Description
Book SynopsisHow to decide when to say "yes" to a credit applicant-without jeopardizing your reputation or your company's bottom line Deciding whether a credit applicant is ultimately creditworthy involves more than just poring over their financial statements-it takes the kind of advice only an experienced credit expert, like Hal Schaeffer, can give.
Trade Review"I recommend it to credit professionals who want to move from the back office to the front office" (
Credit Focus, Summer 2007)
Table of ContentsSTEPS FOR A SOUND BUSINESS CREDIT DECISION.
A Is for Analysis for Creative Credit Management.
B Is for Building Essential Business Credit Information.
C Is for Considering All Factors That Impact the Business Credit Decision.
D Is for Decision (or Recommendation).
CASE STUDIES.
Case Study 1: Sure Progress, Inc: Creative Alternatives to the Direct Extension of Credit.
Case Study 2: International Exports, Inc: Creative Methods to Reestablish Open Account Credit with a Former Problem Customer.
Case Study 3: Special Materials, Inc: Business Issues and Costs That Effect a Sound Business Credit Decision.
Case Study 4: Fast Action Suppliers, Inc: Preserving a Company's Reputation That is Tarnished by a Customer's Slow Paying Practices.
Case Study 5: True Delivery Seals, Inc: Minimizing Exposure to Loss Due to the Cancellation of a Distributor Contract.
Case Study 6: First Choice Company, Inc: Dealing with a Last-Minute Credit Decision.
Case Study 7: Perfect Image Suppliers, Inc: Addressing a Customer with an Overbearing Attitude.
Case Study 8: Basic Needs, Inc: Considering Increased Credit Limits for Existing Customers.
Case Study 9: Drugs "R" Us Products, Inc: Addressing a Customer's "Shady" Past.
Case Study 10: Freezy Refrigerator Repair Co: Addressing the Problems with the Sale of a Service.
Case Study 11: Terra Technology, Inc. The Risk of a Custom Order Sale.
Case Study 12: Compania Swift, Inc. The Sale of Goods to Foreign Customers.
Index.
