Time for creativity in commercial finance!

The impact of payment terms on the commercial return of a customer is a standard calculation well known to most sales professionals.

Net contribution simulators that allow to simulate the impact of changing agreements on transportation costs, insurance, packaging and credit terms have saved many account manager from venturing into projects with little or no net return.

The number one challenge today is not selling, but it is ensuring credit line coverage for potential deals!

Now the economy seems to pick-up in some areas and industries demand starts to rise.

But credit rating agencies such as Euler-Hermes are still sparse with trust and prefer to maintain restricted dealing conditions for the time being.

This is an ugly surprise for many sales teams.

After a long period of no or low demand significant sales volumes are within reach but can not be materialized by lack of credit line approvals.

Time for some creativity in commercial finance!

We believe that the ability to develop and offer alternative credit coverage systems will become a key decision driver in future customer decisions.

We also feel that the whole aspect of credit coverage should become an integrated part of the strategic sales process and should be integrated in customer profiling and CRM-systems.

Put differently : commercial finance is too strategic to remain the exclusive domain of financial people.

Therefore we have decided to start with a project to identify, exchange and develop alternative and existing commercial finance concepts.

We will start helping our customers to use these concepts to get their fair share of potential orders as from today.

Are you interested to participate in a peer-to-peer session on new and alternative commercial finance concepts? Click here to inform us about this.

We will get in touch with you to invite you to a session with other sales and financial people of non-competitive industries.