1. The Revenue Cycle: Sales to Cash Collections
Chapter 12
The Revenue Cycle: Sales to Cash Collections

2. INTRODUCTION
The revenue cycle is a recurring set of business activities and related information processing operations associated with:
Providing goods and services to customers
Collecting their cash payments
The primary external exchange of information is with customers.

3. INTRODUCTION
Information about revenue cycle activities flows to other accounting cycles, e.g.:
The expenditure(acquisition) and production(conversion) cycles
Receive information about sales transactions so they’ll know when to initiate the purchase or production of more inventory.

4. INTRODUCTION
Information about revenue cycle activities flows to other accounting cycles, e.g.:
The expenditure and production cycles
The human resources/payroll cycle
Uses information about sales to calculate commissions and bonuses.

5. INTRODUCTION
Information about revenue cycle activities flows to other accounting cycles, e.g.:
The expenditure and production cycles
The human resources/payroll cycle
The general ledger and reporting function
Uses information produced by the revenue cycle in preparing financial statements and performance reports.

6. The Revenue Cycle

7. Revenue Cycle Activities
Sales order entry
Shipping
Billing
Cash collections

8. Overview of ERP System to Support Revenue Cycle

9. General Revenue Cycle Threats/Controls
Inaccurate or invalid master data
Controls
Data processing integrity controls
Restriction of access to master data
Review of all changes to master data

10. General Revenue Cycle Threats/Controls
Unauthorized disclosure of sensitive information
Controls
Access controls
Encryption

11. General Revenue Cycle Threats/Controls
Loss or destruction of master data
Controls
Backup and disaster recovery procedures
Poor performance
Managerial reports

12. Sales Order Entry Take order Check and approve credit
Check inventory availability

13. Sales Order Threats/Controls
THREAT NO. 5—Incomplete or inaccurate customer order (Table 12-1)
Why is this a problem?
It’s inefficient. The customer has to be re-contacted, and the order has to be re-entered.
Causes customer dissatisfaction and may impact future sales.
Controls
Data entry edit controls (see Chapter 10)
Restriction of access to master data

14. Sales Order Threats/Controls
THREAT NO. 6—Orders that are not legitimate
Why is this a problem?
You can’t make good credit decisions or collect from a customer you haven’t properly identified.
Traditionally, legitimacy of customer orders is established by receipt of a signed purchase order from the customer.
Digital signatures and digital certificates provide similar control for electronic business transactions.
Online credit card transactions with retail customers are fraught with issues.
Authentication issues
Repudiation issues

15. Sales Order Threats/Controls
THREAT NO. 6—Orders that are not legitimate
Controls
Digital signatures or written signatures
For online credit card transactions(card holder not present)
See next slide

16. Sales Order Threats/Controls
Some actions companies are taking with online or phone-order retail customers(cardholder not present transactions):
Requiring the three-digit code on the back of the credit card for confirmation that the customer physically possesses the card.
Billing zip code
Checking to see if billing address and shipping address are the same
Sending s to the customer to confirm the transaction.
Verified by Visa/ MasterCard secure
Addresses authentication and non repudiation issue

17. Sales Order Threats/Controls
THREAT NO. 7—Uncollectible accounts (Sales to customers with poor credit)
Why is this a problem?
Results in lost assets or revenues.
Controls
Credit limits
Specific authorization to approve sales to new customers or sales that exceed a customer’s credit limit
Aging of accounts receivable

18. Sales Order Threats/Controls
THREAT NO. 8—Stockouts, carrying costs, and markdowns
Why is this a problem?
If you run out of merchandise, you may lose sales.
Can’t sell empty shelf space
If you carry too much merchandise, you incur excess carrying costs and/or have to mark the inventory down to sell it.

