Credit Collection

Table of Content

Objective and Scope

The purpose of this document is to have a detailed procedure on how to perform Credit Collection activities.

This procedure applies to customers worldwide.

Roles and Responsibilities

The mission of the Credit Collection team is to contribute to reduce the the overdue amounts and the delay Days Sales Outstanding (DSO) through outbound communications to 3rd party Customers in their native language (if covered by the Collections team) based on the procedures for Dunning, Collections and Dispute management.

Credit Collection is responsible for following up all open items mentioned in the customer accounts until payment received, clearing or bad debt or loss.

The main actions are as follows:

Perform pre-chasing to confirm that all requirements are fulfilled in order for the customer to pay on time (Pre-chasing);
Obtain a commitment from the customer to honor his debts in the shortest time possible (Promise to pay)
Detect the reason for payment delay and propose / coordinate action plan with relevant resolution owners to solve disputes to get payment on time (Dispute)
Contribute in defining action plan in order to improve issues on their portfolio
Coordinate the management of unallocated and unmatched payments in liaison with Accounts Receivable team.

The main objectives of the Credit Collection process are:

To optimize the GBU's working capital in partnership with the Credit Managers and the businesses;
To maximize process standardization despite local specificities
To mitigate the credit risks that can be incurred by the businesses by closely exchange on customer payment behavior and detect current or potential cash issues
Maximize efficiency and optimize resources

The Collection process includes the following 2 main actions:

Pre-chasing of undue items: focuses on calling customers aiming at obtaining payment confirmation for items not yet due, detecting potential dispute, managing the payment discrepancies and sending copy of invoices to the customers;
The objective of the pre-chasing is to take preventive actions on all customers with recurrent payment delays or prevent high risks before the item becomes overdue. It is essentially targeting to minimize the delay DSO.
Chasing of overdue items: is the consequence of an unsuccessful pre-chasing, meaning no dispute or promise to pay were previously created. The level of severity increases according to the dunning level.

It is expected that these Credit Collection principles support in anticipating collections activities and in bringing effective results in terms of Free Cash-Flow.

Definitions

CM: Credit Manager

CSR: Customer Service Representative

GBU: Global Business Unit

Scope

ERP

References

Attachments

1. Credit collection strategy

1.1 Credit Collection Strategy

Nine customer types and four scenarios of pre-chasing have been defined based on three criteria:

Those scenarios aim at attributing a pre-chasing strategy to each customer and optimizing payment collection by clarifying and prioritizing Credit Collector daily action.

The riskier the customer is (here riskiest customer = risk class 4 or 5, bad payment behavior and key customer in terms of credit exposure) the earlier the customer is contacted in order to make sure that there is no problem with the upcoming payment.

This way of processing enables to detect potential problem early and move directly to "dispute step" before the due date. This anticipation mitigates the risk of invoices getting overdue.

The pre-chasing process systematically starts with a Maturity Advice sent to customers in scenarios 1, 2 and 3:

1.2 Criteria to determine Collections scenario

Each customer is assigned a scenario based on the combination of the three following criteria:

Key customers :

Key customers are automatically selected based on the Customer Credit limit registered in the system.

The threshold for a Key customer is defined at 500K EUR.

Only Credit Manager maintains / updates the field "Key customer" in the system.

Credit Collection payment Index :

Credit Collection Payment index is based on Solvay Payment Index for each customer weighted by the last month payment experience (Collections Payment Index (payment delay of last 6 months (60%) combined with last month's delay (40%)).

The introduction of a customer rating Good / Bad enables to 'rate' customers with good payment experiences and penalize customers with bad payment experiences.

The limit between Good & Bad is set at 3 days (Good payer < 3 ≥ Bad payer).

Rating :

The third criteria is "Rating" (FD33 rating). The rating levels are listed below:

1 = Group > Solvay & No Risk
2 = low risk
3 = medium risk
4 = high risk
5 = very high risk, dubious customers, payment in advance, LC

Risky customers have the following rating: 4 or 5

Not risky customers have the following rating: 1, 2 or 3

1.3 Automatic Collections scenario assignment

It is possible to manually force a specific scenario for each customer.

