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Credit Management and Debt Collection Strategies

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Date

Time Country Venue

9AM 13/6/2017 - 13/6/2017
Malaysia Armada PJ
5PM
9AM 12/9/2017 - 12/9/2017
Malaysia Armada PJ
5PM
9AM 17/11/2017 - 17/11/2017
Malaysia Armada PJ
5PM

Overview

Packed with effective and proven to work techniques, this one-day program on Credit
Management and Debt Collection is highly interactive and uses a very useful approach in
dealing with day to day collection needs.
Collecting accounts receivable without having adequate skills of negotiation could mean
leaving money on the table. On the other hand understanding negotiations and not having the
required collection skills could reduce performance and recovery rates. For companies, a well
trained employee means optimal resource utilization, increased cash conversion, reduced
credit risk and excellent return on investment.
With an abundance of practical and engaging collection and negotiation scenarios the program
is tailored to challenge linear thinking that make the lessons practical and lasting. The program
is designed in a manner to tutor new collectors and at the same time stands as a refresher for
the more experienced.
Taught by an expert, this course is an intense workshop, yet enjoyable and very practical.

Learning Outcomes

Bad debt, the opposite of profit, unfortunately, is a part of doing business, but not something
that cannot be managed and control to a minimum thus ensure the company stays on the right

track of profitability. A better understanding of thecredit assessmentpolicy and its control

mechanism, which covers credit evaluation and credit limit review, would lay down a strong
foundation to manage your companys risks to minimize bad debts.
Collecting book debts appears to be so difficult to many people and deem uninteresting. Many
people also find collecting debts an unpleasant job, not to mention frustrating and even
complicating at times, even to senior staff. However, with the understanding of thecredit
recoverypolicy plus acquiring of the appropriate tools, strategies and techniques through
training, collecting a debt can be professionally challenging and exciting career.
WHAT YOU WILL GET FROM THIS COURSE
In this workshop, the facilitator hopes to share his 24 years of practical experience in credit
management, that isCREDIT ASSESSMENT AND RECOVERY, the 2 important components
that would outline how to carry out the roles, functions and responsibilities appropriately to
cope with the pressures, within or outside your organization, in handling professionally issues
related to debt collection and ensure the company stays on course to achieving its goals.
Understandthe meaning and reasons for Credit Management
Appreciatethe important of credit policy in defining the objectives, function and
responsibilities of credit department to achieve maximum profitability from trading.
Realisethe need of credit assessment due to selective risk-taking in the interests of
increasing overall profitability.
Establisha Collection Policy that not only ensure recovery of debts, but also provide
follow up procedures in monitoring and collection of debts

Who Must Attend

Credit Assistants, Executives & Managers

Finance, Accounts & Admin. Executives and Managers
Executives to Senior Managers
Marketing Professionals in-charge of collection

Course Details

Introduction
The origin of credit, its role and impact on the future
The Effects of Credit
The financial effects of credit on cost, profits, liquidity, and the effect of bad debts on
profits
Credit Management
What is credit management?
Its objectives
Its relationship with Sales

Credit Policy
Define guidelines governing the operation of credit department and is divided into two
parts:
Polices
Procedures
Credit Assessment
Evaluation of credit risk of customers through analyzing sources of information and
interpretation of financial statements
Covers in two parts:
Establishing Creditworthiness
Basic information sources
In-depth information sources
Credit limits and terms
Credit Limit Review
Ad hoc and on-going review of customers
Cash Collection
Three parts to effective collection
Collection Policy
6 Collection Procedures
Debt Collection Agencies
Legal Action
Planning stage, Process & remedies

Methodology

Interactive input & presentation

Case Studies
Discussions, Q&A (Question and Answer)

Course Leader

Mr. B H Soo has more than 30 years of experience, last 20 years in management level, in the
field of Credit Management. Having worked from rank to file, he has over 24 years of
hands-on field experience gathered from working in various industries; direct selling,
manufacturing, distribution and trading, and have diverse background in dealing with all types
of customers. He also spent 5 years of his working life in Sales to better understand the selling
process before returning back to credit scenario.
During his years in the field of credit, he writes up a holistic credit policy that matches the
companies specific requirements which outline the ground rules governing the operation of the
credit department, and effective implementation and execution of the policy that not only
managing the AR very well (98% collection of monthly sales by 120-150 days), but also
controlling the debtors ageing of 150 days and above category to less than 5% of the total
debtors ageing. He had also conducted many in-house training for sales personnel, sales

coordinators, and collection staff on credit procedures and debts collection.

