Acccount Receivable Rev
Acccount Receivable Rev
Acccount Receivable Rev
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Accounts Receivable and
Inventory Management
Credit and Collection
Policies
Analyzing the Credit
Applicant
Inventory Management and
Control
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Credit and Collection
Policies of the Firm
Quality of Length of
Trade Account Credit Period
(1) Average
Collection Period
(2) Bad-debt
Losses
(piutang tak tertagih)
Firm
Possible Cash Collection
Discount Program
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Credit Standards
Credit Standards -- The minimum quality
of credit worthiness of a credit applicant
that is acceptable to the firm.
Why lower the firm’s credit standards?
The financial manager should continually
lower the firm’s credit standards as long as
profitability from the change exceeds the
extra costs generated by the additional
receivables.
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Credit Standards
Costs arising from relaxing
credit standards
A larger credit department
Additional clerical work
Servicing additional accounts
Bad-debt losses
Opportunity costs
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Example of Relaxing
Credit Standards
Basket Wonders is not operating at full capacity
and wants to determine if a relaxation of their
credit standards will enhance profitability.
The firm is currently producing a single
product with variable costs of $20 and selling
price of $25. Contib. Margin = selling price
– variable cost
Relaxing credit standards is not expected to
affect current customer payment habits.
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Example of Relaxing
Credit Standards
Additional annual credit sales of $120,000 and an
average collection period for new accounts of 3
months is expected.
The before-tax opportunity cost for each dollar of
funds “tied-up” in additional receivables is 20%.
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Example of Relaxing
Credit Standards
Profitability of ($5 contribution 25-20=5) x (4,800 units 120.000 : 25 =
4.800) = 5 x 4.800 = 24.000
profitability of additional sales $24,000
Quality of Length of
Trade Account Credit Period
(1) Average
Collection Period
(2) Bad-debt
Losses
Firm
Possible Cash Collection
Discount Program
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Credit Terms
Credit Terms -- Specify the length of time
over which credit is extended to a customer
and the discount, if any, given for early
payment. For example, “2/10, net 30.”
Credit Period -- The total length of time over
which credit is extended to a customer to pay
a bill. For example, “net 30” requires full
payment to the firm within 30 days from the
invoice date.
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Example of Relaxing
the Credit Period
Basket Wonders is considering changing its credit
period from “net 30” (which has resulted in 12 A/R
360:30m=12 “Turns” per year) to “net 60” (which is
expected to result in 6 A/R 360:60=6 “Turns” per year).
The firm is currently producing a single product
with variable costs of $20 and a selling price of
$25.
Additional annual credit sales of $250,000 from new
customers are forecasted, in addition to the current
$2 million in annual credit sales. the new credit
sales = 2 million + 250.000 = 2.250.000
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Example of Relaxing
the Credit Period
The before-tax opportunity cost for each dollar
of funds “tied-up” in additional receivables is
20%.
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Example of Relaxing
the Credit Period
Profitability of ($5 contribution)x(10,000 units
250.000 : 25) =
additional sales $50,000
Additional ($250,000 sales) / (6 Turns) =
receivables $41,667
Investment in add. ($20/$25) x ($41,667) =
receivables (new sales) $33,334
Previous ($2,000,000 sales) / (12 Turns) =
receivable level $166,667
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Example of Relaxing
the Credit Period
New ($2,000,000 sales) / (6 Turns =
NEW RUNS) =
receivable level $333,333
Quality of Length of
Trade Account Credit Period
(1) Average
Collection Period
(2) Bad-debt
Losses
Firm
Possible Cash Collection
Discount Program
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Credit Terms
Cash Discount Period -- The period of time
during which a cash discount can be taken for
early payment. For example, “2/10” allows a
cash discount in the first 10 days from the
invoice date.
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Example of Using
the Cash Discount
Receivable lev. annuals sales ($5,000,000 sales) / old (6
Turns) =
(Original) $833,333
Receivable level ($5,000,000 sales) / (9 Turns) =
(New) $555,556
Reduction of $833,333 - $555,556 =
investment in A/R $277,777
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Example of Using the
Cash Discount
Pre-tax cost of .02 x .3 x annuals sales $5,000,000 =
the cash discount $30,000.
Pre-tax opp. savings (20% opp. cost) x $277,777 =
on reduction in A/R $55,555.
Quality of Length of
Trade Account Credit Period
(1) Average
Collection Period
(2) Bad-debt
Losses
Firm
Possible Cash Collection
Discount Program
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Default Risk and
Bad-Debt Losses
Present
Policy Policy A Policy B
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Default Risk and
Bad-Debt Losses
Policy A Policy B
1. Additional sales $600,000 $300,000
2. Profitability: (20% contribution) x (1) 120,000 60,000
3. Add. bad-debt losses: (1) x (bad-debt %) 60,000 54,000
4. Add. receivables: (1) / (New Rec. Turns) 100,000 75,000
5. Inv. in add. receivables: (.80) x (4) 80,000 60,000
6. Required before-tax return on
additional investment: (5) x (20%) 16,000 12,000
7. Additional bad-debt losses +
additional required return: (3) + (6) 76,000 66,000
Bad-Debt Losses
Phone calls
Personal visits Saturation
Point
Legal action
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Collection Expenditures
Analyzing the
Credit Applicant
Obtaining information on the
credit applicant significant
material level
Analyzing this information to
determine the applicant’s
creditworthiness
Making the credit decision
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Sources of Information
The company must weigh the amount
of information needed versus the time
and expense required.
required
Financial statements
Credit ratings and reports
Bank checking
Trade checking
Company’s own experience
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Credit Analysis
A credit analyst is likely to utilize
information regarding:
the financial statements of the firm
(ratio analysis)
the character of the company
the character of management
the financial strength of the firm
other individual issues specific to the
firm
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Sequential
Investigation Process
The cost of investigation (determining
the type and amount of information
collected) is balanced against the
expected profit from an order.
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Sample Investigation
Process Flow Chart (Part A)
Pending Order
Bad
Stage 1
$5 Cost
No past credit Yes
Reject
experience
* For previous customers only a Dun & Bradstreet reference book check.
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Sample Investigation
Process Flow Chart (Part B)
Credit rating
“limited” and/or other Yes
damaging information
Reject
unearthed?
No
Credit rating
No “fair” and/or other
Accept close to maximum
“line of credit”?
Yes
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Sample Investigation
Process Flow Chart (Part C)
Accept Reject
Accept, only upon
domestic irrevocable
letter of credit (L/C)**
** That is, the credit of a bank is substituted for customer’s credit.
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Other Credit
Decision Issues
Credit-scoring System -- A system used to
decide whether to grant credit by assigning
numerical scores to various characteristics
related to creditworthiness.