2019 May-June InterConnection Newsletter by NACM Connect

The InterConnection VOLUME 7

ISSUE 3

MAY/JUNE 2019

State of the Association Address Phil Lattanzio, CCE

hank you for being here this afternoon, we are glad to have you with us.

I’d like to thank several people for making 2018/2019 another successful year: Membership and Group Members; Kurt Albright and the Board of Directors; committee volunteers; vendor partners; instructors; and NACM Connect staff. Our administration team provided guidance for an outstanding budget process and final budget. Through an RFP process we changed the Association’s insurance agency for risk insurance policies, saving many thousands of dollars in agency commissions. We switched employees to a cheaper seat license option for Office 365, saving over $300 per month without losing any functionality. A seven-year program to replace all twelve rooftop HVAC units on the Rolling Meadows properties was completed. Finally, this team

Phil Lattanzio, CCE, presents the State of the Association Address at the NACM Connect Annual Meeting in Rolling Meadows, Illinois.

assumed Accounting responsibilities for the Commercial Law League of America. Following assumption of Accounting responsibilities, CLLA’s three entities were converted to the CMS system from Quickbooks. We are a financially strong Association, exceeding both the Consolidated and Operating Budgets. Cash Flow Continues to Improve. Total Revenue grew by 7% and net income grew by 108%.

Membership Declined by 1%, but NACM Connect (9 Regions) continues to be the largest affiliate and we continue to have a 90% retention rate. Total new members for the fiscal year was 226. In collections, revenue grew by 5% overall. Collections in the Great Lakes Region grew 73% over last fiscal year with 50 new placers, and collections in Caine &Weiner grew 8% over last fiscal year with 37 new placers. The Credit Reporting Team has had an exceptional year, growing revenues by 11%. They have enjoyed double digit growth for the past 6 years. During fiscal 2018-2019, 87 new credit report agreements for a total of $452,487 we signed. Hundreds of students went through NACM Connect Institute of Credit programs in 9 regions. Ninety-one people took classes or seminars via videoconferencing, which helped us to achieve a 26% increase in Continued on page 7 >>

NACM Connect Welcomes Pennsylvania Affiliate Phil Lattanzio, CCE

n May 1, 2019 the NACM affiliate headquartered in Pittsburgh will become part of the growing NACM Connect family. The current staff, office and main phone number will remain in place for continued support to members. The PACM.net website and PACM Facebook page will also temporarily continue to be active, eventually being re-directed to nacmconnect.org

and the NACM Connect Facebook page. NACM Connect now covers parts of ten states including Illinois, Wisconsin, Nebraska, Kansas, Missouri, Indiana, Michigan, Ohio, Upstate New York and Pennsylvania. Along with Pennsylvania a small section of West Virginia and Maryland will also become part of our affiliate. The growth of NACM Connect provides members with ever increasing opportunities for cost

savings from some of our vendors, educational offerings, and more. The economies of scale are at work! NACM Connect has a long and successful history in association management while our vision is focused on the future of the credit industry. It is our goal to be an extension of your credit department. If you have any questions about this merger, please contact Phil Lattanzio, President & COO at 847/483-6477 or at phil.lattanzio@nacmconnect.org.

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2019-2020

Board of Directors CHAIRPERSON Erica White, CCE Ferguson Enterprises VICE CHAIRPERSON Patrick Nelson ACCO Brands, Inc. TREASURER Mike Hill, CCE Mitek USA, Inc. DIRECTORS—TERMS ENDING 2020 Christine Culbreth ArcelorMittal International America Michele Pancotto, CCE, CICP Radiant Clipper Ed Stauber Kevin Stinner, CCE, CCRA Pinnacle Agriculture Distribution DIRECTORS—TERMS ENDING 2021 Tracey Bland First Citizens Bank Staci Cima, CCE Crescent Parts & Equipment Co., Inc. Diana Hoffmann Rockline Industries, Inc. Brendon Misik, CCE, CICP Nutrien Dave Zahller, CCE Tubular Steel DIRECTORS—TERMS ENDING 2022 Joe Lange, CCE, CCRA Brenntag Great Lakes, LLC Adam D.Ross, CCE, CBF, CBA Feralloy Corporation Trisha Toebe, MBA Kohler Company George Valletti, CFO/COO Ginsey Home Solutions PRESIDENT Phillip J. Lattanzio, CCE NACM/Chicago-Midwest SECRETARY Kerry Jensen, CPA NACM/Chicago-Midwest COUNCILOR Kurt Albright Uline 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 State of the Association Address

NACM Connect Welcomes Pittsburgh Affiliate

Save The Date 2019 Credit Conference

Michigan Annual Meeting

Wisconsin Annual Meeting

NACM Connect Announces Elite Members for 2019 – 2020

NACM Connect Indiana/Michigan/Ohio Local Industry Credit Group Meetings

NACM Connect Missouri Local Industry Credit Group Meetings

NACM Connect Nebraska Local Industry Credit Group Meeting

NACM Connect New York Local Industry Credit Group Meeting

Event Calendar

28 29

Nebraska Annual Meeting

2019 Annual Meeting Wraps Up Year for NACM

Credit Department Shared Services: ‘Doing More With the Same’

Credit 102 & 103 Graduates

Credit 101, 102, 103 Series – Illinois

Upcoming IOC Courses

IOC Exam Review Classes

Credit 101, 102, 103 Series – Indiana/Michigan/Ohio

Illinois Emerging Leader Series

Illinois Roundtable: “My Customer Filed for Bankruptcy... Now What?”

Indiana: Barry Elms – Advanced Collections and Negotiation Skills

Indiana: Scott Blakeley – Rolling Out a Credit Card Surcharge Program

Indiana: Best Practices Discussion Group

Michigan: Lower Your Credit Card Rates

Michigan: Basic Financial Accounting

Kansas Annual Meeting

Bill Lovitt, CCE Named Credit Executive of the Year

Indiana Annual Meeting

Bill Dearhammer Honored with Lifetime Achievement Award

Ohio Annual Meeting

New York Annual Meeting Photos

Illinois Annual Meeting Photos

Kansas City Annual Meeting Photos

St. Louis Annual Meeting Photos

Annual Meeting Wrap Up: Kansas City & St. Louis

Phil Lattanzio, CCE Honored with Leadership Award

Illinois Construction Stuff and Stuff

Missouri Member Social Event

Midwest Staffing Credit Career Corner

Welcome New Members

New York Roundtable Discussion Series

Caine & Weiner Quarterly Giveaway

Ohio Seminar: Financial Statements

NACM Connect Illinois/Wisconsin Local Industry Credit Group Meetings

Ohio: Lower Your Credit Card Rates

NACM Connect National Industry Credit Group Meetings

Ohio Roundtable: Best Practices in Customer Interfaces for Credit Leaders

Wisconsin Roundtable: Collection Call Catastrophes... And How to Avoid Them

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.

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MAY/JUNE 2019 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) Summer/Fall of 2019. 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.

SAVE THE DATES!

IOC COURSES 2019 CBA (Credit Business Associate) Course Schedule

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

Basic Financial Accounting **Basic Financial Accounting Business Credit Principles Business Credit Principles **Business Credit Principles **Financial Statement Analysis 1

Wednesdays, 6/5 - 8/7

TBD, MI

6 - 9 p.m.

Thursdays, 6/6 - 8/15*

Rolling Meadows, IL

5:30 - 8:30 p.m. *No class July 4

Wednesdays, 7/10- 9/11

Elkhart, IN

5:30 - 8:30 p.m.

Beachwood, OH

Wednesdays, 8/6 - 10/8 6 - 9 p.m.

Mondays, 8/19 - 10/28

Rolling Meadows, IL

5:30 - 8:30 p.m. *No class September 2

Thursdays, 8/22 - 10/31* 5:30 - 8:30 p.m. *No class October 17

May 9 Grand Rapids, Michigan June 6 Pewaukee, Wisconsin June 11 Omaha, Nebraska June 13 Wichita, Kansas June 18 Indianapolis, Indiana June 20 Cincinnati, Ohio

Rolling Meadows, IL

CBF (Credit Business Fellow) Course Schedule

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

**Credit Law

Wednesdays, 8/28 - 11/6

Rolling Meadows, IL

5:30 - 8:30 p.m. *No class October 16

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 email margaret.krafft@nacmconnect.org. 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

All Exam Review Classes are avaialable via phone conference.

CBF Thursday, June 13

CCE Wednesday, June 19

CBA Thursday, June 20

EXAM DATES & DEADLINES Application and Paperwork Deadlines March 22, 2019 May 31, 2019 September 13, 2019

Exam Dates Sunday, May 19, 2019 Credit Congress, Denver, CO Monday, July 22, 2019 Monday, November 4, 2019

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MAY/JUNE 2019 PAGE 3

M ISSO UR I St. Louis September 11–12 IL L I NO I SChicago October 16–17 O HI OColumbus

November 5–6

2019 NACM CONNECT CREDIT CONFERENCES

SAV E T H E DAT E !

michigan

2019

NACM CONNECT ANNUAL MEETINGS The Premier Spring Event for Credit Professionals

9:00 A.M.

May 9

MICHIGAN Grand Rapids

REGISTRATION

9:15 – 9:30 A.M.

OPENING REMARKS Phil Lattanzio, President, NACM Connect

9:30 –10:30 A.M.

SLOW PAYERS: HOW TO IDENTIFY, DEAL WITH, AND PROTECT YOURSELF FROM TROUBLED CUSTOMERS Speaker: Brian Phillips, CPA, CIRA, Managing Director, Amherst Consulting

10:45 – 11:45 A.M.

XYZ’S OF THE MULTIGENERATIONAL WORKFORCE Speaker: Melanie Morcelle, Associate Vice President, HighRadius Corporation

11:45 A.M. – 1:00 P.M. 1:00 – 2:00 P.M.

ANNUAL MEETING LUNCHEON

LEGAL DOCUMENTATION FOR THE CREDIT PROFESSIONAL Speakers: Tom Fawkes, Partner, Goldstein McClintock; Brian Jackiw, Partner, Goldstein & McClintock

2:15 – 3:15 P.M.

PICKING YOUR BATTLES “You will never reach your destination if you stop and throw stones at every dog that barks.” – Winston Churchill. Speaker: Caroline Perkins, CCE, Mickey Thompson Performance Tires and Wheels

3:15 – 5:00 P.M.

