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Rh he is waiting on trade. Also, in presenting bills to retail debtors especially, it is frequently well to withdraw other bills or papers from the pocket, along with the bill to be presented, and to make a pretense of locating it. There is an old saying “Misery loves company.” You may not no- tice the intent of this saying in the debtor before you, but in a good many cases it is there. Such debtors reason that nothing else but a call from the creditor could be expected ; the representative was out collecting a good many other bills and naturally stopped to get payment for his bill, which was a trifle overdue; he had received one or two let- ters certainly, but there seemed no pressing need and there evidently were others likewise who fell in arrears somewhat, as witness all of the other calls the collector still had to make. Any such debtors will feel very much better for not believing that a special call was made to collect from them.

Should the debtor begin to complain and abuse the com- pany, retain your self-possession; do not become excited and do not make any remarks of a sarcastic nature. Reply in a firm, courteous tone and give evidence of wanting to treat him fairly. Show him that your house can only build business through service, and that it is the desire of the house that the customer receive service at all times. Many merchants do not make any complaints upon re- ceipt of an order which is in poor condition, or which has a shortage, but instead, bring the matter up when settle- ment is made. Such claims are just, even tho they should have been entered promptly. The collector here has an opportunity of educating the debtor to prompt com- plaints on shipments, because of the desire of the house to