Tag Archive for: cash management

Building a cash flow forecast model

| 5-9-2017 | Lionel Pavey |

 

No company can sort out its funding and investment requirements without having a cash flow forecast. This gives valuable insight into potential bottlenecks where there is a shortage of liquidity that needs to be addressed in order that the company can continue its day-to-day operations whilst optimizing its cash position.

2 methods

There are 2 methods to be a model – indirect and direct.

Indirect uses the balance sheet and, as such, will contain non-cash items like depreciation and bad debts. Direct uses the projected receipts and payments shown at specific moments in time.The indirect method is handy for long term forecasting beyond 1 year as it shows the money required to finance capital intensive investments and projects.

The direct method is essential for short term analysis up to 1 year as it shows the money for operational activities and working capital. As a cash flow forecast is mainly used for the direct needs of a company, it is prudent to use the direct method.

What steps need to be taken to transform a budget into a cash flow forecast via direct method?

  1. Adjust the budget to remove all non-cash items
  2. Analyse historical data to obtain seasonally adjusted cash flows for operational activities
  3. Integrate the standard payment terms for creditors and debtors and adjust the cash date
  4. If there are no clear trends within the month, spread the amount evenly over the month
  5. Where pay dates are hard – wages, taxes etc. input these into those dates
  6. Calculate the operational cash flow
  7. Incorporate expected investments
  8. Incorporate existing financing obligations (principal and interest)
  9. Never forget the BTW (VAT)!
  10. Analyse the forecast for shortfalls or periods of excess liquidity

As this is an exercise that incorporates all departments within a company, it is essential that full support is given by management to the design and implementation of the process. No one person can collect and collate all the data – this requires continuous input by controllers and treasury staff.

How to design the forecast?

  1. Establish clearly defined criteria and processes
  2. Define the role and cooperation required by all parties, whilst highlighting the benefits
  3. Ensure commitment from all parties
  4. 1 data source only – data must be presented in 1 format on agreed dates
  5. Structure – all data is delivered on time to a central point, normally the treasury
  6. Keep it simple – do not over design the model
  7. Give constant feedback to all stakeholders so that they can see how their contributions matter
  8. Question the validity of the data – is it created by a bottom-up approach or has a simple top-down approach been taken without looking at the individual components that make up the forecast
  9. Stress test the data – build simple scenarios (best and worse) whilst making simple assumptions such as debtors extending payment times, fall in sales, increase in demand etc.
  10. Never sit back and think that your task is done. This is a living model that needs to be constantly monitored and adjusted where necessary
  11. Do not punish – many people are reluctant to provide forecasts out of fear that they will be wrong. Use the model to educate and focus stakeholders onto the reality of their cash positions as opposed to their bookkeeping positions. It is all about timing
  12. Remember – if you do not have it, you can not use it. There is nothing more harmful for a company than running out of cash, regardless of what the company accounts are telling you!

If you want to know more about this topic you are welcome to contact me.

Lionel Pavey

 

Lionel Pavey

Cash Management and Treasury Specialist

 

 

 

Startup FinTech company Facturis and the traditional bank: How do they do it?

| 23-8-2017 | PowertoPay – Unified Post | Sponsored content |

Facturis, a partner of UnifiedPost, is an online platform that helps to optimize the financial situation of small and medium-sized enterprises in the Netherlands. The platform facilitates a more efficient flow of incoming and outgoing invoices, debtor management, retrieval of digital debit authorizations, dynamic discounting and dynamic working capital credit. In this interview, Nico Ten Wolde, CEO of Facturis, is telling more about developments in the financial technical (FinTech) world.

 

How did Facturis originate from the Rabobank?

Nico: “Rabobank started a strategic orientation in 2010 to increase its added value and uniqueness for its business customers. Rabobank wants to provide services within the customers’ business processes whenever and wherever they are needed. Where Rabobank has traditionally focused on offering products such as transactions, finance and insurance, she wanted to offer services to support the full order-to-cash flow process of her customers. This goes further than the execution of transactions and the provision of funding. By offering different services that work in synergy on one platform, the customer has lower operating costs and a lower need for external financing. In order to achieve this, Rabobank has established a partnership with UnifiedPost in the form of Facturis. UnifiedPost delivers the invoicing platform technology.”

