2018 July/August InterConnection Newsletter by NACM Connect

The InterConnection VOLUME 6

The 122nd Credit Congress and Expo is Now in the Books Lillian Novak, CGA

ISSUE 4

JULY/AUGUST 2018

Emerging Leaders A Program for Exceptional Credit Team Members

re you aware of the program NACM Connect has specifically to develop high-performing credit professionals? The Emerging Leaders Program honors outstanding and exceptional young credit professionals and further develops their skill set through education and networking. All members of NACM Connect are eligible for this program. Candidates must be 35-years-old or under, and be employed by NACM Connect member companies in good standing. The annual call for nominations will begin in November. For more information regarding the program, visit www.nacmconnect.org/membership. The recipient of the 2018 Emerging Leaders Award is Brendan Misik, CCE, CICP, Area Credit Manager of Nutrien Wholesale Credit. The award was announced during the Opening General Session of the Credit Congress held in Phoenix. Following is the essay Brendan submitted for award consideration.

The Importance of Business Credit

eld in Phoenix, AZ during a spell of record-breaking heat, our members were not deterred. NACM Connect was well represented by both members and staff, with several of our members also participating as instructors as lecturers. Two member events, the Caine & Weiner/NACM Connect hospitality suite and the Great Lakes Region breakfast, were decidedly successful and offered our members a place to come together. Three awards were bestowed upon members of NACM Connect this year, and one award on the Association itself. Member awards given out at the Opening General Session included: CCRA Designation of Excellence: Martine Dyer, CBF, CCRA, Parts Town, LLC CBA Designation of Excellence: Ed Bell, PhD, CBA, ICCE, W W Grainger, Inc. Emerging Leader Award: Brendon Misik, CCE, CICP, Nutrien

Continued on page 7>>

Brendon Misik, CCE, CICP Business credit plays a vital role in any organization as well as in the global economy. In a world where transparency is becoming increasingly important to both decision makers as well as investors, business credit becomes the focal point of any organization. A sale is not a sale until funds are collected, and it takes a talented Brendon Misik, CCE, CICP group of credit managers to make this happen from the Area Credit Manager, initial stages of account opening, through timely account Nutrien Wholesale Credit reviews, and until all funds are collected. Receivables that become uncollectable put significant cash flow strains on an organization and make it difficult to successfully operate. These unexpected bad debt writeoffs also create anxiety for investors who may lose faith in the operations of a business. Without the guidance that credit departments provide, companies can quickly find themselves out of business and possibly even sending a ripple through various economies. It is up to the credit department of a business to manage the appropriate risk of a company. This would be a risk level that both executives and investors are comfortable with and aware of. It is also important that the credit role be ‘arm’s length’ from the sales function. Although a strong relationship with sales is important, it is imperative that sales does not control or persuade the credit decision making process. We have seen over the past two decades how not having arm’s length transactions have resulted in various scenarios including creative accounting practices, which have resulted in the failing of businesses and the significant loss of investors’ equity. This would result in similar situations if controls were not put in place to prevent the sales function of an organization from altering the risk practices of a company. Business credit plays a critical role to manage a certain level of risk that can be anticipated so that cash flows Continued on page 9 >>

2018-2019

Board of Directors CHAIRPERSON Kurt Albright Uline, Inc. VICE CHAIRPERSON Erica White, CCE Ferguson Enterprises TREASURER Patrick Nelson ACCO Brands, Inc. 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 Les Witrzek, CCE, CICP Kuriyama of America, Inc. Ed Stauber Stericycle, Inc. Kevin Stinner, CCE, CCRA Pinnacle Agriculture Distribution DIRECTORS—TERMS ENDING 2021 Tracey Bland Kevin Burke, CCE Erie Materials, Inc. Staci Cima, CCE Crescent Parts & Equipment Diana Hoffmann Rockline Industries, Inc. Brendon Misik, CCE,CICP Nutrien PRESIDENT Phillip J. Lattanzio, CCE NACM/Chicago-Midwest SECRETARY Kerry Jensen, CPA NACM/Chicago-Midwest COUNCILOR John Fahey, CCE Edward Don & Company EDITORIAL STAFF EDITOR Linda Herbst Senior Marketing Administrator ASSOCIATE EDITORS Lillian Novak, CGA V.P. of Education and Marketing Margaret Krafft Marketing Administrator

In This Issue The 122nd Credit Congress and Expo is Now in the Books

NACM Connect Missouri Local Industry Group Meetings

Emerging Leaders: A Program for Exceptional Credit Team Members

NACM Connect Nebraska Local Industry Group Meetings

2018 Institute of Credit Class Schedules

Illinois -Super Credit Bowl Schedule

NACM Connect New York Local Industry Credit Group Meeting

Missouri-Super Credit Bowl Schedule

Event Calendar

NACM 122nd Credit Congress & Expo Photo Gallery

Illinois -SAP and A/R Users Group Meeting Registration Form

NACM Membership Driving Trade Credit Education

Illinois -Legal Topics Affecting the Credit Team

NACM Connect Welcomes Newly Formed Kansas City Industry Group

Illinois- NACM Connect Social Event Chicago Cubs vs Washington Nationals

Welcome New Members and Reps

Indiana -Roundtable: Effective Communication with Difficult Customers

Illinois Construction Stuff and Stuff

Indiana -Roundtable: Day-to-Day Issues in the Credit Department

Kansas Annual Meeting Photo Gallery

Missouri: Kansas City Annual Meeting Photo Gallery

Indiana- Roundtable: Credit and Collections 101

Nebraska Annual Meeting Photo Gallery

Indiana -The Complete Credit Professional Indiana-Best Practices Credit Group

Indiana, Annual Meeting Photo Gallery

14 16

Michigan Roundtable: How to Effectively Work with Your Sales Team

Ohio Annual Meeting Photo Gallery Wisconsin Annual Meeting Photo Gallery

Michigan-Business Law Course

The Power of Process Certainty

Credit 101 Photos

Missouri-NACM Connect Social Event: St. Louis Cardinals vs Colorado Rockies New York Roundtable Discussions

Outsourcing Noncredit Work: Develop a Rich Pitch

Ohio-NACM Connect Social Event: Cleveland Indians vs Cincinnati Reds

Caine & Weiner Collection Quarterly Giveaway

Ohio Roundtable: Open Networking Forum

Midwest Staffing Credit Career Corner

Ohio Roundtable: Toot Your Own Horn

2018 Institute of Credit Course Schedule

Ohio-Business Credit Principles Course

NACM Connect Illinois/Wisconsin Local Industry Credit Group Meetings

Ohio Roundtable: How Can Sales & Credit Work Together?

NACM Connect National Industry Credit Group Meetings

Wisconsin-NACM Connect Social Event: Steam Yacht Cruise

NACM Connect Indiana/Michigan/Ohio Local Industry Group Meetings

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.

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.

THE INTERCONNECTION

JULY/AUGUST 2018

PAGE 2

Education Digest

Institute of Credit (IOC)

tart the process of earning your professional designation and register today for the NACM Connect Institute of Credit (IOC) Quarter for Fall of 2018. 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 Live Videoconference

**Business Credit Principles

Mondays, 8/20 - 10/29

Rolling Meadows, IL

Business Credit Principles

Tuesdays, 8/14 - 10/16

Solon, Ohio

**Financial Statement Analysis I

Thursdays, 8/23 - 10/25

Rolling Meadows, IL

CBF (Credit Business Fellow) Course Schedule

Each of these courses fulfills one of the CBF certification requirements.

**Credit Law

Wednesdays, 8/22 - 10/24

Rolling Meadows, IL

Business Law

Wednesdays, 8/29 - 11/14

Zeeland, MI

Institute 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

TBD

CBF

TBD

CCE

TBD

Exam Dates & Deadlines Application and Paperwork Deadlines Friday, September 14, 2018

Exam Dates Monday, November 5, 2018

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JULY/AUGUST 2018 PAGE 3

news

2018 NACM CONNECT

CREDIT CONFERENCE

St. Louis, MO Chicago, IL

......... September 19 - 20 ............ October 17 - 18

Columbus, OH ......... November 7 - 8 THE INTERCONNECTION

JULY/AUGUST 2018

PAGE 4

illinois event

2018 NACM CONNECT CREDIT CONFERENCE

ws, IL

Meado Rolling

Wednesday - October 17

8:00 – 8:15 a.m.

Welcome Remarks - NACM Connect President, Phil Lattanzio, CCE

8:15 – 9:15 a.m.

BEING THE BEST YOU CAN BE - Opening Keynote Speaker: Jerry Markbreit

9:45 – 11:00 a.m.

Emerging Digital Solutions in Credit Management Doug Gordon, Fundation

Advanced L/C’s and Global Hot Spots Fiore Petrassi, J.P. Morgan Chase

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

11:30 a.m. – 12:30 p.m.

National Trade Credit Report 101 Gina Calabresee Sylvester,CMP, CGA, NACM Tampa; Phil Lattanzio, CCE, NACM Connect

NACM National Update Robin Schauseil, NACM; Chris Ring, NACM Secured Transactions

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

1:30 – 2:45 p.m.

