Classic Mode

Music Trade Review

Issue: 1929 Vol. 88 N. 24

Page 8 Text:

Music Trade Review -- © mbsi.org, arcade-museum.com -- digitized with support from namm.org
r w Y O U STORES
COHTLANDT IT
102 BROADWA
Ml BROADWA
II EAST UKO !
IW WEST « » o
!J I E 5 T I!STM
D4VEGA
BROOKLYN STORES
•170S PITK1N AVKNUE
• United Sport Shops
114 EA"ST* 2 3rd
N e w York O r ?
ST.
Pfunw G r a n u r c ; J34O
The payment you intended to majce
on your account has not yet been
received.
We rely on the good will of our
customers to repair these little
oversights on being reminded of
them, and will look forward to
your prompt remittance.
Very truly yours,
D A V E G A , Ino.
UWC
How Dave
Instalme
from New
By LILLIAN
Ass't. Collection Mgr.
'WHEN MAKINQ PAYMENTS, pltnat dilack m tht dotud line and return
Account No.-
Present Address
line has its own particu'ar problem, as,
BROOKLYN STOKES
for instance, radio, where the element
NEW YORK STOICS
• i n » P1TKIN AVENUE
II CORTLANOT ST
• of service proves such an important
XO BROADWAY
Ml BSOADK
factor.
A frequent complaint with
•III EAST «MO ST
•1S2 WEST 42f
which we have to contend is that the
Letter No. 1
•IU WEST 126
^l/n ited Sport Shops
•6.U WEST 161
customer has changed his residence
1011 SO BOUL
1 14 EAST 23rd ST.
» E FORDHAI
and finds that in his new quarters he is
ITH over fifteen stores in the metro-
N e w York Cllv
Pfcoiw Gramercy SHU
supplied
with
a
different
type
of
current
politan district of New York devoted
than in the old and that the set will not
to the sale of radios, phonographs,
work. For instance, in a large section of
small musical instruments and an
Manhattan, direct current is supplied by
extensive line of sporting goods, Davega, Inc.,
the power company and if the customer
ranks among the largest distributors of these
products in the New York territory. The an- moves to some other part of the city he
nual business of the company runs into tre- finds that he is being supplied with alternat-
Your account is running considerably
ing current. He then demands that his
mendous figures and with a very substantial
behind and we feel that a frank talk
between us is bound to develop some
proportion of the sales on the instalment basis radio equipment be changed to operate on
feasible method for taking care of
the new current. Legally we are not obli-
the question of prompt, efficient and economical
it without the slightest hardship
gated to make this change, but it can be
for you.
collection is an important one. The accompany-
accomplished without difficulty, and if the
ing interview with Jack Holiday, collection
You will be expected to comply with
customer has been paying promptly he will
this request, and we will look forward
manager of the company, telling of the methods
to your PAYMENT or VISIT at this offioe
used successfully should be of interest and value experience little trouble in having his set
withotit fail TOMORROW.
put in playing shape. If the account is de-
lo every music merchant.
Very truly youra,
linquent, however,
"Ninety-five per cent
the change is not
D A V 5 G A, Ino.
of the p e o p l e arc-
made so readily
honest," declared Jack
and we find that
Holiday, credit man-
Ass't. Collection Mgr.
MWC
the situation often
ager for Davega, Inc.,
- WHEN MAKINQ IV. •• MINTS, f>l<-u :c detach an -ht dotud lin
results in bringing
in d i s c u s s i n g the
a rather unsatis-
methods used by that
factory a c c o u n t
company in making
Present Address
up-to-date.
collection on the great
B.Unec Due
"The big factor
number of instalment
in keeping collec-
accounts handled. "Of
tions
satisfactory
the remaining five per
is promptness and
cent, three per cent can
Letter No. 4
we find that when
be made to pay by
a person has missed true, and it is up to us to disillusion him, and
proper action, and even
the m o n t h l y instal- lastly,
w i t h the remaining
ment, after a period in
'dead' two per cent one
3. The man who cannot make remittances due
which he has received to financial conditions. This type of debtor re-
can s o m e t i m e s get
three letters, it is ex- quires special attention, inasmuch as he usually
action," he declared.
pedient to send an out- requests an extension of time.
Mr. H o l i d a y ex-
side representative to
plained that the collec-
"The policy of this organization with refer-
find what the cause of
tion problem is too ex-
ence to extensions," said Mr. Holiday, "is that
the delinquency is. If
tensive to be handled
the debtor must call at the office, because, in
the collector does not our experience, we find that it is easier for a
fully in a single inter-
find anybody at home, debtor to forestall another of his creditors and
view, because the sub-
he leaves a card with make some remittance to us, rather than waste
ject is many sided and
a request to call at the time in an interview and travel. Furthermore,
its v a r i o u s phases
Jack Holiday
Davega office. In get- when a debtor calls in our office with refer-
change frequently. Dif-
T
ferent types of accounts require different han- ting after an account immediately, w e arc able ence to an extension, we will be in a better
dling and it becomes necessary at intervals to to iron out all the difficulties that may exist."
position to get a good line on him as to his
change and improve systems to meet new situa
According to this manager of collections, character and general characteristics."
tions. However, there are general principles
there are in the instalment field three types
He declares there are no two cases alike—
observed that work out in the great majority of delinquent accounts, namely:
and he believes in treating each on its merits.
of cases.
1. The man who just attempts to evade pay- But—his watchword is promptness.
"In handling our business here with various ment by making an evasive promise, and en-
In order to follow up delinquent accounts
iines it has been necessary for me to originate deavors to procure service not warranted.
with as little delay as possible, the collection
and install many plans to speed up collection
2. The chronic kicker who makes complaints
department of Davega, Inc., has prepared a
service, and to keep accounts up-to-date. Each due to imaginary troubles. He thinks they are
series of letters that have proven effective in
fUbiue Due
D4VEGA
W
8

