Credit Management, Collections and Control of Accounts
- Certificate Course -
(3 Days plus an examination)                                                       

Manage the credit your business extends. Don’t let it be your downfall. Today’s competitive business environment           
dictates that to stay ahead your business will have to extend more credit. To do this you need the tools of the trade to successfully assess and collect your accounts, both old and new. Most credit courses concentrate on the theory behind credit.  This course will provide you with the practical answers to your daily problems.  

Module 1 – 5 February 2010 -   Credit Management                                                
The credit and business process:
Costs and profits of business
Characteristics of credit
The ten major steps in the trading process
Credit policies
The key elements of a credit policy  
The objectives of the credit policy
The use made of the credit policy    
1. The credit application
2. The credit assessment function
3. The credit control function
4. The credit collection function
5. The reporting functions of the credit department

Bad debt warning signals
Spotting changes in payment patterns
Subtle warnings from slow payers
Implications of not assessing your debtors in terms of the new legislation

Dealing with fraudulent debtors
Categories for non-payers:
1.  The criminal debtor - How the confidence trick works
2.  You are at the bottom of their list
3.  Crises generated non-payers
4.  The host of minor reasons 

How to handle non- and late payers
Locating debtors who disappear
The organization of the credit department Types of organization structures
Developing an organization structure
Improving existing organization
Developing plans

Collecting overdue accounts- The effect of the new National Credit Act
Courses of action – detailed steps to take
Collecting by telephone
Litigation – steps to take before commencing an action

Module 2  - 12 February 2010  -  Control of Accounts 

The credit department /sales department relationship
Bridging the gap between sales and credit
Practical examples, suggestions, discussion, and correspondence

The cost of credit
Interest rates as per the new legislation
The cost of credit
The cost of writing off bad debt
The debtors days calculation
The cost of interest on money
The reconciliation of accounts Construction of accounts
Methodology utilized Reconstruction of accounts
Practical exercises

Module 3 – 19 February 2010 – Collection of Accounts

The credit control process – Rights of debtors in
terms of the National Credit Act
Legal entities
Credit application forms – compliance with the Act Correct assessment of credit
Financial statements
Advanced telephone skills
Advanced telephone etiquette
The body of the call
Controlling the telephone call
How to deal with voice mail
Understanding the person you are talking to
Advanced client profiling
Exercise
How to handle non and late payers
Collection techniques
Pre-call planning
Know the account status
Golden rules for effective use of the telephone
Procedures to be followed when collecting debt
Collecting difficult debt
“Excellent Service” environment
Relative values of words, voice, etc.
Bad debt warning signals
The fastest way of sorting a query
Getting the money in
How does the debtor assign strategies?
How to negotiate terms and collect money
Re-evaluate credit agreements
Acknowledgements of debt
Letters of demand
Litigation

Examination
27 February 2010
09:00 – 11:00
 

Who should attend
Credit Controllers, Credit Managers, Financial Controllers and Management.
Presented by The Credit and Cheque Specialist
David Rosin is a law graduate of the University of the Witwatersrand. He was responsible for introducing Veri-cheque into South Africa and was its managing director. David has presented courses for the last eighteen years nationally and internationally on legal, credit, collection, and management topics, and is a dynamic speaker and trainer.
John Downie is an economics graduate of the University of London.  John has extensive credit experience and was, until recently, the credit manager of 3M.  John presently lectures to credit students at Damelin College.
Accredited by the Services Seta as an institution delivering quality education and training in line with the criteria specified by SAQA.

Where      
7th Floor, JCC House, cnr Empire Rd & Owl St, Milpark

Bookings
Pam Freeman Tel: 726-5300 Fax: 482-2000 / 482-6914

Time: 08:30-15:30 (Registration 08:00)

How much: R3 599 members, R3 999 non-members

Parking:  (R30.00 – not included in fee) Access to Garden Court-Afripark underground parking on service road opposite Garden Court Holiday Inn entrance.

When: (1 Module per session)
FRIDAY, 5 FEBRUARY, FRIDAY, 12 FEBRUARY, FRIDAY, 19 FEBRUARY  & 27 FEBRUARY 2010 EXAM

In house training on request