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Making a world of difference in trade debt collection Presented for: Date:
Introduction and Agenda
Atradius Collections:
Market Position
Atradius Group
Product ProcessService
Costs
Advantages of working with
Atradius Collections
Debt Collections Market
B2B specialists with international
coverage
B-2-Bspecialists
Large collections companies
All collections companies
Atradius Collections operates in the specialist international B-2-B market
The market is fragmented with only a few specialised agencies
The collections market is diverse and has numerous players
Our mission:Generate cash for our customers by offering best in class service, worldwide reach and
cross-border expertise
Atradius Collections Mission
19 offices around the world serving more than 40 countries
Over €69 million revenue in 2009
Over 14.000 clients
One global process & integrated IT platform
Over 80 years of credit management experience
Over 400 professional B-2-B
collectors
Atradius Collections
The big picture
Customer-focused, results-driven
Worldwide ReachLocal Expertise
We serve our customers’ needs seamlessly across
borders
Global Reach – Local Expertise
USA
CANADA
MEXICO
HONG KONG
SINGAPORE
AUSTRALIA
BELGIUM
CZECH REPUBLIC
DENMARK
FRANCE
GERMANY
HUNGARY
IRELAND
ITALY
NETHERLANDS
POLAND
SPAIN
UNITED KINGDOM
SWITZERLAND
Atradius Collections has deep knowledge and experience in:
• local collection practices• legal and regulatory
environment-cultural differences and customs
• local business environment & economic outlook
Global Reach – Local Expertise
Each country has its own CULTURE. By adapting your behaviour to the culture you will increase your success rate
Respecting the business ETHIC will protect you from damaging your reputation
By knowing what is LEGALLY possible, you will adapt the approach on amicable collection
Knowing the ECONOMIC SITUATION of a country means you will be able to react accordingly and be more pragmatic
Worldwide debt collection one global process & service
Multiple offices one contact person
Multiple operations one integrated IT platform
Multiple countries one transparent pricing model
Multi lingual we speak your language
Atradius Group Facts & Figures
31% Worldwide market share
Financial Strength Rating of ‘A-‘ from S&P
The most international & integrated insurance company
Access to information on 52 million companies globally
Over 22,000 trade credit decisions daily
Annual revenue €1.8 billion
3,800 employees working in 160 officesin 42 countries
Atradius Headquarters in Amsterdam, the Netherlands
Atradius Shareholding
- Die Grupo Catalana Occidente is a 70,3% stakeholder of Grupo Crédito y Caucion- INOC, SA is a parent company of Grupo Catalana Occidente
January 2009 – completion of the acquisition of Atradius NV by Grupo Catalana Occidente
Two credit management powers joining forces
To create a more diversified product offering
To further expand their global footprint:
To further strengthen the financial market position
Grupo Catalana Occidente: Facts & Figures
Largest independent insurer in Spain
Over 140 years of history
Listed on the Madrid and Barcelona Stock Exchanges (stock symbol: GCO.MC)
More than 1,000 offices in Spain
6,500 staff
Grupo Catalana Occidente: Facts & Figures
A sales network of over 21,000 Agents
Presence in more than 42 countries
Annual revenue € 3.9 billion
Excess of 2008 mandatory solvency 377.8%
S&P Rating: ‘A -’ (reaffirmed December 2009)
Headquarters: Barcelona (Spain)
Spain1929 Credito y Caucionfounded in Madrid
Leader in International Credit Management
USA1999 MNCIC2004 ICI Collection
Mexico2000 Comesec
UK1991 ECGD
Netherlands1925 NCM founded in Amsterdam1998 Smit Ommen1999 EuroCollect
Nordic Region1996 EKR1996 Uni Storebrand2000 Forenede Factors2001 BG Garanti & Factoring
Germany1954 Gerling Credit founded in Cologne
Italy2000 SIC
France1996 Sacren2000 Groupe Etoile
Oceania2002 EXGO2003 EFIC
Atradius Collections is part of the Atradius Group, with over 80 years of experience in international credit management
Product, Process, Service
Complete collections solutions
Effective collections process
Communications and reporting
Atradius collections: Best practices
Complete collections solutions
Debt Collections Made to Measure
Service that fits your specific
needs
International and domestic debt collections
Domestic
Cross-borderWorldwide
TAILOREDSERVICE
International and domestic debt collections
ONE-OFF PLACEMENTS
CLEANUPS
PRE-PAIDCOLLECTIONS
INSOLVENCYSERVICES
ORDER TO CASH
LEDGER 2LEDGER
SOLUTION
COLLECT@NETONLINE
Effectiveness
CLEANSING
STANDARDIZING
OPTIMIZING
AUTOMATING
The Value Proposition – From Effectiveness to Efficiency
• DSO reduction• Bad Debts
decrease
• ROI
Time
Excel Upload
Collect@Net Ledger-to-Ledger
Invoice-to-Cash
Partial Outsourcing
Efficiency
• Number of allocated resources
• Cost per allocated resource
Early Collections
Backlog Placements
Low-end outsourced Placements
One-off Placements
RepetitivePlacements
Sustained Placements
Automatic Placements
Different countries
Different processes
Differentlegislation
Insolvency services
Insolvency services
Dezember 2009
Take over complete process
Lodge your claim Monitor insolvency procedures &
liquidation
Monitor dividend allocation
Ledger To Ledger Solution
Real time access
Two-way information feed
Integrated global systems
Ledger-to-Ledger
The Atradius Ledger To Ledger is tailor-made:
XML based interface
Internationally accepted standard for data exchange
This solution is customised to link your financial
software to our worldwide collection system
Submit new collection cases
Ledger-to-Ledger
Integrated Communication
Update collection cases
Look up specific information about an ongoing case
Reports on the result of our collections efforts
You have total communications and
operational control over the debt collection process
Ledger-to-Ledger
Cost saving, improved quality and efficiency
Quick and efficient information exchange
Reduced risk of errors
Reduction in administration and cost
No need for additional systems or tools
Collection performance monitoring and reporting A flexible solution
One central communication channel
Order To Cash – Credit Management Solution
Knowledge
Resources
Time
Give your credit management the attention it deserves!