19. Sales Order Threats/Controls
THREAT NO. 8—Stockouts, carrying costs, and markdowns
Controls
Perpetual inventory control system
Use of bar-codes or RFID
Training
Periodic physical counts of inventory
Sales forecasts and activity reports

20. Sales Order Threats THREAT NO. 9—Loss of Customers
Why is this a problem?
Rule of thumb: It takes 5 times as much effort to attract a new customer as it does to retain an existing one.
Controls
CRM systems, self-help Web sites, and proper evaluation of customer service ratings

21. Shipping
Picking and packing the order
Shipping the order

22. Shipping Threats/Controls
THREAT NO. 10 & 12—Picking Wrong Items/Quantities, Shipping errors
Why is this a problem?
Customer dissatisfaction and lost sales may occur if customers are shipped the wrong items or there are delays because of a wrong address.
Shipping to the wrong address may also result in loss of the assets.

23. Shipping Threats/Controls
THREAT NO. 10 & 12—Picking Wrong Items/Quantities, Shipping errors
Controls
Bar-code and RFID technology
Reconciliation of picking lists to sales order details
Reconciliation of shipping documents with sales orders, picking lists, and packing slips
Use RFID systems to identify delays
Data entry via bar-code scanners and RFID
Data entry edit controls (if shipping data entered on terminals)
Configuration of ERP system to prevent duplicate shipments

24. Shipping Threats THREAT NO. 11—Theft of Inventory
Why is this a problem?
Loss of assets.
Inaccurate inventory records (because thieves don’t generally record the reduction in inventory).
Controls
Restriction of physical access to inventory
Documentation of all inventory transfers
RFID and bar-code technology
Periodic physical counts of inventory and reconciliation to recorded quantities

25. Shipping Threats/Controls
Additional Threat. —Damage/Lost in transit
Why is this a problem?
Added costs
Customer dissatisfaction and lost sales may occur if goods are damaged

26. SHIPPING Threats/Controls
A major shipping decision is the choice of delivery methods:
Some companies maintain a fleet of trucks.
Companies increasingly outsource to commercial carriers.
Reduces costs.
Allows company to focus on core business.
Selecting best carrier means collecting and monitoring carrier performance data for:
On-time delivery.
Condition of merchandise delivered.

27. Billing
Invoicing
Updating accounts receivable

28. BILLING This function performs two basic tasks:
Debits customer accounts for the amount the customer is invoiced.
Credits customer accounts for the amount of customer payments.
Two basic ways to maintain accounts receivable:
Open-invoice method
Balance forward method

29. BILLING Open-invoice method: Customers pay according to each invoice.
Two copies of the invoice are typically sent to the customer.
Customer is asked to return one copy with payment.
This copy is a turnaround document called a remittance advice.
Advantages of open-invoice method:
Conducive to offering early-payment discounts
Results in more uniform flow of cash collections
Disadvantages of open-invoice method:
More complex to maintain

30. BILLING Balance forward method:
Customers pay according to amount on their monthly statement, rather than by invoice.
Monthly statement lists transactions since the last statement and lists the current balance.
The tear-off portion includes pre-printed information with customer name, account number, and balance
Customers are asked to return the stub, which serves as the remittance advice.
Remittances are applied against the total balance rather than against a specific invoice.

31. BILLING Advantages of balance-forward method:
It’s more efficient and reduces costs because you don’t bill for each individual sale.
It’s more convenient for the customer to make one monthly remittance.

32. BILLING
Cycle billing is commonly used with the balance-forward method.
Monthly statements are prepared for subsets of customers at different times.
EXAMPLE: Bill customers according to the following schedule:
1st week of month—Last names beginning with A-F
2nd week of month—Last names beginning with G-M
3rd week of month—Last names beginning with N-S
4th week of month—Last names beginning with T-Z

33. Advantages of cycle billing:
Produces more even cash flow.
Produces more even workload.
Doesn’t tie up computer for several days to print statements.

