Home | Forum | Tell a Friend | Text Size | Search | Member Area
Six Pointers to More Effective Collections

"Have you been trying to reach me?" Yeah, right! What the delinquent has been trying to do is stay out of your way. But it's a question that puts delinquents on the spot--just the spot where you want them. Why haven't they tried to reach you, and why haven't they paid? It really works for this credit veteran.

As vice president for credit at MJB & Associates (Fargo, N.D.,) William K. Blixt is responsible for collections for a total of eight companies, including Western Products and EMCO Building Products. The activities of these companies range from home improvement (from siding, gutters and windows to spas, pool tables and fire¬places, and also providing financing for some of these projects) to machining for auto companies and handling rental properties. Each company has its own credit terms and pricing tiers, and customers range from wholesalers to homeowners. All of this means that Blixt has to be both adaptable and creative.

"You have to treat each group of customers differently," he says. "I shift gears many times a day depending on the group of customers I'm talking to." But as many times as he may shift gears, he is careful to keep six principles in mind . . .
  • How his first principle puts him ahead of the pack when people are deciding who to pay
  • A simple trick you can easily implement that helps him get customers' attention
  • His secret phrase to allow him to be aggressive, but still respectful, when tracking down hard-to-reach customers
  • Ways he keeps his collection expenses down
. . . (to read the remainder of this article, please log in below.)
The resource you have requested is available only to current members.

If you are a current member, log in using the form below. If you are not a member, we invite you to view the subscriber benefits at Membership Benefits



Remember my ID on this computer
Forgotten Password?
If you are a current member and have forgotten your password, enter your email address below, and your password will be emailed to you.
Send Password
Your email address:

If your membership has expired and you wish to renew, visit the Membership Benefits Page.

Membership Has Its Advantages
Membership has its advantages

A subscription to gets you instant access to:

  • Collection Letters in our easy-to-use download section that you can start to use today to begin tackling all your thorny collection issues

  • Expert advice from from the leading experts on all aspects of collections

  • Downloadable checklists to help you manage your collections

  • Downloadable letters that are ready to go right away or easily modified to fit your situation

  • Access to our excluse, members-only Collection Forum, where you can reach out to peers and experts to find solutions to your toughest collection and A/R issues.

  • And much more!

Subscribe today and get all this and more. Just $99 and $12.95 per month thereafter.

Join now using our secure online order form.