Understanding your Days Sales Outstanding (DSO) is important and empowering for managing your business’s cash flow. It gives you a clear picture of your financial health and the efficiency of your operations. 

DSO measures the average days a company takes to collect payment after a sale. 

While it’s a valuable metric, business owners and financial managers often ask, “What is a good DSO ratio?”

In this article, we’ll dive into what DSO means, factors that influence what’s considered a good DSO, and industry benchmarks to help you evaluate where your business stands. 

Let’s get started!

What Is DSO, and Why Does It Matter?

Days Sales Outstanding (DSO) is a key performance indicator (KPI) used to measure the efficiency of your accounts receivable department. It calculates how long it takes your business to collect customer cash after issuing invoices.

The formula for DSO is:

\[ DSO = \left( \frac{{\text{{Accounts Receivable}}}}{{\text{{Total Credit Sales}}}} \right) \times \text{{Number of Days}} \]

For example, if your accounts receivable for a given period is $50,000, total credit sales are $200,000, and you’re measuring over 30 days, the DSO would be:

\[ DSO = \left( \frac{{50,000}}{{200,000}} \right) \times 30 = 7.5 \text{ days} \]

This means collecting payment from customers takes an average of 7.5 days.

What is a Good DSO Ratio?

A “good” DSO ratio depends on several factors, such as your industry, business model, and the payment terms you offer customers. However, as a general guideline:

• A DSO of 30 days or less is typically considered good. Your company is efficiently collecting payments and maintaining a healthy cash flow.
• An average 30-45 days DSO may suggest some room for improvement in your collections process.
• A DSO of 45+ days is a red flag. It indicates that your company is taking too long to collect payments, which could lead to cash flow issues.

Factors That Influence a Good DSO

1. Industry Standards: DSO benchmarks vary widely by industry. For example:
   • Retail businesses typically have a lower DSO because most transactions are cash-based or paid at the point of sale.
   • B2B companies that offer credit terms to customers may have a higher DSO, often averaging between 45 and 60 days, depending on their payment terms.
   • Manufacturing and construction industries often experience higher DSOs due to longer payment terms and project-based billing.
2. Payment Terms: Your standard payment terms play a significant role in what is considered a “good” DSO. If you offer net 30 terms, a DSO of 30 or lower is ideal. However, extending net 60 terms with a DSO closer to 60 days is acceptable.
3. Customer Base: The type of customers you serve can affect your DSO. For instance, if your client base consists of large corporations with slower payment processes, you might naturally have a higher DSO than a business with more minor, quicker-paying clients.
4. Seasonality: Some businesses experience fluctuations in DSO based on seasonal sales patterns. For example, retail companies might see an increase in DSO after the holiday due to higher sales volumes and delayed payments.

Industry Benchmarks for DSO

Here are some industry-specific DSO benchmarks to help guide you:

• Retail: 10-30 days
• B2B Services: 30-60 days
• Manufacturing: 45-60 days
• Healthcare: 40-50 days
• Construction: 60-90 days
• Software/SaaS: 30-45 days

It’s important to compare your DSO to others in your industry to understand your performance relative to peers.

Why is a Low DSO Good?

A low DSO is a reassuring sign. It means your business collects payments quickly, improves cash flow, and reduces the likelihood of bad debt. The faster you collect payments, the more liquidity you have to reinvest in your business, cover operating expenses, or take advantage of growth opportunities.

A low DSO signifies efficient cash flow and strong customer relationships. It often correlates with customers paying on time, which is a testament to your effective invoicing processes and customer trust in your business.

What Happens if Your DSO is Too High?

A high DSO suggests that your business takes too long to collect payments. This can lead to cash flow problems, making it harder to cover operating expenses or pay suppliers. High DSO can also be an early warning sign of issues like:

• Inefficient invoicing: Delays in sending invoices or inaccurate billing can slow down payments.
• Weak collections processes can delay payments if your team doesn’t consistently follow up on overdue invoices.
• Customer payment problems: A high DSO could indicate that your customers are experiencing financial difficulties, leading to late payments or even lousy debt.

If your DSO is too high, it’s essential to essential. This could mean tightening payment terms, implementing more effective collections processes, or using automation to send invoices and reminders more quickly.

How to Improve Your DSO

If your DSO is higher than you’d like, don’t worry—there are several strategies you can use to improve it:

1. Automate Invoicing: Use invoicing software to send invoices promptly and set up automated reminders for overdue payments.
2. Offer Early Payment Discounts: Incentivize your customers to pay sooner by offering a small discount for early payments (e.g., 2% off if paid within ten days).
3. Tighten Payment Terms: If offering longer payment terms, consider shortening them. For example, shifting from net 60 to net 30 can speed up collections.
4. Follow Up Consistently: Don’t wait until invoices are overdue to follow up. Send reminders before the due date and ensure your team has a system for following up regularly.
5. Assess Customer Credit: Be mindful of who you extend credit to. Evaluate customers’ creditworthiness before offering extended payment terms to reduce the risk of delayed payments.
6. Negotiate Payment Plans: If a customer struggles to pay on time, offer a payment plan that helps them meet their obligations without indefinitely extending the invoice.

Conclusion: Aiming for the Right DSO

A good DSO ratio is relative to your industry, customer base, and payment terms. Generally, aim for a DSO that aligns with your industry’s benchmarks and ensures healthy cash flow. If your DSO is higher than expected, take proactive steps to reduce it and keep your business in a robust financial position.

Managing your DSO effectively improves your cash flow and strengthens your overall financial health, allowing your business to grow confidently. By implementing best practices, staying on top of collections, and regularly evaluating your DSO, you’ll be well-positioned to maintain financial stability and take advantage of new opportunities.