NETWORKING EVENT

ALL REGISTRATIONS ARE TAKEN ONLINE AT

WWW.NACMCONNECT.ORG THE INTERCONNECTION

MAY/JUNE 2019 PAGE 5

wisconsin

2019

NACM CONNECT ANNUAL MEETINGS

June 6

WISCONSIN

The Premier Spring Event for Credit Professionals

9:00 A.M.

Pewaukee

REGISTRATION

9:15 – 9:30 A.M.

OPENING REMARKS Phil Lattanzio, President, NACM Connect

9:30 –10:30 A.M.

COLORING YOUR SUCCESS – THE POWER OF PERSUASION Speaker: Diana Crowe, Financial Technology Principal, HighRadius Corporation

10:30 – 10:45 A.M.

BREAK

10:45 – 11:45 A.M.

DIRTY LITTLE SECRETS OF ACCOUNTS PAYABLE Speaker: Nicole Caley, MBA, AMP, AP Director, AAR Corporation

11:45 A.M. – 1:00 P.M. 1:00 – 2:00 P.M.

ANNUAL MEETING LUNCHEON

PREPARING YOUR CREDIT DEPARTMENT FOR A RECESSION Speakers: Tom Fawkes, Partner, Goldstein & McClintock; Brian Jackiw, Partner, Goldstein & McClintock

2:00 – 2:15 P.M.

BREAK

2:15 – 3:15 P.M.

SALES TAX SURVIVAL GUIDE: 10 KEY CHALLENGES BUSINESSES MUST FACE TO SURVIVE Speaker: Matt MacNeil, Director, Solution Engineering, CertCapture

3:15 – 5:00 P.M.

NETWORKING EVENT

ALL REGISTRATIONS ARE TAKEN ONLINE AT

WWW.NACMCONNECT.ORG THE INTERCONNECTION

MAY/JUNE 2019 PAGE 6

news

State of the Association Address <<Continued from page 1 revenues. Forty-four members earned various designations and numerous CCE’s were recertified. NACM Connect had three National award winners last year at Congress:

•

Ed Bell (CBA Designation of Excellence)

•

Martine Dyer (CCRA Designation of Excellence)

•

Brandon Misik (Emerging Leader Award)

Five members were nominated for awards this year. The Robert L. Vodraska Scholarship Foundation continues to group and we were recently able to award numerous scholarships to members in each region totaling over $6,800.

A slight 1% decline in our Group Services Department revenues was experienced, mainly due to consolidations in many industries. We currently administer 86 Industry Credit Groups. Forty-two new data contributors to the National Trade Credit Report came on board this year, as did one new national group and 1 new local group in Kansas City. Overall, we retained 98% of NACM Connect’s group members. Revenue declined by 18% in staffing, but we did place fourteen temps and direct hires with our members and filled seven internal positions. We conducted our second Credit Professional Compensation Survey with over 200 companies participating.

I am very optimistic for the upcoming fiscal year. Our goal this year is to grow internally by adding staff to assure our continued growth in both revenue and membership while providing our members with exceptional products and services. I am looking forward to working with Erica White and the new Board of Directors, my staff and business partners, and especially our membership. With a little luck and a lot of hard work, I plan on standing here next year to tell you all about it. Lastly, I would like to express to you that I am honored and privileged to be the President of NACM Connect. Thank you!

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NACM Connect Announces Elite Members for 2019-2020 The following members have been named Elite Members for the fiscal year beginning April 1, 2019. They will be participating in Association events and are charged with finding ways to get our younger credit professionals involved in the Association. Please join us in congratulating them.

• Javier Canelo,

Chicago Tube & Iron, Chicago Affiliate

• Shelby Cockcroft,

Ferguson Enterprises, Chicago Affiliate

• Briana Crocker,

Tacony Corporation, Gateway Affiliate, St. Louis

• Monica Garcia,

McNaughton McKay Electric, Michigan/Ohio Affiliates

• Leena Kayani,

ACCO Brands, Chicago Affiliate

• Zeb Miller,

• Tiffany Offut,

Multi Service Technology Solutions, Inc., Gateway Affiliate, Kansas City

• Shawn Perdue,

Herman Miller, Michigan/Ohio Affiliates

• Jen Price,

Terracon Consultants, Gateway Affiliate, Kansas City

• Vicki Reasons,

Caleres, Gateway Affiliate, St. Louis

• Jeff Weber,

Uline, Chicago/Wisconsin Affiliates

Dubal America, Gateway Affiliate, St. Louis

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MAY/JUNE 2019 PAGE 7

nebraska

2019

NACM CONNECT ANNUAL MEETINGS

June 11

NEBRASKA

LaVista

The Premier Spring Event for Credit Professionals

9:00 A.M.

REGISTRATION

9:15 – 9:30 A.M.

OPENING REMARKS Phil Lattanzio, President, NACM Connect

9:30 –10:30 A.M.

CREDIT CARD SURCHARGING, IMPLEMENTATION, AND FEE REDUCTIONS

10:30 – 10:45 A.M. 10:45 – 11:45 A.M.

Speaker: Matt Fluegge, Certified Payments Professional, Executive Consultant, Worldpay

BREAK

SOUTH DAKOTA V. WAYFAIR, INC. – LEGISLATIVE CHANGES AND THE IMPACT ON SALES TAX AND EXEMPTION CERTIFICATES Speaker: Matt MacNeil, Director, Solution Engineering, CertCapture

11:45 A.M. – 1:00 P.M. 1:00 – 2:00 P.M.

ANNUAL MEETING LUNCHEON

HIRING FOR THE LONG TERM – FINDING (AND KEEPING) THE RIGHT EMPLOYEE Speaker: Diana Crowe, Financial Technology Principal, High Radius Corporation

2:00 – 2:15 P.M.

BREAK

2:15 – 3:15 P.M.

THE TEN BIGGEST MISTAKES WHEN MAKING COLLECTION CALLS

3:15 – 5:00 P.M.

NETWORKING EVENT

Panel: Frank Dispensa, Vice President Client Operations, Caine & Weiner; Mary Moore, CBA, Director of Credit Services, SouthernCarlson

ALL REGISTRATIONS ARE TAKEN ONLINE AT

WWW.NACMCONNECT.ORG THE INTERCONNECTION

MAY/JUNE 2019 PAGE 8

news

2019 Annual Meeting Wraps Up Year for NACM

he NACM/Chicago-Midwest Annual Meeting was held at the Meridian Banquet Hall in Rolling Meadows, IL on April 18th. As is tradition at this meeting, the members of NACM Connect participated in a day of educational sessions, offering a credit track, followed by a networking reception where the governing Board of Directors is installed for the upcoming year. Following are the addresses given at the annual meeting by Outgoing Chair, Kurt Albright, Uline, Inc.; and Incoming Chair, Erica White, CCE, Ferguson Enterprises. Outgoing Chair, Kurt Albright It has been a privilege to serve as Chairman this past year. When I was approached about ten years ago to take over a director position that opened due to a member’s retirement, I was unsure what I would be able to offer, given the expertise of the other board members. As it turns out, one of my core competencies proved to be very valuable. And that was my affinity for asking stupid questions. So over the last ten years, I’ve kept asking them. I have enjoyed helping lead the Association and the Association accomplished much over that period, probably not because of my involvement, but likely in spite of it… Now, let’s discuss a few of the Association’s accomplishments over just the last year, and it was a busy one. Acquisition of Kansas City/Wichita chapter – A little over a year ago, Connect acquired the affiliate. A number of us, including Phil, Leslie, Lillian, Brian Jakiw and Tom Fawkes of Goldstein & McClintock law firm and myself, took a roadtrip. Of course we had to do this in January… It was a great opportunity to introduce our Association to those members and to assure them that they were joining the best NACM Association THE INTERCONNECTION

Phil Lattanzio, CCE, (left) , presents a service award to Outgoing Chair, Kurt Albright, (right) at the Illinois Annual Meeting on April 18, 2019.

“

“It has been a privilege to serve as Chairman this past year.”

in the country. We continue to cultivate that region. CLLA – About a year ago, Phil and Kerry approached the board about an opportunity to take over administration of the Commercial Law League of America, a professional organization serving the legal collection industry. The deep experience the Association has in running our group and the many industry groups seemed to lend itself to this endeavor. While we learned that getting a large group of attorneys heading in the same direction is akin to herding cats, we think we have them heading in the right direction. It is possible that there will be future opportunities to leverage the Association’s strengths in this space that is still a little new to us. PACM - More recently, after a competitive process, Connect was chosen by the board of Pennsylvania Association of Credit Management,

another NACM affiliate, to take over that association as the owner retires. Phil will likely touch on this in more detail, but that should be finalized in the next month or so. We continue to expand Connect’s support of NACM’s members with an increasing geographical footprint, and this region aligns nicely with Upstate New York’s area of operation. Capital Investment - An advantage of having a strong financial position is having the ability to continue to invest in our Association, both in operations to improve the service to our members, but also with capital investment. Some of you may have visited the Rolling Meadows offices recently and seen the shiny new asphalt parking lot. It had outlived its life and was in urgent need of repair. That not-insignificant project was completed last fall, after quite a few permitting delays. Continued on page 11 >> MAY/JUNE 2019 PAGE 9

kansas

2019

NACM CONNECT ANNUAL MEETINGS

June 13

KANSAS

The Premier Spring Event for Credit Professionals

9:00 A.M.

Wichita

REGISTRATION

9:15 – 9:30 A.M.

OPENING REMARKS Phil Lattanzio, President, NACM Connect

9:30 –10:30 A.M.

YOUR VENDOR/CUSTOMER GOT A NEW OWNER – NOW WHAT?

Speaker: Todd Bailey, President and Owner, Transworld Business Advisors of Wichita 10:30 – 10:45 A.M.

BREAK

10:45 – 11:45 A.M.

GETTING YOUR CREDIT DEPARTMENT READY FOR A RECESSION Speaker: Mark Borofsky, CCE, CEW, Core Strategies, LLC

11:45 A.M. – 1:00 P.M. 1:00 – 2:00 P.M.

