InterConnection Volume 7, Issue 6, November/December by NACM Connect

The InterConnection VOLUME 7

ISSUE 6

NOVEMBER /DECEMBER 2019

2019 Credit Conference Update Lillian Novak, CGA

n the midst of NACM Connect’s conference season, with St. Louis and Chicago under our belts and Columbus taking place in the near future, we are again very grateful to our members and vendor community for supporting these events. Gateway’s attendance for the second year in a row reached the highest number since becoming part of the Connect family, Chicago attendees were very enthusiastic as always, and we welcomed 21 exhibitors. The Great Lakes Conference in Columbus is also on track to be as much fun and educational. The Fiesta theme enlivened the conference and filled it with bright and playful colors. An assortment of games and activities were not only fun but helped to raise money for the Robert Vodraska Scholarship Foundation, ensuring continuing education for our members who need financial support. Also supporting the Scholarship this year was our own ‘private label’ NACM Connect Salsa. It was available for purchase in various flavors. The highlight of the games and activities was the Cash Booth. Laughter ensued as attendees ventured a try at grabbing for cash swirling around them in a 7' tall by 35” wide and 39” deep cube. As they say in the credit profession, “Cash is King.” Also, a pinata filled with an assortment of candy, cash and gift cards intrigued all who attempted to crack it open. A special thanks to both Uline and The Chamberlain Group for their annual support of the scholarship raffle. This year’s first prize went to Erica Jenkins, Radiant Clipper, who purchased the winning

Left, Inset: An NACM Connect member displays her 'cash grab' from the Cash Booth at the Illinois Credit Conference..

ticket from Board and Committee member Michele Pancotto, CCE. Michele has a track record of selling the winning ticket, so keep that in mind when buying next year’s tickets! Second prize went to Meg Hudak, The Chamberlain Group, and third prize to Lucy Molina, CICP, from Transcendia Company. Also new this year was a ‘Gift Card Only’ Silent Auction. It was well received making it much easier for the highest bidders to transport their winnings. “As with all NACM Connect events, our volunteer committees and staff work very hard to provide the type of event that is of the most benefit to our members, both educationally and as a way to network with other members and vendors while having some

fun,” stated Phil Lattanzio, CCE, President of NACM Connect. “We are always looking for ways to improve our conferences and welcome all suggestions.” Please enjoy our pictorial recap of St. Louis (page 16) and Chicago (pages 18-19). We will share pictures from Columbus in our next edition.■

2019-2020

Board of Directors

In This Issue NACM Connect Missouri Local Industry Credit Group Meetings

NACM Connect Golf Outing Photo Gallery

NACM Connect New York Local Industry Credit Group Meeting

Illinois SAP Registration

NACM Connect Pennsylvania Local Industry Credit Group Meeting

Welcome New Members

Event Calendar

Pennsylvania Annual Holiday

2019 Credit Conference Update

2019 Ohio Credit Conference

Ohio BB Riverboat Cruise Photo Gallery

VICE CHAIRPERSON Patrick Nelson ACCO Brands, Inc. TREASURER Mike Hill, CCE MiTek USA, Inc.

CHAIRPERSON Erica White, CCE Ferguson Enterprises

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 John McEvilly, CBA/CICP PSAV Adam D. Ross, CCE, CBF, CBA Feralloy Corporation 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 THE INTERCONNECTION

Webinar: Using UCC Filings and Mechanic's Liens to Make Your Company a Payment Priority

Luncheon

Clear Communication Between Creditors and Customers

Mentoring Program

Midwest Staffing

Become a Better Listener in Four Steps

Illinois Construction and Stuff

Merrit Search.com

NACM Connect Member Spotlight

Webinar: Using Data and Technology to Help Mitigate Risk with New and Existing Customers

Illinois: Beyond Business Borders: Handling Credit Challenges in Mexico

Webinar: Social Media & Ethics for the Credit Department, Business Related Fraud and Cybersecurity Awareness

Winter is Coming for Construction

Credit Reporting Solutions

Webinar: Credit Reports Many Options: Credit Bureaus & Reports Compared

Institute of Credit 2020 Class Schedule

Illinois Holiday Open House

Credit 101, 102 & 103

Missouri Credit Conference Photo Gallery

Illinois Credit 101, 102 & 103

Missouri Holiday Open House

Indian, Michigan, Ohio Credit 101, 102 & 103

Illinois Credit Conference Photo Gallery

Caine & Weiner Quarterly Giveaway

NACM Connect National Industry Credit Group Meetings

Indiana Best Practices Group

NACM Connect Illinois/Wisconsin Local Industry Credit Group Meetings

Indiana Roundtable: How Crooks Conceal Their Past and Change Their Identity

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

Michigan Roundtable: Sales VS Credit: Making the Relationship Work

NACM Connect Nebraska Local Industry Credit Group Meeting

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. NOVEMBER /DECEMBER 2019

PAGE 2

Education Digest

Institute of Credit (IOC)

tart the process of earning your professional designation. 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.

WINTER/SPRING 2020 CBA (Credit Business Associate) Course Schedule

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

Thursdays, January 9 - March 12

Rolling Meadows, IL

Basic Financial Accounting

Thursdays, March 19 - May 21

Rolling Meadows, IL

Business Credit Principles

Mondays, March 16 -May 18

Rolling Meadows, IL

Financial Statement Analysis 1

CBF (Credit Business Fellow) Course Schedule

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

Business Law

Wednesdays, March 11 -May 27

Two coupons are valid per person.

Columbus November 5-6

Rolling Meadows, IL

FEES Member – $450 (plus textbook fee**)

OHIO

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 nacmconnect.org. No registrations will be accepted one week prior to the class date. All online exams must be taken during regular business hours. Contact Lillian Novak for exceptions. While registering online, you may pay with a credit card or choose to be invoiced. You may apply coupons as allowed. Classes are subject to cancellation based on enrollment. Live classes are available 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.

COMING SOON NACM Connect Annual Meetings Watch for upcoming dates.

Evening Class Times: 5:30 - 8:30 p.m. CST 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. If you attend class in person, classes are held at NACM Connect ● 3005 Tollview Drive ● Rolling Meadows, Illinois 6008

VE A S

THE DA TE

DESIGNATION EXAM DATES & DEADLINES Exam Dates

Application and Paperwork Deadlines

Monday, March 9, 2020

Friday, January 17, 2020

Sunday, June 14, 2020 Credit Congress, Las Vegas, NV Monday, July 27, 2020 Monday, November 9, 2020

Friday, April 17, 2020 Friday, May 29, 2020 Friday, September 4, 2020

THE INTERCONNECTION

NOVEMBER /DECEMBER 2019

PAGE 3

Ohio

O H I O Columbus Tu esda y | No vem b er 5 7:30 – 8:00 a.m.

REGISTRATION AND BREAKFAST

8:00 – 8:15 a.m.

WELCOME REMARKS — NACM Connect President, Phil Lattanzio, CCE

8:15 – 9:15 a.m.

BAMBI VS. GODZILLA — HOW TO DEAL WITH DIFFICULT PEOPLE — Opening Keynote Speaker: Bruce Christopher, MA, MA, LP, CSP

9:15 – 9:45 a.m.

Break

9:45 – 11:00 a.m.

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

11:00 – 11:30 a.m

Break

11:30 a.m. – 12:30 p.m.

WHAT EVERYONE OUGHT TO KNOW ABOUT THE NACM NATIONAL TRADE CREDIT REPORT Phil Lattanzio, CCE, President, NACM Connect

12:30 – 1:30 p.m.

All Conference Luncheon

1:30 – 2:45 p.m.

I THINK I’D LIKE TO SURCHARGE CREDIT CARD PAYMENTS, BUT WHAT NOW? Wanda Borges, Esq., Borges and Associates Matt Fluegge, Executive Consultant, Worldpay

2:45 - 3:15 p.m.

Break

3:15 – 4:30 p.m.

THE 7 WORST PRACTICES IN AR Jon Seaman, AR Partner Manager, Esker

4:30 – 5:30 p.m.

COLLECTING YOUR DEBT IN TODAY’S ECONOMIC CLIMATE AND MAINTAINING A FUTURE GOOD CUSTOMER Wanda Borges, Esq., Borges & Associates

TRANSFORMING YOUR CREDIT DEPARTMENT FROM REACTIVE TO PROACTIVE Bob O’Brien, Leader Partnership Solutions, Dun & Bradstreet NACM NATIONAL UPDATE Chris Ring, NACM National/Secured Transactions

SECRETS AND TIPS FOR FINDING THE BEST COLLECTION AGENCY Penny Hackbarth, Kimball Midwest; Kent Smith, Bundy Baking Solutions, Abby Odneal, COO, NACM Southwest Collections

RECEPTION AND NETWORKING EVENT

O H I O Columbus Wed nesda y | No vem b er 6 8:00 – 8:30 a.m.

REGISTRATION AND BREAKFAST

8:30 – 9:45 a.m.

