How Should Children'S Shoes Industry Cope With The Surge Of Accounts Receivable?

"A few years ago, when an enterprise opened an order, the agent would ask" how much did you sell? "But in the past two years, most of the agents met" how much you owe ".

Recently, a child in Jinjiang

In the dialogue between the owner and reporters, a rather helpless joke made a predicament for the whole industry.

According to statistics from people in the industry, in 2011, at least 3 billion yuan of accounts receivable for children's footwear industry in Quanzhou had not been recovered. Over the past year, the problem of accounts receivable still tested children's shoes enterprises, and decided whether many enterprises could smoothly cross the "year pass" in 2013.

Zero threshold franchise

Increase enterprise risk

"Franchised stores join zero inventories, get goods free, sell them for money again, and bring them free."

This is the investment conditions of a children's shoe enterprise in Jinjiang.

In fact, the expansion of the market in this way is not just an enterprise. Search for children's shoes and franchisee on Baidu is not a word "zero join, zero margin, zero inventory".

"Zero threshold" in the form of rapid expansion of terminal channels at the same time, will inevitably increase business risk, such as sharp increase in financial pressure, terminal digestion capacity is not enough, a lot of arrears of goods and so on.

Good dog operation deputy general Luo Zheng Ming said.

In recent two years, the aggressive sales policies adopted by children's shoes enterprises in order to quickly seize the market and expand terminal channels, including shelving, rentals and even "full distribution", have hidden dangers for the continuous increase of accounts receivable.

It is understood that the mainland's first listed consumer goods company in Hongkong, Dr. frog has caused rapid increase in accounts receivable, causing investors to worry, resulting in a sharp drop in share prices.

Analysts at the baby industry research center said: "a large number of goods will be pressed into the channels and give more relaxed payment policies than last year. These radical new sales policies have led to a surge in accounts receivable to a certain extent."

Lack of information management for agent performance

The industry believes that behind the zero cost distribution of children's shoes industry, there is also a brand out of strategic considerations. It may be aimed at opening up the situation and expanding the terminal to enhance the brand influence through the support of powerful funds, when the industry has not yet formed an absolute leader.

However, many children's shoes enterprises neglect their management ability to the terminal.

"A lot of enterprises are still extensive management mode at present. How many goods are sold by agents, how many products are there, what kind of products are there?

In this case, when the agent is asked to return the money, how much can it get back to the brand? "

Kasiron chairman Ding Canyang said.

Because of this, Ding Canyang spent millions of dollars last year on the first set of ERP systems in the children's shoes industry. "It is to accurately grasp the sales figures of the terminal, how many goods the dealer has sold, and how many goods there are in the warehouse, which can be clear at a glance, which can better guide production and urge agents to return money."

However, although the idea is beautiful, it is difficult to carry out it.

"A year, many agents are reluctant to go to the system. They are worried about being supervised by the headquarters. Some of them are on the system, but do not know how to operate them."

Ding Canyang said, "I don't see it," he said, "a look of horror." after the data networking, I found it.

It has already been insolvent, for example, it owed 2 million 800 thousand yuan to the company, but the goods and goods sold in the warehouse add up to only 2 million 100 thousand yuan.

Payment schedule monitoring

Start with order

And the headache problem of Quanzhou children's shoes enterprises has been dealt with well in children's shoes and children's clothing enterprises in Guangdong area. The key reason is that Guangdong enterprises began to strictly control the progress of money collection at the ordering stage.

Li Xiaolin, a marketing expert in the industry, told reporters that Guangdong children's shoes enterprises are the same as Quanzhou enterprises in the two quarter of a year, but generally require agents to pay 30% deposit.

"For example, the agent ordered 1 million yuan of goods, according to 60 percent off take the goods, the payment is 400 thousand yuan, when ordering, you must pay 120 thousand yuan deposit.

In the delivery time, and then according to the delivery schedule, deduct the corresponding deposit each time, and make up the remaining money, insist on cash in stock.

In addition, in the credit line, Guangdong enterprises generally only provide credit lines to better performing agents, or agents who set up shop in shopping malls, because the goods in the mall are directly returned to the company account.

"Quanzhou.

Enterprises also adopt this approach, the key is the executive power and the impact of the industry environment.

Li Xiaolin said that in order to solve the problem of accounts receivable, the key is to prevent the problem. In addition, it can also combine the leading enterprises in the industry to create a healthy competition environment.