ays "I want no credit, I buy and sell for
cash" makes a mistake. It is all right to pay promptly, but do not
establish a spot cash payment basis, for later on, when you ask credit,
your creditors will think something is wrong.

Establish a credit whether you need it or not. It is a good
advertisement and a frequent help.

Be reasonably slow in paying your bills, but positively sure that you
do pay them.

When you get a sharp or blunt letter asking for a settlement, go to
your creditor face to face, set a date when you will make a payment and
keep your agreement.

Don't be specific as to amount unless you are decidedly sure you can do
it. Be specific as to date, however, and be there or have your check
there on the date.

Suppose a man owes you $100 and you ask him for it and he says "Here
are ten dollars on account, and on next Thursday I will make another
payment, and as often as I can I will pay something until you are fully
paid up." You don't get angry at that man when you see his intentions
are good and he is doing his best.

So long as your creditor gets something every time he writes it keeps
him good natured.

It is the man who breaks promises who gets hard usage from the
creditors.

If you owe more than your present cash balance can liquidate, make a
pro rata payment all around among your creditors. Write a good square
letter saying nothing would please you more than to send a check in
full, and that this payment is made as evidence of your willingness and
intention to keep good faith.

Keep in touch personally with your creditors as far as possible. Talk
to them of your plans and prospects. Always tell the truth. Have your
account as a moral risk rather than as a Dun or Bradstreet risk.

There is sentiment in business. Creditors have hearts and they have
good impulses. They appreciate friendship and especially gratitude.
Don't believe a word of that great untruth "There is no sentiment in
business."

Don't get angry when asked for money. Admit your slowness and tell your
creditor that as an offset for your present slowness you have a good
memory and a heart that appreciates, and some day your purchases will
be much larger, and those who are your friends now will certainly get
the benefit when the time comes that you do not require favors.

An honest, frank, heart to heart talk is most valuable. The credit man
keeps the truthful man in mind and his account under his protecting
wing. The credit