2018 September/October InterConnection Newsletter by NACM Connect

The InterConnection VOLUME 6

ISSUE 5

SEPTEMBER/OCTOBER 2018

NACM Connect Classrooms are Expanding via Videoconferencing Lillian Novak

an advanced Financial Statement Analysis class to the mix.

been removed to the benefit of the Association and our members.

On August 21, 2017 we launched our first two classes that were available via videoconferencing to our members throughout the NACM Connect system, live from the classroom at NACM Connect headquarters in Rolling Meadows. Those classes were Business Credit Principles and Financial Statement Analysis I. Since then, we have expanded our offerings to include Credit 101, 102 and 103, Business Law, Credit Law, Basic Financial Accounting and the exam review classes. Soon, we will add

Since our launch of this initiative, 88 students have taken or have signed up to take classes via this delivery method, more than doubling the number of students we were able to accommodate in the prior twelve months. This is proof that we are reaching our goal. That is, we set out to be able to offer classes to our members in the far reaches of our Association’s territory; and, we are now able to reach the many members who are not geographically situated where they can take advantage of our ten-week classes, or even our full day classes. That barrier has

If you’ve put off earning a credit designation because classes weren’t offered at a location near you, we hope you will consider accomplishing this career goal by taking advantage of videoconferencing. Distance, weather and location are no longer an issue for professional development opportunities! To learn more, contact Margaret Krafft at 847.483.6420 or margaret. krafft@nacmconnect.org to discuss the minimum technology requirements to participate.■

THE NACM CONNECT VIDEOCONFERENCER SCREEN You can fully participate from the convenience of your own home! Videoconferencing Classmates

Instructor

Presentation

Live Chat

2018-2019

In This Issue NACM Connect Classrooms are Expanding via Videoconferencing

NACM Connect Illinois Industry Credit Group Meetings

CHAIRPERSON Kurt Albright Uline, Inc.

2018 Institute of Credit Class Schedules

Super Credit Bowls

NACM Connect Missouri Local Industry Group Meetings

VICE CHAIRPERSON Erica White, CCE Ferguson Enterprises

Illinois - Super Credit Bowl Schedule

NACM Connect Indiana/Michigan/Ohio Local Industry Group Meetings

Missouri - Super Credit Bowl Schedule

TREASURER Patrick Nelson ACCO Brands, Inc.

Ohio - Super Credit Bowl Schedule

NACM Connect Nebraska Local Industry Group Meetings

Illinois Construction and Stuff

NACM Connect New York Local Industry Credit Group Meeting

NACM Connect National Industry Credit Group Meeting

Event Calendar

Board of Directors

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

Credit 101, Credit 102 and Credit 103

Congratulations to New Designees

IN, MI OH Credit 101,102 & 103

Credit Designation Step-By-Step

Indiana - Roundtable: Credit and Collections 101

Welcome New Members and Reps

Wisconsin Member Social Event Team Yacht Louise Photo Gallery

Indiana - Roundtable: How to Effectively Work with Your Sales Team New York - Roundtable: Dealing with Difficult Customers

Illinois Member Social Event Chicago Cubs Rooftop Photo Gallery

Ohio Annual Meeting Photo Gallery

New York - Roundtable: Customers Paying Slower Than Ever

Conquering Cyber-Readiness

Ohio - Roundtable: Navigating the NACM Connect Website

Use Technology to Improve Credit Processes

A Different Approach to Leadership

Ohio - Roundtable: Working with Sales and Other Departments

Ohio - Emerging Leaders Roundtable

Ohio - Roundtable: Wake Up and Learn

Caine & Weiner Collection Quarterly Giveaway

Wisconsin - Roundtable: My Customer Filed for Bankruptcy, Now What?

Credit Manager and Debtor: A Psychological Dance

Wisconsin - Best Practices Discussion Group

NACM Southwest

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

SEPTEMBER /OCTOBER 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, 9/10 - 11/26

Indianapolis, IN

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

Exam Review Classes Exam Review Class Schedule (Exam Dates are Below) All Exam Review Classes available via Teleconference.

Review Class

Review Date

CBA

Thursday, October 4

CBF

Thursday, September 27

CCE

Tuesday, October 2

Class Time: 5 pm - 8 pm CST Class Location: NACM Connect â&#x20AC;˘ 3005 Tollview Drive â&#x20AC;˘ Rolling Meadows, 60008

Exam Dates & Deadlines Application and Paperwork Deadlines Friday, September 14, 2018 Friday, January 18, 2019 March 22, 2019

Exam Dates Monday, November 5, 2018 Monday, March 4, 2019 Sunday, May 19, 2019 Credit Congress, Denver, CO

THE INTERCONNECTION

SEPTEMBER/OCTOBER 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

SEPTEMBER/OCTOBER 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

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 and Brian Jackiw, 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, 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

Essential Elements of the Digital Credit Process Phyllis Saavedra, Emagia

Robotics Process Automation Panel Kurt Albright, Uline Grant Kottmeyer, CICP, Newark Element14 Corporation

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, Customer Financial Services; Leslie Harrison, SPHR, CGA, Midwest Business Staffing; Curt Rothlisberger, CCE, CICE

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

SEPTEMBER/OCTOBER 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

SEPTEMBER/OCTOBER 2018

PAGE 6

ohio event

2018 NACM CONNECT CREDIT CONFERENCE

us, OH

b Colum |

Wednesday - November 7

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.

THE COMPLETE CREDIT PROFESSIONAL - Opening Keynote Speaker: BARRY ELMS

9:45 – 11:00 a.m.

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

Negotiations Barry Elms

Credit Files: Are Yours Worth a Dime or a Gold Mine? Judy Wagner, CCE, MBA, Roche Diagnostics; Susan Thomas, CCE

Collections Practices Roundtable Moderator: Todd Fierstein, NACM Connect; Penny Hackbarth, Kimball Midwest; Chad Nicoletti, MFS Supply

1:30 – 2:45 p.m.

Dirty Little Secrets of AP Nicole Caley, MBA, AMP

NACM National Update Chris Ring, NACM Secured Transactions

3:15 – 4:30 p.m.

Automating Accounts Receivable Jon Seaman, Esker

The Art of Customer Visits Judy Wagner, CCE, MBA, Roche Diagnostics; Todd Fierstein, NACM Connect

4:30 – 5:30 p.m.

Reception and Networking Event - Hosted by the Exhibitors

11:30 a.m. – 12:30 p.m.

| 8:00 – 8:30 a.m. 8:30 – 9:45 a.m.

10:15 – 11:30 a.m.

Thursday - November 8

Registration and Breakfast Being a Millennial in Today’s Business World

Customer Portals Eric Self, SAP Ariba

Credit Card Acceptance Update: Rulings from the Supreme Court

National Trade Credit Report 101 Phil Lattanzio, CCE, NACM Connect

Sears: A Case Study John Jaeger, CCE

Letters of Credit for the Credit Professional Thomas Fawkes, Goldstein & McClintock; Brian Jackiw, Goldstein & McClintock

Zach Cherry, Roche Diagnostics; Katie Donahue, Formica Corporation; Lauren Graham, Becker Electric Supply

Scott Blakeley, Blakeley & Blakeley

12:45 – 2:00 p.m.

2:15 – 3:30 p.m. 3:30 – 4:30 p.m.

PHIL LATTANZIO/PAULA SLYDER - VENDOR GAME AND SILENT AUCTION DRAWINGS ECONOMIC UPDATE - Closing Keynote Speaker: Hyun Woong Park, Denison University Networking Hour - Open Bar & Silent Auction Wrap-up

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

SEPTEMBER/OCTOBER 2018 PAGE 7

news

Illinois Construction Stuff and Stuff Norm Cowie, CCE

was thinking about something the other day... Taxes.

We all love’em, don’t we? And tax auditors. I personally have several favorite auditors on my Christmas list. Such lovely, nice smelling people who really like to reward companies like ours for our diligence in collecting for them.

