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Tsi Green Flag Notebook Web Presentation Version 29 Apr09
1. T.S.I.
Accounts Receivable Specialist
Prospective Client Quick Overview
The tools to help you
PART #0
MIND YOUR
Client Survey
OWN
BUSINESS Page 1 of 58
2. Agenda
• Survey of your current situation to see if you qualify for our service
• Company information and “Green Flag Profit Recovery” process
overview
• Display of actual Status Reports of our customers
• Sharing of Recommendation Letters from our customers
• Becoming a customer if you qualify
Page 2 of 58
3. Agenda - Detailed
• Customer A/R Late Past Due Survey Overview - @10 min. – TSI Verbal Demands
• TSI Review - @20 min. – TSI Verbal Demand Recovery & Cost Statistics
– Collections Approaches – TSI Legal Options
– TSI Corporate Structure Linkage – TSI Litigation Determination
– TSI Press – TSI vs. Typical Collection Agency Netback Comparison
– TSI Customer Base – TSI Service Summary
– TSI Service • TSI Client Report Review for Performance Facts - @15 min.
– TSI Locations
• TSI Client Recommendation Letter Review - @5 min.
– TSI Regulation Compliance
• TSI Pricing Proposal - @10 min.
– A/R Depreciation
– Industry Advice on 3rd Party Involvement
– TSI Recovery Statistics
– TSI Website Interface
– TSI Written Demand Notices
– TSI Written Demand Notice Recovery & Cost Statistics
– TSI Client Feedback on Written Demand Notices
– TSI Written Demand Notice Performance Guarantee
Page 3 of 58
4. Accounts Receivable Analysis
Need
• What are your terms? Net ____ days
• When do you feel you should be paid? ____ days after ship/invoice
• How many accounts per month do you send to collections? ____ accounts
• When do you turn your accounts over to collections? ____ days past due
• How much of your money in % do they keep? ____ %
• How many different accounts would you say go at least 60 days past due each
month conservatively? ____ accounts/month
• What is your average balance per past due account? $ __________
• How many active accounts do you bill on average each month?
____ accounts/month
• If you experience bad checks, how many per month bounce?
____ checks/month
• If you experience credit card charge-backs, how many per month?
____ charge-backs/month
Page 4 of 58
5. Accounts Receivable Analysis
Money Owed Right Now
• How much money is owed to you right now which should have already been
paid that you would like to have recovered? $__________
• How many accounts does that represent? ____ accounts
• What is their average age? _____ days past due
• What is the oldest age? _____ days past due
• What is the youngest age? _____ days past due
Page 5 of 58
6. Accounts Receivable Analysis
Evidence
• Do you have a copy of your aging report available to look at? ____
• How much money is 30 but not yet 60 days past due? $__________
• How much money is 60 but not yet 90 days past due? $__________
• What is the average balance under 60 days past due? $__________
• How much money is 90 but not yet 120 days past due? $__________
• How much money is over 120 days past due? $__________
• What is the average balance over 60 days past due? $__________
• Do you have good addresses for all the debtors? ____
• What % of the delinquent customers do you care to do business with again?
____%
• Out of $100, what is your net profit? $____
• What sales volume would be needed to offset this loss? ____ units
• How long would it take to sell this this extra volume? ____ months
• How much does your company spend monthly on collections? $__________
Page 6 of 58
7. Accounts Receivable Analysis
Aging
Days Past Due 0-29 30-59 60-89 90-119 120-180 181-360 +360 >60 >90 >120
0 0 0
# of Accounts
$0 $0 $0
Dollars
#DIV/0! #DIV/0! #DIV/0!
Avg. $/Acct:
Accts Days Old Tot Days Old
60 0
90 0
150 0
270 0
360 0 Avg. Days
0 0 #DIV/0!
