Como bajar la tasa de morosidad
En las instituciones donde todos los meses se emite deuda sobre sus asociados en conceptos de cuotas, siempre se corre el riesgo de que al momento de la cobranza el porcentaje de impagos esté por arriba de lo esperado, esta circunstancia afecta gravemente a los clubes donde su sistema financiero se centra en la cobranza de las cuotas únicamente,
Está claro que estos indicadores de cobranza se ven condicionados a la coyuntura económica de un país, como se ha experimentado en Argentina durante la crisis del 2001/2002 y la década de los 90. Existen otras variables que también afectan la cobranza como el caso de los socios golondrinas, que llegan atraídos por el calor del verano y desaparecen mientras dure el frío del invierno, o bien, otro caso puede ser aquellos clubes donde los socios practican deporte en otra sede donde no existe una oficina administrativa donde puedan pagar su cuota.
En los años de trabajo implementando soluciones de gestión para clubes, el tema de la morosidad siempre está presente, a lo largo de este breve ensayo hare un análisis de lo que a mi punto de vista seria la gestión ideal de cobranza, apoyándome en experiencias de políticas aplicadas sobre el férreo objetivo de reducir el margen de morosidad.
En primer no limitar la salud financiera del club a los ingresos por cuotas, hay que tratar en la medida de las posibilidades encontrar otra fuentes de ingresos, siempre debemos explorar nuevas alternativas.
La institución debe estar en el circuito bancario, tener activos los convenios para poder cobrar de manera electrónica, como hemos explicado ya en otros números, la cobranza electrónica se puede hacer mediante CBU (Cuenta Bancaria), Tarjeta de Crédito (Visa, Master, Amex o alguna local) y Pagos en Línea (Pagos Link o Pagos Mis Cuentas) todos estos servicios cobran una comisión muy baja (siempre menor a la de los cobradores) y a veces se puede fijar un valor fijo por cada transacción.
Aplicando el Debito Directo nos aseguramos la cobranza de esa cuota de manera puntual, aunque el socio no este viniendo al club, cabe destacar no solo me refiero a la cuota social, hablo de incluir a todos los servicios que el club brinda (deportes, roperos, abonos, servicios, viajes, fondos de obra, rifas/sorteos, etc). La autorización que firma el socio para que se le haga el débito debe tener prevista esta situación. Esto demanda orden en el flujo de la información entre distintas áreas para transmitir las bajas y las altas a tiempo.
Dentro del plan estratégico uno de los objetivos debe ser captar un alto porcentaje de socios al servicio de débito directo, ahora bien, para simplificar la comunicación con el banco y la posterior imputación de los pagos se deberá contar con un sistema informático, ya que hasta 100 socios podemos hacerlo manualmente, luego se hace inviable.
Dentro del universo de socios, encontraremos aquellos que NO quieran adherirse al Debito Directo, para ello debemos contar con otras formas de pago voluntarias como Pago Mis Cuentas o Pagos Link, donde el socio pueda pagar sus cuotas desde su casa a través de su home banking. Otra opción es contar con el servicio de Rapi Pago o Pago Fácil, o finalmente en el mostrador del club. Debemos procurar que sea la menor cantidad posible de socios que opten por estás vías de pago.
Para alentar que el socio se adhiera al débito directo debemos hacer promociones con valores de cuotas muy inferiores en relación a otras formas de pago, tomar la política que cada socio nuevo va directamente al débito. Recordemos que hoy casi toda la sociedad está dentro del circuito bancario. Hay que aprovechar los re empadronamientos o eventos en el club, para acercarnos al socio a que nos firme la autorización y nos brinde los datos necesarios.
No se puede reducir la tasa de morosidad si el club no cuenta con un control de acceso, aunque este sea mínimo, la portería cumple un rol activo en esta batalla, ya que es el primero en detectar si el socio está al día o no al momento de ingresar al club, a nadie le gusta que se le indique que está en deuda. Para ello debemos transformar a nuestros porteros de saludadores profesionales a agentes de inspección, sin perder nunca el norte que un club está allí para brindar un servicio a la comunidad.
Cuando un socio cae en morosidad, que los planes de pago se deberán hacer por medio del POST NET teniendo habilitados distintas opciones en cantidad de cuotas, que sea la tarjeta de crédito la que haga la financiación y NO el club.
Todas estas herramientas las implementamos con nuestra herramienta de software de gestión BRIO Software Clubes www.softwareclubes.com.ar
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