ABH Replaces ABC (Always be Helping – not Closing)

Posted: May 20

  For decades, a common sales mantra was to “Always Be Closing.”  The Internet and social media have made this an outdated and potentially dangerous approach. Always Be Helping is the updated mantra, and it applies not only to sales, but credit and debt collections, as well as professional and personal interactions. ABC meant that Read full post >

Customer Selling Their Business – Beware!

Posted: May 6

  All too often, when a small business is up for sale, the net result for many of their vendors is bad debt expense.  If you hear that one of your customers is selling their business it’s time to be very careful with outstanding receivables and new orders. WHY WOULD THEY SELL THEIR BUSINESS? If Read full post >

CPN Fraud – Don’t be a Victim

Posted: Jan 27

Article by:  Kathryn Brown What You Need to Know About Credit Profile Number and Synthetic ID Fraud There are numerous fraud schemes out there – if there is money to made, there is going to be fraud of one kind or another. One type of fraud that is becoming more prevalent is Credit Profile Number Read full post >

Using Habits to Make Life Better

Posted: Jan 21

According to a study at Duke University, 40% of our actions are out of habit, not actual decisions. If all your habits are good, this makes life much easier. But, if you are like me and have some bad habits, this statistic helps explain why changing the Habit Loop is so difficult. This is what Read full post >

How One Credit Manager Reduced DSO By 14%

Posted: Nov 12

When Lhoist North America hired Chris Soignier as Credit Manager in 2012, senior management recognized that they wanted to better control risk and reduce DSO.  They had just made DSO one of the variables that impacted bonuses for sales people, but there was still much to do in order to achieve their objectives. Chris identified Read full post >

Getting Business Owners To Sign A Personal Guaranty

Posted: Oct 13

The easiest time to get a personal guaranty is when a business is first asking for credit. It is very easy to include this provision on a credit application as described in our free eBook, The Credit Application Handbook. Many business owners will sign a personal guaranty just because it is on the form. Alternatively, Read full post >

How To Win An Argument

Posted: Sep 25

Arguments occur all too often, whether with a debtor who is disputing a debt, or a co-worker, manager, employee, or spouse. Anyone who is in an argument really wants to win. Frequently in an argument the parties get very emotional and winning is more important than the issue itself. More often than not, neither side actually Read full post >

How To Ask Questions.?! Two Simple Tips To Increased Success

Posted: Sep 8

Here’s the premise: Good questions directly lead to greater success in life and career; Most people ask bad questions (myself included). We are constantly solving problems on the job, including making the sale.  We need to collect information to solve these problems. How we ask questions greatly influences the answers and our eventual success.  Better Read full post >

The Kaplan Group Awards First Annual $1,000 Scholarship

Posted: Aug 26

The Kaplan Group, Inc. is pleased to announce that the Kaplan Group Annual Scholarship of $1,000 has been awarded to Stephen Lyons, a first year graduate student at the University of Georgia and a candidate for a Master of Accountancy. A main goal of the scholarship was to expose students to career opportunities in credit Read full post >