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Balancing Credit Sales with Profits

Your Virtual Credit Manager

(Photo by Aziz Acharki on Unsplash ) Because Credit Policy is a part of Sales Policy, how you manage credit impacts company profits. How then does your Credit Policy affect your overall profitability? It affects the level of bad debt loss (uncollected Accounts Receivables) you suffer.

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Moving Beyond DSO

Your Virtual Credit Manager

Doesn't Account for Bad Debts : DSO doesn't differentiate between collectible and noncollectable receivables. A company may have a low DSO but still face significant losses due to bad debts. In fact, writing off bad debts will lower your DSO. Calculate the total credit sales made during the same period.

DSO 130
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Evidence It's Time to Adjust Your Collection Practices

Your Virtual Credit Manager

Use the following formula to determine your CEI: (Beginning receivables + Monthly credit sales - Ending total receivables) ÷ (Beginning receivables + Monthly credit sales - Ending current receivables). Then multiply the answer by 100 to get a percentage.

DSO 130
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Due Diligence Doesn't End with the Credit Application

Your Virtual Credit Manager

Learn More About YVCM Consulting Case Study: Portfolio Monitoring Pays Off Big-Time About 25 years ago, a credit manager I know saved his company from a seven-figure bad debt loss by monitoring the Internet on his biggest customers. We are currently offering 33 percent off our standard small business consulting rates.

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How Much Credit Should You Extend?

Your Virtual Credit Manager

Most commercial enterprises are simply not willing to continue trading without credit terms, making it difficult for any trade credit grantor to generate enough revenue to survive on cash sales. Photo by Headway on Unsplash ) While credit sales allow you to increase revenue, they also come with a downside.

Bad Debt 100
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Don't Leave Converting Sales into Cash to Chance

Your Virtual Credit Manager

The company ended up writing off millions of dollars in bad debt. Even worse, the company’s stock price was depressed because of the company’s high Days Sales Outstanding (DSO) , a common measure of AR management effectiveness. The increase in cash on hand was equivalent to four months of sales.

DSO 130
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What the Heck is Accounts Receivable Turnover?

Fundera

First, let’s start with what it is: Accounts receivable turnover is a ratio used to measure how effectively a company uses customer credit and collects payment on the resulting debt. It is calculated by taking your net credit sales divided by average accounts receivable for the tracking period.