Account manager seminar outline

1. Function and importance of the account manager

• Maintaining Control
• Keys to Effective Management
• When to Say No

2. Approaching financial performance issues

• Financial Statements
• Covenant and Other Conformity Requirements
• Analyzing Historical Information

3. Collateral issues

• Timeliness in Reporting
• Analyzing Collateral Trend Cards

4. Availability forecasting

• Projecting seasonal swings in availability

5. Interfacing with support groups

• Operations Area
• Audit Team

6. Interpreting audit reports

• Using the Audit Report as a Management Tool

7. Participation

• How to lead
• How to follow

8. Accounts receivable as collateral

• Aging analysis
• How Are Receivables Aged:
• Invoice Date vs. Due Date (Impact on eligibility parameters)
• Aging Codes, What They Mean (Impact on eligibility)
• Detailed Aging vs. Summary Agings
• Spread Analysis, Analyzing the Current Aging Using Comparables
• Matching Turnover, Using Receivable Statistics Compared To Spread Movement
• Credit Extension and Collection Procedures
• Analyzing Receivables Concentration and Understanding the Customer Base
• Ineligibility Issues (What, how much and why)
• Tests of Authenticity (Shipping, verifications, credit memos, subsequent payments)
• What Is Dilution?
• Advance Rates Consideration
• Other Issues (Cash control mechanisms, reporting considerations, etc.)

9. Inventory as collateral

• Preliminary Considerations
• Things to look for during the plant tour
• Accounting Systems
• Classification of Inventory
• Control considerations (taking possession in exit strategy)
• Assessing Inventory performance
• Tests of authenticity
• Ineligibles
• Calculation of the inventory advance rate
• Inventory appraisals

10. Fixed assets

1. Appraisals
2. Monitoring

11. Collateral reporting

12. Monitoring trade payables

13. Legal issues

1. Avoiding precedence
2. Fraudulent conveyance issues
3. Course of conduct issues

14. Maintains credit files

15. Case studies