ANNUAL MEETING LUNCHEON

COLORING YOUR SUCCESS – THE POWER OF PERSUASION Speaker: Diana Crowe, Financial Technology Principal, High Radius Corporation

2:00 – 2:15 P.M.

BREAK

2:15 – 3:15 P.M.

NATIONAL TRADE CREDIT REPORT 101 Speaker: Phil Lattanzio, CCE, President & COO, NACM Connect

3:15 – 5:00 P.M.

BUSINESS MEETING AND NETWORKING EVENT

ALL REGISTRATIONS ARE TAKEN ONLINE AT

WWW.NACMCONNECT.ORG THE INTERCONNECTION

MAY/JUNE 2019 PAGE 10

news

2019 Annual Meeting Wraps Up Year for NACM <<Continued from page 9 I would like to thank all of you for supporting the Association, without which, our profession would not be as interesting and rewarding as it is. Please share the NACM story with anyone else you encounter and encourage them to join. And for anyone wondering what participating in the leadership of the Association would be like, get involved. Volunteer for some committees, meet other motivated Credit and Collection professionals, and get everything out of it you can. Thank you. Incoming Chair: Erica White, CCE In my years in credit there have been three things that have been constant. Ferguson Enterprises, which is the company I work for; customer nonpayment, which provides job security for many of us in this room; and NACM, the reason all of us are here today. Let me take you back to 2005, I was on my second day on the job and my boss told me we were going to an NACM meeting. Most of what I recall is being completely lost as people discussed accounts, eating good food, my boss telling me how important this group was to him and how important it was for me to get involved in NACM, and not being able to recall what NACM stood for when talking with friends about how my first week on the job went. I was only in that market for a short period of time, but the message stayed with me about the importance of NACM. In my next market I got more involved with NACM. I had the opportunity to serve as the chairman of my local group and was elected to my local board but was unable to serve as I had accepted a promotion and decided that moving to Chicago during the great recession sounded like a good idea. It was once again my second day on the job that NACM came calling. This time it was an associate from NACM Connect calling to tell me about

Phil Lattanzio, CCE, (right), presents the Chairman’s Gavel to Incoming Board Chairman, Erica White, CCE (left).

“

“I am excited and honored to take on the responsibility of Chair for the next fiscal year. ”

an upcoming group meeting, that Ferguson hadn’t been in quite some time and that it was important that I be there... As you can imagine I had just stepped into a new market so I was completely overwhelmed and slightly annoyed but said I’d be there. I did make it to that meeting and am forever grateful. I learned not only about customer payment trends but a lot about credit management by attending those meetings. My involvement with NACM Connect continued to grow. Lillian, thanks for making that phone call to get me to the meeting. In my time with Connect, I’ve received my NACM designations, gotten my staff more involved in NACM by having them attend group meetings and work towards their designations as well as gotten people

THE INTERCONNECTION

from Ferguson involved in the elite membership group to continue our goal of getting younger generations more involved. Fair to say, I may not have remembered what NACM stood for after my first meeting but my staff, my family, and many of my friends now know what NACM means to me. I am excited and honored to take on the responsibility of Chair for the next fiscal year. I have served on the Board of Directors for nearly two terms during which time I have seen some incredible growth and initiatives some thought impossible to take place. During my year as Chair, I hope that I can continue the legacy that has become NACM Connect and work with the Board and management staff to find new ways to enhance our offerings to the membership, continue to grow both in numbers and revenues and carry on the tradition that has every other NACM affiliate watching to see what Connect will be doing next, wishing they had thought of that first.

•

MAY/JUNE 2019 PAGE 11

news

Bill Lovitt, CCE Named Credit Executive of the Year The Robert M. Healy Credit Executive of the Year award was presented at the NACM Connect Illinois Annual Meeting on April 18th to Bill Lovitt, CCE. The following are comments about this year’s Credit Executive of the Year recipient. For the first time in recent history, we have had to tell the recipient of the Credit Executive of the Year award that he was receiving it. He is so dedicated to his job he absolutely would not commit to being here as what was going on at the office today would take precedent. So, for the first time we’re going to announce that Bill Lovitt, CCE, has won this prestigious award right up front. Bill’s career and contributions to NACM Connect could take hours to outline, but among his many contributions to the Association are active tours of duty on the Board and various Committees. Taking his turn as Chair of the NACM/ Chicago-Midwest governing Board of Directors in 2014-2015 he has also been an active participant in both the National Home Centers Credit Group and the National Tool and Accessories Credit Group, where he also served as Chairman. Over the years Bill has served on a total of 21 committees, and he will continue his contributions during this fiscal year as a continuing member of the Long Range Planning Committee. Bill is also called on often to help in our educational programming, and many of you might have caught him today participating on one of our panels.

THE INTERCONNECTION

Robert M. Healy, CCE, (left), presents the 2019 Robert M. Healy Credit Executive of the Year award to Bill Lovitt, CCE (right) at the Illinois Annual Meeting on April 18, 2019.

“

“The experience I’ve obtained working with Bill has been invaluable. It is a privilege to work for and with Bill.”

From one of Bill’s staff members: The experience I’ve obtained working with Bill has been invaluable. Bill has been an excellent mentor and supportive of helping his employees grow professionally. Bill encourages our participation with NACM Connect conferences and programs to support professional

growth and advancement opportunities within the credit department. It is a privilege to work for and with Bill. Bill, please come up and accept your award.

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MAY/JUNE 2019 PAGE 12

indiana

2019

NACM CONNECT ANNUAL MEETINGS

June 18

INDIANA

The Premier Spring Event for Credit Professionals

9:00 A.M.

Indianapolis

REGISTRATION

9:15 – 9:30 A.M.

OPENING REMARKS Phil Lattanzio, President, NACM Connect

9:30 –10:30 A.M.

THE COST OF SALES

Speaker: John Jaeger, CCE, NACM Connect Faculty 10:30 – 10:45 A.M.

BREAK

10:45 – 11:45 A.M.

SLOW PAYERS: HOW TO IDENTIFY, DEAL WITH, AND PROTECT YOURSELF FROM TROUBLED CUSTOMERS Speaker: Brian Phillips, CPA, CIRA, Managing Director, Amherst Consulting

11:45 A.M. – 1:00 P.M. 1:00 – 2:00 P.M.

ANNUAL MEETING LUNCHEON

PICKING YOUR BATTLES

“You will never reach your destination if you stop and throw stones at every dog that barks.” – Winston Churchill. Speaker: Caroline Perkins, CCE, Mickey Thompson Performance Tires and Wheels 2:00 – 2:15 P.M. 2:15 – 3:15 P.M.

BREAK

HIRING FOR THE LONG TERM – FINDING (AND KEEPING) THE RIGHT EMPLOYEE Speaker: Melanie Morcelle, Associate Vice President, HighRadius Corporation

3:15 – 5:00 P.M.

NETWORKING EVENT

ALL REGISTRATIONS ARE TAKEN ONLINE AT

WWW.NACMCONNECT.ORG THE INTERCONNECTION

MAY/JUNE 2019 PAGE 13

News

Bill Dearhammer Honored with Lifetime Achievement Award In June of 1934 Bill Dearhammer arrived in the world and that day would impact the Chicago credit community in ways no one could imagine. The middle child of three, growing up near Wrigley Field, he started his distinguished career as many did in those days – with a neighborhood paper route. He graduated to filling vendor carts at Wrigley and other odd jobs in the area until Uncle Sam called in 1954 and convinced him his next step would be in the US Army where he served from 1954 – 1956. Returning from the Army he joined the staff of the First National Bank of Chicago, earned his Bachelor’s and MBA degrees from DePaul, and ended his career at First National Bank of Chicago as the VP of Credit. This is where it gets good. Bill’s next adventure brought him into our world as the President of what was then known as the Chicago Midwest Credit Management Association. Bill held this position from 1986 – 1996 and during this time started establishing the many friendships and relationships in the credit field that he holds to this day. I doubt there is anyone in this room that doesn’t know Bill and respect him for his many contributions. As many of you know, Bill went on to start the ACE group and is still active in the credit community. The Board of Directors of NACM/ Chicago-Midwest, in order to recognize Bill’s contributions, recently unanimously voted to honor Bill with only the third Lifetime Achievement

“

Kurt Albright, (right), presents the Lifetime Achievement Award to Bill Dearhammer (center).

“ I doubt there is anyone in this room that doesn’t know Bill and respect him for his many contributions. ”

Award. One of Bill’s mottos is “If it’s not written down it doesn’t exist.” Well, Bill, it’s written down on a plaque that will hang in the lobby of the Association offices, and we’d like you to come up and accept this award for your collection, marking your accomplishments and impact on the credit field.

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I’d like to end with something Bill’s daughter shared with us. If one of Bill’s children was wondering what career to follow he always had the same answer, “Be a Credit Manager.”

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MAY/JUNE 2019 PAGE 14

ohio

2019

NACM CONNECT ANNUAL MEETINGS The Premier Spring Event for Credit Professionals

9:00 A.M.

June 20

OHIO

Independence

REGISTRATION

9:15 – 9:30 A.M.

OPENING REMARKS Phil Lattanzio, President, NACM Connect

9:30 –10:30 A.M.

PREPARING YOUR CREDIT DEPARTMENT FOR A RECESSION Speakers: Tom Fawkes, Partner, Goldstein & McClintock Brian Jackiw, Partner, Goldstein & McClintock

10:30 – 10:45 A.M.

BREAK

10:45 – 11:45 A.M.

PICKING YOUR BATTLES

“You will never reach your destination if you stop and throw stones at every dog that barks.” – Winston Churchill Speaker: Caroline Perkins, CCE, Mickey Thompson Performance Tires and Wheels 11:45 A.M. – 1:00 P.M. 1:00 – 2:00 P.M.

ANNUAL MEETING LUNCHEON

SLOW PAYERS: HOW TO IDENTIFY, DEAL WITH, AND PROTECT YOURSELF FROM TROUBLED CUSTOMERS Speaker: Brian Phillips, CPA, CIRA, Managing Director, Amherst Consulting

2:00 – 2:15 P.M.

BREAK

2:15 – 3:15 P.M.

STRATEGIC CREDIT AND AR AS PARTNERS TO THE C-SUITE Speaker: Phyllis Saavedra, Director, Order to Cash Solutions, Emagia

3:15 – 4:30 P.M.