Page 9 Text:

Music Trade Review -- © mbsi.org, arcade-museum.com -- digitized with support from namm.org
ga Collects
nt Money
Yorkers
EW Y O » STO«E3
t C0KTLAN07 ft.
jtn BROADWA
Ml UOADWA
111 CAST 42m i
'IS2 WEST «2m>S
l » WEST 124
U l WEST l»l
Oil SO BOUL
> F FOHDHAH I
Stoni op*a evtftlnil.
D4VEGA
BIOOILTN S T O I U
•I7IU PITKIN AVEMUI!
•115 FULTON STUEKT
d Sport Shops
i CXIicn
114 EAST 23rd ST.
w York Ctar
Pdow Grmiwrej 1140
On several occasions your attention wcs
oalled to the balanoe on your past due
aooount.
It is our eertiest desire to continue our
pleasant business relations with you, an'
mall a Bill of Sale as evidenoe of your
ownership of the merchandise.
You realize that the sizo of the account
will not inconvenience you. Therefore,
won't you kindly remit AT ONCE, so as to
enable us to send you a Bill of Sale.
Very truly yours,
D A V E G A, Inc.
MWC
SABINE
Ass't. Collection lfgr.
-WHEN MAKING PAYMENT
'<«•<* m iKe **Mi line mmd re
Accwil N»~
Present Addr
£«CUliW Otf«l
114-120 EAIT U U S T U I *
D4VEGA
United Sport Shops
T«! CIAUEICT SJ40)S4»
„« ^2',™^.™
• NEW TORJC S RiitMBLe RADIO STORES"
TflipJioiw
CHICKUIHG 5JO4
DMT
We counted on your definite promise
to pay your long past due acoount.
It is evident your failure to keep
faith with us is due to more than forget-
fulness. However, we do not want to pass
a hasty opinion in the matter until you
bare been given every chance to make good.
We will expect payment of your de-
layed Installments IMMEDIATELY.
Yours respectfully,
I
D A V B 0 A. Ino.
MFC
WHEN MAKIHC fAfUOfTS.
Collection Manager.
pUit imck « OH iftui JIM .nd rrtvn «MA
Preient Addrew
"Dear Sir: Our client, Davega, Inc., has
placed in our hands for collection a
claim against you for the balance due
and unpaid after demand on your
account. We have been instructed to
Letter "Z"
take ivhatei'er steps we may deem neces-
sary to protect the interests of our client, un- the depreciation may be. But Mr. Holiday is
less you pay the same at once, or call at their strong for conciliation. "We find that no mat-
executive offices,.at 114 East 23rd street, Nezv ter how long an account has been running," he
York City, xvithin three days from date.
said, "if both parties will concede something to
"In the event that it is necessary to institute each other, a mutual understanding can easily
any legal proceedings, costs and disbursements, be reached."
which must be paid by you, will accrue.
As to the method of procedure, that is in-
"We, therefore, suggest that you adjust this dividual. Some firms use the form and some
matter without further delay."
the individual letter—or both. "One may use
In a certain proportion of cases a letter the form letter or the dictated letter. We use
will not produce the results, and an outside both," said Mr. Holiday. "We find that in prac-
representative is sent to adjust any diffi- tically every case the form letter will fit. It is
