Today I had the pleasure of interviewing Brian Battaglia, President of Overnite Capital. Overnite Capital helps businesses obtain financing through a process called factoring. Factoring isn’t new, but unlike traditional lines of credit that focus on a company’s credit score and profitability; factoring focuses on receivables and the customer’s ability to pay.
The first thing you notice about Brian is his enthusiasm and excitement about business. Brian is a CPA by education, but you instantly know that Brian is more than what we call a “numbers guy.” Brian is a smart business person with a background in building successful companies. This is one of the things that separates Overnite Capital from other similar businesses. Of course, a company must qualify to benefit from Overnite Capital, but Brian is concerned about the success of the whole company.
Brian has experience since 1990, providing financial services to companies on some level. At one point, he realized it was time to take his entrepreneurial skills and open his own business. Brian realized he not only had the skills to provide the financial services, but his overall business acumen, gave him a background to understand his client’s perspective.
Traditional lending agencies, such as banks, are reluctant to loan money to businesses that are new, aren’t yet profitable and maybe the business owner’s personal credit is weak. If a business has good receivables, it shows that they are growing and might be a candidate for factoring. It’s simple. In the factoring process, you are, in essence, selling your receivables to Overnite Capital. Typically, your company will receive 80-90% up front money of the value of the invoice before to the customer has paid the invoice. The remaining 10-20% balance (reserve) is also your money after customer payment less Overnite’s fees. “All businesses start out small, says Brian; if the business doesn’t meet our qualifications when they apply, it doesn’t mean they won’t in the future. We take a good look at the growing potential of a company and one of those indicators is having strong customers.
Brian views businesses from the eyes of an owner. It’s important that the business has a viable product and can build good relationships with their customers. “Receivables are indicative of a company’s worth, continues Brian; significant receivables means the company is doing business, and sales are the lifeblood of any business.”
At one point, any business can experience cash-flow problems. Unless they’re selling to customers to marginal credit, there’s no reason why they shouldn’t be able to collect their receivables. Companies like Overnite, use this information to determine companies “factorability.”
“Building a profitable business involves having good judgment, which are part of an owner’s business skills, adds Brian. Business is all about risk taking, and if you’re going to extend credit to your customers, you have to know they have a sound business. We can help our clients make sound credit decisions. That’s part of being partners with our clients, if they succeed we succeed.”
Real customer service is caring about your client’s success.
If factoring is new to you, Overnite Capital has five questions on their home page to help you determine if factoring is right for your company. Call TOLL FREE @ (800) 957-4309 or visit www.OverniteCapital.com
Lisbeth Calandrinois Associate Publisher of Fabulous Floors Magazine and helps businesses’ build loyal customers through customer service and sales training. She can be reached at www.lisbethcalandrino.com.