![\"Omar](\"https:\/\/creditdevice.com\/wp-content\/uploads\/2020\/07\/hansgeluk-187-scaled.jpg\")
\t\t\t\t\t\t\t\t\t\t\t\t\t\t<\/p>\n\t\t\t\t\t\t\t\t\t\t\t\t\t\t<\/p>\n
Your memory will always live on in our thoughts. Your wisdom and insights will continue to inspire us.<\/p>\n
The management and staff of CreditDevice and DirectDevice will never forget you.<\/p>\n
This customer case was compiled in 2019, based on an interview with Omar Ayubi, then credit manager at Tabs Holland.<\/em><\/p>\n \u201cCredit management is an art, not a science,\u201d that\u2019s the motto of Omar Ayubi, Credit Manager at Koninklijke Jongeneel. \u201cThat doesn\u2019t mean that we\u2019re completely outmoded and operate very artificially,\u201d Omar is quick to clarify. \u201cThe challenge is to keep all the balls in the air at the same time. That in itself is an art form.\u201d Omar is a credit manager in heart and soul. In his \u2018spare time\u2019 he trains his colleagues and shares his experiences in the world of figures and debtors with others at the Credit Management Institute. How do you bridge the yawning gap between credit management and commerce? How do you get everyone in credit control on the same page? How do you facilitate a good relationship with your customer?<\/p>\n Omar makes use of the credit management knowledge and experience he accumulated at Koninklijke Jongeneel in Utrecht. Koninklijke Jongeneel is a wholesaler in timber, sheeting- and building materials, with a network of 43 branches in the Netherlands. As one of the oldest enterprises in Utrecht, Jongeneel recently celebrated its 221st anniversary. Although time inevitably leaves traces, some of them are very positive. Thanks to technological developments, products such as timber can be applied in an increasing variety of ways. And Jongeneel has no less than 221 years of experience. \u201cThat\u2019s quite something,\u201d says Omar, who joined the Koninklijke Jongeneel-family three years ago.<\/p>\n \t\tMany organizations feel that what commerce considers as opportunities to sell, credit management perceives as risks. Misunderstandings both ways cause problems, while both departments share the same goal: to make the most of opportunities and mitigate risks. \u201cWe are definitely not the party-poopers,\u201d Omar counters. \u201cWe benefit as well when sales opportunities are being capitalized! That was my first priority: bridging the gap between commerce and credit control: promoting mutual understanding.\u201d\t\t<\/p>\n Omar explains that a clarification of the DSO calculation was decisive. \u201cI showed them that when credit control facilitates more sales \u2013 because we determine a client\u2019s credit limit and credit \u2013 we actually facilitate revenue. It doesn\u2019t help us if we only see risks and keep limits artificially low, because we are being held accountable for DSO. So, the higher the financially justified revenue in proportion to the accounts receivable balance, the lower the DSO is. And the lower the DSO, the better the credit control department performs. The penny dropped: commerce and credit control share a mutual goal.\u201d<\/p>\n \u201cWe started with a good tool and accurate information from CreditDevice. We didn\u2019t have the facilities to take the right decisions. Sound and up-to-date credit information reports offer a solid basis for assurance and self-confidence. And self-confidence is crucial when you need to signal opportunities and risks.\u201d Omar then provided internal training to help his colleagues read and interpret business information reports. \u201cHow do you interpret the annual accounts? And how do you establish a link between the various items in the report? And how do you link this information to the knowledge you got from commerce or the information you collected yourself? And finally, how do you reach the right decision?<\/p>\n \t\tThis resulted in the individual credit controllers being capable of functioning in the blurred areas where finance and commerce meet. By doing so, they could facilitate maximum turnover while maintaining financial stability.\u201d \t\t\u201cThe DNA of a good credit manager has a perfect balance between rational thinking and emotional empathic thinking,\u201d Omar continues. \u201cIt\u2019s the combination of those two abilities that lets you give and take, as well, as letting you sense precisely what\u2019s going on. I\u2019ve just revealed the secret art of credit management to you there. It isn\u2019t just about figures and formulas and a note from time to time. There are so many more issues that you need to be aware of in order to get to a good customer relationship, to get the most out of doing business and to properly maintain that relationship.