What is the target group of Facturis? What do you do to connect the product to this target group?

Nico: “Facturis focuses on the business market, with the primary focus on small and medium-sized enterprises (SMEs). These types of organizations need to obtain services from many different parties in order to optimize the financial and administrative processes. Because they buy services from different parties, there is insufficient insight into and grip on the overall financial process. By integrally providing services from various partners on one platform, we give entrepreneurs more insight into their financial situation. That goes further than sending invoices – it’s about getting bills paid as quickly as possible.”

Fin Tech initiatives – what changes?

Everyone talks about the changing role of the banks, partly through the FinTech initiatives. What do you think are the things we already notice?

Nico: “What I see is that 10 years ago a bank was the only place you would consider for financial services, this is no longer always the case. Think of FinTech parties like Adyen, which offer a wide range of financial products from banks and other financial institutions on a platform. The customer no longer deals directly with a traditional bank. In addition, we see a strong growth of (crowd) funding platforms. The financing is no longer obtained through a bank. More recently, several blockchain initiatives and the oncoming implementation of PSD2 will create new opportunities for players outside the traditional banking world.”

Why do you think banks will increasingly work with FinTech companies? What is the benefit for the banks?

Nico: “On the one hand, banks often have to deal with complex legacy systems which limit the possibilities to quickly implement new solutions. On the other hand, banks have to deal with implementing and maintaining new rules and regulations with the current processes. This makes it almost impossible to quickly implement innovations. FinTech companies can quickly launch new concepts for specific target groups. Through cooperation with banks, the power of the existing brand and distribution channel is optimally utilized. A win-win situation for the customer, the FinTech company and a bank.”

What was the biggest success in Facturis?

Nico: “The launch of the pilot Invoice Credit. The Invoice Credit is a dynamic working capital credit that moves along in real-time with the (outgoing) invoice flow of a company. As a result, the entrepreneur does not always have to return to his bank to make an adjustment on his credit line. Due to the flexibility of InvoiceCredit, companies can streamline the flow of money, thus optimizing their working capital. InvoiceCredit fulfils the companies need for a credit that reflects fluctuations in the invoice flow and that grows along with the company.”

What is your biggest challenge within Facturis?

Nico: “Our biggest challenge is to maintain the speed you need as a FinTech to be successful and to be able to continue to innovate. Laws, regulations and legacy systems sometimes limit the speed to launch new services quickly within large corporate organizations. In cooperation with large organizations, such as banks, we face the challenge of balancing speed and adopting new banking services.”

How has such a creative thinking startup within the (traditional) bank been adopted so well?

Nico: “On the one hand, with a lot of missionary work within Rabobank in the form of presentations and writing many memo’s to convince the right stakeholders inside and outside the Rabobank. On the other hand, the arrival of Wiebe Draijer (Chairman of the Board of Rabobank) helped us greatly with the adoption of Facturis within the Rabobank. With the establishment of a FinTech & Innovation department, Rabobank made a clear choice for the adoption of FinTech companies in the future.”

What do you think is the most successful FinTech initiative in the market?

Name 1 launched and 1 that has not yet been launched.

Nico: “Launched: Kabbage: Kabbage is an American FinTech that can assess a consumer’s or SME’s financing request within a few minutes.

Not launched: Easytrade, an innovative currency hedging solution for hedging currency risks of (international) companies. Easytrade is a new FinTech initiative created by Rabobank Moonshot Program, an internal acceleration program aimed at realizing the advancing ideas of employees.”

What do you think are the most important FinTech developments in the near future?

