2017 Jul/Aug InterConnection by NACM Connect

The InterConnection VOLUME 5

ISSUE 4

JULY/AUGUST 2017

Another One Under our Belts – The 121st Credit Congress Wraps Up Grapevine Texas between June 11th and June 14th was awash with credit professionals, vendors and National and affiliate staff, all come together to learn, network and celebrate the credit profession. As usual, the event succeeded at all of these initiatives and more. Of the over 1,000 participants, nearly 250 (that’s 25%) were from NACM Connect. That’s something we can all be proud of. We have an incredibly strong and vibrant affiliate, and it was fun to get members from all over the Connect territory together. They took advantage of the many learning opportunities offered, visited with the vendors in the exhibit hall and even found time for a little fun at the various events sponsored by NACM Connect, Caine & Weiner, and many of our business partners. Congress also is a great time for the NACM affiliate staff to reconnect and share experiences. Sharing best practices with other affiliates always makes for a stronger and more relevant National Association. The idea of all the affiliates working toward the same end was heard loud and clear with the roll out of the new NACM National

and affiliate logos, giving a common feel to the entire organization. The new logo was received incredibly positively by the membership. NACM Connect members were again lauded at the awards ceremony at the general session on Monday morning. For the second year in a row, an NACM Connect member won the OD Glaus Credit Executive of Distinction award. The O.D. Glaus Credit Executive of Distinction seeks to acknowledge exemplary professionals within the field of credit. This year the award was bestowed upon Larry O’Brien, CCE, ICCE, Senior Director, Corporate Credit at Potash Corp. in Northbrook, Illinois. You may recognize Larry’s name as both the immediate past Chairman of the Board of NACM/Chicago-Midwest as well as the winner of the Mentor of the Year award in 2012. Larry’s involvement as a leader, a mentor and a strong supporter of NACM throughout his career contributed to his receiving this honor. Also receiving awards this year were Kevin Stinner, CCE, CCRA, Credit Manager at Crop Production Services and Theresa Lawler,

CBF, CCRA, The Chamberlain Group. Both won awards that were given out for the first time this year. Stinner was awarded the New Emerging Leader Award. This new award is in recognition of our emerging leaders that have the vision and insights to see the value of the Association and that have the desire to share their vision and insights. Candidates were required to write an essay about the critical role business credit plays in today’s business economy. Stinner will present his ideas at the 2018 Credit Congress. Lawler’s award was to recognize her achievement that led to her CCRA designation. Lawler’s contributions to NACM Connect, particularly in her work on the Scholarship Committee, stood out to the awards committee as someone who exemplifies the spirit of our membership. Her desire to improve her knowledge of the field through education combined with her support of the Association contributed to her being given this award. Please share our memories of the 121st Credit Congress by viewing the pictorial on page 13 of this newsletter. Keep in mind the next Credit Congress will be held in Phoenix, AZ June 10 – 13. Let’s break our 25% record! ■

Announcing Real-Time Videoconference Education It’s here! Beginning with the fall semester of the NACM Connect Institute of Credit, we will be offering two classes to all NACM Connect members via videoconferencing. Any member that is not within driving distance of a location where classes are being offered can now get the education needed to obtain the NACM Designations. Three classes are necessary to sit for the CBA exam, Business Credit Principles, Basic Financial Accounting, and Financial Statement Analysis. Both Business Credit Principles and Financial Statement Analysis will be offered this fall. The cost is the same as for in-person education, but you must have compatible technology in order to take advantage of these classes. Also, you are never going to get a better educational experience than sitting in a classroom in a live situation, so if you are close enough to get to a location for any of these classes,

Margaret will be in touch with all candidates to run through the technology requirements. We are excited to be offering this education alternative to our members. Another demonstration of the power of NACM Connect! Class Schedule - Fall Semester 2017 Business Credit Principles Monday evenings, Aug 21 - Oct 30 (No classes on Labor Day.) please always make that your first option.

Financial Statement Analysis Thursday evenings, Aug 24 - Oct 26

In order to register for the videoconferencing classes, visit the NACM Connect website at http://www.nacmmidwest. org/chicago/home.htm and click on the videoconferencing registration link, or contact Margaret Krafft at 847.483.6420.

PLEASE NOTE: Only two missed classes per semester are allowed. If you miss three or more class sessions you will automatically be given an Incomplete for the course. ■

2017-2018

Board of Directors Chairperson John Fahey, CCE Edward Don & Company Vice Chairperson Kurt Albright Uline, Inc. Treasurer Erica White, CCE Ferguson Enterprises Directors—Terms Ending 2018 Ed Cohen, MBA OMRON Automation Americas Larry Grogan, CCE BP Products North America Larry Lipschutz, CCE, CICP French Gerleman Patrick Nelson, MBA ACCO Michele Pancotto, CCE, CICP Wheels Clipper Directors—Terms Ending 2019 Mike Hill, CCE Mitek USA, Inc. David Sperduto, CCE VP Supply Corp. Rich Weiss, CBA Jaeckle Distributors Dave Zahller, CCE Tubular Steel Directors—Terms Ending 2020 Christine Culbreth ArcelorMittal International America Ed Stauber Wolters Kluwer Kevin Stinner, CCE, CCRA Crop Production Services Les Witrzek, CCE, CICP Kuriyama of America, Inc. President Phillip J. Lattanzio, CCE NACM/Chicago-Midwest Secretary Kerry Jensen, CPA NACM/Chicago-Midwest Councilor Lawrence O'Brien, CCE, ICCE Potash Corporation

Editorial Staff

Editor Susan Rooney Senior Marketing Administrator Associate Editors Lillian Novak, CGA V.P. of Education and Marketing Margaret Krafft Marketing Coordinator

In This Issue Features

Upcoming Events

Another one under our Belts - Credit Congress Wraps Up

Announcing Real-time Videoconferencing Education

2017 Institute of Credit Class Schedules

Missouri Credit Conference - Registration Open!

Newly Credit Report Solutions Webpages

Ohio - Cleveland Legal Seminar

Ohio - Roundtable Discussion

GLR - Credit 101, 102 & 103 Classes

Indiana - Payment Processing Seminar

Indiana - Updates in Credit Law

Indiana - Roundtable Discussion

Emerging Leaders Group Update

Michigan - Roundtable Discussion

Company Changes Require Strong Relationships

Wisconsin - Roundtable Discussion

Wisconsin - Yacht Cruise

IL Credit Conference - Registration Open!

Missouri - Roundtable Discussion

NJ Construction Subcontractors: Look Before You Lien

Missouri - Cardinals vs. Padres

New York - Roundtable Discussion

IIllinois - Lake Michigan Cruise Event

Illinois - Institute of Credit Classes

Illinois Constrction Stuff and Stuff

Credit Congress Photo Gallery

Win-Win Terms of Sale Negotiations

Annual Meeting Photo Galleries

Webinar - Negotiating the "Perfect" Credit Enhancement

New Members & Representatives

Credit Designation Checklist

Webinar - The NACM Certification Process from Start to Finish 2017-2018 Advisory Board Members

The Road Less Travelled

Wisconsin Annual Meeting Photo Gallery

Credit Career Corner

Group Meeting Calendar

Event Calendar

Ohio - Reds vs. Cubs Event

Ohio - Indians vs. Yankees Event

Ohio - Columbus Legal Seminar

NACM Connect Mission Statement

To provide a forum to its members within the credit profession for education, networking and business resources.

Vision Statement

Striving to have the most comprehensive and leading NACM affiliate serving the commercial credit profession by consistently exceeding the members’ expectations.

We Want Your opinion

naCM SurveYS

Earn .1 Roadmap Points Watch for each new survey question at www.nacm.org/nacm-monthly-survey.

Value Statement

We are committed to the highest ethical standards and recognize that our Association must take a leadership role in our profession. Through our integrity and dedication we will earn the respect of our members as we know that our success as an Association depends on their trust in us. By creating strong relationships we will attain the loyalty of our members and alliance partners. We continuously seek to build an environment for learning to enhance the knowledge and expertise of our members.

The InterConnection newsletter is published bimonthly by NACM Connect, a not-for-profit Association affiliated with the National Association of Credit Management. For membership information, visit our website at www.nacmconnect.org, call 800.935.NACM or fax us at 847.253.6685. NACM Connect Headquarters is located at 3005 Tollview Drive, Rolling Meadows, IL 60008.

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JULY/AUGUST 2017

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Education Digest

Institue of Credit (IOC) 2017 Summer/Fall Schedule - Register Now Start the process of earning your professional designation and register today for the NACM Connect Institute of Credit (IOC) Quarter foe Summer/Fall of 2017. If you would like

more information, please contact the NACM Connect Education Department at 800.935.6226 or email Lillian Novak at lillian.novak@nacmconnect.org.

CBA (Credit Business Associate) Course Schedule

Each of these courses fulfills one of the CBA certification requirements. **Class available via Videoconference.

**Business Credit Principles **Financial Statement Analysis I

Mondays, 8/21 - 10/30

Rolling Meadows, IL

Thursdays, 8/24 - 10/26

Rolling Meadows, IL

Basic Financial Accounting

Mondays, 9/11 - 11/13

Basic Financial Accounting

Wed., 9/13 - 11/15

Dearborn, MI

Financial Statement Analysis I

Wed., 9/13 - 11/15

Cincinnati, OH

Mondays, 10/2 - 12/18

Indianapolis, IN

Business Credit Principles

Toledo, OH

NACM Connect presents...

Institue of Credit (IOC) CBA and CBF class times are usually in the evenings. Please refer to the specific class registration form in this issue for more details on instructors, locations, fees and times.

Exam Review Classes Exam Review Class Schedule (Exam Dates are Below) All Exam Reviews can be done via Teleconference.

Review Class

Review Date

CBA

Tuesday, October 10

CBF

Tuesday, October 3

CCE

Wednesday, October 4

St. Louis, MO September 12-13

Exam Dates and Paperwork Deadlines Application and Paperwork Deadlines Monday, September 11, 2017

Chicago, IL October 18-19 Indianapolis, IN November 15-16

Exam Dates Monday, November 6, 2017

Friday, January 26, 2018

Monday, March 5, 2018

Friday, April 20, 2018

Sunday, June 10, 2018

Save the Dates

Web Seminar Schedule NACM Connect is now offering web seminars as part of our education and training initiative.

Webinar Topic

Date

Page

Negotiating the â&#x20AC;&#x153;Perfectâ&#x20AC;? Credit Enhancement

Jul 26

Take Your Career to the Next Level: The NACM Certification Process From Start to Finish

Aug 9

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JULY/AUGUST 2017 PAGE 3

missouri Event

2017 NACM CONNECT credit conference

—·— St. Louis, Mo September 12-13 Central Region Conference T u e s day - S e p t e m b e r 1 2 7:30 – 8:00 a.m. 8:00 – 8:15 a.m. 8:15 – 9:15 a.m.

—·—

Registration and Breakfast Welcome Remarks - NACM Connect President, Phil Lattanzio, CCE ILLUSTRATED TIMELINE OF ST. LOUIS - Opening Keynote Speaker: CAROL SHEPLEY Using Automation in Credit and Collections Panel Discussion

Minority Contractors Jerry Bailey, NCS

The Cost to Serve a Customer Staci Cima, CCE, Crescent Parts & Equipment; Nick Deccio, Crescent Parts & Equipment

Building Relationships Mike Bowman, CGA, NACM Connect

1:30 – 2:45 p.m.

What’s New with the National Trade Credit Report Phil Lattanzio, CCE, NACM Connect

Electronic Transactions, Where The Click Is Mightier than the Pen Bruce Nathan, Lowenstein Sandler; Andrew Behlmann, Lowenstein Sandler

3:15 – 4:30 p.m.

NACM National Update Robin Schauseil, President, NACM; Chris Ring, NACM

Live to Work, Work to Live Kevin Stinner, CCE, Crop Production Services

9:45 – 11:00 a.m. 11:30 a.m. – 12:30 p.m.

4:30 – 5:30 p.m.

Reception and Networking Event - Hosted by the Exhibitors

W e dn e s day - S e p t e m b e r 1 3 8:00 – 8:30 a.m.

Registration and Breakfast

8:30 – 9:45 a.m.

Recognizing a Fraudulent Transfer or a Breach of Fiduciary Duty and Recovering Your Money Bradford Sandler & Jason Pomerantz, Pachulski Stang Ziehl & Jones

Intermediate Financial Statement Analysis Curtis Litchfield, CCE, Land O Lakes

Toot Your Own Horn - Elevating the Credit Department Phil Lattanzio, CCE, NACM Connect

Cash Flow Analysis Curtis Litchfield, CCE, Land O Lakes

1:00 – 2:15 p.m.

Best Credit Practices for Expanding Export Markets Lisa Tanner, Nidec Motor Corporation

Building a Credit Department Procedures Manual Staci Cima, CCE, Crescent Parts & Equipment; Deb Harper, CCE, Truck Centers; Chuck Levy, CCE, Fabick Cat

2:15 – 3:30 p.m.

GPS SIGNAL LOST: NAVIGATING YOUR DREAMS - Closing Keynote Speaker: MICH HANCOCK

10:15 – 11:30 a.m.

3:30 – 4:30 p.m.