Advanced Chapter 11 Practice: Strategies for Minimizing Losses and Maximizing Recoveries in a Customer Bankruptcy Tom Fawkes, Esq., and Brian Jackiw, Esq., Goldstein & McClintock LLLP

The Changing Unclaimed Property Landscape Troy Wangen, True Partners Consulting

Cash Flow Analysis John Jaeger, CCE

3:15 – 4:30 p.m.

Bankruptcy in Different Corporate Structures Harold Israel, Esq., Goldstein & McClintock LLLP

Dirty Little Secrets of AP Nicole Caley, MBA, APM, Ace Hardware Corporation

Case Study John Jaeger, CCE

4:30 – 5:30 p.m.

Reception and Networking Event - Hosted by the Exhibitors

8:30 – 9:45 a.m.

The Digital Worker and Robotics Process Automation Steven Smith, nBotix, Inc.

Being a Millennial in Today’s Business World Panel; Moderator: Brendon Misik, CCE, Nutrien

Essential Elements of the Digital Credit Process Phyllis Saavedra, Emagia

Robotics Process Automation Panel Kurt Albright, CICP, Uline Grant Kottmeyer, CICP, Americas, Newark/Premier Farnell

Dime or Gold Mine Erica White, CCE, Ferguson Enterprises

Hide and Seek – How to Find Information on your Customers Ed Stauber, Stericycle; Regina Stricklin, Robert Bosch Tool

Hiring and Retaining Top Talent for your Credit Department Brenda Golletz, CCE, Morton Salt; Leslie Harrison, SPHR, CGA, Midwest Business Staffing; Curt Rothlisberger, CCE, CICE, Ardagh Metal Beverage USA Inc.

Letters of Credit: How Beneficiaries Can Enhance Their Chances of Collecting What They are Owed Carter Klein, Jenner & Block

Cybersecurity - The Space Where Man, Method and Machine Meet Tami Spellman, CISSP, TechGuard Security

10:15 – 11:30 a.m.

12:45 – 2:00 p.m.

Thursday - October 18

2:15 – 3:30 p.m.

HOUDINI’S GREATEST SECRET WAS THAT THERE WAS ONE: UNLOCKING & UNBLOCKING THE PATH TO PERSONAL & ORGANIZATIONAL SUCCESS - Closing Keynote Speaker: Michael Brandwein

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 2018 PAGE 5

missouri event

2018 NACM CONNECT CREDIT CONFERENCE

is, St. Lou

Wednesday - September 19

7:30 – 8:00 a.m.

Registration and Breakfast

8:00 – 8:15 a.m.

Welcome Remarks - NACM Connect President, Phil Lattanzio, CCE

8:15 – 9:15 a.m. 9:45 – 11:00 a.m.

THE DIGITAL WORKER AND ROBOTICS PROCESS AUTOMATION - Opening Keynote Speaker: STEVE SMITH, nBotix, Inc. Customer Visits Regan Coberly, CBF; Cyndi Powell, Jason Ottenad, CBA Ferguson Enterprises

Intermediate Financial Statement Analysis Curtis Litchfield, CCE Land O Lakes Ag Services Credit

Update from NACM National Chris Ring NACM National

National Trade Credit Report 101 Phil Lattanzio, CCE NACM Connect

1:30 – 2:45 p.m.

The Changing Unclaimed Property Landscape Troy Wangen, True Partners Consulting

Cash Flow Analysis Curtis Litchfield, CCE Land O Lakes Ag Services Credit

3:15 – 4:30 p.m.

Changes in Bankruptcy Laws Wanda Borges, Esq. Borges and Associates

Collection Practices Round Table Joe Batie, Caine & Weiner; Chuck Levy, CCE, John Fabick Tractor Company

4:30 – 5:30 p.m.

Reception and Networking Event - Hosted by the Exhibitors

11:30 a.m. – 12:30 p.m.

Thursday - September 20

8:00 – 8:30 a.m.

Registration and Breakfast

8:30 – 9:45 a.m.

Negotiations Brad Robinson Caine & Weiner

Financial Statement Journey Curtis Litchfield, CCE Land O Lakes Ag Services Credit

Workplace Harassment Tina Jett, SPHR Butler Supply

Cyber Security Tami Spellman TechGuard Security

Death, Divorce, Disaster, Divestiture Tom Fawkes and Brian Jackiw Goldstein & McClintock

Being a Millennial in Today’s Business World Rochelle Wilson, CGA NACM Connect

10:15 – 11:30 a.m.

12:45 – 2:00 p.m.

2:15 – 3:30 p.m.

RED FLAGS OF FRAUD - Closing Keynote Speaker: JIM CALI, Bi-State Development

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 2018

PAGE 6

The 122nd Credit Congress and Expo is Now in the Books.

news

<<Continued from page 1 NACM Connect - Wisconsin was given an award for positive membership growth in their affiliate category for 2017 at the Annual Leadership Luncheon. We hope you enjoy our Congress wrap- up through this photo montage.

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NACM 122nd Credit Congress & Expo Photo Gallery

June 10-13

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JULY/AUGUST 2018 PAGE 7

news

NACM Membership Driving Trade Credit Education Michael Miller

he National Association of Credit Management celebrated its 122nd year in existence coinciding with its 122nd annual Credit Congress and Expo in Phoenix, Arizona, in June 2018. Over the nearly one-and-one-quarter centuries, there have been changes throughout, but there have always been constants. Abraham Lincoln referred to a government “of the people, by the people, for the people” in his Gettysburg Address only 33 years before NACM was born. NACM membership can be viewed in a similar light. It is an organization of trade credit professionals built by its members and for its members with several key benefits and many other advantages. Roughly 100 years after Lincoln’s remarks, Malcolm X called education the passport to the future, “for tomorrow belongs to those who prepare for it today.” NACM is built on its belief in educating businessto-business credit professionals. “The most important benefit of being a member of NACM locally and nationally is education,” said Sheryl Rasmusson, CCE, chairman-elect of the NACM-National Board of Directors. “The opportunities provided through local and national education are unparalleled and have elevated me professionally,” she added. However, education is an enormous umbrella with multiple aspects underneath. The backbone of NACM’s education platform can be linked to its Business Credit Principles course, which covers business credit from A to Z. The course is offered through the online Credit Learning Center and in person at NACM’s headquarters in Maryland, local NACM affiliates and at Credit Congress. Business Credit Principles, along with Financial Statement Analysis 1, is the most widely available course to prepare members in the designation process. This professional certification program was one of the reasons why past

National Chairman Gary Gaudette, CCE, ICCE, joined NACM in the first place. “The designations show training, expertise and credibility in the field of business credit.” The CBA, CCRA, CBF and CCE are offered through NACM’s education, while NACM’s international association, FCIB, offers the CICP and ICCE. The CBA, CBF and CCE exams are given four times per year, including at Credit Congress. The CCE exam is also offered to those attending NACM’s Graduate School of Credit and Financial Management at American University in Washington, DC. The advanced-level program is a two-year, two-week education experience like no other. Former NACM-National Board Member Wendy Mode, CCE, CICP is taking advantage of her education opportunities. She is a second-year student at NACM’s Grad School and is using her company’s support and activity to continue her credit education. If that is not enough, she will also be in Phoenix the week before. “I saw the importance of learning credit—something you can’t learn in college,” she said. The education opportunities have given her awareness and the ability to build her own personal network. Fellow Grad School second-year student, Kyle King called his relationships invaluable. Most of which were built during his education opportunities. However, many were established while at industry credit groups. King is the

THE INTERCONNECTION

chairman of the NACM Southwest metals group, which meets every other month, so it does not take up too much time to contribute. “Trade groups have saved me hundreds of thousands if not millions of dollars,” said Credit Manager Kevin Stinner, CCE, CCRA. “I originally joined NACM for the trade groups; however, since then, I have learned so much more about my profession through NACM,” said Kenny Wine, CCE, NACM-National chairman of the board. “Whether it be through webinars, Credit Congress or Grad School, I’m always looking for ways to improve my credit skills.” These skills and the education offered by NACM will help members’ companies grow and assist them in managing their risk. Membership also includes the Credit Managers’ Index insight, NACM’s monthly forecasting survey, as well as the weekly e-newsletter with the latest credit information, webinars, Business Credit magazine and much more. NACM membership is a cycle. Credit professionals will join, learn, earn designations and mentor the new members when they join. In between that, members can attend trade groups to learn about potential customers and expand their network, join their industry group board and elevate themselves to the national board. The trade credit and NACM membership cycle will continue every year, driving individuals toward their professional goals and into the future.

