to minimize this indicator.
An analysis of the dynamics of overdue receivables from trading operations allows you to identify unreliable counterparties, reduce their volume of credit shipments, or work with them on a full prepayment or commercial lending basis.
Up-to-date information on current debt is important, including the period of arrears, the history of relations with the client, the volume and regularity of purchases made by him, his share in the structure of income and gross profit, the number of violations of payment terms in past periods.
And, finally, real accounts receivable are calculated taking into account inflation and depreciation rates during the delay in payment, the collection period, losses from non-collection and write-off are calculated.
The results of the analysis of receivables should be taken into account when planning the future activities of the enterprise.
For example, here are several types of malicious debtors:
The first is that the counterparty specifically “pulls” the debt and waits until the statute of limitations expires.
And finally, the third - he ignores your attempts to "get through" to him.
Another common type of debt situation that you should pay attention to is the non-repayment of debt by an organization in which the founder and CEO are nominal, that is, they do not really fulfill their functions. With "nominal values" organizations are created even in the absence of the purpose of fraud. This is a kind of example of the post-Soviet business model, when in complex and changing conditions, all possible methods are used to ensure security. Penalties in such a situation are often based on the fact that reputational and criminal law methods make it possible to motivate the real leader to fulfill obligations.
At this stage, the main attention is paid to the issues of choosing an organizational structure in an organization for working with remote sensing:
A) Describes the "+" and "-" work of various responsible persons.
B) The question of motivation for action is considered.
C) The issue of a “single” control center for working with remote sensing
Currently, the most common option for the development of events is to entrust this work to your employee, and in case of large amounts of collection, to an entire service (usually legal, financial or security service).
Of course, the first thing such services face is the need for their special positioning in the enterprise organization system. Practice shows that the scatter of functions among individual divisions of one organization is fraught with the fact that most of the time is spent on sorting out relations between departments and the division of competence, due to the banal desire not to perform thankless work while maintaining the previous fixed salary, which was paid for performing much more “comfortable” tasks. functions.
The organization of a special service for working with receivables may be associated for a business entity with problems in determining the names of the positions of employees in this department - the directory of positions and employees does not contain a position whose name would fully reflect the scope of employees. Of course, this is not the most a big problem in the organization of such a service, however, it also takes place.
However, the creation of a separate structural unit in this case, it will eliminate possible conflicts between individual services and ensure more coordinated work in the field of work with streaming receivables.
At this stage, the main attention is paid to the issues of transition from the issues of making a decision about who works with remote sensing to how work will take place at the organization level, mechanisms, rules of interaction, methods of regulation and control:
A) Designing the organizational structure of the department
B) Creation of business processes, policies and procedures for managing remote sensing
C) Formation of a system of balanced performance indicators of the unit (KPI)
D) Development of motivation schemes based on KPI, creation job descriptions, training of employees responsible for working with remote sensing
E) Creation of a system of control and internal management reporting in CRM to analyze the financial situation and evaluate the effectiveness of the work of specialists:
1) Selection of performance indicators for the analysis of work with remote sensing of responsible employees:
- call performance
Number of calls, meetings, letters written, bills paid,
Offsetting advances and DZ clients,
- "decommissioned" DZ
2) Control of the size and structure of remote sensing for the period:
Growth of DZ in amounts and number of clients
3) Fulfillment of performance indicators of work with remote sensing
The ideal option is a situation where monitoring of the work of collector employees and indicators of remote sensing can be carried out automatically using reports in CRM systems.
This stage is the main one, since there is a direct creation of applied methods of working with remote sensing, namely, actions that lead to the return of debt, which is the main goal:
A) Calls to clients (preparation for a call to a client, timing of a call)
B) Writing letters:
List of documents for the client,
To confirm the DZ,
Liaising with the company's accounting department to prepare documents for the client
B) meeting with clients
D) Conducting negotiations:
General rules,
Determination of the responsible person at the client for the payment of the debt,
Variants of agreements with the client in case of impossibility of immediate payment on his part,
Options for actions when the client refuses to pay or rudeness on the part of the client when communicating,
Determining the frequency of calls
E) Fixing information about working with remote sensing (CRM / automation of the process of collecting and fixing information)
If the debt is not repaid on time, there are only two ways to return it: agree with the debtor on a voluntary return or collect it by force.
