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- 2. Objectives for Today Introduce my company Get an understanding of your business Share our innovative cash-flow solutions Discuss recommendations & next steps
- 3. What We Do for Our Clients 1 We have been providing progressive cash-flow solutions to businesses and medical practices of all sizes since 1970 2 We have helped over 200,000 clients to eliminate their need for traditional collection agencies and collected $280M last year alone 3 Our services are based on fixed-fee pricing that is between $6 and $16 per account, depending on account volume 4 Our services are fully compliant with all regulations affecting 1st & 3rd party collections 5 Our services allow our clients to react quickly and appropriately to slow paying accounts
- 4. Some of Our Clients *Plus over 40,000 other clients nationwide
- 5. We are the Leading Provider of Medical & Dental Cash Flow Solutions • We represent over 20,000 medical and dental practices nationally • Many organizations and associations have endorsed and recommended our diplomatic and effective collection solutions • We are the regulatory compliance leader for healthcare account resolution • Our services interface seamlessly with most practice management software
- 7. Accounts Receivable Checklist ➊ How many bills do you send each month? ➋ When do you consider an account to be delinquent? ➌ Talk me through your internal follow-up process. ➍ Aging report snapshot: 30-60 Days #________ $___________ 60-90 Days #________ $___________ 90-120 Days #________ $___________ 120+ Days #________ $___________ ➎ Are you working with a collection agency or attorney? ➏ If you redesigned your billing process, what you would change? ➐ Who, in addition to yourself, will make a decision about TSI?
- 8. Let’s Agree on a Few Things Consistent and effective follow-up can be challenging and expensive Most businesses would prefer to never have to use a collection agency or attorney at all The older an account gets, the harder it is to collect
- 9. Early Intervention Pays Off Account Collectability 30 60 12090 150 6 M Total Days Delinquent 1 Y9 M0 10% 30% 70% 90%
- 10. Collecting Money is Harder Than Ever One in Three People have an Account in Collections It Costs a Business $31.60 to Follow up on a Past-Due Account Internally The Average Collection Agency Recovery Rate Last Year was 12.8% The typical U.S. Consumer has Twelve Active Creditors
- 11. The Four Payer Types Here is what we know: •There are four types of payers •You deal with all four •They all require a different approach
- 12. Statement Reminders 3rd Party Impact Professional CollectorsDeliberate Disrespectful Distracted Dutiful Pay Upon Receipt How To Collect from All Four Types of Payers
- 13. 1. For Distracted Patients • Accounts submitted after one or two internal attempts • We execute 5 polite reminders in your businesses name • Over a 35 day timeframe • You pay a fixed fee of between $6.00 - $16.00 per account • Less expensive than sending statements, letters or phone calls For Distracted Payers
- 14. • We make 5 mixed-media 3rd Party Collection Demands • You will recover from many accounts as soon as a 3rd party is involved • You pay a flat fee of $6.00 - $16.00 per account depending on volume • All collected money goes directly to your business (this is instant cash-flow) For Disrespectful Payers
- 15. We even say “Thank You” for paying Optional & Free
- 16. For Deliberate Debtors • Our national team of professional collectors will turn up the heat on your high-risk accounts • Services include: skip-tracing, asset discovery & legal efforts • Contingency/percentage based fee structure • If there is no collection, there is no charge • Submit accounts and access reports from your Online Client Portal It is time for the professional debtors to deal with professional collectors
- 17. Progressive Account Resolution STATE MENT Your Statement or Invoice 1st Party Reminders 3rd Party Demands Professional Collections The Right Solution at the Right Time
- 18. Online client portal for submitting accounts & reporting *demo available Free Client launch & support 24/7 Access Free training for your staff Easy to Use
- 19. In Conclusion, Our Solutions: • Reduce your internal follow-up expenses • Give you a staged approach to your receivables • Have the fastest ramp-up time in the industry You will see results in a matter of weeks, not months • Collect more money… much faster • Are 100% guaranteed to work for you
- 20. Let’s Look at Some Results Performance Reports
