SlideShare ist ein Scribd-Unternehmen logo
1 von 207
UNITED CAPITAL                         TM
INTELLIGENT.WORKING.CAPITAL.
         Emerging Business Symposium        1
Emerging Business Symposium
DECOSIMO
Wednesday,
 February 22, 2012
Chattanooga,
 Tennessee
Mark Mandula,
 Managing Partner
Matt Perkins,
 Relationship Executive

                   Emerging Business Symposium   2
Emerging Business Symposium   3
Emerging Business Symposium   4
Emerging Business Symposium   5
Emerging Business Symposium   6
Improving Cash Flow and Managing
       Accounts Receivables




           Emerging Business Symposium   7
5 parts to our Presentation
• Small Business
  Environment
• Improving Cash
  Flow
• Managing Accounts
  Receivables
• Factoring
• Question and
  Answers
               Emerging Business Symposium   8
Emerging Business Symposium   9
Emerging Business Symposium   10
Emerging Business Symposium   11
Emerging Business Symposium   12
Emerging Business Symposium   13
Emerging Business Symposium   14
Emerging Business Symposium   15
Emerging Business Symposium   16
Emerging Business Symposium   17
Emerging Business Symposium   18
Emerging Business Symposium   19
Emerging Business Symposium   20
Small Business Optimism Index
110

105                                                                                                             January 2005 to 2011
             103.7
              103.7
               102.5
                        103.7
                                                                                                                Seasonally Adjusted 1986 = 100
                               101.5
                           101.4
                    101.1 101.2
                     100.9 101.1
                 100.8
                  100.8                   100.7
100             99.8 100          100.1
                                           99.7
                                        99.4
                                              98.9
                                  98.5          98.2
                                98 98.1
                                                 97.3 97.6
                                                    97.2 97.3
                                   96.7      96.5 96.8 96.3
                                       95.9          96 96.2
95                                                         94.6
                                                          94.4                                                                  94.5
                                                                                                                              94.1            93.8
                                                                 92.9        92.9                                          93.2
                                                                                                                            92.6
                                                                                                                 92.2                        92
                                                                91.8 91.5                                                91.7 91.9
                                                                            91.1                                                   91.2
                                                                                                                                     90.9
                                                                                                                90.6
90                                                                 89.6
                                                                      89.3
                                                                       89.2                            89.1 89.3 89 89
                                                                                                                                      89.990.2

                                                                                                                                                 y = -4.77ln(x) + 110.0
                                                                                                88.988.6
                                                                                                     88.8             88.7               88.9
                                                                         88.2                           88.3 88
                                                                                                         88         88.1                88.1
                                                                                 87.8            87.9
                                                                                87.5
                                                                                              86.886.5           86.8
                                                                                                                                                       R² = 0.631
85                                                                                    85.2
                                                                                       84.1
                                                                                          82.6

                                                                                           81
80
                                                                                                         2010
                                                                                   2009
                         2006




                                          2007




                                                         2008




                                                                                                                          2011
      2005




                                                                    Emerging Business Symposium                                                                           21
Emerging Business Symposium   22
Emerging Business Symposium   23
Emerging Business Symposium   24
Emerging Business Symposium   25
Emerging Business Symposium   26
Emerging Business Symposium   27
Emerging Business Symposium   28
Emerging Business Symposium   29
Emerging Business Symposium   30
Emerging Business Symposium   31
Emerging Business Symposium   32
Single Most Important Issue
                                January 2012
                                               Cost Insurance
                                               Quality of Labor
          4%        5%    21%                  Competition Larger
 4%
                                               Cost of Labor
3%
                                               Financing/Interest Cost
     8%                                 20%    Other
      5%                                       Inflation
               7%                              Taxes
                         23%
                                               Red Tape
                                               Poor Sales


                                                                     33
Emerging Business Symposium   34
Emerging Business Symposium   35
Emerging Business Symposium   36
Emerging Business Symposium   37
Emerging Business Symposium   38
Emerging Business Symposium   39
Emerging Business Symposium   40
Emerging Business Symposium   41
Emerging Business Symposium   42
Few Universal Truths..




       Emerging Business Symposium   43
Regardless currency or location




           Emerging Business Symposium   44
Emerging Business Symposium   45
Cash is KING
• Nothing else
  matters
• Not profit
• Lack of cash will
  eventually lead to
  failure


                Emerging Business Symposium   46
Cash is KING




    Emerging Business Symposium   47
Emerging Business Symposium   48
Emerging Business Symposium   49
Rarely managed assertively..




