
3.
cash situation by offering more attractive terms for early payment, such as a sales
discount (for example, 2/10, n/60).
Since Gerard sells its appliances to large, established customers, the accounts
and notes receivable, which total $12 million, should provide adequate security to
raise the needed $10 million in cash. Gerard might also be able to improve its
billing operation are needed to handle the new credit customers. The small fee
the matching rule, each year Mitsubishi will need to estimate the amount of un-
lectible accounts that will arise from these credit sales and record it as an ad-
Chapter 7, C 1.
and payments because management felt that such terms would increase sales
September. Third, there is the cost of uncollectible accounts. In accordance with
Mitsubishi established the generous credit terms of 14 months without interest
dramatically. Customers could make large purchases without emptying their
pockets. There are three main costs to Mitsubishi. First, a credit department and
charged to the dealer will help cover that cost. Second, there is an implicit inter-
est cost associated with carrying the no-interest receivables until the following