Councilman #1: “So do we have a vote on my proposal?” There was a happy voice vote, a round of cheering and then they went off to do whatever it is City Council people do when they aren’t trying to figure out how to take money from contractors, like maybe vacation in Phoenix or something.

Anyway, I get it. I understand why they started doing this. And this great idea probably occurred to them while in a boring, er, board meeting. Scene: City of Chicago council meeting.

But none of this is what I was thinking about the other day. I was thinking about the State of Illinois’ poor financial position and I started wondering why the State doesn’t go after companies that default on their obligations to their suppliers.

Councilman #1: “Hey, did you hear what Phoenix does?” (using Phoenix just as an example because I’ve heard ‘things’ about Phoenix) Councilman #2: “Nope, what now? I’ve heard ‘things’ about Phoenix.”

Case in point: Let’s say Dead Beat Electric owes us $100,000. He defaults and we file mechanic liens on $70k of the debt. We settle some of those liens for payment of $60k. Then I futilely chase Dead Beat around for a year or two and then I give up snarling because I can’t serve him, and write off $40k.

Councilman #1: “No, not that. But get this. They’ve started billing contractors for stuff they bought from suppliers located in other municipalities. Councilwoman #3: “Whoa! That’s really cool!”

Councilman #2: (scratching head). “What if the contractors refuse to do it?” Councilwoman #3: “Then we audit them.” (then she grinned a rather fierce grin that would have scared everyone who wasn’t a Councilperson or a Rottweiler). Councilman #2: “Oh, yeah, and we’ll add penalties and interest if we find they’ve been cheating.”

It makes sense they would rather the contractor self-assess than have the supplier bill tax on shipments into the city. They would be concerned that material shipped to the shop of any contractor whose home operations were not in Chicago would not be taxed because the supplier wouldn’t have known the contractor was going to take the material into the City. The whole scam, er, plan has worked pretty well for the City ever since. Well, it didn’t at first, but then they started auditing contractors and they scared pretty much everyone into compliance. In fact, it worked so well that in 2013 Cook Country says, “Hey, we’re going to do that, too!” But this was challenged successfully in the courts as being in violation of the Illinois Constitution, so it never happened. I’m sure they’re plotting other ways to do it.

Then I started pondering how the City of Chicago assesses ‘Use Taxes’ on non-titled products purchased outside of the city for construction projects located in Chicago. Yeah, I’m sort of a geek that way.

Councilman #1. “They just tell the contractors to self-assess and then they just open their wallets and let the money flow in.”

assess instead. Bwah, ha, ha, ha.” (note: there’s no proof there was an evil laugh, but I have my suspicions).

Chicago must have done something similar to that, because in June of 2002 we received a letter telling us that from then on it was our responsibility to assess an additional use tax on our customers for anything we shipped to the City from another taxing jurisdiction. Fine with me. We were perfectly prepared to do this but then .. less than a month later … the City says, “No, never mind. We’re going to make the contractors self-

THE INTERCONNECTION

So … why doesn’t the State care about that? We don’t pay tax on anything we don’t collect, so that means they lost $2,600 (65%) income on this one customer alone. Statistics show that electrical suppliers write off anywhere from .1-.5% of yearly sales. So a $100m supplier’s bad debt might be as much as half a million dollars annually. That would be over $32k in lost revenue to the State. And there are lots of suppliers, many of them much larger than this. Continued on page 16>> SEPTEMBER/OCTOBER 2018

PAGE 8

Increase Your Sales! The competitive advantages of UCC Filings.

Implement a UCC filing program to experience these widespread benefits: Minimized financial risk Reduced DSO Improved cash flow Increased sales

Wait, “increased sales” – you are wondering if you read that correctly – yes, increased sales! UCC filing is more than reducing risk; it’s about the opportunity to expand your market, by providing you with the security needed to sell to marginal accounts and by providing the added security needed to increase existing clients’ credit lines. Take the steps to reduce your risk today! In a sampling of recent bankruptcy cases, NCS UCC Services found that unsecured creditors received, on average, 9.3 cents on the dollar, compared to secured creditors being paid 96 cents on the dollar. Which creditor would you rather be?

Contact NCS to secure more sales with UCC filings! New clients, mention “UCC3” and receive a $50 credit on your first service request. ®

Securing Your Tomorrow ®

NCScredit.com 800.826.5256 NCSsales@NCScredit.com

Collection Services | UCC Services | Notice & Mechanic’s Lien Services | Education & Resources THE INTERCONNECTION

SEPTEMBER/OCTOBER 2018 PAGE 9

education

Credit 101, Credit 102, & Credit 103 Course Objectives Credit 101, 102 and Credit 103 are interactive and invite the class to give real world examples of the credit department environment. In each class, NACM Connect provides a textbook for each student to take back to the office and use as a reference guide. The intention of these courses is to teach students about credit and prepare them for the work place. These classes also set the stage for continuing education in future seminars and IOC classes, in which students prepare to earn their professional designations.

Credit 101 and Credit 102: An Introduction to Credit Management

Credit 102 is an intermediate-level program designed for inquisitive credit personnel who wish to exceed the basics of credit management. This professional educational program examines the underlying knowledge required to successfully function and advance in today’s ever-changing credit department.

Credit 101 and Credit 102: An Introduction to Credit Management provides a thorough foundation for credit staff to advance in the commercial credit world. The completion of this program ensures that each employee will be able to effectively contribute to both minute and complex changes made within an organization.

Credit 103: Grounded in Basics— Advancing Toward Goals

Credit 101 is a basic-level orientation program that introduces newcomers to the multifaceted field of credit management. This session examines the credit function, the procedures and tasks performed in a typical credit department, and how those procedures impact an entire organization.

Credit 103: Grounded in Basics— Advancing Toward Goals is designed for mid-level credit professionals who would like to learn where they fit into the corporate structure and give them tools, which are not widely talked about and creating a positive impact on the mission of their credit department. This course is interactive and will include scenarios that will teach students ways to use the tools presented in the class..

JULY 11 Credit 102 Graduates

From Left: Renee` Hurd (Ecolab); Ewelina Szalaj (RTC Industries, Inc.); Liliana Coman (RTC Industries, Inc.); Jnana Delapaz (Schmolz & Bickenbach); Susy Rosenbaum (Sloan Valve); Instructor: Rich Bellies, CCE and Ann Crawford (Weber-Stepehn Products, LLC) Live Videoconferencing: Earl Brown-Orth (Bayer Corporation) and Sondra Circle (Midland Garage Door)

AUGUST 8 Credit 103 Graduates

Front Raw: Nancy Matias (Tri Star Metals, LLC); Ewelina Szalaj (RTC Industries, Inc.); Liliana Coman (RTC Industries, Inc.); Back Raw: Lauren Zielsdorf (Abbott Laboratories) Live Videoconferencing: Earl Brown-Orth (Bayer Corporation) and Sondra Circle (Midland Garage Door)

Jnana Delapaz (Schmolz & Bickenbach) and Forest Troutner (NACM Connect)

education

Classes now Available via Live Videoconference! Register for the

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

Credit 102

Credit 103

• October 3

• November 7

• December 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.

Congratulations to the New Designees CERTIFIED BUSINESS ASSOCIATE (CBA)

CERTIFIED BUSINESS FELLOW (CBF)

Melissa Charlotte, CBA Ferguson Enterprises

Alexandra Krich, CBA KapStone Paper and Packaging Corp.

Marjorie Getchel, CBF W. W. Grainger, Inc.

Timothy Cummings, CBA Victaulic Company

Destinie Olinger, CBA W. W. Grainger, Inc.

