Transcript Document

BPIF – Networking For Printers Forum
Credit Risk Management Procedures
Solutions for Health & Wealth of your Business
Presented by: Richard Miller – IRC Europe
International Risk Consultants (Europe) Ltd is a division of the R K Harrison Group
IRC Overview
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Established in 1993, International Risk Consultants (Europe) Limited (IRC) is now
one of the largest specialist credit and political risk brokers in the UK.
Staff of 50 with over 850 years of experience and knowledge.
Offices in London, Glasgow, Leeds and Birmingham.
With traditional values, we hold personal services, loyalty and high ethical
standards at the core of everything we do for our clients.
Clients use us as a resource that they can draw upon to enable them to grow and
trade effectively both at home and overseas.
Our people work in close knit teams but with a national presence and skills to find
the best possible solutions for our clients.
We utilise our strong relationships with insurance companies and our position in
the broking market for the benefit of our clients.
From November 2007, IRC were proud to become a subsidiary of RK Harrison
Holdings Ltd.
International Risk Consultants (Europe) Ltd is a division of the R K Harrison Group
Current Situation
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In these volatile and uncertain economic times, we have seen an evident
movement in claims.
Within our client base we have seen a 36.68% increase in the number of claims in
the first eight months of 2008, compared to the same period in 2007.
Credit Insurance claims increased by 58% to £97m in the third quarter of 2008
and by 34% year on year* (*Source: ABI)
Insures continue to respond to applications for insurance on individual merits.
Euler Hermes receives 30,000 applications per month. Approx 80% get a positive
response.
In the first three months of 2008, company administrations stood at 858, 54%
higher than the previous three months, according to Insolvency Service statistics.
Rising energy and food prices, decreasing consumer confidence, falling house
prices and increasing restrictions on the availability of capital will all contribute to
the number of business failures in 2009.
As we enter into recession we face an uncertain and unprecedented future.
International Risk Consultants (Europe) Ltd is a division of the R K Harrison Group
Credit Management
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Some effective steps you can take to enhance your management:
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Maintain a regular, open and honest dialogue with your customers and ask them
to provide you with as much information as they can on their business.
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Always get credit checks and references for new customers but also regularly
update them for existing customers.
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Have clear credit control procedures and a credit control manual, available to
anyone in the business. Make sure your employees abide by them at all times.
Ensure that your customers understand them. Include a reminder with your
invoice and ensure your invoices are correct and checked to make sure all
relevant information about the purchase and job are include to reduce any
ambiguity.
International Risk Consultants (Europe) Ltd is a division of the R K Harrison Group
Credit Management
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Monitor your debtors list every day and implement your credit control procedures
without delay.
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Cash flow is the life blood of a business. By reducing your terms of payments
could ensure a quicker payment. Specify your terms as "payment received"
rather than payment sent.
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Invoices seem to get lost in the post or never received, this delays payment to
you. A way to reduce this is to call your customer before any invoice is due and
ask them for confirmation that they received their latest order.
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Always include "retention of title" clauses in your contracts to increase your
chances of getting back your unused products.
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Don't be afraid to call your customers if payments are late. It is your money and
due to you.
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Never extend credit terms beyond the original terms without good reason and
without reference to someone else in your organisation to agree as well.
International Risk Consultants (Europe) Ltd is a division of the R K Harrison Group
What is Credit Insurance?
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Credit insurance protects against insolvency, non-payment or protracted default,
by offering balance sheet protection against the effects that often result from a
large bad debt or indeed a number of smaller debts.
In addition, policies also provide a number of benefits by way of company
financial data and information, industry data and collection services.
Trade debtors represent, in some cases, up to 40% of a company’s assets. This
is, in some cases, the largest asset on a balance sheet and often is unprotected,
unlike the usual assets of property, contents and people.
Credit insurance comes in many different forms:
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Whole Turnover/Multi Buyer – Covering all buyers
Top Account – Covers the largest accounts only (80% of turnover from 20% of buyers)
Single Risk – Covers a single buyer only
Domestic/Export – Both or either type of trading can be covered
Political Risk – Cover actions by foreign governments
International Risk Consultants (Europe) Ltd is a division of the R K Harrison Group
The Advantages of Credit Insurance
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Profit and cash flow liquidity protection.
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Rapid cash flow replacement in the event of a claim.
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Promotes risk avoidance by focusing credit control upon problem accounts.
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More informed position when making commercial decisions to promote and
enhance sales growth and potential.
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Access to the financial history and credit worthiness of potential buyers.
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Credit management is enhanced as cash flow improved and “days sales”
outstanding are reduced.
International Risk Consultants (Europe) Ltd is a division of the R K Harrison Group
The Advantages of Credit Insurance
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Lines of finance are made more accessible and borrowing capabilities are
enhanced by the increased security.
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Bad debt reserves can be reduced therefore freeing up capital to reinvest.
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Longer terms of payment can be offered to win a contract.
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Payment solutions can be negotiated when a debtor hits cash flow problems to
trade them out of financial difficulties.
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By the very nature of the pricing and policy structure, the cost of a credit
insurance policy is infinitely less than the cost of the risk.
International Risk Consultants (Europe) Ltd is a division of the R K Harrison Group
The Role of IRC in the BPIF Financial Alliance
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We are the link between the insurance market and the BPIF members providing
advice and guidance to them and working intricately with them to find the best
possible solutions however complex.
Pre-market assessment. Engage with members to assess the risks they are
facing and build a policy structure to present to the market.
Comprehensive market consultation. Working with all our insurers to ensure
the best possible cover and competitive pricing structure are obtained.
Day to day service. With dedicated points of contact we are always available to
handle enquiries and amendments and keep members informed of changes that
may effect their policy performance.
Claims Mediation. In partnership with members we provide continual advice and
efficient pro-active negotiations with insurers to create the best possible
settlement.
We also provide other business support tools, such as; Training, Compliance and
Soft Auditing
International Risk Consultants (Europe) Ltd is a division of the R K Harrison Group
Member Benefits
• Access to one of the largest specialist credit insurance brokers in
the UK
• Exclusive insurance programmes
• Access to a dedicated panel of high quality insurers
• A client support team dedicated to the BPIF
• Visibility – IRC attendance at BPIF events – the ability to ask
questions and get the answers your business needs
• Providing informative literature and updates
• Professional advice
International Risk Consultants (Europe) Ltd is a division of the R K Harrison Group
Conclusion
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Solutions for the health and wealth of your business:
• Information - Get as much information on your buyers and their financial
capabilities as you can
• Protection - Make sure your business is adequately covered against bad
debt and protect your cash flow
• Advice – Wherever possible always seek professional advice
• Get the basics right! – Follow your basic financial management steps
• Discipline – Don’t deviate from your credit control procedures
International Risk Consultants (Europe) Ltd is a division of the R K Harrison Group
Any Questions?
International Risk Consultants (Europe) Ltd is a division of the R K Harrison Group
Contact Details
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For further information please see our website www.irc-group.eu.com
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Alternatively please contact:
Richard Miller
Business Development Broker
Tel: 020 7456 7957
Mob: 07792 941407
Email: [email protected]
International Risk Consultants (Europe) Ltd
52 Leadenhall Street
London
EC3A 2BJ
International Risk Consultants (Europe) Ltd is a division of the R K Harrison Group