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Factoring

Factoring is the process by which a financial institution or a factor buys accounts receivable from a business (the client) at a discount and takes in return an assignment of the accounts receivable. When a business' assets are being factored, the seller sometimes states on its invoices that payment for the goods is to be made to the factor (to the factoring company).

Factoring is done with or without recourse. Factoring with recourse means that if the factor is unable to collect from the debtor that the seller (the client) must repay the money advanced to it against the accounts receivable. Factoring without recourse means that the factor accepts the risk that the accounts receivable may be uncollectable. When factoring is done without recourse the discount rate is higher than when factoring is done with recourse.

Depending on the terms of the factoring relationship, the business firm entering into a factoring agreement may be relieved of the responsibility (and the costs) associated with:

  • check references
  • make credit decisions
  • assign credit limits
  • collect past due balances
  • referring delinquent and uncooperative customers for collection

Some or all of these functions are assumed by the factor for a fee. Factoring is the only method of short-term financing whereby business firms can shift risk as well as the duties of the duties of the credit department to a third party.

As shipments are made, the client sends copies of the invoices and shipping documents to the factor. The client may obtain immediate cash for the full net face value of the invoices (the gross amount of the invoices less any discounts and allowances granted to the firm's customers), minus the factor's fees plus any reserves held by the factor to offset returned goods, merchandise claims and the like.

Advantages of Factoring

There are costs associated with factoring accounts receivable. The factor has to make a profit and cover whatever risks are associated with the factoring arrangement reached with the seller. Nevertheless, there are advantages associated with factoring, including:

  • Improved cash flow. When factoring your receivables, you get cash in days that would have been tied up for 30 days or more as accounts receivable.
  • Cash usually available in 48 hours or less. This cash can then be used for expansion needs, such as buying more inventory or to take advantage of discounts offered by suppliers.
  • Factoring is a continuing source of working capital with no set limits. Once a bank line of credit is used up, the seller cannot borrow more. With factoring, the seller presents the invoice to the factor, and once the factor verifies it the invoice is funded. Factoring grows automatically with sales growth.
  • Factors recognize the need for fast approvals. Therefore, to remain competitive, they strive for a short approval process.
  • If the factor does the collection, experienced personnel perform collections.
  • Reduction of overhead costs. Usually, a factoring company will handle some or all credit checks, and collection activities reducing the need for credit and collection staff.
  • Flexibility. Most factoring companies do not require long-term contracts with sellers.
  • A factor is more concerned about customers' credit ratings rather than the seller's credit rating.
  • Therefore, if the seller has a less than spotless record and banks have turned the seller down, a factor may not.
  • Factoring is not a loan from a third party; it is a sale of the invoice to a third party.

Edited by Michael Dennis, author of "Credit and Collection Handbook" available at the NACM Bookstore.

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