Joseph Lange, CBF Brenntag Great Lakes, LLC

Kevin Elliott, CBA Paychex Advance, LLC

Robin Rufus, CBA Panduit

Brigette Fischer, CBA Shaw/Stewart Lumber Company

Clinton Shanks, CBA Select Rehabilitation

Rhonda Grissinger, CBA Health Carousel

Anastasiya Vereshchagina, CBA Bluescope Steel North America

Benjamin Johnson, CBA The Bank of New Glarus

Thad White, CBA Jaeckle Distributors

THE INTERCONNECTION

SEPTEMBER/OCTOBER 2018 PAGE 11

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)

INDIANA | MICHIGAN | OHIO INDIANA Elkhart

MICHIGAN

Grand Rapids

OHIO

Dayton

OHIO Toledo

CREDIT 101

CREDIT 102

CREDIT 103

October 4

November 1

December 6

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

September 26

October 31

NACM Connect 41 White Allen Ave. Dayton, OH 45405

September 11

October 9

Mid City Supply Co. Inc., 940 Industrial Pkwy. Elkhart, IN 46516

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.

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. 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.

SEPTEMBER/OCTOBER 2018

PAGE 12

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

STEP 3

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

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

“CBA”

STEP 4

“CCE”

“CBF”

stands for “Credit Business Associate”

stands for “Credit Business Fellow”

Business Credit Principles class

Earn CBA

stands for “Certified Credit Executive”

PLAN A

STEP 2

Work with NACM National www.nacm.org

STEP 1

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

Basic Financial Accounting class

Business Law class

Earn CBA and CBF and show 125 Roadmap points

STEP 6 STEP 7

STEP 8

Financial Statement Analysis I class

Credit Law class

PLAN C

OR 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 5

PLAN B

STEP 9

THE INTERCONNECTION

SEPTEMBER/OCTOBER 2018 PAGE 13

New Members

Welcome New Members and Reps New Members Allied Supply Company Barb Caro

G W Van Keppel Company Kathy Reid

Perry’s Ice Cream Rebecca Racki

Badger Daylighting Corp. Colleen Walker

Hogan Truck Leasing DeAnn Ehlers

Rochester Midland Kelley Maland

Brooks Construction Co., Inc. Cynthia Riebersal

LaborMAX Staffing Amy Laffoon

Screen GP America’s, LLC Mike Olsen

Business T-Shirt Club Noman Rosson

Laird Technologies, Inc. Carol Capstick

Security Equipment Corporation Sandy McKay

Cadillac Asphalt Kathleen Phillips

Morgan Rubbish Removal/ Dependable Disposal James McSally

Sweetworks Confections LLC Lori Molitor

Cast Classics Inc. Daphna Arad Crane 1 Service Joe Schivone Crossroads Building Supply Denise Ragone Erie Materials Christine Fire

Officeworks Services LLC Bill Wissel OSM Worldwide Kurt Izydorek Peoplelink Group LLC Monica Woodward

Trimfoot Co. LLC Bobbie Thomure Valley Fastener Group LLC Anthony Coldagelli Welch Packaging Group Brenda Bloomer

New Representatives AAR Corp. Sam Puhar

Commercial Metal Forming Barb Bracken

Owens Corning Scott Goodrich

Adam Hall North America Christopher Pasquale

David J. Joseph Co. Stephen Justice

Rapid Displays Michelle Stefanski

Airtite Window & Door, Co., Inc. Sam Steltermann

DeLaval Services Melissa Hogan

Schmolz Bickenbach Jnana Delapaz

AK Steel Corp – Dearborn Works John Mulligan

E J Welch Co. Sylvia Ross Toney

Standard Change-Makers Donna Ballenger

American Wire & Rope Casey Griffith

Fifth Wheel Freight Riley Carlon

Technicote Inc. Jocelyn Elsaas

Benjamin Steel Company Inc. Tim Plaspohl

Fundation Group LLC Sam Graziano

Veritiv Operating Company Johnson Mathai

Big River Steel LLC Mark Skinner

Graybar Electric Co. Lisa Holcomb

West Corporation Robin Catron

Bissell Inc. Carey Brown

Materion Corporation Tina Neuenschwander

Carlson Tool & Manufacturing Corp. Mark Dundon

Mill Distributors Charlie Grubbs

Chattem, Inc. Pamela Long

Oriental Trading Company Mallory Sanders

THE INTERCONNECTION

SEPTEMBER/OCTOBER 2018

PAGE 14

member social event

Wisconsin Member Social Event Team Yacht Louise

August 24

THE INTERCONNECTION

SEPTEMBER/OCTOBER 2018 PAGE 15

member social event

Illinois Member Social Event Chicago Cubs Rooftop

August 10

Illinois Construction Stuff and Stuff <<Continued from page 8 million dollars annually. That would be over $32k in lost revenue to the State. And there are lots of suppliers, many of them much larger than this. Sure, some of this might be tied up in bankruptcy, but they could still get in line for a share of what dribbles out of the case. But as far as everyone else, why doesn’t the State go after these deadbeats? I’m sure the creditors in all of these cases would be happy to give them as much information as possible to help them, because, well, you know, revenge. On that note, I remember I used to send 1099-MISC Income forms to accounts we wrote off because they should declare anything we write off as income. I did it purely out of spite (I’m sort of shallow that way), because it wouldn’t benefit us at all, especially since it would be cheaper for the deadbeat to pay the tax than to pay us our balance. But you never know, maybe the State benefitted. Anyway, State, if you’re listening, go get them! Norm (*Most of my previous articles are available in my book, THE ILLINOIS MECHANICS LIEN STATUTES … AND OTHER CONSTRUCTION STUFF available at NACM/Chicago!) 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.

THE INTERCONNECTION

SEPTEMBER/OCTOBER 2018

PAGE 16

Access All the Solutions in One Place We provide a full suite of credit reporting solutions exclusively to NACM Connect members at deep discount pricing. We pass big savings to you through our volume purchasing and National Buying Discount. We assist with setup, training and support for all products and solutions. Let us help you increase efficiency, reduce costs and maximize profitability for your organization.

Shop and Compare All These Credit Bureaus with One Contact Person

OPTION 1

OPTION 2

OPTION 3

OPTION 4

OPTION 5

OPTION 6

OPTION 7

OPTION 8

CUSTOM SOLUTIONS

OPTION 9

OPTION 10

INTERNATIONAL

Call Craig Smith at 847.483.6484 or email craig.smith@nacmconnect.org to learn more about our credit reporting solutions. Be sure to ask about our FREE trial offers. THE INTERCONNECTION

SEPTEMBER/OCTOBER 2018 PAGE 17

news

Conquering Cyber-Readiness in Credit Andrew Michaels, NACM Editorial Associate

hen someone breaks into a house, the homeowner is likely to take preventative measures to improve security, whether it’s installing heavy-duty locks, alarms or cameras. The same can be said for financial institutions (FIs) when cybercriminals breach a company’s network and steal or leak confidential information. The latest and greatest cybersecurity programs aren’t necessarily a company’s most valuable asset, but rather, it’s their knowledge and understanding that will better protect them in the long run. Last year, data analytics company FICO Decisions collaborated with independent research company Ovum to survey security and IT employees across five industries in the U.S. and other countries, including financial services, health care, power and utilities, retail and eCommerce and telecommunications. A startling revelation came from the financial services, retail and eCommerce industries, where 80% of respondents in the U.S.—63% around the world— believe cyberthreats and data breaches will rise over the next year. Few U.S. respondents in financial services (20%) and retail and eCommerce (15%) said levels will stay the same, the remaining 5% of retail and eCommerce respondents anticipate a decline. What surprised analysts was how the number of cyberattacks actually declined in the prior year in the U.S. In 2016, 61% of respondents said there was an increase in cyberattacks, yet only 33% said the same in 2017. However, this good news doesn’t account for companies’ current level of preparedness—only 31% of companies say they understand the risks at hand. “While U.S. organizations are realistic about overall levels of risk and expect it to increase, they are not so realistic

“

SURVEY SAYS

80% of surveyed Security and IT employees across five industries in the U.S.believe cyberthreats and data breaches will rise over the next year.

