Download - 5 andriy sichka commercial
EFFECTIVE CREDIT FUNCTIONAndriy SICHKAAssociation of Credit for Central and Eastern EuropeDevelopment Director
London, October 6th 2015
© A. Sichka Consulting. 2015 2
BENEFITS
increase of sales and profits
easier access to financing
improved customer service
© A. Sichka Consulting. 2015 4
KEY PROPERTIES
company
products
customer
payments
credit
any imbalance is bad
credit helps, but does not sell
loss of a sale = bad debt
© A. Sichka Consulting. 2015 6
PROCESS
termlimit
securitysetup
balanceaging
validitycontrol
reconcileresolveremind
assurance
© A. Sichka Consulting. 2015 7
CREDIT STRATEGY
strategy financing capacity
credit risk market position
CREDIT
© A. Sichka Consulting. 2015 8
QUALITIES OF EFFECTIVE CREDIT FUNCTION
incomplete fragmented
no credit risk no setup
controllership incompatible
© A. Sichka Consulting. 2015 9
QUALITIES OF EFFECTIVE CREDIT FUNCTION
commercial focus compatibility
pro-activity integrity