culty that may exist. These representatives essential in some cases, however, to send out
fill in reports on special forms which come personally dictated letters to cover adjustments
to Mr. Holiday's desk and then can be fol- and answer your correspondence.
lowed up from headquarters. As a result
"We arc very careful about taking on
of these personal calls it is possible to learn accounts," the collection expert declared. "Every
of any cases of dissatisfaction and make applicant for an account that comes to the store
necessary adjustments.
to purchase on instalments, must fill out the con-
"If an ac-
tract, covering
count is al-
home address,
l o w e d to
hu s i n e s s ad-
DAILY REPORT FOR DAVEGA, INC
drag," said
dress, personal
COLLECTOR
ZONE
DATE
Mr.
Holi-
r e f e r e n ces,
-TO.
......
day, "a cer-
p r e v i ous in-
tain
point
stallment ac-
is reached
counts, b a n k
w h e r e b y
accounts a n d
the custo-
amount of life
mer is ex-
insurance. The
a s p e rated
more informa-
and refuses to
tion we can
make payment.
get, the more
At the s a m e
a d vantageous
time he may re-
for us, in
quest us to call
order to get a
for the mer-
better line of
c h a n d i s e . In
credit on the
view of the fact
party. Another
that the mer-
advantage in
chandise m a y
g e t t i n g as
have
depre-
much informa-
ciated in value,
tion as y o u
the c u s t o mer
can on a per-
may figure that
son is t h a t
he will be better
w h e n
he
off if he forfeits
moves without
it.
giving an ad-
dress you are
Collector's Report Form
"In s u c h a
in a b e t t e r
case a person
position
to
trace
the
account
promptly.
may be laboring under a hallucination, inas-
. . .
Balance Due
Raaufci:
Letter " P "
getting results, and several of which are repro-
duced herewith.
Letter No. 1 is sent to the customer on de-
fault of the first instalment.
In the wording of this letter the company
gives the customer the benefit of the doubt in
stating that the default is believed to be merely
an oversight.
Letter No. 4 is sent to a delinquent account
after two or three payments are in arrears, and
has been found to accomplish excellent results.
The letter marked " P " is sent to a customer
after a promise of payment has been made but
has not been lived up to.
Letter "Z" is sent to a customer who has a
very small balance still pending on his account
which the company is anxious to close up.
When all other efforts to collect the account
have failed, the customer receives a letter on
the stationery of the company's attorney. It
looks official and impressive and the threat of
legal action is found to be very effective in
between 60 and 70 per cent of the cases. This
letter reads in substance:
much as the contract which was signed is abso-
lutely binding."
Here the firm is protected, no matter what
. . .
Mr. Holiday's experience, which covers thou-
sands of cases in and out of court, makes him
(Continued on page 27)

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