NETWORKING EVENT

ALL REGISTRATIONS ARE TAKEN ONLINE AT

WWW.NACMCONNECT.ORG THE INTERCONNECTION

MAY/JUNE 2019 PAGE 15

April 11 & 12 NEW YORK

Annual Meeting Photo Gallery

THE INTERCONNECTION

MAY/JUNE 2019 PAGE 16

Illinois Annual Meeting Photo Gallery

April 19

THE INTERCONNECTION

MAY/JUNE 2019 PAGE 17

Kansas City, Missouri Annual Meeting Photo Gallery

April 23

St. Louis, Missouri Annual Meeting Photo Gallery

April 25

THE INTERCONNECTION

MAY/JUNE 2019 PAGE 18

news

Annual Meetings: Kansas City and St. Louis Lillian Novak, CCE

In Memoriam

nnual meetings were held in Kansas City and St. Louis during late April, marking just the second such event in the Kansas City area. Attendance increased over last year’s event as members become increasingly engaged in that market. The event spotlighted Dun & Bradstreet, and Bob O’Brien from that partner spoke at the event.

The St. Louis credit community recently lost a trusted friend and respected leader of our affiliate. Paul Schrumpf lost his too-short battle with ALS on March 24, 2019. Paul had recently retired from Laird Technologies where he worked after spending 28 years as the corporate credit manager for Morgan-Wightman Supply Company, and prior to that, with the Globe-Democrat newspaper. Paul was a former chairman of the board of directors of NACM Gateway and served on the both the board of directors, and after the acquisition by NACM Connect, on the St. Louis Advisory Board, from 1991 through March 2008. For years, Paul was active in the building and construction industry credit groups in both St. Louis and Kansas City.

In St. Louis, where Caine & Weiner was our spotlight partner, we continued to enjoy the past successes of this event. Three traditional awards were given at the postseminar reception. These awards went to Kevin Murphy as Member of the Year, Staci Cima, CCE for Credit Excellence, and the special Jerilyn Chitwood award to Larry Lipschutz, CCE, CICP. The Jerilyn Chitwood Award is given rarely to members who have demonstrated a lifetime of support to the Association.

Paul was a willing volunteer, serving on his subdivision board, church committees and coaching his kids’ sports teams, in addition to his many years of service to NACM Gateway, where he was bestowed with the Jerilyn Chitwood Meritorious Award in 2011. Paul served in the U.S. Air Force from 1968-1974 and was honored as a 4th Degree Knight with the Knights of Columbus. Most importantly, Paul was dedicated to his family. He loved spending time with his four children and nine grandchildren, and, of course, his wife, Nancy. We will miss Paul’s companionship, guidance, and his sense of humor. Donations honoring Paul’s memory can be made to the ALS Association, St. Louis Regional Chapter, 2258 Weldon Pkwy, St. Louis, MO 63146 or webstl.alsa.org.

•

Phil Lattanzio, CCE Honored with Leadership Award After twenty years with the Association, the Executive Committee chose to bestow on Phil Lattanzio, CCE, President and COO of NACM Connect, a leadership award for his vision in bringing NACM Connect to where it is today. From a near-failing affiliate twenty years ago to the largest affiliate today, Lattanzio’s contributions led the way. In a surprise appearance, Lattanzio’s daughter, Danielle, was on hand to add how he has taught her to be a leader among her peers.

Phil Lattanzio, (right), poses with his daughter Danielle, (center), and spouse, Tracy (left), after receiving the Excellence in Leadership award at the Illinois Annual Meeting on April 18, 2019.

THE INTERCONNECTION

MAY/JUNE 2019 PAGE 19

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news

Illinois Construction Stuff and Stuff Norm Cowie, CCE

ere’s the good news: SB 1636 passed the Illinois House of Representative.

Here’s the bad news: As of the time of writing this article, it has yet to pass the Illinois Senate. SB 1636, if you remember from my last article, is proposed legislation that will require that IDOT remove all of the billboards on Interstate 294 that promote hair restoration with a picture of some retired Chicago Bears linebacker. When I was headed south on the highway the other day, I counted no less than eleven such signs, going that direction alone. This affront to those hair-challenged of us shouldn’t be allowed to blight our highways and byways as it violates at the Constitution of the United States, which allows for freedom of religion, speech and bald dome. Even the White House looks like a bald dome. More reason, I say. Okay, I’m lying. The bill has nothing to do with hair, or lack of same. But it does exist and did pass the House. This bill would make it mandatory that when a construction project is 50% completed, that retention would be capped at five percent, rather than the ten percent most contracts allow for. Hopefully by the time I write my next article, it will have passed and been signed by the present Governor. If you’ll recall, a similar bill passed both Houses last year, but was vetoed by the Governor’s mansion’s current resident at the time. In other news, a competitor of mine showed me a contract one of his customers had received that said this, “Bald people are the most magnificent of God’s creatures.” Boo-ya! Fine, it didn’t say that, though it’s certainly true. But actually, the term he was referring to read like this,” Subcontractors and material vendors expressly waive and release any and all lien rights for subject stored materials, and any rights they might have to file a preliminary notice of lien.” He wanted to know my thoughts are whether they could do that. The answer is …. NOPE! They can’t. I mean it can be a pretty little term in their

THE INTERCONNECTION

contract and they can have you sign it, but the lien law expressly forbids such a term. Section 60/1d reads as follows: (d) An agreement to waive any right to enforce or claim any lien under this Act, or an agreement to subordinate the lien, where the agreement is in anticipation of and in consideration for the awarding of a contract or subcontract, either express or implied, to perform work or supply materials for an improvement upon real property is against public policy and unenforceable. Another competitor had another question about another part of the lien statutes (yeah, people ask me about the lien law quite often). Anyway, he said he had liened a job and the general contractor filed a bond that REPLACED his lien pursuant to Section 38.1 of lien law. He said his customer was out of business, and he suspected from the GC’s affirmative defense that they were going to claim that there were not enough funds left in the contract to pay the full value of his lien claim. He wondered if the bonding company could use any of the defenses available to them in a foreclosure. If not, then a bond would be a good thing (my attorney and I still disagree on the answer to this. Hint: I’m right). The answer is right in the Statute (good thing, since there isn’t a lot of case law yet). Anyway, here’s what Section 38.1 (2) says, (i) Subject to the defenses allowable under subsection (j) of this Section, the principal and surety of a surety bond shall be jointly and severally liable to the lien claimant for the amount that the lien claimant would have been entitled to recover under this Act if no surety bond had been furnished… (j) The principal and surety of the bond may assert only those defenses that could have been asserted against the lien claim by the principal of the eligible surety bond or the owner of record of the real estate at the time the contractor’s contract under which the lien claimant is claiming was let as if no surety bond had been issued. That’s too bad, because I was really looking for a reason to like 38.1. But it’s pretty clear that any valid defense by an

owner in a mechanics lien foreclosure can be used by the bonding company. Also, I’m going to let you into a little secret. The lien law is pretty long, I mean, like a bunch of words, paragraphs, punctuation and other stuff that even attorneys use, and comes in at 15,726 words. That’s about a quarter of a book. So when someone asks me a question about the lien law, it would take a bit of time to scan through the Statutes and find the applicable section. And I have a solution to it. When I wrote my book, THE ILLINOIS MECHANICS LIEN STATUTES … and other construction stuff, I deliberately designed the Table of Contents in a way that would help me quickly find the subjects I was looking for. It’s like a cheat sheet for myself. You can get your own book by contacting my publisher, our good friends at NACMConnect. Anyway, gotta go get my hair done. All seven of 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!) normcowie.com

•

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

MAY/JUNE 2019 PAGE 21

Credit Career Corner CANDIDATES OF THE MONTH BROUGHT TO YOU BY MIDWEST STAFFING

For more Information For more information on these candidates or any of our credit and collection professionals please call Dorann Guenard at 847-483-6434. If you do not wish to receive emails from NACM/Chicago-Midwest please let us know. NACM/Chicago-Midwest 3005 Tollview Drive, Rolling Meadows, IL 60008

KIM A/R CREDIT COLLECTIONS SPECIALIST • Full Cycle Accounts Receivable • Cash Applications • Researched Deductions • Streamlined Processes and Procedures • B2B Collections • Associate Degree

• Proficient in AS 400, SAP and Excel • Available for Temporary, Temp-ToHire and Direct Hire positions • Seeking opportunities in the St. Louis, MO. area.

BRINA CREDIT COLLECTIONS DEDUCTIONS ANALYST • Bilingual Spanish • Domestic and International Collections Experience. • Strong Research and Analytical Skills • Strong knowledge of Income/Tax Compliance Regulations

• Technical skills include SAP, JD Edwards and Oracle • Available for temp-to-hire and direct hire positions • Willing to commute 20 miles from the Palos Heights, IL. area

CHUCK CREDIT / COLLECTION ANALYST • Manages Portfolio of over 240 accounts averaging $56 Mil • Advises Management of Financial Health of all Accounts • Coordinates Quarterly Risk Reviews • Attends Monthly Trade Meetings

• Plans Methods of Resolution for High Maintenance Accounts • Available for Direct Hire • Willing to commute 40 miles from the Gurnee, IL. area

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

MAY/JUNE 2019 PAGE 22

nacm connect

Welcome New Members and Reps New Members

New Representatives

Kim Edmiston AB Mauri Food Incorporated

Alisha White Lykins Energy Solutions

Benjamin Steel Company Craig Cooke

Leena Kayani ACCO Brands, Inc.

Troy Dixon Masco Cabinetry LLC

Carlisle Brake & Friction Chad Nicoletti

Michelle Bolf Alexander Lumber Company

Monnette Garcia McNaughton McKay Electric Co.

Chudy Paper Eric Bakke

Jennifer Hewitt Bomarko Inc.

Jack Leung Meritor, Inc.

Cope Plastics Roxanne Wittman

Javier Canelo Chicago Tube and Iron Company

Dale Robertson National Beef Packing Co

Dubal America Shawn Lewinski, CPA

Donald Jacobs Clemens Food Group LLC

Larry Durrant National Material L.P.