•

JULY/AUGUST 2018

PAGE 8

news

The Importance of Business Credit <<Continued from page 1 remain constant and unforeseen bad debts are minimal. After the Great Recession of 2008, businesses and investors alike have a new-found respect for transparency. Many businesses have also now included the need to collect financial statements on their customers as part of their policies. Selling product on terms should be no different than a bank lending money. Similar practices that banks use in analyzing credit have now been adopted by business credit functions. Credit departments play a critical role in advising management on the risk levels in the sales of their company. Many companies have even branched out to require financials on suppliers and allow the credit department to analyze suppliers much like they do customers. Having a customer not pay is a direct financial hit to your company; likewise, having a supplier that goes out of business or one that cannot produce on a timely basis due to working capital issues can be equally important. Again, business credit becomes the focal point of an organization for not only sales, but purchases as well. Credit departments around the world help to avoid dangerous economic

“

“By managing the risk of an organization and making that risk transparent to executives and investors, decisions can be made more systematically instead of impulsively.”

crashes on a daily basis. We have seen how the Great Recession of 2008 rippled throughout nearly every economy across the globe. By managing the risk of an organization and making that risk transparent to executives and investors, decisions can be made more systematically instead of impulsively. Changes to business plans or even investors mindsets are therefore more gradual, thus eliminating the chaos factor and disrupting financial markets across the world. Bad debt can often play a big part in the reason why companies go bankrupt. If all companies down to the local retail level improved their credit policies, the chain

reaction of bad debts and potential bankruptcies all the way up through the supply chain to the raw materials provider could be significantly improved or even eliminated. It is essential that business credit continues to play a crucial role and adapt to the changes in our growing global economy. Our global economy has significantly changed and grown over the last few decades. Business credit needs to continue to adapt to the changes in the corporate world. A department dedicated to keeping up with changes in business law, risk mitigating products and tools, business practices, accounting practices, fraud prevention, and of course trade credit is invaluable to any organization. In order to do this, credit personnel need constant education and direct contact with industry credit groups. The financial security and longevity of a company depends on the credit department’s ability to effectively do their jobs and manage the risk expectations of their organization. By providing expert guidance to management, the business credit community works to ensure continued prosperity for their organization and safeguard the strength of connected economies all over the

Emerging Leaders

Professional Development, Networking, & Credit Leadership The Emerging Leaders program recognizes young credit professionals for their service, talent and outstanding commitment. If you have a team member or co-worker that you think deserves extra recognition for their standout qualities, please consider them for nomination. Visit www.nacmconnect.org/membership for more information. THE INTERCONNECTION

JULY/AUGUST 2018 PAGE 9

nacm connect

NACM Connect Welcomes Newly Formed Kansas City Industry Group

ACM Connect is pleased to welcome the newly formed Kansas City Building Materials industry group. The group launched in May, adopted bylaws and had their first meeting May 24, 2018. The members are currently meeting the third Thursday of each month and will be led by Chairman Katie Richardson, Ash Grove Materials.

For more information about this group or forming a new industry group in greater Kansas City or Wichita, contact Group Administrator Nancy Watson-Pistole CCE ICCE CGA at Nancy.watson-pistole@nacmconnect.org.

â&#x20AC;˘

Welcome New Members and Reps New Members

New Representatives

Leandro Mano Benary Plus Inc.

Teresa Rolando Profile Food Ingredients

Anthony Ubaka Big River Steel LLC

Liliana Coman R T C Industries Inc.

Ron Soyka E J Welch Co.

Dale Siggelkow Style Crest, Inc.

Margaret Cragel Fifth Wheel Freight

Lisa Cullen Thermal Mechanics

Michael Cassell Hanes Supply Inc.

Louise Kroft Timpte Inc.

Max Weaver Keim Lumber Co.

Mary Beth Baker Winstel Controls Inc.

Brad McKarney Marathon Petroleum Company LP

Josh Gitter Wow Logistics Company

Barb Riebesehl Masco Cabinetry LLC Kay Gilbert Masco Cabinetry LLC Brad Shugart Masco Cabinetry LLC Derrick Swaney Mitek Holly McCutchen Next Generation Films, Inc.

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American Greetings Kenneth Woods Culligan International Company James Asiyanby DIK Fulfillment Services Laura Noone Dorner Manufacturing Corporation Dina Waldenberger Fuchs Lubricants Co. Jason Murphy Greenlee-Textron Brittany Boeke Hartzell Fan Inc. Ed Elliott J.R. Automation Technologies, LLC Chris Ansel Neenah Foundry Leonard Sykes Oriental Trading Company Michelle Mally Rocky Brands, Inc. Sara Bowe Sassy14 LLC Connie Mileski Visual Comfort Group Cynthia Coha JULY/AUGUST 2018

PAGE 10

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nacm connect

Illinois Construction Stuff and Stuff Norm Cowie, CCE

f you’re a subcontractor, you might be kind of excited about SB 3052, which would require retention held on Illinois construction jobs to be reduced to 5% once a project is half way done. As a supplier who doesn’t or rarely accepts retention, you’d think I’d be ambivalent about it, but actually I’m all for it because it will help our customers’ cash flow. And if it helps their cash flow, I figure we’ll be a beneficiary since we’re downstream along with the other frogs and river trout. The bill has passed both houses, and perhaps by publication of this newsletter its fate will be known. That fate being whether the governor signs it or not. Or if he simply ignores it for sixty days, it will automatically become law. So if you’d like him to put his John Hancock on it, shoot Governor Rauner a letter asking him to sign SB 3052. His address (at least until the next election) is “Office of the Governor, 207 State House, Springfield Il, 62706.” Like I said, I think it will benefit suppliers as well as contractors, and retainage reform is well overdue. All but three other states have enacted similar changes (I admit to not having actually researched this, but I heard it from an attorney who knows his stuff, so I’m going to consider it a fact). The other bill I discussed last issue, HB 5201, which would help the County Recorders clean up old and expired liens, was killed .. at least for now. The Recorders are getting together with their opponents to figure out a way to zombie it back to life. I’m sort of neutral on this one, but I’m glad their original version didn’t go through. As I pointed out, there were some ugly flaws in the bill they tried to pass. I think we’ll see this one again, and maybe it will be better constructed. There were a few other minor bills flitting about the Legislature that would have minor impact on the lien law, but nothing huge looming right now.

Since I have some room here, I want to talk about a friend of mine, Joe Colasuono, CBA, who passed away two days ago (as of this writing). He was a credit manager at Advance Electric Supply, a competitor of our firm Paramont-EO. Joe actually worked for Paramont long before our merger, and started off in the warehouse, getting promoted to warehouse manager and then going into Credit. When he went into credit, he committed himself to learning the trade and went to NACM classes, earned his CBA. He regularly called me to talk about the lien law, waivers and strategy. We became friends, and whenever the phone rang and I knew from caller-id it was him, I would be smiling already when I picked up the phone. Our electrical distributors group was important to him, and he rarely missed meetings. The one thing he would never miss would be our Christmas lobster-seafood-Mai-Tai-fest at Bob Chinns. He shared personal details with us because we were his friends. We knew about his love of hockey, the way he bought red jackets for everyone on the softball team he coached, his love of Notre Dame, some of the things he got away with when he was young and brash. He wore his heart on his sleeve, and when he had a bit of a crush on a certain woman, his close friends knew it, and he laughed with us even when he was too shy to tell her how he felt. I wonder if she ever knew it. I admired his selfdeprecation, his willingness to be vulnerable with his friends, his fierce defense of those he cared for. He would be there for any of us, and we all knew it. Back when he smoked, he would stand outside looking scary and unapproachable, like someone out of the show The Sopranos, but his appearance belied his friendliness, generosity and kind spirit. He came to see me about ten days ago, and his health had slipped tremendously in just the weeks since I had last seen him. He was optimistic about getting better, but now I suspect he was seeing me to say goodbye.

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This is what NACM is all about. We are competitors, but at the same time we are friends. If there is a scammer out there trying to get one of us, the rest of us band together like a herd of cape buffalo scaring away a pride of lions. We trust each other, and this trust grows into friendship. I like and admire every single person in our distributor’s group, and I know they feel the same way. We’re all hurting right now because an important part of our heart has been ripped away. I’m supposed to go to an NACM event today with our distributor’s group, and I’m not sure I’m going to be able to pull it off. It hurts too much. But maybe I need to be with people who feel the way I do about him. So maybe… RIP, Joe. You were a great friend. Norm

•

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 www.normcowie.com which features past NACM Connect articles.

JULY/AUGUST 2018

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NEWS

Kansas Annual Meeting Photo Gallery

May 8

May 10

Missouri Kansas City Annual Meeting Photo Gallery THE INTERCONNECTION

JULY/AUGUST 2018 PAGE 13

NEWS

May 15 Nebraska Annual Meeting Photo Gallery

Indiana, Annual Meeting Photo Gallery

May 17

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JULY/AUGUST 2018

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JULY/AUGUST 2018 PAGE 15

NEWS

Ohio Annual Meeting Photo Gallery

May 22

May 24

Wisconsin Annual Meeting Photo Gallery

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JULY/AUGUST 2018

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news

The Power of Process Certainty Larry Grogan, CCE

hen being trained on a new job or role, there is only one thing better than having a clearly written description of what the job entails. That one thing is a document that lists all of the processes to be performed within the role, along with an easy-to-follow rationale and stepby-step guide for each process. This approach leads to what I call ‘process certainty’: there are no grey areas. They enable the employee to deliver the results each process was designed to create. The purpose of this article is to reframe the important role processes play in consistently delivering intended results for our customer and employers, while helping us, as employees, to achieve the satisfaction of having executed all of our processes flawlessly. While this is not intended to be a comprehensive article on the subject, my hope is the reader will find something useful as their company navigates through the road to process certainty. Let’s begin with steps that a business starting from scratch might undertake to create all the necessary processes to deliver the desired outputs for its Customers. An interesting way of framing this would be to assume your role was to franchise your current Credit & A/R team’s processes for 5 new regional locations to be opened simultaneously. They will have to depend on your ‘Franchise Operations Manual’ to hit the ground running on day one. DOCUMENTING PROCESSES:

1. Identify all processes, giving them

easily understood names that suggest their end results. If they are to be in the form of electronic documents, also give them a logical search code so they can be searched by process name or code.