Nico: “In the coming years, I see major changes in risk management. Through the application of AI and machine learning, we are able to better estimate risks and utilize opportunities with a much larger predictive ability. This has a positive impact on customers, we can deliver services exactly when the customer needs them. In addition, integrating blockchain initiatives and virtual currencies within the financial sector will take a huge run. With the implementation of PSD2, it is possible for FinTech companies to combine the old world and the new world. This allows for gradual adoption
of these new developments for customers.”

PowertoPay – Unified Post

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Saving on FX deals? Often neglected but potentially a “pot of gold”

| 21-8-2017 | Patrick Kunz |

 

Doing business internationally often means dealing with foreign currency (FX). This poses a risk as the exchange rate changes daily, basically every second. To mitigate this risk a company can hedge the position via FX deals (discussed in a previous article). But what are the costs of those deals to companies?

 

FX deals

FX is traded on exchanges where only authorized parties have access to. This can be brokers or banks, the so called market makers. They can take your fx position for a give rate and they try to find a counterparty for the deal who is willing to take the opposite trade. For this effort (and risk as they might not be able to directly match the position) they ask a provision. This is the bid-ask spread; the spread between rate for buying and rate for selling the currency. The fx (mid) rate is determined by supply and demand.

The spread depends on several things:

  • Market liquidity; how many people are buying and selling and with what volume
  • Market timing; is the market open for that currency
  • Restrictions: some currencies have restrictions

For a company to trade FX they need an account with a party that has access to fx market makers. This is often a bank. This bank will take another bite out of the spread for their profit (and maybe risk as they might take the position on their books). The spread the bank will charge depends on how many deals and how much volume you will be doing. Sometimes it is an obligation to trade with the bank from a financing arrangement. For the big currencies for big clients the spread can be as low as 2-3 pips (0,0002/0,0003).

Trading FX seems to be without costs as the bank charges no fees. However, those fees are put into the fx rate. When doing spot deals it is easy to calculate them, it’s the difference between the traded rate and the then actual market spot mid rate. When doing forward deals or trading illiquid currencies it is harder to determine the spread. Always try to get to know the spread you are paying. The spread is basically the costs of the fx deal (for forward deals there is an interest component).

It therefore makes sense to always compare your FX rates and get quotes from several banks. Trading with a broker sometimes can be cheaper as one party in the process is eliminated. Savings can be up to 5% per deal (for exotic currencies), for the bigger currencies an average saving of 1% is possible. If you do several million worth on FX deals a year this is a big money saver.

Pecunia Treasury & Finance b.v. has an online fx trading platform backed by one of the biggest worldwide fx broker.

Patrick Kunz

Treasury, Finance & Risk Consultant/ Owner Pecunia Treasury & Finance BV

 

 

Business intelligence for cash flows & cash positions

| 10-8-2017 | Treasury Intelligence Solutions GmbH (TIS)  | Sponsored content |

How do strategic professionals decide on the best path to success for their company? The key for strategic finance professionals and the best path to success lies in transparency and real-time reporting across company-wide cash flow and liquidity levels, bank transactions, customer and supplier relations and working capital.

When cash flow visibility is the lifeblood of your company, you want full control and knowledge. Direct access to insights on profitability and potential business risks allow you to make better decisions based on solid business intelligence that is accessible anytime and anywhere. Companies now can experience the power of the Business Discovery Manager – a business intelligence module within the TIS cloud platform. Supplier, salary and treasury payments can be easily analysed along with cash flows, liquidity and working capital via easy-to-use dashboards and reports. The tool, enhanced through state-of-the-art BI technology, enables users to access all strategic insights in a single, flexible, web-based and multi-bank, multi-ERP capable platform, available 24 hours a day from anywhere in the world.

Do you want to find out more about this interesting topic?
Do you want to discover the benefits and functions of the Business Discovery Manager in detail?

 

Treasury Intelligence Solutions (TIS)

You can request the TIS Factsheet via the red button.

