Introduction
Let us first look at a set of scenarios:
A shoes business owners: Financial Manager earlier report, arrears regional agents this month total has more than 2 million a. This is the largest since the company was founded amount of arrears. Currently the company account cash is tight, do not fully recover arrears, 20 million yuan at the end of the shoe material costs have to be paid big problem. Sales Manager agents have a written report on the progress of the back section last month, plans to cash 10 million yuan, the back section can actually only 4.5 million yuan, reached a rate of less than 50% dunning, payment task this month, the What are the key breakthrough agents find ah?
A director of marketing shoes enterprises: soon to open winter product orders, the marketing department has not yet submitted a credit support program in each region. Including several regions of Shanxi, Guangdong, Sichuan and other agents have been previously given themselves to the phone, expressing a strong desire to want to give financial credit headquarters strongly supported. It seems like everyone's reasons are sufficient: Shanxi agents stressed that he is just last year to expand new markets, market infrastructure is poor, of course,jordan shoes, should help one. Guangdong agents showed himself as the company's first sales market, ordering a large contribution to the big, give financial support granted. Sichuan agents made since next year the company hopes the Sichuan region full potential, and that the new outlets to expand the existing network operators and image rectification into a huge upgrade of course, there is no financial credit support how headquarters could do? Public that goes, rational woman and she said, demand exceeds supply, which in the end should focus on support ah?
Enterprise Sales Manager A shoes: boss issued last month payment plan, the actual completion poorly. Themselves individually sent to all regional agents fax, phone individually, Dunning effect is obvious. Regional agents now have become the Oil Stick to loaned twenty years before their business trip, etc. go back and handle, or complained that the terminal is not timely payment franchisees own shop advance payment are not forthcoming, and some, This is all very straightforward: no money, do have a lot of inventory, see the headquarters can help deal with what ...... Dunning this thing really is not a human doing, thankless, two bullied! Dunning estimated the intensity of this month and also overweight, and that bitterness coming when he will head ah!
............
more than one set of clips, I believe many are Chinese brands of shoes and apparel industry staged. It outlines the current operational challenges prevalent shoes and apparel industry - the back section has been to maintain the healthy development of shoes and apparel industry a top priority for 2009, cash flow has been decided to dress enterprises core issues of life and death in 2009.
greatest contribution futures model shoes and apparel industry, that big batch of shoes and apparel brand fast, fast derive a number of regional agents, the fast-growing number of terminal franchisee. In this fast bigger, the rapid industry growth process, shoes manufacturers borrow credit sales model strongly support regional agents bigger and stronger, regional agents to borrow credit sales model strongly support the terminal franchisee bigger and stronger, credit sales model The potential risk of being overshadowed by a great situation. Under China's overall economic growth rate slowed in the background, shoes and apparel industry because before With the rapid development of credit sales model overshadowed channel excess inventory, excess debt issues channels started quickly surfaced, and surprising speed in the industry brewing, fermentation, spread and worsen.
If in 2009 the peak of the Spring collection of accounts receivable, accounts receivable that bear the huge pressure of shoes and apparel brand companies still receiving weak, then in March 2009 the beginning of fall and winter goods orders will be around, it is likely to become a turning point in its ability to survive. Because cash flow is difficult to continue, brand corporate cash flow will be blocked even exhausted, normal relationships with industry chain upstream raw material supplier or OEM manufacturers will be in jeopardy, some brands of daily operations will be very difficult, or even lead to brand building subversion.
2009 Cash is king!
Current Status articles
Situation receivables recycling shoes and apparel brand regional agents:
a, brand companies - loans out of control, receivables weakness
as also futures, futures also lost!
I was in publication in March 2008, "Raiders sports brand marketing roadmap," a text, specifically analyzed the pros and cons of shoes and apparel industry futures model. It is mentioned that the biggest drawbacks of Chinese shoes and apparel brands directly reflects the current futures model is, because the lead time of 6-9 months in advance, resulting in brands, regional agents and terminal franchisees common problem of long-term sales forecasts, a direct result of regional agents and terminal franchisees serious backlog of inventory problems. The brands futures pattern corresponding to rigid production schedule, the mandatory requirements of the regional agents and terminal franchisees ignore the actual market sales, passive acceptance futures brands actually delivered the goods.
a direct consequence of their brands futures orders for the Co-ordination generally lack the ability to lead is: like when production on what time of production, thinking about what time of delivery to delivery. No tight docking operations planning constraints, so often appear unable to schedule delivery, late delivery, lack of delivery, lack of color breaking yards, over-quarter shipments and other drawbacks. For example, a total of four color models often only a first color models off the assembly line, the other color models until twenty days after the assembly line, similar problems abound. Loss of sales due to lack of orders to meet the rate futures caused, shoes industry estimated that at least 30 percent more than the amount of annual orders.
ordering patterns around the futures and credit sales model, concomitant regional agents of various types of accounts receivable problems also surfaced one by one.
