WEBCAST - Why Even More Customers are Adopting a Terms Push Back Strategy and What Suppliers Can Do to Fight Back

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 webcast Larry Lipschutz, Director of Credit for French Gerleman, Frank Sebastian, Director of AR, Credit and Collections for Adidas-Group, and I will discuss:

• TPS and Trade Credit 
  o Trade credit as driver of the economy
  o  Large companies sitting on record cash holdings but increasing the days to pay suppliers
  o Customers stretching supplier terms to preserve cash and fill working capital gaps
  o Customers extending payables has become a best practice
• Added Reasons for TPS
  o Customer benchmarking, customer mergers, international influence and positive TPS press
• Key TPS Metrics
  o Cash conversion cycle, days payables outstanding, days sales outstanding, and days inventory outstanding
• Supplier Strategy for Dealing with TPS
  o 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

We will webcast on Thursday, May 18 at 11:00 a.m pdt / 2:00 p.m. edt for 60 minutes. You may email questions in advance of the webcast, which we will consider during the webcast. 

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Sincerely,
Scott Blakeley, Esq.
Blakeley LLP
18500 Von Karman Ave, 5th Floor
Irvine, California 92612
V. (949) 260-0611 / F. (949) 260-0613
seb@BlakeleyLLP.com / www.BlakeleyLLP.com