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Many businesses have opportunities for growth but are concerned about their ability to finance that growth. If I deliver more products and services will I be able to pay the employees and suppliers who provided these products and services while waiting 30 days (or more) to get paid by my customer? It is sometimes possible to ask for a deposit or payment in advance but many potential customers will expect to be extended credit terms and the ability to do so can be a selling point. One solution to this challenge is to sell the invoice that was created for this transaction and receive an immediate infusion of cash. This process is known as Accounts Receivable Factoring. For case study of how this works follow this link to an article in Smart Business Cleveland magazine that profiled one of my clients and how he was able to make use of factoring to grow his business http://tinyurl.com/5g8lbh .
Factoring works well for many newer businesses because the credit history of the business and its owners is not a primary concern. Companies that have been in existence for fewer that three years or whose owners have less that perfect credit (including, in some cases, personal bankruptcies) can qualify for accounts receivable financing where they would be turned down by a bank if they applied for a conventional loan or line of credit. The credit of the customer is important, however, because that is who actually pays the bill and some other restrictions apply.
One important restriction is that factoring is only applicable in business-to-business transactions. Invoices issued to consumers do not qualify. Some industries where factoring is common include: Temporary Staffing, Manufacturing, Distribution / Importing, Transportation and Trucking, Advertising and Printing, Professional Services (Lawyers, Accountants, Physicians, Dentists) and Business Service Companies (IT services, HVAC repair/installation, Landscaping/Snow Removal, Janitorial).
The cost of this financing strategy is comparable to the merchant service fees charged by credit card companies. The exact cost will vary depending on the transaction volume, size and complexity of individual invoices and length of time a customer takes to pay. Fees are typically quoted as a percentage of the invoice value for an initial period (usually 30 days) and an additional percentage for each day or block of days over 30 it takes for the invoice to be paid. Additional charges may or may not apply. It is important to look carefully at the terms of a factoring agreement and to calculate the total cost of financing based on your knowledge of your customers' payment history and inclusion of all applicable charges and fees. Then, compare this cost to the margin you have on the transaction. In some industries (distribution in particular) the margins are sometimes so low that there is no profit left over once financing costs are accounted for and factoring no longer makes business sense..
Bottom line - if getting paid today for your commercial invoices would enable your business to do things otherwise it could not do then you should explore accounts receivable factoring as an option.
John Doucette - Liquid Capital of Northeast Ohio - www.lcneo.com