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Strategies for Dealing with Term Push Back: When Customers Dictate Their Terms

Presented by: Scott Blakeley, Esq.


June 6, 2019
11:00 AM to 12:00 PM PST



Price: $29 for CMA members, $79 for non CMA members



Credit teams are witnessing more customers disregard supplier-set terms and unilaterally extending these terms with a so-called terms pushback strategy (TPS). While TPS allows the customer to preserve working capital, improve cash flow and grow inventory, the supplier's DSO and profit margin suffers. A key metric for the customer's finance team is now days payable outstanding. In this webinar, Scott Blakeley, Esq., will discuss:


• TPS and Trade Credit (Trade credit as driver of the economy; Large companies sitting on record cash holdings but increasing the days to pay suppliers; Customers stretching supplier terms to preserve cash and fill working capital gaps; Customers extending payables has become a best practice)


• Added Reasons for TPS (Customer benchmarking, customer mergers, international influence and positive TPS press)


• Key TPS Metrics (Cash conversion cycle, days payables outstanding, days sales outstanding, and days inventory outstanding)


• Supplier Strategy for Dealing with TPS, including cannot single out terms, Robinson-Patman, two price lists, contract controls, loan covenants, credit insurance, early-pay discount, annual volume rebate


• Supply-Chain Finance and Dynamic Discount Options


If you extend credit terms to customers, you need to attend this session!


Presenter Bio:

Scott Blakeley, esq., is a partner at Blakeley LLP and a frequent CMA contributor.

For More Information Contact:
Alan Dicker (323) 5730840-0
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