Networking Hour - Open Bar & Silent Auction Wrap-up

Conference registration and details at www.nacmconnect.org THE INTERCONNECTION

JULY/AUGUST 2017

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news

Newly Updated Credit Report Solutions Web Pages By: Craig Smith, NACM Connect Credit Solutions Manager

The Illinois, Great Lakes and Upstate New York web pages were recently revised and full of information on the many credit services and programs available through NACM Connect. • Learn more about Dun & Bradstreet, Experian, Equifax, Skyminder (international), NACM National Trade Credit Report and many other credit reporting agencies. • See sample credit reports from the various credit agencies. • Review video presentations on the NACM Portfolio Risk Analysis tool and the NACM National Trade Credit Report. • View a number of different international credit report options. You can find the updated web pages by clicking on the tab called “Credit Report Solutions” on the Illinois, Great Lakes and Upstate New York region websites. For more information or if you have any questions, call or email Craig Smith at 847-483-6484 (craig.smith@nacmconnect.org). ■

How to Know If You're Using the Right Credit Card and Electronic Payment Processing Technology Michael Williams, Vice President of NACM Relations with United TranzActions, recently unveiled the official NACM AUTOMATED CREDIT CARD SURCHARGE SOLUTION at the Opening Session of the 121st NACM Credit Congress. Michael is available to advise members on the latest in credit card and electronic payment processing technology. We invite you to take advantage of Michael's 21 years in the industry and allow him to help your company assess its current solutions and suggest ways to improve the process. If you would like to schedule time with Michael and learn about both the NACM Automated Credit Card Surcharge Solution as well as United TranzActions own Credit Card Alternative, contact him directly at mwilliams@unitedtranzactions.com or at 305-606-6703. ■

Emerging Leaders Group Update Our emerging leaders group continues to flourish and grow, as the Association plans additional events for this special group of members to get together. On June 8th the group organized and held a rooftop Bags Tournament in suburban Chicago. The event was well attended and everyone got into the competitive spirit while building new relationships and friends. Here are a few pictures from that evening. Our next event will be held in Vernon Hills, IL on September 8th. If you are 35 or under, serious about enriching your career contacts, and want to get involved, look for details coming out soon. ■

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JULY/AUGUST 2017 PAGE 5

news

Company Changes Require Strong Relationships BY: Adam Fusco, Associate Editor Business relationships are important in any department, but perhaps more so for credit professionals, who come into contact with just about every other team in a company. Those relationships may become stressed when changes occur in a company, such as when a merger and acquisition (M&A) or joint venture (JV) is pursued. It is up to the credit professional to determine if his or her business relationships, and even career, will become strained … or strengthened. Mergers, acquisitions and joint ventures present a new set of challenges for the credit professional. The lead organization will likely be assigned the credit and collections responsibilities of the new partner company. This will require the credit team to employ its best negotiating skills, as well as patience and persistence. The team must not impose but convince, demonstrate and educate others that its practices are effective and deliver results, according to Lucas Gomez, CCE, in his book Credit: Beyond the Numbers. “It is not unusual in M&As and JVs to encounter sales/marketing groups that want to manage literally every phase of the credit and collection process, and are extremely protective and afraid of a credit professional taking the lead in managing an account, much less visiting an account,” Gomez said. Such groups, Gomez added, believe that credit has a function of preventing sales and cannot be trusted. A single meeting is not enough for credit professionals to form a strong partnership with a sales and marketing group from an acquired company. With help from the heritage sales and marketing personnel and upper management, existing and proven credit practices can be facilitated. The new sales and marketing personnel will come to acknowledge the benefits

of a well-managed credit group when excellent results are achieved over time–but it will take time. Trust and better relationships will result, Gomez said.

she was informed that her position would be retained and, rather than being eliminated, her group would become the basis for the credit and collection department for the new company.

Robert Karau, CICP, manager of client financial services at Robins Kaplan LLP, has worked with credit professionals who have become displaced after

“She told me that if she had not been involved, aggressive and educated in new trends and technologies, she probably would be out looking for a

“Business relationships are important in any department, but perhaps more so for credit professionals...” many years of exceptional performance due to mergers, outsourcing or the reorganization of a business model.

new job instead of becoming one of the new leaders within the newly structured business,” Karau said.

“In most of these scenarios, the credit department is not always given adequate advance notice of these changes,” Karau said in a recent interview with NACM. He worked with one credit professional whose company was part of a large merger. She had been told that most credit and collection positions in her company would be eliminated. Karau persuaded her to take some ownership and control over the upcoming events at her company.

Changes in company structure or policy require that credit professionals become aware of the relationships they have and bring their skills to the forefront. “Change in business technologies and processes is increasing at a very rapid and accelerated pace,” Karau said. “The amount of knowledge that we possess is growing and we must be able to harness and manage that knowledge.” ■

“She asked her management if there was an advisory group or committee that was involved in analyzing and implementing upcoming changes and admitted that even if she would not be part of the company’s future plans, she still would like to be a member of that group,” Karau said. Because of knowledge she had obtained through NACM and networking with her peers, she became a member of the advising group. Once the acquisition occurred,

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JULY/AUGUST 2017

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Illinois Event

2017 NACM CONNECT credit conference

—·— rolling meadows, il october 18-19 Midwes t Conference

W e dn e s day - o c t o b e r 1 8 8:00 – 8:15 a.m. 8:15 – 9:15 a.m.

Welcome Remarks - NACM Connect President, Phil Lattanzio, CCE THE LAST EASY DAY WAS YESTERDAY - Opening Keynote Speaker: Commander David Sears (ret) Navy SEAL Communicating with Five Generations at Work Mary Erlain, Business Coach

Recognizing a Fraudulent Transfer or a Breach of Fiduciary Duty and Recovering Your Money Bradford Sandler and Jason Pomerantz, Pachulski Stang Ziehl & Jones

Financial Statement Analysis Part I Larry Grogan, CCE, BP Products North America

What’s New with the National Trade Credit Report Gina Calabresee Sylvester , NACM Tampa; Phil Lattanzio, CCE, NACM Connect

NACM National Update Robin Schauseil, President, NACM; Chris Ring, NACM

Financial Statement Analysis Part II Larry Grogan, CCE, BP Products North America

1:30 – 2:45 p.m.

Preferences Tom Fawkes and Brian Jackiw, Goldstein & McClintock LLLP

The Credit Card Surcharge Rules and Fee Reductions Matt Flugge, Vantiv; Brad Boe, Director of Credit, Performance Food Group

Cash Flow Analysis John Jaeger, CCE

3:15 – 4:30 p.m.

Chapter 15 Bruce Nathan and Phil Gross, Lowenstein Sandler

Internal Controls for Unclaimed Property Joe Carr, BDO

Case Study John Jaeger, CCE

9:45 – 11:00 a.m.

11:30 a.m. – 12:30 p.m.

t h u r s day - o c t o b e r 1 9 8:30 – 9:45 a.m.

Electronic Bruce Nathan and Andrew Behlmann, Lowenstein Sandler

Technology and the Credit Department Ed Stauber, Director of Credit, Wolters Kluwer

Nine Behaviors of Leading with Courage Lee Eisenstaedt, MBA, Leading With Courage℠ Academy

10:15 – 11:30 a.m.

Credit Department Metrics Jay Snyder, CCE, ICCE, Vice President Credit – The Americas, Tech Data Corporation

Excel Tom Lesiowski, Fellowes Inc.

A Guide to Proactive Collections Rich Bellis

1:00 – 2:15 p.m.

Country Risk Curt Rothlisberger, CCE. ICCE, Ardagh Beverage Can Co; Tom Lesiowski, Fellowes Inc.

Supply Chain Finance Speaker TBD

Credit Reporting for Users by Users Panel Discussion

2:15 – 3:30 p.m.

ECONOMIC UPDATE - BILL STRAUSS, Senior Economist, Federal Reserve Bank of Chicago

3:30 – 4:30 p.m.

Networking Hour - Open Bar & Silent Auction Wrap-up

Conference registration and details at www.nacmconnect.org To opt out of further faxes contact susan.rooney@nacmconnect.org THE INTERCONNECTION

JULY/AUGUST 2017 PAGE 7

NACM Southwest Collections

Credit 101, 102, 103 Series Upcoming NACM Midwest 2017 Class Dates Credit 101 • October 4

Credit 102

Credit 103

• July 12

• August 9

• November 8

• December 6

Registration Information Class Time 9 a.m. – 4 p.m. Location

NACM Midwest 3005 Tollview Drive, Rolling Meadows, IL 60008 $230 per class Members

$460 per class Non-Members

Visit www.nacmmidwest.org for more information and registration.

NACM Southwest Collections Quarterly Giveaway Winner Congratulations to the April-MayJune winner of the NACM Southwest Collections and NACM Connect Quarterly Giveaways. The winner

for the Great Lakes Region is listed below. The next giveaway is a $150 Coach gift card. Each claim you place with NACM Southwest Collections

during this quarter will be eligible for one entry into the drawing. Please support this important partner!■

April-May-June Winner

$150 Cheesecake Factory Gift Card

Great Lakes Region Rick Foltz, EMSCO

July-August-September Giveaway

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JULY/AUGUST 2017

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news

New Jersey Construction Sub-Contractors: Look Before You Lien! By: Paul Kizel, Esq. and Nicole Fulfree, Esq. Third Circuit Holds Filing Construction Liens Against Non-Debtor Real Estate Violates Automatic Stay The Third Circuit’s March 30, 2017 decision in Linear Electric significantly increases risk for New Jersey construction sub-contractors seeking to collect on claims for materials sold or services provided to construction contractors that file bankruptcy prior to paying for those materials or services. Generally, under New Jersey’s construction lien law, when a supplier sells materials on credit to a contractor who then incorporates those materials into property located in New Jersey that is owned by a third party, the supplier can file a lien which “attaches” to the owner’s property for the amount the contractor owes the supplier for those materials. The supplier can then directly recover from the property owner on its claim for unpaid supplies — but only in an amount equal to the account receivable owed to the contractor by the owner. In other words, the supplier can collect the debt the owner owes to the contractor to satisfy its own account with the contractor. Given this statutory framework, suppliers selling materials on credit outside the bankruptcy context have a significant added source of recovery knowing their accounts are secured by construction liens on the property of the owner (who does not want its property subject to liens). Under bankruptcy law, when a contractor files bankruptcy, there arises an automatic stay which protects the contractor/debtor from any actions by creditors to collect a debt, including the creation or enforcement of liens “against” property of the debtor. Prior to the Third Circuit’s decision in Linear Electric, it was not clear whether the filing of a construction lien under

New Jersey’s construction lien law after a contractor filed for bankruptcy constituted a violation of the automatic stay. Since the construction lien “attaches” to the property of the owner – not the property of the contractor – there is a reasonable argument that the filing of the lien would not violate the automatic stay, because such property is not property of the contractor’s estate. In Linear Electric, however, the Third Circuit, affirming decisions of the Bankruptcy Court and the United States District Court, held just the opposite. The Third Circuit held that the act of perfecting a construction lien after a contractor’s bankruptcy filing violated the automatic stay. The court emphasized that although the liens “attached” to the real property of a non-debtor owner, the recovery by the supplier on account of the construction lien is, as a practical matter, from the accounts receivable owed to the contractor by the owner. The court concluded, therefore, that the lien was “against” property of the contractor (the accounts receivable) and the act of filing the lien violated the automatic stay and was void. In short, the court determined that although a construction lien under New Jersey law attaches to the property of the owner, it is also “against” property of the contractor within the meaning of the Bankruptcy Code. The Third Circuit’s decision restricts the ability of suppliers who provide goods or services to projects in New Jersey to secure their accounts with construction liens after their contractor has filed bankruptcy. On the flip side, it provides contractors who file bankruptcy with the ability to collect accounts receivable owed by the project owner (to the extent the owner does not otherwise have valid defenses) and improves the prospects that the contractor can reorganize its financial affairs. While

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suppliers could formerly seek solace in the exact argument advanced by the suppliers in Linear Electric, the Third Circuit’s decision confirms that the concept of property of the bankruptcy estate is, indeed, a far-reaching one, providing the utmost protection to the debtor’s estate. In light of this decision, suppliers to construction contractors in New Jersey should consider taking the following steps to reduce their risk: (i) reduce accounts receivable turnover ratio by adopting more conservative policies on credit extension; (ii) closely monitor the creditworthiness of contractors to avoid unexpected bankruptcy issues and particularly, so that a construction lien can be obtained and perfected prior to bankruptcy; and (iii) if choosing to deal with a contractor whose financial situation is questionable, request adequate assurance of payment for the services or materials provided. ■ Please contact the Lowenstein Sandler attorneys listed on this alert for further information on the matters discussed herein. Paul Kizel 973.597.2478 pkizel@lowenstein.com Nicole Fulfree 973.597.2502 nfulfree@lowenstein.com

JULY/AUGUST 2017 PAGE 9

nacm connect

Construction Services Group

Securing Your Tomorrow ®

Focus on what you do best and leave the rest to us. Our experience and expertise minimize your risk and make the mechanic’s lien process hassle free. “How can I reduce my risk when supplying to a project?” You must look beyond your customer’s credit and seek additional security through the mechanic’s lien process.

PRELIMINARY NOTICE SERVICES NOTICE

We can help you understand each state's lien laws and serve preliminary notices, establishing your right to later file a mechanic's lien.

MECHANIC’S LIEN FILING AND TRACKING Any time a service is requested and completed through NCS, we will automatically provide you with free project tracking, so you never miss a deadline.

MECHANIC’S LIEN RECEIVABLES PROGRAM Our Mechanic's Lien and Bond Claim Receivables Program, available on an as-needed basis, simplifies the process to help you collect your accounts receivable.

CORPORATE & BANKRUPTCY MONITORING We offer monitoring options that will alert you of changes to a registered entity’s name or status, or if the entity files for bankruptcy protection.

