Implementing a Zero Debtor Policy through Channel Financing in an MNC
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Case Details:
Case Code : FINC089
Case Length : 9 pages
Period : 2013
Pub. Date : 2013
Teaching Note : Available
Organization :Testle India
Industry : FMCG
Countries : India
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FINC089) click on the button below, and select the case from the list of available cases:
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Trestle India Ltd., a consumer packaged goods (CPG) company, implemented a zero debtor policy in 2009 which resulted in its distributors facing a cash crunch and ultimately in negatively affecting its sales growth. To solve the problem, the company tied up with HDFC Bank to provide a channel financing (CF) facility to its distributors. The core objective behind the move was to provide distributors with much needed financial support. By effectively implementing the CF facility, the company was able to manage its negative working capital cycle.
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Trestle India Ltd., a subsidiary of Trestle Inc, a Switzerland-based CPG company, sold popular global brands to consumers in India. According to the company, it was committed to long-term sustainable growth and shareholders’ satisfaction. Its parent company, Trestle Inc, had a presence in more than 150 countries as of December 31, 2012. In India, it had 7 manufacturing plants.
In 2009 Trestle India Ltd went ahead and implemented a zero debtor policy which resulted in distributors facing problem of cash crunch which ultimately ended in negatively affecting sales growth. For solving this problem the company tied up with HDFC Bank to provide channel financing facility to its distributors. The core objective behind, introducing Channel Finance (CF) facility was to provide the much needed financial support to the distributors. By effectively implementing this CF facility the company was also able to manage negative working capital cycle.
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