 

Cash management – Mandatory truck system

| 9-8-2017 | Douwe Dijkstra |

As an interim treasurer, several times when I commence a new assignment at a new client for a cash management implementation the bank selection for the cash management solution to be implemented has already been done. Not by the treasury (or any other) department, based on a request for proposal or any other selection criteria but as a result of the mandatory truck system (“verplichte winkelnering”).

The bank, or in case of a syndication the banks, already defined in the (syndicated) facility agreement which bank(s) will operate the borrowers cash management.

It goes without saying that this obligation means that not always the best choice for the company has been made. The “best cash management bank” can be different for each and every company (although some banks may pretend to have the best solution in all areas for all companies). Important criteria are whether a company is centralized or decentralized, what specific products the client requires from the bank, the price list of the bank, the foot print of the bank etc. etc.

It’s my observation that officers negotiating the (re)financing consider cash management as the way it is described e.g. “side business”. Banks try to make the decision makers for the facility agreement believe that they do not earn anything on it. Thus, the circle is complete.

Douwe Dijkstra

 

 

Douwe Dijkstra

Owner of Albatros Beheer & Management

 

 

Graphs with no time line – why and how

| 7-8-2017 | Lionel Pavey |

A key role within the Treasury function is providing forecasts to the directors and management. Graphs are a frequently used tool of course.
When constructing graphs it is normal to put time on the horizontal x axis and read the prices from left to right – from old to new. Visually, this appeals to us as we normally read from left to right. However, when the price does not change much for a long period of time the graph no longer looks fluid – there is a period of activity, followed by a long period of almost standing still, followed by another period of activity. To try and eliminate this period of inactivity whilst still presenting the data requires an approach where sequential time is removed from the equation. This brings us to the last article in this series.

The following two graphs ignore time and focus purely on changes in the price that have been filtered to meet specific criteria.

Renko Charts

 

Prices are represented by blocks – hollow for upward movements and solid for price falls.

Every block has a predefined value – if we were showing interest rates a block could represent 5 basis points. If we had an upward price movement this means that the following upward block can only been drawn once prices have risen more than 5 basis points from the last block. If the price moved up 4 basis points and then dropped by 3 basis points, no additional blocks would be added to the graph.

Blocks are plotted at a 45 degree angle showing upward and downward sloping price changes.
Price reversals are shown when prices have moved more than 2 blocks in the opposite direction. Yet again if we had an upward slope and the price was 1.25 (our blocks are set to 0.05 or 5 basis points) we would require a downward movement of more than 0.15 (15 basis points) to 1.10 to draw 2 solid blocks downwards.

What remains is a very smooth representation of price movements with a uniform value for every block, whilst filtering out smaller movements that have been filtered out by the conditions set on block size.

Point and Figure Charts

Price changes are represented by vertical columns – X’s for rising prices and O’s for falling prices.
As with Renko charts, the X’s and O’s have a predetermined size and a price reversal is shown when prices change by 3 boxes as opposed to 2 on a normal Renko chart. When direction changes a new column is drawn to the right of the present column. Otherwise, the same criteria is applied to both charts except point and figure show true vertical columns as opposed to 45 degree lines.

So why would someone look at prices in this particular way? Such a chart does not necessarily show the latest price – the predefined filters ensure that only price changes that meet the criteria are shown.

The main advantages include:

  • A constant filter that reduces the noise associated with normal time charts
  • Analysis is based only on movement – not on time
  • Perceived support and resistance levels are easier to see
  • The current trend is very clear to see

All the techniques shown in this series are applicable to everyday analysis and everyone has their favourite approach. Some like to see all data, whilst others prefer to see filtered, smoother data. The eternal question when looking at charts and seeing the current trend is to ask “where will the price go?” Initially, the immediate answer is that price will follow the current trend until such time as it does not anymore. This might seem a cheap flippant answer, but it is the truth. We have firmly established that we need to know the price in the past to determine if the present price movement is in a clearly established trend. If we knew nothing about the price in the past it would be pure guesswork to say which way the price would go?

We could still be wrong however, but at least we can establish why and how we made our opinion.

