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4 CONTEXTE ECONOMIQUE ET REGLEMENTAIRE quelques repères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

5 7!8##9 D S O C o m p a r é s P a y s S W E N O R IT A IR L F R A Pays F IN E S P B P D S O P D D S O D S O D N K B E L A U T G B R D E U N b J o u r s /;"0;"/(."/!0(63.57"/.+/!(.(.;"0/.06(.23.;"(.1.."/0/."/((2/06(.1/1"04/.("1/.0(./M ( 1 0" 0/ 4(./! "5;" 7///(. 0/ (..(/ 10.;"/./(/;" ( (.72(.(1"./.(10* /"./2"/!0/"/.(///(;"4(/(.!"5;"+(.00((.0/4(/.(.0/"./."/06(.1/P /0."/52".(./!"5.((.0/.X7/+(.(( 0/0"+(.11+/ "5;";"(;";"1".3.1./2* 1"00((.6"(+"/2!/2.4/(.63.10((./0/.(/". :"7"(1+.(.0"B0*!"#$%&'()))*+*+ -

6 L'environnement réglementaire lexique professionnel Fidecia Bâle II (ex ratio Cooke) Concernant en particulier les critères de fonds propres des banques pour garantir les risques d insolvabilité et applicable en Attention à l incidence sur la notation de l'entreprise et l offre de crédit! Dispositif NRE : Nouvelles Régulations Economiques Issu des directives européennes le dispositif NRE concerne : - Bien des sujets comme la répartition des pouvoirs et responsabilités des dirigeants d'entreprises; - L'harmonisation des délais de paiement et de ce fait la réglementation relative : a) Aux intérêts moratoires : La signification doit figurer clairement dans les conditions de vente, qui doivent être approuvées sans contestation possible, en indiquant les bases de calcul (TIL ou BCE et TTC) La comptabilisation de cette recette certaine en pénalités et non en simples intérêts. b) Aux mentions minimales obligatoires sur les factures : Voir source d'information en accès libre (décret n du 7 juillet 2003). Attention : les pénalités vont de 15 K à 375 K plus éventuellement des poursuites pénales E/"(+.((0$/M5(.M7.1M-05(.*(.-4/0.(-(1.*7. Procédure de sauvegarde des entreprises en difficultés : Des nouvelles dispositions sont prévues pour janvier 2006 afin de tenter de réduire les défaillances d entreprises! La réforme des procédures collectives Voir : l'intervention du Pdt du TC de Lyon à la conférence du 12 mai 2005 à l'iae Lyon 3 Voir : sources diverses en fin de document IFRS : International Financial Reporting Standards Nouveaux standards, comptables et de communication financière, destinés à favoriser la transparence et la comparaison des critères d'évaluation, de rentabilité, niveau d'activité, etc. des entreprises au plan international. Même s'ils ne changent rien à la valeur de l'entreprise ils auront une incidence très marquée sur l'appréciation portée (cote) que l'on soit client ou fournisseur, gestionnaire (Voir lexique ) LSF : Loi sur la Sécurité Financière - Création de l'amf pour redonner confiance dans les marchés financiers (protection des épargnants et contrôles accrus sur les opérations financières des entreprises cotées - Encadrement du démarchage et des obligations d information des clients (= protection des consommateurs) et en particulier imposer la séparation des activités d audit et de conseil pour éviter certains conflits d intérêts qui peuvent nuire à la qualité de l'information financière - Suivi des agences de notation pour tenter de rendre indépendants les analystes financiers Bien qu'inspirée du «Sarbanes Oxley Act» US (suite à faillite de l américain Enron), l'adaptation française est bien moins contraignante. Les effets seront donc différents (Voir lexique ) LCEN : Loi sur la Confiance en l Economie Numérique Recommandations et dispositifs liés à la sécurité des échanges informatisés d informations. Ces échanges vont encore se multiplier avec la dématérialisation des documents et en particulier des factures. La loi favorise le développement du commerce par Internet, en clarifiant les règles à la fois pour les consommateurs et les prestataires : a) Définir la notion de communication et de commerce par voie électronique dont la sécurité des transactions. b) lutter contre les contenus illicites. c) Maintenir l équilibre entre les droits de l expression et les droits de la personne (dont spam Voir : Loi N du 22/06/04 et assouplissements de la CNIL du 17/02/05). d) Encadrer l utilisation et le développement d Internet. Voir : Voir aussi nouvelles dispositions (début 2005) relatives à la signature électronique.!"#$%&'()))*+*+-

