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1. Successful Credit Management
   • Typical Duties of the Corporate Credit Manager
   • Typical Corporate Credit Policies
   • Developing a Credit Manual
   • Topics to Be Incluced in the Credit Manual
   • Credit Department Workload
   • Typical Daily Duties of the Credit Department
   • Minimizing Lost Business
   • List of Credit-Related Reasons for Lost Business
   • Controlling Overextension of Credit
   • In-house Causes for Overextending Open Account Credit Terms
   • Tackling the Causes of Overdue Payments
   • In-house Causes for Delayed Payments
   • Categorizing Accounts
   • Describing Each Type of Account
   • The Computer System - The Credit Department's Friend
   • Typical Functions of a Credit Software
   • Automated Credit Information Systems
   • Computerized Credit Decisions
   • Credit Decisions Flow Chart
   • Order Processing Computerized Credit Decisions
   • Computerized Credit Decision Table

2. Processing New Accounts
   • Improving Credit Investigation Techniques
   • Typical Information Gathering for Credit Investigations
   • Answering New Account Requests
   • Combined Credit Application and Guaranty
   • Obtaining Insurance Information
   • Insurance Information Questionnaire
   • Simplified Credit Application
   • Commercial Credit Application (Front)
   • Commercial Credit Application (Back)
   • Dealer Type Credit Application
   • D&B (Dun & Bradstreet Report
   • Financial Information Statement (Front)
   • Financial Information Statement (Back)
   • Requesting Updated Financial Statements, Poor Results Reported
   • Handling Retail Credit Card Request
   • Reply to Corporate Credit Card Request
   • Credit Card Application
   • Alternate Credit Card Application
   • Banking Information Request
   • Bank Reference Check
   • Request for Banking Information Form
   • Effective Telephone Techniques to Secure Bank Information
   • Using a Salesperson Credit Contact Report for Data
   • Salesperson Credit Contact Report
   • Welcoming the Potential Customer
   • Welcoming New Customer-Advice of First Order
   • New Account Processing-Reminder of Credit Terms
   • New Account Processing-Reference Requested
   • New Account Processing-Explanation of Credit Limit
   • New Account Processing--Open Account Terms Rejected

3. Solving New Account Problems
   • Credit Refused--Open Account Possible in the Future
   • Refusing to Offer Extended Terms to a New Account
   • Limited Open Account Credit-Partial Shipment Suggested
   • No Credit Information Available-Cash Terms Required
   • Credit Rating Poor-COD Recommended
   • Missing Credit Information-Alternatives Suggested
   • Adverse Credit Report--COD Requested
   • Incomplete Information-Memo to Sales Representative
   • Communication Breakdown-Memo to Sales
   • No Response from Customer-Second Request
   • Order Released and Shipped-Additional Information Requested
   • Requesting More Data from a Reference
   • Using a Credit Report
   • Export Credit Guarantees Program

4. Resolving Special Situations
   • Promissory Note-Payable in Installments
   • The Apology Letter
   • Promissory Notes and Personal Guaranties
   • Addressing Missed Payments on a Note
   • Completed Trade Acceptance
   • Memo to Sales Explaining a Credit Hold
   • Low Credit-Guaranty Requested
   • Individual Personal Guaranty
   • Blanket Individual Personal Guaranty
   • Limited Creditworthiness-Joint Guaranty Requested
   • Threat to Notify Guarantor of Delinquency
   • Joint Personal Guaranty
   • Blanket Joint Personal Guaranty
   • Personal Guaranty Withdrawn-Notice Sent That Credit
   • Line Is to Be Reduced or Withdrawn
   • Financing Statement-The UCC-l
   • Financing Statement-The UCC in California
   • Request for Information on Assignments or Liens-UCC-ll
   • Confirmation Request Using Business Reply Envelopes
   • Accounts Receivable Confirmation Request
   • Request for Invitation for a Credit Visit
   • Requesting Financial Statements
   • Application and Agreement for Establishing an Irrevocable Letter of Credit
   • Prepayment Considerations
   • Consignment Considerations
   • Former Employee Loan Collection

