Graham Pomeroy - So Now You Want to Get Paid! : a practical guide to credit management in New Zealand

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About CCH New Zealand Limited

CCH New Zealand Limited is a leading provider of accurate, authoritative and timely information services for professionals. Our position is built on the delivery of expert information that is relevant, comprehensive and easy to use.

We are a member of the Wolters Kluwer group, a leading global information services provider with a presence in more than 25 countries in Europe, North America and Asia Pacific.

CCH When you have to be right.

Enquiries are welcome on 0800 500 224.

A catalogue record for this book is available from the National Library of New Zealand.

ISBN: 978-1-77547-013-7

2014 CCH New Zealand Limited

Published by CCH New Zealand Limited

First published September 2005

This edition published March 2014

All rights reserved. No part of this work covered by copyright may be reproduced or copied in any form or by any means (graphic, electronic or mechanical, including photocopying, recording, recording taping, or information retrieval systems) without the written permission of the publisher.

About the Author

Graham Pomeroy has been involved in senior positions in credit management and associated fields since the late 1980s. He has owned a number of businesses, including a licensed private investigations company, and has advised numerous New Zealand organisations on how to restructure company credit functions.

Graham has run numerous training seminars on various aspects of credit. He has held the position of national president of the New Zealand Credit & Finance Institute Inc, as well as holding board and local committee positions. His involvement in these organisations has given him broad connections across the credit and finance industry, providing wide ranging opportunities to enhance and share his knowledge within the credit profession.

Graham is a fellow of the New Zealand Credit & Finance Institute Inc and a Justice of the Peace.

Author Acknowledgments

I would like to thank the Board of the New Zealand Credit & Finance Institute for their continued support and encouragement as this book goes into its second edition.

This book is dedicated to my wife, Lisa, and my daughters, Anna and Kirsty. A special thank you to my wife for allowing the kitchen table to be covered in research material and unable to be used while this book was being written. As to the dogs, thanks for letting me kick the ball under the table while I was researching the book and for never giving up hope that I would!

Endorsement by the New Zealand Credit & Finance Institute Inc

Historically, credit personnel have been seen as telephone collectors, rather than as professionals with a high level of understanding of legislation, human resources, management disciplines, and commercial awareness. It is books such as this, and the New Zealand Qualifications Authority certificates in credit management, which are helping to change this view and to acknowledge the important role effective credit management practices play within an organisation.

The latest revision and updated version of this book clearly documents the important aspects of credit management and the latest endorsements of the current Credit Acts and policies pertaining to the Credit fraternity within New Zealand.

This enables the reader to understand the steps necessary to develop an effective credit management department/function, which minimises risk without preventing business growth. For those new to the credit function and those involved in small business, it will be a valuable resource providing insight and practical steps to manage credit risk, while serving as a refresher for experienced credit professionals clarifying skills learned as a result of years of experience.

It is my pleasure, on behalf of the New Zealand Credit & Finance Institute Inc, to endorse and recommend this book on credit management as a valuable resource for those in the industry and for those looking to make credit management a career of choice.

Michael Wright

National Vice President

New Zealand Credit & Finance Institute Inc

CCH Acknowledgments

CCH New Zealand Limited wishes to thank the following who contributed to and supported this publication:

Managing Director: Bas Kniphorst

General Manager: Julie Benton

Head of Content: Andrew Campbell

Product Manager: Dione Kimpton

Editor: Reshma Korah

Composition Editor: Barbara Hodgson

Indexer: Carol Linthwaite

Cover Designer: Envisage Design

FINDING AIDS

Index

A

Acknowledgement and acceptance of terms clauses

Address for service clauses

Address verification resources

Advertising

Aged trial balance

Application forms

advantages

accepted commercial practice

basis for recovery actions

comparisons between credit applications

effective accounting and communication system

fulfilling legal information collection requirements

highlighting information required but not supplied

identifying additional security requirements

identifying customers

legally binding contract

outlining terms of trade

procedural process

risk management

setting credit limits

undertaking applicant screening

uniform records

alteration of terms

designing a form

layout

legal enforcement

target audience

key requirements

acknowledgement and acceptance of terms

information gathering

terms of trade clauses

legislative requirements

Consumer Guarantees Act 1993

Credit Contracts and Consumer Finance Act 2003

Fair Trading Act 1986

Human Rights Act 1993

Minors Contracts Act 1969

review and validation

credit interviews

Approving or declining credit

Arbitration

Assessing risk see also

credit checks

authorisation and privacy

company affiliations

costs involved

court-based information

credit default information

credit monitoring

credit scoring

debt-collection files

information required

obtaining and analysing financial information

positive credit information (give all, get all)

previous credit enquirers

trade references

credit checks, reasons

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