Prologue
Auteur | Olivier Vincent |
Occupation de l'auteur | Coach pour PME et indépendants |
Pages | 11-12 |
Page 11
En février 2002, alors que j'étais l'assistant du credit manager chez un importateur de matériel audiovisuel japonais (près de 73 millions d'euros de chiffre d'affaires à l'époque), je vis arriver dans notre bureau un des vendeurs de la société. Assez excité, il me présenta la commande qu'il avait reçue le matin même : celle-ci portait sur plusieurs écrans haute définition ainsi que sur trois caméras numériques professionnelles (nous étions au début des ères plasma et numérique), le tout pour une valeur de 120 000 euros.
Dans ce genre de situation, la procédure voulait que nous demandions à notre assurance-crédit si elle acceptait de couvrir le risque et à concurrence de quel montant. Si la réponse était positive, la commande était acceptée dans les limites de la couverture octroyée, et livrée.
Dans ce cas-ci, ce fut un refus qui nous parvint. Celui-ci était motivé par le fait que ce client potentiel avait notamment déménagé cinq fois en sept ans et que l'entreprise venait de changer de propriétaire.
Étant désireux de faire le maximum pour mon collègue qui voyait sa commission s'envoler, je pris contact avec la compagnie d'assurance afin d'en savoir plus.
Le client était en fait une petite SPRL, à l'objet social assez flou et qui venait d'être reprise par un Hollandais désireux d'investir en Belgique.
Étant donné la nature et le volume de la commande (matériel audiovisuel), et nonobstant la décision de l'assurance, j'en référai à mon supérieur en proposant plusieurs pistes. Celui-ci prit donc contact avec le client dans un but simple : voir si, moyennant le versement d'une garantie ou d'un acompte « de poids », l'opération pouvait quand même être envisagée.
Page 12
En sus du versement de l'acompte, il fut même proposé un étalement sur trois mois du règlement du solde, avec déduction d'un petit escompte, chose exceptionnelle sur une durée si longue.
Le client, très gentleman au téléphone, invoqua qu'il n'avait aucun problème de solvabilité et était même prêt à respecter les règles en vigueur aux Pays-Bas, à savoir paiement par chèque de la moitié de la somme à la livraison, et le solde durant quatre semaines, également par chèque. En gage de bonne foi, il nous fit parvenir par fax le bilan de la société, clôturé le 31...
Pour continuer la lecture
SOLLICITEZ VOTRE ESSAI- Livres et Revues
- La gestion des débiteurs ou l'art de se fer payer
- Remerciements
- L'entreprise et son environnement économique
- Préface
- L'entreprise : comment fonctionne-t-elle ?
- Prologue
- La gestion des débiteurs : aspects financiers et techniques
- La prévention
- Introduction
- Quelques aspects juridiques de la gestion des débiteurs
- La gestion du risque à l'exportation
- Le recouvrement
- Les autres intervenants de la gestion des débiteurs
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