Fortune Growers Tracy Cielak

Melissa Blackwell Elliott Tool Technologies Ltd

Sue Barringer Peer Foods Group Inc. DBA: Mariah Foods

Grand Rapids Gravel Co. Dave VanderLaan

Eugenio DeVita Eugenio DeVita Tracey Bland First Citizens Bank Curt Taylor Fusion Medical Staffing Mark Billmeyer Guerbet LLC Cliff Smith Hampel Oil Distributors Michele Patrick Horizon Global Americas Babs Newman Hormel Financial Services Jim Piller JM Oâ&#x20AC;&#x2122;Connor Company, Inc.

Donna Rodriguez Perfection Bakeries Inc. Keri Krukow Pine Ridge Farms LLC Rose Morton Prime Conduit Inc. Lucy Dalia Rigid Global Buildings Dan Mettry Sensient Technologies Brianna Crocker Tacony Corporation Jeff Riherd Tyson Fresh Meats Inc

Greenlee Textron Scott Stoddard Kenney Manufacturing Karlton Lough Lincoln Contractors Supply Susan Scaff Nesco Rentals Ann Blakenship Perrigo Company PLC Susan Urban Pilkington North America Jennifer McClellan Roche Diagnostics Michael Didocha Roth Brothers, Inc. Natalie Bata Smithfield Farmland Sales Corp. Brian Herbolich The Sherwin Williams Company Troy Danielson

THE INTERCONNECTION

MAY/JUNE 2019 PAGE 23

CAINE & WEINER NEWS

Caine & Weiner Collection Quarterly Giveaway 1st quarter Caine & Weiner winners are â&#x20AC;¦ Amanda Czosek Share Corporation Milwaukee, WI

Karin Pelech Superior Foods Company Kentwood, MI

Caine & Weiner 2019 Quarterly Giveaways NACM CONNECT

APRIL | MAY | JUNE

Place a collections claim with Caine & Weiner anytime during the months of April, May and June and become eligible to win a $150 Hilton Hotels & Resorts 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 McGee at 847-407-2348. You may also place a claim online at www.caine-weiner.com.

THE INTERCONNECTION

MAY/JUNE 2019 PAGE 24

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

GROUP

MEETING LOCATION

May 7

Masonry Credit Group

Michael Jordan's, Oakbrook, IL

May 9

Northern Illinois Heating & Plumbing Wholesalers Credit Group

Wildfire, Schaumburg, IL

May 14

Electrical Distributors Credit Group

Ditka's, OakBrook, IL

May 15

Institutional Credit Association Credit Group

Ditka's, Oakbrook Terrace, IL

May 16

Ad Media Credit Group

Weigel Broadcasting - WCIU, Chicago, IL

May 21

Metal Distributors Credit Group

Parker's, Downers Grove, IL

May 23

Basic Material Credit Group

Devon, Oakbrook Terrace, IL

June 11

Floor Covering & Wall Tile Credit Group

Conference Call

June 13

Northern Illinois Heating & Plumbing Wholesalers Credit Group

Michael Jordan's, Oak Brook, IL

June 18

Metal Distributors Credit Group

Ditka's, Oakbrook Terrace, IL

June 20

Ad Media Credit Group

WGN-TV, Chicago

June 27

Basic Material Credit Group

Ditka's, Oakbrook Terrace, IL

NACM Connect National Industry Credit Group Meetings DATE

GROUP

MEETING LOCATION

May 14-15

National Home Centers Credit Group

NACM Connect, Rolling Meadows, IL, 2-day

May 16-17

National Circuit Board Credit Group

Jekyll Island Club, Jekyll Island, GA, 2-day

May 16-17

National Consumer Products Credit Group

NACM Connect, Rolling Meadows, IL

May 22-24

National Manufactured Housing Credit Group

Sundial Beach Resort, Sanibel. FL, 3-day

May 20

National Metal Buildings & Components Credit Groupo

Gaylord Rockies, Denver, CO

June 13

National Paper Packaging Credit Group

DoubleTree, Charlotte, NC

June 13-14

National Electrical Manufacturers Credit Group

Embassy Suites Secaucus, New York, NY, 2-day

June 13-14

National Underground Utilities Supply Credit Group

Holiday Inn Downtown, Charlotte, NC, 2-day

June 20-21

National Garage Door & Operating Devices Credit Group

Courtyard by Marriiott, Baltimore, MD, 2-day

June 20-21

National Metal Producers Credit Group

Crowne Plaza, Rosemont, IL, 2-day

June 20-21

National Steel Mill Credit Group

Mayflower Park Hotel, Seattle, WA, 2-day

June 26 - 27

National Firearms & Ammunition

Embassy Suites, St Charles, MO, 2-day

June 17-18

National Coated Paper Credit Group

Warwick Allerton, Chicago, IL, 2-day

June 27-28

National Leisure Living Credit Group

Hyatt Place, Las Vegas, NV, 2-day

THE INTERCONNECTION

MAY/JUNE 2019 PAGE 25

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

GROUP

MEETING LOCATION

May 8

West Michigan Heating & Plumbing Wholesalers Credit Group

Brann's, Grand Rapids MI

May 9

Michiana Credit Association Credit Group

Lucchese's Restaurant

May 9

Lumber & Building Materials Credit Group

Pietro's, Grand Rapids MI

May 9

Indiana Wholesale Floor Covering Credit Group

Conference Call

May 9

Columbus Wholesale Electric Credit Group

McNaughton -McKay Conference Room, Columbus, OH

May 14

Electric Industrial Supply Credit Group

Pietro's, Grand Rapids MI

May 15

Indianapolis Building Trade Suppliers Credit Group

Blueberry Hill, Indianapolis, IN

May 15

Metal Service Center Credit Group

Antonio's, Canton MI

May 16

Michigan Electric Supply Credit Group

Antonio's, Canton MI

May 16

Cincinnati Dayton Wholesale Electric Credit Group

Century Inn, Cincinnati, OH

May 17

Fort Wayne Building Materials Credit Group

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

May 21

Automotive Suppliers Credit Group

Conference Call

May 21

Indiana Electrical Suppliers Credit Group

Becker Conference Room, Indianapolis, IN

May 22

Cincinnati Construction Suppliers Credit Group

UNO's Pizzeria & Grill, West Chester, OH

May 22

Cleveland/Akron/Canton Food Suppliers Credit Group

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

May 22

Plumbing & Heating Wholesalers Credit Group

Blueberry Hill, Indianapolis, IN

June 11

Electric Industrial Supply Credit Group

Main Street Pub, Kalamazoo MI

June 12

West Michigan Heating & Plumbing Wholesalers Credit Group

Brann's, Grand Rapids MI

June 13

Michiana Credit Association Credit Group

Lucchese's Restaurant

June 13

Columbus Wholesale Electric Credit Group

McNaughton-McKay Conference Room, Columbus, OH

June 18

Indiana Electrical Suppliers Credit Group

Becker Conference Room, Indianapolis, IN

June 18

Automotive Suppliers Credit Group

Conference Call

June 19

Indianapolis Building Trade Suppliers Credit Group

Blueberry Hill, Indianapolis, IN

June 19

Metal Service Center Credit Group

Antonio's, Canton MI

June 20

Michigan Electric Supply Credit Group

Mojave Cantina, Clawson MI

June 20

Cincinnati Dayton Wholesale Electric Credit Group

Century Inn , Cincinnati, OH

June 21

Fort Wayne Building Materials Credit Group

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

June 26

Plumbing & Heating Wholesalers Credit Group

Blueberry Hill, Indianapolis, IN

June 26

Cincinnati Construction Suppliers Credit Group

Stone Creek Dining, West Chester, OH

June 26

Cleveland/Akron/Canton Food Suppliers Credit Group

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

THE INTERCONNECTION

MAY/JUNE 2019 PAGE 26

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

GROUP

MEETING LOCATION

May 10

Central Illinois Electrical Distributors Credit Group

Dublin Pub

May 14

Midwest Regional Food Suppliers

NACM Missouri Office, Creve Coeur, MO

May 15

Electrical Distributors Credit Group

Bartolino's, St.Louis, MO

May 16

Kansas City Building Materials

Hereford House

May 17

Refrigeration Warm/Cool Air Suppliers Credit Group

Bartolino's, St.Louis, MO

June 12

Kansas City Building Materials

TBD

June 14

Mid Missouri Construction Credit Group

Addisons/Columbia MO

June 18

Midwest Regional Food Credit Group

Gateway Office

June 19

Electrical Distributors Credit Group

Bartolino's, St.Louis, MO

June 21

Refrigeration & Warm/Cool Air Suppliers Credit Group

Bartolino's, St.Louis, MO

NACM Connect - Nebraska Local Industry Credit Group Meetings DATE

GROUP

MEETING LOCATION

May 15

Omaha Builders Credit Group

Teleconference

June 12

Omaha Builders Credit Group

Teleconference

NACM Connect - New York Local Industry Credit Group Meetings DATE

GROUP

MEETING LOCATION

May 8

Rochester Plumbing & HVAC Credit Group

Conference Call

May 10

Buffalo Building & Construction Credit Group

Eagle House Buffalo, NY

May 14

WNY Food

Ilio DiPaolo's Buffalo, NY

May 16

Rochester Building Credit Group

Cerame's Rochester,NY

May 20

Erie Building Credit Group

Ruby Tuesday's Erie, PA

May 21

Central New York Building Credit Group

Coleman's Syracuse, NY

May 24

Best Practices Group

Eagle House Buffalo, NY

May 24

Best Practices Group

Eagle House Buffalo, NY

May 20

Albany Building Credit Group

REPORTS ONLY

May 21

Central New York Building Credit Group

Coleman's Syracuse, NY

May 28

Buffalo Plumbing & Electric Credit Group

Eagle House Buffalo, NY

June 11

Western New York Food & Beverage Supply Credit Group

Ilio DiPaolo's Buffalo, NY

June 12

Rochester Plumbing & HVAC Credit Group

Conference Call

June 14

Buffalo Building & Construction

Eagle House Buffalo, NY

June 13

Rochester Plumbing & HVAC Credit Group

Humphrey House Rochester, NY

June 17

Albany Building Credit Group

Scarborough's Albany, NY

June 18

Central New York Building Credit Group

Coleman's Syracuse,NY

June 20

Rochester Building Credit Group

Cerame's Rochester, NY

June 25

Buffalo Plumbing & Electric Credit Group

Eagle House Buffalo, NY

THE INTERCONNECTION

MAY/JUNE 2019 PAGE 27

Event Calendar DATE

EVENT

LOCATION

TIME

PRESENTER / INSTRUCTOR(S)

May 7

NACM Connect Ohio - Dayton - Credit 102

NACM Connect -Dayton, OH

9 a.m. – 4 p.m.

