The end of the year is approaching, and the payment has become a top priority for many enterprises. Instead of passively dealing with the payment problem every year, it is better to improve the relevant sales and payment system to make the payment more secure and the operating profit of the enterprise more secure. \x0d\ Four major problems of enterprise payment \x0d\ 1, bad debts and bad debts. Because salesmen or enterprises lack judgment on customers, they can't visit customers regularly and maintain their status, and they can't clearly understand their business status. Some customers closed down because of poor management, and some evaporated overnight, so that the account could not be recovered smoothly. \x0d\ 2。 The collection period is long. Because the enterprise presses the goods for the channel, it usually gives the customer a payment period of 1-2 months. During this period, if the payment cannot be recovered in time, it will seriously affect the normal capital operation of the enterprise, which is the case in Boss Huang. \x0d\ Other channels occupy most of the enterprise's funds because of the long settlement cycle. For example, KA shops, hotels and so on. \x0d\ Goods distribution strategies such as credit sale, loading and unloading. In order to expand the market share, some enterprises in some cases adopt the way of selling on credit or distributing goods, resulting in serious channel occupation of funds. \x0d\ 3, salesman or enterprise factors. Due to the personal factors of salespeople, they earn more commissions for personal gain and promise to customers at will, which leads to customers' lack of trust in the enterprise and obstacles in payment. Before, one of Mr. Huang's salesmen promised to give customers a corresponding discount in order to complete his personal performance, but the company didn't have this discount, which caused the promise to be unfulfilled, which seriously hit the enthusiasm of customers and caused some customers to delay payment on purpose. \x0d\ Poor service and lack of active service awareness of some enterprises are also important reasons for the difficulty in payment. For example, in the peak season of sales, due to the shortage of products, some customers lack customer care, which leads to untimely delivery and delayed promotion rebate, which leads to customer dissatisfaction, thus deliberately making things difficult at checkout. \x0d\ 4。 Deferred payment and requested support. Some customers rely on their own superior channel resources and ask for support from enterprises, which cannot be met in time. These customers drag down the enterprise by delaying payment. \x0d\ Three Precautions \x0d\ When most enterprises solve the above problems, they usually think of collecting and solving them long after the problems occur and when enterprises need to withdraw funds. As a result, the energy, material resources and manpower of enterprises are seriously overdrawn, and the capital chain is even more tense. For example, about 1/3 of the funds encountered by Mr. Huang are occupied by channels. If it can be effectively controlled in advance, can the above problems be avoided? \x0d\ According to relevant statistics, 70% of the default risk can be prevented by implementing prior management (before delivery); Implementing process management (from delivery to contract payment due) can avoid 35% default; Post-event management (after default) can recover 4 1% of the default loss; Implementing comprehensive control can reduce bad debts and bad debts by 80%. It can be seen from the above statistics that most risks are caused by improper control before delivery. The risk control and management at this stage is relatively simple, with much lower cost and the best effect. However, the recovery of arrears is much more complicated and the cost is higher. Therefore, we should pay attention to prior management and control the risk of default in credit sales. \x0d\ 1。 Pre-management \x0d\ Establish customer credit files, and evaluate and rate customer credit. Collect customer data and related files in advance, and analyze them on this basis to fully understand the customer's financial situation, market network, sales ability, organization and management. In this way, when making trading decisions, you can avoid the hidden danger of paying risks for the future because of insufficient information. \x0d\ Formulate policies to encourage customers to actively pay back the money. The most effective way to urge customers to pay better is to take material inducement to realize payment. The usual practice is to set a settlement date. Anyone who pays back the money according to the agreed time can be rewarded with certain points or given preferential sales policies, or make some concessions on rebates; Or to repay the money voluntarily within the specified time, you can give a kind of reward, or give a special discount on after-sales service to stimulate the enthusiasm of customers to pay and speed up the collection of payment. \x0d\ 2。 Process management \x0d\ Establish a dynamic account tracking management system. The credit management of customers should adopt a dynamic management method, that is, according to the previous cooperation, the credit status of customers should be re-evaluated regularly, and the credit policy and sales policy should be adjusted in time according to the evaluation results. Among them, account tracking analysis and aging analysis are two important links. It is best to conduct monthly evaluation, quarterly inspection and annual inspection to ensure that enterprises can know the credit trend of each customer in time, identify customers with high value and high credit, eliminate customers with poor credit and low value, and minimize the loss rate of bad debts. \x0d\ Regular reconciliation. The enterprise issues a statement to the customer every month, and after confirming that the payment amount is correct, both parties stamp it for approval, forming a legally binding document. In order to avoid the snowballing phenomenon of bad debts and bad debts of accounts receivable, it is necessary to formulate a set of standardized and regular reconciliation system. \x0d\ Strengthen service and establish good customer relationship. If an enterprise wants to pay back the money better, it must be able to provide customers with good services, such as timely logistics distribution, internal management and external operation to give customers guidance and services, so as to obtain customer satisfaction and praise. By strengthening the service concept and consciousness, customers can't find the reason for defaulting on payment, and then avoid the problem of payment. Good customer relationship is also a powerful guarantee for the smooth settlement of payment. \x0d\ 3。 Skills in managing debt collection after the event are required. To recover the payment, we should adjust our mentality in the early stage and kick the door when collecting money. Complete vouchers and clear accounts should be prepared before collection, and key personnel who pay debts should be familiar with the methods commonly used by customers and be prepared to deal with them. When dealing with customers, you should have a correct attitude, be reasonable, favorable and restrained, be neither humble nor supercilious, overwhelm each other with momentum, convince each other with sufficient reasons, and be careful not to freeze the relationship. \x0d\ Assist customers to sell products. Sometimes customers don't want to pay back the money, but the product sales are not good, which affects the payment. At this time, enterprises can often get good results by helping customers analyze the market, introducing corresponding promotion policies and planning promotion plans with manufacturers. \x0d\ Let customers form the habit of timely payment. In order to urge customers to pay in time, business personnel of enterprises should collect money in time. The difficulty of collection depends on the time of default rather than the amount of compensation. Research shows that the time of overdue payment is inversely proportional to the average success rate of collection. If the customer insists on not paying, it is necessary to consider whether the cooperation will drag on more and more, control the delivery in a planned way, gradually reduce the receivable payment, and force the customer to pay off all the debts as soon as possible by out-of-stock when necessary. \x0d\ Multi-party control \x0d\ In addition to the above effective pre-control of customer accounts collection, pressure should also be exerted on business personnel when formulating relevant policies to stimulate them to actively collect customer accounts. For another example, not long ago, when we pressed the goods, it was clearly required that the salesman's performance commission should be linked to the amount of payment. Only when the target of pressing goods is achieved and the customer achievement rate reaches 80% will it be included in the salesman's commission, otherwise it will be considered invalid. With the introduction of this measure, the salesman's enthusiasm for payment has been significantly improved, and the achievement rate has dropped slightly, but the customer's payment rate has increased year-on-year. In the past, although the achievement rate of accounts was also linked to the performance of sales staff, it was not clearly linked to the economic interests of sales staff, so the recovery rate of accounts was very low in many cases, which had affected the normal capital operation of enterprises. \x0d\ By the end of the year, the long-standing problem of account recovery still puzzles many enterprises. The author hopes to inspire more enterprises through this article, help them to do a good job in the prevention and control of account recovery in the coming year, and make the development of enterprises more smooth.