about their own cyber-readiness,” the study states. “With attacks expected to increase in volume, breach risk is more important than ever before. Organizations must take the opportunity to objectively understand their likelihood of suffering a breach so they can take the necessary steps to transfer or mitigate risk.” Too few U.S. companies (28%) never update their risk assessment procedures, with 3% conducting no assessments whatsoever. The survey indicates that companies are “overly optimistic” regarding cyber-readiness. In addition to employee training, some companies are engaging another preventative practice known as penetration testing, which involves third-party testers attempting to expose

THE INTERCONNECTION

cyber vulnerabilities in companies through test hacks. During a 10-month period that ended in June, cybersecurity software firm Rapid7 conducted simulated cyberattacks on nearly 270 corporations for its Under the Hoodie 2018 report. The tests concluded that the finance sector, for example, was more defensive against external threats, like websites and phishing, as opposed to internal threats, like connections and WiFi. About 61% of the tests resulted in no threat detection on behalf of the company. “These results imply that if the penetration tester is not detected within a day, it’s unlikely the malicious activity will be detected at all,” Rapid7 analysts said in the report. Managing employee credentials, such as implementing administrative credentials to complete specific actions, and encouraging a “see something, say something” policy can help mitigate cyberthreats, Rapid7 noted. Timedriven account locks and two-factor authentications aren’t as bulletproof on their own, but these strategies can be effective when utilized with other precautions.

■

SEPTEMBER/OCTOBER 2018

PAGE 18

Unclaimed Property Services

Ten Things Credit Managers Should Know About Unclaimed Property Unless you’ve worked for a company that’s been the subject of an unclaimed property audit, unclaimed property is probably the last thing on your mind; you may not even realize what it is or how it may affect your business. Unclaimed Property can be confusing and confounding but the risk of material liabilities is very real. That’s why we pulled together this list of things that credit managers, as well as anyone concerned about managing their company’s risk, should know about unclaimed property: 1. EVERYONE HAS IT. All industries and companies generate items that a can become unclaimed property if they remain unclaimed: payroll and accounts payable checks, dividends, benefit payments and accounts receivable credit balances, to name just a few. Specific to accounts receivable, customers offered discount pricing paying the full rate, companies paying based on their purchase order rather than the supplier’s invoice after a price change, and even simple accounting mistakes, such as a payment applied to the wrong account or a credit applied incorrectly, are just a few factors that can lead to potential unclaimed property obligations appearing in a credit department’s accounts receivable.

6. IT ADDS UP. Companies often define a tolerance threshold, below which AR credits are automatically written off. Unfortunately, state unclaimed property laws generally don’t offer exemptions for small balances. Even a one-cent credit can be considered reportable unclaimed property. When these seemingly immaterial amounts are used as the basis for estimation for earlier periods, the potential exposure can easily reach the millions of dollars. 7. AUDITS COVER YEARS. Delaware used to estimate for property back to 1981, but with the adoption of Delaware Senate Bill 13 on February 2, 2017, the look back period for audits is now 10 report years (plus 5 year dormancy period). That would mean that the audit would cover a period of 15 years (dormancy plus 10 report years) from the date the audit notice was received.

2. IT’S THE LAW. Companies have a statutory obligation to report and remit unclaimed property to all U.S. jurisdictions. 3. NOT A TAX. Unlike a tax, there are no nexus requirements with unclaimed property. Therefore, companies may have unclaimed property compliance obligations, and potential audit risk, with every jurisdiction. 4. WHO GETS IT? Property is reportable to the state of last known address of the owner as shown on the company’s books and records. In some cases, such as when collecting customer payments via a lockbox, payments can’t always be linked to an account number, invoice number or other identifying information. Whenever detailed customer address information can’t be located, it could create an unclaimed property liability reportable goes to the company’s state of domicile / incorporation – Delaware for most companies. 5. AUDITORS ESTIMATE LIABILITIES. Under an audit, the company’s state of domicile may have the right to perform a reasonable estimation of liabilities for periods where records are missing or are incomplete.

8. EVERYONE’S AT RISK. While historically only large companies were targeted for unclaimed property audits, now even mid-sized to smaller companies are routinely receiving audit notices from multiple jurisdictions…and from multiple auditors! 9. COMPANIES BUY LIABILITIES. Unless the right questions are asked during the due diligence process, an acquiring company can inherit UP liabilities from a company it acquires in both stock and asset purchases. 10. YOU CAN FIX IT. Some jurisdictions, including Delaware, will allow companies with potential unclaimed property liabilities to enter into voluntary disclosure agreements, typically waiving interest and penalties.

If you’d like to know more about unclaimed property, and what it can mean to your company, visit our website or contact Troy Wangen, Managing Director at 312-588-3430 or Troy.Wangen@TPCtax.com.

THE INTERCONNECTION

SEPTEMBER/OCTOBER 2018 PAGE 19

The Premier Solution for Today’s Credit Risk Challenges Do More Than Mitigate Risk... Grow Sales and Increase Revenue! Managing credit risk and increasing revenue is difficult. CreditPoint makes your job easier by using time-saving automation and eliminating the manual data gathering process. Whether you are onboarding new customers or monitoring current accounts, our solutions are equipped with the tools needed for consistent and confident decisions.

Drive Growth & Improve Collaboration Across Your Entire Organization

Rapid & Accurate Onboarding

Credit Decisioning

Seamless Data Integrations

Document Management

Business Intelligence

CreditPoint Software’s mission is to empower businesses to be more efficient and to eliminate customer portfolio management challenges. Our company’s SaaS product suite offers the most comprehensive B2B credit risk and collections management solutions available, including bureau integration, rule-based workflows, dispute and customer portals, ratings & financial data, and business intelligence.

Schedule Your Demo Today!

Call 918.376.9440 or visit us at www.creditpointsoftware.com

education

Use Technology to Improve Credit Processes Michael Miller, Managing Editor, NACM

he world of credit management is in the process of changing. It’s a slow but steady evolution that has been underway for several years. The introduction of technology into the credit field has been the catalyst that sparked the industry during the first part of the 21st century. “Technology in credit is getting really exciting,” said Credit Manager Staci Cima, CCE, during an educational session at this year’s Credit Congress and Expo in Phoenix. “Technology allows smaller customers the ability to automate processes in credit and collections, and it gives everyone involved a better experience.” Cima is a one-person credit department in St. Louis, Missouri, so she doesn’t have time to do everything, and she often can’t do everything. Being a small credit department caused her to begin integrating technology into her daily work. It began with an online credit application; however, this was only the beginning and did not alleviate all the problems. The credit application was not automated, but it was a start, a first step to integrating new technology, said Cima. She was still manually processing the credit applications after receiving them. This is where a company with a software-as-a-solution (Saas) platform can come into play to help credit professionals get the job done. As humans, we fear the unknown. The same goes for credit professionals. There’s a fear of big technology problems, and some believe it will remove their focus from credit, yet it does the exact opposite—it gives them more time to do their credit functions, he explained. Cima said she had to determine how to select the correct product for what

“

“Technology allows smaller customers the ability to automate processes in credit and collections, and it gives everyone involved a better experience.” Staci Cima, CCE, Credit Manager

she needed. She knew she needed assistance with credit applications, being a team of one. But it was also important to have a return on investment. She found that partnering with a company with an Saas platform has cut Cima’s credit application process time from weeks to days.

have submitted their information about that potential customer. Adding new customers has many challenges including manual data entry errors and back-and-forth correspondence. Online credit applications help remove the need to input customer data multiple times. Ultimately, technology, artificial intelligence, online solutions and the like give credit professionals the ability to view customer credit data in a single-view pane. This includes bank references, financial statements, trade references, credit application information and more. It’s important, as with anything new, to make sure the decisions you’re making are the right ones. Some technology options aren’t for everyone, so using the correct solution is the first step toward a faster, brighter future in the credit industry.

