Research On The Management Of Accounts Receivable In Construction Machinery Enterprises

With the development of productive forces and the intensification of competition among enterprises,credit sale emerges as a kind of marketing strategy and means of credit.Credit sale refers that the production operators provide customers with credit transactions by installment payment,deferred payment etc.,mainly to solve customer' s funds problem,so that customers can use goods and services in advance.Through the use of credit sales,although production operators can increase their operating income,market share,yet,meanwhile,it may cause the increase of accounts receivable amounts and credit risks.Credit sale generally exists in each field.In the construction machinery industry with market guidance,overcapacity,fierce competition and high degree of product homogeneity,credit sales mode is the main mode of business.Since 2011,the construction machinery industry has been facing such unprecedented market challenge that the accounts receivable of enterprises can not be recovered in time,and bad debts increase and so on is extremely serious.Therefore,this paper studies the causes,problems and risk control of accounts receivable of construction machinery enterprises,combines theoretical knowledge and practical application to find suitable way for accounts receivable management of construction machinery enterprises,and finally achieves the goal of controlling and reducing the risk of bad debts of accounts receivable.Based on the idea of "raise--analyze--solve",this article firstly qualitatively and quantitatively points out the accounts receivable management status and credit risk of the construction machinery enterprises by questionnaire survey and interviews of employees of five enterprises in the industry and comparing the financial data of eight listed companies with the same type products.Secondly,it selects the construction machinery enterprise W as the study object,analyzes the current status of the accounts receivable management and finds out the accounts receivable management problems of the industry and the enterprise exclusively and the credit risk causes.Finally,by symbiosis theory,channel management theory,accounts receivable management theory and credit risk theory,it concludes that construction machinery enterprise W needs to establish a symbiotic and mutual-benefit relationship with the symbiotic units;it needs to re-evaluate and adjust distributors besides providing with more supports;it needs to re-design the accounts receivable management department;it needs to re-design the whole system and process of accounts receivable management in the mode of whole accounts receivable management;it also gives some suggestions on credit sales management.Credit sale is a double-edged sword and enterprises need to balance the contradiction between the credit sale income and the risk of accounts receivable bad debts.Enterprises need to make reasonable use of credit sales,more credit management for customers,and achieve balance between short-term interests and long-term business development.Construction machinery enterprises,which are easily influenced by macroeconomic should be more cautious to face the industry downturn,manage well the management of accounts receivable,improve the deterioration of credit risks,and strengthen the competitiveness of enterprises.