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1 . KPI'S FOR CREDIT (AND SALES )?

The ICTF International Credit Professionals Symposium in Europe BEST PRACTICES AND IDEAS EXCHANGE FORUM PANEL DISCUSSION October 10, 2016. 1 . KPI'S FOR CREDIT (AND SALES )?

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1 . KPI'S FOR CREDIT (AND SALES )?

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  1. The ICTF International Credit Professionals Symposium in EuropeBEST PRACTICES AND IDEAS EXCHANGE FORUM PANEL DISCUSSIONOctober 10, 2016

  2. 1. KPI'S FOR CREDIT (AND SALES)? Can the Forum share any thoughts and ideas about the KPI's to set for a Collections team and, possibly, for both Sales and Credit Management teams combined?

  3. 2. CREDIT METRICS/KPI'S What are the key Credit Metrics/KPI's that are used and understood by all stakeholders in members’ organisations and why?

  4. 3. RAISING THE BAR AT OUR CREDIT CENTRES How are members with Credit Centres raising the bar beyond their original remit in motivating Centre staff and minimising turnover?

  5. 4. THE MANAGEMENT OF A GLOBAL CREDIT POLICY How do other businesses manage a Global Credit Policy when they have many locations around the world? Is there a single Policy or do they allow adjustments regionally and, if so, what type of adjustments? • QWIZDOM • We have a Global Credit Policy and no Regional adjustments are permitted • We have a Global Credit Policy with appropriate Regional adjustments permitted • We work with Regional Credit Policies

  6. 5. PROACTIVE CREDIT MANAGEMENT What is the Forum's opinion on using proactive Credit Management actions as a collection tool; i.e. making alert calls and approaching customers before Invoices are due for payment? QWIZDOM We employ pro-active Credit Management prior to Invoices falling due We employ pro-active Credit Management, but only after Invoices fall due

  7. 6. EVOLUTION OF THE CREDIT ANALYST'S ROLE How has the role of the Credit Analyst changed in the past 5 years and how would members describe the impact of Credit Insurers on the Credit Analyst's function?

  8. QWIZDOM • We offer Financing Programmes to our customers • We do not currently offer Financing Programmes to our customers, but would consider doing so in the future • We do not offer Financing Programmes and would not consider doing so in the future 7. FINANCING PROGRAMMES Do delegates offer Financing Programmes to their customers and, if so, which Banks do they typically work with and in what countries?

  9. 8. NO FINANCIALS How do delegates handle a business case where no financials are available with which to perform a credit assessment on a new and/or existing customer?

  10. 9. REQUESTS FOR EXTENDED PAYMENT TERMS Over the past few months some of our customers have been asking for – and unfortunately receiving – an extension to our payment terms from, typically, 60 to 90 or 120 days. These requests have come principally from US customers who have traditionally paid at 30 to 60 days maximum. Are delegates aware of any factoring company currently willing to 'finance' US$ receivables? I have been unable to find one in my domestic market of France.

  11. QWIZDOM We have experienced requests from the US for increased payment terms in the past six months We have experienced requests for increased payment terms from a wider sphere of markets in the past six months We have experienced no requests for increased payment terms in the past six months

  12. 10. CREDIT COLLECTIONS PACKAGES USED GLOBALLY Is anyone successfully using a Credit and Collections Package globally that operates across multiple platforms? Particularly, how do you handle the different Asian countries characteristics?

  13. 11. NEW PAYMENT METHODS Does the Conference have any experience with new payment methods such as mobile payments in the B2B environment?

  14. 12. BANK PAYMENT OBLIGATIONS (BPO'S) – PROGRESS REPORT Can delegates share any experiences with BPO's? Are they becoming more widely used and do they offer the same security as a Letter of Credit? QWIZDOM We have used BPO's We have not used BPO's, but expect to do so in the future We have not used BPO's and do not expect to do so in the future

  15. 13. BANK AVALISED DRAFTS – SHARED EXPERIENCES Can members share their experiences with Bank Avalised Drafts? My understanding is that prior to order release the Seller should get a commitment from their Customer's bank that the Draft will be avalised upon presentation. How does that work?

  16. 14. CROSS BORDER DIRECT DEBITS – RESISTANCE IN SEPA Do members apply cross-border Direct Debits in the Single Euro Payments Area (SEPA) and do they encounter resistance from customers in doing so? QWIZDOM We use cross-border DD's within SEPA We have not used cross-border DD's within SEPA, but expect to do so in the future We have not used cross-border DD's within SEPA and do not expect to do so in the future

  17. 15. TRADE FINANCE OPERATIONS SOFTWARE What kind of software are members using for their Trade Finance Operations; Letter of Credit, Documentary Collections, etc?

  18. 16. INTERNAL CREDIT RATINGS/SCORING Can delegates share their experiences of the latest developments as they relate to the internal credit rating/scoring of customers and the migration of external ratings tools into internal systems? How are such ratings kept up to date?

  19. 17. CREDIT IT INFRASTRUCTURE Do members typically use off-the-shelf credit management modules in their ERP systems or do they customise/build their own stand-alone systems specific to their business models? What do they see as the benefits and drawbacks of both approaches based on their experiences of either?

  20. 18. INCREASED ONLINE PRESENTATIONS AND, PERHAPS, ESSDOCS a. Have delegates experienced an increased necessity to think about the digitalisation of documents and online presentations? b. Has anyone ever used Essdocs? I understand that it's a paperless trade solution and I'd be interested if anyone is currently using them? If so, could they share their experiences?

  21. 19. BENCHMARKING DATA Can anyone recommend where I can obtain credit benchmarking data, such as 'percentage debt overdue for more than 30 days (or other time frame)', 'the difference between days given and days taken' and 'the percentage of debt written off versus total sales'?

  22. 20. LEGAL INFORMATION ON CLAW BACKS We have a need for legal information on Claw Backs; the recovery of money paid out previously. Is anyone aware of where this might publicly be available? • QWIZDOM • Claw Backs play a fundamental role in our business • Claw Backs play no role for us

  23. 21. COLLECTIONS AND THE SOCIAL MEDIA Do any Forum members use Social Media as a collection tool; Twitter, Facebook, etc?

  24. 22. THE FORMAT FOR EMAILED INVOICES IN THE EUROZONE We are a US company looking for an invoicing tool for our European sites that will not use A4. There is some concern from our European team that their customers may expect A4 pdf's and thus I would be grateful for any advice.

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