Improving Debtor Collections in times of Seasonal Cash flows for Agri Input Business
Poor harvests, fluctuating commodity prices and changing patterns of demand can cause cash shortages for farmers – the cash crunch affecting the farmers impacts the payment of dues to fertilizers, seeds, crop protections and farming implements etc players in the agricultural value chain.
The farmers operate on a seasonal cashflow and there are times when the farmer is cash-rich and others when he has little or no income.
The Agri Input companies have to be very careful while extending credit to the trade channel and have to manage timely collections because if the farmer has had a bad season than one of the first compromises is to reduce spending on farming inputs, leading to lower yields, lower future income, and a downward spiral, leading to further overdue debtors.
One of our clients in the Agri input business had a problem with overdue debtors – despite the best efforts of the sales team to collect on time.
35% of our clients debtors were overdue by more than 180 days, the client approached GGA for assistance to:
To commence the assignment, GGA requested for the detailed debtors ageing and used an analytical approach to identify the delinquent and bad paying customers, GGA categorized the customers into 4 categories:
Category |
Description |
A category |
Customers buys regularly and pays on time |
B category |
Customers buys regularly, but pays erratically and has overdue across multiple ageing buckets |
C category |
Customer has not made a purchase in the last 3 months, but still owes money to our client |
D category |
Customers where legal cases had already been filed – sec 138 etc |
Basis the above categorization – GGA made a collections strategy to address the overdue issue and focus on the delaying, discontinues and difficult customers.
The A category customers, would continue to be managed in-house by the client, while GGA would collect the overdues from the B & C category customers and Identify customers with “No Intent to Pay” Or “No ability to Pay”
For D category customers, GGA would drive out of court settlements
1. Problems identified as to why did the customers not pay on time
The farmers claimed cashflow issues – despite having a good season.
No one pays without multiple reminders, and the person who follows up first, gets paid on priority:
While visiting the customers for the collections activities we identified the following reasons, why customers do not pay, as per the agreed credit period
2. Legal cases
For legal cases, there were 2 types of customers
GGA approached the existing legal customers with an open mind, we spoke to them about their continuing potential legal liability and encouraged them for an “out of court settlement”. We did not negotiate the settlement on behalf of our client.
About 28% of the legal customers, agreed for a discussion on out of court settlements. For the balance customers, a tie up was done with a Pan India Law Firm that specializes in Recovery Suits – the law firm and GGA then worked together for issuing summons, NWW’s, Police Intervention etc.
Summary Dashboard - Legal Cases |
|||||||
In GGA Scope of Collections |
|||||||
Category |
Nos |
% |
Total |
1 to 2 |
2 to 3 |
3 to 4 Y |
> 4 Y |
Data given for Legal cases |
141 |
100% |
73,277,033 |
8,294,894 |
21,748,565 |
16,592,242 |
26,641,333 |
Amount settled - out of court and cash collected / PDC's |
40 |
28% |
12,125,283 |
3,187,522 |
4,543,311 |
2,212,228 |
2,182,222 |
Balance to be collected |
101 |
83% |
61,151,750 |
5,107,372 |
17,205,254 |
14,380,014 |
24,459,111 |
Balance not collectable (settled amount to be written off) |
40 |
38% |
27,566,502 |
3,200,041 |
7,944,211 |
6,311,131 |
10,111,119 |
Balance to be followed up |
101 |
46% |
33,585,248 |
1,907,331 |
9,261,043 |
8,068,883 |
14,347,992 |
|
|
|
|
|
|
|
|
Legal cases status - balance |
45 |
24% |
17,567,180 |
495,907 |
4,177,885 |
5,081,644 |
7,811,744 |
Alternate KYC Required - customer cannot be found |
23 |
|
8,672,229 |
91,463 |
2,133,333 |
2,124,211 |
4,323,222 |
Customers has no knowledge of the court case |
13 |
|
4,596,987 |
183,333 |
1,132,221 |
1,426,222 |
1,855,211 |
Customer ignores summons / NBW's etc |
9 |
|
4,297,964 |
221,111 |
912,331 |
1,531,211 |
1,633,311 |
|
|
|
|
|
|
|
|
Balance - Legal cases under follow up |
56 |
22% |
16,018,068 |
1,411,424 |
5,083,158 |
2,987,239 |
6,536,248 |
Forecast for settlements - decision to be taken |
21 |
12% |
8,497,619 |
408,946 |
3,372,644 |
1,865,347 |
2,850,682 |
Customer wants court case to continue |
35 |
10% |
7,520,449 |
1,002,478 |
1,710,514 |
1,121,892 |
3,685,566 |
For customers with overdues, who had ability to pay, but no intent to pay – we identified the concerned person and the client’s legal team sent them preliminary legal warning, so that the customer were made aware of our clients intention.
Some of the customers that were not taking the follow up seriously, now began to follow up to discuss payment terms.