NCS carries the burden of the mechanic’s lien / bond claim complexities, so you don’t have to. For more information: Call 800-826-5256 or email SecureYourTomorrow@ncscredit.com THE INTERCONNECTION

JULY/AUGUST 2017

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News

Illinois Construction Stuff and Stuff By Norm Cowie, CCE

I lost one of my credit manager weapons. You know, one of those magic bullets you use to convince someone that maybe it’s not okay to not pay you. And no, I don’t mean one of those big, burly guys who know how to turn someone’s kneecaps into mashed potatoes. I’m big into personal guaranties, probably because most of our customers are contractors, and many of them don’t have huge lines of credit, and rely on their own abilities to quote, perform and collect on jobs. So that means I’m relying on their abilities as well, which can be a bit of a high wire act. So it’s important that we obtain this very valuable additional security, because there are some people out there who maybe don’t think paying a supplier is as important as buying that nice little vacation home in Florida. Most people know the value of a guaranty when it comes to filing suit on both a corporation and the guarantor, but not everybody knew that the guaranty could help you avoid placing the account legal. Or if they knew it, they didn’t know how to go about doing it. Before I started my career at Westinghouse Electric Supply back in 19… (um, let’s say it was a long time ago) I was in personal finance, where all of our customers were individuals. So I knew the ins and outs of personal finance, pulling personal credit reports, selling loans to people and having to collect them if we weren’t paid. I took this same knowledge into Wesco where I learned that they would obtain guaranties, but didn’t do anything to make sure the guarantor had good credit history. That made no sense to me. Why take a guaranty if the guarantor has judgments, foreclosures, tax liens? And it costs under ten bucks to pull a personal credit report… so why would anyone not? (Warning: Commercial Break - One Credit Source does this for NACM Connect, so check them out!)

You just have to make sure your guaranty, record retention and policies are compliant with all of the regulatory requirements of FACTA, PCI Compliance, Federal Fair Credit Reporting Act and the National Don’t Let Somebody Steal Your Identity Statues. (Another Commercial Break: One Credit Source can help you there, too) Anyway, back to my point. So when I went to Wesco, I convinced the higher ups of the value of pulling personal credit reports, and they gave me the go-ahead to make it happen. Of the three major bureaus, TransUnion is the big one in Illinois, and I found out that they had a system where I could report past-due customers directly to them. The way it worked was if someone wasn’t paying me, I would send a form directly to TU. They, in turn, would send a letter … at no cost to me! .. to the customer in their envelope under their letterhead telling the deadbeat, er, customer that a creditor (me) was reporting a past-due indebtedness, and that they (the customer) had 45 days to pay the bill or it would be put into their personal credit report. This was awesome! It worked tremendously, and most of the time we’d receive payment in the free-demand period. Of course, some miscreants would ignore it, but it would go on their credit report. If they still didn’t pay I usually sent the account legal, and our judgment would go onto their credit report anyway. But sometimes I didn’t get a judgment because I couldn’t serve them, or I didn’t file suit because the claim was too small. But I can’t tell you how many times I got a call three years, five years later, where some deadbeat I wrote off called me out of the blue because our derogatory information was on his personal credit report. So it was pretty derned effective. And now it’s gone. Mostly. It went away gradually. First, TransUnion farmed it out to a third party collection agency who would still do the ‘letter series’ which still

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effectively did the same thing, but now the letter to the customer would come from the collection agency. It’s still effective, but I always liked the shock value of TransUnion being the agency. So this worked for about ten years, until that agency decided that they would only do it if they did the collections, which I didn’t want to do. It’s the demise of a very effective collection weapon. I haven’t given up the idea entirely, but for now, I’ll have to do without. Maybe that big, burly guy with the kneecap fetish … (*Almost all of my previous articles are available in my new book, THE ILLINOIS MECHANICS LIEN STATUTES … AND OTHER CONSTRUCTION STUFF available at NACM Connect!) Norm www.normcowie.com ■

Norman Cowie, CCE is Director of Credit for Paramont-EO, Inc. Besides his regular column for InterConnection, he has written articles appearing in the Chicago Tribune, Cynic Magazine, Business Credit and the Herald News. His current book titled, "The Illinois Mechanics Lien Statutes … and other construction stuff" is available for sale through NACM Connect. He also has ten published humor/fantasy novels, some through traditional publishers Echelon Press, Quake Books and Draumr Publishing, although more recently he has transitioned over to Indie publishing. Norm can be reached at norm.cowie@ paramont-eo.com, or feel free to visit him at w w w. n o r m c o w i e . c o m w h i c h f e a t u r e s p a s t NACM Connect articles.

JULY/AUGUST 2017 PAGE 11

nACM Connect

R E G N O L O N S I E R E TH

! E S U C X E N A

CONNECT Institute of Credit

Business Credit Principles

August 21 – October 30 (Monday evenings)

NACM Certification classes are now being offered to NACM Connect members through videoconferencing. If you have the right technology available, you can now earn your certification from the comfort of your office or home live from the NACM Connect main classroom in Rolling Meadows, IL.

(no class on Labor Day, September 4)

Financial Statement Analysis I August 24 – October 26 (Thursday evenings) All classes begin promptly at 5:30 p.m. CST

While videoconferencing is available to all members, please keep in mind that the best educational experience is live, in classroom. Students are highly encouraged to attend live classes if available in your area.

To learn more, please contact Margaret Krafft at 847.483.6420 or Margaret.krafft@nacmconnect.org

3005 Tollview Drive THE INTERCONNECTION

│

Rolling Meadows, IL 60008 JULY/AUGUST 2017

PAGE 12

News

NACM 121st Credit Congress & Expo Photo Gallery Continued from page 1

June 11-14

THE INTERCONNECTION

JULY/AUGUST 2017 PAGE 13

NACM Connect

CLOUD-BASED AR AUTOMATION SOFTWARE

ACCOUNTS RECEIVABLE ISN’T SUPPOSED TO BE THIS EASY.

Esker’s Accounts Receivable and Collections Management solutions enable today’s businesses to do something that’s a long time coming — bring billing and collections into the 21st century. Esker users can:

DELIVER INVOICES on-demand according to customer preferences.

Provide customers with access to a SELF-SERVICE WEB PORTAL.

ACCELERATE PAYMENTS via post-sale collection management tools.

Access critical AR METRICS, REPORTS AND SCORECARDS.

Learn more at www.esker.com or join the conversation at blog.esker.com.

THE INTERCONNECTION

JULY/AUGUST 2017

PAGE 14

news

Win-Win Terms of Sale Negotiations: A new way of thinking about terms beyond your normal terms By: Larry Grogan, CCE This article is meant to be a quick read of brainstorm ideas, hopefully some may be new to you or encourage you to think outside the box on this subject. Note: there are some situations where Creditors have little to no leverage when it comes to avoiding longer terms of sale. This article addresses situations where you do have opportunities to negotiate in the spirt of achieving a win-win agreement. How to see Customer requests for terms of sale beyond ‘normal terms’. It can be likened to fishing with a net. The fisherman casts a wide net and hopes to catch as many fish as possible. When a Customer sends the form letter requesting longer terms, they know many Creditors will concede terms (‘in the net’) and a small numbers of others will negotiate or decline (‘escaped the net’). So it’s worth their while to go fishing! Strive to be the ‘one that got away’. Always assume a Customer keeps 2 lists: one of Creditors who have agreed to longer terms and the other is an ‘exception list’ for those who have not or will not give up their normal terms of sale. Aim to find a place on the ‘exception list’. The key is to always assume exceptions are made…because they are. A Customer’s ineffective credit & collection policies or poor execution of same lead to working capital shortfalls that need to be covered by borrowing or by asking creditors to become co-dependent with them. While you may not know why a company is asking for longer to pay, this is likely the root cause in many situations. If a Customer does not have a strategy to effectively deal with incoming requests for longer terms, they may end up agreeing to them and in turn ask their Creditors for more time to pay in order to have sufficient cash flow to pay at those terms. Although you may hear a Customer suggest they will find another supplier if you refuse to grant longer terms, sometimes you need to call their bluff.

Take into account the quality of your product, the timeliness of your delivery, the value added by your company’s sales team and Customer service support. Consider their cost of switching to another supplier which includes another credit check, vendor set-up and uncertainty around quality, delivery etc. And they don’t know if the supplier replacing you is going to be any more open to longer terms than you were. Related to the item above, you can review the trade lines in their Experian, D&B or other credit reports closely to see what terms of sale other Creditors are reporting. How might terms of sales beyond normal terms impact your company? •

They may cheapen the quality image of your product or service, since longer terms are, in effect, a price cut

•

They reduce your working capital and with interest rates heading up, increase your borrowing costs. This results in lower profits.

•

Agreeing to an expansion of payment terms today will not necessarily prevent further abuse of terms in the future in the form of slow-pay or additional term expansion requests.

•

Longer terms soon become the new normal and may be followed by a request for another 30 days.

•

The longer an invoice sits on the aging as ‘current’, the later you will learn they have stopped paying

Prevention is your first line of defense Ensure your Credit Application clearly states your standard terms and requires an authorized signature. If the application is returned unsigned, send it back. If the payment terms noted there have been altered, deal with it immediately. This is when you want to find a place on your Customer’s ‘term exception list’ – at the

THE INTERCONNECTION

very beginning of the relationship: “We can’t open your account until you agree to the terms on our application”. Make sure credit application notes that if you deem the account has become less than creditworthy, you can revoke open account terms. If the longer terms already exist, keep careful track of who has them, when they were given, why and level of compliance. Let the Customer know their payment habits are being closely monitored. Goal is to prevent any further erosion. Achieving a Win-Win agreement by the use of ‘conditions’ We work in the accounting arena where the accounting equation must always be in balance: Assets = Liabilities + Owners Equity. Terms of Sale is another arena we work in. It too should balance: if something changes on the Creditor side of the equation, something must also change on the Customer side of the equation. When this balance is achieved, it’s a WinWin. However, the outcome is often a Lose-Win. It doesn’t have to be that way. One way to ensure a Win-Win is to decide in advance what conditions must be met before you will agree to any terms of sale beyond your normal terms. After you have shown a willingness to give up something, but before you agree to anything, you are in a position to present your needs in the form of conditions you expect to be met. If the Customer won’t agree to your conditions, you have a basis for telling them ‘Sorry. You are asking my company to go the extra mile for yours. I need you to do the same for us”. This will give them a second chance to consider your condition(s). Here are several examples of conditions. Some are practical, others perhaps not. The intent is to begin to JULY/AUGUST 2017 PAGE 15

News

Win-Win Terms of Sale Negotiations: A new way of thinking about terms beyond your normal terms (cont'd) see there are ways to achieve balanced, win-win agreements, especially when you have decided to allow longer terms: •

If Customer pays by check now, require payment by ACH or direct debit

•

Longer terms increase exposure and risk. Require quarterly and/or annual financial statements as a way of assessing and monitoring the risk.

•

Require additional or updated trade or bank reference data to contact before approving any new terms.

•

Put the new terms on a temporary footing or trial basis for 6 months and require payment on or before the due date. If Customer does not pass the trial, you have a basis for going back to normal terms based on an agreed upon consequence.

•

Review terms compliance annually or when you do an updated credit assessment. Banks do something similar with lines of credit – they don’t renew them automatically. They pause to assess the relationship. Put Customer on ‘terms probation’ if they demonstrate a lack of ‘payment respect’. Remind Customer they have a Credit Limit and it does not necessarily increase in proportion to their new terms. In some cases this means they may need to pay some invoices early to stay within their limit to keep orders flowing. Let Customer know that if your collection costs go up one penny as result of allowing longer terms, the terms will move back to standard terms or shorter. Allowing more time to pay isn’t free. You should end up making fewer collection calls and experience more timely payment, the longer your Customer has to pay. If not, you lose

twice: the time value of your money and increased collection costs. •

•

“We generally do not allow an extension of terms for a new Customer during their first year with us…we need to see how your company pays on our normal credit terms first” (to prevent new Customers who accept your terms on credit application from later seeking to change them a few months later). “We generally will not allow terms that are more than 30 days beyond our normal terms” (to ward off those Net 60, 90 or 120 day requests) “Please be aware, if you have terms beyond our normal terms of sale, we will not ship on a promise of payment. The cash has to be in our account by or on the due date and no later. Here are our wire instructions in the event you need them”.

Negotiation Strategies Just say no. Reply in kind to Customer form letter request for longer terms: “Due to circumstances in our business, we are unable to grant your request at this time”. Stand firm and see what happens next. Have the mind-set: ‘If we are giving something up, we must to get something back’. Win-win is the goal or the discussion is over. And be prepared with a list of what is important to you: more business, less deductions, electronic payment, financial data etc. Split the difference. They are asking for 30 additional days. Agree to 15 days (and always add a condition or two as noted above).

root cause of the need (or want). If it’s a request for a permanent increase and you ask a few follow-up questions, you may find out things a credit report could never tell you, leading you to re-assess the overall credit risk before doing anything. In conclusion, the requests from Customers for longer terms are not going away. The good news is there are effective ways to handle them, and to do so in such a way that both parties walk away with something of value, keeping the relationship in balance. Disclaimer: I am not an attorney. Consider seeking legal advice before implementing a new strategy in the area of terms of sale. This article was written in the spirt of brainstorming ways of achieving a winwin in one of the most challenging issues in the credit & collections space. ■ Larry Grogan, CCE, is a Credit Analyst with BP Products NA and previously held credit roles with D&B and Nalco Holdings. With over 25 years of credit experience, Grogan played a lead role in implementing credit score carding at BP and is past Chairman of the NACM Midwest Board of Directors. Grogan received a Bachelor of Science degree in Marketing from Bradley University and an MBA from Benedictine University. He is also a graduate of NACM's Graduate School of Credit & Financial Management at Dartmouth College. Grogan is currently on the faculty of NACM Connect’s Institute of Credit’and has taught classes, seminars and delivered on-site training on the topic of Financial Statement Analysis.

Ask ‘Is this to accommodate a temporary need?’ Most Creditors are willing to support a Customer who has a shortterm need to help them through a natural disaster or illness of business owner etc. This question opens the door to get to the

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JULY/AUGUST 2017

PAGE 16

News

Ohio Annual Meeting Photo Gallery

May 11

May 18 Nebraska Annual Meeting Photo Gallery THE INTERCONNECTION

JULY/AUGUST 2017 PAGE 17

nacm connect

Where is your competitive edge?