2. Create a master list of all processes in Excel and for each note required tools, systems, authorities, and provide a ‘check-off’ column for each person who will be executing it to ensure they have all of the access needed to complete their tasks.

3. Label each process as a ‘core’

process – one that is frequently used or a ‘non-core’ process – one that is used occasionally or in exceptional situations. The ‘noncore’ document may prove to be the more valuable of the two types since we are prone to miss steps in situations that occur infrequently.

4. Lead off each individual process

document with a description of the desired end result, the tools or systems needed to complete the task, and an easy to follow listing of steps set in the most logical order. With the passage of time, the wisdom gained from experience should also be captured in the document and shared with other users.

5. In the spirit of keeping it simple,

avoid using fancy templates, multiple fonts or colors. These documents should be easy to read and update – similar to what a Wikipedia version of your process would look like. Keep screen shots to a minimum and if used, only

THE INTERCONNECTION

show the part of the screen that pertains to the step

Ensuring Process Certainty a) Emphasize that processes are the means by which your team creates value for the company and its customers. They also have the potential of creating high team cohesiveness and job satisfaction for individual members. Suggest that if the accounting rules allowed for it, employees and the processes they oversee would be some of the most important and highly valued assets on the company’s Balance Sheet. One author put it this way: “The best kept secret of successful companies and people is they have a method for everything they do”. b) The team owns the processes. Not one individual or the Team Leader. Everyone who uses the process is a stakeholder and has a vested interest in keeping the process documentation up to date, streamlined and efficient. c) The team reviews its processes at regular intervals in a meeting where process review & refinement is the only item on the agenda. Questions to be asked might include the following: Are there exceptions that the process did not cover? Is each step adding value? Is anything slowing process Continued on page 22>> JULY/AUGUST 2018 PAGE 17

nacm connect

JUNE 6 Credit 101 Graduates

Front Raw: Ann Crawford (Weber-Stepehn Products, LLC); Middle Raw: (from right) Leigh Keleher (VCNA Prairie Material); Susy Rosenbaum (Sloan Valve); Nancy Matias (Tri Star Metals, LLC); Irena Bashko (Earle M. Jorgensen Co.); Back Raw (from right): Renee` Hurd (Ecolab); Ewelina Szalaj (RTC Industries, Inc.); Liliana Coman (RTC Industries, Inc.); Forest Troutner (NACM Connect)

Live Videoconferencing: Earl Brown-Orth (Bayer Corporation); Cindy Caul, CBA (Flexera Software, LLC), Sondra Circle (Midland Garage Door), Kay Gilbert (Masco Cabinetry, LLC ); Instructor: Rich Bellies, CCE

Classes now Available via Live Videoconference! Register for the

Credit 101, 102, 103 Series Upcoming NACM Connect 2018 Class Dates Credit 102

Credit 101 • Oct 3

Credit 103

• Jul 11

• Aug 8

• Nov 7

• Dec 5

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

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

$460 per class Non-Members

Visit www.nacmconnect.org/course-schedules for more locations, information and registration.

THE INTERCONNECTION

JULY/AUGUST 2018

PAGE 18

news

Outsourcing Noncredit Work: Develop a Rich Pitch Andrew Michaels

redit managers are always on the move. Whether they are enticing a prospective customer or finalizing yet another transaction with a decade-long client, a credit manager’s job never stops. So, when noncredit-related paperwork, like a notice to owner (NTO), comes across your desk, you might flinch as you wonder how you could possibly fit another task into your alreadyhectic schedule. Knowing full well that everyone else in your department is just as busy, outsourcing noncredit work is a possibility and must be carefully considered using a thoughtful approach. In this scenario, the credit manager has a lot of work to do and clearly strives for efficiency. They want to give 110% to their job. The idea to outsource noncredit work is a long way from making it a reality. According to 13-year NACM member Steven Gan, CCE, the credit manager must begin by developing a plan to execute the idea, which includes constructing a pitch to present to their employer. Gan is a credit risk management consultant and president of Stellar Risk Management Services, Inc. in Northbrook, Illinois. “I think [outsourcing] is a great idea. I think credit managers need to continuously look to define the roles and the functions of what our job requires,” Gan said. “[Whether to outsource] depends on the company, its size and its products and services. Some credit managers wear a lot of different hats. Some are involved with accounting; others are very much involved with sales support.” The foundation of a pitch is laid when the pitcher (credit manager) understands the time and cost of the idea (outsourcing) and how to relay it to the catcher (employer), Gan explained. In a blog posted on Crowd Content by marketing professional Bridget Coila, “the biggest selling point” to the catcher

is revealing how outsourcing work is time efficient and cost effective. For example, NTO deadlines vary from state to state, so the clock is ticking. The longer the company delays the NTO—even if credit managers are too busy—the more significant the downfall might be in the long run. Therefore, the credit manager can tell their employer that the company might be worry-free if an outsider is hired. “Collect data on how much time it currently takes to complete similar tasks in-house and create charts to show the savings visually,” Coila said in her post. “Consider any potential issues with outsourcing and try to address them early in the pitch before your boss brings them up.” When credit managers spend time doing these “extraneous jobs,” Gan added, they’re prevented from completing their main job. Outsourcing allows the credit manager to concentrate solely on the credit function. However, options need to be weighed to determine whether to outsource an NTO. There are times to keep the job in-house, Gan explained, one of which involves the NTO’s cost. For example, if there are a few dozen NTOs around $100 each, chances are it will be OK for the credit manager to outsource. On the other hand, if the credit manager was asked to handle a $10,000 NTO, the company will want to handle the job; otherwise, the

THE INTERCONNECTION

risk of a problem occurring increases. “Another risk is there could be confidential information involved. What is the job [the outsourcer] is doing? Are they working inside or outside the company?” Gan said. “The biggest risk is the temporary nature of the job. Even if people have access to customer data, that could be a risk.” Be prepared to face some hardball questions from your employer during and after the pitch. Now that your boss sees how outsourcing saves time and money, know how to answer follow-up questions they might have, such as how outsourcing might impact the company. An article in Fortune magazine recommended the pitcher be willing to share their idea. Everyone wants to be heard. Demonstrate your willingness to not only listen to the employer, but also welcome their feedback, allowing them to “poke, improve and own” the idea. “It can be hard to let go of the ownership, but when you give people a chance to weigh in, they naturally come to buy in,” the article stated. And finally, always ask yourself some important questions. Is the outsourcer reputable? Are they working for anyone else in your industry? Can they provide a recommendation? “It’s just like hiring anybody to do anything: Do your due diligence,” Gan said.

•

JULY/AUGUST 2018 PAGE 19

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JULY/AUGUST 2018

PAGE 20

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news

The Power of Process Certainty <<Continued from page 17 completion? Are there ways we could speed up the process? How would our internal & external Customers rate us on our ‘process certainty’? d) Appoint a process mentor to assist a new or struggling employee. e) Some processes should be subject to drills at regular intervals. For example, a major bankruptcy requires immediate actions by several teams (credit, A/R, billing, sales, legal, etc.). A best practice would be to simulate a large bankruptcy on an annual basis to ensure each team knows their role in the process. Then evaluate how it went and what could be improved. Update the document if needed. Incorporating process knowledge into the employee evaluation process a) Process documents, like policy documents, often end up in binders on shelves or elaborate knowledge management SharePoint sites. While it is desirable that each employee knows where to find process knowledge when needed, it seems like a better goal is for each person to become a student of their processes so the process moves from paper and into their head. b) One way to achieve this level of process expertise is to 1) test it via written or verbal quizzes that are graded; 2) include the results in the employees performance review and implement refresher training as needed; and 3) provide some formal recognition for achieving a certain level of process competency in the employees job area and in other functional areas. SOME Q & A’S:

1. Doesn’t judgment play an important role in addition to process knowledge? It certainly does. It is developed best by experience

and by feedback given by a team mate, team leader or Customer impacted by the process. Earlier it was suggested a mentor role could be established to guide the person as they learn the process. Job shadowing or review of the persons written documents, a credit appraisal for example, would be useful.

2. If we know our processes, why do

we need to need to devote more time and focus to them? Consider the benefits of well-defined, continuously improving processes. As the economy improves, people may leave the company. People retire. Their knowledge, if not captured in a process document, leaves with them. Auditors like to compare the process on paper to the actual practice. Keeping documents up to date requires a certain amount of focus, especially since we can become so busy that we pass up opportunities to tweak the process when the need arises. At one company I worked for, an outside consultant compared the process steps outlined in our documentation to how each person on the team ran the process. He found many inconsistencies which suggested our process documents were out of date or simply not being followed. Perhaps someone on the team had developed a better way of doing something and implemented it. If so, the benefit was not shared with the rest of the team.