Soo is passionate about teaching as he reckons it is his social responsibility to transfer the
knowledge and skills, he had learned and acquired over the years, back to society. He feels
that there is nothing more satisfying than being able to pass down his knowledge and
experiences to the next generation. He is therefore energetic and highly-charged when
conducting training sessions. He believes people can alter their lives by altering their
attitudes. Hence, for continuous learning, right attitude is very important.
He subscribes to the philosophy ofmy attitude is my choice. Although I cannot change my
world but I can change my attitude about it, and lives a healthier and happier life. He is also
an associate member of Malaysian Institute of Management, a committee member of
Association of Credit Management Malaysia and an affiliate member of Institute of Credit
Management (UK).

Testimonies

Before attending the course, I feel demotivated as I unable to engage with

customers. However, during the course, I learned the way how to engage with
customers. I feel more motivation and have more idea on how to engage with
customers. Overall, it is an excellent training by Mr. Soo. I personally like the topic
related to credit manage,ent and credit assessment. YH, Tan, Credit Control See Hoy
Chan Sdn Bhd

I feel there is a need to learn more on debt prevention and collection. During the
course, I got to learned what I needed which is the strategies and effectiveness of debt
collection. After the course, I feel the objective of this training is achieved. Soo is
knowledgeable and good ability to deliver the training successfully. I particularly like the topic
related to strategies of collection. Nor Azlina, Senior Associate Pos Malaysia Berhad
Before the training, I feel that I have minimal knowledge about debt collection.
However, during the course, I gained a lot of knowledge on strategies and effective to
do collection during the training. I feel the training objective was achieved. Soo has very
good knowledge on collection and he delivers the subject very well. It is a very good
training to attend. I particularly like the topic related to strategies of collection. Siti
Adiya,Senior Associate Pos Malaysia Berhad
After the course, I see the importance of credit control to a company. Soo is
very aggressive and well experience trainer. I learned about strategies of collection
through this training and all areas covered by Soo were great. Norhayati Alias, credit
controller Merck Sdn Bhd
I learned how to handle difficulties on collection when dealing with customer. After the
course, I fell how important the role as credit controller to the company. Soo has good
experience, presentable and well knowledge on credit management. I particularly like
the topic related to influential skills. Serene Chan, Senior Credit Management Executive

 Merck Sdn Bhd

Investment

Normal fee
Sign up 1 pax
Pay before course starts
MYR 1,480.00
USD 350.00
Early Bird
Sign up 1 pax
Pay 14 days before course starts
MYR 1,280.00
USD 300.00
Group Fee
Sign up 3 pax or more
Pay 14 days before course starts
MYR 1,180.00
USD 280.00

(Fee inclusive of GST, Buffet Lunch, Refreshment, Welcome Pack, Training Materials Certificate of Achievement)

Certificate
Upon successful completion of this program, you will receive a Certificate of Achievement.
Certificates are distributed on the final day of the program.

Payment mode:
1. ONLINE PAYMENT by Credit card: You can opt to register and pay online with our latest
payment integration system through our website.
2. BANK IN CHEQUE
Bank in and then scan the Bank-in slip and email to us before the course commence to confirm
your seat.
Courier your cheque payment to our Finance HQ.
*Note that we DO NOT take any payments during the event.
3. BANK IN CASH:You can also pay by cash through bank-in our company bank account.
4. Telegraphic Transfer- You can also opt to use GIRO or telegraphic transfer of payment via
international banks.