The advantages of pre-trial debt settlement are the absence of additional costs associated with going to court and the mutually beneficial resolution of a potentially conflict situation without damage to the business reputation and relationships of partners.
Debtors should be kept in constant contact with:
Send reminders about approaching debt repayment dates (for ordinary or e-mail),
Conduct telephone conversations
Personal meetings with the management of the debtor,
Make a complaint.
To financial means Impacts on debtors who are in arrears include:
Application of penalties
Proposals for mutual settlements,
debt restructuring,
Sale of debt,
Initiation of bankruptcy proceedings, etc.
The choice of one or the other method depends on:
Features of the debtor
Amounts owed,
Number of days overdue
Readiness of the debtor to repay the debt and other factors.
In this sense, I would like to immediately make a reservation that collection activities do not imply the performance of an unambiguously negative function in relation to the debtor. At the initial stage of indebtedness, attempts are made to restructure it and create real conditions for the proper fulfillment of the obligation - drawing up special debt repayment schedules in the event of a sharp deterioration in the financial condition of a bona fide debtor, etc. In some cases, it is rather even “anti-collection” activity in its classical sense, since such actions are aimed at eliminating the last judicial stage of collecting receivables.
Any organization that needs to collect a large number receivables, sooner or later will face a choice which way to go in order to return the invested funds.
Despite the difference in types of debt situations, we can distinguish common features:
Ensuring a balance between the assembly line of collection and the development of unique action programs for complex cases;
Usage innovative methods penalties;
Efficient use of criminal prosecution of debtors, including on rare offenses (Articles 177, 315 of the Criminal Code of the Russian Federation, etc.), through information and scientific and consulting support.
Ensuring a balance between the assembly line of collection and the development of unique action programs for complex cases is especially important when collecting a large amount of debt (more than 300-500 monthly).
At the same time, it is important that there is a centralization of debt collection activities, that is, a general management, and employees would only be engaged in debt collection, and not combine this work with other tasks, since otherwise they will always have the opportunity to justify the low efficiency of their work by the need to do something other.
Increasing the efficiency of debt collection is possible by introducing into this scheme of division of labor an element responsible for preparing materials for PR support of collection: draft notices, appeals, press releases and articles. Experience shows that for many large buyers (debtors) it is the PR support of the recovery that is the decisive factor in making a decision to repay the debt. Reputational impact can be prepared on the basis of the interaction of ordinary collection departments with the PR department, whose responsibilities are expanding, or the skills of organizing PR.
Accounts receivable are sold when there is an urgent need for cash. It is bought by enterprises that are debtors of the debtor. Acquisition of receivables from discount discount, they present it to the debtor for repayment at full cost. A company that belongs to the same financial group as the debtor and is interested in buying up all the debts of the holding organizations can also buy the debt. In addition, a debt can be resold to a person interested in owning the rights of claim against this particular debtor. For example, this happens when a debtor is at the stage of bankruptcy (or is being “brought” to bankruptcy) and there is a struggle among creditors for the maximum number of votes at a meeting of creditors.
If all reasonable measures have been exhausted, the creditor may recover the debt through the courts. Usually, going to court leads to a break in partnerships, but it can also serve as the beginning of a constructive dialogue with the debtor. In the future, new debtors, knowing that the supplier always resolves debt disputes through the courts, try to prevent delays in repaying the debt.
Go to court in the following situations:
The debtor does not recognize the debt or has counterclaims against the creditor;
The debtor recognizes the debt, has no claims against the creditor, has assets sufficient to repay the obligation, but is unwilling to pay or demands from the creditor preferential terms supplies;
The debtor is in a pre-bankrupt state.
In the latter case, the presence writ of execution allows in the event of bankruptcy to get into the second line of claims, which, as a rule, significantly increases the chances of the creditor to repay the debt.
Before going to court, it is important for a creditor to assess:
The legitimacy of their claims
The reliability of the evidence base,
The presence of the debtor's property or funds, which will provide a real opportunity to enforce a positive judgment for the creditor.
Methodology of work with debtors - legal entities:
Collector- employee of the company responsible for debt collection.
