2019 SEPTEMBER /OCTOBER INTERCONNECTION by NACM Connect

The InterConnection VOLUME 7

NACM Connect

ISSUE 5

SEPTEMBER /OCTOBER 2019

‘s PA Members and Staff

Lillian Novak, CGA

few months ago, NACM Connect warmly welcomed PACM to our Association. Since then, it has been a whirlwind of great activity! The management staff of NACM Connect held a Town Hall ‘Meet and Greet’ event in late July to get to know our new members. After a very informative presentation on credit card surcharging by Chris Victory from UnitedTranzactions, NACM Connect President, Phil Lattanzio, welcomed the members and gave a brief overview of what they could look forward to in the future as part of the largest NACM affiliate. In mid-August, Jerry Bailey and Marla Zurlo from NCS presented their popular UCC/Liens seminar. It was so popular, in fact, it completely sold out! As in each August, the NACM staff from around the region gathered in Rolling Meadows for our annual staff Forum – several days of training and networking with many staff members who work in remote offices, often alone. We were pleased to welcome this year the Pennsylvania staff. It was during this time we learned not only how passionate the Pennsylvania staff is about their beloved members but also how proud they are of their sports teams, food and region. While we may have enticed them with our Chicago-style pizza, beef, burgers and more – we definitely will continue our friendly rivalry when it comes to football, baseball and hockey teams! All in all, we loved meeting and getting to know our new family of staff and members in Pennsylvania and look forward to many more exciting events, seminars (book early as they may very well sell out again!) and meetings.■

The NACM Connect Staff poses for a group shot at the 2019 Fall Forum, with an enthusiastic ‘Welcome!’ to the PA staff additions!

PENNSYLVANIA EVENTS Town Hall

JULY 27

UCC/Liens Seminar

AUGUST 15

2019-2020

Board of Directors CHAIRPERSON Erica White, CCE Ferguson Enterprises

In This Issue NACM Connect Staff

‘s PA Members and

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

NACM Connect Nebraska Local Industry Credit Group Meeting

NACM Connect Missouri Local Industry Credit Group Meetings

NACM Connect New York Local Industry Credit Group Meeting

NACM Connect Pennsylvania Local Industry Credit Group Meeting

Event Calendar

Credit 101, 102, 103 Series

Institute of Credit Review Courses

Illinois Mentoring Program

33 34

Save The Date 2019 Credit Conference

Missouri Credit Conference Agenda

Illinois Credit Conference Agenda

Ohio Credit Conference Agenda

TREASURER Mike Hill, CCE Mitek USA, Inc.

Wisconsin River Cruise Photo Gallery

Ohio Member Social Event-River Cruise

Illinois Rooftop Photo Gallery

DIRECTORS—TERMS ENDING 2020 Christine Culbreth ArcelorMittal International America Michele Pancotto, CCE, CICP Radiant Clipper Ed Stauber Kevin Stinner, CCE, CCRA Pinnacle Agriculture Distribution

Illinois Member Social Event-Golf Outing

Ohio: Half-Day Seminar-Creating the Perfect Credit Policy

Michigan: Half-Day Seminar-Antitrust Implications for You and Your Company

Ohio: Half-Day Seminar-Letters of Credit

Illinois Emerging Leaders: Best Practices in Credit

New York: Full-Day Seminar-The Reluctant Collector

Indiana Roundtable: What Makes A Good Credit Review

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

Illinois Construction Stuff and Stuff

Merritt Search.com

Indiana Roundtable: Collection Strategies

Rich Getting Richer: Better Payment Terms, Discounts Offered

Michigan Roundtable: Customer Portals

The Dangers of Failing to Be PCI Compliant

Michigan Roundtable: Open Networking Forum

New York Roundtables

Graydon International Credit Reports Now Available

Welcome New Members

Ohio Roundtable: Beyond In-House Collections: Attorneys, Agencies, Bankruptcy

Midwest Staffing Credit Career Corner

Caine & Weiner Quarterly Giveaway

Ohio Roundtable: The Use of Social Media and the Internet in the Credit and Collections Department

NACM Connect National Industry Credit Group Meetings

Ohio Roundtable: Credit and Collections Practices 101

NACM Connect Illinois/Wisconsin Local Industry Credit Group Meetings

Wisconsin: Eastern Wisconsin Best Practices Group

VICE CHAIRPERSON Patrick Nelson ACCO Brands, Inc.

