Another group of this class are those who have means, but relying upon the awe which they inspire and upon the favor with which their patronage is regarded, are wont to withold payment for an unreasonable length of time. The collection man is sometimes in a quandary. If he presses too hard the debtor lets out a roar reaching to the president, and if he allows the account to go too far over- due he’is open to censure by the house. These debtors are absolutely dishonest in their methods, for the interest which they receive on the money they are withholding (they generally run up fair, sized bills) is helping to retire the debt itself. It is well when dealing with this class, to take the matter up with higher authority and ascertain the course to be followed. If it is decided to collect, sharp, firm, but courteous letters should be sent, and these inter- spersed with personal calls, until the debtor is brought to time. If the instructions are to the effect that their tardi- ness is to be tolerated, for the sake of their patronage, as an advertisement as it were, then it is a very good plan to charge interest on all past due items, or to advance the retail price when the sale is made in order to secure enough profit to cover possible interest charges. The small merchant who caters to this class of trade, if he does not adopt such a course, will pay heavily for such patron- age, in the lowering of his own credit standing. Prompt collections enable prompt payments, whether it be the small merchant or the large corporation.
The farmer who allows his account to fall in arrears also presents a difficult problem. The farmer is peculiar in that he has generally met with adversity more or less; he must labor hard for his money, consequently he knows
