Premier Furniture Co.

Case Solution

Thomas R. Piper
Harvard Business School ()

The credit analyst for a furniture manufacturer is faced with two clients who have exceeded their credit limits. Both have had poor financial performance and one of the clients has a heavily indebted balance sheet. Industry conditions are weak; the manufacturer appears to have excess capacity; and the credit analyst is caught between the conflicting demands of the sales manager and the credit manager. The case provides an opportunity for a relationship analysis.

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