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

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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Education Digest

Institute of Credit (IOC)

tart the process of earning your professional designation. Watch for the IOC Winter schedule, coming soon, to register. 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.

CONGRATULATIONS! New Designees CCE

Luz Moreno, CCE, Klein Tools

CBF

Laura Hazen, CBF, Alamo Group

CBA

Jennifer Christian, CBA First Quality Consumer Products

Michelle Cozad, CBA Samuel Pressure Vessel Group

Joseph Crespo, CBA Henry Company

Barbara Grosskreutz, CBA Rockline Industries

Michaela McKinney, CBA First Quality Consumer Products

Einnor Punzalan, CBA Nidec Motor Corporation

EXAM DATES & DEADLINES Exam Dates Monday, November 4, 2019 Monday, March 9, 2020 Sunday, June 14, 2020 Credit Congress, Las Vegas, NV Monday, July 27, 2020 Monday, November 9, 2020

Application and Paperwork Deadlines September 13, 2019

COMING SOON!

MISSOURI

St. Louis September 11-12

ILLINOIS

Chicago October 16-17

OHIO

Columbus November 5-6

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

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NACM Connect

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Missouri

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Illinois

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Ohio

O H I O Columbus Tuesd a 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

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NACM Connect

Wisconsin Member Social Event Milwaukee River Cruise Line, Lakeside Spirit Thank You to Our Generous Sonsors

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August 9

SEPTEMBER/OCTOBER 2019

PAGE 8

member social event

NACM Connect Ohio Member Social Event Thursday, September 26 Registration Deadline: Thursday, September 12

Board: 6 p.m. | Cruise: 7 - 9:30 p.m.

BB Riverboat cruise Gather your colleagues for the NACM Connect Ohio Region summer member social event â&#x20AC;&#x201C; The Captainâ&#x20AC;&#x2122;s Dinner Cruise. You will be glad you did (and we will, too!). When you climb aboard the BB Riverboat, you will enjoy a relaxing evening with dinner and lovely views of the Ohio River!

COST

$35 per person

One coupon per member company will be accepted. Includes 2.5 hour boat cruise and dinner.

This event is open to NACM CONNECT MEMBERS AND GUESTS.

One guest per member can be accommodated. Tickets will be available on a first-come, first

If you have any questions, please contact Paula Slyder at paula.slyder@nacmconnect.org or 937.401.2710

served basis and limited to the first 20 registrants.

LOCATION

Sponsored by:

Goldstein & McClintock LLLP

St. Andrews Golf & Country Club Tee Time: 12:00 Noon

Originally built in 1926 as a private course, St. Andrews Golf & Country Club was purchased in 1939 by the “Grandfather of Public Golf,” Joe Jemsek. Now over 85 years old, St. Andrews carries on the Jemsek tradition of providing a “private club” atmosphere for the public golfer.

4-Person Scramble

$125.00 Per Person One coupon per company accepted. Tee off is on one course this year. Cost includes green fees, cart, scoring, dinner and prizes.

LOCATION

St. Andrews Golf & Country Club 2241 Route 59 West Chicago, IL 60195

If you have any questions, please contact Lillian Novak at lillian.novak@nacmconnect.org or 847.483.6478.

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 (one coupon per company accepted). 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.

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Half-Day Seminar–Ohio

A half-day seminar designed for Credit Professionals

CREATING THE PERFECT

CREDIT POLICY Speakers: Thomas Fawkes, Esq. and Brian Jackiw, Esq. Goldstein & McClintock

PERFECT CREDIT POLICY

Risk can be mitigated through the institution of a formal credit policy, and during this presentation our panelists will discuss the benefits of a thoughtful and carefully-drafted policy, both within the company and in dealings with customers. A sound credit policy can increase consistency in dealing with troubled accounts, reduce conflict among sales and credit professionals and enhance protections in the event that a customer becomes insolvent. Best practices and sample credit policies will be shared as well as suggestions on how to sell your company on adopting a formal credit policy.

