{"id":1988,"date":"2022-08-01T16:50:26","date_gmt":"2022-08-01T16:50:26","guid":{"rendered":"https:\/\/trustedadvisor.ro\/?p=1988"},"modified":"2022-08-01T16:50:26","modified_gmt":"2022-08-01T16:50:26","slug":"cum-gestionam-creditul-comercial-in-vremuri-inflationiste","status":"publish","type":"post","link":"https:\/\/trustedadvisor.ro\/en\/2022\/08\/01\/cum-gestionam-creditul-comercial-in-vremuri-inflationiste\/","title":{"rendered":"Cum gestion\u0103m creditul comercial \u00een vremuri infla\u021bioniste"},"content":{"rendered":"<p>\u00cen Rom\u00e2nia, creditul comercial a fost \u00een cre\u0219tere, din dou\u0103 motive:<\/p>\n<ul>\n<li>este accesibil \u0219i flexibil<\/li>\n<li>foarte multe afaceri nu sunt bancabile, adic\u0103 nu sunt finan\u021babile de c\u0103tre o institu\u021bie financiar\u0103.<\/li>\n<\/ul>\n<p>Dac\u0103 \u00een 2007 raportul \u00eentre creditul comercial \u0219i cel bancar era 2.19, \u00een 2017 acesta a crescut la 3 \u0219i durata medie de \u00eencasare a crean\u021belor aproape s-a dublat (de la 60 la 112 zile). <strong>Av\u00e2nd \u00een vedere infla\u021bia, creditul comercial impacteaz\u0103 semnificativ rezultatul financiar<\/strong>.<\/p>\n<p><strong>\u00a0\u00cen calitate de furnizor, IMM-urile au o provocare real\u0103 pe subiectul gestion\u0103rii crean\u021belor<\/strong>, \u0219i pot spune din experien\u021b\u0103 c\u0103 am v\u0103zut multe afaceri \u00een cre\u0219tere, cople\u0219ite de aceast\u0103 activitate, lipsit\u0103 de structur\u0103 \u0219i procedurare, dar \u0219i de un mod de implementare solid.<\/p>\n<p>Implementarea Politicii de Management al Creditului Comercial este<strong> obligatorie<\/strong>\u00a0\u00een orice afacere care are bani \u00een pia\u021b\u0103, din dou\u0103 perspective principale:<\/p>\n<ol>\n<li><strong>Orice \u00eentarziere \u00een colectare pune presiune pe <u>cash-flow<\/u><\/strong>. Decalajele pot duce la blocaj dac\u0103 nu exist\u0103 o &#8220;rezerv\u0103&#8221; \u00een cash-flow, pe metoda pruden\u021bei, pe baza experien\u021bei ajustate cu condi\u021biile actuale. Acest punct are un impact important pentru companiile care au un ciclu de conversie a banilor negativ (care \u00ee\u0219i pl\u0103tesc mai repede furnizorii dec\u00e2t reu\u0219esc s\u0103 \u00eencaseze de la clien\u021bi). Dac\u0103 avem un capital de lucru gre\u0219it dimensionat \/ la limita finan\u021b\u0103rii disponibile este necesar s\u0103 implement\u0103m un cash-flow dinamic, ajustat \u00een timp real, pe principii de materialitate.\u00a0Monitorizarea permanent\u0103 a comportamentului de plat\u0103 al clien\u021bilor este o component\u0103 a activit\u0103\u021bii de management al creditului comercial.\u00a0Aceasta se face \u00eempreun\u0103 de c\u0103tre responsabilul de credit management, \u00eempreun\u0103 cu agen\u021bii de v\u00e2nz\u0103ri sau responsabilul comercial, care aduc informa\u021bie actualizat\u0103 din teren, \u00een mod proactiv.<\/li>\n<li><strong>Orice incident \u00een colectare pune presiune pe<u> rezultat<\/u><\/strong>. Din experien\u021ba noastr\u0103, \u00een bilan\u021burile IMM-urilor exist\u0103 linii de crean\u021be-clien\u021bi incerte, care ar trebui eliminate, prin constituirea de provizioane, adic\u0103 recunoa\u0219terea cheltuielii. \u00cen aceste situa\u021bii financiare rezultatul, respectiv capitalurile proprii sunt supra-dimensionate.<\/li>\n<\/ol>\n<p><strong><u>Cine stabile\u0219te Politica de Management al Creditului Comercial?<\/u><\/strong><\/p>\n<p>Abordarea corect\u0103 este cea interdisciplinar\u0103 \u0219i este necesar un arbitraj \u00eentre departamentul comercial \u0219i cel financiar.<\/p>\n<p>\u00cen practic\u0103, durata creditului comercial este o p\u00e2rghie important\u0103 \u00een procesul de vanzare, mai ales c\u0103tre beneficiari din anumite industrii cu ciclu lung de produc\u021bie (agricultur\u0103, produc\u021bie, construc\u021bii).