3. What are some additional resources I could turn to learn more on this subject? Michael Hammer’s “Faster, Better, Cheaper: The 9 Levers for Transforming How Work Gets Done” is a good resource. He addresses process design, metrics, and ownership and is a noted guru on the subject. Atul Gawande’s book “The Checklist Manifesto: How to Get Things Right” is a good read as process documents are in many ways similar to checklists.

THE INTERCONNECTION

The book highlights how checklists saved lives when used by pilots and doctors. Michael Gerber’s book “The E Myth” further explores the value of having a franchise mindset when it comes to processes. There are many companies that provide process documentation tools which make it easy to transform the way a business develops, improves and deploys its process knowledge. This area is commonly referred to as BPM or Business Process Management. In conclusion, ‘process certainty’ is all about mastering the ‘how’ in our daily life on the job. It has the potential of delivering value to all stakeholders. Companies that strive to achieve process certainty are likely to be better places to work as employee stress levels will be lower and the amount of errors and re-work will be less. The key to achieving process certainty is to identify all processes, develop simple documents that are team owned and set aside time and focus to ensure they are continuously improving. Testing employee process knowledge on a regular basis and making it a part of the performance appraisal process is helpful. Finally, there are books and tools available that can assist your company as it explores the benefits of a more process focused approach to achieving desired results.

•

Larry Grogan, CCE, is a Credit Analyst with BP Products NA. 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.

JULY/AUGUST 2018

PAGE 22

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Credit Career Corner | New Opportunities

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For more Information Contact: Leslie Harrison at leslie.harrison@nacmconnect.org or Angela Renik at angela.renik@nacmconnect.org To view all of the available opportunities visit our website at www.nacmmidweststaffing.org Midwest Business Staffing is a subsidiary of the National Association of Credit Management NACM Midwest affiliate. Midwest Business Staffing is dedicated and committed to providing our members and clients real solutions for their need to staff with qualified financial professionals. We are the only firm in Chicago that specializes in the recruitment of business-to-business commercial credit, collections, accounts receivable and deductions professionals. THE INTERCONNECTION

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nacm connect

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

CONNECT Institute of Credit

2018 Course Schedule CBA Courses Course Description

Summer 2018

Fall 2018 Mondays 8/20 - 10/29*

Business Credit Principles

Available through live videoconferencing

Thursdays 8/23 - 10/25

Financial Statement Analysis I

Available through live videoconferencing

CBF Courses Course Description

Fall 2018

Credit Law

Wednesdays 8/22 - 10/24

Available through live videoconferencing

As a remote student you are able to take live classes via our videoconferencing platform from the comfort of your home or office. Questions? Contact Margaret Krafft at 847.483.6420 or margaret.krafft@nacmconnect.org

Evening Class Times: 5:30 – 8:30 p.m. * No Classes on September 3 (Labor Day)

Course Fees:

Member – $450 (plus textbook fee*) Two coupons are valid per person.

Non-Member –$900 (plus textbook fee*)

*Additional rush charges may occur if registration is not submitted two weeks prior to start of class.

***Tuition Must be Paid Before the First Class Begins***

All registrations for NACM Connect educational events are taken online at www.nacmconnect.org While registering online, you will have the opportunity to choose your payment method. We are happy to take a credit card online or invoice you. You will also have the opportunity to apply coupons as allowed.

Classes are subject to cancellation based on enrollment.

Questions? Contact Lillian Novak at lillian.novak@nacmconnect.org or call 800.935.6226 THE INTERCONNECTION

JULY/AUGUST 2018

PAGE 24

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nacm connect

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)

al ex

Cost: Members $199 (per class)

Non-Members $398 (per class)

on an

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INDIANA | MICHIGAN | OHIO

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CREDIT 101

INDIANA Indianapolis

CREDIT 102

CREDIT 103

July 27

August 24

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

MICHIGAN

Grand Rapids

OHIO

Dayton

OHIO Toledo

Behler Young Co. 4900 Clyde Park Ave. SW Grand Rapids, MI 49509

August 29

September 26

October 31

NACM Connect 41 White Allen Ave. Dayton, OH 45405

August 21

September 11

October 9

Toledo/Sylvania Township Branch Public Library 3900 King Road Toledo, OH 43617

October 9 & 11 October 23 & 25 November 6 & 13

3:30 p.m. – 6:30 p.m. 3:30 p.m. – 6:30 p.m. 3:30 p.m. – 6:30 p.m.

• 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.