34. Billing Threats/Controls
Failure to bill
Billing errors
Customer account errors
Posting errors in accounts receivable
Inaccurate or invalid credit memos

35. Billing Threats/Controls
THREAT NO. 13—Failure to bill customers
Why is this a problem?
Loss of assets and revenues.
Inaccurate data on sales, inventory, and accounts receivable.
Controls
Separation of billing and shipping functions
Periodic reconciliation of invoices with sales orders, picking tickets, and shipping documents

36. Billing Threats/Controls
THREAT NO. 14—Billing errors
Why is this a problem?
Loss of assets if you under-bill.
Customer dissatisfaction if you over-bill.
Controls
Configuration of system to automatically enter pricing data
Restriction of access to pricing master data
Data entry edit controls
Reconciliation of shipping documents (picking tickets, bills of lading, and packing list) to sales orders

37. Billing Threats/Controls
THREAT NO. 15 &16—Errors in maintaining customer accounts/Inaccurate or invalid credit memos
Why is this a problem?
Leads to customer dissatisfaction and loss of future sales.
May indicate theft of cash.

38. Billing Threats/Controls
THREAT NO. 15 &16—Errors in maintaining customer accounts/Inaccurate or invalid credit memos
Controls
Data entry controls
Reconciliation of batch totals
Mailing of monthly statements to customers
Reconciliation of subsidiary accounts to general ledger
Segregation of duties of credit memo authorization from both sales order entry and customer account maintenance
Configuration of system to block credit memos unless there is either corresponding documentation of return of damaged goods or specific authorization by management

39. CASH COLLECTIONS
The final activity in the revenue cycle is collecting cash from customers.
Because cash and checks are highly vulnerable, controls should be in place to discourage theft.

40. CASH COLLECTIONS Possible approaches to collecting cash:
Turnaround documents forwarded to accounts receivable.
The mailroom opens customer envelopes and forwards to accounts receivable either:
Remittance advices.
Photocopies of remittance advices.
A remittance list prepared in the mailroom.

41. CASH COLLECTIONS Possible approaches to collecting cash:
Customers remit payments to a bank P.O. box.
The bank sends the company:
Remittance advices.
An electronic list of the remittances.
Copies of the checks.
Advantages:
Prevents theft by company employees.
Improves cash flow management.
Lockboxes may be regional, which reduces time in the mail.
Checks are deposited immediately on receipt.
Foreign banks can be utilized for international customers.
Possible approaches to collecting cash:
Turnaround documents forwarded to accounts receivable.
Lockbox arrangements.

42. CASH COLLECTIONS Possible approaches to collecting cash:
Turnaround documents forwarded to accounts receivable.
Lockbox arrangements.
Electronic lockboxes.
Upon receiving and scanning the checks, the bank immediately sends electronic notification to the company, including:
Customer account number
Amount remitted

43. CASH COLLECTIONS Possible approaches to collecting cash:
Customers remit payment electronically to the company’s bank.
Eliminates mailing delays.
Typically done through banking system’s Automated Clearing House (ACH) network.
PROBLEM: Some banks do not have both EDI and EFT capabilities, which complicates the task of crediting the customer’s account on a timely basis.
Possible approaches to collecting cash:
Turnaround documents forwarded to accounts receivable.
Lockbox arrangements.
Electronic lockboxes.
Electronic funds transfer and bill payment.

44. CASH COLLECTIONS Possible approaches to collecting cash:
Turnaround documents forwarded to accounts receivable.
Lockbox arrangements.
Electronic lockboxes.
Electronic funds transfer and bill payment.
Financial electronic data interchange (FEDI).
Integrates EFT with EDI.
Remittance data and funds transfer instructions are sent simultaneously by the customer.
Requires that both buyer and seller use EDI-capable banks.

45. Cash Collections Threats/Controls
THREAT NO. 17—Theft of cash
Why is this a problem?
Loss of cash.
Controls
Separation of cash handling function from accounts receivable and credit functions
Regular reconciliation of bank account with recorded amounts by someone independent of cash collections procedures
Use of EFT, FEDI, and lockboxes to minimize handling of customer payments by employees
Prompt, restrictive endorsement of all customer checks
Having two people open all mail likely to contain customer payments
Use of cash registers
Daily deposit of all cash receipts

46. Cash Collections Threats/Controls
THREAT NO. 18—cash flow problems
Why is this a problem?
Inability to pay bills, buy resources etc.
Controls
Lockbox arrangements, EFT, or credit cards
Discounts for prompt payment by customers
Cash flow budgets