The purpose of credit management is to circumvent credit risk and maximize sales. Jiajie Technology has set up a separate credit control department since 1999, from the unity, the establishment of a credit management framework has been 4 years. How to make credit management, fine, is a continuous improvement process.
Type of credit management
Credit management is for sales services, but from some extent, it is a certain contradiction, sales staff hopes to make more sales, but strict credit management is more considered to avoid risk. From the independence of the credit control department, there are three types:
★ Sales credit management is mainly responsible for the sales department. Pure sales have almost no clear credit system, shipments and returns are entirely responsible for credit management by the business unit, without functional departments. This management model is risky and is suitable for the company's business high-speed growth and runs in a horn. However, if the industry is in the depression period, it is dangerous to take sales type credit management.
★ Financial credit management functions are affiliated to the Finance Department, the independence is very strong, and the authority is large. However, in accordance with the developed rules and regulations, although the risk will be reduced, it will also hinder the development of sales. When the company's business has reached a certain scale, high quality management is to be achieved, at this time, it is suitable for financial-oriented credit management.
★ Equilibrium This is a credit management between sales and financial types. Enterprises are willing to bear certain risks, and the sales supervisors have the right to approval some special circumstances. Enterprises hope to find balance between risks and development.
These three modes have their applicability, and no credit management system is best, and should choose credit management that matches the company's business development.
Jiajie Technology initially adopted credit management is prejudice, and after 1999, he embarked on a balanced type, and this year's constraints have been home to the financial sector will be close to the financial.
Control of capital turnover and account
The company's development account is mainly related to the following factors:
★ The company's financial strength and capital turnover goals first, the company must have a whole capital plan, grasp your financial strength. The company needs to formulate fund planning at the beginning of the year. How much fund will be put into money this year, and it is divided into each product line; determine the fund turn plan, and divide each product line, divided into the area, and then divided into customers; according to the total funds The amount and the fund turn plan planned the number of days of the account, and the area and customer allocation were performed. Many companies have caused funds to turn out, so the turnover planning of financing is critical.
★ The experience value of the entire industry puts the planned days to compare the industry experience. Although it may be more important than empirical or high or low, but most importantly depends on their own financial strength.
★ To consider capital costs, although Jiajie Technology's financial strength is very sufficient, it is necessary to consider the cost of funds in the account, to ensure your profits.
Business monitoring
Jiajie's business monitoring personnel are configured by the sales volume of the branch, basically 20 million sales scale, estimated that there are 50 ~ 60 customers, need to be equipped with 2 to 3 people to monitor.
In the IT industry, there are a lot of overspecnation, and it is generally possible to be a procedure problem for payment within 1 week. However, more than 1 week is abnormal, so the management and collection of specified receivables and the homing system of special people are very important.
Jiajie Technology is divided into four grades of professionalism in accordance with the severity of the overclock:
Generally, overtime (15 days or less) - credit supervisor and sales manager responsible
Severe overtime (more than 15 days) - credit manager involvement
Account (over-term 30 days) - credit manager and general manager
Severe accounts (over 60 days) - If there is no return, then the lawyer sued
Once the customer has an overclosure, the supply of the customer is stopped immediately, and automatically enters the glow process.
Credit management tool
Jiajie Technology uses ERP and RAM for credit management. Deng Bai Risk Assessment Management System (RAM) is a powerful credit management system that helps users get a complete understanding of customer group risk through computer systems. Jia Jie believes that the management platform is very professional, the biggest advantage is to obtain consistency information on a unified platform, which has chart analysis for each customer and can automatically collect data. I used to make an assessment for half a month, and now I only take 5 minutes.
The system is very powerful to the customer's evaluation, analysis, and printed letters (increasing). Although the investment of RAM is very high, it is worth it, because the current bad debt, the fraud is more and more, this input is necessary. In particular, the company's customers more than 1,000 should consider using the system.
Differences between massive and value-added business credit management
Jiajie Technology's massive and value-added groups are different, and the management methods adopted are not the same. The massive business is mostly wholesale, and the value is based on the project, so credit management is also separate.
Massive business is focused on the rhythm of turnover, and we must speed up the sales and return pace.
Value value, focusing on the follow-up of the project, emphasizing the "contract, keeping credit", once the two parties signed a contract, the credit line is also different from different items.
All departments have the regulations of the number of days, although the specific to each customer is different, but it has to meet the company's turnover requirements for massive groups and value-added groups.
Jiajie Technology and Hua Jie's cooperation Huajie proud and Jiajie Technology have had many years of cooperation. In the past, the cooperation between the two parties is relatively happy. Although Huajie proud is a few times, but it is not serious. Until later, he suddenly had a jump ticket (empty check), so, Jiajie Technology did not hesitate to stop the credit line of Huajie proud. From then on, Huajie proud seems to start sincere cooperation, and each single pays on time, no arrears. So Jiajie slowly gave him a certain amount, I didn't expect, for a few days, his old fairy made a few days, and started the ticket, so this time Jiajie resolutely stopped his credit line, and The previous account began to get rid of, telling him, if you don't pay back, immediately sue ...
In the meantime, Huajie arrived at the Tiantian once again named Hui Tianying, the sales staff of Jiajie Technology requested that the shipments said: "This is a new company." But the traffic control department has mastered the trend of Huajie proudian, so I refused Shipment. The sales staff said: "Many manufacturers are working with him, why can't we?"
"No, because he already has a few short check records." "The authorities of the authorities are organized.
"He is just due to the problem of capital turnover."
"If you don't have it, you can't work with him."
After a few days, I happened that IT is also a sensation after IT II Yue Guang launched.
Jiajie Technology has also successfully avoided the loss of bad debts.
Therefore, the credit management personnel can't have a softness in front of the risk, and every step is very cautious, there is a feeling of thin ice. Several comments from Huajie proud of the sky can also be seen. If the credit is a little lacking in some way, the consequences are unimaginable.