           Emerging Business Symposium   50
Emerging Business Symposium   51
Emerging Business Symposium   52
Effective cash management..
                                 Difference
                                  between
                                  success and
                                  failure


           Emerging Business Symposium          53
Emerging Business Symposium   54
Emerging Business Symposium   55
Theme of my presentation
• Cash flow is THE most
  pressing concern SME’s
• Simplest form
• Movement of money in
  and out of your
  business
• Life blood for every
  business
• Primary indicator of a
  businesses health

                   Emerging Business Symposium   56
Cash Flow
• Is THE most
  pressing
  concern for
  small and
  medium sized
  businesses
  [SME’s]
            Emerging Business Symposium   57
Cash Flow
• Simplest form
  it is the
  movement of
  money in and
  out of your
  business
             Emerging Business Symposium   58
Cash Flow
• It is THE life
  blood of every
  business




             Emerging Business Symposium   59
Cash Flow
• Primary
  indicator of a
  businesses
  health



              Emerging Business Symposium   60
Cash Flow
Effect is
 real, immediat
 e and if
 [when]
 mismanaged
 totally
 unforgiving
            Emerging Business Symposium   61
Emerging Business Symposium   62
Cash Flow
MUST be
 monitored, pro
 tected, controll
 ed and put to
 work


             Emerging Business Symposium   63
Emerging Business Symposium   64
4 Simple Principles
 Cash is not a given. It is
 not a
 passive, inevitable
 outcome of your hard
 work. It does not arrive
 willingly. Rather it has
 to be tracked, chased
 and captured. YOU
 must control the process
 and there is always
 room for improvement.

                      Emerging Business Symposium   65
4 Simple Principles
 Cash management is
 as much an integral
 part of your business
 cycle as production or
 planning.




                    Emerging Business Symposium   66
4 Simple Principles
 You need accurate
 and timely information
 to be successful
More on this later




                  Emerging Business Symposium   67
4 Simple Principles
 You need some luck in
 order to be successful.
Or the less you leave to
 chance, the higher your
 chance of success.
“Murphy” was an
 optimist.




                    Emerging Business Symposium   68
Able to answer these…
• How much cash does
  my business have?
• How much does it
  generate?
• When should I get it?
• When do it get it?
• How much cash do I
  need to operate?
• Do have accurate
  data?

                    Emerging Business Symposium   69
Advantages of managing cash
• Know where cash is tied up
• You can spot bottlenecks
  and act to reduce their
  impact
• You can plan ahead
• You can reduce your
  dependence on banks and
  save money
• You can identify surpluses
  that you can invest
• YOU ARE IN CONTROL
  and make informed
  decisions

                      Emerging Business Symposium   70
Many don’t ever do it
25% SME’s never
 confirm credit terms
 with clients
NO excuses
Two benefits; avoid
 depressing downside of
 cash crises
And you get a
 commercial edge on all
 of your transactions

                  Emerging Business Symposium   71
Wip january 30, 2012 6
Wip january 30, 2012 6
Wip january 30, 2012 6
Wip january 30, 2012 6
Wip january 30, 2012 6
Wip january 30, 2012 6
Wip january 30, 2012 6
Wip january 30, 2012 6
Wip january 30, 2012 6
Wip january 30, 2012 6
Wip january 30, 2012 6
Wip january 30, 2012 6
Wip january 30, 2012 6
Wip january 30, 2012 6
Wip january 30, 2012 6
Wip january 30, 2012 6
Wip january 30, 2012 6
Emerging Business Symposium   89
Cash conversion period
• 3 Key parts
• 1. Inventory conversion;
  time to transform raw
  materials into product out
  the door
• 2. AR conversion; time to
  convert AR into cash in the
  door
• 3. Payable deferral period;
  time between
  purchase/usage and
  payment
• Math is simple: [1+2] – 3 =
  cash conversion period

                        Emerging Business Symposium   90
Working Capital Cycle
• [1 + 2] – 3
• Trick is to
• Minimize 1 and 2
  and then
  maximize 3
• Never ending
  battle
              Emerging Business Symposium   91
Typical AR conversion process




          Emerging Business Symposium   92
Key to accelerating cash flow is to
• Shorten the Accounts
  Receivables conversion
  period
• Look at each step and
  ensure that it is efficient
  and effective as
  possible




                       Emerging Business Symposium   93
Define Cash Flow Cycle
 Inflows

Outflows
Management
PROFIT is not
 Cash Flow

            Emerging Business Symposium   94
Inflows
• Money in including
• Receipts from sales
• Collect AR
• Proceeds of a loan
• Interest on
  investments
• Shareholder
  investments
                  Emerging Business Symposium   95
Outflows
• Money out including
• Purchase finished
  goods for resale
• Purchase raw
  materials
• Pay salaries, expenses
• Purchase fixed assets
• Pay principal and
  interest
• Pay taxes

                   Emerging Business Symposium   96
Accelerating cash flow
• Quicker you
  collect, the quicker
  you can invest to
  make more
• Key is to streamline
  ALL elements of the
  cash conversion
  process
• Incremental
  improvement
                  Emerging Business Symposium   97
Client purchase decision + order
• No clients = no cash
  to manage
• Make the ordering
  process
  quick, precise and
  easy
• Do you ever try to
  buy from yourself
• Post office vs.
  McDonald’s
                  Emerging Business Symposium   98
Credit Decision Process
• Efficient
• Systematic
• Never ending
  process must be used
• It’s not where you
  start, it is where you
  finish
• The real world
                   Emerging Business Symposium   99
Simple questions to ask…
• Do you methodically check all
  new clients before the first order?
• Do you periodically review
  existing client credit?
• Do you do a full recheck when
  significant increase in volume of
  existing client occurs?
• Do you check trade references?
• Is there a single person
  responsible for supervising credit?
• Ensuring prompt collections?
• Is someone accountable if the
  credit gets out of hand?




