Measure and Manage Collection Efficiency Using DSO
Originally Published: March 2011
There are several ways to calculate DSO. And, when used appropriately and consistently, these calculations can help answer a variety of questions about the effectiveness of your credit and collection policies and practices. Questions like, are your credit terms in line with competitors? Are your collection procedures successful in meeting stated goals? Is your customer base risky?
Before discussing the various DSO formulas, a few words about making DSO, or any performance measure meaningful.
There are basically six requirements (outlined in "Performance Measures for Credit, Collections and Accounts Receivable"):
- The measure should express a value that complements and supports the objectives of your company and department.
- It must be communicated to all individuals responsible for the process being measured.
- It must be compared to some standard, for instance, past company performance, or an industry benchmark.
- It must be used consistently, from month to month, year to year.
- The results should elicit some action - correcting course, managing change for improvement.
- It should provide a benefit. This could be as basic as the satisfaction of reaching a goal that contributes to the organization’s success.
Formulas for Calculating DSODSO is important as a financial indicator to the extent that it shows the average time it takes for a company to turn its receivables into cash.
It can give insight into the changes occurring within an organization's receivable balance. It does so by indicating whether a change occurred because of a positive or negative fluctuation in sales during that period, or if other business factors, such as promotional discounts, seasonality, selling terms, etc., created the effect.
DSO is important as a financial indicator to the extent that it shows the average time it takes for a company to turn its receivables into cash.
Each method for calculating DSO (outlined below) is based on what might be called the Standard DSO formula. And each has its own strengths. The key to making effective use of any of these tools is consistency. Select the methods that work best for you and stick with them.
For each of the example DSO calculations that follow, we will use the same receivables data, given below. The date of the calculation is October 1, 2011.
|Age Bucket||Dollars in
|Credit Sales in
|8/28/10||1-30 days past due||$3,000||$6,000|
|7/28/10||31-60 days past due||$2,000||$5,000|
Sales Periods (for consistency):
- Annual = 365 days
- Six Months = 182 days
- Quarter = 91 days
- Month = actual # days in the month
Standard DSO Calculation
Standard DSO Formula and calculation utilizing data above:
Best Possible DSO Calculation
Best DSO Formula and calculation utilizing data above:
Delinquent DSO (Average Days Delinquent) Calculation
Delinquent DSO Formula
Sales Weighted DSO Calculation
Sales Weighted DSO Formula
Countback DSO Calculation
According to an article in Credit Today, this method provides a more accurate picture of DSO and its month-to-month fluctuations in sales and past due receivables.
Giving more weight to the current month’s sales, it reflects the correct assumption that most of the A/R balance will be from current, as opposed to previous sales. It also takes into account the real effect of the actual difference in the number of days per month (i.e. 28 in February vs. 30 in April, June, September, November vs. 31 the rest of the months).
The Countback Method can be used with any time frame. If terms are net 30, then monthly balances are used. If terms are net 10, weekly numbers might be used. This method involves three steps.
Countback DSO Formula
Step 1. Days counted back = # of days in current month. September = 30
Step 2. Calculate DSO for periods prior to step 1
Step 3. Add DSO for previous period to days counted back in Step 1
True DSO Calculation
True DSO Formula
Benchmarking data for DSO is somewhat hard to come by, and even more difficult to find without paying a fee.
The Credit Research Foundation (CRF) does a quarterly study, the National Summary of Domestic Trade Receivables (a.k.a., the DSO Survey), that is an examination of the condition of A/R for U.S. companies. The CRF has been collecting this data quarterly since 1960.
The results of the complete study are available to CRF members and those participating in the survey.
Another source of benchmarking information is an industry credit group. Some credit groups perform quarterly DSO surveys based on data provided by the group members. If you are not already a member of a credit group, you should seriously consider becoming one. Why? Read this article on the Credit Today web site, Penny Wise and Pound Foolish.