JULY/AUGUST 2018

PAGE 28

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

GROUP

MEETING LOCATION

July 10

Electrical Distributors Credit Group

Ditka's, Oak Brook Terrace, IL

July 12

Northern Illinois Heating Wholesalers Credit Group

Weber Grill, Schaumburg, IL

July 17

Metal Distributors Credit Group

Ditka's, Oak Brook Terrace, IL

July 17

WISCA Credit Group

Ditka's, Oak Brook Terrace, IL

July 18

Institutional Credit Association Credit Group

Ditka's, Oak Brook Terrace, IL

July 19

Ad Media Credit Group

WGN America, Chicago, IL

July 26

Basic Material Credit Group

Devon, Oak Brook Terrace, IL

August 9

Northern Illinois Heating Wholesalers Credit Group

Ditka's, Oakbrook Terrace, IL

August 14

Electrical Distributors Credit Group

Ditka's, Oakbrook Terrace, IL

August 15

Floor Covering & Wall Tile Credit Group

Conference Call

August 16

Ad Media Credit Group

TBA

August 16

WISCA Credit Group

Devon, Oakbrook Terrace, IL

August 21

Metal Distributors Credit Group

Mon Ami Gabi, Oak Brook, IL

August 23

Basic Material Credit Group

Ditka's, Oakbrook Terrace, IL

NACM Connect National Industry Credit Group Meetings July 10

National Water Products Credit Group

Westin Buffalo, Buffalo, NY, 3-day

July 10

National Home Healthcare, Nursing & Food Credit Groups

Hotel Indigo, Nashville, TN, 4-day

July 11

National Truck, Trailer & Waste Equipment Credit Group

Teleconference

July 18

Meatpackers of America Credit Group

Hotel Indigo, Nashville, TN, 2-day

July 19

National Tool & Accessories Manufacturers Credit Group

Hilton Garden Inn Magnificent Mile, Chicago, IL, 2-day

July 25

National Manufactured Housing Credit Group

Meeting Street Inn, Charleston, SC, 3-day

August 9

National Christian Suppliers Credit Group

DoubleTree, Rosemont, IL, 2-day

August 9

National Suppliers to Window Manufacturers Credit Group

Embassy Suites Buffalo, NY, 2-day

August 14

National Home Centers Credit Group

Warwick Allerton Hotel, Chicago, IL, 2-day

August 16

National Consumer Products Credit Group

Warwick Allerton Hotel, Chicago, IL, 2-day

THE INTERCONNECTION

JULY/AUGUST 2018 PAGE 29

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

GROUP

MEETING LOCATION

July 10

Electric Industrial Supply Credit Group

Pietro's, Grand Rapids, MI

July 11

West Michigan Heating & Plumbing Wholesalers Credit Group

Brann's, Wyoming , MI

July 12

Indiana Wholesale Floor Covering Credit Group

Conference Call

July 12

Columbus Wholesale Electric Supply Credit Group

McNaughton McKay Conf Rm, Columbus. OH

July 17

Indiana Electrical Suppliers Credit Group

Becker Conference Room, Indianapolis, IN

July 17

Automotive Suppliers Credit Group

Conference Call

July 17

Michiana Credit Association Credit Group

Luchesse's, Elkhart, IN

July 18

Indianapolis Building Trade Suppliers Credit Group

Blueberry Hill, Indianapolis, IN

July 18

Michigan Electric Supply Credit Group

Antonio's, Canton MI

July 19

Cincinnati Dayton Wholesale Electric Credit Group

Century Inn, Cincinnati, OH

July 20

Fort Wayne Building Materials Credit Group

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

July 25

Plumbing & Heating Wholesalers Credit Group

Blueberry Hill, Indianapolis, IN

July 25

Metal Service Center Credit Group

Antonio's, Canton MI

July 25

Cincinnati Construction Suppliers Credit Group

Stonecreek Dining Co, West Chester, OH

July 25

Cleveland/Akron/Canton Food Suppliers Credit Group

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

TBD

Lumber & Building Materials Credit Group

Pietro's, Grand Rapids ,MI

August 8

West Michigan Heating & Plumbing Wholesalers Credit Group

Brann's, Grand Rapids, MI

August 9

Columbus Wholesale Electric Credit Group

McNaughton McKay Conf Rm, Columbus, OH

August 9

Michiana Credit Association Credit Group

Luchesse's, Elkhart, IN

August 14

Electric Industrial Supply Credit Group

Pietro's, Grand Rapids, MI

August 15

Indianapolis Building Trade Suppliers Credit Group

Blueberry Hill, Indianapolis, IN

August 15

Michigan Electric Supply Credit Group

Mojave Cantina, Clawson, MI

August 16

Cincinnati Dayton Wholesale Electric Credit Group

Century Inn, Cincinnati, OH

August 17

Fort Wayne Building Materials Credit Group

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

August 21

Indiana Electrical Suppliers Credit Group

Becker Conference Room, Indianapolis, IN

August 21

Automotive Suppliers Credit Group

Conference Call

August 22

Plumbing & Heating Wholesalers Credit Group

Blueberry Hill, Indianapolis, IN

August 22

Metal Service Center Credit Group

Antonio's, Canton, MI

August 22

Cincinnati Construction Suppliers Credit Group

Stonecreek Dining Co, West Chester, OH

August 22

Cleveland/Akron/Canton Food Suppliers Credit Group

Iacominiâ&#x20AC;&#x2122;s/Papa Joe's, Akron, OH

THE INTERCONNECTION

JULY/AUGUST 2018

PAGE 30

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

GROUP

MEETING LOCATION

July 17

Midwest Regional Food Credit Group

NACM Connect Office, Creve Coeur, MO

July 18

Electrical Distributors Credit Group

Bartolino's, St.Louis, MO

July 19

Kansas City Building Materials Credit Group

Ignite, Shawnee, KS

July 20

Refrigeration & Warm/Cool Air Suppliers Credit Group

Bartolino's, St.Louis, MO

August 1

Agricultural Credit Group

Il Bel Lago, St. Louis, MO

August 3

Central Illinois Electrical Distributors Credit Group

Engrained Brewing, Springfield, IL

August 15

Electrical Distributors Credit Group

Bartolino's, St.Louis, MO

August 16

Kansas City Building Materials Credit Group

TBA

August 17

Refrigeration & Warm/Cool Air Suppliers Credit Group

Bartolino's, St.Louis, MO

August 21

Midwest Regional Food Credit Group

NACM Connect Office, Creve Coeur, MO

NACM Connect - Nebraska Local Industry Credit Group Meetings DATE

GROUP

MEETING LOCATION

July 10

Omaha Builders Credit Group

Teleconference

August 14

Omaha Builders Credit Group

Teleconference

NACM Connect - New York Local Industry Credit Group Meetings DATE

GROUP

MEETING LOCATION

July 10

Western New York Food & Beverage Supply Credit Group

Ilio DiPaolo's Restaurant, Blasdell, NY

July 12

Rochester Plumbing & HVAC Credit Group

Humphrey House, Penfield, NY

July 13

Buffalo Building & Construction Credit Group

Eagle House, Williamsville, NY

July 16

Erie Building Credit Group

Ruby Tuesday, Erie, PA

July 17

Central New York Building Credit Group

Coleman's Syracuse, NY

July 18

Upstate New York Energy Credit Group

Conference Call

July 19

Rochester Building Credit Group

Cerame's Restaurant, Rochester, NY

July 24

Buffalo Plumbing & Electric Credit Group

Eagle House, Williamsville, NY

August 9

Rochester Plumbing & HVAC Credit Group

Humphrey House, Penfield,NY

August 10

Buffalo Building & Construction Credit Group

Eagle House, Williamsville, NY

August 14

WNY Food Credit Group

Ilio, DiPaolo's Buffalo,NY

August 15

Upstate New York Energy Credit Group

Conference Call

August 16

Rochester Building Credit Group

Cerame's Restaurant, Rochester, NY

August 17

Benchmarking Credit Group

Eagle House, Williamsville, NY

August 20

Albany Building Credit Group

Scarborough's, Latham, NY

August 21

Central New York Building Credit Group

Coleman's Syracuse, NY

August 28

Upstate New York Energy Credit Group

Conference Call

THE INTERCONNECTION

JULY/AUGUST 2018 PAGE 31

Event Calendar DATE

EVENT

LOCATION

TIME

PRESENTER / INSTRUCTOR(S)

July 10

NACM Connect Indiana - Fort Wayne Roundtable Discussion

Don Halls Gas House Restaurant Fort Wayne, IN

11:30 a.m. – 1:30 p.m.

Jonathan Snyder

July 10

NACM Connect Ohio - Cleveland Member Social Event - Cleveland Indians Vs Cincinnati Reds

Progressive Field Cleveland, OH

7:10 p.m.

_____________

July 11

NACM Connect - Chicago/Available Through Live Videoconferencing: Credit 102

NACM Connect Rolling Meadows, IL

9 a.m. – 4 p.m.

Rich Bellis, CCE

July 17

NACM Connect Ohio - West Chester Roundtable Discussion

Uno’s Pizzeria & Grill West Chester, OH

11:30 a.m. – 1:30 p.m.

John Hoffert

July 18

NACM Connect New York - Buffalo Roundtable Discussion

Original Pancake House Williamsville, NY

9 a.m. – 10:30 a.m.

TBA

July 19

NACM Connect New York - Rochester Roundtable Discussion

International House of Pancakes Rochester, NY

9 a.m. – 10:30 a.m.

TBA

July 19

NACM Connect Indiana - Elkhart Roundtable Discussion

Mid City Supply Co. Inc., Elkhart, IN

8:30 a.m. – 10:30 a.m.

Jim Montague, CCE

July 23

NACM Connect Illinois - Chicago SAP Credit and A/R Users Group Meeting

NACM Connect Rolling Meadows, IL

8:00 a.m. – 4 p.m.

Linda Hass

July 24

NACM Connect Indiana - Indianapolis Roundtable Discussion

Roche Diagnostics Indianapolis, IN

11:30 a.m. – 1:30 p.m.

Jonathan Sundheimer

July 27

NACM Connect Indiana - Indianapolis Credit 102

Roche Diagnostics Corporation Indianapolis, IN

9 a.m. – 4 p.m.

Judy Wagner, CCE, MBA

August 1

NACM Connect Missouri Member Social Event - St. Louis Cardinals vs Colorado Rockies

Busch Stadium St. Louis, MO

7:15 p.m.

_____________

August 7

NACM Connect Ohio - Columbus Roundtable Discussion

Star Leasing Co. Columbus, OH

8:30 a.m. – 10:30 a.m.

Phil Lattanzio, CCE

August 8

NACM Connect - Chicago/Available Through Live Videoconferencing: Credit 103

NACM Connect Rolling Meadows, IL

9 a.m. – 4 p.m.

Rich Bellis, CCE

August 9

NACM Connect Michigan - Grand Rapids Roundtable Discussion

Behler-Young Company Grand Rapids, MI

11:30 a.m. – 1:30 p.m.

Jason MacDougall, CBA

August 9

NACM Connect Illinois - Chicago SEMINAR: Legal Topics Affecting the Credit Team

NACM Connect Rolling Meadows, IL

9 a.m. – 11 a.m.

Scott Blakeley, Esq.

August 10

NACM Connect Illinois - Chicago; Member Social Event - Chicago Cubs vs Washington Nationals

Rooftop Chicago, IL

1:20 p.m.

_____________

August 14

NACM Connect Ohio - Solon Business Credit Principles (10 weeks)

Carlisle Brake & Friction Solon, OH

6 p.m. – 9 p.m

Matthew Meyer, CCE

August 14

NACM Connect Indiana - Fort Wayne SEMINAR: The Complete Credit Professional Barry J. Elms

Don Hall’s Guesthouse Hotel Fort Wayne, IN

8:30 a.m. – 4 p.m.

Barry J. Elms

August 15

NACM Connect New York - Buffalo Roundtable Discussion

Original Pancake House Williamsville, NY

9 a.m. – 10:30 a.m.

TBA

August 16

NACM Connect New York - Rochester Roundtable Discussion

International House of Pancakes Rochester, NY

9 a.m. – 10:30 a.m.

TBA

August 20

NACM Connect - Chicago/Available Through Live Videoconferencing Business Credit Principles (10 weeks)

NACM Connect Rolling Meadows, IL 60008

5:30 p.m. – 8:30 p.m.

Jason Bogardt, CCE

August 21

NACM Connect Ohio - Solon Roundtable Discussion

Carlisle Brake & Friction Solon, OH

8:30 a.m. – 10:30 a.m.

Jennifer Hammer

August 21

NACM Connect Ohio - Dayton Credit 101

NACM Connect Dayton, OH

9 a.m. – 4 p.m.

Tom Shimko, CCE

August 22

NACM Connect - Chicago/Available Through Live Videoconferencing Credit Law (10 weeks)

NACM Connect Rolling Meadows, IL 60008

5:30 p.m. – 8:30 p.m

John Jaeger, CCE, ICCE

August 23

NACM Connect - Chicago/Available Through Live Videoconferencing Financial Statement Analysis I (10 weeks)

NACM Midwest Rolling Meadows, IL

5:30 p.m. – 8:30 p.m.

Larry Grogan, CCE

August 23

NACM Connect Indiana-Indianapolis Best Practices Discussion Group

Adidas Indy, LLC Indianapolis, IN

11:30 a.m. – 1:30 p.m.

Various Presenters

August 24

NACM Connect Indiana - Indianapolis Credit 103

Roche Diagnostics Corporation Indianapolis, IN

9 a.m. – 4 p.m.

