The Harvester World: Volume 5, number 8, August 1914

              Relations of Collections and Sales

By William Matthews. District Manager of Collections
The fundamental principles underlying this subject, and which are necessary and impera¬ tive to the successful conduct of our business, are harmony and co-operation between the two departments in all their branches.
In this large business and the broad field in which we have to work, many of us in both departments are prone to build a stone wall around our little domain, so to speak, shut out the light, knowledge and good advice of our fellow employes and confine our efforts and energies to a comparatively small area
Harmony and co-operation throughout the two departments make for success and for the protection of the best interests of the business. This means that the sales and collection man¬ agers in the general office should consult and advise with each other frequently on the many important questions of mutual interest to both departments, and co-operate as partners in the business to the end that the greatest possible returns will be realized out of the volume of receivables handled, without detriment or em¬ barrassment to the promotion and extension of sales interests.
It means that the collection agents and gen¬ eral agents in their field of operations should discuss their local affairs frequently and become familiar with the peculiar conditions on their respective territories and the financial condi¬ tions of our customers, advise with each other 'as to how this case or that case should be handled, work with each other, hand in hand, to the extent that the acts of one will meet with the approval of the other, both keeping
in mind the departmental interest of the other, and, above ail, put aside all personal interests for the interest of the Company at large.
It means that the traveling collector and blockman in the field should become acquaint¬ ed, work together, each assisting the other in his particular duties to the end that every pos¬ sible dollar due the Company may be collected, and that every possible sale to dealer or farmer of good credit standing be consummated.
It means that the office forces in the collec¬ tion or sales department should in the conduct of their duties try to promote and foster the interest of the other department, working to¬ gether as brothers and sisters in one large hap¬ py family for a common good.
GOOD SALES and GOOD CREDITS mean GOOD COLLECTIONS. GOOD COLLEC¬ TIONS mean SMALL LOSSES. SMALL LOSSES mean INCREASED PROFITS and INCREASED PROFITS make us all feel that we have to a large measure accomplished our purpose.
For many reasons we are entering upon one of the most important, if not the most impor¬ tant, collection seasons in the history of the business.
The prospects are generally good, and if the principles of harmony, co-operation and un¬ divided effort are lived up to religiously in both collection and sales departments, there will be little cause for apprehension that the final results for the year will not be all that we can hope for.
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