On the rest of the customers – legal notice from the lawyers office were delivered
3. End Results of the Assignment
The assignment was for an initial period of 6 months and thereafter overdue more than 90 days would roll over to GGA for collections:
GGA submits detailed performance dashboards on a monthly basis, please see the dashboard
Summary Dashboard of a Collections Assignment - Conducted over 6 months | |||||||||
In Co Scope | In GGA Scope of Collections | ||||||||
Category | 0 to 180 | Nos | % | Total | 180 to 365 | 1 to 2 Years | 2 to 3 Years | 3 to 4 Y | > 4 Y |
Data given at the commencement of the assignment | 488,009,625 | 540 | 100% | 275,763,993 | 41,956,016 | 20,594,894 | 62,762,733 | 43,439,711 | 107,010,639 |
Amount collected in 6 months | 289 | 27% | 75,072,407 | 23,198,848 | 8,223,401 | 23,968,318 | 11,737,830 | 7,944,009 | |
Balance to be collected | 488,009,625 | 251 | 73% | 200,691,586 | 18,757,168 | 12,371,493 | 38,794,414 | 31,701,881 | 99,066,629 |
Risks of non payments / issued raised by customers | - | 165 | 60% | 164,945,613 | 5,569,399 | 8,776,863 | 32,610,340 | 27,823,186 | 90,165,826 |
Alternate KYC Required customer absconded | 70 | 68,364,624 | 101,700 | 900,845 | 9,252,899 | 7,466,857 | 50,642,324 | ||
Refuse to Pay due to issues / material dumping etc | 29 | 25,368,135 | 646,231 | 923,494 | 6,253,894 | 17,544,516 | |||
Material Return / Damage - No outstanding | 21 | 14,938,912 | 2,773,391 | 2,439,697 | 1,166,847 | 6,546,783 | 2,012,194 | ||
Schemes promised but credit not given - adjusted | - | 17 | 12,466,077 | - | 398,478 | 935,317 | 1,519,941 | 9,612,341 | |
False Billing - Sold to third Party | 10 | 8,803,925 | 567,000 | 1,204,451 | 5,155,304 | 117,466 | 1,759,705 | ||
Sales person intervention required - Material diverted | - | 11 | 16,657,808 | - | 1,136,245 | 11,152,091 | 2,884,274 | 1,485,198 | |
Other issues - details as given | 7 | 18,346,133 | 2,127,307 | 2,050,917 | 4,024,387 | 3,033,972 | 7,109,548 | ||
Balance collectable | 488,009,625 | 86 | 13% | 35,745,973 | 13,187,769 | 3,594,630 | 6,184,075 | 3,878,695 | 8,900,804 |
Forecasts for future collections | 44 | 8% | 20,909,821 | 11,112,203 | 1,408,946 | 3,672,644 | 265,347 | 4,450,682 | |
Suggested for legal cases - ability to pay but no intent to pay | 20 | 1% | 3,421,010 | 311,333 | 848,743 | 537,373 | 1,723,561 | ||
Under detailed follow up - discussions awaited | 22 | 4% | 11,415,141 | 2,075,567 | 1,874,351 | 1,662,688 | 3,075,975 | 2,726,561 |
The reasons for risks and non-payments, were analyzed, so that future risks and non- payments could be avoided.
4. Time Frame for conducting the Assignment
GGA set up a time frame for conducting the assignment, we received assurances from the management for 2 hours per month to discuss the performance dashboard
Time frame to collect the old outstandings | ||
Month | Normal process follow up for collection of overdue debtors | Focus |
1 - 30 days | Collection of data / contact details of customers / discussions with the sales team | Continuous follow up by the GGA team till the overdue invoices are collected |
Circulation of data to the customers / identifying the right person to speak with | ||
Customer visits by GGA team - telecalling and follow up commenced | ||
Payments start coming in. Customers looking into their records -especially for older years | ||
2nd - 3rd month | Payments momemtum builds up, Customers respond - already issued, disputes, will pay | |
4th month | Submission of additional information to customers, continuous follow up | |
5th - 6th month | Customers start paying for older years, push for difficult collections, legal cases etc |
5. Authority letter and introduction letter at the time of assignment commencement
To establish GGA credentials to meet the customers and talk to them about the outstanding and payments – GGA obtained an authority letter and an introduction letter (for the internal sales teams)
The format of the letters was prepared by GGA and vetted by the client’s legal team.
6. Nature of the customers who had overdue payments
For the Agri Input client, the customers were medium and small sized dealers and distributors. The business was seasonal in nature and not exclusively with our client.
The dealers and distributors were situated in Tier 2 and Tier 3 cities, smaller towns and regional mandis / locations. A few of them were in remote locations.
The invoices were large in the number, while per invoice value was low.
This resulted in a large and wide spread customer base, with high volume of invoices
7. Challenges at the time of commencement of the assignment
No assignment starts smoothly due to apprehensions regarding changes and new processes and GGA faced certain challenges prior to the signing of the agreement and for about 15 days post commencement of the assignment.
The challenge was from the sales team, as they were resisting change, as well as a third party talking / visiting their customers for collections, further they were worried about how we would be treating their customers and the feedback the customers might give about the sales process etc.
The resistance from the sales team disappeared, after 15 days due to GGA’s project management approach:
8. How did the customers view GGA as a third party – Positively OR Negatively
We are glad to say that there was no negative fallout and customers accepted GGA’s follow up processes and approach for collections
GGA’s team consists of multilingual telecallers and Regional Feet on Street Resources
– Pan India. The resources are all on the payroll of GGA and highly trained in “customer management and collections management” – they are all B2B experts.
When GGA’s team meets the dealers and distributors – after prior appointment, they take care of the following communication protocols:
There are times when the dealers / distributor does not want to talk to us, in that case we take their permission to take the relevant sales person on a conference call, so that the bonafides can be reinforced and discussions can move ahead.
9. About GGA
GGA India Private Limited (GGA) is a focused “Business to Business” Account Receivables Management Service Provider. GGA concentrates exclusively on designing, developing and implementing customized B2B debtor collections solutions for its clients.
Founded in 2002, GGA works with B2B organizations to collect from both concurrent and legacy debtors.
For any information or clarification, please contact
Gaurav Gupta
CEO Chartered Accountant
+91 98111 63422,
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