GROOMING A CONSTRUCTION-ORIENTED CREDIT PROFESSIONAL Chris Ring, NACM National/Secured Transactions

9:45 – 10:15 a.m.

Break

10:15 – 11:30 a.m.

DEATH, DIVORCE, DIVESTITURE AND DISASTER Tom Fawkes and Brian Jackiw, Goldstein & McClintock

11:30a.m. – 12:45 p.m. 12:45 – 2:00 p.m.

BRIDGING THE COMMUNICATIONS GAP Diana Crowe, NACM Southwest

ACCOUNTING STANDARDS AND HOW THEY WILL IMPACT CUSTOMERS Kyle Purdy and Pete Scudder, BDO

All Conference Luncheon FINANCIAL STATEMENT ANALYSIS Cliff Chamberlain, Cincinnati Container Company, Inc.

MANAGING RISK ON EXPORT TRANSACTIONS William Richeson and Craig Larsen, Huntington National Bank; Brian Boeckman, Huntington Capital Markets

2:00 – 2:15 p.m.

Break

2:15 – 3:30 p.m.

ECONOMIC UPDATE — John Duca, Federal Reserve Bank of Dallas

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

NOVEMBER /DECEMBER 2019

PAGE 4

OHIO Thank You to Our Generous Sponsor

Ohio Member Social Event BB Riverboat Cruise

September 26

THE INTERCONNECTION

NOVEMBER /DECEMBER 2019

PAGE 5

NACM Connect Fall Golf Outing

SEPTEMBER 20 Thank You to Our Generous Sponsor

THE INTERCONNECTION

NOVEMBER /DECEMBER 2019

PAGE 6

Illinois

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

Linda Hass, SAP Consultant Monday, November 11, 2019 NACM Connect 3005 Tollview Drive Rolling Meadows, IL 60008

Open Forum 8:00 a.m. - 4:00 p.m. Cost SAP User Group Members Registration Fees

Non-Member Fees

$175, SAP User Group Members, first attendee

$350, Non-SAP group member

$145, Each additional attendee from the same company

$450, Non-NACM member

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

Registration Form Name:

Company:

Address:

City:

Phone:

Email:

What do you consider your level of expertise in SAP?

Member #: State:

Zip: Fax:

Beginner

Intermediate

Advanced

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

Please email your discussion topics to themis.vlahos@nacmconnect.org Fax this registration form to 847-483-6428 no later than Thursday, November 7, 2019 For more information, please contact Themis Vlahos, CCE, CGA at 800-935-6226, ext. 6428

THE INTERCONNECTION

NOVEMBER /DECEMBER 2019

PAGE 7

NACM Connect

Welcome New Members and Reps

e m o c l e W ers b New Mem

Applied Robotics Inc. Sue Kress

Michelman Inc Terri Boyette

Baillie Lumber Co., LP Andy Lander

Miso (Midcontinent Independent System Operator, Inc) Kimberly Allen

Belden Cable Amber Hale Bennett Supply LLC Chris Henkel Code 3 Inc. Derek Auer ErieTec Inc. Joe Martucci Hi-Tech Fasteners Inc Christa Houser Hydrite Chemical Company Diane Zancanaro Keysource USA Jessica Poe Merc Acquisitions, Inc, â&#x20AC;&#x201C;dba Essco/ Essco Electric Nancy Kazik

Novelty Inc Susan Olson Novus AG LLC Kaleena Armstrong R.L. Schreiber Lester Turchin Santmyer Energy, Inc. Leesia Carney Transcat, Inc. Jennifer Gurnsey Tropitone Furniture Co., Inc. Anne Mattson Werner Electric Supply Janet Elliott

New Representatives Classic Air Care, Inc. Carol Steinbach Duncan Aviation Inc. Annette Brady Brenntag Great Lakes, LLC Tammy Cull Essendant Stan Gross

THE INTERCONNECTION

NOVEMBER /DECEMBER 2019

PAGE 8

Webinar Cost (per Webinar) $99 - Member, $198 - Nonmember (One coupon will be accepted)

PROFESSIONAL EDUCATIONAL WEBINARS

Using UCC Filings and Mechanic’s Liens to Make Your Company a Payment Priority Join us on: Tuesday, November 12, 2019 10 - 11 a.m. CST

ABOUT THE WEBINAR Businesses prioritize how, when and which vendors are paid and often pay secured creditors ahead of unsecured creditors. But why? In this webinar, we will review how you, as a trade creditor, can use secured transactions to ensure you are a payment priority for your customers, and the legal protections available should your customer default or file for bankruptcy protection.

ABOUT THE PRESENTER

We will discuss: • Benefits of being a secured creditor • The necessary elements to a secured transaction • Overcoming objections to UCC filings and preliminary notices • What to do in the event of customer default or bankruptcy

Jerry Bailey

This webinar will: • Help minimize write-offs | increase working capital • Increase your credit knowledge and value to your company • Answer your questions about developing a program that’s right for you!

Participation points are available for this webinar Topic: Using Data and Technology to Help Mitigate Risk with New and Existing Customers

Topic: Social Media, Cybersecurity and Business Fraud

Presenter: Kevin Gallagher

Date: Tuesday December 10, 2019

Date: Tuesday December 3, 2019 Time: 10 -11 a.m. CST Topic: Credit Reporting

Presenter: Wanda Borges

Upcoming Webinars

Time: 10 -11 a.m. CST

Topic: Construction Credit Presenter: Chris Ring

Presenter: Craig Smith Date: Tuesday January 14, 2020

Date: Tuesday February 11, 2020 Time: 10 -11 a.m. CST

Time: 10 -11 a.m. CST

Jerry Bailey is currently the Executive Sales and Education Services Manager for NCS and has been with the company since 1995. Prior to coming to NCS, Jerry was a Corporate Credit Manager in the manufacturing industry for 10 years, during which time he gained a very thorough hands on experience with both UCC filings and Mechanic’s Lien filings.

WEBINAR REGISTRATION All registrations for NACM Connect educational events are taken online at 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

NOVEMBER /DECEMBER 2019

PAGE 9

Member Spotlight

NACM Connect Member Spotlight Erica White, CCE

rica White, CCE, is the Chairperson of the 2019-2020 Board of Directors for NACM Connect. Erica took a moment during the Illinois Credit Fiesta Conference to talk about her story on how she came into the credit management industry. Erica graduated with a BS/BA in Finance of University of Missouri. She started with Ferguson Enterprises in 2005 as a trainee in Ashville, North Carolina and over the course of 14 years held positions of Controller, Credit Manager, District Credit Manager, and currently is a Regional Credit Manager. Erica is heavily involved in NACM by also serving on the NACM National Board, and contributing greatly to every aspect of our organization. She also has completed her CBA, CBF, CCE and is a graduate of NACM’s Graduate School of Credit and Financial Management. Erica recently presented at the Illinois Credit Conference on company culture and how cross training can help employee development. She focused on the importance of building a structure of strong, employee engagement on all levels, through all departments and age groups, and how making the right hire can help company culture become more unified and positive in morale. Erica White is an outstanding example of a credit professional who displays commitment to education, mentorship and professionalism. It is these very skills which earned Erica her place as an NACM 2019 Designation of Excellence Award Winner for her contribution to the credit industry We are honored to have Erica as an integral part of NACM Connect for the last 10 years. "I’ve been in credit for over 14 years. NACM has been a constant," says Erica. "I’ve been working with NACM Connect for the past 10 years. I’ve found the staff to be friendly, found value in their educational programs, and made a lot of great connections THE INTERCONNECTION

Erica White, CCE, NACM Connect Board President, took a moment during the Illinois Credit Fiesta Conference to talk about her story on how she came into the credit management industry. This image is linked to a video which can be viewed on NACM Connect's YouTube Channel.

“

For anyone looking to grow as a credit professional and network within the credit community I’d recommend you get involved with NACM Connect.

through attending group meetings as well as events. For anyone looking to grow as a credit professional and network within the credit community I’d recommend you get involved with NACM Connect." Even though Erica began her career in credit over 14 years ago, she realizes the field is always changing. Erica feels NACM Connect has always been a valuable constant. In her spare time, Erica enjoys long walks, eating sushi, and watching her favorite sports teams play. ■ Erica White, CCE, NACM Connect Board President, presented at the NACM Connect Illinois Credit Conference in October.

NOVEMBER /DECEMBER 2019

PAGE 10

Webinar Cost (per Webinar) $99 - Member, $198 - Nonmember (One coupon will be accepted)

PROFESSIONAL EDUCATIONAL WEBINARS

Using Data and Technology to Help Mitigate Risk with New and Existing Customers Join us on: Tuesday, December 3, 2019 10 - 11 a.m. CST

ABOUT THE WEBINAR We will discuss: •Data collection process •How to use automation to build more efficient credit approval process •How to use real time data to make your credit process more proactive •How to leverage 3rd party data within your existing customer portfolio

Participation points are available for this webinar Topic: Social Media, Cyber Security and Business Fraud Presenter: Wanda Borges, Esq.

