MINI CASE
Rich Jackson, a recent finance graduate, is planning to go into the wholesale building
supply business with his brother, Jim, who majored in building construction. The firm
would sell primarily to general contractors, and it would start operating next January.
Sales would be slow during the cold months, rise during the spring, and then fall off again
in the summer, when new construction in the area slows. Sales estimates for the first 6
months are as follows (in thousands of dollars):
Jan $100
Feb 200
Mar 300
Apr 300
May 200
Jun 100
The terms of sale are net 30, but because of special incentives, the brothers expect 30
percent of the customers (by dollar value) to pay on the 10th day following the sale, 50
percent to pay on the 40th day, and the remaining 20 percent to pay on the 70th day. No
bad debt losses are expected, because Jim, the building construction expert, knows which
contractors are having financial problems.
a. Discuss, in general, what it means for the brothers to set a credit and collections
policy.
Answer: When a firm sets its credit and collections policy it determines four things:
1. The credit period, which is the length of time buyers are given to pay for their
purchases
2. The discounts that are given for early payment.
These policies determine the level of sales and also the level of accounts receivable.
require the investment of funds, so a firm must take both the profits from additional