Debt collection with sector competence. The fitness industry. coeo. Inkasso

Transcription

1 Debt collection with sector competence The fitness industry

2 The challenge of the fitness industry Modern debt collection for a dynamic sector The fitness industry is going through a phase of consolidation. The German fitness market, which has been very fragmented up to now, is increasingly coming under the control of large chains, although new niche models are also forcing their way into the market. Price competition is intensifying and customers are more willing than ever to change the fitness studio they use. These developments are having far-reaching consequences for the sector as a whole: l Rapid growth due to large numbers of new members is no longer sufficient for long-term success. Even in the low-price area, the need to reduce fluctuation is a priority, something which is done by tying customers much more closely to the company and brand in question. l The market is made up of several different segments: Discount, Premium and Luxury, the main result of which is that operators, which have not been clearly positioned up to now, are faced with having to re-align their business. This is, however, difficult without capital and a willingness to invest. l The fitness sector is increasingly being confronted with chains that are forcing their way into the market with the allocation of relevant advertising budgets to agencies that operate throughout Germany. There is therefore also a danger of losing valuable customers due to the growing advertising power of large chains. Price war Quality management Investments Online Fitness Staff training Customer loyalty Consolidation Digitisation Termination ratio Efficient receivables management The sector is therefore faced with a series of big challenges the mastering of which often depends on receivables management as well as on other things. Even if high levels of fluctuation are successfully reduced and long-term customer loyalty is ensured, receivables management in the future can and must be especially stringent and efficient with an increased focus on customer retention and innovative strategies that provide optimum support for all company goals and supplement them to create an overall coherent framework. As early as in the selling process, important risk indicators should be integrated that reduce the incidence of bad debt. In the further course of receivables management, it is then important to minimise defaults and place greater emphasis on bringing customers with payment problems back into the fold of good customer relations

3 For the fitness sector, offers innovative approaches and flexible debt collection models. Collecting debts on behalf of clients ensures complete transparency; purchasing debts from clients ensures speedy liquidity. Perfected, modern collection processes directly after commercial dunning Address tracing and extensive reporting Transfer of responsibility for debt collection by means of electronic data exchange methods Use of the latest communication channels for communication with the debtor (incl. social media) Score-based collection strategies for automatic selection of the measure that is most appropriate from a cost-benefit standpoint Fully automated processes up to and including court collection proceedings Extensive web portal for clients and debtors Close interlocking of the client s systems with Cascading use of nearly all available address service providers in Germany Use of our own investigation teams (desktop searching, searching in social networks etc.) Extensive European and non-european network of debt collection partners in Germany is always the single point of contact. Powerful DWH solution that we developed ourselves Individual reports and extensive customer analyses 04 05

4 We are firmly convinced that innovation and flexibility are the core elements of collection that need to be incorporated into the debt collection processes of the fitness sector. Especially instances of non-payment that occur during a fixed contract period result in special requirements to the extent that termination of contracts and debt collection strategies must be closely coordinated and special countermeasures initiated. Up to now, it has been the general opinion in the sector that a customer is lost once he or she defaults on a payment and becomes subject to the debt collection process. Here as well, can call on its many years of experience to help to refute this thesis and, with specially coordinated reporting tools, deliver important information for the retention of future customer relationships. This goes beyond the debt collection process per se. A customer with payment problems can become a regular member at any time. Special, customer-retaining debt collection strategies ensure amicable solutions between creditor and debtor that motivate debtors to pay and, once the payment problem has been resolved, retain or regain the former debtor as a customer that can be relied on to pay in future. Experience/references is a successful service provider and recognised partner for the fitness sector. Especially for fitness studio chains that focus on the comparison of several locations with each other, supplies information that is valuable to the management for a great many years. News/dates Experience at the following trade fairs and conventions: April 2018 FIBO Köln April 2018 Want to know how we do this? Talk to us and we will show you. For more information on our events, go to:

5 Curious? Try us out! We look forward to your first receivable collection request by post or fax, electronically or via a special interface. Any more questions? We will be happy to answer them. Just give us a call or send us an without obligation. Our staff look forward to working with you and your debtors. Your person to contact Marcel Heikamp Tel marcel.heikamp@-inkasso.de GmbH Kieler Straße Dormagen Tel info@-inkasso.de