Topic: Credit Reports: Many Options Credit Bureaus and Reports Compared Presenter: Craig Smith

Date: Tuesday December 10, 2019 Time: 10 -11 a.m. CST

Topic: Construction Credit Presenter: Chris Ring Date: Tuesday February 11, 2020 Time: 10 -11 a.m. CST

Date: Tuesday January 14, 2020

Upcoming Webinars

Time: 10 -11 a.m. CST

Topic: The 3 A’s You Need for the Future of OTC: Automation and Analytics & AI Presenter: Phyllis Saavedra Date: Tuesday March 10, 2020 Time: 10 -11 a.m. CST

ABOUT THE PRESENTER Kevin Gallagher Kevin is currently a Relationship Manager with D&B Finance Solutions supporting their Partnership Group. Kevin has been with D&B for 19 years specifically focusing on their solution to help companies mitigate their company risk.

Questions?

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

NOVEMBER /DECEMBER 2019

PAGE 11

Illinois

Wednesday November 20

Business Beyond Borders: Handling Credit Challenges in Mexico

NACM Connect 3005 Tollview Drive Rolling Meadows, IL 60008

Four Sessions

Guest Speaker

Securing Credit Sales in Mexico

Evaluating Risks in Channels of Distribution in Mexico

Best Practices Group Discussion with Q and A

The Best Credit Reports for Customers in Mexico

Romelio Hernandez HMH Legal, Tijuana, Mexico

Cost and Time 9:15 a.m. â&#x20AC;&#x201C; 4:00 p.m. (Lunch Included)

$199 Members | $398 Non-members (One coupon per person)

Registration Deadline: November 15, 2019

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

Questions?

Contact Frank Schetski at frank.schetski@nacmconnect.org or call 414-232-4565 THE INTERCONNECTION

NOVEMBER /DECEMBER 2019

PAGE 12

Webinar Cost (per Webinar) $99 - Member, $198 - Nonmember (One coupon will be accepted)

PROFESSIONAL EDUCATIONAL WEBINARS

SOCIAL MEDIA & ETHICS FOR THE CREDIT DEPARTMENT, BUSINESS RELATED FRAUD AND CYBERSECURITY AWARENESS

Join us on: Tuesday, December 10, 2019 10 - 11 a.m. CST

ABOUT THE WEBINAR Credit professionals should always: Conduct their duties within the constraints of law. • With consideration to Business Ethics seeking to not maliciously injure the reputation of others. • Pledge themselves to the highest professional standards and principles. • Guard and secure, in confidence, information obtained for the sole purpose of analyzing and extending commercial credit. As the use of social media is a mainstay in today’s world, it becomes easy for a credit executive to lose sight of these ethical constraints even while worrying about cybersecurity. The first part of this program will discuss some of the ethical concerns that confront credit professionals today, particularly with the use of social media. The second part of this program will discuss activities which are used (such as “phishing” “hacking” and “malware”) to get access, connections and information to create a transaction where an entity can profit from unauthorized or illegal activity. The term “Cybersecurity” refers to the body of technologies, processes and practices designed to protect networks, devices, programs and data from attack, damage or unauthorized access. Cybersecurity may also be referred to as information technology security. This part of the program has been designed to educate the credit executive about cyber-fraud and steps which may be taken to protect you and your company from these crimes.

Participation points are available for this webinar Topic: Credit Reporting

Topic: Construction Credit

Presenter: Craig Smith

Presenter: Chris Ring

Date: Tuesday January 14, 2020 Time: 10 -11 a.m. CST Topic: Digital Order-to-cash: A Roadmap to Automation (Part 1) Presenter: Phyllis Saavedra Date: Tuesday March 10, 2020 Time: 10 -11 a.m. CST

Date: Tuesday February 11, 2020

Upcoming Webinars

Time: 10 -11 a.m. CST

Topic: Keeping the Customer and Maximizing Cash Flow (Part 2) Presenter: Phyllis Saavedra Date: TBD Time: 10 -11 a.m. CST

ABOUT THE PRESENTER Wanda Borges, ESQ. Borges & Associates, LLC Wanda Borges is the principal member of Borges & Associates, LLC, a law firm based in Syosset, NY. For more than 29 years, Ms. Borges has concentrated her practice on commercial litigation and creditors’ rights in bankruptcy matters, representing corporate clients and creditors’ committees throughout the United States in Chapter 11 proceedings, out-of-court settlements, commercial transactions and preference litigation.

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

NOVEMBER /DECEMBER 2019

PAGE 13

Webinar Cost (per Webinar) $99 - Member, $198 - Nonmember (One coupon will be accepted)

PROFESSIONAL EDUCATIONAL WEBINARS

Credit Reports Many Options: Credit Bureaus & Reports Compared Join us on: Tuesday, January 14, 2019 10 - 11 a.m. CST

ABOUT THE WEBINAR In this Webinar, Craig will discuss: • Review several credit bureaus and the information in their credit reports to help members see the difference in how they gather information and coverage. • Help members interpret and understand the data in the various credit reports and discuss the credit bureau’s strengths and shortcomings. • Review both domestic and international credit report options. Participation points are available for this webinar Topic: Construction Credit

Topic: Digital Order-to-Cash: A Roadmap to Automation (Part 1)

Presenter: Chris Ring

Presenter: Phyllis Saavedra

Date: Tuesday February 11, 2020 Time: 10 -11 a.m. CST Topic: Digital Order-to-Cash: Keeping the Customer and Maximizing Cash Flow (Part 2) Presenter: Phyllis Saavedra

Date: Tuesday March 10, 2020

Upcoming Webinars

Time: 10 -11 a.m. CST Topic: Digital Order-to-Cash: Happy Customers, Happy Shareholders (Part 3) Presenter: Phyllis Saavedra

Date: April 14, 2020

Date: May 19, 2020

Time: 10 -11 a.m. CST

ABOUT THE PRESENTER Craig Smith Craig Smith, Director of Credit Solutions at NACM Connect, has over 20 years of providing companies credit information to reduce risk. Craig previously held positions at D&B and Experian.

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

NOVEMBER /DECEMBER 2019

PAGE 14

Illinois

Holiday Open House Hosted by:

Emerging Leaders of NACM Connect Drinks and light appetizers will be served.

Thursday December 12 4:30 - 6:30 p.m.

NACM Connect 3005 Tollview Drive Rolling Meadows IL, 60008

SPONSORED BY: Santa Cop, a Child Initiative International Project (ciintl.org), is a local program that CII holds every year during Christmas for local families with not only toys but a meal, Christmas tree and more. Help us help our community!! The Holiday Open House admission is an unwrapped toy that will be donated to Santa Cop. If you canâ&#x20AC;&#x2122;t come but still want to contribute, please shop online and ship the toy to Lillian Novak or drop it off at the Association. Shop on Amazon at amazonsmile.com, click on the dropdown menu and choose Child Initiative International. For every purchase, Amazon will make a donation to CII.

Toy Drop Box at NACM Connect Office 12/01 - 12/12 THE INTERCONNECTION

NOVEMBER /DECEMBER 2019

PAGE 15

NACM Missouri Credit Conference

September 11-12

THE INTERCONNECTION

NOVEMBER /DECEMBER 2019

PAGE 16

Missouri

6th Annual NACM Connect

OPEN HOUSE & TOY DRIVE

ber 11 m e c e D sday, Wedne p.m. 0 3 : 6 4:30 N

nne c t ACM C o

oodcre 12 101 W Suit

Missou

s t E xe c

reve e 14 5, C

ri O ff ic

u tive D

Coeur,

rive

MO 6 314

Join us for holiday treats at our 6th Annual NACM Connect Missouri Holiday Open House and Toy Drive on Wednesday, December 11 from 4:30 – 6:30 p.m. Donate a new and unwrapped toy and receive a FREE drink ticket for a Networking Event immediately following the Open House at 6:30 p.m: Edgewild Bistro 12316 Olive Boulevard Creve Coeur, MO 63141

Celebrate the season with colleagues and acquaintances while bringing joy to a child. All toys will be donated to Toys for Tots. Can’t make the event? We will miss you however feel free to drop off your toy donation at the NACM Connect Missouri office during business hours before Thursday, December 12th.

