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Early Collection Intervention Keeps Customers Buying

If first-time customers fail to pay within terms, you can pretty much "pull out all the stops" (within legal limits) to collect what is due you. But what about the established account that runs overdue? Shouldn't you strive for some exquisite balance between active collections and customer service? Not in the opinion of Richard C. Ehrle, CCCE, vice president of credit for Carson Pirie Scott & Co. (Hillside, IL), a large midwest retailer.

Learn what the primary goal is, and the specific strategies they use to attain that goal: What happens when a customer misses one payment? Two payments? What strategy is used on a collection call? What happens when a customer can't be reached by phone? . . . (to read the remainder of this article, please log in below.)
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