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Abe WalkingBear Sanchez

CEO, A/R Management Group, Inc.
CanonCity, CO, USA
Business trainer and speaker on Credit as A Profit Center. Iwork with CEO and top business managers' groups internationally.
Industry: Business Training
Size of Business: 1 - 10 employees
Years in Business: 11-25 years
Affiliations: STAFDA,Vistage
Business Interests: cash flow and sales

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Member Since: 08/20/2007
Overall Rating: N/A
Guides Written: 0
Comments Posted: 2
Comments Received: 0
Favorite Guides: 0
  Guides Written by Abe WalkingBear Sanchez
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  Comments Posted by Abe WalkingBear Sanchez
  • Sales and Credit - 08/23/2007
    The guide recommened by Donna Fenn http://www.loanuniverse.com/pastdue.html states "Be relentless in enforcing your collections"... First of all the vast majority of past due business customers are NOT trying to avoid payment and there is no need to take on an "enforcer" mindset. Past due A/R management is the "Completion of the sale", not collections. The goals of past due A/R management are first and foremost to keep credit customers current and buying and secondly to identify the small percentage of customer who represent a potential for loss. The guide also tells the reader to send a "dun", that is so 1950 and does nothing to help identify why the customer hasn't paid. The articles linked in the short guide I wrote provide much more detail and should be read before comments are made about the usefullness of the guide. Credit is NOT an accounting function ...it is a sales function. Credit is the selling of a product or service based on payment at a later date. Credit is a lubricant of commerce and allows for the expanded movement of goods and services. Drop the word "Collections" from your understanding of credit...unless you are a collection agent or Tony and the boys.
  • Sales and Credit - 08/22/2007
    If the goal of a business is to limit profitability along with bad debt and DSO (days sales outstanding), then by all means look for ways to turn down profitable sales, and when a customer becomes delinquent assume they are trying to avoid payment and beat them up....but that is NOT what this guide recommends .
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