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Collecting from "Moms and Pops"

"Large national and retail advertisers cover our costs, but we make our profit with the local 'moms and pops'," notes the credit manager for a major Southeastern newspaper. "And not all of them are able to pay in a timely manner. When local people start businesses, they often find out later that they needed more capital and that cash flow is suffering. When they get into a predicament, it makes it difficult for them to pay their creditors."
  • a four-step process this credit manager uses to help customers remain current, as well as loyal clients
  • why he believe that an in-person visit is ultimately the best way to collect from his local customers
  • his experience as to what happens when he set up appointments in advance
  • a proven technique he uses to get the most leverage on a collection call and what his goals are
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