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What Do We Do With Customers Who Change Their Debts?

2009/4/13 13:31:00 42099

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Have you ever encountered the following situation?

A distributor of A has not been with the company for half a year.

business

There was no repayment, and the arrears accumulated to 15000 yuan.

When the company tried to recover the arrears of the customer, the dealer put forward the idea of continuing the business, but the sum of the previous and this payment should be divided into two settlement, one is the end of the year, the other is the first quarter of the next year, otherwise, no payment will be given.

Obviously, the dealer is acting shamelessly!

When the company conducts an internal discussion, the business department's opinion on this matter is: "if you want to recover all the money from the dealer, you will have to continue your business. If you do not do business, you will not be able to recover all the money."

After listening to the general manager, he issued his opinion: "the customer is obviously in the

Repudiate

At present, accounts receivable should be 15000 yuan. If we continue to carry out business, we should ask for a remittance for each shipment, and the arrears should be gradually settled. There are two points to pay attention to. First, we must sign a repayment agreement and have an account of the previous payment. Two, we must establish a new economic contract to clarify the responsibilities of both parties and prevent them from being trapped.

A few days later, the salesman of the company negotiated with the customer on the basis of the meaning of the general manager. The result was that the client paid 5000 yuan in payment and signed a repayment agreement and entered into a new economic contract.

A's business manager saw the contract and wrote his own opinion on the contract. The client had some sincerity and could deliver the goods.

When the general manager carefully examined the repayment agreement and the economic contract, he felt the following problems: first, the "repayment agreement" actually contained 5000 yuan in the amount of money. Then, is the repayment agreement established? And the arrears are still divided into two settlements, one is the end of the year, the other is the first quarter of the coming year. Two, the terms of payment of the contract are very clear, and the payment must be returned after 70% days, but the repayment agreement is ten thousand yuan at the end of the year.

It is not difficult to see that the repayment agreement and the contract are contradictory. What is the implementation of the repayment agreement or the implementation of the new contract?

The general manager told the manager of the business department: "the arrears and the payment must be separated from each other, and can not be mixed into a contract. If the arrears are owed, it is necessary to make a repayment agreement clearly. At the same time, the payment of the goods should also be made in detail. Otherwise, the company's loan will only be in a mess. It will be very bad for collecting debts."

How did you know that the manager of the business department suddenly came up with a sentence: "we can ask for this.

Customer

But customers may not accept it. Besides, customers may switch to other businesses. "

The general manager was so dumb at hearing this statement that he didn't know how to match it.

Case comment

Suppliers are often more wrong.

Most people will find out whether the mistake is caused by others when a mistake occurs. When a bad account occurs, the enterprise naturally thinks that the other party is not paying attention to the other party. It is reasonable to say this, but can we see how much we have done in this debt incident? If we really want to say who is right or wrong, I think the supplier's mistake is always greater. The reasons are as follows:

1, there are major loopholes in customer management.

The other party is in arrears and has not placed an order for 6 months, which means that it has been more than 6 months since it was defaulted. Imagine that a customer who is in debt has not been in touch with you for 6 months, and you are ignorant! Who do you say is wrong? You don't care about your accounts receivable. Who should care?

2, there is no correct understanding of accounts receivable.

In arrears for 6 months, the salesmen will be sent to the house to collect them, and they will be dealt with by routine procedures. They should know that the accounts receivable owed to 6 months and the accounts receivable which have just happened are of different nature. The accounts which have been owed for 6 months have changed from the ordinary accounts receivable to the "problem accounts". If they are handled in a regular way, they will only give the debtor a feeling that the creditors do not pay attention to this matter, and I can still drag on for several more months.

3, there is no debt collection policy.

Send a member to the door, but not prepared before; you will find that the door-to-door chasing of debt is usually relatively passive, because the role of contradictions, coupled with no prior preparation, and a complete set of exact implementation of the chase steps, will be taken by the debtors, along with the conditions put forward by the debt.

4, the ability to protect ourselves by law is not enough.

When a company sells goods on credit sale, the only document that proves the creditor's right is the documents and contracts signed by both sides. You will find that the salesperson of the company has no risk awareness to the business manager. He has deliberately neglected the problems of "risk and law" in order to complete the task. In fact, this is also due to the lack of training in the company's risk and law.

5, the company does not have "risk management culture".

You will find that the whole article focuses on how to recover.

Payment for goods

The company is suddenly concerned about the account receivable from top to bottom, and the debt should not be recovered. The reason for this phenomenon is that the company does not have a "risk mechanism". When the crisis comes, it will become a mess. This is the case for the manager and the client to work together to collect money. If customers do not supply, the customer will change.

How can we minimize the damage?

"Business is not gambling, but control process!" we know that "risk" can not be avoided. "No risk" is impossible. So what we can do is to control risk as low as possible or within acceptable limits.

So when we sell goods on credit, we must prepare for bad debts. What should we do when bad debts happen? How can we minimize the damage?

It is impracticable to ask for "zero bad debt rate". We should allow a certain amount of bad debts to exist so that we can adopt a more aggressive sales policy and a more flexible sales method. We should think that all goods can be recovered. But we have to think about how much we will pay for the full cost of goods recovery. How much will we pay for it? Is it worth it?

How can we repay debts?

What is the most important thing for customers to say "no"? The most important thing is to set up a risk mechanism (on credit sale is a credit sale management system). Do not attempt to control 100% of the accounts receivable, as long as we can control 80% of the accounts receivable. We control 80% of the accounts receivable, which means that our enterprises can survive and will not be bankrupted by any arrears.

business

In decision making, we are as flexible as Pao Ding Jie Niu! When we get rid of customers again, we will not be so passive. We can say "no" loudly.

Editor in chief: Du Jun