Tom Shimko, CCE

May 8

NACM Connect Ohio - Independence - Credit 103

Valtris Specialty Chemicals, Inc. Independence, OH

9 a.m. – 4 p.m.

Matthew Meyer, CCE

May 9

NACM Connect Michigan - Grand Rapids - Annual Meeting

Pietro’s Italian Restaurant -Grand Rapids, MI

9 a.m. – 4:30 p.m.

Varies

May 9

NACM Connect Wisconsin - Fox Valley - Roundtable Discussion

Perkins Restaurant-Appleton, WI

12:15 p.m. - 2:00 p.m.

May 9

NACM Connect Wisconsin - Madison-Roundtable Discussion

Rodeside Grill -Windsor, WI

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

May 14

NACM Connect Ohio - Indiana Advanced Collections and Negotiation Skills

Don Hall's Guest House Hotel Fort Wayne, IN

8:30 a.m. – 4 p.m

Barry J. Elms

May 15

NACM Connect New York - Buffalo Breakfast Roundtable Discussion

Original Pancake House-Williamsville, NY

9 a.m. – 10:30 a.m.

Todd Fierstein, CGA

May 16

NACM Connect New York - Rochester Breakfast Roundtable Discussion

International House of Pancakes-Rochester, NY

9 a.m. - 10:30 a.m.

Todd Fierstein, CGA

May 16

NACM Connect Ohio - Independence Credit Professional's Guide to Financial Statements Seminar

Valtris Specialty Chemicals, Inc. Independence, OH

9 a.m. – 12:30 p.m

Matthew Meyer, CCE

May 16

NACM Connect Indiana - Elkhart - Credit 103

Mid City Supply Co. Inc.-Elkhart, IN

9 a.m. – 4 p.m

Stu Boswell, CBF

May 16

NACM Connect Wisconsin - Milwaukee - Roundtable Discussion

Lakeside Manufacturing-West Milwaukee, WI

12:15 p.m. – 2:00 p.m.

Frank Schetski, CGA Nick Pokrifcak

May 16

NACM Connect Indiana - Carmel-Best Practices Discussion Group

Martin Marietta Aggregates-Carmel, IN

1:00 p.m. – 2:30 p.m.

Scott Blakeley, Esq.

May 19

NACM Credit Congress & Exposition Credit Congress Hospitality Reception w/Caine & Weiner

Gaylord Rockies Aurora, CO

6 p.m. – 8 p.m

Various

May 20

NACM Credit Congress & Exposition Credit Congress Kick-Off Breakfast

Gaylord Rockies Aurora, CO

7:45 a.m. – 8:45 a.m.

Various

May 20 – 22

NACM -Credit Congress & Exposition

Gaylord Rockies-Aurora, CO

8 p.m. – 5 p.m

Various

June 4

NACM Connect Ohio - Dayton-Credit 103

NACM Connect -Dayton, OH

9 a.m. – 4 p.m.

Tom Shimko, CCE

June 4

NACM Connect Illinois - Rolling Meadows How to be a Successful Millennial in Today’s Business World

NACM Connect Rolling Meadows, IL

12 p.m – 1:30 p.m

"Patrick Nelson Brendon Misik, CCE, CICP"

June 4

NACM Connect Michigan - Grand Rapids UTA - Lower Your Credit Card Rates

Behler-Young Co Grand Rapids, MI

11:30 a.m. – 1:00 p.m.

Michael Williams

June 5

NACM Connect Illinois - Rolling Meadows Credit 101 Available Through Videoconferencing

NACM Connect Rolling Meadows, IL

9 a.m. – 4 p.m

Rich Bellis, CCE

June 5

NACM Connect Michigan - New Hudson UTA - Lower Your Credit Card Rates

Behler-Young Co New Hudson, MI

11:30 a.m. – 1:00 p.m.

Michael Williams

June 5

NACM Connect Michigan - Zeeland-Basic Financial Accounting

TBD-Zeeland, MI

6:00 p.m. – 9:00 p.m.

Curt Johnson, CCE Varies

Frank Schetski, CGA Nick Pokrifcak Frank Schetski, CGA Nick Pokrifcak

June 6

NACM Connect Wisconsin - Pewaukee - Annual Meeting

Holiday Inn Pewaukee-Pewaukee, WI

9 a.m. – 4:30 p.m.

June 6

NACM Connect OHIO - Beachwood UTA - Lower Your Credit Card Rates

OMNOVA Solutions, Inc. Beachwood, OH

11:30 a.m. – 1:00 p.m.

Michael Williams

June 6

NACM Connect Illinois - Rolling Meadows (10 weeks) Business Credit Principles Available Through Videoconferencing

NACM Connect Rolling Meadows, IL 60008

5:30 p.m. – 8:30 p.m

Jason Bogardt, CCE

June 11

NACM Connect Nebraska - LaVista - Annual Meeting

LaVista Conference Center-LaVista, NE

9 a.m. – 4:30 p.m.

Varies

June 11

NACM Connect Indiana - Indianapolis-Credit 101

TBD-Indianapolis, IN

9 a.m. – 4 p.m

Judy Wagner, CCE, MBA

June 13

NACM Connect Kansas - Wichita-Annual Meeting

Hyatt Regency Wichita-Wichita, KS

9 a.m. – 4:30 p.m.

Varies

June 13

NACM Connect Illinois-CBF Exam Review

NACM Connect Rolling Meadows, IL

5 p.m. – 8 p.m

John Jaeger, CCE

June 18

NACM Connect Indiana - Indianapolis-Annual Meeting

Sheraton at Keystone Crossing-Indianapolis, IN

9 a.m. – 4:30 p.m.

Varies

June 19

NACM Connect Illinois - Lincolnshire-Roundtable Discussion

Half Day Brewing Company-Lincolnshire, IL

12:15 p.m.

June 19

NACM Connect Illinois-CCE Exam Review

NACM Connect-Rolling Meadows, IL

5 p.m. – 8 p.m

"Claire Ann Resop Michael Richman" John Jaeger, CCE

June 19

NACM Connect New York - Buffalo Breakfast Roundtable Discussion

Original Pancake House Williamsville, NY 14221

9 a.m. – 10:30 a.m.

Rick Kivler

June 19

NACM Connect Ohio - Cincinnati-Roundtable Discussion

Johnson Electric Supply Co.-Cincinnati, OH

10:30 a.m. – 12:00 p.m.

John Hoffert

June 20

NACM Connect Ohio - Independence - Annual Meeting

Crowne Plaza Cleveland South-Independence, OH

9 a.m. – 4:30 p.m.

Varies

June 20

NACM Connect New York - Rochester Breakfast Roundtable Discussion

International House of Pancakes-Rochester, NY

9 a.m. - 10:30 a.m.

Rick Kivler

NACM Connect Illinois-CCA Exam Review

NACM Connect-Rolling Meadows, IL

5 p.m. – 8 p.m

John Jaeger, CCE

NACM Connect Missouri -St. Louis SOCIAL EVENT – St. Louis Cardinals vs. Oakland Athletics

Busch Stadium St. Louis, MO

June 20 June 25

THE INTERCONNECTION

7:15 p.m.

MAY/JUNE 2019 PAGE 28

news

Credit Department Shared Services: ‘Doing More With the Same’ Michael Miller, NACM

redit departments are more involved in companies than ever before and are in need of keeping up in the 21st century. Corporations expect decisions to be quick, accurate and lead to profitable results—not just in the credit department but throughout the entire business. One way to improve credit decisions and the credit process as a whole is with shared services.

Credit managers are more like portfolio managers, said Scott Phillips in the NACM webinar “Standardizing Credit Operations with Shared Services.” Throughout the presentation, Phillips, who is head of shared services with Kloeckner Metals, underlined how the transformation to a standardized shared services operation helped streamline the credit process and improve business in his company. One of the biggest impacts of not having a standardized operation is how it affects customers. As the old saying goes, “The customer is always right.” Wanting to have the best customer experience does not only live in the consumer world but also the business-to-business atmosphere. Before setting up shared services, the credit department had an inconsistent process, said Phillips. Regional credit managers were working independently, working for branches rather than the customer. Meaning one customer account might have more than one credit manager attached to it. There were different credit decisions for the same account because of the multiple credit managers on that account. This resulted in no credit limit visibility and a lack of proper approval workflows. Customers’ accounts payable departments would be contacted by several credit managers, confusing them since they were being asked about the same invoice over and over. The finished product: poor customer experiences—something has to change. “Identifying the issues was not a hard process,” said Phillips. “The way to address them was more of a challenge.” From the outset, there would never be a single

version of the truth—multiple credit reports, spreadsheets, invoice tracking, etc. This resulted in inefficiencies when it came time to collect, which was also disorganized. It was taking too much time to get paid on past due invoices because of the excessive number of steps: emails, phone calls, notes and documentation that did not line up, forcing the necessary change. Email is a great tool, but the credit department was stuck typing the same email over and over, while notes on the same account were practically identical. It was a confusing process and not really efficient, said Phillips.

about the changes that are happening. Educate them about the transition.

Three items were addressed during this change: the people, the process and technology, with each having its own role throughout the transition to shared services. One of the biggest changes was that now customers would have one point of contact with the credit department rather than multiple credit managers servicing the same account. This would give credit managers the ability to focus on other projects. It is important to remember that customers should not be kept in the dark

While some businesses are trying to do more with less, Phillips said he is looking to “do more with the same,” relocating employees to other roles within the company or department. He is trying to increase efficiencies by doing more work. Among the lessons learned are to make sure customers are part of this change and not surprised, to improve customer experiences with standardization and to drive efficiency.

THE INTERCONNECTION

The credit process becomes more efficient and transparent with standardization as does the collections process. Technology can help with that, allowing credit managers to see the entire account hierarchy. Tech solutions also give credit managers more time to concentrate on other aspects of their job—troubled accounts, collecting past due invoices, etc. Another benefit is that products have automatically approved renewals based on an internal scoring system.

