INTRODUCTION
This one day seminar is intended for Credit Control and other company managers, particularly those with responsibility for sales and finance, who are looking to review their credit control, credit application credit policy and procedure document.
If your company does not have a written Credit Policy and Procedure Document then this program will assist your in writing one. This program will also help you in evaluating your Credit
Application or aid in drafting one.
This is an intense and enjoyable program.
OBJECTIVES
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By attending this seminar, you should:
Be able to define key roles and functions in credit control
Assign responsibilities, roles for optimum resource allocation
Be able set reasonable aspirations, targets and deadlines for Credit control
Be able to draft an effective credit application
Write a living credit policy and procedure document
WHO SHOULD ATTEND
Trade credit control managers and supervisors, those who have taken on credit and collection management as part of their duties and non-credit associates for whom an appreciation of credit management would be of advantage. While this seminar is primarily of interest to credit managers, it can offer an appreciation of the credit control function as a profitable element of business to other business unit managers within the company especially those in sales, customer service and finance.
This is also an ideal seminar for associates new to the credit profession since it gives an overview of the key subjects of credit and collection management.
DATE & TIME
Friday, 21 September 2007
9:00 am - 5:00 pm
DEADLINE FOR APPLICATION
14 September 2007
VENUE
The Hong Kong Management Association
1-6/F First Commercial Building
33-35 Leighton Road
Causeway Bay HONG KONG
FEE
HKMA Member:
Non-member:
HK$2,000
HK$2,250
(Fee are inclusive of lunche, tea/coffee breaks)
Handouts will be provided for the workshops.
Participants can choose to purchase the reference book, ‘An Essential Guide to Credit
Management and Debt Recovery in Hong
Kong, Singapore and Malaysia Second
Edition’ Co-authored by Bobby Rozario Puru
Grover and Dick Bass, Sweet & Maxwell Asia
Nov 6, 2002, 280 pages at HK$420 (Retail
Price: HK$495).
LANGUAGE MEDIUM
Cantonese (with English materials)
AWARD OF CERTIFICATE OF
ATTENDANCE
Certificate of attendance will be awarded to participants who have attended the whole course. For enquiries concerning the certificate of attendance, please contact Ms Mei Tang on
2774 8553 during normal office hours.
ENQUIRIES
For course enquiries and reservations, please call Customer Service Department on
2774-8501 or via fax 2774-8503. For course details, please contact Ms Shirley
Chan on 2826-0529; or visit the HKMA website: www.hkma.org.hk/seminar.

METHODOLOGY
Preparatory reading, team discussion and interactive cases studies will be utilized to instill confidence, knowledge and skills in each participants. The facilitators who are all experience professionals are the credit management consultants for major corporations and basis.
CONTENTS
The Developing role of the Credit Manager
What is Credit Management?
n Defining credit management
Why corporations need to manage its credit?
t
The implication of Day Sales t
Outstanding (DSO) on cash flow
The implication of bad debt write-off on profit margin n The role of credit practitioner
What is a credit policy?
t
The application of a credit policy
Credit Assessment and Credit Decision
How to make use of credit assessment to make sound credit decision?
n The elements of credit assessment
Sources of credit information t n The tools of credit assessment t t t t
The renowned “6 Cs” of credit
Financial Statement Analysis
Danger signals Logbook
DSO Plot Graph n n
The right attitude of making sound credit decision
Case study on credit decision
How to communication with non-paying n
Speaking (Communicators) n t t t
Questioning skills
The importance of building rapport
Knows when to stop talking
Listening (Listener) t t t t t
Why listening is important in debt collection
How to avoid argument
Turn adversarial situations into opportunities
How to apply Lateral Thinking in debt collection
Influencing customers to pay
WORKSHOP LEADER
DYNAMIC LEADER TEACHES THE SECRETS TO MAKING MILLIONS AT WORK:
Prominent business consultant in credit management, an entrepreneur and highly respected seminar leader, Managing Director and co-founder of Alpha & Leader Risks and Assets
Management Co Ltd, Mr Bobby Rozario is responsible for the credit consulting, training and analysis work of A & L HK for its client.