Sources of information on the company, employees, owners:
1. Internal resources of the system:
Database of previously checked objects, the results of their verification and further interaction;
Database of objects for which there is information about the inappropriateness of establishing business relations with them (stop list), etc.;
2. arrays of reference information
phone books,
Address directories, etc.;
3. databases with online access (resources of government agencies):
Pension Fund of the Russian Federation,
Federal Tax Service,
Federal Migration Service,
arbitration courts,
Search engines (Google, Yandex, Yahoo, etc.)
Job search sites (HH.ru, Job.ru, Superjob.ru, job.mail.ru, etc.)
- messengers (icq, quip, skype, sipnet, etc.)
Technical means of contact with the debtor:
1. Phone calls (manually: landline, mobile, robot reminder)
6. Messages on the Internet (websites, forums, chats, social networks, skype, icq)
1. It is necessary to find out how expedient it is to carry out search activities, since it can take from several days to several weeks to search for a debtor, and as a result it turns out that the debtor is insolvent.
2. When carrying out "PR" activities, it is necessary to collect and evaluate feedback: the reactions of opponents, the public, law enforcement agencies. When disseminating information that is true, the legal risks are minimal, as are the risks of a symmetrical PR response.
3. There are not so many effective methods of pre-trial debt repayment that do not run counter to the current legislation, and they all boil down to a single principle: creating the most unfavorable conditions for a client who has become a debtor for his further prosperous living. Of course, all actions are carried out only within the framework of the law. It:
1. importunity,
2. persuasion,
3. pressure
4. cunning.
4. In no case should you forget about the debtor. The impact must be permanent. Starting from the moment the contract falls into arrears, a clear total control over the debtor should be established up to the repayment of the debt. Otherwise, an absurd situation may arise: the debtor is “charged” to pay and is waiting for money, but if you do not remind him of the debt, then he, having received the long-awaited amount, will spend the money for his own needs instead of paying. To avoid this situation, the collector is obliged to systematically remind the debtor of his unresolved problem and push him to pay.
5. The task is to dispel the myth of impunity for non-payment. With his intervention, peace in the life of the debtor must end. A client who has become a debtor must clearly understand that he has not been forgotten and will not be forgotten. And they will continue to worry until the problem is solved.
6. The leverage on the debtor can be one of three components:
Interest: the collector creates conditions under which the client is directly interested in the speedy payment of his debt. When the collector offers the debtor to pay an amount below the specified amount, removing fines. The debtor perceives this as a financially advantageous offer and pays off his debt.
Addiction: the collector finds the client's pain point and methodically presses on it. If the debt is repaid, this dependence will disappear. Therefore, the payment arrives at the time specified by the collector.
Compromising materials: in the course of its work, the collector reveals information that may compromise the debtor or threatens to publish it.
Actions for debtors:
1. Threat to use agency links to initiate service checks:
tax,
antimonopoly,
Controlling legal software
Labor,
Migration, etc.
Informing the relevant public, self-regulatory organizations about the actions taken
2. The threat of revealing the property status of the debtor, revealing the rights to:
Real estate objects
vehicles,
Personal accounts or accounts of relatives in commercial banks etc.
Taking preventive measures to prevent the debtor from transferring his property to other persons.
In accordance with Art. 58 FZ "On enforcement proceedings» in the event that the debtor-organization does not have sufficient funds to pay off the debt, foreclosure is levied on other property belonging to it on the basis of ownership, the right of economic management or the right of operational management (with the exception of property withdrawn from circulation or limited in circulation), regardless where and in whose actual use it is located.
3. The threat of influence within the framework of criminal prosecution, including applying to law enforcement agencies in order to check the actions of the debtor for fraud and the application of the Criminal Code of the Russian Federation (Article 177 "Malicious evasion of repayment of accounts payable").
Using legal methods to ensure debt collection,
Control over the course of enforcement proceedings,
attraction bailiffs and OBEP,
Statements of a civil lawsuit in a criminal process, due to which the debt of the organization can turn into a personal debt of the head
Using the enforcement procedure
Information coverage of the legal process: posting news about the actions taken in the media, informing the public about the position of interested parties.
To seize the property belonging to the defendant and being with him or other persons, the seizure of funds on current accounts
4. Creating a threat to reputation:
1. threats to disseminate information about the current situation in the media that is relevant to reality by sending articles and comments
2. the threat of being blacklisted on the Internet, containing information about non-payers with the names of the heads of such companies,
3. writing appeals, press releases and articles about the debtor on websites, blogs, forums, social networks.