                             Emerging Business Symposium   100
Simple questions to ask…
• Do you assess credit
  risk carefully?
• Is the data accurate
  and constantly
  refreshed?
• Are your credit
  terms very clear?
  Are you sure?
• Apply the 80/20 rule
                 Emerging Business Symposium   101
Simple questions to ask…
• In a sales
  negotiation it is
  professional, not
  “antiselling” to be
  upfront about terms
  of payment.
• How can you do this
  strategically?

                 Emerging Business Symposium   102
All salesmen are optimists!




          Emerging Business Symposium   103
Credit Departments are not.




          Emerging Business Symposium   104
Emerging Business Symposium   105
Rely on data, not opinions.




          Emerging Business Symposium   106
Simple questions to ask…
• Put terms clearly on
  Application Form
• On “Welcome Letter”
  restate terms and
  conditions
• Order Acknowledgement
  state terms + conditions
• Invoice show due Date to
  reach you by
• Make it easy to pay

                    Emerging Business Symposium   107
Set up New Client Correctly
• Expect client to
  request credit; be
  ready!
• Credit Application
  Form
• Determine credit
  limits
• Send Welcome Letter/
  Email
• Contacts / address for
  payment
                   Emerging Business Symposium   108
Invoicing
• Design an invoice that is
  better than any coming
  into your company.
• Keep it
  brief, clear, simple.
• Get rid of the ads.
• Invoice with 24 hours no
  exceptions.
• You don’t get paid if
  your client never gets
  the bill.
                      Emerging Business Symposium   109
Collection Process
• Don’t feel guilty
  about collecting a
  debt.
• You are owed for
  goods or services
  provided.
• Start the process the
  minute a sale is
  made.

                  Emerging Business Symposium   110
Collection Process
• Time is money and is
  your worst enemy.
• Be professional at ALL
  times.
• If you have laid the
  ground work
  properly, you will get
  paid.
• This is a competitive
  sport; if you are not
  getting paid, someone
  else is.
                     Emerging Business Symposium   111
Ask these questions
• How long does it take us
  to invoice? Can this be
  speeded up?
• Monthly statements; can
  this be speeded up?
• Are all terms of sale clearly
  and precisely shown on all
  quotes, price
  lists, websites, invoices and
  statements?
• What is the real average
  length of credit that you
  are giving?

                        Emerging Business Symposium   112
Ask these questions
• Do you have a
  collection procedure?
  Is it followed?
• Are you firm but fair
  with your approach?
• Do you monitor every
  client on a never
  ending basis?
• Do you pay your sales
  people before you get
  paid?
                  Emerging Business Symposium   113
http://www.youtube.com/watch?v=x4juGkQ1Ks4




           Emerging Business Symposium       114
Collection Process
• Time is money and is
  your worst enemy.
• Be professional at ALL
  times.
• If you have laid the
  ground work
  properly, you will get
  paid.
• This is a competitive
  sport; if you are not
  getting paid, someone
  else is.
                     Emerging Business Symposium   115
Do a Cash Flow Budget
• Month to
  month, daily, weekly.
• Predict cash flow gaps and
  allows you to take steps
  before a crisis occurs.
• Usually done only once; when
  you are applying for a loan.
• If you don’t know how to do
  this, seek professional help.
  NOW.
• Process is not that difficult.
• Rely on data, not
  assumptions.
• Assume the worst, work to
  achieve the best.

                          Emerging Business Symposium   116
Cash Flow Budget
   Prepare sales forecast.
   Project anticipated cash inflows.
   Project anticipated cash outflows.
   Put projections together, cash flow
    bottom line.
   Identify surplus to invest.
   Identify shortfalls and steps needed
    to be taken NOW.
   Identify longer term surpluses to fund
    expansion.
   Identify longer term needs from
    other sources.
   Assume the worst, work to achieve
    the best.
   Never ending process.




                                 Emerging Business Symposium   117
Plan ahead.
• Many sources of capital.
• Bank, private
  investors, family, etc.
• Most are not “user
  friendly” to start ups.
• Excellent and overlooked
  source of funding is
  factoring.
• This can be a possible
  solution.
• It only works if you have
  sufficient margin to afford
  the cost.

                       Emerging Business Symposium   118
Emerging Business Symposium   119
Emerging Business Symposium   120
Factoring can be possible solution
Sell Accounts
 Receivables for small
 discount
Does not fit all cases
Make sure it is a
 perfect fit before
 you get involved
MARGIN is the key

                  Emerging Business Symposium   121
Emerging Business Symposium   122
Emerging Business Symposium   123
Emerging Business Symposium   124
Emerging Business Symposium   125
Emerging Business Symposium   126
United Capital Funding
                      April 1997
                      National practice;
                       banking “roots”
                      SBA Award
                      C.P.A. Background
                      Goal: Not vendor, a
                       partner!
                      Relationship, not
                       transaction business
                      First Tennessee strategic
                       alliance
       Emerging Business Symposium             127
Emerging Business Symposium   128
Emerging Business Symposium   129
Firm and Industry
 Niche firm exceptional              Audited Financial
  track record in domestic             Statements
  Factoring sector                    95% self generated clients
 Grossly underserved market          #1 Ranked organic [w/o
  with significant growth              PPC] Google website
  potential                           Diversified client base
 Formed 1998, consistently           Diversified geographic
  profitable                           client portfolio
 CAGR = 20% versus                   No industry
  industry 4%                          concentration
 Diversified Fortune 500             Secure funding in place
  Debtor Portfolio
                      Emerging Business Symposium              130
Millions
           $300
                                       Purchased AR
                                YTD 2011 through
           $250                 October 31, 2011