■

She also uses technology to help with trade references, which she did not have time for previously, by adding tech solutions to her job. Technology now has the ability to send notifications to the trade references listed by new customers, in turn, notifying the creditor when references

THE INTERCONNECTION

SEPTEMBER/OCTOBER 2018 PAGE 21

news

A Different Approach to Leadership Christie Citranglo, NACM Editorial Associate

mployee relationships can be complicated. It doesn’t take long for power dynamics to build, networks to form and in some cases, animosity to develop. While a structure exists to guide the company—a manager, followed by a senior worker, followed by a less-seasoned worker, etc.—often the strict definitions of these positions get tossed aside when friendships form between coworkers, sometimes muddying the lines between manager and other employees. When this dynamic goes awry, be it spreading false rumors, plotting to ostracize an employee or barking orders at others, stepping back to fix the problem presents its own series of challenges. Unraveling the web of employee relationships and past interactions can be a daunting task. But it isn’t impossible. When CFDD representative to the NACM Board of Directors Marlene Groh, CCE, ICCE, sought to improve the relationships and power dynamics in her office, she began to study Servant Leadership. Beginning with the book, The Servant by James C. Hunter, Groh read with fellow CFDD members, the simple tale of different people coming together seeking to improve themselves. After that, Groh read the book with her team at work, eager to bring Servant Leadership to her office. Servant Leadership as a philosophy aims to create a more sincere and compassionate environment. Many of the principles reflect the teaching “thou shalt love thy neighbor as thyself”— listening more, treating those above and below in the office structure as equals, understanding the plight of others and loving each co-worker. “Leadership is built upon authority or influence, which is built upon service and sacrifice, which is built upon love,”

Hunter writes in his book. “When you lead with authority, you will, by definition, be called upon to extend yourself, love, serve and even sacrifice for others. … Love is not about how you feel toward others, but how you behave toward others.”

“

With respect and proper management, employees will likely feel more motivated to complete tasks... because they respect their manager enough to get the job done properly.

One of the core values of Servant Leadership revolves around “loving” each co-worker. But not the kind of love reserved for friends and spouses, Groh explained. The love in Servant Leadership “is an action, not as much a feeling,” she said. For instance, while one co-worker may dislike another co-worker for various reasons, such as tardiness, chattiness or sloppiness, under Servant Leadership, it is crucial for both parties to understand each other’s mutual struggles and work toward accepting each other. “When you choose to purposefully attack someone, you’re almost as guilty as they are,” Groh said. “The book talks about how you don’t have to like somebody—what they do or how they act. For us to be one and to serve each other, you have to love somebody. … ‘When I think differently, I’ll act differently,’ I tell myself.” Servant Leadership explores the idea of love while also redefining what it means to be a “manager” and what it means to be a “leader.” Everyone is a

THE INTERCONNECTION

leader under Servant Leadership, but only one or two can be managers. According to Hunter, a good manager takes on a leadership role while also earning the respect of those being managed. Efficient management flows from leading by example, sympathizing with co-workers and being firm when necessary. “I think one of the things I hear my team say the most is that they call me their ‘working manager,’ which to me means I help lead better,” Groh said. “I take it to their level, and I don’t think that because I’m their manager I can’t do what they do. I think that’s a big thing.” With respect and proper management, employees will likely feel more motivated to complete tasks. They aren’t performing their duties just because their manager told them to, but because they respect their manager enough to get the job done properly. Hunter explained this approach often leads to work getting done more quickly, more efficiently and more accurately. Leaders, conversely, live in each person on the team. Leaders embrace the attitude of respecting one another and loving one another on the team. Leaders treat others the way they wish to be treated. Changing within the office to adopt these ideas of Servant Leadership begins simply with an idea and a drive. Groh said she’s been practicing Servant Leadership in her office for a little less than a year, but even in that length of time, she’s seen a more positive environment in her office and in her life. “It’s amazing that lives can be changed if you take the time to be self-reflective, look at yourself and think that you can change,” Groh said. “If we all look at what we can change, we can all change the world together.”

■

SEPTEMBER/OCTOBER 2018

PAGE 22

ohio

Emerging Leader Series Professional Development, Networking & Credit Leadership Training

Emerging Leaders Roundtable

The Emerging Leaders Program Education and networking events just for young credit & A/R professionals. If you are 35 or younger and are working in the credit or A/R field, come see what we are all about!

“Why Credit” A Roundtable for Millennial Credit Professionals

Our goal is to provide this audience with a place where you can gather with people that share your career interests.

11:30 a.m. - 1:30 p.m. October 9, 2018 UNO’s Pizzeria and Grill 9246 Schulze Drive West Chester, Ohio 45069

For more information about the program, or to suggest someone to receive an invite, please contact Linda Herbst, linda.herbst@ nacmconnect.org or by phone at 847.483.6426.

Join us for education, networking, food and drinks! Space is limited! Please register by October 1, 2018.

EVENT REGISTRATION INFORMATION Date/Time

Tuesday, October 9, 2018 11:30 a.m. - 1:30 p.m.

Location UNO’s Pizzeria and Grill 9246 Schulze Drive West Chester, Ohio 45069

Cost

$25 - per person (Includes food and beverages) One Coupon may be used for this event.

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. 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.

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

SEPTEMBER/OCTOBER 2018 PAGE 23

CAINE & WEINER NEWS

2018 Quarterly Giveaways NACM CONNECT

JULY | AUGUST | SEPTEMBER

Place a collections claim with Caine & Weiner anytime during the months of July, August and September and become eligible to win a $150 Coach gift card.

Each claim you place will be eligible for the drawings. Enter as often as you like! For information on placing claims, please contact Jim McGhee at 847-407-2348. You may also place a claim online at www.caine-weiner.com.

THE INTERCONNECTION

SEPTEMBER/OCTOBER 2018

PAGE 24

news

Credit Manager and Debtor: A Psychological Dance Andrew Michaels, NACM Editorial Associate

“

Nothing involving human relationships is clear or simple,” said Kelly Jameson, Ph.D., a psychotherapist and presenter at NACM’s 122nd annual Credit Congress in Phoenix last month. A romantic relationship between human beings is a complex “psychological dance” comparable to the relationship between a credit manager and a debtor. During an exploration of the nine stages of a personal relationship, Jameson and her husband, Attorney Chris Jameson encouraged creditors to hone similar communication skills necessary to maintain a healthy and successful relationship with customers—the same skills that are often present in a romantic relationship. The Jameson’s both work in their respective fields in Dallas, TX. Their presentation was titled, “Analyzing the Psychological Dance Between the Credit Manager and Debtor.” The start of a new relationship begins with the first date, where each person develops their own impression of the other. Often times, Chris said, salesmen will suggest new customers looking for credit and set them up in a “first date” scenario with the company’s credit managers. Kelly said both parties often try to put their “best foot forward” to deliver promising first impressions. “[On a first date] you are doing nothing but interpreting the behavior of the other person, while managing your own,” she said. “You are interpreting every behavior, from the way they hold their menu, the way they talk to the server and the way they make eye contact.”

“Where it’s similar [to the credit-debtor relationship] is with the credit application,” Chris continued. “You’re looking at credit references and whatever you do to assess creditworthiness.” This blends into the dating/courtship phase, where the salesmen court the customer for business. The credit manager’s decision to move forward with the relationship ties in to what the Jameson’s called the “commitment phase.” Here, creditors establish a credit limit and maybe even give the customer a personal guarantee. “Everyone is happy,” Kelly said, as they enter the honeymoon stage. Payments are being made and credit terms are met, and Chris explained how credit managers will generally see growth every quarter. However, as the honeymoon feelings dissipate over time, the creditor and debtor reach a plateau—no problems, just stagnancy. It isn’t necessarily a bad thing, but Chris said credit managers will notice customers aren’t working as hard on the relationship, unlike early on.