STAR LEASING CO. │ 4080 Business Park Drive │ Columbus, OH 43204

Tuesday 8:30 a.m. – 12 p.m. September 17

$139 – Members

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

(One coupon per person)

Registration Deadline: September 9

$278 – Non-members

Attendance at this seminar is worth .3 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. Cancellation Policy: Cancellations must be received in writing via fax, email or mail no later than one week prior to the meeting date to qualify for a full refund. Cancellations received later than one week prior to the meeting date DO NOT qualify for a refund of registration fees. Sorry, phone cancellations cannot be honored. If you have any questions, please email info@nacmconnect.org.

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

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Half-Day Seminar–Michigan

Wednesday September 25 9:00 a.m. – 12:00 p.m. (8:30 to 9:00 a.m. – Continental Breakfast) $139 Members | $278 Non-members

(One coupon per person)

Location Behler-Young Company 31899 Glendale St Livonia, MI 48150

Registration Deadline September 18, 2019

Half Day Seminar

ANTITRUST IMPLICATIONS FOR YOU AND YOUR COMPANY Today’s credit executive has to be part mediator, part human resource administrator, part accountant, part sales and part compliance officer. Whether extending credit from your desk or exchanging credit with your colleagues at a credit group meeting, the credit executive must be cognizant of Antitrust Statutes and the effect adherence to–or violation of–can have on you and your company. The Antitrust Statutes haven’t changed in years. Yet, the meaning behind “Sherman Antitrust,” “Robinson-Patman” and “Clayton Act” remains foreign to many credit executives. The concept that credit terms are equal to pricing is unfathomable to some credit grantors. And, the method by which most credit executives obtain and transmit credit information is changing on a daily basis. Your customers are changing. No longer does every customer consist of “brick and mortar.” Customers are demanding longer terms. Yet the Robinson-Patman Act encompasses price discrimination in the sales of physical goods of like grade or quality.

This program will cover the following topics: • Understanding the Antitrust Statutes and Avoiding Antitrust Pitfalls • U.S. Department of Justice views and lawsuits under the Antitrust Statutes • Step by Step Guidelines to the “Meeting Competition” Defense • Credit Exchanges in a group setting or at your office that will protect your office from antitrust violations

Speaker Wanda Borges/Borges & Associates, LLC

Attendance at this seminar is worth .3 Continuing Education Units/CCE Recertification Points.

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

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Half-Day Seminar–Ohio

LETTERS OF CREDIT A Half-Day Seminar Designed for Credit Professionals

OMNOVA SOLUTIONS INC

Tuesday, October 15

8:30 – 9:00 a.m. 9:00 a.m. – 1:00 p.m. Presentation

• Knowing your risks • International Payment Methods Commercial Letters of Credit – Definitions and Explanations Amendments to Letters of Credit Incoterms – definitions How to overcome risks

BEACHWOOD, OH 44122

$139 – Members $278 – Nonmembers

Continental Breakfast

TOPICS INCLUDE

• • • •

25435 HARVARD ROAD

Registration Deadline: October 8, 2019

SPEAKERS: Deborah Montgomery & Tammy Gabor Larr & Associates

Attendance at this seminar is worth .04 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. Cancellation Policy: Cancellations must be received in writing via fax, email or mail no later than one week prior to the meeting date to qualify for a full refund. Cancellations received later than one week prior to the meeting date DO NOT qualify for a refund of registration fees. Sorry, phone cancellations cannot be honored. If you have any questions, please email info@nacmconnect.org.

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

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The Reluctant Collector

Full-Day Seminar–New York

SPEAKER: Tim Paulsen / T. R. Paulsen & Associates

Rochester Marriott - Airport

Thursday October 24

│ 1890 Ridge Road West │ Rochester, NY 14615 9:30 a.m. – 3:30 p.m.

$179 – Members

Registration Deadline: October 10

$358 – Non-members

(Two coupons per person)

(Lunch included)

Attendance at this seminar is worth .5 Continuing Education Units/CCE Recertification points.