<\/p>\n<p>\u00cen acela\u0219i timp intervine calculul financiar-strategic, care s\u0103 \u00eencadreze rezultatul \u00een limitele de profitabilitate \u021bintite de asocia\u021bii, cu minimizarea riscului sau \u00eencadrarea \u00een limitele acceptate, \u0219i av\u00e2nd \u00een vedere capacitatea de finan\u021bare a companiei.<\/p>\n<p><strong>Simulatorul de Business <\/strong>(instrument marca Trusted Advisor)\u00a0ac\u021bioneaz\u0103 ca un buget dinamic, \u00een rutina de management \u0219i raportare financiar\u0103 \u0219i are scopul sa recalibreze ipotezele periodic, \u00een func\u021bie de deciziile noi de business, de rezultatele ob\u021binute deja \u0219i de condi\u021biile\/previziunile macroeconomice\/din industrie\/pia\u021b\u0103. Implementarea acestui instrument sus\u021bine activitatea definire a Politicii de Management al Creditului Comercial.<\/p>\n<p><strong><u>Elementele unei Politici eficiente de Management al Creditului Comercial<\/u><\/strong> sunt:<\/p>\n<p>&#8211; categoriile de clien\u021bi, \u00een func\u021bie de risc &#8211; recomand\u0103m implementarea unui sistem scoring<\/p>\n<p>&#8211; expunerea maxim\u0103 (cifra de afaceri) pe fiecare categorie de clien\u021bi<\/p>\n<p>&#8211; perioada de credit standard \u0219i garan\u021biile comerciale<\/p>\n<p>&#8211; % de discount acordat pentru plata cash sau \u00eenainte de termenul standard<\/p>\n<p>&#8211; \u00eent\u00e2rzierea maxim\u0103 acceptat\u0103<\/p>\n<p>&#8211; penalit\u0103\u021bile contractuale \u00een cazul \u00eent\u00e2rzierilor<\/p>\n<p>&#8211; situa\u021biile derogative \u0219i procedura de aplicat (de exemplu, ce procedur\u0103 aplic\u0103m la dep\u0103\u0219irea expunerii pentru un client \u0219i care este dep\u0103\u0219irea maxim\u0103 care poate fi acordat\u0103, cu ce garan\u021bii suplimentare, pe ce perioad\u0103)<\/p>\n<p>&#8211; ac\u021biunile de implementat: \u00eenainte de scaden\u021b\u0103 \u0219i la termene succesive, \u00eenso\u021bite de documenta\u021bie \u0219i automatizare, \u00een m\u0103sura \u00een care este posibil.<\/p>\n<p><strong>Din punct de vedere financiar, <u>Pretul<\/u><\/strong><strong><u> unui bun\/serviciu ar trebui s\u0103 difere \u00een func\u021bie de perioada de credit<\/u><\/strong>. Finan\u021barea include dou\u0103 componente de cost: dob\u00e2nda \u0219i asigurarea de risc, ambele cresc odat\u0103 cu cre\u0219terea termenului de plat\u0103. Acestea se reg\u0103sesc \u00een cheltuieli \u0219i este normal s\u0103 fie recuperate prin transfer \u00een pre\u021b, pentru a avea un control pe marja brut\u0103. \u00cen realitate lucrurile nu stau a\u0219a. Este important ca managementul financiar s\u0103 conving\u0103 oamenii de vanzari c\u00e2t de important este s\u0103 aib\u0103 grij\u0103 de resursele companiei. Creditul comercial este o resurs\u0103 scump\u0103. Bine de \u0219tiut, de exemplu, care este impactul unui discount de 5% \u00een marj\u0103, respectiv\u00a0<strong>ce v\u00e2nz\u0103ri suplimentare compenseaz\u0103 acest discount, pentru a men\u021bine marja brut\u0103.<\/strong><\/p>\n<p>Trusted Advisor Strategy &amp; Finance ofer\u0103 servicii integrate de contabilitate \u0219i management financiar \u0219i ajut\u0103 companiile s\u0103 aib\u0103 strategii financiare s\u0103n\u0103toase \u0219i clare.<\/p>\n<p>Ioana Arsenie este profesionist \u00een finan\u021be cu experien\u021b\u0103 de peste 20 de ani \u00een roluri strategice, board advisor \u0219i fondatoarea Trusted Advisor &amp; Trusted App- aplicatia de raportare financiar\u0103 \u0219i bugetare digitalizat\u0103 pentru IMM-urile care vor s\u0103 dep\u0103seasc\u0103 un milion de euro.