Enabling commercial credit strategy in the agribusiness

Detalhes bibliográficos
Autor(a) principal: Franco Goulart, Daniel
Data de Publicação: 2023
Tipo de documento: Artigo
Idioma: por
Título da fonte: GVcasos
Texto Completo: https://periodicos.fgv.br/gvcasos/article/view/88461
Resumo: Although very common in short-term operations, commercial credit is unusual in transactions involving long-term payment terms in agribusiness. In an innovative move, GSC has implemented a five-year payment term for its customers. The strategy was well-succeeded, leveraging the 2021 sales and revenue significantly. However, the 2021 cash conversion cycle deterioration is a risk for the continuity of the strategy. This teaching case aims to discuss how the supply chain finance structures can help firms deal with this problem. This is a fictitious case based on the author’s managerial experience.
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spelling Enabling commercial credit strategy in the agribusinessViabilizando a estratégia de crédito mercantil no agronegócioAgronegócioCrédito mercantilArmazenagemArmazenamento de grãosAgribusinessCommercial creditSupply chain financeStorageGrain warehousingAlthough very common in short-term operations, commercial credit is unusual in transactions involving long-term payment terms in agribusiness. In an innovative move, GSC has implemented a five-year payment term for its customers. The strategy was well-succeeded, leveraging the 2021 sales and revenue significantly. However, the 2021 cash conversion cycle deterioration is a risk for the continuity of the strategy. This teaching case aims to discuss how the supply chain finance structures can help firms deal with this problem. This is a fictitious case based on the author’s managerial experience.A despeito das operações de curto prazo, vendas via crédito mercantil de longo prazo são incomuns no agronegócio. Em um movimento inovador, a GSC passou a oferecer aos produtores rurais prazo de cinco anos para o pagamento pelos seus produtos. A solução foi bem-sucedida, alavancando as vendas da companhia em 2021. Contudo, a deterioração do ciclo de conversão de caixa observado em 2021 ameaça a continuidade da estratégia. O objetivo deste caso é discutir como as estruturas de supply chain finance podem auxiliar as empresas com esse problema. Trata-se de um caso fictício baseado na experiência gerencial do autor.FGV EAESP2023-05-09info:eu-repo/semantics/articleinfo:eu-repo/semantics/publishedVersionapplication/pdfhttps://periodicos.fgv.br/gvcasos/article/view/8846110.12660/gvcasosv13n1c9GVcasos; Vol. 13, No 1: janeiro-junho 2023; c9Revista Brasileira de Casos de Ensino em Administração; Vol. 13, No 1: janeiro-junho 2023; c92179-135Xreponame:GVcasosinstname:Fundação Getulio Vargas (FGV)instacron:FGVporhttps://periodicos.fgv.br/gvcasos/article/view/88461/83872Copyright (c) 2023 Revista Brasileira de Casos de Ensino em Administraçãohttps://creativecommons.org/licenses/by/4.0info:eu-repo/semantics/openAccessFranco Goulart, Daniel2023-08-31T15:37:57Zoai:ojs.periodicos.fgv.br:article/88461Revistahttp://www.fgv.br/gvcasosPRIhttp://bibliotecadigital.fgv.br/ojs/index.php/gvcasos/oai||GVcasos.redacao@fgv.br2179-135X2179-135Xopendoar:2023-08-31T15:37:57GVcasos - Fundação Getulio Vargas (FGV)false
dc.title.none.fl_str_mv Enabling commercial credit strategy in the agribusiness
Viabilizando a estratégia de crédito mercantil no agronegócio
title Enabling commercial credit strategy in the agribusiness
spellingShingle Enabling commercial credit strategy in the agribusiness
Franco Goulart, Daniel
Agronegócio
Crédito mercantil
Armazenagem
Armazenamento de grãos
Agribusiness
Commercial credit
Supply chain finance
Storage
Grain warehousing
title_short Enabling commercial credit strategy in the agribusiness
title_full Enabling commercial credit strategy in the agribusiness
title_fullStr Enabling commercial credit strategy in the agribusiness
title_full_unstemmed Enabling commercial credit strategy in the agribusiness
title_sort Enabling commercial credit strategy in the agribusiness
author Franco Goulart, Daniel
author_facet Franco Goulart, Daniel
author_role author
dc.contributor.author.fl_str_mv Franco Goulart, Daniel
dc.subject.por.fl_str_mv Agronegócio
Crédito mercantil
Armazenagem
Armazenamento de grãos
Agribusiness
Commercial credit
Supply chain finance
Storage
Grain warehousing
topic Agronegócio
Crédito mercantil
Armazenagem
Armazenamento de grãos
Agribusiness
Commercial credit
Supply chain finance
Storage
Grain warehousing
description Although very common in short-term operations, commercial credit is unusual in transactions involving long-term payment terms in agribusiness. In an innovative move, GSC has implemented a five-year payment term for its customers. The strategy was well-succeeded, leveraging the 2021 sales and revenue significantly. However, the 2021 cash conversion cycle deterioration is a risk for the continuity of the strategy. This teaching case aims to discuss how the supply chain finance structures can help firms deal with this problem. This is a fictitious case based on the author’s managerial experience.
publishDate 2023
dc.date.none.fl_str_mv 2023-05-09
dc.type.driver.fl_str_mv info:eu-repo/semantics/article
info:eu-repo/semantics/publishedVersion
format article
status_str publishedVersion
dc.identifier.uri.fl_str_mv https://periodicos.fgv.br/gvcasos/article/view/88461
10.12660/gvcasosv13n1c9
url https://periodicos.fgv.br/gvcasos/article/view/88461
identifier_str_mv 10.12660/gvcasosv13n1c9
dc.language.iso.fl_str_mv por
language por
dc.relation.none.fl_str_mv https://periodicos.fgv.br/gvcasos/article/view/88461/83872
dc.rights.driver.fl_str_mv Copyright (c) 2023 Revista Brasileira de Casos de Ensino em Administração
https://creativecommons.org/licenses/by/4.0
info:eu-repo/semantics/openAccess
rights_invalid_str_mv Copyright (c) 2023 Revista Brasileira de Casos de Ensino em Administração
https://creativecommons.org/licenses/by/4.0
eu_rights_str_mv openAccess
dc.format.none.fl_str_mv application/pdf
dc.publisher.none.fl_str_mv FGV EAESP
publisher.none.fl_str_mv FGV EAESP
dc.source.none.fl_str_mv GVcasos; Vol. 13, No 1: janeiro-junho 2023; c9
Revista Brasileira de Casos de Ensino em Administração; Vol. 13, No 1: janeiro-junho 2023; c9
2179-135X
reponame:GVcasos
instname:Fundação Getulio Vargas (FGV)
instacron:FGV
instname_str Fundação Getulio Vargas (FGV)
instacron_str FGV
institution FGV
reponame_str GVcasos
collection GVcasos
repository.name.fl_str_mv GVcasos - Fundação Getulio Vargas (FGV)
repository.mail.fl_str_mv ||GVcasos.redacao@fgv.br
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