He is the current Vice-Chairman and Fellow Member of the Hong Kong Credit and Collection
Management Association, Master Credit Executive of the Society of Certified Credit and Collection
Professionals in USA, Member of Creditors International in USA and Senior Consultant to Alpha and Leader Law firm in Guangdong, China. He has over nineteen years of experience in the area of credit management, receivable management, debt recovery and credit consulting. He is fluent in English, Cantonese and Mandarin speaking. He was the Head of Strategic Planning of
Goldlion (Far East) Ltd before joining his current employer, Alpha & Leader Risks and Assets
Management Co Ltd.. as Managing Consultant. He started off his career with Dun and Bradstreet and gradually headed its risk management division in Hong Kong and Canada. He had involved in credit operations review, consulting and training projects for various clients. His expertise lies in consumer credit as well as commercial credit. He had co-authored two publications on credit and collection management, “The Essential Guide of Credit and Collection Management in
Hong Kong, Singapore and Malaysia” 1 st and 2 nd edition. He had performed as speaker on credit related topics for various chambers of commerce, industry associations and universities.

*Applicants should include their HKID card number and fill in their details in block letters, otherwise no MDCU will be given. The Association will issue certificates based on following details and name format.
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Where did you FIRST learn about this programme?
Email Promotion from HKMA Direct Mail by Post
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HKMA Website
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I understand that all handout materials obtained in class are strictly for my own educational purposes.
Signature: Date:
Registration must be made on the Enrolment Form provided and returned to the Association 5 days before the programme commencement date(s) with full fee.
Acceptance is subject to the discretion of the Association.
Applicants will be notified by telephone to confirm receipt of the application form and full programme fee. An official receipt wil be sent to you within two weeks.
Applicants are expected to attend the course at the place and time specified in the brochure unless otherwise notified.
When a programme is over-subscribed, additional classes may be started in some cases. Applicants may then be notified of the new time, dates and place of meetings when necessary.
No refund will be made after payment, but participants can arrange to have their places substituted should they be unable to attend the programme by notifying the
Association at least 2 days prior to programme commencement.
Fax reservations are welcome but are subject to confirmation by payment in full within 10 days of the date the reservation is made or 5 days prior to programme commencement, whichever is sooner.
Applications, upon full payment, will be processed on a first-come first-served basis.
Before classes/examinations commence, if the Observatory announces that Typhoon Signal No.8 or above/Black Rainstorm Warning is in force; or Typhoon Signal No.
8 or above will be hoisted within 2 hours, no classes/examinations will be held. Replacement classes and remedial examinations will be arranged. (All classes will be held as scheduled if Typhoon Signal No.8 or above/Black Rainstorm Warning is lowered at or before 7:00 am; 2:00 pm classes and examinations thereafter will be held as scheduled if Typhoon Signal No.8 or above/Black Rainstorm Warning is lowered at or before 12:00 noon; 6:00 pm classes and examinations thereafter will be held as scheduled if it is lowered at or before 4:00 pm.)
When Typhoon Signal No.8 or above is in force during classes/examinations, all classes and examinations will be dismissed immediately. Replacement classes and remedial examinations will be arranged. When Black Rainstorm Warning is in force during classes/examinations, all classes and examinations will be held as scheduled.
For RESERVATIONS and ENQUIRIES please call 2774-8501 (Customer Service Department) during normal office hours or fax 2774-8503 .
The HKMA reserves the right to make alterations regarding the details. For course details, please contact Customer Service Department on 2774-8501 or Ms Shirley
Chan on 2826-0529 .
Website: WWW.HKMA.ORG.HK
Personal data will be used for the purposes of market research, programme development and direct mailing.
This form together with a crossed cheque payable to The Hong Kong Management Association should be returned to:
Director General, The Hong Kong Management Association, Top Floor Unit M, Kaiser Estate Phase III, 11 Hok Yuen Street, Hunghom, Kowloon.
The HKMA supports the equal opportunities policy, without discriminating against any person on the grounds of gender, disability, family status or any other basis.