Total
Page 7 of 58
8. Accounts Receivable Analysis
Decision Makers & Influencers
• Other than yourself, is there anyone else required to make the decision to use
Green Flag? ____
• Are any key influencers necessary to be in the meeting whose decision your
would rely on to make the decision to use Green Flag? ____
Page 8 of 58
9. A/R Process Timeline
Wish List of Things to Change
•
•
•
•
•
•
Payment Due +150 +180
+90
+60 +120
+30
Days
Key
S - Ship or Supply Service
OI - Original Invoice
P - Payment Due
I# - Additional Invoice Copy
0
-30
-60
-90 L - Letter
PC - Phone Call
CA - Collection Agency Involved
LG - Lawyers Involved
Page 9 of 58
10. T.S.I.
Accounts Receivable Specialist
Prospective Client Quick Overview
The tools to help you
PART #1
MIND YOUR
Collections
OWN
Process
BUSINESS Page 10 of 58
11. Conventional 2 Phase
Approach to Collections
The traditional collection process is expensive internally and externally.
Phase I: IN-HOUSE COLLECTION FOR 6 MONTHS
Past Due Past Due Past Due Past Due Past Due
30 Days 60 Days 90 Days 120 Days +120 Days
3rd Statement
2nd Statement 4th Statement 5th Statement 6th Statement
1st Letter 2nd Letter 3rd Letter 4th Letter
st Phone Call nd Phone Call rd Phone Call
1 2 3
$1.10 $1.10 $1.10 $1.10 $1.10
In-house cost
$1.10 $1.10 $1.10 $1.10
$20 to $30
$2.96 $2.96 $2.96
Dartnell Institute
of Business Research
Phase II: PERCENTAGE AGENCY/ATTORNEY
Average Rate of Recovery = 10% to 20% . Average Fees = 30% to 50% of your money.
True Cost of Collections = a loss of 90% or more of your company’s revenue!
Page 11 of 58
12. 3 Phase Approach to Collections
The Greenflag Profit Recovery service is simply a middle step (at a controlled cost) between your
internal efforts and traditional agency representation. It provides your company with 3 clear benefits:
Phase I: In House Phase II: Greenflag by Transworld Systems, Inc.
Optimize in-house procedures
Day 60 Day 70 Day 80 Day 90 Day 100
Day 0 to 60
TSI 5th and
2nd TSI 3rd TSI 4th TSI
TSI Courtesy
Notice Final Contact
Contact Contact Contact
Statement $1.10
Letter $1.10
36% to 76% Recovery Rate
Phone Call $2.96
TSI offers you the opportunity to use a
diplomatic 3rd party to recover your profit while
Improved cash flow
Improved cash flow
•
maintaining sensitive client relationships!
80% to 95% Collected Reduced expenses
•
Reduced expenses
Identify intent
•
Identify intent
Phase III: Verbal Demands and/or Legal Action/(CMS)
Page 12 of 58
13. T.S.I.
Accounts Receivable Specialist
Prospective Client Quick Overview
The tools to help you
PART #2
MIND YOUR
Corporate
OWN
Overview
BUSINESS Page 13 of 58
15. • Makes private equity investments behind compelling business ideas
and strong management teams
• Established in 2001
• Manages US$ 8 billion of investments and commitments for
JPMorgan Chase & Co.
• Invests in transactions that initiate strategic and operational changes
in businesses to create long-term value
• Management-led buyouts
• Growth capital financing with an emphasis on corporate
partnerships and divestitures
• Typical transaction is US$ 50 million to US$ 200 million
• Has offices in North America, Europe, and Asia
Page 15 of 58
17. • Business process outsourcing giant
• Acquired Outsourcing Solutions Inc. (OSI), which owned
TransWorld Systems Inc. (TSI), in March of 2008 making it the
largest collection agency in America
• Has over 29,000 employees
• Operates in 10 countries
Page 17 of 58
18. • We are in the business of profit recovery.
• We lead the industry in providing businesses with better tools for
recovering bad debt and accounts receivables.
• We’ve been proving it to our customers, including more than 200 Fortune
500 companies, since 1970.
• Last year, we recovered $700 Million for an
average of $10.00 per account.*
• Our success rate is more than 3 times that
of the industry average.**
• We provide local impact with over 120 offices
coast to coast.
* Company average.
** Based on ACA statistics.
Page 18 of 58
20. What the Experts Say
– “Transworld gets credit for the highest recovery rate in the industry.”
» Barron’s
– “The Company has a collection rate of well over 50%. The typical
collection firm gets only 20% and keeps 25% to 50% of recovered funds.”