Judy Wagner, CCE

August 24

NACM Connect Wisconsin Member Social Event - Steam Yacht Louise

Riviera Docks Lake Geneva, WI

5 p.m. – 7 p.m.

_____________

August 29

NACM Connect Michigan - Zeeland Credit Law (12 weeks)

Herman Miller, Inc. Zeeland, MI

6 p.m. – 9 p.m.

Curt Johnson, CCE

THE INTERCONNECTION

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PAGE 32

nacm connect

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

! E S U C X E N A

CONNECT Institute of Credit

Business Credit Principles

August 20 – October 29 (Monday evenings)

(no class on Labor Day, September 3)

Credit Law

August 22 – November 7 (Wednesday evenings)

Financial Statement Analysis I August 23 – October 25 (Thursday evenings) All classes begin promptly at 5:30 p.m. CST

NACM Certification classes are 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. While videoconferencing is available to all members, please keep in mind that the best educational experience is live, in the 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 2018 PAGE 33

illinois

SAP Credit and A/R Users Group Meeting Open Forum Discussion Moderated by

Linda Hass, SAP Consultant

Monday, July 23, 2018 NACM Connect 3005 Tollview Drive Rolling Meadows, IL 60008

Open Forum 8:00 A.M. – 4:00 P.M. Cost SAP User Group Members Registration Fees

Non-Member Fees

$175, SAP User Group Members, first attendee  $145, Each additional attendee from the same company

 $350, Non-SAP group member  $450, Non-NACM member

Price includes continental breakfast and lunch. Sorry, no coupons accepted for this event.

Registration Form Name:____________________________ Company: ___________________________________Member #_________________ Address: ___________________________________________ City: ______________________ State: ____ Zip: __________ Phone: _______________________________ E-mail: _________________________________ Fax: _______________________ What do you consider your level of expertise in SAP:

 Beginner  Intermediate  Advanced

You will be invoiced for this meeting. Please submit payment once invoice has been received. Upon receipt of the invoice, if you wish to pay by credit card please call 1-800-935-6226.

Please e-mail your discussion topics to themis.vlahos@nacmconnect.org. Fax this registration form to 847-483-6428 no later than Friday, July 13, 2018. For more information, please contact Themis Vlahos, CCE at 800-935-6226, ext. 6428.

THE INTERCONNECTION

JULY/AUGUST 2018

PAGE 34

illinois

The Legal Seminar designed for Credit Professionals

LEGAL TOPICS AFFECTING THE CREDIT TEAM NACM Connect

│

3005 Tollview Drive

Thursday August 9 9:00 a.m. – 11:00 a.m. (8:30–9:00 continental breakfast)

Registration Deadline: July 26

$99 Member (one coupon per person)

$198 Non-Member

│

Rolling Meadows, IL 60008

Join NACM Connect and Scott Blakeley to learn the most recent updates on all things legal relating to the credit department. Scott Blakeley, Esq.

is a partner at Blakeley & Blakeley LLP, where he advises companies regarding bankruptcy, creditors’ rights and commercial law. He was selected as one of the 50 most influential people in commercial credit by Credit Today. He is a contributing editor for American Bankruptcy Institute’s Manual of Reclamation Laws and author of A History of Bankruptcy Preference Law, published by ABI. Credit Research Foundation has published a number of his manuals. Scott has published dozens of articles in the area of creditors’ rights, commercial law, and bankruptcy in such publications as Business Credit, Managing Credit, Receivables & Collections, Norton’s Bankruptcy Review and the Practicing Law Institute and speaks frequently to credit industry groups regarding these topics throughout the country. Scott holds a B.S. from Pepperdine University, an M.B.A. from Loyola University and a law degree from Southwestern University. He received the Credit Ambassador Award in 2013 from the NACM of Oregon.

Attendance at this seminar is worth .2 Continuing Education Units/CCE Recertification points.

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 Lillian Novak at lillian.novak@nacmconnect.org or call 847.483.6478 THE INTERCONNECTION

JULY/AUGUST 2018 PAGE 35

illinois member social event

NACM CONNECT MEMBER SOCIAL EVENT sponsored by

CHICAGO CUBS

WASHINGTON NATIONALS

You work hard, so isnâ&#x20AC;&#x2122;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 Wrigley Field.

$65 per person One coupon per company accepted. This event is open to NACM Connect members only. Limited number of tickets will be available on a first-come, first-served basis.

FRIDAY, AUGUST 10 Registration Deadline: Friday, July 27

Time: 1:20

Rooftop

3643 N. Sheffield Avenue Chicago, IL 60613

If you have any questions, please contact Dawn Federico at dawn.federico@nacmconnect.org or 847.483.6424

JULY/AUGUST 2018

PAGE 36

indiana

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

2018 Indiana

July Lunch Roundtable Discussion How To

Effectively Communicate

With Your

Difficult Customers

Tuesday July 10 11:30 a.m. – 1:30 p.m. Don Halls Gas House Restaurant 305 E. Superior Street Fort Wayne, IN 46802

Moderator: Jonathan Snyder, SIRVA

• Computer Mediated Communication (CMC) vs. Verbal Communication. (Advantages and Disadvantages) • Do you know the different meanings of text in your messaging? When you should use them. • Listening is Key. • Focus on what can be acted upon vs. the apology.

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

JULY/AUGUST 2018 PAGE 37

indiana

2018 Indiana

July Breakfast Roundtable Discussion

DAY-TO-DAY ISSUES IN

THE CREDIT DEPARTMENT

Thursday July 19 8:30 a.m. – 10:30 a.m. Mid City Supply 940 Industrial Pkwy. Elkhart, IN 46516

Moderator: Jim Montague, CCE/Lippert Components

• Best Practices Opening New Accounts • Training Your Team • Resolving Customer Discrepancies This roundtable will focus on the day-to-day issues that cause the Credit Department the most problematic situations. Plan to attend and obtain some new insight to implement solutions in your environment.

Cost per Meeting $25 members, $50 non-members. One coupon per person is valid. Breakfast included. Attendance at this roundtable discussion is worth .2 Continuing Education Units/CCE Recertification points

JULY/AUGUST 2018

PAGE 38

indiana

2018 Indiana

July Lunch Roundtable Discussion

CREDIT AND COLLECTIONS 101 Credit Applications How They Can Protect Your Business

Moderator: Jonathan Sundheimer, Associate / Barnes & Thornburg LLP

Tuesday July 24 11:30 a.m. – 1:30 p.m. Location: Roche Diagnostics 9115 Hague Road, Building J Indianapolis, IN 46256

•

Key information about the customer in the credit application

•

Obtaining trade references/checking for liens

•

Personal guaranties

•

The credit application as a contract

•

Key provisions you should consider for your company’s credit application

•

Battle of the forms: the customer’s purchase order terms vs. terms in the credit application

JULY/AUGUST 2018 PAGE 39

indiana

THE COMPLETE CREDIT PROFESSIONAL

A dynamic full day seminar for the entire credit management team Featuring:

Barry J. Elms

America’s Business Coach

“I will always be grateful for my career in credit management, the 13 years I spent working as a Creit Professional were the foundation for my success as an entrepreneur and business coach. The skills I learned and developed in my credit career were essential to building a successful business.” – Barry J. Elms Barry has given over 2000 presentations worldwide and is considered by many to be America’s business coach in negotiations and credit management skills.

Part I – Morning Session • 3 keys to a confident credit management personality. • Building a successful partnership with your sales team. • Understanding bankruptcy procedures and spotting the signs of a troubled company.

Part II – Afternoon Session • 6 persuasive skills for effective collections. • 5 keys to gaining agreement all credit professionals need. • 7 keys to negotiating like a pro.

Don Hall’s Guesthouse Hotel Conference Center

Tuesday August 14

This exciting interactive seminar will give you all the tools you need to achieve all your goals and maximize your career. Including how to: • Build confidence and self-belief • Develop successful relationships • Effectively analyze corporate performance • Develop strong communication and persuasive skills • Understand how to gain agreement in all credit interactions • Learn how to negotiate like a pro

│ 1313 W. Washington Center Road │ Fort Wayne, IN 46825

8:30 a.m. – 4 p.m. (Continental breakfast and lunch included) Registration Deadline: July 31

$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.

Questions? Contact Kelly Hall at kelly.hall@nacmconnect.org or call 317.225.4281 THE INTERCONNECTION

JULY/AUGUST 2018

PAGE 40

indiana

NACM CONNECT INDIANA

BEST PRACTICES DISCUSSION GROUP We understand that information in today’s credit world is vital and participating in such a group will provide you with creditspecific education, contacts in the local credit community, along with the opportunity to share ideas and best practices with fellow colleagues.

About the Best Practices Discussion Group

Unlike traditional credit groups, the NACM Connect Indiana Best Practices Discussion Group is not industry specific. Your entire company may attend each meeting including your associates, members of the credit department and even the CEO of your organization. Any NACM Connect member company is welcome to join the group. Each meeting will discuss best practices and no specific customers will be mentioned.

About the Group Meetings

Four times each year, the Best Practices Discussion Group will hold a roundtable discussion. Local meetings will be held in the Indianapolis, IN area. We will focus on various credit-related topics relevant to today’s business professional. NACM Connect personnel, a member company or guest speaker will facilitate a lunch meeting. Annual dues are $250, lunch is billed separately.