Questions? Contact Rochelle Wilson at rochelle.wilson@nacmconnect.org or call 314.677.2803 THE INTERCONNECTION

NOVEMBER /DECEMBER 2019

PAGE 17

Illinois Credit Conference

October 16-17

THE INTERCONNECTION

NOVEMBER /DECEMBER 2019

PAGE 18

Illinois

THE INTERCONNECTION

NOVEMBER /DECEMBER 2019

PAGE 19

Credit Group Meeting Calendar NACM Connect National Industry Credit Group Meetings DATE

GROUP

MEETING LOCATION

November 11-12

National Plumbing, Pipe & Heating Credit Group

Courtyard by Marriott, Fort Lauderdale, FL, 2-day

November 11-12

National Metal Industry Raw Material Credit Group

Omni Royal Orleans Hotel, New Orleans, LA, 2-day

November 12-13

National Home Centers Credit Group

Courtyard by Marriott, Fort Lauderdale, FL, 2-day

November 13

Northeast Regional Metal Distributors Credit Group

Sheraton Suites, Philadelphia, PA

November 13-15

National Manufactured Housing Credit Group

Omni Resort, Amelia Island, FL, 3-day

November 15

National Electrical Manufacturers Credit Group

Conference Call

November 14-15

National Consumer Products Credit Group

Courtyard by Marriott, Fort Lauderdale, FL, 2-day

November 21 & 22

National Steel Mill Credit Group

Hilton Palacio del Rio, San Antonio, TX, 2-day

December 9-10

National Metal Producers Credit Group

The Hotel of South Beach, Miami Beach, FL, 2-day

December 12

National Paper Packaging Credit Group

Embassy Suites Biltmore, Phoenix, AZ

December 12-13

National Underground Utilities Supply Credit Group

Embassy Suites I Drive 360, Orlando, FL, 2-day

NACM Connect Illinois/Wisconsin Local Industry Credit Group Meetings DATE

GROUP

MEETING LOCATION

November 12

Electrical Distributors Credit Group

Ditka's, OakBrook, IL

November 14

Northern Illinois Heating & Plumbing

Weber Grill, Schaumburg, IL

November 19

Metal Distributors Credit Group

Ditka's, Oakbrook Terrace, IL

November 19

Building Suppliers Credit Group

Kona Grill, OakBrook, IL

November 20

Institutional Credit Association Credit Group

Ditka's, Oakbrook Terrace, IL

November 21

Ad Media Credit Group

Cumulus Media, Chicago, IL

November 21

Basic Material Credit Group

Michael Jordan's, Oak Brook, IL

December 6

Ad Media Credit Group

Quartino's, Chicago, IL

December 6

Electrical Distributors Credit Group

Bob Chinn's, Wheeling, IL

December 10

Masonry Credit Group

Parker's, Downers Grove, IL

December 10

Metal Distributors Credit Group

Parker's, Downers Grove, IL

December 12

Northern Illinois Heating & Plumbing

Wildfire, Schaumburg, IL

December 18

Floor Covering & Wall Tile Credit Group

Conference Call

THE INTERCONNECTION

NOVEMBER /DECEMBER 2019

PAGE 20

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

GROUP

MEETING LOCATION

November 7

Michiana Credit Association Credit Group

Lucchese's Restaurant

November 12

Electric Industrial Supply Credit Group

Main Street Pub, Kalamazoo MI

November 12

Fort Wayne Building Materials Credit Group

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

November 13

West Michigan Heating & Plumbing Wholesalers Credit Group

Brann's, Grand Rapids MI

November 14

Indiana Wholesale Floor Covering Credit Group

Conference Call

November 14

Columbus Wholesale Electric Credit Group

NACM Connect Conference Room, Dayton, OH

November 14

Lumber & Building Materials Credit Group

Pietro's, Grand Rapids MI

November 19

Indiana Electrical Suppliers Credit Group

Becker Conference Room, Indianapolis, IN

November 19

Automotive Suppliers Credit Group

Conference Call

November 20

Indianapolis Building Trade Suppliers Credit Group

Blueberry Hill, Indianapolis, IN

November 20

Metal Service Center Credit Group

Antonio's, Grand Rapids MI

November 21

Michigan Electric Supply Credit Group

Antonio's, Grand Rapids MI

November 21

Cincinnati Dayton Wholesale Electric Credit Group

Century Inn , Cincinnati, OH

November 27

Cincinnati Construction Suppliers Credit Group

UNO's Pizzeria & Grill, West Chester, OH

November 27

Plumbing & Heating Wholesalers Credit Group

Conference Call

November 27

Cleveland/Akron/Canton Food Suppliers Credit Group

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

December 10

Electric Industrial Supply Credit Group

Bonnie's Place, Grandville MI

December 10

Fort Wayne Building Materials Credit Group

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

December 11

West Michigan Heating & Plumbing Wholesalers Credit Group

Brann's, Grand Rapids MI

December 12

Michiana Credit Association Credit Group

Lucchese's Restaurant

December 12

Columbus Wholesale Electric Credit Group

NACM Connect Conference Room, Dayton, OH

December 17

Indiana Electrical Suppliers Credit Group

Becker Conference Room, Indianapolis, IN

December 17

Automotive Suppliers Credit Group

Conference Call

December 18

Indianapolis Building Trade Suppliers Credit Group

Blueberry Hill, Indianapolis, IN

December 18

Metal Service Center Credit Group

Reports Only

December 19

Michigan Electric Supply Credit Group

Reports Only

December 19

Cincinnati Dayton Wholesale Electric Credit Group

Information Exchange

December 24

Cincinnati Construction Suppliers Credit Group

Information Exchange

NACM Connect - Nebraska Local Industry Credit Group Meetings DATE

GROUP

MEETING LOCATION

November 12

Omaha Builders Credit Group

Teleconference

December 10

Omaha Builders Credit Group

Teleconference

THE INTERCONNECTION

NOVEMBER /DECEMBER 2019

PAGE 21

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

GROUP

MEETING LOCATION

November 14

Kansas City Builders Credit Group

Hereford House, Leawood, KS

November 15

Central Illinois Electrical Distributors Credit Group

The Dublin Pub, Springfield, IL

November 19

Midwest Regional Food Group

NACM Missouri Office

November 20

Electrical Distributors Credit Group

Bartolino's, St Louis, MO

November 22

Refrigeration Warm/Cool Air Suppliers Credit Group

Bartolino's, St Louis, MO

December 6

Mid Missouri Construction Credit Group

Addison's, Columbia, MO

December 12

Kansas City Building Materials Group

Book only

December 13

Refrigeration Warm/Cool Air Suppliers Credit Group

Bartolino's, St Louis, MO

December 17

Midwest Regional Food Credit Group

NACM Missouri Office, Creve Coeur, MO

December 18

Electrical Distributors Credit Group

Bartolino's, St Louis, MO

NACM Connect - New York Local Industry Credit Group Meetings DATE

GROUP

MEETING LOCATION

November 8

Buffalo Building & Construction Credit Group

Eagle House Buffalo,NY

November 12

Western New York Food & Beverage Supply Credit Group

Ilio DiPaolo's Buffalo, NY

November 13

Rochester Plumbing & HVAC Credit Group

Conference Call

November 18

Erie Building Credit Group

Ruby Tuesday's Erie, PA

November 19

Central New York Building Credit Group

Coleman's Syracuse, NY

November 21

Rochester Building Credit Group

Cerame's Rochester, NY

November 22

Best Practices Group

Eagle House Buffalo,NY

November 26

Buffalo Plumbing & Electric Credit Group

Eagle House Buffalo,NY

December 9

Western NY Food & Beverage Supply Credit Group

Ilio DiPaolo's Buffalo, NY

December 11

Rochester Plumbing & HVAC Credit Group

Conference Call

December 13

Buffalo Bldg./Construcion Group

Eagle House Buffalo, NY

December 16

Albany Building Credit Group

Scarborough's Albany, NY

December 17

Central New York Building Credit Group

Coleman's Syracuse, NY

NACM Connect - Pennsylvania Local Industry Credit Group Meetings DATE

GROUP

MEETING LOCATION

November 12

Food Credit Group

Bravo Restaurant, W Homestead, PA

November 13

Building Trades Credit Group

Matzoni's, Altoona, PA

November 19

Construction Credit Group

Bravo Restaurant, Cranberry Township, PA

November 20

Plumbing & Heating Credit Group

Walnut Grill, Wexford, PA

November 26

Electrical Suppliers Credit Group

Bravo Restaurant, W Homestead, PA

December 10

Food Credit Group

Bravo Restaurant, W Homestead, PA

December 11

Building Trades Credit Group

Matzoni's, Altoona, PA

THE INTERCONNECTION

NOVEMBER /DECEMBER 2019

PAGE 22

Event Calendar DATE

EVENT

LOCATION

TIME

PRESENTER / INSTRUCTOR(S)

November 5 and 6

NACM Connect Ohio – Columbus NACM Connect Credit Conference

Marriott Columbus Northwest Dublin, Ohio

7:30 a.m. – 5:30 p.m.

Varies

November 6

NACM Connect Illinois - Rolling Meadows CREDIT 102 Available through Live Videoconferencing

NACM Connect Rolling Meadows, IL

9:00 a.m. – 4:00 p.m.

Richard Bellis, CCE

November 11

NACM Connect Illinois - Rolling Meadows SAP Credit And A/R Users Group Meeting

NACM Connect Rolling Meadows, IL

8:00 a.m. – 4:00 p.m.

Linda Hass

November 12

NACM Connect Illinois - Rolling Meadows Webinar: Using UCC Filings and Mechanic’s Liens to Make Your Company a Payment Priority

NACM Connect Rolling Meadows, IL

10:00 a.m. – 11:00 a.m.