» Fortune Magazine
– “Its low fee structure encourages clients to assign accounts early, usually
45-90 days past due. Their recovery is more than 2 ½ times better than the
competition.
» Investor’s Daily
– “In addition to the superior collection rate and speed of recovery,
Transworld’s low fee provide the client with a 30%-70% savings.”
» FORBES Magazine
– “…Transworld has a long term proven record of being able to deliver twice
the normal recovery rate at a fraction of the normal cost.”
Shearson Lehman
Page 20 of 58
22. Industries Transworld Supports
City, County & State Governments
Banks and Credit Unions - Wholesalers and Retailers - over 10,000* Hospitals, Medical, and Dental
over 300*
over 1,500* Practices and Clinics - over 10,400*
Wholesale Food Manufacturers & Distributors
Court Reporters
Financial Services - over 215* Medical Laboratories
Convention Services
CPA’s - over 825 practices* Medical Supply
Clothing Manufacturers
Libraries
Insurance Companies & Agents - Ambulance Services
Manufacturers
over 550*
Industrial Manufacturers and Distributors Colleges and Universities - over 625*
Optical Stores
Real Estate Services over 700*
Fraternities and Sororities
Health and Fitness Clubs
Auto Parts Stores and Suppliers
Trade Schools
Veterinarians - over 610*
Automobile Rental Agencies
Auto Dealerships and Repair Shops Utility Companies
Employment Agencies
Over 1,200*
Waste Disposal Companies - over 310*
Florists
Trucking and Moving Companies - over 1000*
Cable TV Services
Video Stores TV Stations
Heating and Air Conditioning Services -
over 560*
Long Distance Telephone Services
Advertising and Marketing Firms
Plumbing Services
Cellular Telephone Services
IT & Web Firms
Electrical Services
Security Alarm Companies
Publishing & Printing Companies - over 840*
Fuel Oil Companies
Pest Control
Printing Shops
Oil and Gas Companies
Newspapers and Magazines
Travel Agencies
Mail Order Houses
Information extracted from Hotels - over 635*
audited client lists -
* individual companies or
institutions using the TSI system Girls Scout Councils & YMCAs - over 250*
Professional Athletic Teams
Page 22 of 58
24. Customers of Transworld
Marriott Hotels
Citibank Office-Max
Con Edison SYSCO Food Service
Hilton Hotels
Union Bank Canon Computer
AT&T Alliant Food Service
Embassy Suites
Downey Savings Eastman Kodak
Bell South Sam’s Club
National Rental Car
Ernst & Young LA Weekly
Cingular Wireless Coca Cola
KPMG Gannett USA Today
Sprint Cellular Pepsi Cola
Deloitte & Touche Val-Pak
Comcast Cable American Linen ChoicePoint
Merrill Lynch Guthy-Renker
Direct TV Tru-Value Hardware Blue Cross-Blue Shield
American Express ADP Proxy Services
ADT Security Healthsouth
Transamerica Chicago Bar Association
Waste Management Columbia HCA
State Farm Insurance University of Phoenix
USA Waist Culver City VA Hospitals Nationwide
GEICO Insurance Vassar College City of Irvine Gold’s Gym
Sylvan Learning Centers City of Inglewood
Goodwill Industries Hollywood City
American Red Cross
Chamber of Commerce
YMCA
Girl Scouts
Page 24 of 58
25. What Our Clients
Have in Common
• They extend credit and/or accept checks.
• They mostly have an individual or an entire department devoted to
collecting past due accounts internally.
• They all use GreenFlag Early Profit Recovery services to minimize
bad debt losses.
“As a national direct marketer
we faced some very unique
challenges in the area of
collections. TSI not only helped
us meet these challenges, but
help us exceed our goals in a
very cost effective manner.”
Tom Miglino
Vice President
American Mint
Page 25 of 58
27. What We Do For You
• For an average of less than $10.00 per account, we provide the impact
of third party intervention.
• Minimize internal efforts, improving overall department performance.
• Preserve your valued customer relationships.
• Minimize the risk of accidental violations of state and federal
collection laws and/or harassment suits through the use of a hold
harmless agreement - $25M in insurance coverage
• Allow 24/7 access to account information via OCP website as well as
complete monthly reporting on all accounts.