Efficiency and accuracy of back-office operations
is key
Smooth running of the back office
requires significant investment in:
This distracts and slows down your core business activity
Credit rating
Order intake
Data entry
Logistics
Matching billing data
Invoice production
Distribution
Dispute resolution
Reminder letters
Reminder calls
Amicable
Legal
Order To Cash
Order to Cash Process
ORDER MANAGEMENT
BILLINGSERVICES
DUNNINGMANAGEMENT
DEBTCOLLECTION
PAYMENTPROCESSING
Outsourcing of parts or entire order to cash management process
Provided in partnership with leading software and outsourcing service providers
You can outsource parts of or entirecredit and order management process
You get increased efficiency and productivity enablingincreased focus on your core business
Order to Cash solution is highly adaptableto the needs of your business
Order-to-Cash
We can take over all or any part of the order and cash management process
Our goal is simpleincrease the value we bring to you by improving the overall
receivables management performance and resource
efficiency
Manage your risk, operational cost and customer
satisfaction
Atradius Collections: Best practices
Effective collections process
Debt Collections Management Process
Globally aligned
Transparent, well planned, and highly effective
Provides customer with total visibility and control over an entire collections process
With customer communications and reporting at the core
Collected (in full or partially)
Payment Plan Agreed
Insolvency Monitoring
Legal Action
Continuous Communications &
Reporting
- Customer Relations Team
- Global Collections Team
- Collect@Net
Excellent Case Handling
Debt <€200
Debt €200-1,500
Debt €1,500 – 5,000
Debt >€5,000
Debt Placed
Contract signed
Quotation received
Excellent Case Handling Initiated Amicable Phase
- Invoice & contract- Dunning letters- Transport notes- Delivery notes- Terms & Conditions- Statement of account- Other correspondence with debtor
Within 30 days
24 hours
Decision
Diligent monitoring of the solution’s execution
Agreement on a solution with client and debtor
Careful assessment of debtor’s motivation
Highly skilled staff trained in negotiation and persuasion techniques
Combination of personal and formal written correspondence
Continuous contact with the debtor
Our focus is to secure prompt amicable solution:
Amicable Phase
When Do We Involve You?
We agree on partial payments or
instalment plans
We go legal We lodge your claim and follow-up
the insolvency procedure
We close the case
We will ask your approval before:
When Do We Involve You?
When we do not have required documents
When debtors raise a dispute
When any other questions arise that require clarification
When we close the case
We will contact you:
Reasons for Going Legal
Going legal
Is it cost effective?What are the additional
costs involved?
Is there a risk that the debtor declares
bankruptcy during legal proceedings?
Do we have all the required documents?
Debtor not willing to pay amicably
Not possible to reach Debtor
Dispute raised that cannot be solved amicably
Debtor does not comply with the agreed terms of the payment plan
Before going legal we discuss with you:
Atradius Collections: Best practices
Communications and reporting
Proactive Communications and Reporting
Global collections force
Customer relations team
Online debt collection platform Collect@Net
All work in concert to provide proactive communications and reporting
throughout the debt collections process
Collection Unit FR
Country DCountry B
Collection Unit NL
Country A
Collection Unit Italy
Country C
Collection Unit FR
Customer
A Special Service Concept
To make sure we deliver what we promise
Introduce & manage debts Track collections process
Generate reportsCommunicate with collectors
Collect@Net
Client Relationship Representative Full customer responsibilityCommitted to service quality Power to decideDedicated collectorsFamiliar with your situation
Retaining your customer relationship!
Highly professional staff trained in mediation and negotiation techniques
To achieve the desired collections result
To maintain positive relationship with your customers
Over 90 % of our customers stated: “Atradius Collections has not harmed our relationship
with the debtor during the collections process”
Customer Satisfaction Survey, November 2009
Collect@Net
Global Online Collections Management System
Easy entrance via our websites
Collect@Net
10 different languages
Word, Excel or HTML outputs
Possibility to integrate with customer financial systems
Communicate with collectors
Access reports
Upload new cases
Track current debtor accounts
Monitor collection process
FREE24/7 online
management system
Receive up-to-the-minute information
Partner you can trust
Local expertise, Global reach
Customerfocused
Results driven
Advantages of Working with Atradius Collections
Advantages of Working with Atradius Collections
Renowned company
One of the largest suppliers in the world
400+ collection employees worldwide
80+ years experience
Solid financial background
Partner you can trust
Specialised local expertise
Seamless process and system integration
Single point of accountability
Worldwide “Best practice”
Extensive international network
Advantages of Working with Atradius Collections
Local expertise, Global reach
Extension of your business
Customised solutions
Continuous communication and reporting
Detailed and exact approach
Control and visibility
Advantages of working with Atradius collections
Customer focused
Results drivensupplier
Secures your payments
Improves your cash flow
Reduces your debt
Advantages of working with Atradius collections
Summary
You have a requirement toimprove your debt collection
Atradius has shown a provencapability to help you
We look forward to working with you
