EFFECTIVE USE OF CREDIT: Using credit to increase sales. Create and
maintain loyal customers who pay promptly.
THE CREDIT INTERVIEW: How to obtain information required for effective
analyses and how to verify accuracy of information.
Consumer and Commercial Credit Applications. Invoicing. Purchase Orders.
MANAGEMENT: Credit Policy. How to
reduce the credit risk and increase the probability of being paid faster.
DEBT RECOVERY: Spotting the early warning signs. Identifying different debtor
types. Effective follow up.
EFFECTIVE ANALYSES: Using ratio's and comparative analyses. Credit
Scoring – Credit References and Reports.
IMPORTANT CONSIDERATIONS: Character, Capacity to repay. Collateral
Security. Economic and other Conditions.
CUSTOMER SREVICE: Prompt research, response and application of credit notes. How to
handle difficult customers.
BAILIFFS and LEGAL ACTION: Effective use. Screening. Reporting.
DEBT COLLECTION TECHNIQUES: Effective use of the telephone. Written
Communication. Personal Visits.
WHY REVOLUTIONIZE THE DEBT COLLECTION DEPARTMENT: Increase revenue and reduce operating cost and
HOW TO KEEP TABS ON YOUR CREDIT POLICIES: Zero Delinquency
= Weak credit policy and standard measurement.
HOW TO SET THE BEST COLLECTION POLICIES FOR TODAY: Credit
Limit Policy-What accounts to work and when.
IMPLEMENTATION OF AN EFFECTIVE COLLECTION
DEPARTMENT: Comprehensive collection software and revised letters.
REVISION OFCOLLECTION POLICIES AND LETTERS: Complacency
breeds mediocrity-Taken for granted or ignored.
IMPACT OF ‘CHARGEBACK AND RETURNS’ ON COLLECTIONS: Inflation of delinquency portfolio. Enormous
queries and disputes.
METHODS OF COST EFFECTIVENESS: Benchmarking vs. No Measurement. Manual Approach vs.
Automation. Departmental Outlay.
RELEVANCE OF EFFECTIVE CREDIT MANAGEMENT SOFTWARE: Comprehensive reporting, reduction of labor
intensive tasks, ensures accuracy and SMAC reporting.
MEASUREMENT AND ANALYSIS OF COLLECTIONS: Totals collected- Promised Payment Arrangements-Ratios
and Percentages-Time Scheduling.