No chart or charting system can clearly determine what the future price will be with 100 per cent accuracy. By following the trend we can at least say what the current market direction is, without being able to clarify, purely on price, when the market will change direction.

Charts that eliminate time make it easier to see where the top and bottom of the market prices have been established. Therefore, if we are in an upward trend and approaching a market high that has been reached twice before, we can state with a reasonable amount of confidence that we are approaching a level that the market has tested twice before but not been able to break above. This would imply, on a technical analysis, that there is perceived resistance in the market to taking the price above the previous high.

However, a word of caution when using charts.
The best analogy I have ever heard for not relying 100 per cent on charts is as follows:

Would you sit behind the steering wheel of a vehicle and drive forward whilst the windscreen was blacked out and only have the rear view mirror to show you where you have been and only have that information to decide when you had to steer?

There is no system that can guarantee telling you what the future price will be. Analysis has to be taken with a pinch of salt but, any market professional should be able to perform analysis. If you can not analyse then you can not predict.

Lionel Pavey

 

Lionel Pavey

Cash Management and Treasury Specialist


You might have missed the first two articles of this series and can find them here:

Treasury for non-treasurers: Data analysis and forecasting – seeing the future by looking at the past (Part I)

Treasury for non-treasurers: Data analysis and forecasting – Seeing the future by looking at the past (Part II)

 

Re-inventing treasury workflows: Smart Treasury

| 3-8-2017 | Nicolas Christiaen | Cashforce | Sponsored Content |

While the role of the treasurer is changing, it becomes increasingly challenging to maintain the current workflows and simultaneously take on new demanding tasks. One of these often manual and time-consuming tasks is risk management. As seen in, among others, this year’s Global Treasury Benchmark Survey of PwC, the registration and management of financial instruments stands among the top 3 challenges on the agenda of the surveyed treasurers. In this article, we take a more in-depth look at possible optimizations in some key treasury workflows.

 

 

 

 

 

 


Example FX management workflow

Hedging your FX exposure risk made easy

A common problem is the lack of visibility on the existing (global/local) FX exposure risk.
In order to calculate the FX transaction risk, transactional data from the TMS & ERP systems need to be consolidated effectively. Typically, this happens to be a (very) painful exercise. With Cashforce, however, using our off-the-shelf connectors (for ERP & TMS) and our full drill-down capabilities, you have all FX exposures at your fingertips.

 


FX Exposure Management – Current positions & exposures

 

But there is more to it. Imagine that linked to your FX exposure, an automated proposal of the most relevant FX deal would be generated to properly hedge this risk. A grin from ear to ear you say?


FX Exposure Management – Suggested hedge

 

And what about forecasting FX exposures? It’s now all within reach!

FX Exposure Management – Future positions & exposures

 

Whether you choose to take on an intercompany loan, a plain vanilla FX forward or another more exotic derivative product, chosen deals could then be automatically passed on to your deal transaction platform, to effectively execute the deal without any hassle. After execution, deals will automatically flow back into the system. Consequently, a useful summary/overview will be generated to effectively manage all your financial instruments.


Workflow integrated cash forecast

Finally, integrated cash management

New financial instruments / deals will generate a set of related cash flows. Ideally, these are directly integrated in your cash flow forecasts. In Cashforce, this data is automatically integrated within the cash flow forecast module, and will be put into a dedicated cash flow category. Learn more one how to set up an effective cash forecast in this article or this webinar.


Cash flow forecast overview

 

The analysis possibilities are now limitless, thanks to the ability to drill down to the very transactional-level details. The real number crunchers strike gold here: the analysis features open doors to unlimited in-depth analysis and comparison of various scenarios (E.g. the simulated effects of various exchange rate movements).


Drill-down to the transaction level

 

Using our big data engine, the delivery of rich and highly flexible reporting is facilitated. It’s fair to say that the typical SQL server (which currently 95% of the TMS systems use) can’t hold a candle to this. Through an advanced ‘self-service’ interface, users can drill down completely into respective amortization tables, historical transactions and effortlessly create customized reports and dashboards. We’ll talk more about why we believe Big Data engines are crucial for any Treasury software in our next blog.

