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SALES FINANCE

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by

gülşah akonat

on 13 May 2015

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Transcript of SALES FINANCE

RECEIVABLE
LIMITS
SALES FINANCE
RECEIVABLE MANAGEMENT
WAREHOUSE
Gulsah Akonat
Seda Türkyılmaz
Arda Igneci
Seckin Aygul

Serdar Pesen
Ulas Elcı
Ceyhun Dıler

CREDITS
RECEIVABLE
315 K Invoice Control (m)
Stock Count (w)
3000 ISF Contract Control (m)
300 SR's Account&Fraud Control (d)
4 mTL CIT Process (d)
695 Customer Reconcilation (m)

TMR/SR
DM/RM /SPV
Ret-Com
Distributors
23 mTL DSS Limits
Campaign Reconcilation with 27 Dists
45 mTL LoG
17 mTL Additional Term Campaign
Stock Days control
Distributors Cash Flow
DSO
Bonus&Hubfee
Credit Committee
Price & New Brand



CONTRIBUTION

DM/RM/SPV
Distributors
Ret-Com
Treasury
Marketing Finance


Aging (d)
Overdue Control (d)
Weekly Collection
Write-off & Bad Debt
AR Forecast
DDS Control
FOM - SAP integration (d)
CIT&Sales Account Control
NKA Customers Reconcilation




FOM
SAP
FA & Treasury
DM/SPV
Ret-com
IT


Total
24

FACTORY
IDC
301 SR
5.6 mTL (daily)
147 mTL (monthly)
4 mTL cash collection (d)
1.6 mTL credit card (d)
CIT_108
1.7 mTL (d)
45 mTL (m)

10.8 mTL (d)
280 mTL (m)
Daily CIT
16.5 mTL
NKA
DISTRIBUTOR
DAILY RECEIVABLE 165 mTL
DIRECT EFFECT ON CASH FLOW
DDS
BAT Sales 450 mTL
AR 160 mTL
Dist Sales 270 mTL
Dist AR 128 mTL
%100
%100
%60
%80
270 mTL under guarantee
OTIF collection guarantee
Control and Manage;


Daily 235 mTL limits
Bank integration daily
30 mTL blocked credit by bank daily
DDS/Limits effect on sales operation



OVERDUE
Control and follow-up
1 mTL in&out overdue
NKA&LKA 700KTL
Totally 1.7 mTL
Daily
BAT Overdue
Low Overdue, 15 KTL penalty fee (m)
High CollectionPerformance
Low Write-off
Positive Contribution to DSO
WC effectiveness
CREDITS
FINANCE
Hulya Yılmaz
Asia : Izzet & Fılız
Europe: Semıh & Dogan
Adana: Yılmaz & Selda
Izmır: Kubılay & Ezgı
Kocaeli: Ozer
Ankara: Serkan & Gulsum
Antalya: Aysun & Mustafa
Bursa: Mesut & Gulsum

TM&D
WAREHOUSE
Natali Hallaçyan
Key Issues
13.000 Retailers DSS
62.000 Retailers Dist

47 mTL Sales BAT
145 mTL Sales Dist
No Security
IN&OUT
BLACKLIST
WRITE-OFF
15-60 Days Control
5 days overdue, no credit
6300 customers
No collection more than 30 days
48 KTL w/o - 175 KTL bad debt
Total 223 KTL (YTD)
0.04% of NTO
0.01% of GTO
1mTL in&out ovuerdue (d)
2% of NTO
0.25% of GTO
700KTL overdue (d)
1.40% of NTO
0.18% of GTO
OTHER CUSTOMERS
Strong customers in the market
Nielsen points
Capricious
No communication tendency

Problem with reconciliation
Follow-up issues for overdue




14% SOM 2013
1% in BAT
SR/SPV/RM
SF
DM
HoT
MFC
FD
CASH
CASH
CASH
SALES
SALES
SALES
AR Key Drivers:
Dist Sales,
81% of AR
Unpredictable
Overdue,
Unpredictable
Actual vs Target
DIRECT EFFECT ON CASH FLOW

SR
IDCs
RETAILERS
SAFE BOX
WAREHOUSE
CASH & CC
STOCK
INVOICE
CASH
STOCK
RETURN
TIME
SR
A Retailer
B Retailer
200 TL collected
400 TL collected
500 TL
Safe Box
100 TL missing
SR Fraud
Warehouse Accountant
Daily SR's balance
control
Daily Invoice Control
Signature
Cachet
Deposit slip
Credit card slip


SR
A Retailer
B Retailer
6 ct
4 ct
Van
12 ct stock
2 ct (to be delivered)
1 ct
Stock Missing

3 ct
Stock Surplus
SR Fraud
Sales without inv.
Tax loss

SR Fraud
Fake invoices
Reputation issue on retailer
Control
WA (daily/monthly)
WH-SPV (daily)
1 retailer, 9 minutes
40 retailers, visit daily 6 hours
Road&lunch 2 hours

Total 8 hours

Office left at 07.00
Estimated return time
15.00-15.30




Late arriving SRs to be investigated
SR Fraud
Need time for stock,cash and invoice rearrangments
Inefficient route
More than 40 retailers
Incorrectly planned route
SR related issues
New joined
Personal life problems
Performance problems

Monthly monitoring
Daily 4mTL cash
SRs
Sales Finance
Sales Finance
CIT process is monitered by WA daily
Weekly Stock Count
ISF
Yearly 40 mTL ISF budget
35 K retailers
TMR
RM
contract
WA
Financial
Accounting
invoice
Discount
CREDIT TERM
DSO
WORKING CAPITAL EFFECT
SALES SPLIT
DISTRIBUTOR MANAGEMENT
In&out Trend

35% In&out
31% Credit Card
34% Cash
DSS
Dist-DSS
22.5 mTL in&out limits
43.6 mTL LoG
151 mTL in&out limits
Retailers 7 days
NKA 14&30 days
Distributor 12 days
Master Collection Day 10
Actual Collection Day 12
Credit Card Sales Trend %
In&out Sales Trend %
Last 12 days
THANK YOU
2.7mTL cc cost (y)
= AR / GTO * 30
Constant
Variable
Manageable
Unpredictable
Overdue
Credit Term
Shipment Split
45%
WORKING CAPITAL CYCLE
RAW MATERIAL
FINISHED
GOODS
CASH
PURCHASE
COLLECTION
PRODUCTION
SALES

DAY DSO , mTL CASH RELEASE
Term Campaigns
Operational Cash Flow
DSO
Overdue
Additional Term
Sales Split
Credit Card Sales Trend
Stock Days

SUGGESTIONS
EVALUATION
CONTROLS
Financialy Stable Distributors
FINANCE
SALES FINANCE
TM&D
GROWTH
PRODUCTIVITY
WINNING
ORGANISATION
SUSTAINABILITY
DISTRIBUTORS
1 TEAM 1 DREAM
UNIVERSE
5.6 bTL
+
3.2 bTL
GTO 8.8 bTL
CR 60%
SOM 44.25%
CR 75%
SOM 31.21%
CR 69%
SOM 18.78%
Media Player
( Marmara DM)
&
Case Study
30 minutes
Media Player
( DDM & Owner of Samsun Dist.)
&
Case Study
30 minutes
Full transcript