20 Com. Lending Rev. 1 (2005)

handle is hein.journals/cmlrv20 and id is 1 raw text is: Commercial
Lending
Review
Setting the Sticker Price for Credit                                                     3
By Sherief Meleis and Peter C. Davis
Pricing according to risk metrics helps protect commercial lending profits. Pricing according to sensitivity
of customer demand helps maximize them.
The Relationship Between Supply-Chain Economies
and Large Retailers' Working Capital                                                     9
By Martin Gosman and Mark Kohlbeck
The increasing concentration of retail sales has led to working-capital efficiencies for many large retailers.
But significant differences exist in inventory and payable turnovers.
Sales Effectiveness and Management Systems:
A Practical Plan for Implementation Success                                            15
By Gene Mehr
To be effective, sales systems must focus on the most pragmatic of all criteria for defining success:
The system must help your sales team sell.
Signals from Sarbanes-Oxley
for Best Practices in Smaller Borrowers                                                 19
By C. William Thomas
Comparing nonpublic companies' practices to the corporate governance provisions of SOX can give
credit analysts valuable insights into these smaller borrowers' creditworthiness.
Credit Risk Management and Bank Size                                                    27
By William C. Handorf and Lili Zhu
An examination of quarterly loan-loss provisions, size of the allowance and charge-offs over the following
12 months finds that the largest and smallest banks are most adept at predicting expected losses.

COMMERCIAL LENDING REVIEW   1

JANUARY-FEBRUARY 2005

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