In the last tab "Collection Profile", change to Edit-mode, and modify field "Collection Group" to one of the following scenarios to force it:

ZGROUP_1_Mscenario 1 - Forced Manual
ZGROUP_2_Mscenario 2 - Forced Manual
ZGROUP_3_Mscenario 3 - Forced Manual
ZGROUP_4_Mscenario 4 - Forced Manual

All scenarios entered manually are not updated by the monthly automatic program.

1.4 Maturity Advices

A Maturity Advice is an automated letter sent to customers with open items on:

Run on 8 of the month (fixed) => selection on Due Date for Net Payment: from 21 of the month (fixed) to last date of the month
Run on 18 of the month (fixed) => selection on Due Date for Net Payment: from 1 of the month (fixed) to 10 of the month (fixed)
Run on 28 of the month (fixed) => selection on Due Date for Net Payment: from 11 of the month (fixed) to 20 of the month (fixed)

The minimum amount for sending of a maturity advice is 20K EUR.

Some items are excluded: those with Promise to Pay, disputes and / or dunning blocks, items in doubtful status.

The objective of the document is to inform the customer that some of his items are due within X days, and to ask confirmation that payment will be executed at the due date.

The maturity advice is generated in the following languages: English, French, German, Italian, Spanish, and Portuguese. When the language of the customer is not available, English is selected by default.

Note: if no email or fax contacts are available in customer master data, no print is done.

1.5 Pre-chasing

The pre-chasing activity focuses on contacting customers and obtaining payment confirmation for invoices before their due date.

It is performed for customers under Collection scenarios 1, 2 or 3.

The minimum amount for a pre-chasing call is 20K EUR, according to the timings below:

The objective is to take preventive actions on selected customers with recurrent payment delays or that present higher risks in order to avoid that the invoices become overdue.

The customer must be asked to:

confirm the invoices were all received
confirm that the approval process is completed
confirm that the payment will be done in time to respect the net due date of the invoice

Once a firm commitment is received from customer to pay on a specific date, a promise to pay must be recorded in FSCM on the selected invoices.

1.6 Dunning Letters

Dunning letters are automatically sent to the customer when invoice due date has been reached and remains unpaid. Each letter has an associated severity level according to its ageing:

Level 1: applied if item is due for the first time and if no items with higher dunning level
Level 2: applied if item remains due after 1^st dunning letters were sent; includes the reference to the first dunning letter that was sent (date of dunning is included)
Level 3: applied if item remains due after 2^nd dunning letters were sent; includes the reference to the first and second dunning letters that were sent.

One unique dunning procedure is available in ERP, with the following timings (D = due date + working days):

The dunning letter is generated in the language of the customer available in the system: English, French, German, Italian, Spanish, and Portuguese.

If an e-mail/fax is available in the customer master data, the letter will be sent automatically. If not, the letter is printed and needs to be sent by post on a daily basis.

All maturity advices, statement of accounts and dunning letters are automatically archived in the customer master data as PDF documents.

1.7 Chasing

A global chasing scenario has been defined for customers with overdue invoices which have no dispute registered in the Dispute Management module or a promise to pay.

The chasing process systematically starts with a Dunning Level 1 sent to customers and is completed by a direct contact between the Credit Collector and the customer by phone or e-mail.

The dunning process (sending of formal written notice) is fully automated and assigned by default to all payers when the company view of the payer is created.

It is possible to exclude customers from dunning scope, by inserting a dunning block in Customer Master Data (Company Code view). The decision to exclude a customer must be agreed upon with the Credit Management.

The default company on the logo on each dunning letter sent to the customer is "Solvay Group" and it regroups all items from all invoicing entities to the customer. The letter refers to the bank account to be used for encashment.

2. FSCM collections management

2.1 Worklist: Description and Purpose

FSCM Collections module generates a Worklist, which presents the customers that should be contacted by each Collections specialist.

It is refreshed during the day, based on the information registered in PI1.

Each customer is assigned a priority level, based on the defined Collections Strategy.

2.2 Worklist: Entering the tool

2.3 Worklist: Analysis of the columns

2.4 Worklist: Priority

2.5 Worklist: Specialist

2.6 Worklist: Other relevant info

It is also possible to review the overall situation of the customer by checking the remaining columns:

Amount overdue: total amount due until today
Broken: amount promised and not paid at the promised date
Amount Overdue End of Month: total amount due by the customer until the last day of the current month
Disputed amount: amount currently under disputes (positive or negative) and being followed in Dispute Management module
Last Contact: date of last contact from Credit Collector

Note: all amounts are converted to EUR.