What could follow is “the slide and crash,” where worry turns to panic. Customers are short paying and checks are bouncing. Kelly related this stage to the moment in a relationship when a couple decides to work on their relationship, perhaps, in therapy. To improve the situation, Chris noted, credit managers may hold new orders until prior payment is received, reduce the customer’s credit limit or seek advice at NACM trade group meetings. If the relationship does not improve, lawyers may enter the picture in a “crash stage” to file a suit on the debt. The creditor and debtor may then part ways, no longer continuing a business relationship. The best preventative measure to avoid a crash is learning to assess customer patterns and “seeing beyond the page,” Chris said. In time, patterns will emerge and give credit managers a better idea of their customer’s actions in the foreseeable future. “There’s no one who is going to go through a career in credit and not make a bad decision with extending credit. It’s impossible,” he noted. “It goes back to understanding what went wrong and how you could do it differently the next time around. That’s how we get better at our jobs: Learning from our failures.”

■

“[Then, in the red flag stage], customers might ask to extend their terms,” he said. “They may be a little late on their payments and you have to actually email or call them for those payments. It’s not a huge worry, but it’s unusual. This is where your radar is going off. The outcome could go either way.”

THE INTERCONNECTION

SEPTEMBER/OCTOBER 2018 PAGE 25

If Accounts Receivable is a cash flow problem,

For more information on how we can collect for your company locally, nationally or internationally contact us today!

Kelly Hall 317-225-4281 kelly.hall@nacmconnect.org

Try NACM Southwest Discover how our association is different from collection agencies...we can turn your debt into cash assets at a price no one can beat! NACM Connect has partnered with NACM Southwest to bring you a great collection service.

Each claim placed in July/August/September eligible for a drawing for a $150 Gift Card. NACM Southwest 751 Plaza Blvd. Coppell, TX 75019 972.518.0019 www.nacmsw.com

