Multiple touchpoints create extra steps in your invoice-to-cash cycle. The more steps you have, the longer it takes to get paid and the higher your operational costs to serve customers.
29 Aug 2019

Long Collection Cycles Increase Your Costs and Reduce Your Margins. Can You Afford it?

Multiple touch points create extra steps in your invoice-to-cash cycle. The more steps you have, the longer it takes to get paid and the higher your operational costs to serve customers.

The average payment cycle for wholesale distributors is 37 days. So, if you are looking to shorten your payment cycles and free up your cash flow, take a hard look at your invoice-to-cash process. The more steps that you have in this process, the more friction you will create and the longer it will take to get paid.

“48.8 percent of the B2B invoices in America are overdue”.

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Late payments often stem from friction in the invoicing process. It’s not that business owners don’t want to pay on time – it’s that, due to the nature of their business, it can be difficult for them to pay. If a contractor is on the road most of the time, they may only be able to write checks once a month. If an invoice is due before they have a chance to process their monthly checks, their payment will be late. If these road warriors could pay you with a couple of swipes on their mobile device, they would submit payments faster.

When asked why a payment is late, claiming non-receipt of an invoice is a commonly cited reason among business customers. For example, a physical invoice that is sent with a shipment may sit on a loading dock and never make it to AP. Eventually, the customer will be in contact to ask about the invoice and its supporting documentation, such as its bill of lading (BoL) or proof of delivery (POD). Then, the customer either needs to search the warehouse or filter through emails to find the documents. These hassles frustrate customers and lengthen your DSO.

Late payments hurt your business

Whatever the cause, late payments increase your operational costs, eat into your profit margins, and put a huge strain on your resources. And because sales reps and account managers often get involved with collections to “pay to get paid,” Many sales reps need to follow up on late payments, as their commissions or bonuses depend upon the product being paid in full. However, the additional touch points take time away from what sales reps do best – selling.

Reducing your late payments not only frees up your cash flow but allows your staff to focus on what matters. 

If you don’t optimize your AR processes and minimize the steps that customers must take to pay an invoice, you will struggle. Customers who want more convenient payment options will simply go to Amazon.

Interested in learning more? Download your copy of the Finance Leader’s Ultimate Guide to Digital Transformation in Wholesale Distribution now.