Jerry Bailey

November 20

NACM Connect Illinois - Rolling Meadows Business Beyond Borders: Handling Credit Challenges in Mexico Seminar

NACM Connect Rolling Meadows, IL

9:15 a.m. – 4:00 p.m.

Romelio Hernandez

November 21

NACM Connect Indiana – Indianapolis Best Practices Discussion Group

Central Indiana Hardware Co. Inc. Indianapolis, IN

11:30 a.m. – 1:30 p.m.

Phyllis Saavedra

December 3

NACM Connect Illinois - Rolling Meadows Webinar: Using Data and Technology to Help Mitigate Risk with New and Existing Customers

NACM Connect Rolling Meadows, IL

10:00 a.m. – 11:00 a.m.

Kevin Gallagher

December 5

NACM Connect Michigan – Grand Rapids SALES vs. CREDIT - Making the Relationship Work Seminar

Brann’s Steakhouse & Grille Grand Rapids, MI

11:30 a.m. – 1:30 p.m.

Curt Johnson, CCE

December 10

NACM Connect Illinois - Rolling Meadows Webinar: Social Media, Cybersecurity and Business Fraud

NACM Connect Rolling Meadows, IL

10:00 a.m. – 11:00 a.m.

Wanda Borges, Esq.

December 11

NACM Connect Illinois - Rolling Meadows CREDIT 103 Available through Live Videoconferencing

NACM Connect Rolling Meadows, IL

9:00 a.m. – 4:00 p.m.

Richard Bellis, CCE

December 11

NACM Connect Indiana – Indianapolis Roundtable Discussion: How Crooks Conceal Their Past and Change Their Identity

Ferguson Enterprises Inc. Indianapolis, IN

11:30 a.m. – 1:30 p.m.

Greg Wright

December 11

NACM Connect Pennsylvania – Pittsburgh Annual Holiday Luncheon

Sheraton Hotel at Station Square Pittsburgh, PA

11:00 a.m. – 2:15 p.m.

_____________

December 11

NACM Connect Missouri – Creve Coeur Holiday Open House and Toy Drive

Edgewild Bistro Creve Coeur, MO

4:30 p.m. – 6:30 p.m.

_____________

December 12

NACM Connect Illinois - Rolling Meadows Holiday Open House

NACM Connect Rolling Meadows IL

4:30 p.m. – 6:30 p.m.

_____________

THE INTERCONNECTION

NOVEMBER /DECEMBER 2019

PAGE 23

Pennsylvania

Annual Holiday Luncheon Wednesday December 11 Sheraton Hotel at Station Square 300 W. Station Square Drive Pittsburgh, PA 15219

Open Bar Sponsored by D&B

11:00 a.m. - 12:30 p.m.

Cost $45 Members | $90 Non-members (One coupon per person)

Registration Deadline: December 4, 2019 All attendees participate in a drawing for $100 Target gift card. If you bring a check or a toy for a child at Childrenâ&#x20AC;&#x2122;s Hospital you will get two chances to win.

Luncheon

Presentation

12:00 - 1:30 p.m.

1:30 - 2:15 p.m.

Topic

Transforming Your Credit Department from Reactive to Proactive

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

Speaker

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.

Bob Oâ&#x20AC;&#x2122;Brien, D&B

Questions? Contact Donna Eiben at donna.eiben@nacmconnect.org or call 412-344-1400 THE INTERCONNECTION

NOVEMBER /DECEMBER 2019

PAGE 24

News

Clear Communication Between Creditors and Customers Andrew Michaels, Editorial Associate, NACM

he art of communication is the language of leadership.”

– James Humes, five-time presidential speechwriter Credit managers are the heroes on the frontlines to protect a company’s financial wellbeing. Whether assessing credit decisions or following up with customers on payment, credit managers lead their company into battle and one of their most versatile weapons is communication. As an essential element to personal and professional lives, how one wields this weapon will determine if he or she reaches their desired outcome. From the first phone call to the final payment, communication is a requirement for a healthy credit-customer relationship. Successfully harnessing and implementing communication strategies requires a very specific set of skills. Although credit managers can’t necessarily control customers’ willingness to communicate, there are techniques they can practice to improve the process. During her presentation “Bridging the Communication Gap,” NACM Southwest Regional Director Diana Crowe reviewed four essential communication skills for a promising practice: engaged listening, verbal and nonverbal communication, managing stress in the moment and asserting yourself in a respectful way. “If you’re really listening, you have to stop talking,” Crowe said. “Today, people aren’t good listeners because they’re so distracted. You don’t have to agree with people, but they want to be heard and understood.” For example, when calling customers for payment, most credit managers expect they will be the ones doing the talking. “I was reviewing your account and noticed you are weeks behind on payment ABC. If you do not send payment within this period of time, we will withhold future orders.” Sometimes, credit managers have to be this direct; however, Crowe recommended favoring your right ear, i.e., listen. According to an article on Seeker,

an audiology research study at Auburn University in Alabama found the right ear is better wired for speech.

“The majority—65%—of what people see and hear is nonverbal,” Crowe said, the remaining 35% being verbal.

“A lot of it has to do with the brain’s odd habit of cross-wiring input on the left-right axis …,” the article states. “Sounds that enter the right ear are processed initially by the left side of the brain, which controls speech, language and certain kinds of memory retention.”

“Negotiating silence is also a tool,” added Dale Semple, director of credit at The Equity. “You don’t have to use it directly one-on-one either. It can be over the telephone.”

Rather than interrupt customers, credit managers will see better results if they listen and try to understand the customers’ viewpoint. Perhaps the customer is a subcontractor in the construction industry and can’t pay the credit manager because he/she has not yet been paid. Maybe the customer was preparing payment moments before the credit manager’s phone call. Good communication skills also require an understanding of verbal and nonverbal cues. When speaking to customers, credit managers want to be aware of their appearance (clothing and surroundings), body language (facial expressions, gestures, postures) and sounds (voice tone, volume, speech rate). Furthermore, use K.I.S.S. in the conversation: Keep It Sweet and Simple. Credit managers have to weigh the pros and cons of verbal communication, e.g., they may receive quick feedback, but customers won’t have adequate time to formulate a progressive response.

THE INTERCONNECTION

Managing stress in the moment and asserting yourself in a respectful way then go hand-in-hand, Crowe said. Customers will use excuses. “I never received the invoice,” or, “I sent that payment.” These statements will frustrate any credit manager, but pausing to collect thoughts and delivering a direct and clear response will sink in. An appropriate level of assertiveness shows a sign of mutual respect. It’s OK to say, “No,” and/or disagree with customers. Credit managers must establish the needs and wants of the credit department with customers, while maintaining the company’s value and the creditors’ opinions. “It’s really hard in the work environment to know how far is too far and how far is not far enough,” Crowe said. “But as a human being, you deserve respect. When a conversation gets heated, remember to take a few calming breaths and say, ‘Help me understand.’ We want to say, ‘I,’ rather than, ‘You,’ so the person doesn’t get defensive. We all have room for improvement.” ■

NOVEMBER /DECEMBER 2019

PAGE 25

Mentoring Program Our new Full Circle Mentor/Mentee Leadership Program is now underway. This unique program is designed for Members by Members. The structure and continued development is based on the needs and desires of all participants. There will be both educational and soft skills presentations at every meeting. Be a part of this exciting opportunity! Improve Your Skills ► Elevate Your Leadership Training ► Inspire Younger Generations ► Collaborate on New Ideas ► Assist in Career Development ► Build Relationships in Your Field ►

DRIVEN BY YOU!

PROGRAM JoinTUESDAY Us January 14, 2020* 4:30 - 6:30 p.m.

Moderator: Kathy Antoine, CCEns:

20-30 minute Presentations: What Tools to use When Looking at International Customers Luz Moreno, CCE Jeanmarie Luedtke, CBF Yazmin Yepez, CBF, CCRA, CICP Managing a Team Mary Guzzarde, CBF Joe Lange,CCE, CCRA Bill Lovitt, CCE, ICCE ► Current Issues ► Overview of Topics ►

Register online at nacmconnect.org/calendar/ NACM Connect | 3005 Tollview Drive Rolling Meadows, IL 60008 *In the event of inclement weather, the meeting will be held on January 22, 2020

Contact: Leslie Harrison, SPHR, CGA 847.483.6485 leslie.harrison@nacmconnect.org

THE INTERCONNECTION

FOR YOU BY YOU! NOVEMBER /DECEMBER 2019

PAGE 26

Mentoring Program

NACM Connect Mentoring Program Launch Unbridled with Enthusiasm!

he NACM Connect Mentoring program launched on September 10, 2019 to an exuberant crowd. Participants networked with each other and discussed topics concerning the development of careers and foreseeable changes to the industry. Also addressed was the design of the mentoring program, with all suggestions welcomed and considered. Topics discussed included: • How to incorporate social media in credit risk evaluation • Excel-how to implement v-lookups, pivot tables and graphs in our current spreadsheets • How and what to report to upper management • Key questions to ask customers regarding their financial statements • Aspirations–what goals are we looking for our personal development and how to achieve them • “I only know how to do this the way my company does”–how do we breakout from the mold • How to manage a team • How to present to a group • How to budget for our department or how to have input into the budgeting that effects us • International customers how-to from A-Z Bill Lovitt, CCE, ICCE of Klein Tools, when asked about his experience of the first meeting commented, "Our first meeting of the Full Circle Mentor/ Mentee Leadership Program on September 10th was a great start! The high-energy, enthusiastic participants worked as a team to chart the course for the program’s direction and next meeting. "This is a great way to learn from our Credit Colleagues," continued Bill, "We all share common interests, goals and challenges. By sharing insight, experiences and knowledge,

“

By sharing insight, experiences and knowledge, we will benefit tremendously from the dynamics of this exciting new NACM Connect group!.

we will benefit tremendously from the dynamics of this exciting new NACM Connect group!"

and feel comfortable sharing their ideas."