“As important as collecting arrearages is ... even more important is …
retaining customers. This is where your company has really shined. Our re-
activation of collected accounts has leapt a full 14%! This difference has
really set your company apart from those we’ve used in the past”
Margaret Lewis – DBS Coordinator – DirecTV
Page 27 of 58
29. T.S.I.
Accounts Receivable Specialist
Prospective Client Quick Overview
The tools to help you
PART #6
MIND YOUR
Locations
OWN
BUSINESS Page 29 of 58
33. T.S.I.
Accounts Receivable Specialist
Prospective Client Quick Overview
The tools to help you
PART #7
MIND YOUR
Aging &
OWN
Depreciation
BUSINESS Page 33 of 58
34. How Your Money Depreciates
Start Early – Recover More
We all know that the older an account gets, the harder it becomes to collect.
But did you know that at 90 days past due, accounts begin to depreciate at the
accelerated rate of @½% per day ?
At 180 days past due, consumer/commercial accounts have depreciated to the point
where only 30%/44% on average will ever be recovered!
95%
100%
90% Critical Depreciation
80% Period
74% 72%
70% 1/2% per day
60%
50%
44%
40%
30% 29%
30%
20%
10%
10%
0% 90
45 A G E O F A C C O U N T S IN DAYS
0 30 60 90 120 150 180 210 240 270 300 330 365
Transworld Conventional
Systems Agency
Source: (U.S. Department of Commerce study on depreciation of accounts held in-house)
Page 34 of 58
35. I strongly
recommend that
at the end of 60
days
you consider going
to
a third party …
when you get
beyond 90 days,
all your profit in
that sale
is gone!
Page 35 of 58
36. Turn over delinquent
accounts for outside
collection quickly -
after the first broken promise.
There is a significant drop-off
in the collectability of accounts
after 90 days past due.
Page 36 of 58
37. T.S.I.
Accounts Receivable Specialist
Prospective Client Quick Overview
The tools to help you
PART #8
MIND YOUR
Client
OWN
Interface
BUSINESS Page 37 of 58
38. Convenience Counts
•GreenFlag offers you two ways to transmit and manage
your accounts:
– Interactive Web Site (recommended)
Upload and manage your accounts 24/7 via
our secure interactive web-based Onyx
Customer Portal (OCP)
– Paper submission of accounts also available
– For a demo of our TSI web site and to
see service videos: www.collections4leeeeeeeeeeeeeeeeess.com
WWW.COLLECTIONS4LESS.COM
Contact us: (818) 710-0244
Page 38 of 58
39. Interactive Website
Can manually enter Can also batch upload
delinquent accounts all delinquent accounts
one by one via this via these file types:
screen Excel
Access
CVS
dBase3
ASCII2
Page 39 of 58
40. T.S.I.
Accounts Receivable Specialist
Prospective Client Quick Overview
The tools to help you
PART #9
MIND YOUR
Phase #1
OWN
Demand Notices
BUSINESS Page 40 of 58
41. Getting Better Results
• We recover more because we start earlier.
– We recover more than traditional agencies because:
• We work ALL of the accounts the same way, regardless of the size or the
balance.
• Most percentage-based agencies work only the accounts with higher
balances that are the most cost effective for them, leaving the smaller
balances uncollected.
• Our fixed fee, diplomatic service allows you to have us get started early in
the process with the increased impact of third party intervention.
“…studies by the American Collectors Association show that 80% of all the monies collected by
agencies are collected as a result of letters.”
» American Collectors Association, Inc.
Page 41 of 58
42. You Have 3 Choices Over the
Content of our 1st Contact…
Diplomatic, Intensive, NSF Check
or
Page 42 of 58
43. 5 Contacts in 40 Days
Optional
“Thank You”
Letter
sent whenever
your customer
pays
Page 43 of 58
44. National Statistics Prove It
Phase I - Written Demand Notices
According to the American Collectors
Average Agency
Association, Inc., the average collection
Cost
TSI Collected
56% agency collects less than 14% of all debts
33%
(company assigned to a demand notice phase at an
(ACA Average)
average)
average cost of 33% per dollar collected.
