At a recent national conference, a well-respected, conservative international credit expert predicted that within five years every company represented at the event would be selling internationally, including those who had not yet dipped their toe into the international arena. This is a good news/bad news story for most credit executives. More responsibility for the credit professional is a definite plus in a contracting job market. Unfortunately, however, not all credit professionals are adequately prepared to address either the regular or special issues involved when operating in a global economy.

A sound international credit and collections policy will allow a company to compete on a level playing field globally through the selective use of bartering, forfaiting, credit insurance and other techniques not typically used when extending credit domestically. A good understanding of different cultural business practices also helps. The book thoroughly investigates these and other topics of use to those selling internationally either for the first time or for the thousandth time in International Credit and Collections: A Guide to Extending Credit Worldwide.

D & H Credit Services Inc. is a consulting firm that provides cash flow enhancement services, bankruptcy preference defenses and negotiations to companies of all sizes including several Fortune 500 companies. It also provides educational programs to both companies and private associations. D & H, now located in Port Washington NY, was established in July 1994.

Mr. Schaeffer, a 30+-year veteran of the credit profession, is president of D & H Credit Services Inc. He is a popular speaker at both regional and national events. He is also the author of Financial Customer Service: A Guide to Making Smarter Business Decisions and Credit Risk Management: A Guide to Sound Business Decisions; a case study book both published by John Wiley & Sons Inc. Mr. Schaeffer is available for interviews and speaking engagements. He can be reached at (516) 883 6980 or by e-mail at halschaefferdandhcredit.com.