•

MAY/JUNE 2019 PAGE 29

We Aren’t Robots Critical thinking is our edge.

PEOPLE. PROCESS. PERFORMANCE. At NCS, we don’t mindlessly process your information. We are not an algorithm. We are not software as a service. We are experts. We provide options and work diligently to do what’s best for your company.

Securing Your Tomorrow ®

NCScredit.com 800.826.5256 NCSsales@NCScredit.com

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

THE INTERCONNECTION

MAY/JUNE 2019 PAGE 30

nacm connect

CONGRATULATIONS! Credit 102 & 103 Graduates

Credit 102 MARCH 6 • • • • • • • • •

Kay Gilbert, La-Z-Boy Jason Murphy Fuchs, Lubricants Co. Kalai Bala, NACM Connect Tracy Lattanzio, NACM Connect Camilla Rachal, Columbus Vegetable Oils Ann Warych, Precision Steel Warehouse, Inc. Linda Herbst, NACM Connect Deanna Serritella, Crescent Electric Supply Company Jessie Bohnenkamp, Wells Enterprises Inc

Credit 103 APRIL 10 • • • • • •

Jason Murphy, Fuchs Lubricants Co. Kalai Bala, NACM Connect Camilla Rachal, Columbus Vegetable Oils Ann Warych Precision, Steel Warehouse, Inc. Linda Herbst, NACM Connect Jessie Bohnenkamp, Wells Enterprises Inc.

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

• June 5

• July 10

• August 7

• October 9

• November 6

• December 11

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

MAY/JUNE 2019 PAGE 31

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

2019 Course Schedule

ALL COURSES are available through live videoconferencing. CBA Courses SUMMER

Course Description

FALL

Thursdays

Basic Financial Accounting (10 weeks)

June 6 - August 15*

Mondays

Business Credit Principles (10 weks)

August 19 - October 28*

Thursdays

Financial Statement Analysis I

August 22 - October 31*

(10 weeks)

CBF Courses FALL

Course Description

Credit Law (10 weeks)

Wednesdays

August 28 - November 6*

Evening Class Times: 5:30 – 8:30 p.m.

* No Class on July 4 (Independence Day), September 2 (Labor Day), October 16 and 17 (Chicago Conference).

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

MAY/JUNE 2019 PAGE 32

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

nacm connect

Institute of Credit 3005 Tollview Drive Rolling Meadows, IL 60008 P: 847.483.6478 F: 847.253.6241 W: www.nacmmidwest.org

CONNECT Institute of Credit

2019 Exam Review Class Schedule Instructor: John Jaeger, CCE Location: NACM Connect

3005 Tollview Drive Rolling Meadows, IL 60008

Time: 5 â&#x20AC;&#x201C; 8 p.m. CST Tuition: $125 per class (One Coupon Accepted)

AVAILABLE TO PARTICIPATE VIA PHONE CONFERENCE.

CBA

CBF

CCE

Thursday, June 20

Thursday, June 13

Wednesday, June 19

For questions or more information, please contact Lillian Novak at 847.483.6478 or email lillian.novak@nacmconnect.org

Cancellation Policy: Cancellations must be received in writing, via fax, e-mail or mail, no later than one week prior to the class date to qualify for a full refund. Cancellations received later than a week prior to the class date do not qualify for a refund of registration fees. Sorry, phone cancellations cannot be honored.

MAY/JUNE 2019 PAGE 34

indiana-michigan-ohio

Credit 101, Credit 102, & Credit 103 Registration Information Class Time 9 a.m. – 4 p.m. (Continental breakfast at 8:30 a.m., lunch not included)

$199 per class Members

$398 per class Non-Members

2019 INDIANA | MICHIGAN | OHIO CREDIT 101 INDIANA Elkhart

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

INDIANA Carmel

TBD

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

MICHIGAN Grand Rapids

June 11

July 16

August 13

August 28

September 25

October 23

May 7

June 4

Valtris Specialty Chemicals, Inc. 7500 East Pleasant Valley Rd. Independence, OH 44131

OHIO Independence

CREDIT 103 May 16

NACM Connect Office 41 White Allen Ave. Dayton, OH 45405

OHIO Dayton

CREDIT 102

May 8

• • • •

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.

MAY/JUNE 2019 PAGE 35

nacm southwest collections

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.

NACM Southwest 751 Plaza Blvd. Coppell, TX 75019 972.518.0019 www.nacmsw.com

THE INTERCONNECTION

MAY/JUNE 2019 PAGE 36

illinois

Emerging Leader Series Professional Development, Networking and Credit Leadership Training

Introducing the Emerging Leader Series! Education and networking events just for young credit and 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!

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

Tuesday June 4 | 12:00 p.m. – 1:30 p.m. How to be a Successful Millennial in Today’s Business World Where do you fit in? | What will make you happy?

Wednesday September 18 | 12:00 p.m. – 1:30 p.m. Best Practices in Credit Each roundtable will be co-moderated by:

For more information about the program, or to suggest someone to receive an invite, please contact: Lillian Novak at lillian.novak@nacmconnect.org or call 847.483.6478.

NACM Connect

$25

(One coupon per person, per meeting is accepted)

Patrick Nelson, ACCO, Vice Chairman of the Board, NACM Connect Brendon Misik, CCE, CICP, Nutrien, Board Member NACM Connect

Join us for education, networking and lunch! │

3005 Tollview Drive

│

Rolling Meadows, IL 60008

If you have never attended an Emerging Leader event in the past, you are welcome to attend your first roundtable for FREE.

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

MAY/JUNE 2019 PAGE 37

illinois

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

2019 Northern Illinois

June Roundtable Discussions

MY CUSTOMER FILED FOR BANKRUPTCY… NOW WHAT? Guest Facilitators

Claire Ann Resop and Michael Richman (Attorneys at Steinhilber Swanson LLP, Madison, WI)

► Lincolnshire

Wednesday, June 19

12.15 p.m. (lunch)

Half Day Brewing Company 200 Village Green Lincolnshire, IL 60069 Pre-registration is required! Registration deadline: 24 hours prior to the roundtable of your choice. $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

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

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

MAY/JUNE 2019 PAGE 38

indiana

Advanced Collections and Negotiation Skills

Featuring:

Barry J. Elms

America’s Business Coach

A dynamic full-day seminar for Credit Professionalsac

h This seminar is designed as an interactive and informative program for Credit professionals. This is a dynamic and relevant event that includes group interaction and case studies to ensure maximum program retention. Benefits include improved cash flow, increased profits, improved customer interactions and increased sales. The following topics will be discussed in this program:

Tuesday, May 14

Part I – Morning Session • The 5 keys to gaining agreement in all collection negotiations • Dealing with “power players” • How to negotiate with assertive customers • 6 strategies that ensure successful collections negotiations

Part II – Afternoon Session • Personal profile. Attendees will discover how to maximize their natural negotiating style • The keys to finding creative solutions to complex collection issues, including: The 6 variable trading options that ensure equal value solutions • The 7 keys to negotiating like a pro

This is an interactive seminar that includes extensive case studies.

DON HALL’S GUEST HOUSE HOTEL

Tuesday May 14

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

8:30 a.m. – 4 p.m.

(Continental breakfast : 8:30 - 9:00 a.m., lunch included)

Registration Deadline : April 30

$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

MAY/JUNE 2019 PAGE 39

indiana A half day seminar designed on hot topics and best practices

ROLLING OUT A CREDIT CARD SURCHARGE PROGRAM Thursday

May 16

Martin Marietta Aggregates 12220 N. Meridian St., Suite 100 Carmel, IN 46032

8:00 a.m. – 12:30 p.m.

Continental Breakfast 8:00–8:30 a.m.

Registration Deadline: May 2

$139 – Members

(One coupon per person)

$278 – Nonmembers

Card payments continue as the fastest growing payment form in the B2B space. Card issuers continue to increase rewards to cardholders, and are marketing cards for companies to pay their supply chains. Visa and MasterCard have amended their rules to allow suppliers to surcharge the interchange fee. But with a nationwide surcharge rollout, suppliers have to consider 10 states that have enacted no-surcharge laws. In Canada, credit card companies are also getting ready to adopt identical surcharge rules through settlement agreements, pending the approval of the court system. Additionally, New York has greenlighted surcharging subject to disclosure, and the U.S. Supreme Court has upheld American Express's anti-steering policies, prohibiting suppliers from steering customers towards other cards with lower interchange fees. With this session, I will discuss the following: • The pros and cons of accepting cards in light of the rule changes (a negotiation with the sales and finance teams?) and customer convenience and mobile payments; • Right to surcharge the interchange fee; • Notice and disclosure requirements to customers, card companies and processing companies of intention to surcharge; • Cap on the level of surcharge: how much of the interchange fee may be charged to the customer; • Stratifying the surcharge, whether by customer type or dollar amount; • States anti-surcharge legislation: New York greenlights surcharging, and the Supreme Court’s ruling whether the legislation restricts surcharging in the B2B space; • The mechanics of passing the transaction fee;

• Lowering the interchange fee; • How to navigate anti-steering provisions in light of the Supreme Court decision; • Debit cards and surcharges; • International customers and surcharges; • PCI and state law privacy compliance; and, • Best practice for internal card policy and card agreement with customer, including T&C’s. • Q & A session on submitted questions.

Presented by

Scott Blakeley, Esq. / Blakeley LLP

Attendance at this seminar is worth .4 Continuing Education Units/CCE Recertification points.

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

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

MAY/JUNE 2019 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.

Next Meeting Topic:

About the Best Practices Discussion Group

Discussion topics covered will be:

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

RECESSION ON THE HORIZON? WHAT IT MEANS TO THE CREDIT AND FINANCE TEAM

• Identifying, Validating, and Responding to Customer Credit Risk Flags • Credit Enhancements and Other Risk Mitigation Strategies • Chapter 11 Checklist for the Credit Team • Tariffs and The Economy • Corporate Debt Defaults

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.

Speaker:

Objectives of the Best Practices Discussion Group

Thursday, May 16 | 1:00 p.m. – 2:30 p.m.

• 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.