Objectives of the Best Practices Discussion Group • Determine necessary improvements for your credit and/or accounting departments and organization. • Analyze how other organizations achieve high performance levels. • Use gathered information to enhance your company’s performance.

Next Meeting Topic:

CREDIT REPORTING – Products and Procedures An open discussion between attendees on policies and procedures related to pulling credit reports on new and existing customers. - what reports they use internally - what information do they use from reports they pull - what process is followed when obtaining a credit report on your customer For those attending please be prepared to discuss what your “go-to” report is; what element on the report you’re applying to existing customers and setting up new accounts. Date:

Thursday, August 23 11:30 a.m. – 1:30 p.m. Location:

Adidas Indy, LLC 8677 Logo Athletic Ct. Indianapolis, IN 46219 Information or to Register:

For more information, please contact Kelly Hall at kelly.hall@nacmconnect.org or 317.225.4281

THE INTERCONNECTION

JULY/AUGUST 2018 PAGE 41

michigan

2018 Michigan

August Lunch Roundtable Discussion

How to Effectively Work with your Sales Team Moderator: Jason MacDougall, CBA / Behler Young Co.

Thursday August 9

• Strong Open Communication with Sales (more info is better than no info) • Travel with Sales (face to face with customer & sales) • Help Sales grow business – while keeping customer in terms • Know your Salesmen (push to be included in trainings or gatherings with them) • Every salesman works differently, learn to build reciprocal trust

11:30 a.m. – 1:30 p.m. Behler-Young Company 4900 Clyde Park Avenue SW Grand Rapids, MI 49509

• Courtesy of response – prompt – good, bad or no news, is better than no news at all (expect same from Sales) **Sale is not final until the $ is in the bank – use your Salesman when you need help collecting or resolving disputes

JULY/AUGUST 2018

PAGE 42

michigan NACM Connect Institute of Credit - CBF Certification Course

B u s i n e s s La w

Offers an up-to-date coverage of business law topics that are essential to today’s credit professional. An introduction to the laws of contracts, including offer and acceptance, consideration, capacity of parties, mutual assent, rights of third parties, performance and discharge, principle and agent, as well as legal phases of collection. Furnishes a basic understanding of business law essential to the credit function and provides information to build negotiation skills.

Instructor

Curt Johnson, CCE

Herman Miller, Inc.

│

855 E Main Avenue

│

Zeeland, MI 49464

Wednesday Evenings August 29 – November 14 6 p.m. – 9 p.m. ET Registration Deadline: August 15 $450, member (plus $365 textbook fee)* Two coupons are valid per person.

$900, non-member (plus $730 textbook fee)*

All payments must be received one week prior to class start 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 email info@nacmconnect.org. *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.

JULY/AUGUST 2018 PAGE 43

missouri member social event

NACM CONNECT MEMBER SOCIAL EVENT sponsored by

ST. LOUIS CARDINALS

$40 per person

No coupons accepted for this event.

This event is open to NACM Connect members and guests. One guest per member can be accommodated. Tickets will be available strictly on a first-come, first-served basis.

COLORADO ROCKIES

WEDNESDAY, AUGUST 1 Registration Deadline: Wednesday, July 18

Time: 7:15

Busch Stadium

700 Clark Street | St. Louis, MO 63102 Legends Club Party Suite 215

If you have any questions, please contact Rochelle Wilson at rochelle.wilson@nacmconnect.org or 314.677.2803

JULY/AUGUST 2018

PAGE 44

new york

2018 Eastern/Western New York

Roundtable Discussion Series Ways to Deal with Unauthorized Deductions

Dealing with Difficult Customers

Buffalo - August 15th Rochester - August 16th

October 17th - Buffalo October 18th - Rochester

Customers Paying Slower than Ever How Do We Handle this? November 21st - Buffalo November 22nd - Rochester

Please select each meeting you plan to attend. All meetings are from 9 â&#x20AC;&#x201C; 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. Attendance at this roundtable discussion is worth .15 Continuing Education Units/CCE Recertification points

Email this form to registration@nacmconnect.org. Register online at www.nacmconnect.org You will be invoiced shortly.

THE INTERCONNECTION

JULY/AUGUST 2018 PAGE 45

ohio memeber social event

NACM CONNECT MEMBER SOCIAL EVENT sponsored by

CLEVELAND INDIANS You work hard, so isnâ&#x20AC;&#x2122;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.

$40 per person No coupons accepted for this event. This event is open to NACM Connect members and guests. Limited to 30 members and guests on a first-come, first-served basis.

CINCINNATI REDS

TUESDAY, JULY 10 Registration Deadline: Friday, June 22

Time: 7:10

Progressive Field

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

JULY/AUGUST 2018

PAGE 46

ohio

2018 Ohio

July Lunch Roundtable Discussion

OPEN

NETWORKING FORUM Moderator: John Hoffert, Formica Group

TuesdayJuly 17 11:30 a.m. – 1:30 p.m.

COME JOIN US!!

Uno’s Pizzeria & Grill 9246 Schulze Drive West Chester, OH 45069

We are having an Open Networking Forum on a variety of topics that YOU bring to the table. 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

Email this form to registration@nacmconnect.org. Register online at www.nacmconnect.org You will be invoiced shortly.

THE INTERCONNECTION

JULY/AUGUST 2018 PAGE 47

ohio

2018 Ohio

August Breakfast Roundtable Discussion

TOOT YOUR OWN HORN ELEVATING THE CREDIT DEPARTMENT

Moderator: Phil Lattanzio, CCE, President & COO, NACM Connect

Tuesday August 7 8:30 a.m. – 10:30 a.m.

Star Leasing Co. 4080 Business Park Drive Columbus, OH 43204

How do you champion your credit department to your company’s upper management? Too many credit managers and credit departments don’t garnish enough recognition. This may be a function of executive leadership, but you have to articulate the importance of your work and the financial impact on your company or they may not hear your message. • What can you do to make the function of the credit department more visible, and as a result more important to the C-suite at your organization? • What does upper management want to know? • What tools are available to make the Credit Department more viable?

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

JULY/AUGUST 2018

PAGE 48

ohio NACM Connect Institute of Credit - CBA Certification Course

Business Credit Principles Business Credit Principles is a 10-week course that provides a fundamental understanding of business credit procedures and policy. This class will also give students information about credit investigation and evaluation along with an overview of legal issues affecting the extension of commercial credit.

The following topics will be covered: • • • • • • • • • • • • • • • • • • • •

Credit in the business world Credit in the company Organizing the credit department The legal environment of credit Credit policy and procedures Terms and conditions of sale Negotiable instruments The legal forms of business The uniform commercial code Credit investigations Know your customer Making credit decisions International trade Financing and business insurance Business credit fraud Credit availability decisions Customer visits The credit-sales partnership Out-of-court settlements Bankruptcy code proceedings

Instructor: Matthew Meyer, CCE

Tuesday Evenings, August 14 – October 16

│

Registration Deadline: July 31

Carlisle Brake & Friction

│

6180 Cochran Road

$450, member (plus $100 textbook fee)* Two coupons are valid per person.

6 p.m. – 9 p.m. ET

│ Solon,

OH 44139

$900, non-member (plus $200 textbook fee)*

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

JULY/AUGUST 2018 PAGE 49

ohio 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. â&#x20AC;&#x201C;Chuck Levy, CCE Credit Manager Fabick CAT

2018 Ohio

August Breakfast Roundtable Discussion

HOW CAN SALES and CREDIT WORK TOGETHER?

Moderator: Jennifer Hammer, Carlisle Brake & Friction

Tuesday August 21 8:30 a.m. â&#x20AC;&#x201C; 10:30 a.m.

Carlisle Brake & Friction 6180 Cochran Road Solon, OH 44139

The credit and sales relationship is symbiotic... one does not exist without the other or without needing the other, in a successful organization. Come join us for a discussion on some of the ways Credit can work together with Sales to help increase profits by working in tandem instead of a tug of war. Sales goals and Credit goals are not identical, but working as a TEAM they can achieve both.

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

JULY/AUGUST 2018

PAGE 50

wisconsin-member social event

NACM CONNECT MEMBER SOCIAL EVENT sponsored by

STEAM YAC H TLOUISE LOUISE STEAM YACHT You work hard, so isnâ&#x20AC;&#x2122;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.

$30 per person Includes boat cruise and dinner.

One coupon per company will be accepted.

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

FRIDAY, AUGUST 24 Registration Deadline: Friday, August 10 Board:

4:30 pm |

Cruise: 5

Riviera Docks 812 Wrigley Drive

pm - 7 pm

Lake Geneva, WI 53147

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

If you have any questions, please contact Frank Schetski at frank.schetski@nacmconnect.org or 414-232-4565

All registrations for NACM Connect events are taken online at www.nacmconnect.org While registering online, you will have the opportunity to choose your payment method. We are happy to take a credit card online or invoice you. You will also have the opportunity to apply coupons as allowed. 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.

JULY/AUGUST 2018

PAGE 51

The InterConnection

800.935.NACM

Stay Connected