Magazine article Business Credit

Try a New Approach: Credit at the Trade Show

Magazine article Business Credit

Try a New Approach: Credit at the Trade Show

Article excerpt

Ah yes, the trade show--that time of year when delegates from the sales department converge on an unsuspecting city to meet with all of their accounts, resulting in stacks of orders, stretched credit limits, and extended billings. The venue is alive with the hum of sales pitches, smoking fax machines, and buzzing laptops. This is no place for a credit manager. Or, is it?

It's probably safer to stay in the office. At the show, you may be looked upon as a damper on sales, and you know the worst accounts crop up at these shows, placing the largest orders. Why subject yourself to these confrontations?

Let's look at things differently. Keep in mind that the accounts your sales force meets with at any trade show or convention are also your accounts. You may speak with representatives from these companies as often as, if not more, than the sales rep. You may not speak with the buyer, and your contact--the accounts payable clerk--probably won't be in attendance at a show. So, why should the credit department be represented? Because it's good for business in that it's great PR, building a rapport with customers. Because we live in a service-oriented society, competing to service our accounts, taking an interest in the customer's business is the best form of customer service. Look at credit as a service to your customers. The credit manager must cultivate in each account an understanding of and appreciation for what that department can offer. What better place to start than a trade show?

So often, the credit department is overlooked when it comes to product orientation. I thought it would be beneficial to attend a trade show, not only to meet my customers, but to gain a better understanding of our company's product line. Recently, my request to attend such a show was granted. This show offered a variety of classes and lectures, but credit-related topics were absent. …

Search by... Author
Show... All Results Primary Sources Peer-reviewed

Oops!

An unknown error has occurred. Please click the button below to reload the page. If the problem persists, please try again in a little while.