OUR CONCEPT OF SELLING AND
HOW IT DRIVES THE COLLECTION PROCESS

We are a collections-driven company. Our concept of selling as it relates to collections not only creates greater recoveries, but also enhances, rather than inhibits, your sales efforts. The objective is to maximize your collections in a way that would not compromise customer relations.

You have already created "the open" by selling to your customer. Our job is "the close"-having you get paid. We do this by finding the customer's "hot button," the factor that motivates them to do what they demonstrated they don't want to do-pay the debt.

MB&W's approach to collections is early identification of why an account is unpaid. Oftentimes, it is a paperwork or customer service issue. The concept of selling approach allows us to take CRM (Customer Relation Management) into the receivables management arena. In those instances where the problem is strictly a lack of desire to pay, the concept of selling dictates the Account Manager find the "hot button." Persistence and the unwillingness to accept "no," combined with an average of 12 years experience, allow our Account Managers to produce superior results.

The concept of selling also requires that a good sales effort incorporate good marketing. For instance, the design of our letterhead exemplifies the quality of correspondence needed to create high credibility. We find it gets read faster and produces more impact than traditional "form letter" collection correspondence.