Business Credit Report
If you are going to Hot Wheels Sizzlers your clients any deferred payment terms, you have to do some research where you come to the conclusion that your clients can definitely honour their payment obligations to you rather than relying on a "hunch". What if the client was about to go bankrupt, would you allow extended payment terms? If you knew they were late payers, would you expect that invoice to be honoured in a timely fashion?
It is definitely sensible to find out all you can about the potential client. According to many Accounts Professionals, sales go up if you credit check because you can target the right type of prospect, and not waste time on non credit worthy prospects.
You have to be aware that 1960's toys payment terms can mean that you end up wasting time your valuable time Remco Movieland Drive-In the debts, and can this can seriously hit the pockets of any small business. It is therefore important to identify which companies you need to keep and eye on. With brand new customers, give them a 'fast start credit limit'. You give them a tiny credit limit to begin with and see how they get on. There is of cause a risk that they don't pay you. These small limits will give you the chance to evaluate the customer. You can establish normal terms once you build a good relationship with the customer or once you've done a credit check. As you then build your customer base, you need to identify the clients who are giving you the most sales. Usually 20% of your clients with give you 80% of your turnover. These are the companies that you a) need to credit check and b) monitor their credit worthiness, preferably on a daily basis.
Business Information Reports: There are numerous credit reference agencies providing credit reports on both businesses and individuals. At minimum, they should provide the following information: Full legal company details (you can not take them to court with the wrong name or address!), company accounts, Court judgements, recommended credit rating (more on this in another article) and credit limits (usually based on 30 day payment terms).Look for credit reference agencies with a full online database that deliver instant business information.
Known as a bank reference, 'status enquiry' to other banks, this is a banks assessment on whether the client can pay. The bank needs permission from the client to act as a reference, and there is normally a free chargeable. Banks will use information based on what they know about the customer, or how they have handled their bank account. The banks will use standard phrases ( Gene Marshall for your figures', 'respectable and good for your figures', 'customer not known to us for long', 'capital/resources fully employed', 'cannot speak for your figures'). If they come back with Gold Key comics other than 'good for your figures', you need to do further checks. It is in the banks interest to give good reports on their customers, so don't rely on these solely.
A bit of a clich in the credit industry, however the phrase "there's no such thing as a bad trade reference" spring to mind. Do not let the new customer bring their own references! Would you bring a bad reference to an interview? Instead, insist on contact their existing suppliers instead.
There are a few other ways in which to minimize risks, but a major rule of thumb is to keep a close eye on those top 80% of customers. Things change on a daily basis, so keep an eye on how well they pay their credit reports and even keep an eye on the media.
Mark Isaac currently works for the UKs leading href="creditreports.mistrad.co.uk">business credit report provider within the Large corporate accounts department.