Our clients experience a 56% recovery rate at
a cost of approximately 5 cents per dollar
collected.
Average
Agency
Collection TSI Cost:
( Our clients receive over 3 times the recovery at about 1/5th the cost)
5¢ per dollar
14%
collected
(ACA Average) (company average)
Page 44 of 58
45. What Our Clients Say…
• “I’d recommend Transworld Systems to any business large or small that’s fed up with slow paying or delinquent
customers and would like to get paid sooner without worrying about losing future business”
» SYSCO Food Services
• “Boy, was I surprised! Not only have you gotten our accounts paid faster than we used to by ourselves, but by you
letting our clients know in a nice way that we need our money you’ve reduced the strain that had been building up in
the relationships. Better still, once they understand our situation, they start paying on time regularly.
» American Linen
• “We’ve been using your service for the last seven years and have recently renewed for the fourth time. We had tried
several other collection agencies prior to TSI, but we have stayed with you because you have produced results far
superior to any other agency we ever used. TSI’s nationwide coverage affords us the opportunity to pursue accounts
across the country for an amount that is much less than it would cost us, making TSI very cost effective.”
» AAA Motor Club
• “We have been using TSI at this location for three years now and the results have been nothing less than outstanding -
69%!! The demands for payment are diplomatic and yet very effective. It’s easy to see why Marriott Hotels chose to
use Transworld Systems nationwide. You have our recommendation for any business looking to simplify collection
procedures”
» Marriott Hotels
• “Many of our balances are small so we needed a service that would work for all of our balances not just the big ones.
TSI has really come through. Collection success rate is great, cost is reasonable and best of all, my time is freed up to
concentrate on my business and paying customers.”
» Jennie Craig Weight Loss Centers
Page 45 of 58
46. Written Demand Performance
Guarantee Summary
• If the amount TSI collects is equal to or less than the cost paid for the x
account system then 100% of the cost is refunded in addition to what was
recovered
• If the amount TSI collects is greater than the cost paid for the x account
system but less than twice the cost paid then the difference between twice
the cost and what was recovered is refunded in addition to what was
recovered
• The 4 criteria below must be met for the guarantee to be honored:
– All accounts placed into the Phase I Demand Notice service are $50 or higher
average principal only balances
– 100% of the accounts purchased must be placed/started in TSI’s collection
service within 24 months of signing up
– 100% of the accounts placed/started in TSI’s collection service must be less
than 12 months past due
– 90% of accounts placed/started in TSI’s collection service must have good
addresses
Page 46 of 58
47. T.S.I.
Accounts Receivable Specialist
Prospective Client Quick Overview
The tools to help you
PART #10
MIND YOUR
Phase #2
OWN
Verbal Demands
BUSINESS Page 47 of 58
48. Verbal Demands
• When intensive recovery efforts are required
• GreenFlag Verbal Demands employs a team of highly trained college
educated recovery specialists operating from 22 nationwide call centers.
– Verbal Demands Phase:
• Turns up the heat on overdue accounts
• Demands full payment in 7 days
• Abides by all governmental regulations
• You pay only for what is recovered
• Offers legal recourse for tough cases
• Handles the types of accounts other
agencies ignore as un-collectable.
Page 48 of 58
49. National Statistics Prove It
Phase II - Verbal Demands
According to the American Collectors
Association, Inc., the average collection
TSI Collected
25% agency collects approximately 11% of all
(company debts assigned to a verbal phase at an average
average)
cost of 30% to 50% per dollar collected.
Our clients experience a 25% recovery rate at
a cost of 40% to 50% per dollar collected.
Average
Agency
Collection
( Our clients receive over 2 times the recovery at about the same cost)
11%
(ACA Average)
Page 49 of 58
50. T.S.I.
Accounts Receivable Specialist
Prospective Client Quick Overview
The tools to help you
PART #11
MIND YOUR
Phase #3
OWN
Litigation
BUSINESS Page 50 of 58
51. Legal Options
• Making the difference in the toughest cases:
• GreenFlag Legal Options can make a difference where court action is
warranted, and there are assets that can be recovered.