THE INTERCONNECTION

SEPTEMBER/OCTOBER 2018

PAGE 26

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

GROUP

MEETING LOCATION

September 11

Electrical Distributors Credit Group

Ditka's, Oak Brook Terrace, IL

September 11

Masonry Credit Group

Devon, Oak Brook Terrace, IL

September 13

Northern Illinois Heating & Plumbing Wholesalers Credit Group

Wildfire, Schaumburg, IL

September 13

WISCA Credit Group

Ditka's, Oak Brook Terrace, IL

September 18

Metal Distributors Credit Group

Ditka's, Oak Brook Terrace, IL

September 19

Institutional Credit Association Credit Group

Ditka's, Oak Brook Terrace, IL

September 21

Ad Media Credit Group

Hubbard Radio - WTMX, Chicago, IL

September 27

Basic Material Credit Group

Devon, Oak Brook Terrace, IL

October 9

Electrical Distributors Credit Group

Ditka's, Oak Brook Terrace, IL

October 11

Northern Illinois Heating & Plumbing Wholesalers Credit Group

Weber Grill, Schaumburg, IL

October 16

Floor Covering & Wall Tile Credit Group

Conference Call

October 16

Metal Distributors Credit Group

Ditka's, Oak Brook Terrace, IL

October 16

WISCA Credit Group

Ditka's, Oak Brook Terrace, IL

October 18

Ad Media Credit Group

WGN America, Chicago, IL

October 25

Basic Material Credit Group

Ditka's, Oak Brook Terrace, IL

October 19

National Truck, Trailer & Waste Equipment Credit Group

NACM Connect, Rolling Meadows, IL

October 23

Home Healthcare, Nursing Home & Food Groups

Four Points Sheraton, New Orleans, LA, 4-day

October 25

National Tool & Accessories Manufacturers Credit Group

Doubletree O'Hare Rosemont, Rosemont, IL, 2-day

October 30

National Agricultural Credit Conference

Astor Crowne Plaza, New Orleans, LA, 3-day

NACM Connect - Missouri Local Industry Credit Group Meetings DATE

GROUP

MEETING LOCATION

September 7

Mid Missouri Construction Credit Group

Bartolino's, St. Louis, MO

September 18

Midwest Regional Food Credit Group

NACM Connect Office, Creve Coeur, MO

September 20

Kansas City Building Materials Credit Group

Grand Street, Lenexa, KS

September 21

Refrigeration & Warm/Cool Air

Bartolino's, St. Louis, MO

September 25

Electrical Distributors Credit Group

Bartolino's, St. Louis, MO

October 16

Midwest Regional Food Credit Group

NACM Connect Office, Creve Coeur, MO

October 17

Electrical Distributors Credit Group

Bartolino's, St. Louis, MO

October 18

Kansas City Building Materials Credit Group

Cascone's, Overland Park, KS

October 19

Refrigeration & Warm/Cool Air Suppliers Credit Group

Bartolino's, St. Louis, MO

THE INTERCONNECTION

SEPTEMBER/OCTOBER 2018 PAGE 27

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

GROUP

MEETING LOCATION

September 11

Electric Industrial Supply Credit Group

Main Street Pub, Kalamazoo MI

September 12

West Michigan Heating & Plumbing Wholesalers Credit Group

Brann's, Wyoming, MI

September 13

Indiana Wholesale Floor Covering Credit Group

Conference Call

September 13

Columbus Wholesale Electric Credit Group

NACM Connect Office, Dayton, OH

September 18

Automotive Suppliers Credit Group

Conference Call

September 19

Indianapolis Building Trade Suppliers Credit Group

Blueberry Hill, Indianapolis, IN

September 19

Michigan Electric Supply Credit Group

Antonio's, Canton, MI

September 20

Cincinnati Dayton Wholesale Electric Credit Group

Century Inn, Cincinnati, OH

September 21

Fort Wayne Building Materials Credit Group

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

September 26

Plumbing & Heating Wholesalers Credit Group

Blueberry Hill, Indianapolis, IN

September 26

Metal Service Center Credit Group

Antonio's, Canton, MI

September 26

Cincinnati Construction Suppliers Credit Group

Stonecreek Dining Co, West Chester, OH

September 26

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

October 4

Michiana Credit Association Credit Group

Das Essenhaus, Middlebury, IN

October 9

Electric Industrial Supply Credit Group

Pietro's, Grand Rapids, MI

October 10

West Michigan Heating & Plumbing Wholesalers Credit Group

Brann's, Wyoming MI

October 11

Columbus Wholesale Electric Credit Group

NACM Connect Office, Dayton, OH

October 16

Indiana Electrical Suppliers Credit Group

Becker Conference Room, Indianapolis, IN

October 16

Automotive Suppliers Credit Group

Conference Call

October 17

Indianapolis Building Trade Suppliers Credit Group

Blueberry Hill, Indianapolis, IN

October 17

Michigan Electric Supply Credit Group

Mojave Cantina, Clawson, MI

October 18

Cincinnati Dayton Wholesale Electric Credit Group

Century Inn, Cincinnati, OH

October 19

Fort Wayne Building Materials Credit Group

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

October 24

Plumbing & Heating Wholesalers Credit Group

Blueberry Hill, Indianapolis, IN

October 24

Metal Service Center Credit Group

Antonio's, Canton, MI

October 24

Cincinnati Construction Suppliers Credit Group

Uno Pizzeria & Grill, West Chester, OH

October 24

Cleveland/Akron/Canton Food Suppliers Credit Group

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

THE INTERCONNECTION

SEPTEMBER/OCTOBER 2018

PAGE 28

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

GROUP

MEETING LOCATION

September 11

Omaha Builders Credit Group

Teleconference

October 9

Omaha Builders Credit Group

Teleconference

NACM Connect - New York Local Industry Credit Group Meetings DATE

GROUP

MEETING LOCATION

September 11

Western NY Food & Beverage Supply Credit Group

Ilio DePaolo's Restaurant, Blasdell, NY

September 13

Rochester Plumbing Credit Group

Humphrey House, Penfeild, NY

September 14

Buffalo Building & Construction Credit Group

Eagle House, Williamsville, NY

September 17

Erie Building Credit Group

Ruby Tuesday, Erie, PA

September 18

Central New York Building Credit Group

Coleman's, Syracuse, NY

September 19

Upstate New York Energy Credit Group

Conference Call

September 20

Rochester Building Group

Cerame's Rochester,NY

September 25

Buffalo Plumbing & Electric Credit Group

Eagle House, Williamsville, NY

September 26

Upstate New York Energy Credit Group

Conference Call

October 9

Western New York Food & Beverage Supply Credit Group

Ilio DePaolo's Restaurant, Blasdell, NY

October 11

Rochester Plumbing & HVAC Credit Group

Humphrey House, Penfield, NY

October 12

Buffalo Building & Construction Credit Group

Eagle House, Williamsville, NY

October 15

Albany Building Credit Group

Scarborough's, Latham, NY

October 16

Central New York Building Credit Group

Coleman's Syracuse, NY

October 17

Upstate New York Energy Credit Group

Conference Call

October 18

Rochester Building Credit Group

Cerame's Restaurant, Rochester, NY

October 23

Buffalo Plumbing & Electric Credit Group

Eagle House, Williamsville, NY

October 24

Upstate New York Energy Credit Group

Conference Call

THE INTERCONNECTION

SEPTEMBER/OCTOBER 2018 PAGE 29

Credit Group Meeting Calendar NACM Connect National Industry Credit Group Meetings September 12

National Manufactured Housing Credit Group

Hampton Inn, Jekyll Island, GA, 3-day

September 6

National Electrical Manufacturers Credit Group

Embassy Suites Inner Harbor, Baltimore, MD, 2-day

September 24

National Leisure Living Credit Group

Holiday Inn Mart Plaza, Chicago, IL

September 13

National Underground Utilities Supply Credit Group

Doubletree Suites, Columbus, OH, 2-day

September 13

National Paper Packaging Credit Group

Andaluz Hotel, Albuquerque, NM

September 19-

National Construction

NACM Gateway, St. Louis, MO, 2-day

September 20

National Steel Mill Credit Group

Washington Hilton, Washington, DC, 2-day

September 20

National Metal Producers Credit Group

Holiday Inn Vanderbilt, Nashville, TN, 2-day

September 27

National Metal Buildings & Components

Hyatt Regency, Louisville, KY, 2-day

October 10

National Water Products Credit Group

Embassy Suites Buckhead, Atlanta, GA, 2-day

October 11

National Coated Paper Credit Group

Four Points Sheraton, New Orleans, LA

October 10

Meatpackers of America

Four Points Sheraton, New Orleans, LA, 3-day

October 11

National Garage Door & Operating Devices Credit Group

Warwick Melrose, Dallas, TX, 2-day

October 17

National Firearms & Ammunition

Hampton Inn & Suites, Oxon Hill, MD, 2-day

October 17

National Lawn & Garden Credit Gorup

Galt Hotel, Louisville, KY, 2-day

October 19

National Truck, Trailer & Waste Equipment Credit Group

NACM Connect, Rolling Meadows, IL

October 23

Home Healthcare, Nursing Home & Food Groups

Four Points Sheraton, New Orleans, LA, 4-day

October 25

National Tool & Accessories Manufacturers Credit Group

Doubletree O'Hare Rosemont, Rosemont, IL, 2-day

October 30

National Agricultural Credit Conference

Astor Crowne Plaza, New Orleans, LA, 3-day

THE INTERCONNECTION

SEPTEMBER/OCTOBER 2018

PAGE 30

Event Calendar DATE

EVENT

LOCATION

TIME

PRESENTER / INSTRUCTOR(S)

September 10

NACM Connect Indiana - Indianapolis Business Credit Principles (10 weeks)

Roche Diagnostics Indianapolis, IN

5:30 p.m. – 8:30 p.m.

Judy Wagner, CCE, MBA

September 11

NACM Connect Ohio - Dayton Credit 102

NACM Connect Dayton, OH

9 a.m. – 4 p.m.

Tom Shimko, CCE

September 12

NACM Connect Michigan - New Hudson SEMINAR: UCC/LIEN

Behler-Young - New Hudson New Hudson, MI

8:30 a.m. – 12:30 p.m.

Jerry Bailey, NCS

September 12

NACM Connect Illinois Member Social Event - Fall Golf Outing

St. Andrews Golf & Country Club West Chicago, IL

12 p.m.

_____________

September 12

NACM Connect Wisconsin - Appleton Roundtable Discussion

Perkins Restaurant Appleton, WI

8 a.m. – 9:45 a.m.

Frank Schetski

September 12

NACM Connect Wisconsin - Madison Roundtable Discussion

Rodeside Grill Windsor, WI

12:15 p.m. - 2 p.m.

Frank Schetski

September 13

NACM Connect Wisconsin - Milwaukee Roundtable Discussion

ABV Social Wauwatosa, WI

12:15 p.m. - 2 p.m.

Frank Schetski

September 18

NACM Connect Ohio - Cincinnati Roundtable Discussion

Formica Group Cincinnati, OH

11:30 a.m. – 1:30 p.m.

Paula Slyder, CGA Jim Kelly

September 19 & 20

NACM Connect Missouri - St. Louis CREDIT CONFERENCE

Orlando’s Banquet & Event Center Maryland Heights, MO

8:30 a.m. – 5:30 p.m.

Varies

September 20

NACM Connect Wisconsin Best Practices Discussion Group

The Inn on Woodlake Kohler, WI

12 p.m.

Paul Brunner Yazmin Yepez

September 26

NACM Connect Michigan - Grand Rapids Credit 102

Behler Young Co. Grand Rapids, MI

9 a.m. - 4 p.m.

Curt Johnson, CCE

September 27

NACM Connect Illinois CBF Exam Review

NACM Connect Rolling Meadows, IL

5 p.m. – 8 p.m.

John Jaeger, CCE

October 2

NACM Connect Illinois CCE Exam Review

NACM Connect Rolling Meadows, IL

5 p.m. – 8 p.m.

John Jaeger, CCE

October 3

NACM Connect - Credit 101 Chicago/Available Through Videoconferencing

NACM Connect Rolling Meadows, IL

9 a.m. – 4 p.m

Rich Bellis, CCE

October 4

NACM Connect Illinois CBA Exam Review

NACM Connect Rolling Meadows, IL

5 p.m. – 8 p.m

John Jaeger, CCE

October 4

NACM Connect Indiana - Elkhart Credit 101

Mid City Supply Co. Inc. Elkhart, IN

9 a.m. – 4 p.m.

Jim Montague, CCE

October 9

NACM Connect Ohio - Toledo Credit 101 (Part 1)

Toledo/Lucas County Public Library Toledo, OH

3:30 p.m. – 6:30 p.m

Amy Huebner, CCE Dave Condon, CCE

October 9

NACM Connect Indiana - Fort Wayne Roundtable Discussion

Don Halls Gas House Restaurant Fort Wayne, IN

11:30 a.m. – 1:30 p.m

Joshua Casselman

October 9

NACM Connect Ohio - West Chester Emerging Leaders Roundtable

UNO’s Pizzeria and Grill West Chester, OH

11:30 a.m.

Varies

October 11

NACM Connect Michigan - Grand Rapids Roundtable Discussion

Brann’s Steakhouse & Grille Grand Rapids, MI

11:30 a.m. – 1:30 p.m.

Phil Lattanzio, CCE

October 11

NACM Connect Ohio - Toledo Credit 101 (Part 2)

Toledo/Lucas County Public Library Toledo, OH

3:30 p.m. – 6:30 p.m

Amy Huebner, CCE Dave Condon, CCE

October 11

NACM Connect Indiana - Elkhart Roundtable Discussion

Mid City Supply Co. Inc., Elkhart, IN

5 p.m. – 7 p.m.