           $200




           $150




           $100




            $50




             $-
                  1997   1998   1999   2000   2001   2002   2003   2004   2005   2006   2007   2008   2009   2010   2011




                                                Emerging Business Symposium                                           131
Emerging Business Symposium   132
Emerging Business Symposium   133
Emerging Business Symposium   134
Emerging Business Symposium   135
Emerging Business Symposium   136
Our Practice Focus
“In good
 times, trusted client
 partnerships will fill
 your sails with wind;
 in a difficult
 economy, they
 provide essential
 ballast that will
 keep you on an
 even keel.”       Emerging Business Symposium   137
Emerging Business Symposium   138
Emerging Business Symposium   139
Service-Profit Chain
                     Internal Service Quality
                     Employee Satisfaction
                     Employee Retention +
                      Productivity
                     External Service Value
                     Client Satisfaction
                     Client Loyalty
                     Revenue Growth = PROFIT

       Emerging Business Symposium         140
Emerging Business Symposium   141
What is Factoring?
Accounts Receivable factoring
Purchase invoice advancing % of the face
 value of the invoice [usually 80%]
Balance, less fees and reserve remitted to
 client upon collection by our lockbox
Notification + verification based factoring
Client gets immediate cash
“Outsourcing”
                              TM
Intelligent.Working.Capital.

                  Emerging Business Symposium   142
What this is not…..
NOT a loan
NOT based on net
 worth or cash flow
NOT lender “last
 resort”
Time in business is
 not important
Serve as “credit
 manager and/or
 outsource partner”
                 Emerging Business Symposium   143
Emerging Business Symposium   144
Client Attributes
                    $0 to $25 Million
                    Any stage lifecycle
                    Limited collateral
                    Funding in most
                     industries, but not
                     construction and
                     medical firms
                    Startups ok!
                    Client must have
                     sufficient margin

     Emerging Business Symposium           145
Emerging Business Symposium   146
Economic Lifecycle




     Emerging Business Symposium   147
Needs change over time
                       Opportunity Inception     Launch    Grow                  Harvest          Evolve / retire

               High




          Growth/                                             Company revenues are not the
          Activity                                            only indicator of attractiveness.
                                                              Our practice best lends itself to
                                                              companies, large or small, who
                                                                are in an innovating, high-
                                                              growth/high-demand situation.




               Low
            Start up
           Small Business
Company           Mid-market
  Size
          Enterprise (departmental)

                                               Emerging Business Symposium
Emerging Business Symposium   149
Geographic Client Locations
                                          14%




                                                          24%
   58%


                                                 4%




         West   South       Northeast           Midwest

                Emerging Business Symposium                     150
Client Locations by State
                                              MT
                                              0%
                  MA   MD           MN MO NC
       IA   IL IN 3%   2%           3% 1% 2% NJ NV
       1%   4% 0%             MI             1% 1% NY
                              3%                   4%     OH
                                                          1% PA
  GA                                                         6%
 10%


                                                                SC
                                                                9%




   FL
  33%
                                                                     TN
                                                     AL              7%
                                                                TX
                                                     0%         2%
                                                             VA
                                                        VT   1%
                                                  CA AZ 0%
                                        DC     CT 1% 0%
                                               3%       WA
                                        0%
                                                        2%




                       Emerging Business Symposium                        151
Current Portfolio
                                  18
 37
                                                        17

            8                9                11




 Staffing               Distribution          Service
 Manufacturing          Technology            Other



                Emerging Business Symposium                  152
Primary Industries Funded
Staffing
37% portfolio
All kinds




             Emerging Business Symposium   153
Primary Industries Funded
Manufacturing
18% portfolio




            Emerging Business Symposium   154
Primary Industries Funded
                        • Distribution
                        • 11% Portfolio




         Emerging Business Symposium      155
Primary Industries Funded
Technology
9% portfolio




                Emerging Business Symposium   156
Primary Industries Funded
                        • Service
                        • 17% Portfolio




         Emerging Business Symposium      157
Extensive Government AR
Federal, State,
 Local, Other
Quasi
 Government
Universities
School Districts

              Emerging Business Symposium   158
Emerging Business Symposium   159
Client duration
                                             21%

        29%
                                                                   14%




                                                                    8%
Our duration average
4.4 years;              18%                  6%               4%
Industry >12 months

      2010    2009     2008    2007      2006          2005        2004 earlier

                         Emerging Business Symposium                              160
Client Funded FICO
710


700                              Percentage change YTD = 4.6%
                                                                                             702
690
                                 9 year average = 652
 680


  670


      660                                                                         671
                                         652     655                      661
      650                         648
                    638    640                           649     652
       640

