ROBERT
S. SHULTZ
Robert Shultz has a successful
30-year track record in a variety of industries
within large and multi-national organizations.
Each subsequent position has added to his
hands-on management skills and knowledge of
quote to cash processes.
During his tenure at Xerox he
was responsible for order entry, customer
service, product delivery and credit and collections.
This involved one of the most complex customer
bases and largest geographic District offices
in the U.S.
From there Robert became the Corporate Director
of Credit and Customer Finance at Dataproducts/Hitachi
Koki Imaging. He established creative, sales
oriented, credit and collection techniques
globally. He also developed and implemented
a captive finance company which provided secured
inventory financing to undercapitalized distributors
and equipment leasing options to end users.
This facilitated the growth in distribution
sales from 20% to 80% of domestic revenues.
Coinciding with these initiatives, Days Sales
Outstanding (DSO) was reduced by 15% with
minimal bad debt.
As Vice President of Corporate
Credit and Customer Finance for Sony Pictures
Entertainment, Robert established the Corporate
Credit and Customer Finance function for global
operations. Sales to 64 countries exceeded
$5B. The focus was on restructuring the organization,
streamlining and automating quote to cash
processes and implementation of major systems
improvements. Days Sales Outstanding was reduced
by 36% with a reduction in the past due balance
of 45%. This was accomplished even as revenues
continued to increase.
Robert is currently a Partner
in Q2C, a consulting firm focusing on the
quote to cash cycle. Through process streamlining,
organization integration and automation Q2C
helps companies improve cash performance and
manage accounts receivable risk.
For many years Robert has participated
in National Association of Credit Management
(NACM) activities as a member of the Foreign
Credit Interchange Bureau (FCIB), the Credit
Research Foundation (CRF), as a delegate to
the Legislative Conference in Washington DC
and as a member of the NACM's Technology Committee.
He currently serves on the Board of Directors
CMA Business Credit Services as incoming Chairman
of the Board of Directors after heading up
the CMA's Strategic Planning effort. Over
the past several years Robert has chaired
a project team creating an online Encyclopedia
of Credit and web access to CMA services and
training. The CMA is now the leader among
NACM Affiliates in web-based service delivery.
In 2001 he was named CMA's Credit
Executive of the Year in recognition of his
contribution to the Credit Profession.
Robert also serves as a member
of the National Dun and Bradstreet Advisory
Group. He has published numerous articles,
speaks on credit management topics and has
been the featured Credit Executive profile
of the month in both Credit Today and IOMA's
Report on Managing Credit, Receivables and
Collections.
He has his degree and advanced course work
in Public Administration from California State
University at Los Angeles.