Stu Boswell, CBF

October 16

NACM Connect Ohio - West Chester Roundtable Discussion

Uno’s Pizzeria & Grill West Chester, OH

11:30 a.m. – 1:30 p.m.

Jay Zimmerman

October 17

NACM Connect New York - Buffalo Roundtable Discussion

Original Pancake House Williamsville, NY

9 a.m. – 10:30 a.m.

TBA

October 18

NACM Connect New York - Rochester Roundtable Discussion

International House of Pancakes Rochester, NY

9 a.m. – 10:30 a.m.

TBA

October 17 & 18

NACM Connect Missouri - Chicago CREDIT CONFERENCE

Meridian Banquet/Conference Center Rolling Meadows, IL

8:30 a.m. – 5:30 p.m

Varies

October 23

NACM Connect Ohio - Toledo Credit 102 (Part 1)

Toledo/Lucas County Public Library Toledo, OH

3:30 p.m. – 6:30 p.m

Amy Huebner, CCE Dave Condon, CCE

October 25

NACM Connect Ohio - Toledo Credit 102 (Part 2)

Toledo/Lucas County Public Library Toledo, OH

3:30 p.m. – 6:30 p.m

Amy Huebner, CCE Dave Condon, CCE

October 25

NACM Connect Ohio - Columbus Roundtable Discussion

Star Leasing Co. Columbus, OH

8:30 a.m. - 10:30 a.m.

Kent Smith, CBA, CICP

October 31

NACM Connect Michigan - Grand Rapids Credit 103

Behler Young Co. Grand Rapids, MI

9 a.m. - 4 p.m.

Curt Johnson, CCE

THE INTERCONNECTION

SEPTEMBER/OCTOBER 2018 PAGE 31

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

October Lunch Roundtable Discussion

CREDIT AND COLLECTIONS 101 Credit Applications

How They Can Protect Your Business Moderator: Joshua Casselman, Rubin & Levin PC

Tuesday October 9 11:30 a.m. – 1:30 p.m. Don Halls Gas House Restaurant 305 E. Superior Street Fort Wayne, IN 46802

•

Key information about the customer in the credit application

•

Obtaining trade references, checking for liens and judgments

•

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

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

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.

SEPTEMBER/OCTOBER 2018

PAGE 32

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

October Dinner Roundtable Discussion

HOW TO EFFECTIVELY WORK WITH YOUR SALES TEAM Thursday October 11

Moderator: Stu Boswell, CBF

5 p.m. – 7 p.m. Mid City Supply 940 Industrial Pkwy. Elkhart, IN 46516

• Importance of Discovery Information • Methods of Communication • Role of “Ride-A-Longs” • Importance of Shared Goals

Cost per Meeting $30 members, $60 non-members. One coupon per person is valid. Dinner included. Attendance at this roundtable discussion is worth .2 Continuing Education Units/CCE Recertification points

SEPTEMBER/OCTOBER 2018 PAGE 33

new york

2018 Eastern/Western New York

Roundtable Discussion Series

Dealing with Difficult Customers October 17th - Buffalo

•

October 18th - Rochester

Customers Paying Slower than Ever

How Do We Handle This? November 14th - Buffalo

•

November 15th - 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. 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

SEPTEMBER/OCTOBER 2018

PAGE 34

ohio

2018 Ohio

September Lunch Roundtable Discussion

NAVIGATING

THE NACM CONNECT

WEBSITE

Moderators: Paula Slyder, CGA and Jim Kelly / NACM Connect

Come join us for a navigational tour of the NACM Connect website!

Tuesday September 18 11:30 a.m. – 1:30 p.m. Formica Group 10155 Reading Road Cincinnati, OH 45241

Let us show you where you can:

Track the number of coupons and NTCR reports you have available ► Register to attend roundtables, seminars, conferences and credit classes ► View a list of Local and National Industry Trade groups ► Browse through the various Commercial Credit Solutions and tools available ► Learn more about the NACM Knowledge Center and the free teleconferences/webinars exclusively for NACM members ► And much more…. ►

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

SEPTEMBER/OCTOBER 2018 PAGE 35

ohio

2018 Ohio

October Lunch Roundtable Discussion

WORKING with SALES and OTHER DEPARTMENTS Moderator: Jay Zimmerman, Fechheimer Brothers Co.

Tuesday October 16

► Credit vs Sales - Same Team? Not adversaries! ► Corporate Objective: Profit – The Common Ground ► Executive and Sales Management Support: Strong vs Weak (Perception)

11:30 a.m. – 1:30 p.m. Uno’s Pizzeria & Grill 9246 Schulze Drive West Chester, OH 45069

► Relationship Building: Top to Bottom ► Commission Take Back: What is Your Policy 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

SEPTEMBER/OCTOBER 2018

PAGE 36

ohio “Each roundtable permits me to interact with local credit managers and learn. I find this process to be invigorating, having new perspectives on common problems”.

–Richard Steele Kellwood Company, LLC

2018−NACM Connect Ohio

October Roundtable Discussion

WAKE UP AND LEARN includes continental breakfast

The Search for thePerfect Credit Application Moderator: Kent Smith, CBA, CICP/Bundy Baking Solutions

Thursday, October 25 8:30 a.m. - 10:30 a.m. STAR LEASING CO. 4080 Business Park Drive Columbus, OH 43204

• Should your credit application be revised? • Is your credit application seeking the right information? • Review your credit application and share your credit application process and experience. • The role of the attorney in reviewing your credit application.

You should leave the roundtable with new ideas to improve your company’s credit application.

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

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

SEPTEMBER/OCTOBER 2018 PAGE 37

wisconsin 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 Wisconsin

September Roundtable Discussions

“My Customer Filed for BANKRUPTCY ... Now What?” Facilitator: Frank Schetski, NACM Connect

► Appleton

Wednesday, September 12

8:00 a.m. - 9:45 a.m.

Guest Facilitator... John Menn (Attorney at Steinhilber Swanson LLP, Oshkosh, WI)

Perkins Restaurant | 3030 East College Avenue | Appleton, WI 54915 (Highway 441 at College Avenue exit)

► Madison

Wednesday, September 12

12:15 p.m. - 2 p.m.

Guest Facilitator... Claire Ann Resop (Attorney at Steinhilber Swanson LLP, Madison, WI)

Rodeside Grill | 6317 Rostad Circle | Windsor, WI 53598

(I-90-94 at Highway 19 exit)

► Milwaukee

Thursday, September 13

12:15 p.m. - 2 p.m.

Guest Facilitator... Claire Ann Resop (Attorney at Steinhilber Swanson LLP, Madison, WI)

ABV Social | 11200 West Burleigh Street | Wauwatosa, WI 53222 (Highway 45 at the Burleigh exit)

Pre-registration is required! Registration deadline is September 11, 2018.

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

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

SEPTEMBER/OCTOBER 2018

PAGE 38

wisconsin

NACM CONNECT

EASTERN WISCONSIN 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 Best Practices Discussion Group is not industry specific. Your entire company may attend each meeting including your associates, members of the sales department and even the CEO of your organization. Any NACM 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 Sheboygan/ Kohler/Plymouth/Manitowoc/Fond du Lac area. We will focus on various credit-related topics relevant to today’s business professional. NACM personnel, a member company or guest speaker will facilitate a lunch meeting.

Next Meeting Topic: Credit Issues in Mexico, Latin America, and Central America Presenters: Paul Brunner & Yazmin Yepez, Mitsubishi Automation, Vernon Hills, IL

Date: Thursday, September 20, 2018 12 Noon Location: The Inn on Woodlake 705 Woodlake Road Kohler, WI 53044 (Lower Level, Oak Room)

Information or to Register: For more information, please contact Frank Schetski at frank.schetski@nacmconnect.org or 414.232.4565

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.

THE INTERCONNECTION

JULY/AUGUST 2018

PAGE 39

The InterConnection

800.935.NACM

Stay Connected