Integration with ERPs & payment platforms

Next to this, Cashforce will automatically generate the accounting entries (in the format of your ERP/accounting system) related to your deals. The appropriate payment files will be generated in a similar fashion.

So…

As might be clear after reading this article, we strongly believe that integrated data flows & a Big Data engine are the foundation of a new type of Treasury Management System that runs like clockwork and can serve effective treasury departments, but also renewed finance/controlling/FP&A departments.

You are curious to hear more about effective treasury management? We’ve recently recorded a webchat on how to set up an efficient cash flow forecast process.

 

Nicolas Christiaen

Managing Partner at Cashforce

 

Forecasting the future by looking at the past

| 25-7-2017 | Lionel Pavey |


A key role within the Treasury function is providing forecasts to the directors and management. The most obvious would be the cash flow forecast, but others would include foreign exchange prices, interest rates, commodities and energy.

A forecasts is a tool that helps with planning for the uncertainty in the future, by analyzing data from the past and present whilst attempting to ascertain the future.

Internal – cash flow forecast

We would like our forecasts to be as accurate as possible – that the values we predict are close to the actual values in the future. This requires designing a comprehensive matrix to determine the variables needed for the data input. Data has to be provided by all departments within a company to enable us to build a forecast. This data needs to be presented in the same way by all contributors so that there is consistency throughout.

We also have to see if the forecast data is within the parameters of the agreed budget. We also need to check for variances – why is there a difference and how can it be explained.

External – FX and Interest Rates

A more common approach is to read through the research provided by banks and data suppliers to try and see what the market thinks the future price will be. Also we need to include data from the past – we need to know where the price has been, where it is now and what the expectation is for the future.

Extrapolating forward prices is notoriously difficult – if it were simple, we would all be rich in the future! But, by including past data, we can see what the price range has been, both on a long term as well as a short term basis.

When attempting to find a future value there are 2 common methods used – fundamental and technical.

Fundamental Analysis

Use is made of economic and financial factors both macroeconomic (the economy, the industrial sector) and microeconomic (the financial health of the relevant company, the performance of the management). The financial statements of a company are analysed in an attempt to arrive at a fair value. This leads to an intrinsic value, which is not always the same as the current value.

The value is normally calculated by discounting future cash flow projections within the company.

Technical Analysis

Use is made of the supply and demand within the market as a whole and attempts to determine the future value by predicting what the trend in the price should be. This is done by using charts to identify trends and patterns within the data. This assumes that the market price now is always correct, that prices move in determinable trends and that history repeats itself. Technical analysis uses the trend – this is the direction that the market is heading towards.

Whilst these 2 approaches are independent of each other, they can be used together. You could take a fundamental approach to value a company or asset, and then use technical analysis to try and determine when you should enter and exit the market.

Fundamental analysis is more of a long term path and technical analysis is more short term. The most important thing to remember is that markets only really experience large movements based on changes to the fundamentals. Predicting the long term future only via technical analysis is likely to be incorrect. All the major movements over the last 50 years in the prices of shares, bonds, foreign exchange and interest rates have occurred because of a change in the fundamentals.

In the next article, I will look at various methods of calculating averages to determine the trend.

An economist is an expert who will know tomorrow why the things he predicted yesterday didn’t happen today.

Lionel Pavey

 

Lionel Pavey

Cash Management and Treasury Specialist

 

Decentralised data capture, centralised data analysis: a case study

| 10-7-2017 | Hubert Rappold | TIPCO Treasury Technology GmbH | Sponsored content |

From now on, Faber-Castell will be organising its cash flow forecasting, accounts and derivatives with TIP. Regardless of where in the world, TIP allows the many subsidiaries of the multi-national to forecast and plan without major time inputs. Data capturing is decentralised while data analysis is centralised.

