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38 full well the value of a dollar and therefore does not lightly part with it. When the crops are sold, if he is honest, he will pay his bill, but after that he often expects a full line of credit until the next harvest. Whatever money is in the bank remains there. Farmers as a class are wealthy, a larger percentage of farmers than any other class are re- tired; statistics indicate that they, as a class, own the greatest percentage of automobiles. Yet they travel through a hard school and appreciate fully the money which they have earned in the past, and are not easily in- duced to pay their indebtedness except from current monies received. Recently I was told by a grocer in a small town that he had a farmer on his books for $400.00. He was perfectly good for it but lax and touchy on that score. He had just been in and paid $100.00 on the account saying, “Now, mustn’t say anything about the balance for a while.” By the time this debtor was ready to make another pay- ment, the account in all probability was in excess of $400.00. The collection man, when he has such past due accounts, must likewise be very carefully in his handling of them. Little money is lost on farmers—it is only that they are tardy, and have their own ideas as to payments.

When tardiness is due to mismanagement, the collector must be right on the job. In such cases money is going to the creditor who is the most insistent, and the one who clamors most will fare best. This class is not so easily offended but is rather apologetic, yet the skilful collection man will not resort to bluster and abuse, but will still be courteous and tactful, and through partial, regular pay- ments, if necessary, arrange for payment with the least discomfort to the debtor.