The working, waiting and worrying continue as the wheels of the financial machines slowly turn. I now believe that a company should go after more money than it needs sooner than it thinks it needs it. And when it gets it, go after some more.

We had been hesitating sending out catalog sheets on our new models because of the resulting flood of orders that we expected would result. With a crimped cash flow, we would not be in a good position for speedy shipments. However, to demonstrate product demand, we needed to show a growing backlog and reorders from important accounts. It's one thing to predict sales but the banks and I feel a lot better about loan payments when the sales are already booked.

We did the mailing and the orders are starting to arrive. It will be a race to see if we can find operating capital before we get seriously behind in shipments.

I have found that both our vendors and customers are usually very understanding about late payments and late deliveries as long as you are up front with them and keep them informed of your progress. After all it is in their best interests to see you succeed.

On the product front, we are pleased with the reception of our new models. It is basically the same product, but with a completely new look that should appeal to more buyers. Also we are identifying ways to improve our present design while reducing the cost to build. Buying better machinery and getting into more efficient manufacturing space will improve our margins, but until we do, we still make every effort to improve our product and processes to help improve our bottom line.

The concept and market for our third model is known and should make for a more even yearly production schedule since the targeted market is less seasonal and I believe more recession proof. We will also be introducing a natural offshoot of our present product.

A final thought: One of an entrepreneur's greatest assets is the ability to live with uncertainty and chaos and to turn the experience into a positive force for his future and the future of his or her enterprise. I believe we are doing this.