<\/p>\n<p>Mai multe info <a href=\"https:\/\/trustedadvisor.ro\/\">https:\/\/trustedadvisor.ro\/<\/a> si \u00a0<a href=\"https:\/\/ioanaarsenie.ro\/\">https:\/\/ioanaarsenie.ro\/<\/a><\/p>\n<p><strong><u>Preluari media: <\/u><\/strong><\/p>\n<p>Anuarul de Consultanta: <u><a href=\"https:\/\/anuaruldeconsultanta.ro\/articole\/3348-politica-de-management-al-creditului-commercial.html\">https:\/\/anuaruldeconsultanta.ro\/articole\/3348-politica-de-management-al-creditului-commercial.html<\/a> <\/u><\/p>\n<p>Club Antreprenor: <a href=\"https:\/\/www.clubantreprenor.ro\/2022\/07\/21\/trusted-advisor-cum-gestionam-creditul-comercial-in-vremuri-inflationiste\/\">https:\/\/www.clubantreprenor.ro\/2022\/07\/21\/trusted-advisor-cum-gestionam-creditul-comercial-in-vremuri-inflationiste\/<\/a><\/p>\n<p>Comunicate de Presa: <a href=\"https:\/\/www.comunicatedepresa.ro\/trusted-advisor\/cum-gestionam-creditul-comercial-in-vremuri-inflationiste\/\">https:\/\/www.comunicatedepresa.ro\/\/trusted-advisor\/cum-gestionam-creditul-comercial-in-vremuri-inflationiste\/<\/a><\/p>\n","protected":false},"excerpt":{"rendered":"<p>\u00cen Rom\u00e2nia, creditul comercial a fost \u00een cre\u0219tere, din dou\u0103 motive: este accesibil \u0219i flexibil foarte multe afaceri nu sunt bancabile, adic\u0103 nu sunt finan\u021babile de c\u0103tre o institu\u021bie financiar\u0103. Dac\u0103 \u00een 2007 raportul \u00eentre creditul comercial \u0219i cel bancar era 2.19, \u00een 2017 acesta a crescut la 3 \u0219i durata medie de \u00eencasare a&hellip;&nbsp;<a href=\"https:\/\/trustedadvisor.ro\/en\/2022\/08\/01\/cum-gestionam-creditul-comercial-in-vremuri-inflationiste\/\" class=\"\" rel=\"bookmark\">Read More &raquo;<span class=\"screen-reader-text\">Cum gestion\u0103m creditul comercial \u00een vremuri infla\u021bioniste<\/span><\/a><\/p>\n","protected":false},"author":1,"featured_media":0,"comment_status":"open","ping_status":"open","sticky":false,"template":"","format":"standard","meta":{"neve_meta_sidebar":"","neve_meta_container":"","neve_meta_enable_content_width":"off","neve_meta_content_width":0,"neve_meta_title_alignment":"","neve_meta_author_avatar":"","neve_post_elements_order":"","neve_meta_disable_header":"","neve_meta_disable_footer":"","neve_meta_disable_title":"","_ti_tpc_template_sync":false,"_ti_tpc_template_id":""},"categories":[1],"tags":[],"translation":{"provider":"WPGlobus","version":"2.8.11","language":"en","enabled_languages":["ro","en"],"languages":{"ro":{"title":true,"content":true,"excerpt":false},"en":{"title":false,"content":false,"excerpt":false}}},"aioseo_notices":[],"aioseo_head":"\n\t\t<!-- All in One SEO 5.0.2 - aioseo.com -->\n\t<meta name=\"description\" content=\"\u00cen Rom\u00e2nia, creditul comercial a fost \u00een cre\u0219tere, din dou\u0103 motive: este accesibil \u0219i flexibil foarte multe afaceri nu sunt bancabile, adic\u0103 nu sunt finan\u021babile de c\u0103tre o institu\u021bie financiar\u0103. Dac\u0103 \u00een 2007 raportul \u00eentre creditul comercial \u0219i cel bancar era 2.19, \u00een 2017 acesta a crescut la 3 \u0219i durata medie de \u00eencasare a\" \/>\n\t<meta name=\"robots\" content=\"max-image-preview:large\" \/>\n\t<meta name=\"author\" content=\"Admin\"\/>\n\t<link rel=\"canonical\" href=\"https:\/\/trustedadvisor.ro\/en\/2022\/08\/01\/cum-gestionam-creditul-comercial-in-vremuri-inflationiste\/\" \/>\n\t<meta name=\"generator\" content=\"All in One SEO (AIOSEO) 5.0.2\" \/>\n\t\t<meta property=\"og:locale\" content=\"en_US\" \/>\n\t\t<meta property=\"og:site_name\" content=\"Trusted Advisor - Solu\u021bia pentru digitalizarea raport\u0103rii financiare, dedicat\u0103 IMM-urilor.\" \/>\n\t\t<meta property=\"og:type\" content=\"article\" \/>\n\t\t<meta property=\"og:title\" content=\"Cum gestion\u0103m creditul comercial \u00een vremuri infla\u021bioniste - Trusted Advisor\" \/>\n\t\t<meta property=\"og:description\" content=\"\u00cen Rom\u00e2nia, creditul comercial a fost \u00een cre\u0219tere, din dou\u0103 motive: este accesibil \u0219i flexibil foarte multe afaceri nu sunt bancabile, adic\u0103 nu sunt finan\u021babile de c\u0103tre o institu\u021bie financiar\u0103. 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