Conducted by experienced course leader
from Alpha & Leader Risks and Assets
Management Co. Ltd.
A 2-Day Workshop
STRATEGIC CREDIT
MANAGEMENT WORKSHOP
Day 1: Mastering the Skills of Effective
Credit Management
Day 2: Effective Asset Tracing, Debt Collection
and Skip Tracing Techniques
Wednesday & Friday
17 & 19 October 2012
Supporting Organisations:
Institute of Financial Accountants in Hong Kong
The London Chamber of Commerce and Industry
STRATEGIC CREDIT MANAGEMENT WORKSHOP
WORKSHOP OBJECTIVES
INTRODUCTION
Strategic Credit Management Workshop is a workshop designed specially for entrepreneurs, business
owners, credit and finance managers who want to make credit control a more effective and efficient
task in its operation.
If you face these issues then Strategic Credit Management Programme is for you!
The 2 days training programme is not a seminar, speech or class. It is an interactive workshop that
will provide you with a specific action plan and training to rapidly solve your business problems and
quickly increase your profits. Come prepared with problems specific to your business. The workshop
leaders will answer your questions in credit and risk management. They will teach you simple, proven
concepts and techniques that will increase your cash flow.
OBJECTIVES
Each participant leaves with an action plan specific to their business that will quickly build their profits,
and will know:
1.
2.
3.
4.
How
How
How
How
to improve your credit management and curb your financing problems.
to shorten the collection cycle in an effective way
to reduce slow payment and bad debt write-offs
to train your staff to work in a healthy credit environment
DESIGNED FOR
This workshop is specially designed for credit managers, business owners, receivable officers and personnel
who are in the position of running the credit operation of a company. Besides, the workshop is also
recommended to sales people, as it has become essential to incorporate sales peoples a credit management
mentality when performing their duties.
SUPPORTING ORGANIZATIONS
Institute of Financial Accountants
The Institute of Financial Accountants, UK, established in 1916, is the largest professional body of
its type in the world. It represents members and students in more than eighty countries and
provides a qualification and continuous professional development for those who want to become
financial accountants.
The London Chamber of Commerce and Industry
The London Chamber of Commerce and Industry (LCCI) is a renowned international organization
providing vocational and professional qualifications around the world. It was founded in 1887
and is one of the biggest qualification regulators in the United Kingdom. In addition to the
prestigious Financial and Quantitative examinations, LCCI International Qualifications are available
across areas such as Business and the English Language. LCCIIQ are among the best recognized
and most highly regarded business-related credentials. Every year, over 500,000 students from
over 125 countries around the world choose LCCIIQ to provide evidence of their skills and abilities
to further their academic and professional careers.
CONTENTS
DAY 1 : MASTERING THE SKILLS OF EFFECTIVE CREDIT MANAGEMENT
Morning Session
Understanding the Cost of Credit
„ The effects of allowing delinquency on profit margin
„ Multiple effect of bad debt write-off affects your profit margin
„ The implication of Day Sales Outstanding (DSO) on cash flow
„ The essence of a selling process – The Credit Perspective
Mastering the Techniques of a True Credit Practitioner
„
„
„
„
„
Mission statement of Account Receivables staff
Spot danger signals to reduce bad debt rate
Creating an effective credit policy
Macro perspective – market situation, product cycle
Micro perspective – the six “ C” of credit
Afternoon Session
Scope of Credit Management
„ Setting Up of Customer Accounts

Credit Application

Terms and Limit

Conditions
„ Daily order approval

Crisis Management (with case study)
„ Credit Administration

Aging Report

DSO Analysis Report

Court Writ Checking

Customer Visit

Vulnerability and Threat Assessment
Understanding the interface between credit & sales/services camps
„
Enhancing Partnership

Knowing the Indifferences

Actions - Building Professionalism

Communication – Do’s and Don’ts
Day 2
EFFECTIVE ASSET TRACING, DEBT COLLECTION AND
SKIP TRACING TECHNIQUE
Morning Session
How to communicate with non-paying customers?
„
„
Speaking

Questioning skills

The importance of building rapport

Knows when to stop talking
Listening

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
A Systematic and Effective approach to collect your debts
„
„
„
„
Do’s and Don’t in telephone collection
Five important steps to achieve effective collection
How to handle disputed account
What to do if installment payment is your only choice
Afternoon Session
Legal identity of customers and proactive approaches to different types of customer
„
„
„
„
„
Individual
Sole proprietorship
Partnership
Limited company
Foreign Branch
Use of legal knowledge in debt collection
„
Court Procedure

Statute of Limitation

Small Claim Tribunal

District Court

High Court
„
Enforcement of Judgment

Writ of FIFA

Oral Examination

Mareva Injunction

Garnishee Order

Charging Order

Bankruptcy Order

Winding Up Order
Location of Assets
Through Observation
Use of Government Searches (with samples)