Scott Blakeley, Esq. | Blakeley LLP

Date: Location: Martin Marietta Aggregates 12220 N. Meridian St., Suite 100 Carmel, IN 46032

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

THE INTERCONNECTION

MAY/JUNE 2019 PAGE 41

michigan

LEARN HOW TO

LOWER YOUR CREDIT CARD RATES A N D H O W TO S U R C H A R G E YO U R C R E D I T C A R D S L E G A L LY Presented By: Michael Williams, UTA

BEHLER-YOUNG CO

│

4900 Clyde Park Avenue SW

Tuesday June 4

│

Grand Rapids, MI 49509

11:30 a.m. – 1:00 p.m. (Lunch included)

$25 – Members (One coupon per person)

Registration Deadline: May 21

$50 – Nonmembers

Eliminate credit card acceptance fees while adhering to credit card network compliance requirements by using UTA’s automated surcharge solution for credit card payments accepted over the phone, online, or at the point of sale • Eliminate card network noncompliance exposure • Card validation occurs automatically upon card entry ensuring only qualified payments are surcharged • Surcharge notification and disclosure requirements will be provided prior to rollout • No software or integration required. No need to change your existing bank account nor your banking relationship • Fully PCI Compliant with secure off-site card information storage

Michael has served the NACM Membership as Vice Presiden of NACM Relations for over twenty years. A familiar face within the NACM, Michael has partnered with NACM Members to introduce creative solutions for credit card cost reduction, surcharging, and for simple cost effective credit card alternatives.

Ask for a one-on-one consultation Phone 305.606.6703 or 786.264.7019 Email mwilliams@unitedtranzactions.com

Attendance at this seminar is worth .15 Continuing Education Units/CCE Recertification points.

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

MAY/JUNE 2019 PAGE 42

michigan

LEARN HOW TO

LOWER YOUR CREDIT CARD RATES A N D H O W TO S U R C H A R G E YO U R C R E D I T C A R D S L E G A L LY Presented By: Michael Williams, UTA

BEHLER YOUNG NEW HUDSON

│

Wednesday June 5

30158 Research Drive

│

New Hudson, MI 48165

11:30 a.m. – 1:00 p.m. (Lunch included)

$25 – Members (One coupon per person)

Registration Deadline: May 22

$50 – Nonmembers

Ask for a one-on-one consultation Phone 305.606.6703 or 786.264.7019 Email mwilliams@unitedtranzactions.com

Attendance at this seminar is worth .15 Continuing Education Units/CCE Recertification points.

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

MAY/JUNE 2019 PAGE 43

michigan NACM Connect Institute of Credit - CBA Certification Course

Basic Financial Accounting Accounting is the language of business. It provides a framework for capturing business transactions in a coherent manner. More formally, accounting is defined as “the process of identifying, measuring, and communicating economic information to permit judgments and decisions by users of the information.” This course will provide participants with a good understanding of accounting and how the accountant thinks about transactions. With the knowledge, participants will gain a strong foundation to comprehend financial information contained in financial statements.

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

Introduction to Accounting and Business Analyzing Transactions The Adjusting Process Completing the Accounting Cycle Accounting Systems Accounting for Merchandising Businesses Inventories Sarbanes-Oxley, Internal Controls, and Cash Receivables Fixed Assets and Intangible Assets Current Liabilities and Payroll Statement of Cash Flows Accounting for Partnerships and Limited Liability Corporations Corporations: Organization, Stock Transaction, and Dividends

NACM Connect Institute of Credit

Certification Course

Instructor:

Curt Johnson, CCE / S. Abraham and Sons, Inc.

Wednesday Evenings, June 5 – August 7 │ 6:00 p.m. – 9:00 p.m. ET Registration Deadline: May 22

TBD $450, member (plus $225 textbook fee)* Two coupons are valid per person.

$900, non-member (plus $450 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.

MAY/JUNE 2019 PAGE 44

missouri

NACM CONNECT MEMBER SOCIAL EVENT sponsored by

ST. LOUIS CARDINALS

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 Busch Stadium.

$50 per person ($120 Value) One coupon per company may be used 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.

OAKLAND ATHLETICS TUESDAY, JUNE 25

Registration Deadline: Tuesday, June 11

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

Cancellation Policy: Cancellations must be received in writing via fax, email or mail no later than one week prior to the event date to qualify for a full refund. Cancellations received later than one week 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.

MAY/JUNE 2019 PAGE 45

new york

2019 Eastern/Western New York

Roundtable Discussion Series How to Best Work with Sales

Best Practices of Credit

Buffalo - May 15th Rochester - May 16th Moderator: Todd Fierstein, NACM Connect

Buffalo - June 19th Rochester - June 20th Moderator: Rick Kivler, Robinson Home Products

Payment Plan Ideas & Options

Benefits of NACM

Buffalo - August 21st Rochester - August 22nd Moderator: Anthony Mitchell CBA,Crop Production Services

Buffalo - September 18th Rochester - September 19th Moderator: Mike McSparron, Admar Supply

Letters of Credit & UCC’s Buffalo - October 16th Rochester - October 17th Moderator: TBA Please select each meeting you plan to attend. All meetings are from 9:00 a.m. – 10:30 a.m. EST

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

MAY/JUNE 2019 PAGE 46

ohio A half-day

Seminar

designed for Credit Professionals

A CR ED IT PR OF ES S IO

NA L’ S GU ID E TO

FINANCIAL STATEM

Wednesday

May 15

•

Registration Deadline: May 1

Breakfast 8:30-9:00 a.m.

9:00 a.m. – 12:30 p.m.

This will be a half day interactive session – bring your lap tops so you can follow along using real financial statements and spreadsheets as we go through the concepts. You should expect to leave the session having a basic understanding of the following topics: • US Generally Accepted Accounting Principles (GAAP) for reporting financial information • Related accounting concepts and why they are important to credit professionals

ENTS

Valtris Specialty Chemicals, Inc. 500 East Pleasant Valley Road Independence, OH 44131

Attendees will be provided with an excel template that generates basic ratio and other comparisons which can modified to adapt to individual company calculations or industry preferences. The group will work together with the instructor to develop a credit recommendation so there is hands-on training in addition to lecture.

Speaker: Matthew Meyer, CCE

• What audited financial statements are and why they matter

Half day seminar: (continental breakfast included)

• Each type of financial statement and how a credit professional uses it • Ratios that are most useful to support credit decisions • Putting it all together to make a credit decision – whether to grant, and what credit limit

$139 – Members (One coupon per person)

$278 – Nonmembers

Attendance at this seminar is worth .35 Continuing Education Units/CCE Recertification points.

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

MAY/JUNE 2019 PAGE 47

ohio

LEARN HOW TO

LOWER YOUR CREDIT CARD RATES A N D H O W TO S U R C H A R G E YO U R C R E D I T C A R D S L E G A L LY Presented By: Michael Williams, UTA

OMNOVA SOLUTIONS INC.

Thursday June 6

│

25435 Harvard Road

│

Beachwood, OH 44122

11:30 a.m. – 1:00 p.m. (Lunch included)

$25 – Members (One coupon per person)

Registration Deadline: May 23

$50 – Nonmembers

Ask for a one-on-one consultation Phone 305.606.6703 or 786.264.7019 Email mwilliams@unitedtranzactions.com

Attendance at this seminar is worth .15 Continuing Education Units/CCE Recertification points.

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

MAY/JUNE 2019 PAGE 48

ohio

2019 Ohio

June Lunch Roundtable Discussion

BEST PRACTICES IN CUSTOMER INTERFACES for CREDIT LEADERS

Moderator: John Hoffert, Formica Group

Wednesday June 19 10:30 a.m. â&#x20AC;&#x201C; 12:00 p.m. Johnson Electric Supply Co. 1841 Riverside Drive Cincinnati, OH 45202-1792

The Importance of Credit and Collection in the Cash Cycle: Executive support and other department support Why Credit is important to your company

Networking Event After The Roundtable Cincinnati Reds vs. Houston Astros at 12:35 p.m.

We will be in the Cincinnati Bell Fioptics District in left field. Tickets are $15 dollars and reservations must be made 3 weeks before the game by registering thru the NACM Connect website below.

Cost per Meeting: $30.00 members (Roundtable only) $45.00 members (Roundtable & Reds Game) $60.00 non-members (Roundtable only) $75.00 non-members (Roundtable & Reds Game) 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

MAY/JUNE 2019 PAGE 49

wisconsin

2019 Wisconsin

Spring Roundtable Discussions

COLLECTION CALL CATASTROPHES...

AND HOW TO AVOID THEM Guest Facilitators: Frank Schetski & Nick Pokrifcak (NACM Connect)

►Fox Valley

Thursday, May 9

8 a.m. - 9:45 a.m. (Breakfast) | Perkins Restaurant 3030 East College Avenue | Appleton, WI 54915

►Madison

(Highway 441 at the East College Ave exit)

Thursday, May 9

12:15 p.m. - 2:00 p.m. (Lunch) Rodeside Grill | 6317 Rostad Circle | Windsor, WI 53598 (I-90/94 & Highway 19 exit)

Pre-registration is required! Registration deadline: 24 hours prior to the roundtable of your choice. $25 members, $50 non-members. One coupon per person is valid. Attendance at this roundtable discussion is worth .175 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

MAY/JUNE 2019 PAGE 50

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

2019 Milwaukee

Spring Lunch Roundtable Discussion

COLLECTION CALL CATASTROPHES...

AND HOW TO AVOID THEM Guest Facilitators: Frank Schetski & Nick Pokrifcak (NACM Connect)

â&#x2013;şMilwaukee

Thursday, May 16

12:15 p.m. - 2:00 p.m. (Lunch)

Lakeside Manufacturing | 4900 West Electric Avenue | 4900 West Electric Avenue | West Milwaukee, WI (Just south of Miller Park; main entrance - front door) Pre-registration is required! Registration deadline: 24 hours prior to the roundtable of your choice. $25 members, $50 non-members. One coupon per person is valid. Attendance at this roundtable discussion is worth .175 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

MAY/JUNE 2019 PAGE 51

The InterConnection

800.935.NACM

Stay Connected

NACM invites you to retreat into the beauty and serenity of Aurora, Colorado for our 123rd Credit Congress & Exposition, May 19-22, 2019. Immerse yourself in the conference while relaxing in the picturesque and rustic-chic atmosphere of the brand new Gaylord Rockies! Visit creditcongress.nacm,org for registrationand program details.