7 La Profession : A titre indicatif il y a plus de 2000 Credit Managers en France (dont environ 1000 adhèrent à l'afdcc) et 8000 en Angleterre. L Association Française des Credit Managers et Conseils (AFDCC) Les adhérents sont répartis en 3 groupes : Credit Managers en entreprise; Conseils et Credit Managers indépendants. (Conseils et formateurs); Professionnels associés ( Assurance crédit, affacturage, logiciels, renseignement et enquêtes, relance amiable et recouvrement contentieux, etc.). L'AFDCC a un rôle de représentation des professionnels du Credit Management et c'est une force de proposition auprès des plus hautes instances, oeuvrant pour harmoniser les pratiques et dispositions réglementaires. L'AFDCC Fête ses 35 ans en novembre 2005 ( ) Autres structures proches du Credit Management : - DFCG : Association des Directeurs Financiers et Contrôleurs de Gestion - AFJE : Association française des juristes d entreprises - AFTE : Association française des trésoriers d entreprises Mission du Credit Manager : Sa mission de "chasseur de coûts" est d'atteindre les objectifs fixés par l'entreprise en mettant en place une méthodologie performante : Fédérer l'ensemble des collaborateurs autour du crédit clients; Evaluer en permanence la qualité des prospects et clients; Gérer les relances, les litiges et optimiser les promesses de règlements; Structurer la gestion des risques en préventif et curatif; Réduire les charges fonctionnelles, le DSO et le BFR; Etablir les états de reporting et tableaux de bord indispensables aux directions commerciales et financières. Ces actions doivent être menées dans un souci permanent de recherche d'équilibre entre opportunités commerciales (CA, marges), coût du crédit (délais de paiement, DSO/NRE, tréso), risques d'impayés (couverture, provisions, pertes et coûts financiers) et charges fonctionnelles (répartition des tâches, outils et consommables) liés à la gestion du poste clients. Le rôle de "communiquant" du Credit Manager consiste aussi en permanence à sensibiliser la force de vente aux enjeux financiers, participer aux orientations commerciales (ex: Cotation) Il doit contribuer à l'élaboration des conditions de paiement dont le choix des modes de règlements. Il doit connaître parfaitement les conditions générales de vente, les méthodes de relances amiables les procédures de résolution des litiges et du recouvrement contentieux. (procédures et intervenants) Le "Credit Manager" doit rééduquer ses clients pour optimiser les prévisions de trésorerie sur les promesses de règlement, déterminer les provisions, etc. C'est aussi au "Credit Manager" qu'incombe la mise en place et le respect des dispositifs réglementaires (ex : NRE). E"//.0M1 2.+ ((.1/!.2/!(.B04/.(..(+(($P /2./06//"(2.!06++."4""+(((.(.".4P (/4((.!0/(;"3./.06(0'/+(($P (/0.04/.(1:./1"0/(.1//P /+.(///(+((!:";"!0.(0!.* 2.(.1/6(.1/*!"#$%&'()))*+*+F-