3. Preparing the customer contact

Before contacting a customer, it is necessary to check all relevant information.

Below some guidelines:

4. Recording actions and customer feedback

4.1 Resubmissions

A resubmission must be created every time it is not possible to reach the customer or it must only be contacted in another day for any reason such as:

sending the customer a copy
accountant out of office
customer needs to investigate internally
Etc.

The resubmission should be used whenever it is not possible to create either a promise or a dispute.

Below the best.practices to be followed when creating a resubmission:

If no reply is received, an e-mail should be sent to the responsible Sales Manager and/or Customer Service in order to confirm if contact details are accurate and also to request their support to collect the payment.

4.2 Promise to pay

A Promise to Pay is created to register a customer's commitment to pay an invoice on a specific date (within the tolerances defined – see below).

It is necessary to have a clear confirmation from the customer before creating a promise in order to avoid any further delays.

In the "Promised for" field, the customer's payment date + a tolerance is inserted. The tolerance takes into account the bank processing time, payment reception delay and processing time by SBS-OtC-AR:

2 working days for bank transfers

After filling in the different tabs, click on in order to save.

Items with an open promise to pay (i.e. with a "Promised For" date in the future) are not considered by the Worklist.

However, if the "Promised For" date is reached and the corresponding items are not cleared, the promise will be considered as "broken" and the customer will reappear in the Worklist for follow-up.

To display a promise:

In order to check the status of a promise as well as the details entered, go to the "Promise to Pay" tab, select the line of promise and click on the "Promise to Pay" button:

4.3 Dispute

A dispute is created whenever the customer provides a clear reason for non-payment, partial payment or delay on paying outstanding invoices, and it requires an action from a third-party stakeholder.

The selection of the appropriate stakeholder is done automatically based on the dispute reason.

Select the appropriate case type (Z00A – Collections Call Output) and the appropriate reason.

After selecting the reason, a new window will appear:

The following fields must be filled in:

- Title: short summary of the issue detected
- Long Text: detailed description of the issue

In the "Long Text" field, it is the Collector's responsibility to provide all the information necessary for the resolution of the dispute, as it will be used by another stakeholder (CSR / Sales / CM) who will take the lead.

If the dispute claim was received by e-mail, it must be copy/pasted in the text area.

EMEA specificity

The recommended dispute scenarios, definition and guidelines can be found in the following document https://docs.google.com/a/solvay.com/spreadsheets/d/1vTDyKYA84Chvf0zA8OkIGfYt-vTdTjAEvpC6xvtj0gg/edit?usp=sharing

These best-practices should be used when creating disputes for "End of Month Payment Postponed", to ensure the issue is correctly escalated to the responsible stakeholders.

4.4 Recording a Customer Contact

5. Management of old overdues (> 180 days)

The management of overdues older than 180 days is managed in a separate procedure that can be consulted in the link below:

Cash Collection Procedure for Overdues > 180 days

6. Focus on main overdue risks (EMEA specificity)

This specificity applies only to EMEA

The GBU Cash Collection Coordinator is responsible to identify in advance, on a monthly basis, the main overdue risks to secure before end of month, which will be key to ensure each GBU's cash targets are met.

The main tasks/responsibilities of the GBU Cash Collector Coordinator are the following ones:

Facilitate the communication between Collections and GBU;

Report and explain the main overdues of the GBU after the month closure (Aged Balance);
Report an overview of the main overdue issues that are still ongoing and for which the action of the GBU might be needed (Diagnosis Report);

Select the main risky customers to be closely followed by Collections during the month;

Prepare and send the Overdue Forecasts to the CM/GBU;

Perform regular contacts with the Key Account Managers and CM to review urgent and critical overdues and define action-plans;

Participate in meetings / conference calls with GBU (Sales Meetings, Credit Committees, etc) to report current situation and promote Collections activities.

The criteria and guidelines for the selection of main customers are documented in the following document:

https://drive.google.com/file/d/1bNaOcaWLc56YVhBlr6jFjRm4MuJNkOzNuEvPEbQboA8/view

Following this selection, the EMEA Cash Collection team focuses on securing payments from these customers before month-end.

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