For any seller trying to gain the best price, the burden rests on them to package and market the product to its best advantage. Effective marketing depends on two key elements. One is to get the word to the right buyers, and the second is to make the portfolio look as attractive as possible. Portfolio marketing has evolved in concert with the market for delinquent receivables. As the buying and selling of charge-offs has become one of the accepted strategic methods of maximizing returns on delinquent portfolios, so has portfolio marketing gained a level of sophistication previously unknown.
Buyers appear in the market in many different ways.
Some appear to sellers in the form of unsolicited calls from agencies, attorneys or investment groups. Some well known credit grantors may have the problem of receiving calls that suggest the buyer will purchase the portfolio at any size, any age, etc., or will offer high prices, sight unseen. Still other credit grantors are never approached, and may not have any idea how to find potential buyers. The creditor needs a method to weed out the buyers who are not serious or not qualified, while reaching qualified buyers. That method is effective marketing.