       630

        620

            610

            600

                  2002
                          2003
                                 2004
                                        2005
                                               2006
                                                       2007
                                                               2008
                                                                        2009
                                                                                2010
                                                                                        2011 YTD


                                          Emerging Business Symposium                              161
Number of Invoices
120,000

                                                                                                    110,076


                                                                                                              99,463
100,000
                                                                                                                       95,540
                                                                                           93,262
                                                                                                                                         Through
                                                                                                                                86,905
                                                                                                                                         November
                                                                                                                                         30, 2011
80,000                                                                                                                                    77,063




60,000
                                                                                  54,530



                                                                         40,838
40,000



                                                                22,385

20,000                                                 14,373
                                             13,183

                                     6,931
                   1,383    2,128
            125
     -
          1997    1998     1999     2000     2001      2002     2003     2004     2005     2006      2007      2008     2009      2010     2011YTD




                                                    Emerging Business Symposium                                                                    162
Average Invoice Size $
$3,000.00




$2,500.00




$2,000.00




$1,500.00




$1,000.00




 $500.00




      $-

            2000 2001
                        2002   2003   2004   2005   2006   2007   2008   2009   2010   2011


                                       Emerging Business Symposium                            163
Emerging Business Symposium   164
Emerging Business Symposium   165
Emerging Business Symposium   166
Emerging Business Symposium   167
Emerging Business Symposium   168
Emerging Business Symposium   169
Emerging Business Symposium   170
Emerging Business Symposium   171
Emerging Business Symposium   172
Emerging Business Symposium   173
Emerging Business Symposium   174
Emerging Business Symposium   175
Emerging Business Symposium   176
Emerging Business Symposium   177
Professional Services
 Accounts Receivable
  Management
 Working Capital
 Professional, turnkey AR
  monitoring
 Access to Credit Insurance
 Ability to credit qualify
  prospect/debtor at no cost
 Secure, 24/7 online reporting
 Secure, lockbox services
 Peace of mind


                          Emerging Business Symposium   178
Why are we different?
                      No term
                      Minimums
                      Start up fees
                      Termination fees
                      Per invoice
                      Client remains in
                       control

       Emerging Business Symposium         179
Emerging Business Symposium   180
Recent Milestones
Will Have Funded $1.5
 Billion Cumulatively
 since formation in 1997
Financially solid, stable
Several industry players
 leaving due to lack of
 funding and/or losses
First Tennessee support


                    Emerging Business Symposium   181
Professional Fees
• Simple, JIT Model
• 5 day fee
  FUNDING, not invoice
  date to collection @
  lockbox
• Wire / ACH fees
• No other fees
• All fees are itemized
  per invoice, and
  available online
                   Emerging Business Symposium   182
Emerging Business Symposium   183
Professional Fees
• Determined by:
• Size of AR
• “Pedigree” clients
• Concentration vs.
  diversification
• FICO score
• Credit insurance

                  Emerging Business Symposium   184
Professional fees are….
                       Less than credit card
                        merchant fees
                       Less overdraft APR
                       More than traditional
                        bank line of credit
                       No personal guarantee
                       All services bundled
                       Fees itemized invoice
                       Profitability modeling
                       Incredibly competitive

        Emerging Business Symposium          185
Emerging Business Symposium   186
Professional Services
 Accounts Receivable
  Management
 Working Capital
 Professional, turnkey AR
  monitoring
 Access to Credit Insurance
 Ability to credit qualify
  prospect/debtor at no cost
 Secure, 24/7 online reporting
 Secure, lockbox services
 Peace of mind


                          Emerging Business Symposium   187
Many ways we can help..
                       • Credit
                         Information
                       • Credit Insurance
                       • Commitment to
                         Fund Letters
                       • RFP Support
                         and Logos
        Emerging Business Symposium     188
Emerging Business Symposium   189
First Tennessee Alliance




       Emerging Business Symposium   190
Emerging Business Symposium   191
Facts vs. Myths
The perception of
 our industry is the
 single largest
 misconception we
 encounter
Our website is an
 educational resource
www.ucfunding.com
                Emerging Business Symposium
                                              192
Facts vs. Myths
Myth: Factoring is
 used businesses in
 “bad shape” or
 Fortune 500 firms
Fact: Used by all
 sized businesses
Huge industry $130+
 Billion

                Emerging Business Symposium   193
Facts vs. Myths
                   Fact: used more
                    than ever, start up
                    to mature
                    Astute managers
                    use it;
                    outsource, lower
                    breakeven point


    Emerging Business Symposium           194
Fact vs. Myths
Aoccdrnig to rscheearch at
Cmabrigde Uinervtisy, it                Myth: If you factor,
deosn't mttaer in waht oredr             customers get
the ltteers in a wrod are, the
olny iprmoatnt tihng is taht             “nervous” and leave
the frist and lsat ltteer be at         Fact: Never
the rghit pclae. The rset can            happened 10+ years
be a toatl mses and you can
sitll raed it wouthit a
                                         serving
porbelm. Tihs is bcuseae the            Use surveys to
huamn mnid deos not raed                 ensure quality
ervey lteter by istlef, but the
wrod as a wlohe.
                         Emerging Business Symposium        195
Facts vs. Myths
Fact: Actually can
 cement relationship
Ability prequalify credit
 limit critical
Assertively sell more;
 average sale can
 increase
Less dependent on
 personal credit
                    Emerging Business Symposium   196
Facts vs. Myths
                   Myth: If you
                    factor, offend or
                    alienate clients
                   Fact: Goal is to
                    grow, not “offend”
                   Illogical aggravate in
                    any way
                   Proactively provide
                    references


