Abe WalkingBear Sanchez
Most businesses selling on the basis of payment
at a later date are missing the boat. They still view the function of
approving credit sales and managing A/R as being an accounting thing.
They think of it as a cost center, a pain and as one CEO put it "as the
ugly step child of accounting." They're missing out on one heck of an
opportunity to improve their profitability.
When asked why they incur the additional
administrative expenses, the cost of time and money and the risk of
potential losses that go with extending credit; business executives
answer in the following ways:
- Customers require that the product/service be provided, and that they be given time to ensure they received what they ordered, and be given time to process the bill…and if credit isn't extended, The Sale is Lost.
- Customers need time to add value and sell to their own customers. They need time to collect their own A/R; and if credit isn't extended, The Sale is Lost.
- Competitors extend credit terms and if they don't, The Sale is Lost.
Profit System
Properly understood and carried out, the job
of making new credit sales and managing A/R involves interfacing with
just about every aspect of a business. Properly understood and carried
out, this area of business can provide constructive and invaluable
feedback on where things can be improved. TQM from the back of the
parade.
Our copyrighted seminar differs from any other program offered on the
topic of Credit Sales and A/R Management. Rather than thinking of the
process as being one of risk management we view it as a profit
enhancement process.
Seminar Highlights
- People forget Why they're in business
- What is credit ?
- How credit can BEST contribute to profitability
- Maximizing Sales / Minimizing Risks
- Facilitating Payment / The Billing Process
- Completion of the Sale
- Keeping customers current and buying
- Identifying and controlling losses
- Business process opportunity reports
- Sanchez Inverted Pyramid Past Due Model
- The 4 Step Sales Model
- Building Customer Loyalty
- REAL TIME-ON TIME Customer Service
- People Requirements
- Reports and Analysis
- Profit Oriented Performance Measurements
For More Information or to check on date availability
Contact: Pam Willis
(719) 276-0595
Abe WalkingBear Sanchez is the first visionary leader of the profit centered credit and collection movement. Considered the leading practitioner in the field, he is the developer of the copyrighted Profit System of Credit and Collection Management, a unique and well proven set of methodologies recognized as the most significant [r]evolution in credit management in the last 50 years.
Founder and President of A/R Management Group, Inc., Abe is a frequently published author and is featured in several training videos. A hard hitting and fast paced speaker, Abe brings life and energy to a critical business function whose true potential has yet to be realized by most businesses.
TEC (The Executive Committee), "Inc." Magazine Annual Business Conference, CU (Denver), CSU (Ft. Collins), Texas A&M, IBM, NASFT, PEI, BCFM, RAB, STAFDA, WIMA, ISD, PIDA, Rain Bird, Johnstone Supply, The Southern Wholesalers Association, Western Suppliers Association, Len Busch Roses, W.H. Bass, La Farge Gypsum, Ohio Florists Assn., Nursery Supplies Inc., Touchstone/2000 Software are but a few of the groups, schools, companies and associations for whom Abe has conducted programs.