Visit Bectran.com

The opportunity costs of processing credit manually is more than just time: it is money, information security and liability. Donâ&#x20AC;&#x2122;t miss out, see where a digital process can take you with the All-In-One B2B Credit Management Platform

THE INTERCONNECTION

JULY/AUGUST 2017

PAGE 18

NACM Connect

Welcome New Members and Representatives New Members Ajay Gawri Algoma

David Johnson M Conley Company

Tammy McKay-Hughes Applied Home Healthcare Equipment, Inc.

Stefanie Burns Milacron, Inc.

Debbie Kelly Aptar Group

Cindy Zoltek Nalco Company

Brooke Rentschler Baker Specialty & Supply

Kim Huffman Newell Brands

Deb Rollman Burnham Holdings, Inc.

Thomas Anacker Piqua Steel, PSC Crane & Rigging

Kristy Adams CareSource

Nancy DeLong Raymond Storage Concepts, Inc.

Melanie Stollfuss Condon Companies

Laurie Hinds RelaDyne

Melissa Strevel Crystal Flash Limited Partnership of Michigan

Thomas Strack Rite-Hite Holding Corporation

Karen Tomaszewski Edgewell Personal Care Twila Cochran Grimco George Ulses Guerbet LLC Dale Mommaerts Heidrick & Struggles Jim Ahlborn Hu-Friedy Manufacturing Company Heidi Vega Hu-Friedy Manufacturing Company Andrea Bielefeldt Ideal Welding Systems Eve Gramer Ikonix USA LLC Cassie Connet Ikonix USA LLC Lacy Orr Ikonix USA LLC

Cori Merlo Schneider Tire Outlet, Inc. Rebecca Watt The Business Hacker Donna Baker Truck Service, Inc. Chellie Moffett Ward Mfg.

New Representatives

Donna Johns IMCO Carbide Tool, Inc. Joanna Scholin Klein Tools, Inc. John Macias Marzetti Co. Andrew Meszeros Nalco Company Victor Barraza Nalco Company Kevin Schuster Nalco Company Julie Jacobs NGK Spark Plugs (USA), Inc. Jim Szymczak Publications International Lorrie Price R&B Foods, (Mizkan Foods) Kathy Benedict Red Gold, Inc. Richard Klee Scholastic Eric Clear Stant USA Corp. Tammy Spielmann Sunny Delight Beverage Co. Lantz McCullen Teal Electric Co.

Tim Redding Contract Lumber

Lois Otting Thetford Corp. / Norcold, Inc.

Angie Layton Dultmeier Sales LLC

Johnny Nacar TNR Staffing, LLC

Michael Ackerman Envigo

Ralph Digirolamo Trumbull Industries, Inc.

Matthew McCabe Environmental Enterprises, Inc. Christine Hartman Foundation Building Materials

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JULY/AUGUST 2017 PAGE 19

NACM Connect

CREDIT DESIGNATIONS: Step-by-Step CHECKLIST: HOW TO GET THERE...

STEP 2

STEP 3

If applying for CBF or CCE Designations, complete the Career Roadmap form and submit to NACM National.

Work with NACM National www.nacm.org

STEP 1

Choose a Designation path and begin classes. (Or possibly equivalent college credit. Check with NACM Connect Representative.)

“CCE”

STEP 4

Business Credit Principles class

Earn CBA

PLAN A

“CBF” stands for “Credit Business Fellow”

Earn 4-year college degree, 10 yrs of experience and 125 Roadmap points

STEP 5

Basic Financial Accounting class

Business Law class

PLAN B

“CBA” stands for “Credit Business Associate”

Earn CBA and CBF and show 125 Roadmap points

stands for “Certified Credit Executive”

STEP 7

STEP 8

Financial Statement Analysis I class

Credit Law class

PLAN C

STEP 6

57 yrs old or older, 15 yrs experience and 125 Roadmap points

Complete the Credit Designation application. Submit to NACM National.

CBA Exam Review class

CBF Exam Review class

CCE Exam Review class

CBA Exam

CBF Exam

CCE Exam

Work with NACM Connect www.nacmconnect.org

STEP 9

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JULY/AUGUST 2017

PAGE 20

News

The Road Less Travelled By: Kevin Stinner, CCE, Crop Production Services Driving on a dark highway at 9:00 at night, I pulled in to a fast food restaurant drive-thru to buy a milkshake to celebrate. It was my 32nd birthday and I spent it in a classroom taking Financial Statement Analysis 2 so that I could sit for the CBF exam. At step closer to achieve my ultimate goal of receiving my CCE designation. No one ever said the road to becoming a certified credit executive was easy. It was hard, and at time destressing; however, looking back on it I wouldn’t have changed a thing. The benefits behind the NACM designation program are great. It can be difficult; but if you commit yourself to it you will find it is well worth your time. Several years ago someone who was trying to be smug looked at me and asked, “Why would you do all that work to get your designations. You never got a bonus, your job title did not change when you got your designation, so why waste your time?” I decided that I would not play his game, instead I gave him an answer that he did not expect. I said “That’s simple, I’m lazy.” This greatly confused the individual, because he knew what I had to go through, driving two and a half hours to and from class every Thursday for weeks, then studying for weeks to sit for various exams. It was obviously hard work, yet I gave the answer that I did it because I’m lazy. Had I lost my mind? Was it time for the padded room? What did I mean? Well it’s a little bit more complicated than I’m lazy. The truth is this: there are only 24 hours in the day, and unless a team of scientists figure out how to slow the earth’s rotation adding extra hours in the day, we’re kind of stuck with that limitation. Anything that you can do to make your job more efficient is time well spent. That is why I got my designations, not just for the three letters behind my name, but for the fact that I have had the classroom experience and learned how to do my job more efficiently and better than my counterparts, thus being able to get more done in less time. Like I said, the reason that got my designations, was because I wanted to become more efficient in my job. But there is definitely something to say about the three letters. I am proud to put Kevin Stinner CCE, CCRA when I send an e-mail. These acronyms mean something special. This means that the person has gone the extra mile, and has been trained to be an expert

in the field of credit. That is something that can’t be taken away from you. Life happens, companies downsize, corporate take overs are a fact of life. Perhaps you decided that you are no longer a good fit for the company that you are working for. A designation in the credit industry means something. It is a qualification that may just tip the scale in your favor should you find yourself looking for a new position. If you look at many professional positions in the field of credit they are saying CCE preferred. A designation shows that this person has gone the extra mile, and has a set of skill sets that are credit specific that you may not find in other candidates. It says this person is a credit professional. So how do you get started? For some people this is the hardest step. Making that decision to start is just as daunting as the act its self. There is a lot of fear and trepidation: “What if I start and it’s too much?”, or “What if I start and I fail?” These are legitimate concerns but the fact is that you only fail if you don’t try. Nike had it right, just do it. My recommendation to anyone starting on their path of gaining their designations is to start off slow. I always recommend starting with Business Credit Principles. This is a great class, and gives a 30,000 foot view of credit. This is an excellent starter course for anyone in credit. In my office it is a requirement that all of my people must take Business Credit Principles within one year of starting. It is a great class, and it is easy to take, whether it is at a local affiliate or on line through NACM’s Credit Learning Center. After this class, a student can take Basic Financial Accounting and Financial Statement Analysis 1 and then one can easily sit for the CBA. With your CBA, the CBF follows. With the CBF you get introduced to your career roadmap. You are now tracking what you do and how well you do it. The career roadmap is more than a document needed for the CBF and CCE, it is your record of what you have accomplished in your professional career. With this document, you will track your professional history both with your company and with NACM. This shows your dedication to your professional self. Taking steps to increase your road map points increase your working knowledge of credit.

THE INTERCONNECTION

The CCE is the crowning jewel of your certification process. You are able to sit for the examination in one of 3 ways. The first plan is to hold the CBA and CBF designations and earn 125 career roadmap points. Second plan is if you have 10 years of experience, a fouryear degree and 125 career roadmap points. Finally, if you have 15 years of experience, are 57 years of age or older and have 125 career roadmap points. The exam is not easy, it four hours of typing, however, there are many different classes that you can take to help you prepare for the exam. These are excellent classes that will help to put you on the path for success. Excuses are just that. Excuses. They are the only thing holding you back. It be hard at times, sure, but nothing worth doing was ever easy. Because it is hard, is why it is so worth doing. Because it is hard, it shows your dedication to the field of credit. You have taken on the challenge and joined an elite group of people. This elite group of people know that credit is the life blood of the economy and dedicated their lives to that measure. Why am I a CCE? Because I love what I do and want to be the best I can be. Do you? ■ Register for the complimentary webinar on NACM Designations on Aug 9th. See page 49 of this publication. Kevin has been in the field of credit and collections since 2007. He earned his BA in Business Management and leadership in 2001 from Blackburn College, and a MBA with emphasis in management in 2004 from AIU. He is currently an Area Credit Manager at Crop Production Services, and is also an adjunct teacher for Frontier College’s Business Department. He earned his CBA designation in March 2010, CBF in May 2011, CCRA in August 2013, and CCE in November 2011. He is currently Chair of the NACM Gateway Advisory Board, and a member of the NACM Gateway Education Committee. He is also a member of the NACM/Chicago-Midwest governing board. Kevin has been published in Business Credit magazine and serves on their editorial board, has hosted webinars for NACM National, and has been a presenter at Credit Congress.

JULY/AUGUST 2017 PAGE 21

News

JUNE 7

Credit 101 Graduates

May 24 Wisconsin Annual Meeting Photo Gallery

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JULY/AUGUST 2017

PAGE 22

Midwest Business Staffing

Credit Career Corner | New Opportunities in 2017

www.nacmmidweststaffing.com Job # Title

Location

748

Northfield, IL

Accounts Receivable Supervisor

• Ensure cash transactions are recorded in a timely and accurate manner, while adhering to the finance closing calendar. • Complete the accounts receivable monthly closing process. • Generate and prepare reports and customer statements. • Conduct analysis of the accounts receivable balances to support a manageable accounts receivable position. • Establish and document accounts receivable procedures. • Provide customer support (internal & external). • Interact with the bank and credit card vendors in the set-up, resolution, and application of customer payments. • Ensure the appropriate cash application, review, and approval of the batches. • Supervise and train staff on the accounts receivable processes. • Participate in the overall direction of the Customer Financial Services department. • Provide support with special projects assigned by the Sr. Manager, Customer Financial Services. 749

A/R Manager

Burr Ridge, IL

• Assure timely collection of monies due. • Assure timely and accurate invoicing. • Manage cash application making sure all cash receipts are applied properly. • Conduct credit checks on all customer, establish and manage limits. • Make recommendations to improve quality of invoicing and collection procedures. • Weekly reporting of invoicing totals/aging totals/cash receipts/invoice adjustments. • Legal work/assistance when needed. 750

Collections Specialist

Northbrook, IL

• Monitor accounts receivable and correspond with customers to ensure timely payments. • Assess collectability of customer invoices to support bad debt reserves and write-offs. • Communicate effectively with the sales and customer service departments.

Contact Leslie Harrison, leslie.harrison@nacmconnect.org Paula Carruth, paula.carruth@nacmconnect.org

"Opportunities don't often come along, so when they do, you have to grab them."

- Audrey Hepburn

To view all of the available opportunities visit our website at www.nacmmidweststaffing.org

THE INTERCONNECTION

JULY/AUGUST 2017 PAGE 23

Caine & Weiner News

Caine & Weiner Quarterly Giveaway Winners Congratulations to the April-May-June winner of the Caine & Weiner and NACM Connect Quarterly Giveaway. The winner

for each region will be listed in the next issue of this newsletter. The July-AugustSeptember giveaway is a $150 Coach

gift card. Each claim you place with Caine & Weiner during these months will be eligible for one entry into the drawing. Please support this important partner! â&#x2013;

April-May-June Winner

$150 Cheesecake Factory Gift Card Quarterly Winner TBA in the next issue.

July-August-September Giveaway

Your Best Choice for a Win/Win Relationship Did you know that 30% of any contingent fees you pay to Caine & Weiner for services goes to NACM Connect?

NACM Connect members are encouraged to consider Caine & Weiner as their collection agency source. This is important to the association as it provides funding for our essential member services including:

EDUCATION l WORKSHOPS l PUBLICATIONS CREDIT CONFERENCES l NETWORKING EVENTS Terri Cramer

Todd Fierstein

Gateway Region Senior Manager, Client Services

Upstate New York Region Regional Director, Alliance Partner

terri.cramer@caine-weiner.com

todd@nacmconnect.org

502.425-0308

Warren Northern

716.839.1200

Jim McGee

Midwest Region Manager, Client Services

Midwest/WIsconson/Omaha Region Assistant VP, Client Services

warren.northern@caine-weiner.com

jim.mcgee@caine-weiner.com

847.407.2330

THE INTERCONNECTION

847.407.2348

JULY/AUGUST 2017

PAGE 24

NACM Connect

Ease Your Workload

with NACM Connect’s

Credit Application Processing Let Us Contact the References for You

How the Credit Application Processing Service Works

We will contact the references and forward the responses directly to you. The trade information will be merged onto the NACM National Trade Credit Report and you will receive the report, which may include additional payment history contributed from NACM members nationwide.

NACM Connect’s Credit Application Processing Department can assist you and your team to help streamline the process, reduce the cost of internal processing and provide you with a more thorough and comprehensive picture of the applicant. Fax the credit application to 937.228.6114 or email to businesscredit@nacmconnect.org.

Pricing is as follows:

We will contact up to …

Rush Processing

(24 hrs)

$25.00

4 Trade References and 1 Financial Institution

Regular Processing (4-5 business days) $20.00

Legible applications submitted with accurate contact information will ensure a quick turnaround, saving you time to focus on other important department operations!

