From a technical financing standpoint, and as you now understand, factoring is only utilized to address the cash flow problems caused by extending terms of payment to customers and the working capital shortfalls such extensions can ultimately create. Shortages of working capital can result in serious problems for business owners who will then seek out some financial option as a remedy. Problems associated with working capital shortages which can drive a small business to seek factoring include:
The entire list of reasons for a business to utilize receivables finance and establish a factoring arrangement is fairly expansive. In most cases, however, savvy brokers know working capital shortages will tend to first appear when cash is in short supply for the timely payment of employee payroll.
- PAYROLL: Shortages of cash when payroll is due are by far the most common reason for a business to seek out the services of a factor.
- SUPPLIER PAYABLES: Making timely payments to suppliers or also being able to take discounts for early supplier payments.
- TAX OBLIGATIONS: Especially payments associated with employee 941 payroll taxes.
- EQUIPMENT: Raising cash through the sale of invoices to purchase equipment when leasing is not an option.
- INVENTORY: Purchasing inventory when other forms of lending are not available.
- MARKETING: Expanding and increasing marketing operations.
- BUSINESS EXPANSION: Raising capital to enter new markets, buy out a competitor, or other forms of business expansion.
- INVESTMENT OPPORTUNITIES: Raising cash for an investment opportunity such as buying a building or purchasing an additional franchise.
As we discuss in later classes and lessons on marketing, one reason why experienced factoring brokers focus much of their business development efforts on payroll intensive, services related prospects such as staffing companies, guard services, janitorial services, landscaping companies, etc., is due to their typically large payroll responsibilities. These are businesses that tend to have an abundance of employees and sizable weekly or bi-weekly payrolls. For brokers, they can represent “low hanging fruit” for prospecting and as you will eventually learn, such small service companies with an abundance of employees are a great place to start marketing and can form the backbone of your consulting business.