5. Collection Letters That Collect
   • Collecting on Small, Skipped Invoices
   • Establishing a Dialogue with a Delinquent Customer
   • Collection Letter-First Sale to New Account Gone Past Due
   • Request for Financial Statements
   • Past-Due Account-Alternate First Request 1
   • Past-Due Account-Alternate First Request 2
   • Past-Due Account-Alternate First Request 3
   • Past-Due Account-Alternate First Request 4
   • Past-Due Account-Alternate First Request 5
   • Past-Due Account-Alternate First Request 6
   • Past-Due Account-Alternate First Request 7
   • Past-Due Account-Alternate First Request 8
   • Past-Due Account-Alternate First Request 9
   • Past-Due Account-Alternate First Request 10
   • Past-Due Account-Alternate First Request 11
   • Past-Due Account-Alternate First Request 12
   • Past-Due Account-Alternate First Request 13
   • Past-Due Account-Alternate First Request-Mailgram
   • Account-Alternate First Request-Past Due with Missed Discount
   • Alternate First Request-Reminder of Credit Terms
   • Past-Due Account-Alternate Second Request 1
   • Past-Due Account-Alternate Second Request 2
   • Past-Due Account-Alternate Second Request 3
   • Past-Due Account-Alternate Second Request 4
   • Past-Due Account-Alternate Second Request 5
   • Past-Due Account-Alternate Second Request 6
   • Past-Due Account-Alternate Second Request 7
   • Past-Due Account-Alternate Second Request 8
   • Past-Due Account-Alternate Second Request 9
   • Past-Due Account-Alternate Second Request 10
   • Past-Due Account-Alternate Second Request 11
   • Past-Due Account-Alternate Second Request 12
   • Past-Due Account-Alternate Second Request 13
   • Past-Due Account-Alternate Second Request 14
   • Past-Due Account-Alternate Second Request 15
   • Past-Due Account-Alternate Second Request 16
   • Past-Due Account-Alternate Second Request 17
   • Past-Due Account-Alternate Second Request-Mailgram
   • Past-Due Account-Alternate Second Request-Telex
   • Past-Due Account-Alternate Third Request 1
   • Past-Due Account-Alternate Third Request 2
   • Past-Due Account-Alternate Third Request 3
   • Past-Due Account-Alternate Third Request 4
   • Past-Due Account-Alternate Third Request 5
   • Past-Due Account-Alternate Third Request 6
   • Past-Due Account-Alternate Third Request 7
   • Past-Due Account-Alternate Third Request 8
   • Past-Due Account-Alternate Third Request 9
   • Past-Due Account-Alternate Third Request 10
   • Past-Due Account-Alternate Third Request 11
   • Past-Due Account-Alternate Third Request 12
   • Past-Due Account-Alternate Third Request 13
   • Past-Due Account-Alternate Third Request 14
   • Past-Due Account-Alternate Third Request-Mailgram
   • Delinquent Account-Alternate Final Demand 1
   • Delinquent Account-Alternate Final Demand 2
   • Delinquent Account-Alternate Final Demand 3
   • Delinquent Account-Alternate Final Demand 4
   • Delinquent Account-Alternate Final Demand 5
   • Letter to Be Sent before Placing with an Attorney