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 Todd Fierstein at todd.fierstein@nacmconnect.org or call 716.839.1200. THE INTERCONNECTION

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SEPTEMBER/OCTOBER 2019

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News

Illinois Construction Stuff and Stuff Norm Cowie, CCE

his Governor signed the bill. The last one wouldn’t sign it, but he’s gone now and the new guy had a different mindset. The bill in question was SB 1636, which makes it mandatory for ponds at golf courses to automatically reject any ball I hit into the water by having a mermaid personally deliver it to me… no, wait, that’s the one I want for this year’s NACM Connect golf outing. The real SB 1636 was signed into law on August 20, effective immediately. And for subcontractors it’s way better than a pond-ejected golf ball, mermaids or not. It would require for any private construction project that retention be reduced from 10% to 5% once a project is 50% completed. While our company doesn’t generally allow any retention, I expect us to benefit from anything that positively affects our customers’ cash flows, so I was all for it. Note, this doesn’t affect jobs that are in mid-stream, but it does apply to any projects going forward, regardless of contrary terms in any contract. On a personal note, it was bad news for me, because this adversely affects my book, The Illinois Mechanics Lien Statutes … and Other Construction Stuff (published by NACM Connect! Get your copy now!) which won’t be totally updated until some future unknown and uncertain date when I get around to revising it.

of this, b) many owners/ GCs are aware of it, c) that even if they were aware, they wouldn’t pay it, and d) that many judges wouldn’t bother awarding it to lien claimants. But the good news here …besides the cash flow for subcontractors … is that my book is still nicely updated. (Get yours now!) Speaking of bills I was for or against, you may remember me ranting a couple years ago about Section 38.1, which allows any party to replace a mechanics lien by a bond. I wrote no less than three articles before that law passed raving about how it was going to destroy the lien statutes, but here we are, three years later, and the statutes are still holding up nicely. And more, I’m actually starting to see some of the benefits of the bill. And here’s why: General contractors don’t want to replace a lien with a bond.

And … oh, snap, I’m wrong. (That never happens, Norm.)

Wait, what?

Yeah, well, it does sometimes, almost always when I’m at home, and I’m definitely wrong this time. SB 1636 doesn’t change the Illinois Mechanics Lien statutes at all. The change totally takes place in the Contractor Prompt Payment Act, 815 ILCS 603/, which is another much shorter law governing payment applications, particularly how long a contractor/owner can hang onto money before paying their subcontractors (hint: 25 days, which is about 20 days too many). It also reiterates where the lien statutes repeatedly say that an interest charge of 10% per annum is added to delinquent payments.

They don’t want to replace a lien with a bond.

On the topic of the 10% interest, I doubt if … a) many subcontractors are aware

Yep, you heard … er, read me.

Let me baldsplain for you peeps with heads of hair. Owners have gotten wind of this whole replacing liens with bonds thing and thought to themselves, “Selves, we don’t want any liens on our buildings. So let’s add a term to our contract that our GC has to get rid of any liens by their subs by replacing them with a bond … paid for by the GC … which makes them the party whom the bonding company will chase if they lose a suit by a lien claimant. So even if we lose, the GC will be the one responsible, not us landowners. And they have to pay all of the fees to bond. Yep, it’s a great idea for us owners.”)

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But not for the GC’s, because they are required to replace liens with bonds, they have to bond 175% of every lien, they can’t use the same bond to cover separate liens, even if one lien claimant is subcontracted to another and the amounts are duplicated to any extent. And if they lose, they also have to pay the court fees of the claimant, up to 50% of the claim. So, they don’t want lien claims, because they know they are on the hook down the road. Sure, this will help wipe out small liens (as I ranted about), but it really doesn’t help them with big ticket items, other than maintaining good will with their owners, and being able to continue to make payments to other subcontractors whose draws aren’t in issue. Good stuff and more good stuff in the lien law. (Also, if you like hearing me vent about stuff, visit my blog at www.normcowie.com) Norm ■ Norman Cowie, CCE is Director of Credit for Paramont-EO, Inc. Besides his regular column for InterConnection, he has written articles appearing in the Chicago Tribune, Cynic Magazine, Business Credit and the Herald News. His current book titled, "The Illinois Mechanics Lien Statutes … and other construction stuff" is available for sale through NACM Connect. He also has ten published humor/fantasy novels, some through traditional publishers Echelon Press, Quake Books and Draumr Publishing, although more recently he has transitioned over to Indie publishing. Norm can be reached at norm.cowie@paramont-eo. com, or feel free to visit him at www.normcowie.com which features past NACM Connect articles.

