FAMOWOOD

is the PR(lFESSI0ilAI'S A[[ PURP0SE PIASTIC

Boat builders, furniture makers, cabinet makers, etc. have found it the one sure answer to correcting wood defects, filling wood cracks, gouges, covering countersunk nails and screws.

Can be used under Fiber Glass! *e&&w*

Ready to use right out of the can, Famowood! applies like p.utty-.sticks like.glue; dries *n ' putty-sticks like glue; dries quickly; won't shrink; takes spirit stains, and will not gum up sander. Waterproof and weatherproof when properly applied.

Available in 16 matching wood colors and white.

CHUCK LINK executive director

EIECENTLY we've had conversa[tions with several of our members who are having accounts receivable probl;ms €rnd looking for a solution. Here are sume basic reminders of some of the thir,gs lear ned ovcr a long period of time:

-Mar.t firms do not have acredit policy. They say they do, but when you look at it, they have a vague policy and often nothing in writing.

-Some have never really told their employees what their credit policy is and yet they expect the employees to follow it.

-Some have a written policy, but they modify it quite often to fit the situation. Over a period of time a policy which was intended to be very strict deteriorates into a very loose and flexible one.

-Some worry more about accounts receivable when the money is not coming in than they do about establishing a good, tough workable policy in the first place.

-Many have a date on which bills are due, but usually wait far too long after the due date to collect the bill. The longer they wait, the less chance they have of collecting the money and the more the original amount tends to shrink in profit.

-Too many let customer relations enter into their collection efforts. They let old-time customers have more time to get things settled than new customers. Sometimes the new customers get the break. Not so with the big department stores, gasoline firms, etc. They don't care who you are or how long you've been with them. Don't pay and they cut off your credit and come after you.

-Others don't have one employeetwo may be betterwho can make credit judgments. Nobody really has the responsibility.

-You may think you can make your best effort to collect and then turn the debt over to a third party and they can do a good job. You're wrong! You have the best opportunity to assure the debt is paid before you grant the credit and as soon after the due date as possible that anyone will ever have. It only gets tougher later.

-Some are almost apologetic about trying to collect a debt. Why? It wils your money the customer was using in the first place and he knows up front that he has the obligation to repay the debt in a given period of time, 3G'60-90 days.

-When using an attorney to collect debts, some use the same attorney for all their business needs. Could be dangerous. If your attorney is not one doing a lot of collections, he probably is not doing the best job for you and you are paying for more than you are getting. Most attorneys who collect debts on a "retainer" basis don't do nearly as much for you as those who collect on a "percentage" basis, Ifhe's going to get some of what he goes after, he'll try harder.

-Many firms probably haven't reviewed and revised their credit policy and forms for a long time. Now, with business slack, might be the ideal time to do it. When business finally turns around and is hectic again, ifyou don't have a good policy and are following it at all levels in your firm, you'll make the same mistakes again and accounts receivable will remain high.

Profits In Fans

(Continued liom page 15) ings, motor reversibility and ease of installation, as well as demonstr4ting styles and accessories. P.O.P. packages are available for display as free standing modules or as part of a standard gondola.

Most manufacturers produce fans in a variety of sizes with numerous options. Blades range from walnut and oak with cane or stencil designs to contemporary plexiglass. Globes are varied in color, design and style. Additional options include swag kits, extension poles and special hangings for cathedral or vaulted ceilings. The Fan Company of America claims that there are over 25,000 custom ceiling fan combinations possible with their components.

A well stocked fan section should include a variety of these options or have them available for order with a reasonably short delivery time.

To aid the customer in selecting the appliance best suited to his needs and interior decoration, a store should have at least one in-house fan expert. This person should be familiar with the terminology of the parts of a fan as well as the specifications of the motors.

A chart with the various parts identified in the language of the fan industry can help both the customer and sales person. Photographs of various styles installed in room settings can assist in designing a custom fan or selecting the style best suited to a customer's home.

Fans installed throughout the store, especially in areas where customers wait, such as near the cash registers, will sell themselves as their movements freshen the air and create cooling breezes.

Since fans are often billed as d-i-y projects, it is advisable that you offer take-home instructions as well having someone on hand to discuss the installation technique with the purchaser. Wiring and other electrical components should be available for add-on sales.

Information from local utility companies based on the cost of operating a fan as opposed to air conditioners and heaters can be used to make up charts showing actual savings for your area. Many fans