CREDITS AND COLLECTIONS 323 



business it is reasonable to suppose that they should again be 

 able to meet with success. It is also well to note if those re- 

 sponsible for the business give it their personal attention and if 

 they looked pleased or worried. A business manager who looks 

 worried should be watched carefully if credit is extended to 

 him. 



VIII, Appearance of the Business. — A creamery doing 

 business with retail firms should have representatives call on 

 the retailers at various times. When making such calls the 

 representative should be able to make a fair report to the credit 

 man of the firm in reference to the appearance of the business. 

 Such a report should furnish the following information: 



Amount of stock kept in the retail store. If there has been an 

 increase or a decrease since the former time when the represent- 

 ative called. The kind of stock kept, whether or not it is com- 

 posed of staple or unstaple articles. The retail dealer who is 

 dealing in such goods as can readily be turned into cash is al- 

 ways a safer man for credit than the one who is handling prod- 

 ucts of a less staple nature. 



The amount of business transacted should also be considered, 

 as well as whether such business is done on a credit or cash 

 basis. If on credit it is well to consider the responsibility of the 

 class of people to whom credit is extended as well as the fre- 

 quency and method of making collections. 



C. OFFICE RECORDS OF CREDIT INFORMATION 



I. Filing of Credit Information. — Credit information ob- 

 tained through various sources should be so filed that it may be 

 available when needed. It is most convenient to have a letter 

 folder for each person or firm on which credit information has 

 been secured and all information obtained is filed in this folder. 

 The folders may be filed geographically and alphabetically as 

 in the system recommended for filing under salesmanship. The 

 geographical system of filing is most serviceable, as it thereby 

 becomes more convenient for the salesman when looking up 

 information as to the responsibility of merchants in a certain 