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NACM Connect

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

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News

Rich Getting Richer: Better Payment Terms, Discounts Offered Michael Miller, NACM

ash flow is the lifeblood of any business. Some are lucky enough to have a better inflow and outflow than others and can establish themselves as a powerful giant within their industry. Others are not so lucky even when they play by the trade credit rules. “The current U.S. trade credit system creates an uneven playing field for established, high-margin firms and those scrambling to gain their footing … and current trade credit systems may deprive fledging companies the opportunity to grow in the fiercely competitive, global economy,” states the first SMB Receivables Gap Playbook released earlier this month by PYMNTS and Fundbox. This society of business-to-business (B2B), small- and medium-business (SMB) and trade credit payments can be unfair for the smaller, less established and low-margin businesses. “Well who says life is fair? Where is that written? Life isn’t always fair,” according to the film “The Princess Bride.” The Playbook reviewed how different businesses, based on years in operation and operating margins, are impacted by cash flow and trade credit practices, with a focus on payment terms and earlypay discounts. The more than 1,000 respondents were broken down into six business personas based on these categories: early-stage (1-5 years in operation), intermediate (6-10 years), established (11+ years), low-margin (losing money to earning 25% margin) and highmargin (between 25% and 75%). Low-margin firms are forced into tight payment windows as well as accepting longer payment terms, resulting in highmargin and more established firms earning better terms and more cash flow flexibility. Among the key findings were high-margin companies paying late because they can, but low-margin businesses paying late because they are left with no other choice. High-margin businesses are also more likely to extend payment terms past 30 days, in the 61–90-day range. “All credit managers are aware customers are forcing extended terms,” said Christian Pedersen, CCE, credit manager with

Emcor Services Aircond. There is a new trend of 90-day and 120-day extended terms increasing even more. “Years ago, customers’ CFOs would write to request to extended to 45-day or 60-day terms. Today, the majority of extended terms notice letters fall into a few different categories: Accept extended terms if you want to continue to do business with the customer, or they offer the option to get paid sooner by third-party service payments with fees to avoid extended terms,” said Pedersen. “One option to accommodate extended terms requests is for the credit manager working in coordination with sales executives and senior management to revisit pricing tiers that correspond to extended terms demanded from customers, and they can develop a standard memo to issue to customers as a resonance when an extended terms notice is received,” added Pedersen. “Established, high-margin firms offer … buyers longer payment periods and [can] be more generous with early payment discounts compared to enterprises with lower profit levels,” states the Playbook. Just under 85% of established, high-margin firms offer terms of 16–90 days, while early-stage, low-margin businesses are at just over two-thirds. However, early-stage and intermediate high-margin businesses nearly mirror their established counterpart. The lower the margin, the less likely the business will offer an early payment discount. Less than 4% of early-stage, low-margin businesses receive a discount of more than 7.5%, but more than 9% of

THE INTERCONNECTION

established, high-margin firms receive the same discount. High-margin companies are also receiving larger discounts than low-margin firms in the 3–5% and 5–7.5% discount ranges. This coincides with payment terms received. Roughly a third of early-stage, low-margin businesses receive payment terms of 1–15 days, while only about 10% of intermediate, high-margin businesses are giving such short terms. This trend continues across the board with high-margin businesses “earning” better payment terms compared to low-margin ones, especially in the 31–60-day period. Smaller firms often offer discounts they can’t afford because they need cash flow, hurting their bottom lines, notes the Playbook. One factor that impacts all B2B transactions regardless of size or time in businesses is late payments. Nearly three-fourths of respondents said they are paid late by more than 11% of their customers. However, businesses reported they are more likely to be paid late than pay late themselves. “Low-margin firms receive smaller discounts for paying early when buying, but are still required to meet tighter payment windows than high-margin companies. These businesses must also often accept longer payment terms when selling than those with greater operating margins,” concluded the Playbook. ■

SEPTEMBER/OCTOBER 2019

PAGE 19

We’re All Different We provide a one-size-fits-one solution.

PEOPLE. PROCESS. PERFORMANCE. NCS will partner with you to develop a streamlined process that works best for you and your customers. Your business will inevitably change and we’re committed to ensuring the services you utilize match your business needs.

