There is a widely held belief that if you stand up to a bully, they will back down. In reality, bullies sometimes back down and other times they knock you flat. This is my story about being knocked flat. I was working with a large retail customer that took unearned cash discounts and other unauthorized [...]
If you recall the weakest credit application you have seen this year, you will have an idea about the problems with an application I rejected. I assumed the applicant company would not be surprised by the decision. I also assumed they hoped for the best, but expected the worst when the application was submitted. To [...]
Years ago, my manager and I attended the national sales meeting. On the second day, the VP of Sales made a surprise announcement. “All of you know that our Credit Manager is here. I am going invite him up to explain why our credit policies are so restrictive that we lost business last year to [...]
When it comes to credit and collections, technology has changed a great deal. Customers that once submitted purchase orders by mail or phone or fax now do so via EDI. Creditors that used to mail out thousands of invoices a day now send invoices electronically that are then uploaded into their customers’ accounts payable systems [...]
For the first time in a long time, I will not be attending the upcoming Western Regional Credit Conference (WRCC) due to a prior business commitment that I could not miss and could not delegate to anyone else. As a presenter at more than ten WRCC meetings, my perspective on credit Conferences is a bit [...]
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