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PAMETNA ANALITIKA ZA
CONTROLLERE
Marko Srabotnik Bisnode d.o.o.
HEADQUARTES IN SWEDEN
PRESENT IN 17 COUNTRIES
2
379,5 mio
euro prihoda
u 2014
172.314koristnika
8%profit
BISNODE GROUP
BISNODE SOUTHERN MARKET MAP
3
Bisnode present in 8 countries, 5
offices:
•Slovenia (office Ljubljana)
•Croatia (office Zagreb)
•Serbia (office Belgrade)
•Bosnia and Herzegovina (office
Banja Luka and Sarajevo)
•Montenegro (operated from
Bisnode Serbia)
•Albania, Kosovo, Macedonia
(operated by partners)
53% market share in regionN1
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MARKO SRABOTNIK
34 years old
Faculty of Economics, Ljubljana, Marketing
10 years experience in Business Information Ind.
•Product Management
•Sales Management (Key Account team)
•Specialized in Financial markets
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Kontroling je stručna funkcija koja pomaže
menadžmentu, ali i svim drugim funkcijama u
preduzeću, u podizanju efektivnosti i efikasnosti
poslovanja. Kontroling to čini na način da brojne
kvantitativne i kvalitativne podatke izvan i unutar
poduzeća pretvara u informacije koje su potrebne
za odlučivanje svim nivoima upravljanja, a
posebno izvršnom menadžmentu.
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CONTROLLING U PRAKSI
CONTROLING
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PORTFOLIO INTELLIGENCE
•On – line platform with real time response
•Database coverage of companies in RS, SLO, CRO, BIH
•Unified portfolio analysis with comparibale credit ratios in region
•Monitoring of more than 80 critical events in portfolios
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HOW TO USE IT – SIMPLE
• Define your portfolios regarding your business processes
(simple upload of companies):
•B2B clients
•Important clients
•Suppliers
•Money at risk clients
•Open receivables
• System in real time calculates credit ratios (portfolio & single
entities)
• Monitoring of credit ratio shifts and changes on company level
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LOCAL OR REGIONAL CREDIT MEASUREMENT
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LOCAL OR REGIONAL CREDIT MEASUREMENT
Assessment of current status:
•Define your business standards
•Calculate when the status is
critical regarding liquidity
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LOCAL OR REGIONAL CREDIT MEASUREMENT
Monitor credit shifts
through time:
•Taking needed actions
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SMART MONITORING
Simple overview
Dailly reports (weekly)
Product or Email
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CASE STUDY
Middle sized company from Slovenia, Wholesales industry (safety clothing)
Goal: to improve debtors turnover, because of planed additional business line
Company has grown in revenues
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CASE STUDY
Steps:
1. Portfolio analysis
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CASE STUDY
Steps:
2. Segmentation with delinquency (dynamic) rating
68% portfolio
77% annual revenues
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CASE STUDY
Steps:
3. Combination of deliquency and BSX ratings
19% portfolio
32% annual revenues
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CASE STUDY
No partners Payment terms
650 - 7
1568 - 15
23515 - 30
17930 - 60
16360 - 90
164> 90
Steps:
4. Business proposal:
• Shortage of payment terms
• Additional discount; lower price additional purchases
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CASE STUDY
Steps:
5. Business proposal:
• Advance payment
• Delayed payment – max credit exposure
7% portfolio
4% annual revenues
23
Eleanor Roosevelt
THE FUTURE BELONGS TO THOSE, WHO
BELIVE IN THE BEAUTY OF THEIR DREAMS!