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17 * 1((.0(+"./".".1/"0;"6"(2.010.;"4/.("2.0(./.1( (1.."/0/."/.1//"/((2/0/122(.//":./06(.2(.2*.+(, (.2+(0/(" 0/(..(/0/.(2(.;"60+0* (.6(/4"(2+(.(1:.0+"./"//11/1+(/4/.(*. 1.;" / (. (/ :. (/"( ("."7(4(.* *? ( 4 0 /. 3 (2 / + 6."/ 5.(/;" (./"( ( //((0/(2// 1" (((" 7+ M (/"( 102(..2 6."/ (.(/. 5.(/ 0' ""( 0" '(;"!"( C./ / 20/ / "// / W./."( 2+(.( 10"/ /2 / :.+/.'(/*. 2;" ( (. 0/ ++2(./."/ ((2/ 1 0 1:.! 0. 0/ (+.(/! ((02+05(1"11/"(10(6.(*.2.11"1./(/0/06(/0/0."/.(D0/+22 "."/(:"54/.("1/.0(./* A"(D(027(((.062."12001+(;"//0"1:. 0+".(1(0/2.1/<;"(?04/.("2.0(./!;"0//(.0/(.((./<;" +.;".(.?1"(0'/<(?(.2<A";"?*!"#$%&'()))*+*+,F-

18 Le Cycle «Crédit Clients» peut être illustré ainsi.. ce cycle "crédit Clients" fait intervenir de nombreux acteurs de l entreprise... ("/ 06(/ 2 122(. 06"( / 202(./ 2.((. 6"( 10.;". (4(. /. ( 1( ( (/2.(."/ 0/."/ ((2/! 0"//12+.2/! 0".7(. +(.((0. 727;"! 1" 1./ 0" (.".( " 1:.. D/ 20/.( "0.2"*!"#$%&'()))*+*+,=-

19 le niveau de maîtrise du crédit Clients peut être mesuré par les indicateurs "Risques" et "Délais" comme suit : 20'@ (++.!/0((42($/7./!0/(".6"(1".(!0 20(7"(1//"/(4((./W.//;"/(.6".(.10"/++0/D. ;"01(.2+(.+(/1/(4/.2(//((.240.2*!"#$%&'()))*+*+,&-

20 !"#$%&'()))*+*+-

21 .+,2 0/.(/1(/0/""//(0/2.7/;"0/'(/<.20/+((/.7"(/?./1//00/1"51.;"/.2/"0..//("(./<Q(7^(4?* 0+"2.;"0/1//"/2/(!0/(.(/0/.(0/(../<0"//! E!.*? 1" 1". ( 10"( ;" 6(.1/ //2 D"(.2 2.//;"/* Il faut bien évidemment appréhender les composantes "cou du crédit Clients" : N"1"(.3./72./2//".M 0+"/"02.0("/"2.0(./1510M #01.0"1.0(. O++./(1.+"0"/1.2/ O+."/22/((/02/ O(/02/.((+."2/ O(/("/((02/ 7' **!"#$%&'()))*+*+,-

22 Le crédit au client coûte cher au fournisseur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

23 Quel CA compensatoire faut-il réaliser pour compenser une perte? 0/240(.(/1(/06(0'/0//;"/M 2+("(LA+01'"LM 7(4(.67."1(././"(."(((."12(.+024.(0 /.".(6"(0(.*0+".(/"00/7."/.0/(0/1(. 20/.(6"((0'/LA(.//;"L#20.(( * 2?&(+ /(.(./.12.+/4/.(06(.1/ /.24/0(./.0"/1.(./1(.!"#$%&'()))*+*+-

24 (/(+(.(.(/.$/(1"."5(.+M /1(1"5'/+(.(((./D2.P /+."/02/"$/1.(.6.(/2/"0../.(40/* 1./++2(./20".(/!/"/!(/../!0+0M 7(.+' (&&& (4 6:.+ /. 6110;"! D.(/ 0(./! / (.(/ (./0(;" /.( /. 1.(."((*#(("0/4/2(2+/[ 1$.(D(/4((0+7/1./0(./U1"(../D:" 75 (.(/. "// / :"/.+ /" 0 10( ("(.0 ( 0240! /(( 4 "5 /(.(/[<E!.".(!? 0+"."//1((1.(.."..(/.(0//1/.(/;"+0.(.0+(((.. (2"(.0/W./* /(.(//(.!1510!2.(2/"/(6"((* 0/1.(./0(0/0//+.(/.("/M /0./6("/.(0/("5"."6//"(2..0/12"/60./( /21//(./(.(.".P!"#$%&'()))*+*+>-

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