Taming the Beast: Streamlining Sony's Massive AR Process

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Presentation transcript:

Taming the Beast: Streamlining Sony's Massive AR Process Michael Schillo Vice President, Finance Sony Pictures Home Entertainment Jeff Haller Managing Partner & CEO DataServ www.DataServ.us 1 1

Taming the Beast: Streamlining Sony's Massive AR Process Michael Schillo Sony Pictures ($2 billion division of Sony) since 2006 Credit and collections for U.S. operations Customers 2 2

Taming the Beast: Streamlining Sony's Massive AR Process Sony’s AR process evolution: Paper to electronic Automation driven Timely resolution of open items Results focused 3 3

Taming the Beast: Streamlining Sony's Massive AR Process Business need - Reduce $250 million of outstanding customer deduction balances Business situation Paper everywhere Incomplete automation Lack of operational metrics 4 4

Order To Cash Cycle Supply Chain Supplier Shipment Requests Customer Shipping and Receiving Facility Shipment Requests Purchase Order 850 Remittance Advice 820 Invoices 810 Shipments & Returns Deduction Detail 812

Taming the Beast: Streamlining Sony's Massive AR Process Annually- 5 million orders 2 million invoiced with price 3 million invoiced on consignment 350,000 issues to resolve 120,000 operational issues to resolve Low dollar transactions (average cost of DVD is $7) The process was: 5 minutes with customer 15 minutes requesting info days to receive info days to reconnect with customer 6 6

Taming the Beast: Streamlining Sony's Massive AR Process Three issues needed to be addressed quickly: Promotional rebates Speeding and reconciling returns Deduction workflow Speed Creates Value! 7 7

Taming the Beast: Streamlining Sony's Massive AR Process The Big Idea – Quickly build SaaS workflow solution: All “sales cycle” documentation Instantly available Exportable to clients INVOICE PACKING SLIP PROOF OF DELIVERY 8 8

Taming the Beast: Streamlining Sony's Massive AR Process Performance (2006 to 2014) Collections up $200 million “Paybacks” up 350% Collection time down 44% Labor costs down 45% 9 9

Taming the Beast: Streamlining Sony's Massive AR Process Tips for Success Speed is the most important lever for success Focus on things you can solve Establish clear goals and accountability Tell your story Help management understand how valuable you and your function are to their bottom line – money talks! Have a continuous improvement mindset - Rome wasn’t built in a day 10 10

Taming the Beast: Streamlining Sony's Massive AR Process Future Goals Expand automation focus outside of my direct areas Bring efficiencies and approach to the Sony global organization 11 11

Taming the Beast: Streamlining Sony's Massive AR Process www.DataServ.us Follow DataServ: http://www.linkedin.com/company/7156 https://twitter.com/DataServ 12