6. Other Effective Credit Letters
   • Collection Communication Checklist
   • Explanation of Incorrect Credit Deduction
   • Declining a Request for Credit Limit Increase-Increase Is Unnecessary
   • Partial Payment Received-No Explanation
   • Refusal to Increase Credit
   • Moratorium Denied, Partial Payment Requested
   • Moratorium on Payment Denied, Partial Payment Requested
   • Delinquent Account-Installment Payment Plan Approved
   • Long Installment Plan Rejected
   • Letter to Attorney Turning Over an Account
   • Letter Rejecting a Settlement Offer
   • Follow-Up Letter to an Attorney
   • Counterclaim Denied-Attorney Letter
   • Information Letter to a Credit Guarantor
   • NSF Check Put in for Second Presentment
   • NSF Check Put in for Bank Collection
   • NSF Check Handling
   • How to Handle Two NSF Checks
   • Request for a Replacement Check
   • Alternative Request for Replacement Check
   • Letter Addressing a Series of Lost Checks
   • Customer Inquiry-Proof of Delivery
   • Restrictive Endorsements
   • Customer Makes Frequent Request for Proof of Delivery
   • Skipped Invoice-Old Invoice Overlooked
   • Letter Appealing to Mutual Interest in Releasing an Order
   • Clearing On-Account Payments
   • Old Credit Balance-Suggest Ordering
   • Approving a Request for a Monthly Statement
   • Denying Request for End-of-Month Terms
   • Customer Seeks to Reinterpret the Cash Discount Terms
   • Letter Recommending Discounting to Slow Paying Account
   • Unearned Discounts Disallowed
   • Unjustified Discount Allowed
   • Unearned Cash Discount-Disputed Invoice
   • Second Letter Regarding Unearned Cash Discounts Taken
   • Accepting an Unearned Cash Discount
   • Requesting an Explanation for a Decision Not to Discount
   • Extended Terms Rescinded
   • Order Received Prior to Receipt of Credit Application
   • Unacceptable Purchase Order Terms
   • New Order Approved for Marginal Account
   • Written Warning to an Irregular Paying Account
   • Order Shipped Despite Arrears
   • Order Held Pending Settlement
   • No Commitment Received-Involuntary Bankruptcy Filing Contemplated
   • Questions to Ask before Hiring a Professional to Represent the Unsecured Creditor's Committee
   • Confirmation of Verbal Commitment
   • Reminder of Promise Possibly Broken
   • Prior Problem Account Seeks Open Account Terms
   • New Account Opened-Some Restrictions Applied
   • Poor History Account-Try COD Terms
   • Foreign Account Needs Open Account Terms
   • Request to Reopen an Account--Old Item Must Be Settled First
   • Inactive Account Seeks to Reestablish Open Account
   • Poor History Account-Alternative Suggested
   • Poor Risk Account-Alternative Sought to Minimize Credit Risk
   • COD Customer Switched to Open Account Terms
   • Marginal Account Requests Terms Be Reestablished
   • Denying a Request for Larger Credit Limit
   • Collection Letters for Credit Cards
   • Delinquent Corporate Credit Card Accounts
   • Reviewing a Request for Larger Credit Limit
   • Negative Credit Decision Communicated-Customer Misunderstood
   • How to Respond to a "We Have Cash Flow Problems" Letter

7. Managing Slow Paying Accounts
   • Suggestion to Establish a Different Type of Business Relationship
   • Automated Notice of Partial Payment
   • Past-Due Notice Card Inserts
   • Past-Due Account-Alternative Card Method
   • Form Collection Letters
   • Past-Due Account Statement Labels
   • Humorous Past-Due Account Statement Labels
   • Application for Commercial Credit
   • Automated Past-Due Statements
   • Automated Second Past-Due Notice
   • Computer-Generated Statement with Aging Analysis
   • Computerized Past-Due Notices
   • Automated Past-Due Notice with Built-In Envelope
   • Debtor-Creditor Life Insurance
   • Collection Agency Services
   • Collection Agency Benefits
   • Choosing a Collection Agency
   • Checklist for Qualifying a Collection Agency

8. Legal Matters and Bankruptcy
   • Libel Considerations in Credit Correspondence
   • How to Respond to Credit Inquiries
   • Debt Recovery by Lawsuit
   • Debt Recovery by Lawsuit-General Civil Procedures
   • Motions for Summary Judgment
   • Example of a Scenario in Which a Motion for Summary Judgment May Be Filed
   • Request for Preliminary Default Judgment
   • Final Judgment Upon the Default of the Debtor
   • Judgment Against Debtor
   • Citation to Gamishee
   • Interrogatories for Garnishee
   • The Federal Equal Credit Opportunity Act Notice
   • Truth in Lending Act
   • Guide for Creditors' Committee Meetings in Bankruptcy
   • Claim Against an Estate-Front
   • Claim Against an Estate-Back
   • Notice to Creditors Under Uniform Commercial Code- Bulk Transfers
   • Typical Notice of Bulk Sale
   • General Assignments
   • Bankruptcy-General Procedures
   • Chapter 11 Bankruptcy General Procedures
   • Bankruptcy First Meeting Notice
   • Bankruptcy Proof of Claim
   • Bankruptcy Notice of Hearing

Index