- 22. Accelerator Recommended Use ResultsPer 100 AccountsEntered Market Sector - B2C Cost & Usage Summary Total Investment: $1,340.76 Average Cost Per Account : $13.41 Average Balance: $694.00 Average Age of Accounts Entered (Days): 36 Recovery Total Dollars Entered: $69,400.27 Less Mail Skips: $123.01 Less Accounts Still Active: $4,345.07 Net Dollars Entered: $64,932.19 Total Performance $53,158.88 Paid in Full: $40,802.15 Cancelled (Fully Resolved): $3,563.95 Suspended: $5,707.14 Partial Payments: $3,085.64 RecoveryRate Percentage onNet DollarsEntered: 81.87% Percent of AccountsResponding: 72.52% ReturnonInvestment: Cost of getting paid as a percentage of the amount recovered: 2.52% R.O.I: 3965% For every dollar invested, Transworld Systems Accelerator returned: $39.65 For every account entered, Transworld Systems Accelerator returned: $531.59 This agency is licensed by the NYC Department of Consumer Affairs. License number 1303526. 144c07_0813 These are aggregated recommended use results from our 1000’s of B2C clients Most of our clients use Accelerator after their first or second statement All of our reminders are 1st party contacts, using the name of your business All money goes directly to you from your customer or patient B2C
- 23. Accelerator RecommendedUse ResultsPer 100 AccountsEntered Market Sector - B2B Cost & Usage Summary Total Investment: $1,378.40 Average Cost Per Account : $13.78 Average Balance: $2,297.27 Average Age of Accounts Entered (Days): 41 Recovery Total Dollars Entered: $229,727.25 Less Mail Skips: $40.92 Less Accounts Still Active: $6,359.42 Net Dollars Entered: $223,326.91 Total Performance $197,789.70 Paid in Full: $137,684.29 Cancelled (Fully Resolved): $16,004.84Cancelled (Fully Resolved): $16,004.84 Suspended: $15,950.53 Partial Payments: $28,150.05 RecoveryRate Percentage onNet DollarsEntered: 88.57% Percent of AccountsResponding: 85.57% Returnon Investment: Cost of getting paid as a percentage of the amount recovered: 0.70% R.O.I: 14349% For every dollar invested, Transworld Systems Accelerator returned: $143.49 For every account entered, Transworld Systems Accelerator returned: $1,977.90 This agency is licensed by the NYC Department of Consumer Affairs. License number 1303526. 144c01_0813 These are aggregated recommended use results from our B2B / commercial clients Most of our B2B clients use Accelerator before their second statement All of our reminders are 1st party contacts, using the name of your business All money goes directly to you from your customer B2B Commercial
- 24. Five Questions to Start Collecting ➊ Where would you want us to start collecting? 30 • 45 • 60 • 75 • 90 ➋ Start with 1st Party Reminders or Collection Agency Demands? ➌ How many accounts will you have monthly at that age? ➍ How many to collect now? ➎ Recommended test systems and rates: 50 Accounts $16.00 $800 100 Accounts $14.25 $1425 250 Accounts $13.25 $3312 500 Accounts $11.75 $5875 1000 Accounts $10.75 $10,750 *All systems good for 2 years *All systems subject to Performance Guarantee *Clients can reorder at any time during 2 years
- 25. Fixed Fee Pricing Approx. Number of Accounts per Month Total Number of Accounts (24 months) Cost Per Account 2 50 16.00 4 100 14.25 10 250 13.25 20 500 11.75 40 1,000 10.75 100 2,500 10.25 200 5,000 9.40 400 10,000 8.35 600 15,000 7.75 1000 25,000 7.25 2000 50,000 6.75 3000 75,000 6.50 4000 100,000 6.25 6000 150,000 5.95 8000 200,000 5.60
- 27. We Interface with the Top Billing Software Platforms
- 28. The Creditor Bill of Rights I. All businesses deserve to be paid on time. II. Extending credit is a courtesy and should not bring financial or regulatory risk to a business. III. All businesses should be able to focus on what they do best, free from the burden of collections. IV. Unpaid bills negatively impact employment, prices, expansion, the cost of borrowing, and opportunity. V. Businesses should not have to forfeit their profit margins to get help with their cash-flow. VI. Late-paying customers should be held accountable to their obligations in a dignified, lawful and respectful
- 29. We Are The Compliance Leader
- 30. TSI Collections Benefits • We utilize some of the most sophisticated technology in the industry. • All accounts are scrubbed for bankruptcies, recently deceased, and the National Change of Address (NCOA) database. • Accounts are skip-traced electronically to ensure we are using the most up-to-date contact information available • All accounts are initially scored and segmented before being worked. This ensures optimal results are achieved.
- 31. The Impact of Uncollected Money $1,000 $5,000 $10,000 $25,000 $50,000 $100,000 Net Profit 2% 50,000 250,000 500,000 1,250,000 2,500,000 5,000,000 3% 33,333 166,667 333,333 833,333 1,666,667 3,333,333 4% 25,000 125,000 250,000 625,000 1,250,000 2,500,000 5% 20,000 100,000 200,000 500,000 1,000,000 2,000,000 6% 16,667 83,333 166,667 416,667 833,333 1,666,667 7% 14,286 71,429 142,857 357,143 714,286 1,428,571 8% 12,500 62,500 125,000 312,500 625,000 1,250,000 9% 11,111 55,556 111,111 277,778 555,556 1,111,111 10% 10,000 50,000 100,000 250,000 500,000 1,000,000 15% 6,667 33,333 66,667 166,667 333,333 666,667 20% 5,000 25,000 50,000 125,000 250,000 500,000 IfYourUncollectedAmountis: AdditionalRevenue RequiredtoOffsetLoss
- 32. Mixed Media Create Urgency Reminder 1: Diplomatic Letter Reminder 2: Diplomatic Call This is <TSI Client Name> with a courtesy call regarding your account and a letter we recently sent you on <Date>. This message is for <Debtor Name>. Please contact us at your earliest convenience at <Phone> and reference your account number <Account>. Again, that’s <TSI Client Name> at <Phone>. Thank you for your immediate attention to this matter. To be connected directly to your creditor, press 1.
