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42 waste too much effort on it, and the proper records made so that future credit will not be granted.

Classification of Merchant Debtors.

The grouping of debtors into these general classes ap- plies equally well to merchants or to individuals. The mass of unincorporated businesses throughout the country are simply private individuals incurring, either singly or in groups, indebtedness for the purpose of barter instead of consumption. Small corporations are influenced by the Same suggestions and appeals, while larger corporations, which are generally good pay, occasion their creditors little trouble except in those cases where the executives are shrewd or tricky.

The honest business man has the same high moral standard as the honest retail customer in meeting his obli- gations promptly. He is much more apt, however, to be- come deeply involved if allowed to fall very far in arrears, than is the individual debtor. The same suggestions to confidence and good-will usually result in prompt remit- tances if used at once.

Tardiness in business men is occasioned by the same principles as in the case of any person who is slow. pay. Many factors contribute in the same manner to their de- linquency—sickness, mismanagement, lack of employment for their debtors, much farmer trade, need for certain stocks sold only on cash terms, taxes, and similar causes. They likewise must be handled carefully by the collection man; it must be ascertained what particular causes are affecting them and the necessary procedure taken immedi-