Summary
Like most credit managers would do, when the dollar amount justifies it, the author decided to make a personal call. For years, the author's philosophy had been to establish a close, working relationship with sales reps in hopes of having an additional set of "eyes and ears' out in the field. As the credit manager for a major sporting goods manufacturer, the author scheduled road trips periodically with sales reps in order to accomplish several objectives. Personal visits also provided a chance to meet long-standing customers, face-to-face, and connect with people who had only been a voice over the phone for years.
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Making a Tough Call
What action is warranted when a customer continues to make and break payment promises on a seasonal product they ordered - and the season has past? Like most credit managers would do, when the dollar amount justifies it, I decided to make a personal call. Of course that meant coordinating the visit with a sales representative who covered that area of the Unit...
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