Page:Roy Ralph Hottman - Practical Collection Procedure (1923).pdf/16

2 closely. No one is more ready to buy than the man who has nothing with which to settle for his purchases. On the other hand, sales must not be cut down except where the fullest investigation warrants such action. The customer is apt to be touched to the quick if his credit is stopped and his future business will be practically lost. Extreme care must be exercised at all times in refusing to grant credit.

However, the Credit Department must not be forward in the belief that they, and they only, constitute the firm. Finance, purchases, sales, credits, collections—these are all of equal importance, and it is only by all these units work- ing in complete harmony, and without friction, that the company is enabled to progress. Let the credit men there- fore, feel their importance, but not overstep their bounds.

Qualifications of the Credit Man.

The credit man, if he would be successful, should have a thorough knowledge of accounting. He should be able to interpret the financial statements which are received, to compare correctly the ratios of increases and decreases, to discern at once evidences of gaining or losing ground, and be able to decide intelligently and decisively as to who shall, and who shall not, receive credit. He should have the ability to interpret business conditions in general and especially conditions affecting the lines his house carries, as well as those affecting the main lines carried by the company’s debtors.

He should have tact and diplomacy, and in a personal in- terview be able to draw from the applicant for credit, the