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Customer Distress Red Flag
Sometimes, a customer will stop taking cash discounts, and there are a number of reasons this can happen. For example, a new person hired in the customer's accounts payable department may not be aware that the debtor normally pays quickly enough to take the cash discount. Another possibility is that the debtor company has implemented certain changes in its policies and procedures relating to accounts payable that make it more difficult for the A/P department to process invoices quickly enough to earn the early payment cash discount.
Another reason that debtors may delay payments that is of concern to trade creditors involves the debtor company's cash flow problems. Sometimes, the problem is as simple as the fact that the customer’s accounts payable department personnel have changed, or someone has forgotten that your company offers a discount in exchange for early payment of invoices. Any time a customer stops discounting, creditors should ask why. A call that questions the customer's financial health, ability to pay or willingness to pay is not appropriate.
Copyright 2010 by Michael C. Dennis, author of "1001 Collection Tools and Tips."