    Emerging Business Symposium              197
Standard Inquiry Steps
Personal credit on
 Principal(s)
Comprehensive
 Background check
Corporate, debtor search
Underwrite
Price Relationship
Proposal/No Interest
 Letter
1 Business day
                   Emerging Business Symposium   198
There are no stupid questions




          Emerging Business Symposium   199
We are only a click away




         Emerging Business Symposium   200
We will respond quickly…




        Emerging Business Symposium   201
Partnership
We succeed when
 clients successful
Key to success is
 partnership with
 clients, partners,
Continue operate
 with highest levels of
 integrity
                   Emerging Business
                                       202
                     Symposium
Emerging Business Symposium   203
Emerging Business Symposium   204
Emerging Business Symposium   205
UNITED CAPITAL                         TM
INTELLIGENT.WORKING.CAPITAL.
         Emerging Business Symposium        206
UNITED CAPITAL                     TM
INTELLIGENT.WORKING.CAPITAL.




     Emerging Business Symposium        207

Weitere ähnliche Inhalte

Ähnlich wie Wip january 30, 2012 6

Thompson trucking work sheet
Thompson trucking work sheetThompson trucking work sheet
Thompson trucking work sheetfueltec
 
Thompson trucking work sheet
Thompson trucking work sheetThompson trucking work sheet
Thompson trucking work sheetfueltec
 
daniel grade sheet
daniel grade sheetdaniel grade sheet
daniel grade sheetPapanunu
 
Availability Report(1)
Availability Report(1)Availability Report(1)
Availability Report(1)frangrey
 
Evaluasi dinkes gizi
Evaluasi dinkes giziEvaluasi dinkes gizi
Evaluasi dinkes gizifadilaza
 
Scandinavian Rail Development 2013 - Marcin Tubylewicz
Scandinavian Rail Development 2013 - Marcin TubylewiczScandinavian Rail Development 2013 - Marcin Tubylewicz
Scandinavian Rail Development 2013 - Marcin TubylewiczRussell Publishing
 
WHS Report Card 2010-2011
WHS Report Card 2010-2011WHS Report Card 2010-2011
WHS Report Card 2010-2011JD Williamson
 
Adapting Linux for Mobile Platforms: An Empirical Study of Android
Adapting Linux for Mobile Platforms: An Empirical Study of AndroidAdapting Linux for Mobile Platforms: An Empirical Study of Android
Adapting Linux for Mobile Platforms: An Empirical Study of AndroidFoutse Khomh
 

Ähnlich wie Wip january 30, 2012 6 (9)

Thompson trucking work sheet
Thompson trucking work sheetThompson trucking work sheet
Thompson trucking work sheet
 
Thompson trucking work sheet
Thompson trucking work sheetThompson trucking work sheet
Thompson trucking work sheet
 
daniel grade sheet
daniel grade sheetdaniel grade sheet
daniel grade sheet
 
Board spm 2012
Board spm 2012Board spm 2012
Board spm 2012
 
Availability Report(1)
Availability Report(1)Availability Report(1)
Availability Report(1)
 
Evaluasi dinkes gizi
Evaluasi dinkes giziEvaluasi dinkes gizi
Evaluasi dinkes gizi
 
Scandinavian Rail Development 2013 - Marcin Tubylewicz
Scandinavian Rail Development 2013 - Marcin TubylewiczScandinavian Rail Development 2013 - Marcin Tubylewicz
Scandinavian Rail Development 2013 - Marcin Tubylewicz
 
WHS Report Card 2010-2011
WHS Report Card 2010-2011WHS Report Card 2010-2011
WHS Report Card 2010-2011
 
Adapting Linux for Mobile Platforms: An Empirical Study of Android
Adapting Linux for Mobile Platforms: An Empirical Study of AndroidAdapting Linux for Mobile Platforms: An Empirical Study of Android
Adapting Linux for Mobile Platforms: An Empirical Study of Android
 

Kürzlich hochgeladen

Monthly Market Risk Update: March 2024 [SlideShare]
Monthly Market Risk Update: March 2024 [SlideShare]Monthly Market Risk Update: March 2024 [SlideShare]
Monthly Market Risk Update: March 2024 [SlideShare]Commonwealth
 
20240315 _E-Invoicing Digiteal. .pptx
20240315 _E-Invoicing Digiteal.    .pptx20240315 _E-Invoicing Digiteal.    .pptx
20240315 _E-Invoicing Digiteal. .pptxFinTech Belgium
 
Stock Market Brief Deck for 3/22/2024.pdf
Stock Market Brief Deck for 3/22/2024.pdfStock Market Brief Deck for 3/22/2024.pdf
Stock Market Brief Deck for 3/22/2024.pdfMichael Silva
 