Annual Return – Registered Charges

Directorship Search

Land Search

Business Registration Copy

Marriage Search

Vehicle Search
„
„
WORKSHOP STRUCTURE
METHODOLOGY
Preparatory reading, team discussion, role-playing practice and interactive case studies will be utilized
to instill confidence, knowledge and skills in each attendee. The facilitators are all experience
professionals who are debt collection consultants for major corporations and basis.
LANGUAGE MEDIUM
Cantonese (with English materials)
WORKSHOP LEADERS
MR BOBBY ROZARIO FCCMA, MCE
Prominent business consultant in credit management, an entrepreneur and highly respected
seminar leader, Managing Director and co-founder of Alpha & Leader HK, Mr. Bobby Rozario,
is responsible for the credit consulting, training and analysis work of Alpha & Leader HK for
its client. Mr Rozario pioneered the credit and collection training in Hong Kong during his
association with Dun & Bradstreet - Hong Kong in the 80’s. Later, he joined Dun and Bradstreet
- Canada and successfully established the first Credit Management Consultancy Team in D
& B Canada helping the North America credits grantors. In early 90’s, Mr Rozario returned
to Hong Kong and joined the Goldlion group, a renowned public listed company, as Senior
Manager in its Strategic Planning Division where he had gained extensive knowledge of the
credit environment of the China market.
ADMINISTRATIVE DETAILS
FEES
DATE & TIME
Wednesday & Friday
17 & 19 October 2012
9:00 am - 5:00 pm
The workshop is designed for two days.
However, participants can enrol for either
Day 1 or Day 2
Attend Day 1 or Day 2 Only
HKMA Member:
HK$2,500
Non-member:
HK$2,700
(Fees are Inclusive of lunch, coffee and tea)
Early Bird Discount:
HK$100 per person
(For those who enroll and pay one month
before the course commencement date)
VENUE
The Hong Kong Management Association
1-6/F First Commercial Building
33-35 Leighton Road
Causeway Bay
HONG KONG
DEADLINE FOR APPLICATION
10 October 2012
Special Offer for Attending Day 1 and Day 2
HKMA Member:
HK$3,400
Non-member:
HK$3,600
Early Bird Discount:
HK$200 per person
(For those who enroll and pay one month
before the course commencement date)
Special Offer for Supporting Organizations
- Members of IFA are entitled a 10%
discount on the course fee.
- Members of LCCI (by providing admission
form or certificate) are entitled a 10%
discount on the course fee.
AWARD OF CERTIFICATE OF ATTENDANCE
Certificate of attendance will be awarded to participants who have attended the workshop on
day 1 or day 2. For enquiries concerning the certificate of attendance, please contact Ms Mei
Tang on 2774 8553 during normal office hours.
ENQUIRIES
For course enquiries and reservations, please call Customer Service Department on 2774-8501
or via fax 2774-8503. For course details, please contact Ms Josephine Chow on 2774-8536;
or visit the HKMA website: www.hkma.org.hk/seminar Mobile website: www.m.hkma.org.hk.
† I. STRATEGIC CREDIT MANAGEMENT WORKSHOP SG-47204-2012-2-FC & SG-47205-2012-2-FC (EB) 17 & 19 October 2012
† II. DAY 1: MASTERING THE SKILLS OF EFFECTIVE CREDIT MANAGEMENT SG-47204-2012-2-FC
17 October 2012
† III. DAY 2: EFFECTIVE ASSET TRACING, DEBT COLLECTION AND SKIP TRACING TECHNIQUES SG-47205-2012-2-FC 19 October 2012
ENROLMENT FORM
*Applicants should include their HKID card number and fill in their details in block
letters, otherwise no MDCU will be given. The Association will issue certificates
based on following details and name format.
Name (Mr/Ms):
(Surname)
(
HKID Card No.:
(Other Names)
)
HKMA Membership No.:
Position:
Company:
Address of Company:
Nature of Business (e.g. Toy Manufacturing), please specify:
Job Responsibilities:
Telephone No. (Office):
(Residence):
Fax No. (Office):
E-mail:
(Mobile):
Correspondence Address:
Cheque Number:
Education Level:
Cheque Amount: HK$
Master or above
Bachelor
HKMA Diploma
Matriculation
F.5
Others (Please specify)
Total Number of Years’ Working Experience:
Other Diploma
Years of Working Experience in Course-Related Field:
Name and Title of Nominator (Mr/Ms):
Nominator Email / Address:
Sponsorship
Company-sponsored
Self-sponsored
OINA
Where did you FIRST learn about this programme?
Email Promotion from HKMA
Direct Mail by Post
HKMA Website
MTR Station Display (Please specify):
Exhibition (Please specify):
I understand that all handout materials obtained in class are strictly for my own educational purposes.
Signature:
Date:
This form together with a crossed cheque payable to The Hong Kong Management Association should be returned to:
Executive Director, The Hong Kong Management Association, 16/F Tower B Southmark, 11 Yip Hing Street, Wong Chuk Hang, Hong Kong.
Registration must be made on the Enrolment Form provided and returned to the Association before the programme commencement date (Not less than 5 days) 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 will 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.
For ENROLMENT and ENQUIRIES please call 2774-8501 (Customer Service Department) during normal office hours or fax 2774-8503.
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.
The HKMA reserves the right to make alterations regarding the details. For course details, please contact Customer Services Department on 2774-8501 or
Ms Josephine Chow on 2774-8536. Website: WWW.HKMA.ORG.HK Mobile Website: WWW.M.HKMA.ORG.HK
Personal data will be used for the purposes of market research, programme development and direct mailing.
The HKMA supports the equal opportunities policy, without discriminating against any person on the grounds of gender, disability, family status or any other basis.