Additional information subject to availability: Secretary of State

$5.00

UCC Records

$5.00

Upon completion, trade reference information will be forwarded including those references that did not reply after three attempts. *US & Canada only*

(up to the 5 most recent filings)

For additional information, please contact Paula Slyder at 937.401.2710 or paula.slyder@nacmconnect.org.

NACM Connect

3005 Tollview Drive, Rolling Meadows, IL 60008 p 847.483.6400 f 847.253.6685 www.nacmconnect.org

THE INTERCONNECTION

JULY/AUGUST 2017 PAGE 25

Credit Group Meeting calendar NACM Connect Illinois/Wisconsin Local Industry Credit Group Meetings DATE

GROUP

MEETING LOCATION

July 11

Electrical Distributors Credit Group

Ditka's, Oakbrook Terrace, IL

Northern Illinois Plumbing & Heating Wholesalers Credit Group

Ditka's, Oakbrook Terrace, IL

July 13

Northern Illinois Plumbing & Heating Wholesalers Credit Group Ditka's, Oakbrook Terrace, IL July 18

WISCA Credit Group

Ditka's, Oakbrook Terrace, IL

July 19

Institutional Credit Association Credit Group

Ditka's, Oakbrook Terrace, IL

July 20

Ad Media Credit Group

TBD

July 27

Basic Material Credit Group

Ditka's, Oakbrook Terrace, IL

August 1

Building Suppliers Credit Group

Kane County Cougars Outing

August 8

Electrical Distributors Credit Group

Ditka's, Oakbrook Terrace, IL

August 9

Floor Covering & Wall Tile Credit Group

NACM Connect, Rolling Meadows, IL

August 10

Northern Illinois Heating & Plumbing Wholesalers Credit Group

Weber Grill, Schaumburg, IL

August 15

Metal Distributors Credit Group

Ditka's, Oakbrook Terrace, IL

August 17

WISCA Credit Group

Devon, Oakbrook Terrace, IL

August 18

Ad Media Credit Group

Cubs Game, Wrigley Field

August 24

Basic Material Credit Group

Devon, Oakbrook Terrace, IL

NACM Connect National Industry Credit Group Meetings DATE

GROUP

MEETING LOCATION

July 12

National Meatpackers of America Credit Group

Hilton Rosemont, Rosemont, IL

National Truck, Trailer & Waste Equipment Credit Group

Conference Call

National Water Products Credit Group

Kimpton Vintage, Portland, OR

July 13

National Metal Producers Credit Group

Crowne Plaza O'Hare, Rosemont, IL

July 18

National Home Healthcare, Nursing & Food Credit Groups

Doubletree, Minneapolis

July 20

National Tool & Accessories Manufacturers Credit Group

Doubletree Milwaukee Downtown, Milwaukee, WI

National Christian Suppliers Credit Group

Hilton Garden Inn, Louisville, KY

July 26

National Manufactured Housing Credit Group

Hotel Indigo, Nashville, TN

August 8

National Home Centers Credit Group

Warwick Allerton Hotel, Chicago, IL

August 9

National Horticultural Distributors Credit Group

Hilton Garden Inn, Baltimore, MD

August 10

National Suppliers to Window Manufacturers Credit Group

Embassy Suites Downtown Buffalo, NY

National Consumer Products Credit Group

Warwick Allerton Hotel, Chicago, IL

National Circuit Board Suppliers Credit Group

TBD, Buffalo, NY

August 18

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JULY/AUGUST 2017

PAGE 26

Credit Group Meeting Calendar NACM Connect Indiana/Michigan/Ohio Local Industry Credit Group Meetings DATE

GROUP

MEETING LOCATION

July 11

Michiana Credit Association Credit Group

Luchesse's, Elkhart, IN

Electric Industrial Supply Credit Group

Pietro's, Grand Rapids, MI

July 12

West Michigan Heating & Plumbing Wholesalers Credit Group

Brann's, Wyoming , MI

July 13

Indiana Wholesale Floor Covering Credit Group

Conference Call

Columbus Wholesale Electric Supply Credit Group

Becker Conference Room, Columbus, OH

Indiana Electrical Suppliers Credit Group

Becker Conference Room, Indianapolis, IN

Automotive Suppliers Credit Group

Conference Call

Indianapolis Building Trade Suppliers Credit Group

Blueberry Hill, Indianapolis, IN

Michigan Electric Supply Credit Group

Antonio's, Canton MI

July 20

Cincinnati Dayton Wholesale Electric Credit Group

Century Inn, Cincinnati, OH

July 21

Fort Wayne Building Materials Credit Group

Don Hall's Gas House Restaurant, Fort Wayne, IN

July 26

Plumbing & Heating Wholesalers Credit Group

Blueberry Hill, Indianapolis, IN

Metal Service Center Credit Group

Antonio's, Canton MI

Cincinnati Construction Suppliers Credit Group

Stonecreek Dining Company, West Chester, OH

Cleveland/Akron/Canton Food Suppliers Credit Group

Iaomini's/Papa Joe's, Akron, OH

TBA

Lumber & Building Materials Credit Group

Pietro's, Grand Rapids ,MI

August 08

Electric Industrial Supply Credit Group

Pietro's, Grand Rapids, MI

August 09

West Michigan Heating & Plumbing Wholesalers Credit Group

Brann's, Grand Rapids, MI

August 10

Michiana Credit Association Credit Group

Luchesse's, Elkhart, IN

Columbus Wholesale Electric Supply Credit Group

TBD

Indiana Electrical Suppliers Credit Group

Becker Conference Room, Indianapolis, IN

Automotive Suppliers Credit Group

Conference Call

Indianapolis Building Trade Suppliers Credit Group

Blueberry Hill, Indianapolis, IN

Michigan Electric Supply Credit Group

Mojave Cantina, Clawson, MI

August 17

Cincinnati Dayton Wholesale Electric Credit Group

Century Inn, Cincinnati, OH

August 18

Fort Wayne Building Materials Credit Group

Don Hall's Gas House Restaurant, Fort Wayne, IN

August 23

Plumbing & Heating Wholesalers Credit Group

Blueberry Hill, Indianapolis, IN

Metal Service Center Credit Group

Antonio's, Canton, MI

Cincinnati Construction Suppliers Credit Group

Romano's Macaroni Grill, Cincinnati, OH

Cleveland/Akron/Canton Food Suppliers Credit Group

Iacomini's/Papa Joe's, Akron, OH

July 18

July 19

August 15

August 16

THE INTERCONNECTION

JULY/AUGUST 2017 PAGE 27

Credit Group Meeting Calendar NACM Connect - Missouri Local Industry Credit Group Meetings DATE

GROUP

MEETING LOCATION

July 18

Midwest Regional Food Credit Group

NACM Connect Office, Creve Coeur, MO

July 19

Electrical Distributors Credit Group

Bartolino's, St.Louis, MO

July 21

Refrigeration & Warm/Cool Air Suppliers Credit Group

Bartolino's, St.Louis, MO

August 04

Central Illinois Electrical Distributors Credit Group

Engrained Brewing, Springfield, IL

August 15

Midwest Regional Food Credit Group

NACM Connect Office, Creve Coeur, MO

August 16

Electrical Distributors Credit Group

Bartolino's, St.Louis, MO

August 18

Refrigeration & Warm/Cool Air Suppliers Credit Group

Bartolino's, St.Louis, MO

August 24

Agricultural Credit Group

NACM Connect Office, Creve Coeur, MO

NACM Connect - Nebraska Local Industry Credit Group Meetings DATE

GROUP

MEETING LOCATION

July 29

Omaha Builders Credit Group

Teleconference

August 16

Omaha Builders Credit Group

Teleconference

NACM Connect - New York Local Industry Credit Group Meetings DATE

GROUP

MEETING LOCATION

July 11

Western New York Food & Beverage Supply Credit Group

Ilio DePaolo's Restaurant, Blasdell, NY

July 13

Rochester Plumbing & HVAC Credit Group

Humphrey House, Penfield, NY

July 14

Buffalo Building & Construction Credit Group

Eagle House, Williamsville, NY

July 17

Erie Building Credit Group

Ruby Tuesday, Erie, PA

July 18

Central New York Building Credit Group

Greenwood Winery & Bistro, Syracuse, NY

July 20

Rochester Building Credit Group

Cerame's Restaurant, Rochester, NY

July 25

Buffalo Plumbing & Electric Credit Group

Eagle House, Williamsville, NY

July 26

Upstate New York Energy Credit Group

Conference Call

August 8

Western New York Food & Beverage Supply Credit Group

Ilio DePaolo's Restaurant, Blasdell, NY

August 10

Rochester Plumbing & HVAC Credit Group

Humphrey House, Penfield,NY

August 11

Buffalo Building & Construction Credit Group

Eagle House, Williamsville, NY

August 14

Upstate New York Energy Credit Group

Humphrey House ,Penfield, NY

August 17

Rochester Building Credit Group

Cerame's Restaurant, Rochester, NY

August 18

Benchmarking Credit Group

Eagle House, Williamsville, NY

August 21

Albany Building Credit Group

Scarborough's, Latham, NY

August 22

Central New York Building Credit Group

Greenwood Winery & Bistro, Syracuse, NY

August 24

CNY Benchmarking Credit Group

Spaghetti Warehouse, Syracuse, NY

August 29

Buffalo Plumbing & Electric Credit Group

Eagle House, Williamsville, Y

THE INTERCONNECTION

JULY/AUGUST 2017

PAGE 28

Event Calendar DATE

EVENT

LOCATION

TIME

PRESENTER / INSTRUCTOR(S)

July 12

NACM Connect Illinois Credit 102

NACM Midwest Rolling Meadows, IL

9 a.m. – 4 p.m

Rich Bellis, CCE

July 18

NACM Connect Ohio - Columbus Legal Seminar

Kegler Brown Conference Center Columbus, OH

8:00 a.m. – 12:30 p.m.

Larry McClatchey

July 19

NACM Connect New York - Buffalo Roundtable Discussion

Original Pancake House Williamsville, NY

9 a.m. – 10:30 a.m.

TBA

July 20

NACM Connect New York - Rochester Roundtable Discussion

International House of Pancakes Rochester, NY

9 a.m. – 10:30 a.m.

TBA

July 20

NACM Connect Indiana - Carmel Updates in Credit Law Seminar

Martin Marietta Aggregates Carmel, IN

8:30 a.m. – 4 p.m.

July 20

NACM Connect Ohio - Maumee Roundtable Discussion

McNaughton-McKay Electric Co. Maumee, OH

11:30 a.m. – 1:30 p.m.

Reynold T. Berry, Esq. Joshua W. Casselman, Esq. James T. Young, Esq. Amy L. Trevino, CCE

July 21

NACM Connect Wisconsin Roundtable Discussion

Papillon’s Restaurant Rothschild, WI

12 p.m. – 2 p.m.

Frank Schetski

July 21

NACM Connect Illinois Member Appreciation Event - Spirit of Chicago Cruise

Navy Pier Chicago, IL

4 p.m – 6 p.m.

_____________

July 25

NACM Connect Ohio - Independence Legal Seminar

Crowne Plaza Cleveland South Independence, OH

8:00 a.m. – 12:30 p.m.

Larry McClatchey

July 26

NACM Connect Webinar Negotiating the Perfect Credit Enhancement

________________________

10 a.m - 11 p.m

Thomas Fawkes, Esq. Brian Jackiw, Esq.

August 3

NACM Connect Ohio - Cleveland Member Appreciation Event - Cleveland Indians vs New York Yankees NACM Connect Indiana - Elkhart Credit 101

Progressive Field Cleveland, OH

7:10 p.m

_____________

Mid City Supply Co. Inc., Elkhart, IN

9 a.m. – 4 p.m

Jim Montague, CCE

August 9

NACM Connect Webinar Take Your Career to the Next Level: The NACM Certification Process From Start to Finish NACM Connect Illinois Credit 103

________________________

10 a.m – 10:30 a.m.

Ben Noury

NACM Midwest Rolling Meadows, IL

9 a.m. – 4 p.m

Rich Bellis, CCE

August 10

NACM Connect Michigan - Grand Rapids Roundtable Discussion

Brann’s Steakhouse & Grille Grand Rapids, MI

11:30 a.m. - 1:30 p.m.

TBA

August 15 & 17

NACM Great Lakes Region Ohio - Toledo Credit 101

Toledo/Lucas County Public Library Toledo, OH

3:30 p.m. – 6:30 p.m

Amy Huebner, CCE Dave Condon, CCE

August 15

NACM Connect Indiana - Elkhart Payment Processing Rules and Tools Seminar

Baymont Inn & Suites Elkhart, IN

8:30 a.m. – 12:30 p.m.

Michael Williams Matt Fluegge

August 16

NACM Connect New York - Buffalo Roundtable Discussion

Original Pancake House Williamsville, NY

9 a.m. – 10:30 a.m.

TBA

August 17

NACM Connect New York - Rochester Roundtable Discussion

International House of Pancakes Rochester, NY

9 a.m. – 10:30 a.m.

TBA

August 18

NACM Connect Wisconsin Member Appreciation Event - Steam Yacht Louise

Riviera Docks Lake Geneva, WI

5 p.m. – 7 p.m

_____________

August 21

NACM Connect Illinois Business Credit Principles (10 weeks)

NACM Midwest Rolling Meadows, IL 60008

5:30 p.m. – 8:30 p.m

Jason Bogardt, CCE

August 23

NACM Connect Ohio - Cincinnati Member Appreciation Event - Cincinnati Reds vs Chicago Cubs NACM Connect Missouri Roundtable Discussion

Great American Ball Park Cincinnati, OH

7:10 p.m

_____________

Chris’ Pancake & Dining St. Louis, MO

8:00 a.m. – 9:30 a.m.

