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


Presented by: Scott Blakeley, Esq.

Education

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


WEBINAR

***


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


 

Description

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 adicker@emailcma.org
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