(a) non-standard credit management system
The first is to determine the credit limits one nobody knows for sure. When the overall credit limits? What are the key support area? How to assess the cash demand gap in different regions? How much of each regional agents granted credit? Almost all of these decisions by the boss himself racking our brains. This decision can not say there is no basis, but this is based on science and rationality, the cash flow has been in front of the regional agents increase day by day accounts receivable and brands increasingly tense, marked with a big question mark.
MissingCredit warning mechanism adds to the difficulty of credit control. Under what conditions should stop shipments to regional agents? Under what circumstances, should step up to the regional collection agency? For what kind of regional agents need to carry out a financial audit? For what kind of regional agents must conduct litigation rights? How to take preventive measures, the financial risk nipped in the bud, you need a set of early warning mechanisms for regional agents credit receivables. The status quo is the attitude of many brands of credit early warning mechanism, or feel futile, or that use up trouble. So we is not hard to understand, between the boss and the regional agents pay attention buddy emotional atmosphere prevails,Newest jordans, brand business capital safety in jeopardy, and gradually fall.
Agents back section(two) brand enterprises and regional mutual shipments stuck
In each ordering, the brands will be based on the amount of futures orders for regional agents identified, issued a certain percentage of the performance bond futures, as much as 30%, ranging from 10%. Because some brands of clothing using Waixiejiagong mode, mandatory fee for apparel goods margin. Ordinarily,cheap shoes, futures margin brands confiscated intention is to urge regional agents quarter full and complete discharge of futures orders. Regional agents executed only when a shipment of this product last quarter, futures orders, when the pen can be used to offset the purchase price. The reality is that when a large cargo ship in the first quarter of each product, as subjective or objective reasons, brand companies are always relaxed capital requirements for regional agents intentionally or unintentionally, will be pre-paid by the regional agency Futures margin offset the payment of the first large cargo shipments. In this sense,jordans for sale, the so-called performance bond futures has degenerated into prepaid brands will lose responsibility for regional agents futures performance constraints chips.
Whenever regional agents credit cap, brand enterprises to regional agents ultimatum: no payment, no delivery. Regional agents to destabilize brands: no shipping, no payment. It is precisely because of the number of prospective brands weakness - once the order after confirmation in accordance with regional agents futures orders for production assembly line, the actual delivery of goods to carry out the scope of cross-regional transfers has been very limited, or even impossible to adjust, so the area Agents have the clout and brand business game. Because clothing goods seasonal and pandemic stronger brands will be more difficult to schedule shipments stuck clothing goods.
(three) brand business collection business chaos
If combing brands receivables collection process, divided into bookkeeping - Reconciliation - Set a monthly payment plan - Dunning four main aspects of the work. We look at the current one by one aspect of actual performance:
billing forms are not standardized: the first is a loan nobody knows for sure, bookkeeping is a mess. Accounts receivable have taken on a monthly basis, but also quarter end, or set a fixed billing period. New payment arrears and current management awareness lack of aging before confounding together, aging analysis will become empty words, for different regional agents occupy the amount of funds and capital efficiency of brands can never judge.
reconciliation program execution is not in place: regular monthly reconciliation between talking and regional agents, the norm should be a breeze. Is this the norm in many Chinese shoes enterprises inside, every month I continue to do, but it does not seem easy to do right. Limited number of financial staff shortages, frequent changes in the financial sector and the business sector working poor coordination, and can not do a lot of shoes and apparel companies and agents in each region between regular monthly reconciliation, sustainable reconciliation. The consequences is direct: Monthly shipments of regional agents, the amount of payment and arrears statistics inaccurate, reporting is not timely, and the error over time, a large number of accounts receivable may have disarray, Tao is unknown. Dunning basis so confused accounts of its efficiency and effectiveness can be imagined.
monthly payment plan and stock inventory work out of touch: the monthly payment indicators is common practice, the brand business owners feel this time funds are tight, take a look at what customers owed more, it issued a back section index, account below people to Dunning. As for how to structure these regional agents inventory? Aging arrears how long? Can regional franchisees and terminal agents reimbursement tune? These problems seem to range brand business owners are not considered. This monthly payment plan,jordans shoes, cold or even regional agents suffered conflict, is not surprising.
Dunning link functions and gesture dislocation: Who is responsible for the effective recovery of accounts receivable? In many shoes and apparel enterprises inside, a reminder of what is generally given to the two types of people: Sales Order Processing department heads and boss. Sales Order Processing department heads dealing with routine tasks Dunning monthly payment, usually take the "seeking" attitude, pray regional agents mercifully, accommodation clearance. Boss to deal with a shortage of funds unconventional Dunning juncture, usually taken "pressure" attitude, forcing the region to fully cooperate with the agents, the deadline play money. Rely on these two types of people Dunning, will finance department and sales department placed reminders outside of work, in fact, this business has a reminder function orientation dislocation, has lost the initiative Dunning work; take "seeking "or" pressure "attitude of these two reminders, the same brands have misplaced gesture of cooperation, in large confusion between the brands and the regional agents fish and water blend, cooperative alliances common destiny.
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