Case study

Groups with international subsidiaries need to regularly request all financial data from their subsidiaries spread around the world. This requires a lot of time and robust review procedures. Our web-based treasury information platform, TIP, allows the decentralised input of these data, irrespective of the various source systems, and their automatic reporting to Group Treasury. On behalf of the well-known family-owned company Faber-Castell, we recently implemented a solution which allows this stationery manufacturer to access and plan its group-wide data, ranging from its financial status and cash flow forecasting to its derivative management. Find out more about the implementation and how Quick Guides helped Faber-Castell subsidiaries to get started with the new system in their case study.

TIPCO Treasury Technology

TIPCO provides treasury reporting and cashflow forecasting solutions for over 120 companies. TIP automatically compiles existing data from various systems (TMS, ERP, etc.) and prepares analyses of these. This avoids the need to capture data manually, which is one of the most common causes of inaccurate data. Huge data volumes can be processed within seconds and reports can be set up and managed flexibly, even if the company’s requirements change. A smart cashflow forecasting module utilises that data and allows modification and simulation of forecasts.

You can read more about their case study by clicking on this link.

If you want to find out more about TIPCO and their services and products please refer to their company profile on treasuryXL.

Hubert Rappold – CEO at TIPCO Treasury & Technology GmbH

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How long is your money tied up in stock?

| 7-7-2017 | François de Witte |

You might visit this site, being a treasury professional with years of experience in the field. However you could also be a student or a businessman wanting to know more details on the subject, or a reader in general, eager to learn something new. The ‘Treasury for non-treasurers’ series is for readers who want to understand what treasury is all about. Our expert François de Witte explains the cash conversion cycle and working capital managment.

Background

One of the main tasks of the treasurer is to ensure that the company has the required funds to operate. The treasurer will usually contact the banks for this funding. However, he can also finance the activities of the company by working on cash conversion cycle and the working capital management.

Cash Conversion Cycle

The cash conversion cycle (CCC) is the length of time required for a company to convert cash invested in its operations to cash collected as a result of its operations. A company’s operating cycle is the time it takes from the moment the company pays the invoices to its suppliers until cash is collected from product sales. In other words, it is the difference between when you pay for things and when you get paid.  Here is a simplified example:

When you build an equipment, you need to purchase parts. Let’s assume that you pay them 25  days after the receipt of goods and of the invoice. 10 days following on the invoice for the parts, the equipment is ready to be sold.  It takes another 20 days to sell the equipment to a customer. Let’s assume that the clients pay on average after 30 days. In this case, the cash conversion cycle is 35 days.  Hence, the business needs to have enough “working capital” to fund this transaction until it gets paid.

The following drawing illustrates the cash conversion cycle:

 

The real challenge for a company is to shorten cash conversion cycle, so as to free up cash, which can be reinvested in business or to reduce debt and interest.

If a company wishes to reduce its cash conversion cycle, and hence its working capital requirement, it can work on the following parameters:

  • Order to cash cycle: this is the time it takes from the moment of the receipt of a sales order, until the moment of the effective payment of the order.
  • Purchase to pay cycle: this is the time it takes from the moment that you issue a purchase order, until the effective payment of the order
  • Inventory management: aiming at reducing as much as possible the inventory levels

You can reduce your Order to Cash Cycle by e.g. :

  • Reducing time between delivery of goods and services, and the invoicing.
  • Optimizing the collection processes, by managing the payment delays and ensuring an active monitoring of overdue invoices
  • Using the right Payment instruments, e.g. by replacing cheques by direct debits
  • Automation of the reconciliation

You can optimize your Purchase to Pay cycle by e.g.:

  • Reducing manual and paper-based processes, duplication of data entries, reconciliation and matching processes
  • Automating the processes by moving to digital documents through OCR or other techniques
  • Aligning of the supplier terms and early payment discounts.

Working Capital Management Metrics

If you wish to monitor your performance in this area, it is important to have the right metrics. The most use measurement instruments for the working capital management are the following :

Days Sales Outstanding (DSO) :

This is the average number of days it takes for a company to collects its invoices. It is computed by dividing the commercial account receivables by the annual sales and multiplying this number with 365.