Yazmin Yepez, Credit Analyst at Mitsubishi Electric Automation, Inc., found the group to be welcoming to those who may want to practice venturing out of their comfort zone, while in a safe environment. "It was impressive how everyone was so engaged during our first meeting," said Yazmin, "This program truly provides an opportunity for individuals to practice and improve critical skills that all credit professionals should have. The program is all about being able to participate and take an active role even if it is out of the participant’s comfort zone. It provides a safe environment where everyone can learn

THE INTERCONNECTION

Can't make it to the Meeting? Attend via Videoconferencing! One concern was that the centralized meeting location in Rolling Meadows, Illinois, limited the attendance by location. This was immediately addressed by granting access via videoconferencing, allowing any member in any location to participate. Look for the option to register via video conferencing on the registration form. The next meeting is scheduled for January 14, 2019. The program is free and generally meets for 2 hours. All members are welcome. ■

NOVEMBER /DECEMBER 2019

PAGE 27

â&#x20AC;&#x2DC;Tis the Season to SAVE!

Exclusively for NACM Connect Members

$500 OFF

Hurry this limited time offer is only available

November 1 â&#x20AC;&#x201C; December 31, 2019

The holiday season is coming soon! Plan now for your staffing needs and SAVE BIG with Midwest Business Staffing. Receive $500 off each Direct Hire fee and $500 off each Temporary placement November 1 through December 31, 2019.* Our qualified candidates specialize in:

Credit Management

Accounts Receivable

Credit Analysis

Credit Applications

Collections

Deductions

Midwest Business Staffing specializes in recruiting and placing business to business, commercial credit, collections, accounts receivable/payable and deductions professionals, from entry level to senior and executive level managers. Plus, credit and finance classes are offered FREE OF CHARGE to all temporary employees while they are on assignment through NACM Connect Institute of Credit. Dorann Guenard Regional Recruiter Midwest Business Staffing 847.483.6434 dorann.guenard@nacmconnect.org * Candidate must work a minimum of 80 hours to qualify for the discount on temporary services. This exclusive offer is only available to our valued NACM Connect Members.

THE INTERCONNECTION

NOVEMBER /DECEMBER 2019

PAGE 28

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

WANDA SR. CREDIT COLLECTIONS ANALYST • Strong Credit Analysis experience within highly competitive markets.

• Strong Financial Analysis skills

• Navigates Credit Loan/Resolution processes of both large and small organizations.

• Proficient with Bankruptcy/Credit Law and Regulations

• Focused on building relationships and promoting synergy across business lines/ global units

• Credit and Collections management

BECKY:

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.

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. NACM/Chicago-Midwest 3005 Tollview Drive Rolling Meadows, IL 60008

AR SPECIALIST/CREDIT ANALYST • Apply all daily cash receipts, including ACH/ Check/Credit Card/Lockbox and issuing credits/ debits/invoices/statements.

• Regular data entry assignments and adjustments. (i.e. tax deductions and various adjustments/ offsets)

• Generate all necessary reports to ensure accurate daily financial totals.

• Processing Partial/Final waivers of lien, reviewing payments and job detail before preparation and approval.

• Processing new credit and escrow applications utilizing D&B/Merritt resources, Secretary of State and TransUnion credit reports.

• Monitor, coordinate and prepare necessary items and steps for lien rights when appropriate

• Create new job accounts, taxable and non-taxable and review any provided tax-exempt certificates for their validity and proper use towards tax deductions.

CHANT: CREDIT COLLECTION ANALYST • Analyzing financial information such as statements, accounts and cash flows for existing and new customers, for appropriate credit limits assignment. • Access credit worthiness of accounts and approval of credit applications and assigned limits. • Recommends credit line adjustments by evaluating customer records, purchase activity and payments. • Authority to approve new and existing credit limits assignment within policy guidelines. • Maintain and update accounts that have entered bankruptcy, collections or being made inactive due to no activity of sales.

• Complete documentation on filing proof of claims as needed for bankruptcies. • Informs and interacts with management on changes to policies, procedures, legal and any market related risk involved in approval of credit for all entities. • Extract, analyze and create reports for credit and AR transaction activities from multiple system used within accounting • Manage the reporting mechanisms and processes by producing monthly aging reports, credit exposure reports in form of presentable reports, charts and graphs

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.

THE INTERCONNECTION

NOVEMBER /DECEMBER 2019

PAGE 29

News

Becoming a Better Listener in Four Steps Christie Citranglo, Editorial Associate, NACM

hen interacting with customers, colleagues and co-workers, listening remains a paramount skill in the workplace, yet several professionals do not listen to the best of their abilities. While a creditor may hear what a customer says, it’s likely the creditor does not actually listen. Paying attention to the details in how something is communicated can mean the difference between effective and ineffective relationships, be it between a creditor’s customers, superiors or even in personal relationships. During the session, “Active Listening: The Business of Communicating,” author and speaker with Kruse Development Kit Welchlin explored what it means to be an effective listener, beyond just surface-level hearing and communication. “Listening is the No. 1 most admired quality of a co-worker, and the No. 1 most admired quality of a leader,” Welchlin said during the session. “In almost every area of listening, we can be a little bit better. Minor adjustments in listening can have a major impact.” Welchlin began by explaining the difference between listening and hearing. According to his research, on average, only about 6.25% of information shared verbally is retained by the person on the receiving end of the conversation. Many people assume understanding comes with paying attention, but Welchlin said this is generally not the case. Welchlin broke down four major methods to practice what he calls “active listening,” a more indepth, thoughtful way of working and communicating with others. They include: (1) getting prepared, (2) staying involved, (3) keeping an open mind, and (4) reviewing and evaluating. When communicating with someone, these steps can take a person from being a listener to being an active listener. “A distinction can be made between

“

According to... research, on average, only about 6.25% of information shared verbally is retained by the person on the receiving end of the conversation.

adequate listening and active effective listening,” Welchlin said. “A person can listen adequately, get through the day, follow directions fairly well, take sufficient notes, perform decently and get along with associates. But we can improve in nearly every area and gain the respect of our superiors and peers.” When thinking of the four major steps to being an active listener, taking pride out of communicating is a common thread in the ideas. When entering into a conversation, the communicator should be prepared to engage appropriately with the opposite party. Remaining engaged with the other individual or individuals in the conversation—such as asking relevant questions, inviting more chances for talking points, etc.—can help each person feel valued in the discussion, making for better listeners. The first two steps lead into the last two steps of keeping an open mind and evaluating and reviewing. Keeping an open mind involves being open to any ideas,

THE INTERCONNECTION

regardless of what the ideas may be or whose they are. While one person in the conversation may value one approach to problem solving, should that person not be open to any other form of problem solving, it could mean stagnation in the office, leading to frustration and time wasted. This, then, filters into evaluations and reviews, which involves giving feedback to others in the conversation, either immediately or following a specific, relevant event. Complimenting co-workers when the idea they proposed last week works or being honest when an idea does not sound effective is a good way to start. Learning to be an active listener does take practice, Welchlin said. But keeping the four steps in mind when communicating with others can lead to healthier communication habits both in the workplace and at home. “We spend more time with the people we work with than the people we live with,” Welchlin said. “Communication is relatively easy, once you take the ego out of it.” ■

NOVEMBER /DECEMBER 2019

PAGE 30

It Takes Two

Where dedicated experts meet superior technology. “At NCS, we provide our customers with the tools they need to successfully reduce their credit risk and improve working capital. We are continually seeking out the best solutions for our clients by blending cutting edge technology with personal expertise.” – Mike Frank, NCS IT Manager

PEOPLE. PROCESS. PERFORMANCE.

Through our expert knowledge and state-of-the-art technology, NCS is always at the cutting edge of what we do in the industry. We provide you with secure, real-time account management via NCS Online Services.

Securing Your Tomorrow ®

NCScredit.com 800.826.5256 NCSsales@NCScredit.com

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

NOVEMBER /DECEMBER 2019

PAGE 31

News

Illinois Construction Stuff and Stuff a Merritt report on the GC to make sure they aren’t a problem. And if necessary, we can also pull one on the job address itself, to make sure there aren’t recent liens. Yep, their database also is searchable by addresses. Good to know, right?