– Legal Options Phase:
• Cause suit to be filed
• Pay all court costs
• Pay attorney fees, service, or process fees
• Pay any other fees necessary to satisfy a judgement
• An attorney will appear in court on your behalf.
– Most Importantly:
• If no money or assets
are collected,
there is no charge.
Page 51 of 58
52. Litigation Determination
• Account balance must be over US$500
• Account can not be over 3 years old when sent to the Legal step
• Facts justifying supply of product & service and failure to pay must exist
• The debtor must have “attachable assets”
– Real property with equity to place a lien against
– Bank accounts with sufficient balance to levy against
– Wages with >25% discretionary liquidity to garnish
– Owner of a cash business to till tap
Page 52 of 58
53. T.S.I.
Accounts Receivable Specialist
Prospective Client Quick Overview
The tools to help you
PART #12
MIND YOUR
Netback &
OWN
Summary
BUSINESS Page 53 of 58
54. Netback Example
Collection In House /
Approach Est. Timeline Traditional Agency Transworld Explanation
500 500 Accounts Placed
$200.00 $200.00 Avg. Account Value
$100,000.00 $100,000.00 Total $ Assigned
TSI quot;Written Demandquot; recovery rates vary by industry and age of account, but
historically the recovery rates have been between 35 - 64%. According to the
14.0% 56%
American Collectors Association, Inc. (ACA), the 2004 industry median recovery rate
was 16.2%.
$14,000.00 $56,000.00 $ Recovered
Written
Day 90 - 150 TSI quot;Written Demandquot; cost ranges from $4.99 - $24.99 per account, depending on
Demands
the number of accounts purchased - this represents the price of a 500 account
40% $10.99
system. Most agencies charge between 30% - 50% contingency fee for their
recovery efforts.
($5,600.00) ($5,495.00) Total Cost
$8,400.00 $50,505.00 Client Net Back (recoveries get paid directly to client)
220 Accounts Rolled Over to TSI Verbal Demands Phase
(verbal demands $200.00 Avg. Account Value
done for entire time) $44,000.00 Total $ Assigned
TSI quot;Verbal Demandquot; recovery rates vary by industry and age of account, but
26%
historically the rates have been between 16% - 36%.
Verbal Demands Day 151 - 190
$11,440.00 $ Recovered
50% TSI quot;Verbal Demandquot; Cost (Contingency)
($5,720.00) Total Cost
$5,720.00 Client Net Back (paid from Transworld to client)
$8,400.00 $56,225.00 Total Client Netback (from quot;Writtenquot; & quot;Verbalquot; Demand Phases)
14.00% 67.44% Total Recovery Rate (from quot;Writtenquot; & quot;Verbalquot; Demand Phases)
430 163 Accounts Remaining
$200.00 $200.00 Avg. Account Value
Legal Demands Day 191+
Total $ Remaining (this can move to our legal department for contingency collections
$86,000.00 $32,560.00
or can be written off as uncollectable)
* Timing of the TSI written demands can be altered to fit specific client needs. Starts, stops and cancels are all controlled by the client.
** Variables are highlighted in red
Page 54 of 58
55. A Final Word…
See for yourself why 60,000 businesses choose TSI over extended in-house efforts
and all other 3rd party alternatives combined
•We recover three times the industry average for about one sixth
the cost.
•Flat-fee, no percentages – regardless of the balance. Average cost
of only 7 cents per dollar collected.
•Diplomatic/Intensive approach – we recover your profits without
offending/simply with intent to collect from your valued/past
customers.
•You stay in control – you decide how diplomatic to be and when to
turn up the heat.
•Recovered profit is paid directly to you. No more waiting 30-60
days for an agency to pay you your money. For reference letters of client results
•Over 120 Offices Nationwide – provides unparalleled local impact. go see “testimonials” at
•Performance is guaranteed – Use TSI at no financial risk www.collections4less.com
whatsoever.
•Other services include bad check recovery, check guarantee, Call us at (818) 710-0244 for more info
and medical insurance claim resolution.
Page 55 of 58
57. T.S.I.
Accounts Receivable Specialist
Prospective Client Quick Overview
The tools to help you
PART #14
MIND YOUR
Recommendations
OWN
BUSINESS Page 57 of 58