[DougWebb]

CC companies have no idea what you can or cannot pay, nor do they care. What they care about is that you haven't made a payment in a while, despite letters and phone calls urging you to pay. After a fairly short time they want (and perhaps must) clear the debt off their books, so they sell it to a collection agency. They appear (based on the article) to sell at a fixed 5% rate rather than auctioning the debt to the highest bidder.

So, if the debtor can afford 5% but no more, the CC company achieves their goal of clearing the bad debt for the same price they would by selling to an agency.

Why not hold out for more? The debtor has already shown an unwillingness to pay under the current terms, and time has run out for holding the bad debt.

Why would the debtor be willing/able to pay 5% but not the current terms? For a CC, it's probably the interest rate and interest balance. In this situation the CC company is usually charging 19% - 25% interest and including accumulated unpaid interest in the balance. If the debtor makes a payment, the terms say that the payment is applied to interest first, so the debtor's principal is not reduced at all until ALL of the interest is paid. That can be lifetime indenture to the CC company. A 5% payoff is a renegotiation of the terms which will terminate the account and prevent any further interest charges. That's worth scraping together the money needed for the payoff.