of intimacy as a starting point and may find his letters con- sidered uncalled for or impertinent.
The problem of the correspondent is to show the unedu- cated debtor the operation of the credit system, the inter- weaving of credit throughout all lines of business, and the dependence of our present business structure upon credit. He must endeavor to show the necessity of paying for pur- chases when due, to set forth the absolute need for frank, friendly relations between debtor and creditor, and the necessity of advising creditors promptly if settlement of bills cannot be made when they fall due.
The correspondent must try to resell the goods to the debtor, to re-awaken in him and keep alive in him a mental image of value received in the goods which were purchased ; by this means endeavoring to stimulate a desire to make further purchases and through this increased interest, to visualize for the debtor the benefit to him, selfish though it be, of a good, sound, credit rating. This frequently re- quires months and even years to accomplish, but the alert credit man will grasp every opportunity which comes to hand, to tactfully lead his debtors to become better credit risks. Only he who has patiently dealt with a customer, urging him slowly but surely along the lines of good credit, can know the gratification of the end being obtained, and of seeing the customer develop into a good account. Full value, not by any means, however, more than full value, is required to be given the debtor in his purchases. Other- wise the labors of the correspondent are for naught.
Those firms who maintain house organs will find them ably suited to the accomplishment of credit propaganda. Where house organs are not issued, pamphlets and book-