Example: A company with EUR 100 million turnover has end 2016 outstanding accounts receivable of EUR 15 million.

DSO = (EUR 15 million / EUR 100 million) * 365 =  54,75 days

The challenge for a company is to try to reduce the DSO as much as possible, hence shortening the cash conversion cycle. This can be done by reducing the payment terms and actively managing the overdue account receivable (credit control).

The DSO can vary from sector to sector, but as  rule of thumb, when this figure exceeds 60 days, this is an alert that there is an improvement potential.

 Days Inventory outstanding (DIO):

This is the average number of days of inventory a company has. I suggest to compute this by dividing the inventory  by the annual sales and multiplying this number with 365.

Example: a company with 100 million turnover has end-2016 EUR 12 million in inventory.

DIO = (EUR 12 million / EUR 100 million) * 365 = 43,8 days

Here also, the aim is to keep the inventory very low. This is not always possible, because for some sectors, there can be a lengthy production process. In addition, the company needs to ensure that it has in its shops the most used products, in order to avoid losing clients. However by putting an place a good production planning and inventory management, the inventory levels  can be further decreased.

 Days Purchase Outstanding (DPO):

This is the average number of days it takes for a company to pay its suppliers. It is computed by dividing the commercial account payables by the annual costs of purchases (goods and  external services) and multiplying this number with 365.

A company with EUR 100 million turnover, EUR 50 million of external purchases has end-2016 EUR 8 million in accounts payable.

DPO = (EUR 8 million / EUR 50 million) * 365 = 58,4 days

Traditionally, it has been recommended to try to increase the DPO much as possible, hence shortening the cash conversion cycle. This can be done by e.g. increasing the payment terms. However, when a company is cash rich or has an easy access to credits, it can be beneficial to decrease the payment terms by negotiating discounts.

The DPO will also vary from sector to sector.

Length of the Cash Conversion Cycle (CCC):  

This can be computed as follows:

CCC = Days Inventory Outstanding + Days Sales Outstanding – Days Payables Outstanding.

Example:

  • Average receivables collection period = 54 days
  • Inventory conversion period = 43  days
  • Average payable deferral period = 50 days
  • CCC = 54 days + 43 days – 50 days = 47 days

Cash Conversion Cycle (CCC) in absolute amount:

I recommend to also look at the overall figure of the CCC:

CCC in absolute amount  = Accounts payable + Inventory – Accounts Payable

Example :

  • Accounts Receivable = EUR 15 million
  • Inventory = EUR 12 million
  • Accounts Payable = EUR 8 million
  • CCC in absolute amount = EUR (15 MM + 12 MM – 8 MM) = EUR 19 million

Why active working capital management is important

Working capital management is a cheap source of financing, because, except in the case of early payment discounts, there is no financing cost.

The following example illustrates the gains a company can generate by improving its cash conversion cycle.

  • Turnover : EUR 100 million
  • Accounts receivable: EUR 15 million or 54,75 days
  • Inventory : EUR 10 million or 43,8 days
  • Accounts Payable : EUR 8 million or 58,4 days
  • Average financing cost : 3 %

By reducing the DSO from 54,75 to 45 days, and the inventory from 43,8 to 40 days, the company can reduce its financing needs as follows:

  • Accounts receivables: from EUR 15 million to 12,33 million (or EUR 2,65 million)
  • Inventory: from EUR 10 million to 10,96 million (or EUR 1,04 million)
  • Reduction of the CCC: from 40,15 days to 26,6 days
  • Reduction in financing needs: EUR 2,65 million + 1,04 million = EUR 3,69 million
  • Financing cost savings: EUR 3,69 million * 3% = EUR 110.700

Hence, when making up your financial plan, make to also focus on optimizing your cash conversion cycle, as this enables to realize easy gains. In reality this is not always easy, but it is worth the effort.

François de Witte – Founder & Senior Consultant at FDW Consult

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