Kevin Stinner, CCE, CCRA

August 24

NACM Connect Illinois Financial Statement Analysis I (10 weeks)

NACM Midwest Rolling Meadows, IL

5:30 p.m. – 8:30 p.m

Larry Grogan, CCE

August 24

NACM Connect Misoouri Member Appreciation Event - St. Louis Cardinals vs San Diego Padres

Busch Stadium St. Louis, MO

6:15 p.m

_____________

August 24

NACM Connect Indiana - Fort Wayne Roundtable Discussion

Don Hall’s Old Gas House Fort Wayne, IN

11:30 a.m. - 1:30 p.m.

Ben Johnson

August 28

NACM Connect Illinois Credit Law

NACM Midwest Rolling Meadows, IL 60008

5:30 p.m. – 8:30 p.m

John Jaeger, CCE, ICCE

August 30

NACM Connect Michigan - Grand Rapids Credit 101

Barnes & Thornburg LLP Grand Rapids, MI

9 a.m. – 4 p.m

Curt Johnson, CCE

August 9 August 9

August 23

THE INTERCONNECTION

JULY/AUGUST 2017 PAGE 29

Ohio event

MEMBER APPRECIATION EVENT sponsored by

CINCINNATI REDS VS CHICAGO CUBS You work hard, so isn’t it time for a little break to recharge? Escape from the routine and have some fun this summer. Grab some colleagues and enjoy a cold one while catching a game at Great American Ball Park.

WEDNESDAY, AUGUST 23 Registration Deadline: Wednesday, August 9 Time: 7:10 pm

$40 per person No coupons accepted for this event.

Great American Ball Park

This event is open to NACM Connect members only. No guests can be accommodated. Tickets will be available strictly on a first-come, first-served basis.

100 Joe Nuxhall Way | Cincinnati, OH 45202 Staples Party Suite 13

If you have any questions, please contact Jim Kelly at jim.kelly@nacmconnect.org or 513.795.1740 Name________________________________________________________________ Designation(s)_________________________ Member#___________________ Please write your name as you would like it to appear on your name badge.

Company___________________________________________________________ Address_____________________________________________________________ City_______________________________________________ State _______ Zip_____________ Phone _______________________ Fax _______________________ E-Mail ____________________________________________________________ Mobile ______________________ Do you accept text messages?

qYes qNo

Online registration is available on www.nacmgreatlakesregion.com q

Check enclosed—(payable to NACM Connect) mail to: 3005 Tollview Drive, Rolling Meadows, IL 60008

Please invoice me: Credit card—Pay by phone upon receipt of invoice: 1.800.935.6226. Check—Mail upon receipt of invoice.

All payments must be received one week prior to event date.

Cancellation Policy: Cancellations must be received in writing, via fax e-mail or mail, no later than two weeks prior to the event date to qualify for a full refund. Cancellations received later than two weeks prior to the event date do NOT qualify for a refund of registration fees. Sorry, phone cancellations cannot be honored. If you have any questions, please e-mail info@nacmconnect.org.

Email this form to registration@nacmconnect.org. You will be invoiced shortly. THE INTERCONNECTION

JULY/AUGUST 2017

PAGE 30

Ohio event

MEMBER APPRECIATION EVENT sponsored by

CLEVELAND INDIANS

You work hard, so isn’t it time for a little break to recharge? Escape from routine and have some fun this summer. Grab some colleagues and enjoy a cold one while catching a game at Progressive Field.

NEW YORK YANKEES

THURSDAY, AUGUST 3 Registration Deadline: Monday, July 3

Time: 7:10

$40 per person No coupons accepted for this event.

Progressive Field

This event is open to NACM Connect members only. No guests can be accommodated. 35 tickets will be available strictly on a first-come, first-served basis.

2401 Ontario Street | Cleveland, OH 44115 Club Section 328

If you have any questions, please contact Jim Hugo at jim.hugo@nacmconnect.org or 440.658.3114 Name________________________________________________________________ Designation(s)_________________________ Member#___________________ Please write your name as you would like it to appear on your name badge.

qYes qNo

Online registration is available on www.nacmgreatlakesregion.com q

Check enclosed—(payable to NACM Connect) mail to: 3005 Tollview Drive, Rolling Meadows, IL 60008

Please invoice me: Credit card—Pay by phone upon receipt of invoice: 1.800.935.6226. Check—Mail upon receipt of invoice.

All payments must be received one week prior to event date.

Email this form to registration@nacmconnect.org. You will be invoiced shortly. THE INTERCONNECTION

JULY/AUGUST 2017 PAGE 31

Ohio event

LEGAL SEMINAR FOR CREDIT PROFESSIONALS Presented by Larry McClatchey

Kegler Brown Hill + Ritter

Tuesday 8:00 a.m. a.m. –12:30 –12:30 p.m. p.m. July 18 8:00 Kegler Brown Conference Center

│

65 E. State St., 18th Floor

│

Columbus, OH 43215

8:00–8:30 Registration/Continental Breakfast

10:15–10:30 Break

8:30–8:45 Welcome—Paula Slyder and Larry McClatchey

10:30–11:15 Ins and Outs of Accounts Receivable

NACM Connect

Kegler Brown Hill + Ritter

8:45–9:30 Collections From Beginning to End Effective techniques to assure effective collections, starting with obtaining adequate information in the credit application, understanding the legal attributes of various business forms and how collections differ for each, and a review of the various tools that can be used to meet the challenges of collecting a judgment.

9:30–10:15 Best Practices for Managing Privacy and Security Risks From rogue employees and lost back up tapes, to ransomware: there is no such thing as a routine breach. Join us for a discussion on the importance of understanding your company’s legal and contractual obligations for security data, and real world best practices for your business, based on what you do and who you work with.

Receivables as a credit management and business financing device, as well as the use of insurance to reduce or eliminate credit risk.

11:15–12:00 What’s New in Bankruptcy Update on current developments of interest to credit managers in business bankruptcy cases, including a review of new and emerging theories to defend against preference recovery claims.

12:00–12:30 Q & A

$139 - Member

$278 - Non-Member

(one coupon per person)

Attendance at this seminar is worth .4 Continuing Education Units/CCE Recertification points. Name________________________________________________________________ Designation(s)_________________________ Member#___________________ Please write your name as you would like it to appear on your name badge.

qYes qNo

Online registration is available on www.nacmgreatlakesregion.com q q q

Check enclosed—(payable to NACM Connect) mail to: 3005 Tollview Drive, Rolling Meadows, IL 60008 Please invoice me: Credit card—Pay by phone upon receipt of invoice: 1.800.935.6226. Check—Mail upon receipt of invoice. Coupon—Limit one coupon per person

All payments must be received one week prior to seminar date. Cancellation Policy: Cancellations must be received in writing via fax, email or mail no later than one week prior to the meeting date to qualify for a full refund. Cancellations received later than one week prior to the meeting date DO NOT qualify for a refund of registration fees. Sorry, phone cancellations cannot be honored. If you have any questions, please email info@nacmconnect.org.

Questions? Contact Paula Slyder at paula.slyder@nacmconnect.org or call 937.401.2710 Email this form to registration@nacmconnect.org. You will be invoiced shortly. THE INTERCONNECTION

JULY/AUGUST 2017

PAGE 32

Ohio Event

LEGAL SEMINAR

FOR CREDIT PROFESSIONALS Presented by Larry McClatchey

Kegler Brown Hill + Ritter

Tuesday 8:00 a.m. a.m. –12:30 –12:30 p.m. p.m. July 25 8:00 Crowne Plaza Cleveland South

│

5300 Rockside Road

│

Independence, OH 44131

8:00–8:30 Registration/Continental Breakfast

10:15–10:30 Break

8:30–8:45 Welcome—Jim Hugo and Larry McClatchey

10:30–11:15 Ins and Outs of Accounts Receivable

8:45–9:30 Collections From Beginning to End

Receivables as a credit management and business financing device, as well as the use of insurance to reduce or eliminate credit risk.

NACM Connect

Kegler Brown Hill + Ritter

Effective techniques to assure effective collections, starting with obtaining adequate information in the credit application, understanding the legal attributes of various business forms and how collections differ for each, and a review of the various tools that can be used to meet the challenges of collecting a judgment.

12:00–12:30 Q & A

$139 - Member

$278 - Non-Member

(one coupon per person)

qYes qNo

Online registration is available on www.nacmgreatlakesregion.com q q q

Questions? Contact Jim Hugo at jim.hugo@nacmconnect.org or call 440.658.3114 Email this form to registration@nacmconnect.org. You will be invoiced shortly. THE INTERCONNECTION

JULY/AUGUST 2017 PAGE 33

ohio event Roundtable discussions are a great opportunity to review, discuss, question and learn best practices with credit professionals of countless experience and backgrounds, across various industries and company sizes. It is a great opportunity to network with other credit professionals that you can later reach out to regarding the roundtable discussion or other related credit processes or circumstances. They are equally beneficial to both the newer and the more experienced. –Chuck Levy, CCE Credit Manager Fabick CAT

2017 Ohio

July Lunch Roundtable Discussion

TRAINING YOUR CREDIT TEAM Moderator: Amy L. Trevino, CCE / McNaughton-McKay Electric Company

Training is more than a class or a seminar…it is everyday development and support. Identifying training needs The tools needed for training – do we have clear credit policy and process documents? A Dashboard? ► How to motivate the team for training opportunities – get their buy-in ► Succession planning and training ahead of the curve ► “Daily” training techniques – observation, peer support, hints to help the team look at something in a new way ► Using a Training Calendar to hold yourself accountable to provide your team topics for the year that they can expect to be covered ► Training a new hire and also “re-training” a seasoned professional ► The 70:20:10 model - 70 percent of learning happens through experience, such as daily tasks; 20 percent through conversations with other people, such as coaching; and 10 percent through traditional training courses.

►

Thursday, July 20 11:30 a.m. - 1:30 p.m.

Location: McNaughton-McKay Electric Company 355 Tomahawk Drive Maumee, OH 43537

Cost per Meeting

$30 members, $60 non-members. One coupon per person is valid. Lunch included. Attendance at this roundtable discussion is worth .2 Continuing Education Units/CCE Recertification points Name________________________________________________________________ Designation(s)_________________________ Member#___________________ Please write your name as you would like it to appear on your name badge.

qYes qNo

Online registration is available on www.nacmgreatlakesregion.com q q q

Check enclosed—(payable to NACM Connect) mail to: 3005 Tollview Drive, Rolling Meadows, IL 60008 Please invoice me: Credit card—Pay by phone upon receipt of invoice: 1.800.935.6226 Check—Mail upon receipt of invoice. Coupon—Limit one coupon per person.

All payments must be received one week prior to meeting date.

Cancellation Policy: Cancellations must be received in writing via fax, email or mail no later than one week prior to the meeting date to qualify for a full refund. Cancellations received later than one week prior to the meeting date DO NOT qualify for a refund of registration fees. Sorry, phone cancellations cannot be honored. If you have any questions, please email info@nacmconnect.org.

Email this form to registration@nacmconnect.org. You will be invoiced shortly. THE INTERCONNECTION

JULY/AUGUST 2017

PAGE 34

Indiana, Michigan & Ohio

Credit 101, Credit 102, & Credit 103 Time: All classes are from 9 a.m. – 4 p.m.

(Continental breakfast at 8:30 a.m., lunch not included)

Cost: Members $199 (per class)

Non-Members $398 (per class)

2017 REGISTRATION FORM Please register me for:

Elkhart, IN:

Indianapolis, IN:

Grand Rapids, MI:

Toledo, OH:

CREDIT 101

CREDIT 102

CREDIT 103

Mid City Supply Co. Inc., 940 Industrial Pkwy. Elkhart, IN 46516 (Conference Room)

qAugust 9, 2017

qSeptember 19, 2017

qOctober 17, 2017

Roche Diagnostics Corporation 9115 Hague Road, Building B Indianapolis, IN 46256

qSeptember 8, 2017

qOctober 27, 2017

qNovember 10, 2017

Barnes & Thornburg LLP 171 Monroe Avenue N.W. Suite 1000 Grand Rapids, MI 49503

qAugust 30, 2017

qSeptember 27, 2017

qOctober 25, 2017

Toledo/Lucas County Public Library Kelly Room 325 Michigan Street Toledo, OH 43604

qAugust 15 & 17, 2017 qSeptember 12 & 14, 2017 qOctober 17 & 19, 2017 3:30 p.m. – 6:30 p.m.

3:30 p.m. – 6:30 p.m.

Name________________________________________________________________ Designation(s)_________________________ Member#___________________ Please write your name as you would like it to appear on your name badge.

qYes qNo

PAYMENT METHODS All payments must be received one week prior to class date. q q q

Please Note:

• • • •

Payment must be received one week prior to class date “No Shows” will be responsible for full amount Classes subject to cancellation based on enrollment 0.6 CEUs available

Cancellation Policy: Cancellations must be received in writing (via fax email or mail) no later than one week prior to the class date to qualify for a full refund. Cancellations received later than one week prior to the class date do not qualify for a refund of registration fees. Sorry, phone cancellations cannot be honored. A 20% surcharge applies to late registrations and rebooking. If you have any questions, email info@nacmconnect.org.