Taipei, A Hidden Jewel in East Asia - PR Strategy for Tourism
Taipei, A Hidden Jewel in East Asia - PR Strategy for TourismTaipei, A Hidden Jewel in East Asia - PR Strategy for Tourism
Taipei, A Hidden Jewel in East Asia - PR Strategy for TourismBrian Lin
 
Solution manual for Intermediate Accounting, 11th Edition by David Spiceland...
Solution manual for  Intermediate Accounting, 11th Edition by David Spiceland...Solution manual for  Intermediate Accounting, 11th Edition by David Spiceland...
Solution manual for Intermediate Accounting, 11th Edition by David Spiceland...mwangimwangi222
 
Sarlat Advisory - Corporate Brochure - 2024
Sarlat Advisory - Corporate Brochure - 2024Sarlat Advisory - Corporate Brochure - 2024
Sarlat Advisory - Corporate Brochure - 2024Guillaume Ⓥ Sarlat
 
Buy and Sell Urban Tots unlisted shares.pptx
Buy and Sell Urban Tots unlisted shares.pptxBuy and Sell Urban Tots unlisted shares.pptx
Buy and Sell Urban Tots unlisted shares.pptxPrecize Formely Leadoff
 
Work and Pensions report into UK corporate DB funding
Work and Pensions report into UK corporate DB fundingWork and Pensions report into UK corporate DB funding
Work and Pensions report into UK corporate DB fundingHenry Tapper
 
RWA Report 2024: Rise of Real-World Assets in Crypto | CoinGecko
RWA Report 2024: Rise of Real-World Assets in Crypto | CoinGeckoRWA Report 2024: Rise of Real-World Assets in Crypto | CoinGecko
RWA Report 2024: Rise of Real-World Assets in Crypto | CoinGeckoCoinGecko
 
Introduction to Entrepreneurship and Characteristics of an Entrepreneur
Introduction to Entrepreneurship and Characteristics of an EntrepreneurIntroduction to Entrepreneurship and Characteristics of an Entrepreneur
Introduction to Entrepreneurship and Characteristics of an Entrepreneurabcisahunter
 
Remembering my Totem _Unity is Strength_ growing in Bophuthatswana_Matthews B...
Remembering my Totem _Unity is Strength_ growing in Bophuthatswana_Matthews B...Remembering my Totem _Unity is Strength_ growing in Bophuthatswana_Matthews B...
Remembering my Totem _Unity is Strength_ growing in Bophuthatswana_Matthews B...Matthews Bantsijang
 
ACCOUNTING FOR BUSINESS.II DEPARTMENTAL ACCOUNTS.
ACCOUNTING FOR BUSINESS.II DEPARTMENTAL ACCOUNTS.ACCOUNTING FOR BUSINESS.II DEPARTMENTAL ACCOUNTS.
ACCOUNTING FOR BUSINESS.II DEPARTMENTAL ACCOUNTS.KumarJayaraman3
 
India Economic Survey Complete for the year of 2022 to 2023
India Economic Survey Complete for the year of 2022 to 2023India Economic Survey Complete for the year of 2022 to 2023
India Economic Survey Complete for the year of 2022 to 2023SkillCircle
 
Lundin Gold March 2024 Corporate Presentation - PDAC v1.pdf
Lundin Gold March 2024 Corporate Presentation - PDAC v1.pdfLundin Gold March 2024 Corporate Presentation - PDAC v1.pdf
Lundin Gold March 2024 Corporate Presentation - PDAC v1.pdfAdnet Communications
 
Stock Market Brief Deck for March 19 2024.pdf
Stock Market Brief Deck for March 19 2024.pdfStock Market Brief Deck for March 19 2024.pdf
Stock Market Brief Deck for March 19 2024.pdfMichael Silva
 
MARKET FAILURE SITUATION IN THE ECONOMY.
MARKET FAILURE SITUATION IN THE ECONOMY.MARKET FAILURE SITUATION IN THE ECONOMY.
MARKET FAILURE SITUATION IN THE ECONOMY.Arifa Saeed
 
What Key Factors Should Risk Officers Consider When Using Generative AI
What Key Factors Should Risk Officers Consider When Using Generative AIWhat Key Factors Should Risk Officers Consider When Using Generative AI
What Key Factors Should Risk Officers Consider When Using Generative AI360factors
 
Slideshare - ONS Economic Forum Slidepack - 18 March 2024.pptx
Slideshare - ONS Economic Forum Slidepack - 18 March 2024.pptxSlideshare - ONS Economic Forum Slidepack - 18 March 2024.pptx
Slideshare - ONS Economic Forum Slidepack - 18 March 2024.pptxOffice for National Statistics
 

Kürzlich hochgeladen (20)

Monthly Market Risk Update: March 2024 [SlideShare]
Monthly Market Risk Update: March 2024 [SlideShare]Monthly Market Risk Update: March 2024 [SlideShare]
Monthly Market Risk Update: March 2024 [SlideShare]
 
20240315 _E-Invoicing Digiteal. .pptx
20240315 _E-Invoicing Digiteal.    .pptx20240315 _E-Invoicing Digiteal.    .pptx
20240315 _E-Invoicing Digiteal. .pptx
 