- 33. Contact 3: Diplomatic Reminder Letter Contact 4: Diplomatic Reminder Call Hello. This is not a telemarketing call. This is <TSI Client Name> calling for the second time regarding your account and a letter we recently sent you on <Date>. This message is for <Debtor Name>. Please contact us at your earliest convenience at <Phone> and reference your account number <Account>. Again, that’s <TSI Client Name> at <Phone>. Thank you for your immediate attention to this matter. To be connected to a representative, please press 1. JOE SMITH JoeSmith JOE SMITH This agency is licensed by the N Y C D epartm ent of C onsum er A ffairs. License num ber 1303526. 317a08_0613
- 34. Contact 5: Final Warning Letter Puts patient on notice that they may be subject to further Collection activity if they don’t pay now.
- 35. 42 Years of Proven Success Demand 1 Diplomatic, Intensive or Bad Check Options
- 36. Or Choose A Call Profit Recovery Call: Hello. This is an important message from Transworld Systems, a debt collection company. This is an attempt to collect a debt and any information obtained will be used for that purpose. We are calling in reference to a letter we sent you on <Date> regarding our client <TSI Client Name>. Please return the call to <TSI Client Name> at <Phone>. Again, that’s <TSI Client Name> at <Phone>. When calling please refer to your id code <Account>. Transworld Systems is a debt collection company and any information obtained will be used for that purpose. Thank you. To be connected to a representative, please press 1. . Demand 2
- 38. Or Choose A Call Profit Recovery Call: Hello. This is an important message from Transworld Systems, a debt collection company. This is an attempt to collect a debt and any information obtained will be used for that purpose. We are calling in reference to a letter we sent you on <Date> regarding our client <TSI Client Name>. Please return the call to <TSI Client Name> at <Phone>. Again, that’s <TSI Client Name> at <Phone>. When calling please refer to your id code <Account>. Transworld Systems is a debt collection company and any information obtained will be used for that purpose. Thank you. To be connected to a representative, please press 1. Demand 4
- 39. Demand 5
Editor's Notes
- Title Page [Customizable with Appointment info] “I have been looking forward to our conversation. Let’s get started…”
- “Here my objectives for this meeting” (slide content)
- (Slide content)
- (Slide content) “It is a wide variety of businesses, isn’t it?” We assist all of them with some aspect of their cash-flow.
- Ask questions and take notes.
- “Before we start talking about solutions, let’s agree on a few things..” Can we agree?
- “You have probably seen charts like this before, this one comes from the US Dept of Commerce. It show how much harder it is to collect when accounts get older. After just 90 days, 30% of your money is uncollectable. After six month 70% is gone. After a year you only have a 10% chance of collecting. Progressive businesses know that early intervention is the key to managing A-R”
- Let’s look at some headlines…. Does $31.60 sound about right to you?
- Let’s talk about the Four Payer Types. (slide content) “Do you recognize any of these types of payers?
- Slide content then “it is important to have the right response for every type of payer, that’s how you keep your cash-flow moving”
- Slide content then “can you see how five reminders coming from your office over 35 days would impact your cash-flow?”
- Slide content then “we have clients that have been using our Profit Recovery service for over 30 years, it is a powerful third-party collection tool”
- Slide content then “do you think you would want us to send thank you letters to your costumers once they pay?
- Slide content “it is nice to have professionals like these guys in your corner when you have to deal with a deliberate debtor.
- We want to right solution are the right time… at the right price. Do you have any questions about the stages?
- Slide content then... “Our services are extremely easy to use. What’s the point of having great solutions if they are too complicated to use, right?”
- S
- Show a combination of Accelerator and Profit Recovery RUR’s. Get tie-down questions answered on each. On the final report ask “have you seen enough results or would you like to see some more?”
- Show a combination of Accelerator and Profit Recovery RUR’s. Get tie-down questions answered on each. On the final report ask “have you seen enough results or would you like to see some more?”
- Show a combination of Accelerator and Profit Recovery RUR’s. Get tie-down questions answered on each. On the final report ask “have you seen enough results or would you like to see some more?”
- Show a combination of Accelerator and Profit Recovery RUR’s. Get tie-down questions answered on each. On the final report ask “have you seen enough results or would you like to see some more?”
- “To start collecting money, I need to ask you four questions…” Once you have the system size, ask “when the collections start, where do you want the money sent… a PO Box or your street address? Transition to client agreement.
- Slide content
- “Collecting money can be complicated and risky. Regulatory compliance is something you will never have to worry about as a client of Transworld Systems”
- “This is a simple worksheet that calculates the real impact of uncollected money. Let’s look at one example: If you had $10,000 in uncollected money and your business had a profit margin of 5%, it would take $200,000 in additional revenue to make up that loss. We think it is easier to get paid on the work you have already done than to try to figure our how to do an additional $200,000 in sales… what do you think?”