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61. Card Issuer's Responsibilities Made Clearer Under New Proposal
    The Federal Trade Commission (FTC) supports a proposal by the Federal Reserve Board to clarify that credit car issuers must conduct a reasonable inves . . . keep reading
    
    
62. Keys to Collections
    The successful collection process is much like the successful sales process. There are four steps in each: Identify the decision maker. Determin . . . keep reading
    
    
63. Your Collections "Service"
    Credit is a service you offer your customers. What about collections? That's a service too, according to Ralph J. Rimualdo, who is vice president . . . keep reading
    
    
64. Telephone Collections: 10 Do's and Don'ts
    By Fred Strano
    There's more to telephone collections than getting in touch with the debtor and saying, "Show me the money!" Experienced collectors know that successful telephone collections is a skill that requires a positive attitude and careful preparation. Here are 10 important Do's and Don'ts that can help you become more effective when you pick up that phone to call a customer that owes your company money. . . . keep reading
    
    
65. The W-4 - A Source for Debt Payments?
    Most consumers know that they can avoid owing taxes each April 15 by adjusting their W-4 form. By adjusting their withholding, most consumers can ensu . . . keep reading
    
    
66. A Simple Collection System That Works
    The distributor customers of Hampshire Chemical Corp. (Lexington, Massachusetts), wait until they receive their invoices from Hampshire before they bi . . . keep reading
    
    
67. Flimsy Excuses
    "There was a dead cat in the mailbox, so I couldn't send my check." If there is ever a contest for the most outrageous excuse for non-payment, Laura Pepper, director of corporate credit for Valspar Corp., should win, hands down, for her "dead cat in the mailbox" entry. . . . keep reading
    
    
68. Encourage Customers to Call You When They're Late
    By Larry Canada
    When customers are past due, one of the first things that goes through their minds is, "I hope my suppliers don't call!" While this is true of some . . . keep reading
    
    
69. The Telephone and the Computer--A Powerful Combination for Collections
    Customer information--current, complete, and conveniently available right at your fingertips--is one key to successful collections. Another is a metho . . . keep reading
    
    
70. Should a Lender Engage in Self-Testing for Discriminatory Practices?
    An interagency task force released its statement on Discrimination, which says that lenders should check their actions for evidence of lending discrim . . . keep reading
    
    
71. Consumers May Be Wary of Giving Account Numbers
    Creditors who rely on using demand drafts to debit consumers' accounts may find it more difficult to get consumers to release their checking account n . . . keep reading
    
    
72. Turning Doubts Into Dollars
    Everyone knows it's hard to collect from relatives. And when that relative is Uncle Sam, you've got a problem that the usual collection tactics won't . . . keep reading
    
    
73. When to Use an Attorney Rather Than a Collection Agency
    There are several situations in which an attorney can better suit a creditor's collection needs than a collection agency can: If you need to see . . . keep reading
    
    
74. Projection Model Helps Card Issuers Choose Customers
    A tool is at your disposal to assist you in limiting your marketing efforts to only those customers who show the greatest potential for generating rev . . . keep reading
    
    
75. Dr. Collection: When Opportunity Knocks, Just Collect Yourself
    Dear Dr. Collection, I've been a credit assistant for the past two years. Yesterday, the credit manager said that she was really impressed with my . . . keep reading
    
    
76. The Sales Approach to Collections
    It was one evening in 1995, two years after she had joined Afni, Inc. (Bloomington, Ill.) as training director, that Debra Ciskey listened in on one young collector's efforts to get somewhere with an irate debtor. "First, he let the man vent his anger," recalls Ciskey, who is now director of Global Organizational Learning Development for the nationwide outsourcer of call center services. "Then, using empathy and a little humor--without making light of the situation--he convinced him that . . . keep reading
    
    
77. Everyone on the Same Page
    "While we are not totally a service company, the products we sell are often comingled with other suppliers', and identification problems are obvious. . . . keep reading
    
    
78. A Follow-up on Guarantees, Corporate ...
    "An important fact needs to be pointed out concerning the topic of corporate guaranties. "It is misleading to believe that one corporation has the . . . keep reading
    
    
79. Reduce Delinquencies With Collection Software
    Your collection performance depends on the accuracy of the information provided by your credit management system. But relying on a manual system to ke . . . keep reading
    
    
80. Listen to Your Hunch
    "After getting stung a few times, our credit department took it as a matter of pride to identify the bustout before extending credit. To do so require . . . keep reading
    
    

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