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Accounts Payable & Receivable
Working Capital
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Objectives
1. Understand ho cash !o isgenerated.
". Understand that orking capital#anage#ent is the pri#ary toolto gain li$uidity.
%. Understand ho orking capitalcan be used as a co#petitiveadvantage.
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Accounts Payable
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nventory
'nventory represents capital that cannot beinvested elsehere in the business.(
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Accounts Payable
)evelop Partnerships
*he Parado+ o, Accounts Payable
Credit *er#s vs. Cost o, Product- evel o, in!uence
'*he ay you #anage your inventory isgoing to de/ne your de#and ,or credit(
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Accounts Receivable
Co##on sense0 usually0 its not that co##on.
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1. Use credit to increase sells.
". Use the credit & collectionsprocess to enhance custo#ersatis,action.
%. li#inate barriers topay#ent.
Credit & Collections
2est Practices
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Use credit to increase sells
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Credit0 collections &custo#er satis,action
2elieve in #aking it as easy as possible ,oryour custo#ers to de business ith you.
)ocu#ent0 co##unicate and evaluate the
credit policy. P)3 Personnel 4ervices- create co#pro#ise ith
custo#ers.
Keep it Easy
Build
Relationships
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Credit0 collections &custo#er satis,action
denti,y and eli#inate sources o,dissatis,action. Ask your custo#er ,or ,eedback.
Create custo#er5,ocused tea#s that alignthe sales and credit ,unctions.
GetFeedback
Team Work
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li#inate barriers topay#ent
asier to pay0 easier to collect-
1. 6enerate invoices that are clear and accurate.
". Accept #ethods o, pay#ent that custo#erspre,er to use.
%. Provide a single point o, contact ,or custo#erin$uiries.
o 7ranklin Covey Co.- 89: custo#er retention rate.
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Cash Conversion Cycle & W;
*i#e is #oney and <oney can by you #ore ti#e.
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