Norm Cowie, CCE

or fiscal 2018, our bad debt write off’s were zero. Zilch. Nada. Nothing.

If you’re a credit manager, I’m sure this got your attention. Oh, wait, I lied, we recovered $1,160 in bad debt recovery, so we actually had a net profit in bad debt. Actually, though, this wasn’t even our best year, because in 2014, our bad debt writeoffs were $1,194, and we recovered $31,817 in bad debt recovery, so a net $30,623 to the positive. Boo ya! This is off sales each year of around $60M, and while you might argue we are being too restrictive with our credit lines, I could prove that’s not the case, and we have had years where we’ve written off our share of deadbeats. Why I’m telling you this, other than a huge need to brag, was so we could discuss some of the tools I use to keep our company safe and sound in this dangerous world. Or one in particular: Merritt Credit Bureau. Merritt Credit Bureau in Chicago is one of my favorite secret weapons because they do public records research in Chicago and 14 surrounding counties. Fine, you say. So what’s so good about that? Merritt researches and posts all UCC, bankruptcies, suits, judgments, bankruptcies and mechanics liens in those 15 counties, and disseminates the information two ways … no, three ways. The first is a weekly bulletin that I get in my email every Tuesday. The second is that they have a searchable database you can purchase access to, and the third is that they can provide the information on demand in reports as needed, if you don’t necessarily feel you want to subscribe. Okay, you’re still skeptical. Good for you. You’re a credit person, and that means you’re harder to persuade. So let’s talk about how we use their service. First, when I go through the Merritt report every Tuesday, I look for contractors, competitors in our industry and general contractors. When I

see, for instance, that a competitor has filed a suit or lien against an electrical contractor, I check to see if that contractor is a customer of ours. If so, I decide if I should contact the competitor (who is likely a fellow member of our NACM distributor’s group), and see if our mutual customer has problems, either overall, or with a particular project. If it’s a lien, I look to see if we have a job account for that job, because a lien could very easily affect anyone else on the job. If I’m really concerned, I’ll contact our customer and start a dialogue. Note, while I can’t tell them what my competitor said, I’m free to discuss a lien or suit, since it’s public knowledge. If I decide not to contact them, I will monitor their subsequent activity. But let’s say that the contractor doesn’t have an account with us. What do I do? Well, after a minor little celebration, I set up an account in our system. Then I put it on hold, set it up so that the account can’t be found in order-entry, and put comments in a comment field about the lien or suit. That way, if that contractor applies for credit with us in the future, I already know something about them that they may not have wanted to disclose (I do the same thing for accounts in our NACM distributor’s group reports). So when someone applies for credit with us, I know who they want to give as references, and maybe I know the ones they didn’t want us to know about. Hee-hee.

While this is how I use Merritt, there are other industries that use their services for different reasons. The access I signed up for is designed just for the construction industry, otherwise it would be far more information that I want and need. I don’t care much about UCC’s, though I do scan them to see if for some reason that a principal is filing a UCC on his how company. That is something you want to be aware of in case he is trying to take a secured position on the company’s assets before initiating an insolvency proceeding. The good news about Merritt is they are one of NACM-Connect’s partners. If you like, you can order a report right off NACM-Connect’s site. Its expense pales compared to what you might end up paying to collect after the fact, and it’s one of my very best weapons. So good luck on your bad debt! Norm ■

Another way we use Merritt is for job accounts. For a larger job, our sales team prepares a Job Account form that lists the job address, the GC, the owner, the customer and the estimated dollar amount of the job. Then we pull

THE INTERCONNECTION

And if a job seems to be going south in midstream, it’s also valuable just to check and make sure there aren’t a rash of liens being filed on it. Knowledge is power. Tanks are power, too. And our goofy bit pull’s pulling ability is power. But knowledge just might take the cake

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.

NOVEMBER /DECEMBER 2019

PAGE 32

One of the best tools we use in the Chicagoland market is Merritt Credit Bureau. With their services we can check out a job to see if there are any mechanics liens or foreclosures. Or search a contractor by name to see if there are suits, judgments, mechanics liens, tax liens, bankruptcies and other public filings against them. We also subscribe to the weekly bulletins which are a great early warning device for when public filings have been filed against any of our current customers. Between Merritt and our NACM Distributors Group, we can see almost everything going on in our marketplace. I heartily endorse both organizations. Norman Cowie, CCE, Director of Credit Paramont-EO, Inc.

YOU HAVE A NEW RESOURCE AVAILABLE! NACM Connect members can now access public record information from Merritt Credit Bureau, Inc., a 93-year old Chicago-based firm. Merritt specializes in researching, compiling and reporting this critically important information. They maintain a searchable database of records in multiple categories for any business, individual or property in the wide Chicagoland market.

County coverage includes:

Cost for each search: ► Company name (as plaintiff & defendant) search: $40 ► Owner/Member/President search: $40

($36 when requested as an additional search w/company name)

► Job site address search: $40 ► State of Illinois UCC Search: $40 ► Copies of UCC: $2 per page ► No information/Search fee applies: $40

To request a “Merritt History” search, complete the form located on the NACM Connect website under the Services tab. Choose Merritt Search from the dropdown menu. Your request will be submitted to Merritt Credit Bureau, Inc. Results will be returned directly to you.

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

NOVEMBER /DECEMBER 2019

PAGE 33

News

Winter Is Coming for Construction Michael Miller, Managing Editor, NACM

hroughout most of the U.S., residents are starting to see leaves turn from green to warmer colors and eventually to brown as they fall off the tree. With autumn or fall here, that only means one thing: colder weather is near as winter is around the corner. While some enjoy this time of donning skis and snowboards, drinking hot chocolate and celebrating the holidays, others such as the construction industry should be prepared for more than just cold weather and snow. The livelihood of the company might depend on it—knowing what happens during the winter months in the construction industry. “Shipping to the job site can be a concern,” said Chris Ring of NACM’s Secured Transaction Services. “Suppliers may be running specials on trusses, 2x4s or drywall, so someone wants to buy in bulk.” This can result in material suppliers not delivering to the job site, but rather a customer’s warehouse with the customer moving the product to the job site at a later date. This can cause problems by not showing a direct chain of custody, and there is not proof that the materials were installed at the job site. “So, lien rights can be challenged in those instances,” added Ring. The same can be said on the other side for retailers and factory orders. “Many companies bought more inventory than usual as they anticipated the higher tariffs and they are now working off that inventory,” said NACM Economist Chris Kuehl, Ph.D.; however, the bulking-up is due to the trade war rather than winter weather. While the image of outer structures covered in ice and snow with signs up saying, “closed for the winter” come to mind, that is not at all the case. “There’s always construction going

“

Customers can take materials to a warehouse ... if they are buying in bulk. This can lead to problems when beginning the lien process.

on. Exterior construction shuts down during the wintertime like cement, excavation and those kinds of things because it gets cold,” Ring said. Certain materials must be controlled such as paint and flooring. “Paint has to be in a controlled environment because it can freeze before it’s installed,” Ring added. “Customers can take materials to a warehouse and not the job site until they are ready to use them if they are buying in bulk,” Ring continued. This can lead to problems when beginning the lien process. In Ring’s home state of Ohio, claimants have to wait until material is delivered to the job site; once it is and it can be proven, claimants have 21 days to serve the notice. Under this scenario, “you run the risk of [filing the notice at the wrong time],” Ring said.

THE INTERCONNECTION

Despite the potential of frigid temperatures, construction can continue elsewhere. Other things can be done—structural steel—even if it gets cold, Ring noted. “Last winter, above the Mason-Dixon line was a mild winter. The forecast is for a mild winter [this year too, but] that can change in blink of an eye.” Once the exterior is buttoned up and the inside environment can be controlled, construction continues. “HVAC can still be done even when it’s cold— electrical, drywall.” Materials aren’t the only constructionrelated items impacted by winter weather either. Roads can become treacherous, impacting the route materials take to end up at the job site or the final destination. Roads can also affect how employees are getting to the job site if at all. ■

NOVEMBER /DECEMBER 2019

PAGE 34

Credit Reporting

We Have the Solution NACM Connect provides a full suite of credit solutions throughout the customer life cycle. Our service is offered exclusively to members at discounted prices. Additionally, we will assist you with setup, training and continued support for all our products and solutions. Our credit solutions will help you increase efficiency, reduce costs and maximize profitability for your organization.