Email this form to registration@nacmconnect.org. You will receive an invoice shortly. Online registration is available at www.nacmgreatlakesregion.com

THE INTERCONNECTION

JULY/AUGUST 2017 PAGE 35

Indiana event A half-day

VANTIV and UNITED TRANZACTIONS Seminar

B2B merchants have many ways to take payments from their customers. With regular payment network changes and emerging technologies, it is important for B2B merchants to regularly evaluate their payment acceptance programs, procedures, and payment processing costs. This presentation will… ► Review the credit card networks’ Surcharge Rules and how merchants can surcharge in compliance with those rules

designed for Credit Professionals

PAYMENT PROCESSING RULES AND TOOLS Presenters: Michael Williams VP NACM Relations Matt Fluegge Manager, NACM Credit

► Explain how B2B merchants can significantly reduce their credit card processing fees whether surcharging or not

Card Acceptance Program

► Discuss PCI Compliance ► Discuss a safe and affordable credit card alternative which can be freely surcharged ► Outline the features and benefits of the following tools: On Demand ACH Phone Check Mobile Electronic Deposit, and Hold Check Program, all with a guaranteed settlement

Tuesday, August 15 Baymont Inn & Suites

Date

Tuesday, August 15

Time

8:30 a.m. - 12:30 p.m.

│

3010 Brittany Court

Where

Baymont Inn & Suites 3010 Brittany Court Elkhart, IN 46514

│

Elkhart, IN 46514

Cost (Continental Breakfast at 8:30)

$139 - Members $278 - Nonmembers (One coupon per person)

Name_____________________________________________________________________________________________________ Company___________________________________________Address________________________________________________ City___________________________________________________ State _______________ Zip____________________________ Phone ________________________ Fax _________________________ Email ________________________________________ Mobile ___________________________________________________________ Do you accept text messages?

qYes qNo

Online registration is available on www.nacmgreatlakesregion.com q q q

All payments must be received one week prior to meeting start date. Cancellation Policy: Cancellations must be received in writing via fax, email or mail no later than one week prior to the meeting date to qualify for a full refund. Cancellations received later than one week prior to the meeting date DO NOT qualify for a refund of registration fees. Sorry, phone cancellations cannot be honored. If you have any questions, please email info@nacmconnect.org.

Questions? Contact Kelly Hall at kelly.hall@nacmconnect.org or call 317.225.4281 Email this form to registration@nacmconnect.org. You will be invoiced shortly. THE INTERCONNECTION

JULY/AUGUST 2017

PAGE 36

Indiana event

A full day seminar designed for Credit Professionals

UPDATES IN

CREDIT LAW Speakers Partners of Rubin & Levin, P.C. Reynold T. Berry, Esq.

Credit applications, when to sue, guarantees, promissory notes, and credit management tips.

Martin Marietta Aggregates

Thursday July 20

│

Joshua W. Casselman, Esq.

Secured claims against personal property and real estate and how to collect on each, including mechanics liens and public works.

James T. Young, Esq.C

Bankruptcy issues from filing of claims, following the case from a creditor’s perspective, and defending avoidance claims such as preferences and fraudulent transfers.

11405 N Pennsylvania Street #250

8:30 a.m. – 4 p.m.

Continental Breakfast 8:30-9:00 Lunch is included.

│

Carmel, IN 46032

$189 – Members

(Two coupons per person) ($175 if 3 or more from the same company)

$378 – Nonmembers

Attendance at this seminar is worth .6 Continuing Education Units/CCE Recertification points. Name________________________________________________________________ Designation(s)_________________________ Member#___________________ Please write your name as you would like it to appear on your name badge.

qYes qNo

Online registration is available on www.nacmgreatlakesregion.com q q q

Questions? Contact Kelly Hall at kelly.hall@nacmconnect.org or call 317.225.4281 Email this form to registration@nacmconnect.org. You will be invoiced shortly. THE INTERCONNECTION

JULY/AUGUST 2017 PAGE 37

Indiana event Roundtable discussions are a great opportunity to review, discuss, question and learn best practices with credit professionals of countless experience and backgrounds, across various industries and company sizes. It is a great opportunity to network with other credit professionals that you can later reach out to regarding the roundtable discussion or other related credit processes or circumstances. They are equally beneficial to both the newer and the more experienced. –Chuck Levy, CCE Credit Manager Fabick CAT

2017 Indiana

August Roundtable Discussion

SETTING CREDIT LIMITS WITHOUT FINANCIAL INFORMATION ThursdayAugust 24 11:30 a.m.–1:30 p.m. Location: Don Hall’s Old Gas House Restaurant 305 E. Superior St. Fort Wayne, IN 46802-1206

Moderator: Ben Johnson, Franklin Electric

▪ Know your customer. ▪ Are guarantees or security an option? ▪ Can I protect myself with a Lien? ▪ Credit limits and Credit Ratings. ▪ How to leverage sales assistance.

Cost per Meeting

qYes qNo

Online registration is available on www.nacmgreatlakesregion.com q q q

Check enclosed—(payable to NACM Connect) mail to: 3005 Tollview Drive, Rolling Meadows, IL 60008 Please invoice me: Credit card—Pay by phone upon receipt of invoice: 1.800.935.6226 Check—Mail upon receipt of invoice. Coupon—Limit one coupon per person.

All payments must be received one week prior to meeting date.

Email this form to registration@nacmconnect.org. You will be invoiced shortly. THE INTERCONNECTION

JULY/AUGUST 2017

PAGE 38

Michigan event “Roundtable discussions are a great opportunity to review, discuss, question and learn best practices with credit professionals of countless experience and backgrounds, across various industries and company sizes. It is a great opportunity to network with other credit professionals that you can later reach out to regarding the roundtable discussion or other related credit processes or circumstances. They are equally beneficial to both the newer and the more experienced”. –Chuck Levy, CCE Credit Manager Fabick CAT

NACM Connect Michigan

2017 Lunch Roundtable Discussions The Customer From Hell!! q August 10 Creating the Perfect Credit Policy q October 12 Deductions q December 7 Moderators to be announced.

Thursdays 11:30 a.m. - 1:30 p.m.

Location:

Brann’s Steakhouse & Grille 4157 Division Ave S. Grand Rapids, MI 49548

Cost per Meeting

qYes qNo

Online registration is available on www.nacmgreatlakesregion.com q q q

Check enclosed—(payable to NACM Connect) mail to: 3005 Tollview Drive, Rolling Meadows, IL 60008 Please invoice me: Credit card—Pay by phone upon receipt of invoice: 1.800.935.6226 Check—Mail upon receipt of invoice. Coupon—Limit one coupon per person.

All payments must be received one week prior to meeting date.

Email this form to registration@nacmconnect.org. You will be invoiced shortly. THE INTERCONNECTION

JULY/AUGUST 2017 PAGE 39

wisconsin event Roundtable discussions are a great opportunity to review, discuss, question and learn best practices with credit professionals of countless experience and backgrounds, across various industries and company sizes. It is a great opportunity to network with other credit professionals that you can later reach out to regarding the roundtable discussion or other related credit processes or circumstances. They are equally beneficial to both the newer and the more experienced. –Chuck Levy, CCE Credit Manager Fabick CAT

2017 Northern Wisconsin

July Roundtable Discussion

THE CUSTOMER FROM HELL!!! (How To Deal With The Worst of The Worst While Staying Professional And Keeping A Smile On Your Face!) Facilitator: Frank Schetski (NACM Connect)

Friday, July 21 Cost per Meeting $25 members $50 non-members One coupon per person

12 p.m. – 2 p.m. Location: Papillon’s Restaurant 1041 East Grand Avenue Rothschild, WI 54474

(Highway 29 East of Wausau in the Shopko Plaza)

Attendance at this roundtable discussion is worth .2 Continuing Education Units/CCE Recertification points Name________________________________________________________________ Designation(s)_________________________ Member#___________________ Please write your name as you would like it to appear on your name badge.

qYes qNo

Online registration is available on www.nacmmidwest.org q q q

Check enclosed—(payable to NACM Connect) mail to: 3005 Tollview Drive, Rolling Meadows, IL 60008 Please invoice me: Credit card—Pay by phone upon receipt of invoice: 1.800.935.6226 Check—Mail upon receipt of invoice. Coupon—Limit one coupon per person.

All payments must be received one week prior to meeting date.

Email this form to registration@nacmconnect.org. You will be invoiced shortly. THE INTERCONNECTION

JULY/AUGUST 2017

PAGE 40

Wisconsin event

MEMBER APPRECIATION EVENT sponsored by

STEAM YAC H TLOUISE LOUISE STEAM YACHT You work hard, so isn’t it time for a little break to recharge? Escape from routine and have some fun this summer. Climb aboard the Steam Yacht Louise on beautiful Geneva Lake with your colleagues.

FRIDAY, AUGUST 18 Registration Deadline: Friday, August 4 Board:

4:30 pm |

Cruise:

5 pm - 7 pm

$30 per person One coupon per company will be accepted.

Riviera Docks

Tickets will be available on a first-come, first served basis and limited to 35 registrants. This event is open to members only.

Parking: All public parking in Lake Geneva is metered parking. Current rate is $1 per hour. Credit cards accepted at parking kiosk.

Includes boat cruise and dinner.

812 Wrigley Drive | Lake Geneva, WI 53147

If you have any questions, please contact Frank Schetski at frank.schetski@nacmconnect.org or 414-232-4565 Name________________________________________________________________ Designation(s)_________________________ Member#___________________ Please write your name as you would like it to appear on your name badge.

qYes qNo

Online registration is available on www.nacmmidwest.org q q

Check enclosed—(payable to NACM Connect) mail to: 3005 Tollview Drive, Rolling Meadows, IL 60008

Coupon—Limit one coupon per member company.

Please invoice me: Credit card—Pay by phone upon receipt of invoice: 1.800.935.6226. Check—Mail upon receipt of invoice.

All payments must be received one week prior to meeting date.

Email this form to registration@nacmconnect.org. You will be invoiced shortly. THE INTERCONNECTION

JULY/AUGUST 2017 PAGE 41

Missouri event “Roundtable discussions are a great opportunity to review, discuss, question and learn best practices with credit professionals of countless experience and backgrounds, across various industries and company sizes. It is a great opportunity to network with other credit professionals that you can later reach out to regarding the roundtable discussion or other related credit processes or circumstances. They are equally beneficial to both the newer and the more experienced”. –Chuck Levy, CCE Credit Manager Fabick CAT

NACM Missouri

2017 Roundtable Discussions

WAKE UP AND LEARN Breakfast Roundtable Meetings

Credit Proctology Moderator: Kevin Stinner, CCE, CCRA Crop Production Services

August 23 Wednesday

Tools to automate your credit department Moderator: Staci Cima, CCE Crescent Parts & Equipment

November 15 Wednesday

8:00 a.m. – 9:30 a.m. Location

Chris’ Pancake & Dining 5980 Southwest Avenue St. Louis, MO 63139

Cost Per Meeting

$25 members, $50 non-members One coupon per person (Breakfast Included)

CEU points and CCE recertification points are available for each meeting. Name ___________________________________________________________ Company _________________________________________ Please write your name as you would like it to appear on your name badge.

Address____________________________________ City ______________________________________ State ________ Zip____________ Phone_____________________________________ Fax ______________________________Mobile ________________________________ Email______________________________________________________________________ Do you accept text messaging? qYes qNo

Online registration is available on www.nacmgateway.org q q q

Check enclosed—(payable to NACM Connect) mail to: 3005 Tollview Drive, Rolling Meadows, IL 60008 Please invoice me: Credit card—Pay by phone upon receipt of invoice: 1.800.935.6226 Check—Mail upon receipt of invoice. Coupon—Limit one coupon per person.

All payments must be received one week prior to meeting start date.

Email this form to registration@nacmconnect.org, You will be invoiced shortly. THE INTERCONNECTION

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PAGE 42

Missouri Event

MEMBER APPRECIATION EVENT sponsored by

ST. LOUIS CARDINALS

You work hard, so isn’t it time for a little break to recharge? Escape from routine and have some fun this summer. Grab some colleagues and enjoy a cold one while catching a game at Busch Stadium.

$40 per person No coupons accepted for this event. This event is open to NACM Connect members only. No guests can be accommodated. Tckets will be available strictly on a first-come, first-served basis.

SAN DIEGO PADRES

THURSDAY, AUGUST 24 Registration Deadline: Thursday, August 10

Time: 6:15

Busch Stadium

700 Clark Street | St. Louis, MO 63102 Party Suite 213

If you have any questions, please contact Rochelle Wilson at rochelle.wilson@nacmconnect.org or 314.677.2803 Name________________________________________________________________ Designation(s)_________________________ Member#___________________ Please write your name as you would like it to appear on your name badge.

qYes qNo

Online registration is available on www.nacmgateway.org q

Check enclosed—(payable to NACM Connect) mail to: 3005 Tollview Drive, Rolling Meadows, IL 60008

Please invoice me: Credit card—Pay by phone upon receipt of invoice: 1.800.935.6226. Check—Mail upon receipt of invoice.

All payments must be received one week prior to event date.

Email this form to registration@nacmconnect.org. You will be invoiced shortly. THE INTERCONNECTION

JULY/AUGUST 2017 PAGE 43

Upstate New York event

Roundtable discussions are a great opportunity to review, discuss, question and learn best practices with credit professionals of countless experience and backgrounds, across various industries and company sizes. It is a great opportunity to network with other credit professionals that you can later reach out to regarding the roundtable discussion or other related credit processes or circumstances. They are equally beneficial to both the newer and the more experienced. –Chuck Levy, CCE Credit Manager Fabick CAT

Eastern/Western New York

2017 Roundtable Discussion Series Ways to Safely Sell Higher Risk Accounts

Collecting on Judgements Buffalo - July 19th q Rochester - July 20th q

q q

Canadian Collections & Legal Issues

October 18th - Buffalo October 19th - Rochester

How to Effectively Work with Your Sales Team

Buffalo - August 16th q Rochester - August 17th q

q q

November 15th - Buffalo November 16th - Rochester

Please select each meeting you plan to attend. All meetings are from 9 – 10:30 a.m. Moderator(s) to be announced.

Buffalo Location:

Original Pancake House 5479 Main St. Williamsville, NY 14221

Rochester Location:

International House of Pancakes 556 Jefferson Road Rochester, NY 14623

Cost per Meeting

$25 members, $50 non-members, one coupon per person is valid. Breakfast Included. CEU points and CCE recertification points are available for each meeting.