Stock Market Brief Deck for 3/22/2024.pdf
Stock Market Brief Deck for 3/22/2024.pdfStock Market Brief Deck for 3/22/2024.pdf
Stock Market Brief Deck for 3/22/2024.pdf
 
Taipei, A Hidden Jewel in East Asia - PR Strategy for Tourism
Taipei, A Hidden Jewel in East Asia - PR Strategy for TourismTaipei, A Hidden Jewel in East Asia - PR Strategy for Tourism
Taipei, A Hidden Jewel in East Asia - PR Strategy for Tourism
 
Solution manual for Intermediate Accounting, 11th Edition by David Spiceland...
Solution manual for  Intermediate Accounting, 11th Edition by David Spiceland...Solution manual for  Intermediate Accounting, 11th Edition by David Spiceland...
Solution manual for Intermediate Accounting, 11th Edition by David Spiceland...
 
Commercial Bank Economic Capsule - March 2024
Commercial Bank Economic Capsule - March 2024Commercial Bank Economic Capsule - March 2024
Commercial Bank Economic Capsule - March 2024
 
Sarlat Advisory - Corporate Brochure - 2024
Sarlat Advisory - Corporate Brochure - 2024Sarlat Advisory - Corporate Brochure - 2024
Sarlat Advisory - Corporate Brochure - 2024
 
Buy and Sell Urban Tots unlisted shares.pptx
Buy and Sell Urban Tots unlisted shares.pptxBuy and Sell Urban Tots unlisted shares.pptx
Buy and Sell Urban Tots unlisted shares.pptx
 
Work and Pensions report into UK corporate DB funding
Work and Pensions report into UK corporate DB fundingWork and Pensions report into UK corporate DB funding
Work and Pensions report into UK corporate DB funding
 
RWA Report 2024: Rise of Real-World Assets in Crypto | CoinGecko
RWA Report 2024: Rise of Real-World Assets in Crypto | CoinGeckoRWA Report 2024: Rise of Real-World Assets in Crypto | CoinGecko
RWA Report 2024: Rise of Real-World Assets in Crypto | CoinGecko
 
Introduction to Entrepreneurship and Characteristics of an Entrepreneur
Introduction to Entrepreneurship and Characteristics of an EntrepreneurIntroduction to Entrepreneurship and Characteristics of an Entrepreneur
Introduction to Entrepreneurship and Characteristics of an Entrepreneur
 
Remembering my Totem _Unity is Strength_ growing in Bophuthatswana_Matthews B...
Remembering my Totem _Unity is Strength_ growing in Bophuthatswana_Matthews B...Remembering my Totem _Unity is Strength_ growing in Bophuthatswana_Matthews B...
Remembering my Totem _Unity is Strength_ growing in Bophuthatswana_Matthews B...
 
ACCOUNTING FOR BUSINESS.II DEPARTMENTAL ACCOUNTS.
ACCOUNTING FOR BUSINESS.II DEPARTMENTAL ACCOUNTS.ACCOUNTING FOR BUSINESS.II DEPARTMENTAL ACCOUNTS.
ACCOUNTING FOR BUSINESS.II DEPARTMENTAL ACCOUNTS.
 
India Economic Survey Complete for the year of 2022 to 2023
India Economic Survey Complete for the year of 2022 to 2023India Economic Survey Complete for the year of 2022 to 2023
India Economic Survey Complete for the year of 2022 to 2023
 
New Monthly Enterprises Survey. Issue 21. (01.2024) Ukrainian Business in War...
New Monthly Enterprises Survey. Issue 21. (01.2024) Ukrainian Business in War...New Monthly Enterprises Survey. Issue 21. (01.2024) Ukrainian Business in War...
New Monthly Enterprises Survey. Issue 21. (01.2024) Ukrainian Business in War...
 
Lundin Gold March 2024 Corporate Presentation - PDAC v1.pdf
Lundin Gold March 2024 Corporate Presentation - PDAC v1.pdfLundin Gold March 2024 Corporate Presentation - PDAC v1.pdf
Lundin Gold March 2024 Corporate Presentation - PDAC v1.pdf
 
Stock Market Brief Deck for March 19 2024.pdf
Stock Market Brief Deck for March 19 2024.pdfStock Market Brief Deck for March 19 2024.pdf
Stock Market Brief Deck for March 19 2024.pdf
 
MARKET FAILURE SITUATION IN THE ECONOMY.
MARKET FAILURE SITUATION IN THE ECONOMY.MARKET FAILURE SITUATION IN THE ECONOMY.
MARKET FAILURE SITUATION IN THE ECONOMY.
 
What Key Factors Should Risk Officers Consider When Using Generative AI
What Key Factors Should Risk Officers Consider When Using Generative AIWhat Key Factors Should Risk Officers Consider When Using Generative AI
What Key Factors Should Risk Officers Consider When Using Generative AI
 
Slideshare - ONS Economic Forum Slidepack - 18 March 2024.pptx
Slideshare - ONS Economic Forum Slidepack - 18 March 2024.pptxSlideshare - ONS Economic Forum Slidepack - 18 March 2024.pptx
Slideshare - ONS Economic Forum Slidepack - 18 March 2024.pptx
 

Wip january 30, 2012 6