\u201d \t\t\u201cThe credit control team is extremely motivated,\u201d concludes Omar proudly, \u201dbecause nowadays commerce often asks us for advice and because they are highly appreciated by others in the organization. They are praised not only for their good results, but also mostly for being such a wonderful partner for commerce to cooperate with. I am extremely proud of that appreciation because it motivates us to keep improving and perfecting. And that is possible because CreditDevice adapts as we change.\u201d<\/p>\n","protected":false},"excerpt":{"rendered":" Sales opportunity or risk? Omar Ayubi, tells us how he bridged the gap between commerce and credit control at Tabs Holland.<\/p>\n","protected":false},"author":4,"featured_media":21291,"comment_status":"closed","ping_status":"closed","sticky":false,"template":"","format":"standard","meta":{"page_builder":"","footnotes":""},"categories":[41,13],"tags":[],"alle-categorieen":[],"blogs-nieuws":[],"class_list":["post-4116","post","type-post","status-publish","format-standard","has-post-thumbnail","hentry","category-customer","category-klant"],"_links":{"self":[{"href":"https:\/\/creditdevice.com\/en\/wp-json\/wp\/v2\/posts\/4116","targetHints":{"allow":["GET"]}}],"collection":[{"href":"https:\/\/creditdevice.com\/en\/wp-json\/wp\/v2\/posts"}],"about":[{"href":"https:\/\/creditdevice.com\/en\/wp-json\/wp\/v2\/types\/post"}],"author":[{"embeddable":true,"href":"https:\/\/creditdevice.com\/en\/wp-json\/wp\/v2\/users\/4"}],"replies":[{"embeddable":true,"href":"https:\/\/creditdevice.com\/en\/wp-json\/wp\/v2\/comments?post=4116"}],"version-history":[{"count":0,"href":"https:\/\/creditdevice.com\/en\/wp-json\/wp\/v2\/posts\/4116\/revisions"}],"wp:featuredmedia":[{"embeddable":true,"href":"https:\/\/creditdevice.com\/en\/wp-json\/wp\/v2\/media\/21291"}],"wp:attachment":[{"href":"https:\/\/creditdevice.com\/en\/wp-json\/wp\/v2\/media?parent=4116"}],"wp:term":[{"taxonomy":"category","embeddable":true,"href":"https:\/\/creditdevice.com\/en\/wp-json\/wp\/v2\/categories?post=4116"},{"taxonomy":"post_tag","embeddable":true,"href":"https:\/\/creditdevice.com\/en\/wp-json\/wp\/v2\/tags?post=4116"},{"taxonomy":"alle-categorieen","embeddable":true,"href":"https:\/\/creditdevice.com\/en\/wp-json\/wp\/v2\/alle-categorieen?post=4116"},{"taxonomy":"blogs-nieuws","embeddable":true,"href":"https:\/\/creditdevice.com\/en\/wp-json\/wp\/v2\/blogs-nieuws?post=4116"}],"curies":[{"name":"wp","href":"https:\/\/api.w.org\/{rel}","templated":true}]}}221 years of experience<\/h2>\n
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Bridging the gap<\/h2>\n
DSO calculation<\/h2>\n
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Together we are strong<\/h2>\n
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Maintaining financial stability<\/h2>\n
\nThe customer relationship now plays a major role in credit assessments. That took some adjusting, Omar explains: \u201cAs I see it, a conversation with a debtor covers several important aspects. The credit controller should determine a certain goal beforehand: what I am going to get out of this meeting? That\u2019s the only way you can steer a conversation. How many invoices are we talking about? Roughly how much money is involved and when will it be paid? In the meeting, we steer towards a firm commitment, but we also perform the art of pure credit management. It\u2019s all about give and take, sensing what is going on at the client\u2019s company by asking open-ended questions and connecting at the level of the \u2018undercurrent\u2019. Besides that, visiting the customer has proved to be very valuable! Getting the most out of doing business is complex because it involves so many different aspects. And that\u2019s precisely what makes CreditDevice so special: you can request, find and record everything within the system; not only the credit information and figure analyses, but also notes about the current situation and the customer relationship. This keeps you informed about what\u2019s going on and how business is going. A good credit manager can combine all that and then reach a single conclusion.\u201d\t\t<\/p>\nThe art of credit management<\/h2>\n
\nAccording to Omar the self-confidence of the credit manager plays a major role in addition to rationality and emotion. He sees it as his challenge to keep improving credit controllers\u2019 knowledge, proper attitudes and skills, so that they can base their credit assessments on several dimensions of value creation with the customer, namely cashflow, profit or loss, value proposition, innovative strength and the source (the Why) of the existence, which can be found in an organization\u2019s genetic DNA.\t\t<\/p>\nAppreciation = motivation<\/h2>\n