Partners
Competitors
to government agencies,
Clients, including potential
Partners
Competitors
Suppliers
Owners,
to government agencies,
Potential buyers of the organization and its property.
Accounts receivable(DZ) - the amount of debts owed to the company by other enterprises, firms, as well as citizens who are their debtors, debtors.
Where does it come from? Each company seeks to gain an advantage over competitors, to sell more of its product. In the FMCG market, competition is especially fierce: retail outlet shelf space is limited, as is the amount of money reserved for the purchase of goods. To help the client increase the volume of purchased goods, companies can go for lending, that is, providing a deferred payment for a certain period. Lending is secured by an agreement, which stipulates maximum size loan (“loan depth in rubles”) and the maximum loan term (“loan depth in days”). As a rule, these indicators depend on the characteristics of the goods for which the loan is given: if the goods are sold slowly at the point of sale, then the loan term is longer. That is, in fact, the client is credited from the delivery of a consignment of goods to next delivery, and with a new delivery pays for the previous one. And since the fundamental difference between goods in the FMCG sector is their high turnover, the loan depth in days is usually small, most often it is one or two calendar weeks.
When the client decides to take advantage of the loan opportunity provided to him, receivables appear, which can be of two types:
Within the PDZ, there are two more types of receivables:
There can be many reasons for non-payment, for example, the client simply forgot to pay, he did not have free funds, technical reasons (the client's account is blocked, the client is undergoing reorganization, there are any problems with the documents according to which the products were supplied, etc.). And at the same time, in any company that has been operating in the FMCG market for a long time, you will be told a considerable number of real cases when customers deliberately did not pay the money they borrowed, delaying the payment period until the appointment of a court hearing (and this is not a quick matter), or deliberately taking loans before liquidating a business with the firm intention of leaving creditors with a nose. There were many such cases until the mid-2000s, when a certain part of domestic retail outlets was still a "wild retail", working without documents, on fictitious documents, according to gray and black schemes.
…I remember going to a problematic client together with a security officer many years ago while working in one of the trading companies. We drove up through the yards to the back entrance: an unmarked tin-plated door leading to the basement. Our "security guard" was a typical representative of the "old Soviet school" police officer, a calm, decent, deeply erudite person, a pleasant conversationalist. But as soon as he took one step out of the car towards the door, his gait immediately changed unrecognizably, his shoulders moved back, and his chin leaned forward. Behind the door below, in the twilight of the basement, on a bare concrete floor, stood a table knocked down from rough-hewn boards, at which three strong, short-haired brothers sat, taking out some papers from boxes and laying them in piles. A fourth appeared from the depths of the basement, and somehow, without words, it immediately became clear that he was the eldest here. Together with our “security guard”, they retired somewhere, everyone silently waited for their return, for about ten minutes a heavy oppressive silence hung. When at last they reappeared, their elder's hand was on the shoulder of our "security guard". “So, in short, we pay these boys,” he said to his people. They again began to rearrange the papers on the table, and we drove back to the office. I don't know what the conversation was about in the basement, but this client's debt was soon paid off.
What should be done to ensure that the current PD does not turn into a PD? The main tool is to constantly monitor the status of current receivables so that they do not have time to become overdue. As a rule, in large FMCG companies, control of the status of receivables is carried out daily (in some companies with a high degree business automation can be carried out even in real time), and measures to optimize it are applied promptly. DZ control measures usually include:
Measures of influence applied to clients depend on the number of days of delay and the client's willingness to resolve the situation. The more significant and longer the delay, the more and more senior levels of the company's management are involved in solving the problem situation, and the cost of repaying the loan actually increases. Therefore, rather than treat the disease, it is better to prevent it: companies gradually began to introduce various kinds of restrictions and increasingly stringent conditions for granting loans, to form credit histories clients and blacklists. Over time, domestic retail became more and more civilized, and the market became more and more mature and well-established. Despite the fact that many customers were still in need of working capital, lending to customers no longer brought supplier companies a significant advantage over competitors. And after the crisis of 2008, many FMCG companies significantly reduced the volume of customer lending, and some even abandoned it, thereby significantly reducing their credit risks and redeeming their
