Iskolapélda arról, kit hitelezzünk
Ezerszer mondtam már előadásokon, de a jelek szerint a millió is kevés, hogy látszatra nem hitelezünk egy vevőt. Ha valaki bemegy a bankba és hitelt szeretne, akkor nincs más dolga, mint beadni egy adóigazolást, mérleget, utolsó főkönyvet, üzleti tervet, fedezetet és már kaphat is egy egy milliós hitelkeretet, ha a cége megfelelt a kockázatkezelőknek.
Egy cég élete ettől semmiben nem különbözik, nem azt kell tudnunk, ami látszik, hanem azt kell tudnunk, ami valójában van. Erre való a kockázatkezelés, a vevők ellenőrzése. Kedvcsinálónak itt egy kis történet.
Ügyfelem építőipari cég, nagy értékű ipari gépeket ad bérbe. Volt egy új vevője, akit máshonnan ismert, de még nem üzleteltek. Jött az első megbeszélésre, harminc milliós sportkocsival, drága öltönyben, több milliós karórával. Imponáló és meggyőző volt egyben. Megköttetett az üzlet, az első pár számláját kifizette, majd egy nagy megrendelés ellenértékével adós maradt. A gépet sikerült visszahozni a több mint öt milliós számla ellenértékét nem. Átadta behajtásra és kiderült, hogy amikor az első találkozásuk volt, a cég cégkivonatán már akkor négy végrehajtás volt bejegyezve. Amikor mi megkaptuk behajtásra, már lényegében senki nem volt a cég székhelyén, az ügyvezető persze élte boldog sportkocsis életét. A cég ellen már több hitelező beadta a felszámolást, amelynek vége az lett, hogy vagyon híjján senki nem kapott pénzt.
Egy dolgot kellett volna tenni, megnézni az ingyenes cégjegyzéket. Nem többet. Már ott látható volt, hogy ezzel a céggel csak készpénzben lett volna szabad üzletelni.
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