International Credit and Collections

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Information on to effectively work with international credit and collections.

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  • Access to good quality credit information is of critical strategic importance to companies doing business internationally.  Having accurate and reliable information about the creditworthiness of an existing client or a company overseas with whom you plan to do business is important to help you make informed credit decisions.
  • Access to good quality credit information is of critical strategic importance to companies doing business internationally.  Having accurate and reliable information about the creditworthiness of an existing client or a company overseas with whom you plan to do business is important to help you make informed credit decisions.
  • Access to good quality credit information is of critical strategic importance to companies doing business internationally.  Having accurate and reliable information about the creditworthiness of an existing client or a company overseas with whom you plan to do business is important to help you make informed credit decisions.
  • Access to good quality credit information is of critical strategic importance to companies doing business internationally.  Having accurate and reliable information about the creditworthiness of an existing client or a company overseas with whom you plan to do business is important to help you make informed credit decisions.
  • Access to good quality credit information is of critical strategic importance to companies doing business internationally.  Having accurate and reliable information about the creditworthiness of an existing client or a company overseas with whom you plan to do business is important to help you make informed credit decisions.
  • Access to good quality credit information is of critical strategic importance to companies doing business internationally.  Having accurate and reliable information about the creditworthiness of an existing client or a company overseas with whom you plan to do business is important to help you make informed credit decisions.
  • Access to good quality credit information is of critical strategic importance to companies doing business internationally.  Having accurate and reliable information about the creditworthiness of an existing client or a company overseas with whom you plan to do business is important to help you make informed credit decisions.
  • Access to good quality credit information is of critical strategic importance to companies doing business internationally.  Having accurate and reliable information about the creditworthiness of an existing client or a company overseas with whom you plan to do business is important to help you make informed credit decisions.
  • Access to good quality credit information is of critical strategic importance to companies doing business internationally.  Having accurate and reliable information about the creditworthiness of an existing client or a company overseas with whom you plan to do business is important to help you make informed credit decisions.
  • Access to good quality credit information is of critical strategic importance to companies doing business internationally.  Having accurate and reliable information about the creditworthiness of an existing client or a company overseas with whom you plan to do business is important to help you make informed credit decisions.
  • Access to good quality credit information is of critical strategic importance to companies doing business internationally.  Having accurate and reliable information about the creditworthiness of an existing client or a company overseas with whom you plan to do business is important to help you make informed credit decisions.
  • International Credit and Collections

    1. 1. Amir Erez / Daniel Rosen TCM Group Furniture Manufacturers Group
    2. 2. <ul><li>Establishing an Effective International Credit policy </li></ul><ul><ul><li>Treat International Different than Domestic </li></ul></ul><ul><ul><li>Beyond the Policy Trust Your Intuitions </li></ul></ul><ul><li>Enforcement of Your Credit Policy </li></ul><ul><ul><li>Credit vs. Sales Debate </li></ul></ul><ul><ul><li>Policy adhered to throughout the sales process </li></ul></ul><ul><ul><li>Control of cycle from shipment to collections </li></ul></ul>
    3. 3. <ul><li>International Credit Policy Key Points: </li></ul><ul><li>Stay Aware of Your Competitors Credit Policy </li></ul><ul><li>Provide Suitable Credit Terms </li></ul><ul><li>Identifying Sources of Risk </li></ul><ul><li>Political Risk & Events </li></ul>
    4. 4. “ Seasoned” International Credit Policy Tips: <ul><li>Limit Export Credits </li></ul><ul><li>Use A Matrix </li></ul><ul><li>Create Sales Expansions </li></ul><ul><li>Credit Policy Revision </li></ul><ul><li>Receivable Discounting </li></ul><ul><li>Consistent & Timely Communication </li></ul><ul><li>Segregate Sales Force </li></ul><ul><li>Divide Accounts by Country </li></ul><ul><li>The KISS Rule </li></ul><ul><li>Use a Scoring Method </li></ul>
    5. 5. <ul><li>International Credit Reports </li></ul><ul><ul><li>Key ingredient in Credit Evaluations </li></ul></ul><ul><ul><li>Trusted and Reputable Vendor </li></ul></ul><ul><ul><li>Database Vs. Custom Detailed Reports </li></ul></ul><ul><ul><li>M & A by Major US Credit Bureaus for Int’l data </li></ul></ul>
    6. 7. <ul><li>Bank References </li></ul><ul><li>Trade Reference </li></ul><ul><li>Management / Ownership </li></ul><ul><li>Impact of Exchange Rate </li></ul><ul><li>Lack of Accurate Financial Information </li></ul><ul><li>Quality of Information </li></ul><ul><li>Beyond Credit Reports </li></ul>
    7. 8. <ul><li>International Debt Collections </li></ul><ul><li>Eliminate Misunderstanding </li></ul><ul><li>Clear Payment Instructions </li></ul><ul><li>Start Collections Early </li></ul><ul><li>Monitor Collections Closely </li></ul>- Prior to Outsourcing:
    8. 9. <ul><li>International Debt Collections </li></ul><ul><li>Trusted & Experienced Agency </li></ul><ul><li>CMA & TCM Group Alliance </li></ul><ul><li>TCM Core Focus on Int’l Debt Recovery </li></ul><ul><li>In-Country Developed Network of Agencies & Law Firms </li></ul>- Partnering With a Qualified Int’l Agency
    9. 10. <ul><li>International Debt Collections </li></ul><ul><li>“ On-The-Ground” TCM Reps Who Understand Demographics, Local Laws, Customs, Int’l Trade and Debtor’s Behavior </li></ul><ul><li>Client Service Managed in the US </li></ul><ul><li>TCM Volume Results in Better Response Time & Service </li></ul><ul><li>Compliance & Personal Agency Visits </li></ul>- Partnering With a Qualified Int’l Agency
    10. 11. <ul><li>Improve the Odds of Recovery </li></ul><ul><li>Turn Over the File Quickly </li></ul><ul><li>Provide Agency With: </li></ul><ul><ul><ul><li>Statement/Invoices </li></ul></ul></ul><ul><ul><ul><li>Purchase Orders </li></ul></ul></ul><ul><ul><ul><li>Bill of Ladings </li></ul></ul></ul><ul><ul><ul><li>Written Correspondence </li></ul></ul></ul><ul><ul><ul><li>Internal Collection Notes </li></ul></ul></ul>

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