Accounts Receivable Management
Debt collection has been an integral part of the U.S. economy since the time that consumers and businesses first paid for goods and services on credit. While the early forms of debt collection were legal in nature and resolved in a courtroom, small collection agencies sprouted up across the country as installment plans and retail accounts became more common. Original bill collectors were called “door knockers” because they went door-to-door to collect debts. This form of debt collection disappeared in 1977 with the establishment of the Fair Debt Collection Practices Act (FDCPA), which regulated how, when and where a collector can contact a debtor and mandated specific notice and disclosure requirements. As a result, collection agencies incorporated letters, phone calls and legal collection efforts into their liquidation strategies instead of door-to-door efforts.
While this transition was challenging, the ARM industry was ultimately reshaped for the better. As our credit economy grew, collection agencies were forced to improve their business processes. Advancements in technology helped to support dramatic increases in new business and the new collection strategies enabled collection agencies to improve their financial and operational results while adhering to the federal and state regulations. Collection agencies expanded their service offerings to better meet their clients’ needs and respond to changing market economic/market conditions, including offering pre-collect courtesy calls and portfolio acquisitions services.
Today, the ARM industry has become a global solution, comprised of small, mid-market and large companies that offer four primary services for commercial and consumer credit grantors as well as federal, state and local government agencies:
Third Party Collections – Otherwise known as contingency collections, this service is provided by collection agencies who contact a debtor on behalf of a client under the name of the agency. Third party agencies are paid a contingency fee, or a percentage of the amount collected. Consumer agencies need to be properly licensed and bonded, and adhere to the FDCPA.
First Party Collections – This service is provided by collection agencies or outsourced call center companies, who contact debtors on behalf of a client under the name of the client. The callers are very courteous and focused on maintaining the client relationship. The client usually pays the agency under a fee-for-service arrangement, although some engagements have a contingency fee component.
Legal Collections – This service is provided by law firms, and may or may not involve legal action. Typically, a law firm will send the debtor a letter acknowledging they are representing the client and explaining that further legal action may be taken if the debtor does not resolve the outstanding debt.
Debt Purchasing – This service is provided by debt purchasing companies who acquire portfolios of delinquent or charged-off accounts from credit issuers. This service has been in existence since the 1960s, but became more popular in the 1980s when the Resolution Trust Corporation (RTC) sold large portfolios of delinquent debt to fund the government’s bailout of failed savings and loans.
While the ARM industry continues to evolve, Kaulkin Ginsberg is available to advise those ARM companies who are committed to maximizing their growth and exit objectives, as we have been since 1991.
Financial Asset Management sale to American Capital Strategies (NASDAQ: ACAS).
- A letter from FAMS
(PDF – 343k)
West Corp‘s (NASDAQ: WSTC) strategy to enter the ARM industry, resulting in the acquisition of Attention, LLC.
United Recovery Systems, L.P., a debt collection agency specializing in bank card / credit card contingency collections, was acquired by Audax Group, a private equity group providing investment capital for middle market companies.
Lessons Learned from the Trenches (Part II)
August 23, 2016
The end of summer triggers a lot of very strong emotions. For parents, it can create a feeling of emptiness as their kids start school. For rabid football fans, it's jubilation as they schedule their fantasy team draft. For business owners who never want the proverbial vacation to end, thoughts of sel ....
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The Industry's Trending Topics
July 27, 2016
Sports enthusiasts may be familiar with ESPN's "Pardon the Interruption" hosted by Michael Wilbon and Tony Kornheiser. The two commentators frequently argue about the top stories of the day in "sports... and o ....
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Lessons Learned from the Trenches (Part I)
July 21, 2016
Most owners fantasize about the day they sell their business. Their visual includes heaping piles of cash, a blue-chip buyer, ceremonially tossing the keys, smiling faces all around, and driving off into the sunset in an expensive convertible with the top down. Paints a ....
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September 13th-15th, 2016
Dennis and Judy Hammond present Debt Connection Symposium and Expo 2016, focusing on networking and connecting with clients, service providers, product suppliers, agencies, attorneys - at a whole new level.
September 21st - 24th, 2016
Shaping the collection industry of tomorrow means understanding the key issues of today. The Federation of European National Collection Associations established three main fields of focus to the sustainable revolution of debt collecting: market and innovation, regulation and compliance, and over-indebtedness and debt advice. Each topic is ....
Delray Beach, FL
October 13th - 16th
Mike Ginsberg, President and CEO of Kaulkin Ginsberg, will lead a discussion on "Selling and Purchasing An Agency - Looking at it From Both Sides of the Table." He will have candid discussion in an open forum setting regarding the increasing costs of ....