Background

The client is a subsidiary of an important Spanish publishing company, leader in distance learning programs.

High bad debt levels due to inefficiency on direct sales process and lack of specific bad debt KPI score card.

Valoris role

Find and build a specific bad debt KPI.

Build prediction models cross-checking against book values.

Business planning and prioritization of corrective measures to be applied on each sales funnel stage.

Sales commissioning scheme redefinition.

Results

Reengineering of direct Sales and Dunning process, which led to an incremental 3% EBITDA, with no revenue loss.

For more information about Valoris and its Cross-industry practice, please contact us.