Name ___________________________________________________________ Company _________________________________________ Please write your name as you would like it to appear on your name badge.

Online registration is available on www.nacmupstateny.org q q q

Check enclosed—(payable to NACM Connect) mail to: 3005 Tollview Drive, Rolling Meadows, IL 60008 Please invoice me: Credit card—Pay by phone upon receipt of invoice: 1.800.935.6226 Check—Mail upon receipt of invoice. Coupon—Limit one coupon per person.

All payments must be received one week prior to meeting date. Cancellation Policy: Cancellations must be received in writing via fax, email or mail no later than one week prior to the meeting date to qualify for a full refund. Cancellations received later than one week prior to the meeting date DO NOT qualify for a refund of registration fees. Sorry, phone cancellations cannot be honored. If you have any questions, please email info@nacmconnect org.

Email this form to registration@nacmconnect.org. You will receive an invoice shortly. THE INTERCONNECTION

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PAGE 44

Illinois Event

MEMBER APPRECIATION EVENT sponsored by

SPIRIT OF CHICAGO CRUISE SPIRIT OF CHICAGO You work hard all week long, so isn’t it time for a little break to recharge? Escape from routine and have some fun this summer. Spirit of Chicago’s Cocktail Cruise is a quick refresh to reward you for a week well done and start your weekend right. Forget your land-locked, go-to bar and treat yourself to great drinks and incredible views of the stunning Chicago skyline!

$40 per person One coupon per company will be accepted. (Includes 2 hour boat cruise, hors d’oeuvres, open bar, DJ entertainment, door prizes and a $5 donation to the Robert L. Vodraska Scholarship Foundation. Receipt provided upon request) Tickets will be available on a first-come, first-served basis. Members may bring one guest; guest must be at least 21 or older (strictly enforced).

FRIDAY, JULY 21 Registration Deadline: Friday, July 7 Board:

3:30 pm |

Cruise: 4

pm - 6 pm

Navy Pier (south side)

Spirit of Chicago – Cocktail Cruise (Celebration Deck)

Parking: Limited parking is available on Navy Pier. Alternate parking lots are available a few blocks west of Navy Pier on either Illinois or Grand Avenue.

If you have any questions, please contact Dawn Federico at dawn.federico@nacmconnect.org or 847.483.6424 Name________________________________________________________________ Designation(s)_________________________ Member#___________________ Please write your name as you would like it to appear on your name badge.

qYes qNo

Online registration is available on www.nacmmidwest.org q q

Check enclosed—(payable to NACM Connect) mail to: 3005 Tollview Drive, Rolling Meadows, IL 60008

Coupon—Limit one coupon per member company.

Please invoice me: Credit card—Pay by phone upon receipt of invoice: 1.800.935.6226. Check—Mail upon receipt of invoice.

All payments must be received one week prior to meeting date.

Email this form to registration@nacmconnect.org. You will be invoiced shortly. THE INTERCONNECTION

JULY/AUGUST 2017 PAGE 45

NACM connect

Institute of Credit 3005 Tollview Drive Rolling Meadows, IL 60008 Phone: 847-483-6478 Fax: 847-253-6241 Website: www.nacmmidwest.org

CONNECT Institute of Credit

2017 Class Schedule CBA Courses Course Description

Fall 2017

Business Credit Principles

Monday 8/21 - 10/30*

Financial Statement Analysis I

Thursday 8/24 - 10/26

Available through Avaya Scopia® video conferencing

CBF Courses Course Description

Fall 2017

Credit Law

Monday 8/28 - 11/6*

Evening Class Times: 5:30 – 8:30 p.m. * No Classes on September 4 (Labor Day)

Professional Certification Program Test Dates Application and Paperwork Deadlines

Exam Dates

May 29, 2017

Monday, July 24, 2017

September 11, 2017

Monday, November 6, 2017

Classes are subject to cancellation based on enrollment.

For more information on becoming a certified credit professional, please visit the NACM Connect website at www.nacmconnect.org, or contact Lillian Novak by phone at 800-935-6226,or via email at lillian.novak@nacmconnect.org.

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PAGE 46

NACM connect

Institute of Credit 3005 Tollview Drive Rolling Meadows, IL 60008 Phone: 847-483-6478 Fax: 847-253-6241 Website: www.nacmmidwest.org

CONNECT Institute of Credit

Registration Form Name: __________________________________________________________________________________________ Company:______________________________________________ Phone:____________________________________ Address: _______________________________________________ Fax: _____________________________________ City: __________________________________________ State: ____________________ Zip: ____________________ Email Address: ______________________________________________ Member Number: ______________________

Course Fees:

qMember – $450* (plus textbook fee)

q Non-Member –$900* (plus textbook fee)

*Registration fees increase by $80 for members and $160 for non-members if registration form is not submitted two weeks prior to start of class.

Please check your selection from the courses listed below Course Name

Required Textbook*

Textbook Fee Member

Textbook Fee Non-Member

qCAP: Business Credit Principles

Principles of Business Credit

$90

$180

qCAP: Basic Financial Accounting

Accounting

$350

$700

qCAP: Financial Statement Analysis I

Understanding Financial Statements

$115

$230

qACAP: Business Law

Business Law Today

$365**

$730**

qACAP: Credit Law

Business Law Today

$365**

$730**

ISBN: 1888505338

ISBN: 9781133607601

ISBN: 10:0132655063

Version subject to change.

By Warren, Reeve and Duchac

By Lyn Fraser-Aileen Ormiston

By Miller-Jentz

ISBN: 10:0538452803

By Miller-Jentz

ISBN: 10:0538452803

* Textbook editions can change at any time. If you are not purchasing a book through NACM Connect, please confirm the edition with Lillian Novak, lillian.novak@nacmconnect.org, before you buy. All students must have same edition - no exceptions. ** The same textbook can be used for both classes in most cases. Prices are subject to change without prior notice - Classes are subject to cancellation based on enrollment A 20% surcharge applies to late registrations and rebooking

qWinter

qSpring

qSummer

qFall

***Tuition Must be Paid Before the First Class Begins*** Payment Method q q

Check—Payable to NACM Connect and mailed to: 3005 Tollview Drive, Rolling Meadows, IL 60008 Credit Card— Pay by phone upon receipt of invoice 800-935-6226.

For more information, please email info@nacmconnect.org.

Online registration is available on www.nacmmidwest.org/chicago Email this form to registration@nacmconnect.org. You will receive an invoice shortly. THE INTERCONNECTION

JULY/AUGUST 2017 PAGE 47

nacm connect

Negotiating the “Perfect ” Credit Enhancement Wednesday, July 26, 2017 10 am - 11 am CT About the Webinar

During this 60-minute webinar you will learn: • About the various credit enhancements available to you. • The pros/cons of each and strategies for negotiating them with customers. • The enforceability of such enhancements in the event of a customer bankruptcy filing – in particular, how the bankruptcy automatic stay impacts enforcement.

About the Presenters Thomas Fawkes

WEBINAR

In a climate of mounting insolvencies and bankruptcy filings – particularly in the retail industry – the need for credit managers to ensure that their credits are properly protected has taken on greater importance. Simply put, a fully unsecured credit with a distressed customer is a recipe for disaster, and credit professionals are well advised to be proactive in negotiating and documenting credit enhancements, including purchase-money security interests and blanket liens, personal and cross-corporate guarantees, standby letters of credit, and consignment arrangements, which can often mean the difference between full and zero recovery in the event of a bankruptcy or insolvency.

Tom is a partner with the law firm of Goldstein & McClintock LLLP in its Chicago office. Tom focuses his practice on bankruptcy, creditors’ rights and financial restructuring matters, representing official committees, unsecured and secured creditors, debtors, financial institutions, post-confirmation trustees and asset purchasers in chapter 11 and 7 bankruptcy cases, out-of-court restructurings, and liquidation proceedings throughout the United States. Tom also assists his clients in structuring commercial transactions with a view towards mitigating risk of future bankruptcy and insolvency losses.

Brian Jackiw

Brian is a Partner with the law firm of Goldstein & McClintock in its Chicago office. Brian is experienced in bankruptcy and commercial litigation, having represented plaintiffs and defendants in avoidance actions, complex bankruptcy claim disputes, breach of fiduciary duty actions and bankruptcy fraud litigation. Beyond litigation in the bankruptcy courts, Brian has experience in general collection and commercial law litigation. Brian has also spent significant time advocating on behalf of general unsecured creditors through his representation of official committees of unsecured creditors.

WEBINAR REGISTRATION Participation points are available for this webinar.

Date Wednesday, July 26, 2017

Time 10a.m. — 11a.m. CST

Cost (per connection) $99 - Member, $198 - Nonmember (Only one coupon will be accepted)

Name_______________________________________________________________ Member #____________________________________________ Company___________________________________________Address________________________________________________________________ City____________________________________________ State _________________________ Zip_________________________________________ Phone ________________________ Fax _________________________ Email _______________________________________________________ Mobile __________________________________________________________________________ Do you accept text messages?

qYes qNo

All payments must be made prior to receiving link for the webinar. q Check enclosed—(payable to NACM Connect) mail to: 3005 Tollview Drive, Rolling Meadows, IL 60008 q Please invoice me. Credit Card—Pay by phone upon receipt of invoice: 1.800.935.6226. Check—Mail upon receipt of invoice. q I am using a coupon for this event. Cancellation Policy: Cancellations must be received in writing, via fax, email or mail, no later than two weeks prior to the event date to qualify for a full refund. Cancellations received later than two weeks prior to the event date do NOT qualify for a refund of registration fees. Sorry, phone cancellations cannot be honored. If you have any questions, please email info@nacmconnect.org.

Email this form to registration@nacmconnect.org. You will be invoiced shortly. THE INTERCONNECTION

JULY/AUGUST 2017

PAGE 48

NACM connect

Take Your Career to the Next Level:

The NACM Certification Process From Start to Finish Wednesday, August 9, 2017 10 am - 10:30 am CT Cost: No Charge

WEBINAR

About the Webinar

Designed by fellow credit professionals, NACM’s Certification Program has defined and established standards in the demanding field of credit. NACM’s various levels of certification continue to provide a competitive advantage and recognition to individuals as they acquire special expertise in the field of credit through the dynamic certification process. Join Ben Noury, the Director of Education Services at NACM, and learn how to get started on the path, or take the next step, toward earning your CBA, CBF, CCRA or CCE certification. Don’t miss this opportunity to further your education and your career. During this 30-min complimentary webinar, you will: • Discover the benefits of earning a NACM Certification. • Get an in depth glimpse into the CBA, CBF, CCRA and CCE Certifications. • Learn where and how to get started. • Be able to ask questions from those who know the process the best.

About the Presenter

Ben Noury Ben Noury has been working with NACM since August 2016. Ben graduate from Brown University with a degree in Economics then pursued a career in teaching in East Los Angeles. During that time, Ben received his Masters of Education with a focus on Digital and Adult Learning from Loyola Marymount University. Ben is dedicated to combine his knowledge of the economy and education to provide NACM members with the highest level of education, as well as further the field of credit.

WEBINAR REGISTRATION Participation points are available for this webinar.

Date Wednesday, August 9, 2017

Time 10a.m. — 10:30a.m. CST

Cost (per connection) No Charge - Complimentary

qYes qNo

Email this form to registration@nacmconnect.org. THE INTERCONNECTION

JULY/AUGUST 2017 PAGE 49

NACM Connect

2017-2018 Advisory Board Member Volunteers 2017-2018 Missouri Advisory Board CHAIRPERSON Kevin Stinner, CCE Crop Production Service VICE CHAIRPERSON Curtis Litchfield Land Oâ&#x20AC;&#x2122;Lakes/Purina Mills SECRETARY Staci Cima Crescent Parts & Equipment DIRECTORS Term Ending 2018 Debbie Harper, CCE Truck Centers, Inc. Jason Mott MFA, Inc. DIRECTORS Term Ending 2019 Brent Heizelman Mid-Kansas Cooperative Assn. Tiffany Sudduth American Metals COUNCILOR Chuck Levy, CCE John Fabick Tractor Company

2017-2018 Great Lakes Advisory Board

DIRECTORS Term Ending 2018 Rob Hanus Carhartt, Inc. COUNCILOR Jim Montague, CCE Lippert Components, Inc.

2017-2018 Upstate New York Advisory Board CHAIRPERSON

Bonnie Bonavito Try It Distributing

SECRETARY Deborah Coder NOCO Inc. DIRECTORS Term Ending 2021 Deanna Jonas, CCE Daikin Applied DIRECTORS Term Ending 2022 Anthony Mitchell Crop Production Services

2017-2018 Nebraska Advisory Board CHAIRPERSON Gary Kennett Nebco Inc. VICE CHAIR Terri Lawver Hornady Manufacturing DIRECTORS Term Ending 2018 Janet Henseleit Vulcraft - Division of Nucor CFDD REPRESENTATIVE Brett Bartling Warren Distribution

2017-2018 Wisconsin Advisory Board CHAIRPERSON

VICE CHAIRPERSON Curt Johnson, CCE S. Abraham and Sons, Inc.

DIRECTORS Term Ending 2018 Cindy Fredericksen Regal-Beloit Corporation

SECRETARY Caroline Perkins, CCE Mickey Thompson Performance Tire

COUNCILOR Rich Weiss, CBA Jaeckle Distributors

COUNCILOR Bonnie Shantler

CHAIRPERSON

Michael Gould Logicalis, Inc.

Eleanore Jones Lakeside Manufacturing

Diana Hoffman Rockline Industries

Mary Hotvedt, CCE Waupaca Foundry

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PAGE 50

NACM Connect

THE INTERCONNECTION

JULY/AUGUST 2017 PAGE 51

The InterConnection

800.935.NACM

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