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Pregatirea pentru vanzare: imbunatatirea rapida a cash flow-ului



O companie cu un cash flow solid si relativ stabil are o valoare ridicata in ochii investitorilor, intrucat ofera siguranta unui model de afaceri viabil, in care firma se autofinanteaza fara necesitatea atragerii de fonduri suplimentare. In plus, o companie care genereaza cash flow pozitiv acumuleaza bogatie dand posibilitatea actionarilor sa se dezvolte sau sa isi valorifice contributia prin incasarea de dividende.

Atunci cand intentionezi sa iti vinzi afacerea, este recomandabil sa optimizezi din timp cash flow-ul si sa asiguri o pozitie cat mai solida de cash in companie. Acesti bani se vor intoarce practic in buzunarele tale – asa cum datoriile se scad din valoarea companiei, cash-ul se aduna la loc.

Asadar, o prima masura recomandata este sistarea oricaror investitii majore care nu sunt esentiale pentru bunul mers al companiei. In cazul in care o achizitie importanta poate fi amanata, este mai bine sa acumulezi cash-ul in vederea vanzarii decat sa il imobilizezi. Prin urmare, selecteaza cu atentie investiile viitoare si da drumul la o achizitie doar in cazul in care amanarea acesteia ar avea un impact negativ asupra companiei, respectiv in cazul in care achizitia s-ar concretiza intr-o crestere imediata a profitabilitatii.

Similar, incearca sa valorifici activele care nu mai sunt de folos, sau fara de care activitatea companiei poate continua fara probleme. Desigur, aici intra in primul rand activele care pe langa faptul ca nu mai contribuie la operatiunile firmei, aduc si pierderi prin cheltuielile de mentenanta sau depozitare. Chiar daca vorbim de active de valoare redusa, vanzarea acestora reprezinta o intrare de cash.

Mai departe, este important sa iti dedici timp pentru imbunatatirea cash flow-ului, astfel incat sa asiguri stabilitatea si continuitatea operatiunilor firmei. De multe ori, cash flow-ul negativ se datoreaza in mare parte neglijentei management-ului, iar cateva masuri simple pot schimba vizibil aceasta situatie.

1. Fii in permanenta cu ochii pe creante

In primul rand factureaza imediat. O problema frecventa in companiile mici este faptul ca se amana facturarea, ceea ce bineinteles duce si la intarzieri in incasarea veniturilor.

In al doilea rand, e recomandabil sa introduci penalitati pentru intarzierea platii facturi, si eventual discount-uri pentru plata inainte de termen (mai ales in situatia in care te confrunti cu un deficit de cash pe termen scurt). In cazul clientilor rau platnici, este bine sa introduci o politica de avans (total sau partial).

In al treilea rand, contacteaza imediat clientii care nu platesc la timp si ia masuri legale de recuperare acolo unde este cazul. Nu lasa creantele peste termen sa se acumuleze, in speranta ca vei incasa la un moment dat – sansele ca acest lucru sa se intample scad cu fiecare noua amanare de plata. De asemenea, retine faptul ca un investitor poate sa iti solicite scaderea din valoarea companiei a creantelor cu termen depasit (de exemplu peste trei – sase luni) pe motiv ca sansele de recuperare sunt foarte mici (mai putin in situatia in care acestea sunt 100% provizionate, si astfel deja scazute din valoarea companiei). Prin urmare, creantele trebuiesc valorificate cat mai rapid, altfel nu prezinta nici un avantaj pentru firma.

2. Negociaza termene mai favorabile cu furnizorii

Incearca sa optimizezi cash flow-ul prin renegocierea termenelor de plata cu furnizorii tai, astfel incat iesirile de cash sa se realizeze la un interval mai mare decat intrarile. Un investitor va intreba intotdeauna care este termenul mediu de incasare, respectiv termenul mediu de plata al furnizorilor. In cazul in care cel din urma il intrece pe primul inseamna ca firma are in permanenta probleme cu asigurarea fondurilor necesare pentru plati.

Daca te gasesti intr-o astfel de situatie, este imperativ sa redeschizi problema cu furnizorii tai si sa soliciti termene mai lungi. Bineinteles ca prelungirea termenului de plata nu inseamna ca ai scapat de datorie, insa vei diminua riscul unui deficit de cash si necesitatea acoperirii acestuia din alte surse.

3. Optimizeaza inventarul

Stocurile inseamna bani imobilizati, prin urmare gestioneaza cu atentie aceste achizitii. In special daca vorbim de produse perisabile, acestea pot aduce direct pierderi in cazul in care nu ai estimat bine cererea. Bineinteles ca este recomandabil sa asiguri clientilor tai o livrare cat mai rapida, iar comenzile mari la furnizori iti pot asigura si un discount pe masura, asta nu inseamna insa sa umpli depozitele cu mii de produse.

In primul rand, realizeaza o analiza a comenzilor trecute, pe baza carora sa poti estima cererea viitoare si tipurile de produse pentru care exista mai multe sau mai putine comenzi. In functie de aceasta analiza poti asigura si un stoc optim de produse.

In al doilea rand, incearca acolo unde este posibil sa achizitionezi, respectiv sa realizezi produsul abia dupa primirea unei comenzi ferme.

Nu in ultimul rand, fa curat rapid in stocurile vechi. Acorda discount-uri considerabile, fa promotii sau orice alte actiuni pentru a scapa de stocurile invechite. Acestea se pot transforma in pierderi efective, prin urmare e bine sa iei oricat pe ele decat nimic.

4. Cash-ul trebuie sa lucreze pentru tine

Din neglijenta sau probleme in estimarea corecta a necesarului viitor de cash, multe companii mici prefera sa lase banii incasati intr-un cont curent, a carui dobanda este aproape nesemnificativa. In loc sa faci asta, pune deoparte banii de care stii ca nu vei avea nevoie pentru urmatoarea perioada in depozite. Dobanzile la depozite sunt mult mai avantajoase iar in acest fel cash-ul disponibil chiar lucreaza pentru tine. Tot ce trebuie sa faci este sa estimezi disponibilul curent, intrarile si iesirile viitoare de cash (cu o marja de siguranta), iar surplusul rezultat sa il valorifici in depozite, conturi de economii sau alte instrumente monetare.

5. Apeleaza la factoring

Factoring-ul reprezinta o solutie rapida pentru obtinerea de lichiditati, indeosebi in situatia in care firma se confrunta cu probleme legate de cash. Acesta este o alternativa la liniile de credit sau alte tipuri de finantare si consta in cedarea facturilor neincasate catre terti, in schimbul unui discount. Factorul isi va asuma mai departe riscul de credit al debitorilor cedati. Principalele avantaje ale factoring-ului constau in incasarea rapida a creantelor, eliminarea riscului de credit si accesul la un tip de finantare care nu necesita garantii.


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