NACM Connect Credit Solutions • Thousands of companies are buying credit reports through NACM Connect • Substantially reduced pricing due to NACM Connect’s National Buying Discount • Flexible payment methods, Deposit Accounts, Subscriptions, Pay as You Go • 125 years of experience helping members improve credit decisions • US Domestic, International and Consumer Credit Information • Credit decisioning and Portfolio Account Management Tools available • CRM / Salesforce.com system data integration • Support your NACM Connect Association

Compare Information from Several Credit Bureaus with Only One Contact

Preferred Providers

Company

Domestic Business Reports

International Business Reports

Dun & Bradstreet

Equifax

Equifax Canada

Experian

FCIB

Graydon

SkyMinder

NACM National Trade Credit Report

x x

OneCreditSource.com

To learn more about our credit reporting solutions be sure to ask about our FREE trial offers!

Consumer Reports/ Employment Screening

Questions?

Contact Craig Smith at craig.smith@nacmconnect.org or call 847.483.6484

THE INTERCONNECTION

NOVEMBER /DECEMBER 2019

PAGE 35

Institute of Credit (IOC)

Institute of Credit

2020 Course Schedule

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

All courses are available through live videoconferencing! CBA COURSES Financial Statement Analysis I

WINTER Thursdays | January 9 – March 12

Basic Financial Accounting

SPRING Thursdays | March 19 – May 21

Business Credit Principles

SPRING Mondays | March 16 – May 18

(10 weeks)

CBF COURSES Business Law

SPRING Wednesdays | March 11 – May 27

(12 weeks)

COURSES 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.

Evening Class Times: 5:30 – 8:30 p.m. As a remote student, you can take live classes via our videoconferencing platform from the comfort of your home or office.

Questions?

Contact Margaret Krafft at 847.483.6420 or margaret.krafft@nacmconnect.org

Tuition Must be Paid Before the First Class Begins.

All registrations for NACM Connect educational events are taken online at nacmconnect.org Absolutely no registrations will be accepted after one week prior to the class date. No exceptions. All testing must be done during regular business hours unless you are taking class in Rolling Meadows. Contact Lillian Novak for exceptions.

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

NOVEMBER /DECEMBER 2019

PAGE 36

Institute of Credit (IOC)

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

CREDIT 101

CREDIT 102

CREDIT 103

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

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

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

CURRICULUM

• The credit department function • Credit investigation • Credit policy • The legal forms of business • Basic bankruptcy • Sales/credit relationship • NACM Connect Education and the Institute of Credit

• Legal issues and out-of-court settlements • Negotiable instruments • Bankruptcy • Financial statements • NACM Education and what it can do for you

THE INTERCONNECTION

• The role of the credit department within an organization • An ethical look at the credit department • Choosing professional vendors • Putting the pieces together, how to use the tools • The importance of education and obtaining your certification

NOVEMBER /DECEMBER 2019

PAGE 37

Institute of Credit (IOC)

Members: $230 (per class) Non-Members: $460 (per class) All classes are from 9 a.m. – 4 p.m.

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

Location: NACM Connect | 3005 Tollview Drive Rolling Meadows, IL 60008

2019 CREDIT 101, 102, and 103: ILLINOIS Available through live videoconferencing CREDIT 101

CREDIT 102

CREDIT 103

-------

November 6

December 11

As a remote student you are able to take live classes via our videoconferencing platform from the comfort of your home or office. Questions? Contact Margaret Krafft at 847.483.6420 or margaret.krafft@nacmconnect.org All registrations for NACM Connect educational events are taken online at nacmconnect.org While registering online, you will have the opportunity to choose your payment method. We are happy to take a credit card online or invoice you. You will also have the opportunity to apply coupons as allowed.

Please Note: • • • •

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

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

THE INTERCONNECTION

NOVEMBER /DECEMBER 2019

PAGE 38

Institute of Credit (IOC)

Members: $199 (per class) Non-Members: $398 (per class) All classes are from 9 a.m. – 4 p.m. (Continental breakfast at 8:30 a.m., lunch not included)

2019 CREDIT 101, CREDIT 102, CREDIT 103

INDIANA | MICHIGAN | OHIO CREDIT 101

CREDIT 102

CREDIT 103

March 19, 2020

April 16, 2020

May 21, 2020

TBD

Cincinnati Container Co., Inc. 5060 Duff Drive Cincinnati, OH 45246

March 18, 2020

April 15, 2020

May 20, 2020

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

March 18, 2020

April 8, 2020

May 20, 2020

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

INDIANA Elkhart

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

MICHIGAN Grand Rapids

OHIO Cincinnati OHIO Independence (Cleveland)

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

OHIO Toledo

May 12 &14, 2020

June 2 & 4, 2020

June 23 & 25, 2020

3:30 p.m. - 6:30 p.m.

(each class)

Please Note: • • • •

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

NOVEMBER /DECEMBER 2019

PAGE 39

Caine & Weiner News

Caine & Weiner 2019 Quarterly Giveaways NACM CONNECT

Congratulations to the Quarterly winner: Theresa Kristoff, Bay Industries

OCTOBER | NOVEMBER | DECEMBER

Place a collections claim with Caine & Weiner anytime during the months of October, November and December and become eligible to win a $150 Bed, Bath & Beyond 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

NOVEMBER /DECEMBER 2019

PAGE 40

Indiana

INDIANA BEST PRACTICES DISCUSSION GROUP Digital technologies are holding a new promise of elevating order to cash operations to strategic levels. In this session you will find out how to ready your OTC organization for the next decade of changes and beyond. Our session will cover following topics; • An introduction to new technologies and what OTC leaders should know Automation, Analytics, Artificial Intelligence and Digital Assistants • The future state of OTC operations – Credit, Order Processing, Collections, Deductions, Cash Application and Customer Payments • The future of OTC staffing with humans and digital teams – Getting ready for the changing roles of Accounts Receivable within your company • How digital is changing the experience for customers as well as the overall impact to customers • Improvement you can expect from OTC efficiency – the close process, working capital and cash flow improvements • Organizing OTC data and document management to be future-ready

About the Group Meetings Four times each year, the Best Practices Discussion Group will hold a roundtable discussion. Local meetings will be held in the Indianapolis, Indiana 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.

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

THE INTERCONNECTION

Next Meeting Topic: “The 3 ‘A’s’ You Need for the Future of OTC - Automation and Analytics & AI” Guest Presenter: Phyllis Saavedra Emagia Date: Thursday, November 21 11:30 a.m. - 1:30 p.m. (lunch included) Location: Central Indiana Hardware Co. Inc., 9190 Corporation Drive Indianapolis, IN 46256 Information or to Register: For more information, please contact Kelly Hall at kelly.hall@nacmconnect.org or 317.225.4281

NOVEMBER /DECEMBER 2019

PAGE 41

Indiana

December 2019 Indiana

HOW CROOKS CONCEAL THEIR PAST AND CHANGE THEIR IDENTITY Moderator: Greg Wright, Certified Fraud Examiner

Wednesday, December 11

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

Location

Ferguson Enterprises Inc - Conference Room 4110 N. Franklin Road Indianapolis, IN 46226

Cost per Meeting

$25 Members, $50 Non-members One coupon per person is valid. Lunch Included.

Is your new CFO a convicted fraudster that adopted a new identity following prison? Did a child molester circumvent your school’s background check? Greg will discuss U. S. states that have “closed” and “open” vital records, demonstrate how easy it is to “take” a dead person’s identity, illustrate how to produce “breeder” documents necessary to get a new U. S. Social Security number, show how some conceal the time they were in prison, and how crooks create a “new-skin” individual. Greg has two Indiana certified birth certificates with different names and dates of birth. 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

Attendance at this roundtable discussion is worth 1.5 Continuing Education Units/CCE Recertification Points.

All registrations for NACM Connect educational events are taken online at nacmconnect.org While registering online, you will have the opportunity to choose your payment method. We are happy to take a credit card online or invoice you. You will also have the opportunity to apply coupons as allowed. All payments must be received one week prior to meeting date. Cancellation Policy: Cancellations must be received in writing via fax, email or mail no later than one week prior to the meeting date to qualify for a full refund. Cancellations received later than one week prior to the meeting date DO NOT qualify for a refund of registration fees. Sorry, phone cancellations cannot be honored. If you have any questions, please email info@nacmconnect.org.

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

NOVEMBER /DECEMBER 2019

PAGE 42

Michigan

December 2019 Michigan

SALES VS. CREDIT - MAKING THE RELATIONSHIP WORK Moderator: Curt Johnson, CCE / S. Abraham and Sons, Inc.

Thursday, December 5 Time: 11:30 a.m. - 1:30 p.m.

Come join us to discuss how you and your company deal with SALES vs. CREDIT • Understand how Credit and Sales can work together • Strengthening and Capitalizing on the Relationship

Location

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

Cost per Meeting

$30 Members, $60 Non-members One coupon per person is valid. Lunch Included.

• Understand how both Credit and Sales can assist each other • Know the respective functions and goals of Credit and Sales • Learn suggestions to eliminate discord between Credit and Sales • Educate Sales on the Fiduciary and Legal Responsibilities of both Departments

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

Attendance at this roundtable discussion is worth .2 Continuing Education Units/CCE Recertification Points.

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

NOVEMBER /DECEMBER 2019

PAGE 43

The InterConnection

800.935.NACM

Stay Connected