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2 dvanced Debt Management Deborah Adamson - Business Consultant Oracle

3 Advanced Debt Management External Pressures on Management Cash Accessibility Prompt Cash Collection Fewer Broken Promises Order Administration Credit Management Revenue Recognition Cash Applications Legal / Contract Mgmt. Billing / Invoicing Collections / Trade Mgmt. Customer Service Smarter Decision Making Automated Processes Understandable Information Faster Issue Resolution Doing More with Less Customer Expectations

4 Advanced Debt Management Management Goals Improve Cash Flow Streamline the Collections Process Achieve Intelligence-based Credit Decisions Increase Efficiencies Automate Post-billing Activities Offer Advanced Self-Service Capabilities Optimise Customer Relationships Provide Understandable & Accessible Information

5 Advanced Debt Management Management Goals Improve Cash Flow Streamline the Collections Process Achieve Intelligence-based Credit Decisions Increase Efficiencies Automate Post-billing Activities Offer Advanced Self-Service Capabilities Optimise Customer Relationships Provide Understandable & Accessible Information

6 What Keeps Collectors Up At Night? Length of Delinquency more than 3 months more than 6 months more than 12 months Of an 8 Hour Day 2 hours 3 hours 2 hours 1 hour Probability of Collection 73% 57% 29% Time Spent Preparing to Collect Actively Collecting Chasing Delinquencies Paperwork for Disputes & Write- offs Source: Commercial Collection Agency Association of the Commercial Law League of America (CCAS)

7 Collections Management Areas of Impact on ROI with Oracle Collections 2 Hours (25%) getting prepared to collect Oracle Collections pushes work to the collector 3 Hours (37.5%) Collecting Work Queue proactively managers collectors work, giving them all the information they need 2 Hours (25% ) Follow-up Work Queue automates , dunning and follow-up 1 Hours (12.5%) filing paper work for disputes, bankruptcy, write-offs Automated workflow and full on-line interaction history

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9 Advanced Debt Management Management Goals Improve Cash Flow Streamline the Collections Process Achieve Intelligence-based Credit Decisions Increase Efficiencies Automate Post-billing Activities Offer Advanced Self-Service Capabilities Optimise Customer Relationships Provide Understandable & Accessible Information

10 Continually Evaluate Creditworthiness Reduce No. of Delinquencies with Credit Managment High Risk Low More Stringent Policies Low Expected Return More Liberal Policies High - Define Unlimited Number of Credit Policies that Match Anticipated Risk with Expected Return - Use Credit Intelligence to Assess Risk and Use Customer Intelligence to Project Return For Each Credit Policy: Select Data Elements to Use in Scoring e.g., DSO, imported D&B credit score, % invoices paid late, etc. Assign a Scoring Model Determine weighting and calculations Establish Automation Rules Create thresholds for automated approvals and rejections

11 omplete Credit Mgmt Business Flow Case Folder Credit Analysis & Decision Detailed & Summary Data Elements Single Customer Master- Enterprise Hierarchies Credit Score Calculation & What If Analysis Analyst Notepad Attach Images & Supporting Docs Credit Recommendations Seamless Dun & Bradstreet Integration

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13 Advanced Debt Management Management Goals Improve Cash Flow Streamline the Collections Process Achieve Intelligence-based Credit Decisions Increase Efficiencies Automate Post-billing Activities Offer Advanced Self-Service Capabilities Optimise Customer Relationships Provide Understandable & Accessible Information

14 Optimise Customer Relationships and Increase Efficiencies Automate & Connect Internal Processes Provide Single Source of Truth Data Access to All Customer-facing Channels Extend Access to Customers Automate the User Registration Process Provide Online Bill Presentment & Payment Allow for Online Disputes, Scheduling, & Payments Offer Visibility to History & Current Status Send Payment Information Through Single, Intelligent Routing Engine for Rapid Completion

15 Oracle ireceivables - Key Benefits Self Service Application easy to use To Customer To Credit Control Department Automated workflow driven dispute handling Credit Memo Request Ability to pay on-line Credit Card and EFT payment Ability to view/print transactions e.g. invoice

16 Demonstration

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18 Manage the Collections Lifecycle Harness the Power of an Integrated Solution Strategize Process Segment Score Assign Queue Automate Route Track / Resolve Disputes & Deductions Reconcile Pmts & Promises Dispute? Deduction? Pre-Delinquent? Delinquent? Later-Stage? Receive Pmts Approve / Reject Disputes & Deductions Escalate Acct for Write-offs Interact Print Fax Telephony Self Service Measure Success Update Credit & Collection Metrics Review & Adjust Policies Optimize

19 Advanced Debt Management Potential Return on Investment Days Sales Outstanding 20% Invoice Issue Time 33% Time to Deduction Resolution 50% Total RRM Processing Costs 60% 30% First Year Return on Oracle RRM Investment John Van Decker Meta Group, Inc. Cap Gemini Ernst & Young Dr. Min Wu NYU Stern School of Business Con-Way Transportation Services

20 Oracle Advanced Debt Management Financial Operations General Ledger Global Intercompany System Global Consolidation System Internal Controls Manager Workflow & Approvals Mgmt Application Desktop Integrator e-commerce & XML Gateways Corp Performance Mgmt Enterprise Planning & Budgeting * Financial Analyzer Sales Analyzer Performance Analyzer Activity-Based Management Balanced Scorecard Financial Intelligence / DBI Demand Planning Field Sales Marketing Global Consolidation System Budgeting Cash & Treasury Mgmt Cash Management Treasury Risk Management Revenue & Receivables Management Receivables Credit Management Advanced Collections Trade / Deductions Mgmt Bill Presentment Arch. ireceivables ipayment Customers Online TCA / Customer Data Model Customer Data Mgmt TCA / Customer Data Model Customers Online Data Librarian Payment & Expense Management iprocurement Payables isupplier Portal Internet Expenses Asset Management Assets iassets * Enterprise Asset Mgmt Lease Management Lease Management Service Contracts Credit Management Advanced Collections Real Estate Managemen Property Manager Projects Enterprise Asset Mgmt

21 Further Questions? Demo Pods in the Henley Suite

22 Selection of Collections Customers Hutchison Telecom Mattell Schrieber Foods Americredit ACC GE Capital JP Morgan Caterpillar DLL Dynamic Graphics Inc. Inamed Invacare CMS Group Alcoa Imagistics / Pitney Bowes Xerox Ominfax Price Waterhouse Coopers Ricoh Xerox NCR City of Philadelphia Verisign Cisco Dell Apex Digital Applied Communications

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