Banking;

The rule with most bankers is that they are glad to lend you money when you don't need it, and reluctant when you do. That psychology can spell problems for companies, but at least one chief executive officer we know has used it to maintain a healthy line of credit for the past four years.

"My advice is, get approval for more than you need, then don't use it," says Jud Beamsley, president of Tek-Aid Industries Inc., based in Arlington Heights, Ill. He currently has a $3.5-million open line of credit, of which he has never used more than $2.5 million. Indeed, he generally spends less than 75% of any loan. "If you never take the last dollar, they're always asking you to borrow more."

Nor does Beamsley hold on to the money, as many companies do. Instead, he sharply reduces his loans once or twice a year, which -- he says -- makes his banker wonder if he's leaving. He also makes a point of leaving another lender's loan proposal and business card on his desk whenever his own banker comes to visit. It's a psychological game, he admits, but it works.

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