Securing Your Tomorrow ®

NCScredit.com 800.826.5256 NCSsales@NCScredit.com

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

THE INTERCONNECTION

SEPTEMBER/OCTOBER 2019

PAGE 20

News

The Dangers of Failing to Be PCI Compliant Christie Citranglo, NACM

ayment Card Industry Data Security Standard (PCI DSS) has been a topic of conversation among creditors since entering the business-to-business landscape more than a decade ago. NACM’s recent webinar titled “PCI Compliance and What Your Company Needs to Do to Get There” delved into the nuances of PCI compliance, breaking down any misconceptions and providing context for how to get companies to be the most efficient and PCI compliant as possible. If a company accepts credit cards, it must be PCI compliant. The business can have a staff as large as 50,000 or as small as one person—should credit cards be an accepted form of payment, the company must practice PCI compliance. PCI compliance has roots in security, namely for protection against data breaches. The compliance is a “set of standards developed to ensure that the credit

card industry is securing customer data uniformly throughout the industry,” said Ronald Sereika, CCE, CEW, the host of the webinar. The idea to create a set of rules for security came into fruition in 2006, when data theft became a recurring phenomenon. The advent of the internet changed the landscape for payments, breaking down walls of security for businesses and consumers.

THE INTERCONNECTION

The PCI Security Standards Council, developed soon after payment concerns arose in 2006, was led by Visa, MasterCard, Discover and American Express. This then prompted the creation of the PCI DSS, which helps regulate and secure credit card transactions through a set of rules. While the rules are not beholden to laws, they still pose substantial weight within companies. Continued on page 22>>

SEPTEMBER/OCTOBER 2019

PAGE 21

News

Graydon International Credit Reports Now Available Craig Smith, Director of Credit Solutions, NACM Connect

ACM Connect is pleased to announce another great partnership in international credit reporting, Graydon. Graydon provides business intelligence solutions for Credit Management, Marketing Information and Risk & Compliance. By combining data with business insights, Graydon helps companies to gain access to capital and to expand their knowledge in order to strengthen their competitive position. Graydon has offices in London, Amsterdam and Antwerp and uses a network of 130 international databases around the world with information of more than 90 million companies. Graydon can provide you with: • Access to millions of instantly available credit reports on the web, covering more than 190 countries worldwide • Reports endorsed by leading credit insurance organizations • Reports, for countries where no information is instantly available, can be obtained through a fresh investigation • Online reports presented in a standardized European format

Working internationally can have its rewards however it can come with risk. Don’t go it alone – count on NACM Connect and Graydon to help you through the process.

To order a Graydon international credit report, contact Craig Smith, Director of Credit Solutions, at craig.smith@ nacmconnect.org or 847.483.6484.

As always, NACM Connect works to provide our members with the best possible pricing for all credit solutions and would welcome the opportunity to discuss credit solution options with you.

The Dangers of Failing to Be PCI Compliant <<Continued from page 21 “The PCI security standards designed by the credit card companies are industry rules, not laws,” Sereika said. “However, if these standards are not followed, they could result in stiff fines and penalties for any business.” The PCI-DSS requirements are broken down into three categories: data security policies, data handling policies and the destruction of credit card data from processing systems. Payment data, according to Sereika, includes the full primary account number (PAN), the card holder’s name and the CVV code and expiration date. For example, should a creditor jot down any credit card information manually on a notepad or Post-It note, the creditor is responsible for destroying the paper. Leaving the number out poses a risk for the customer, which may lead to a breach, should the wrong person find the note.

The level of PCI requirements held by a company depends on its annual transaction volume—not the amount of revenue. One company can earn $100 billion a year and process one million transactions while another can earn $80 billion a year processing three million transactions, and the latter company will be held to a higher level of PCI compliance than the former. But the level of compliance can change, should a company fail a breach. “If your company fails a breach, the security standards board has the right to change your level standard to a stricter level, regardless of the number of transactions processed per year,” Sereika said. While the PCI can be intimidating, Sereika discussed actions creditors can take in order to be more PCI compliant. Merely educating staff on the importance of

THE INTERCONNECTION

PCI compliance can help weaken the risk of a breach; this includes working with the IT department. Working with the IT team to figure out where and how credit card information can be stored can help with PCI compliance. Maintaining open avenues of communication, like with any serious matter in the office, can be the most important step. Working with customers can strengthen PCI compliance as well. Requesting customers to never email credit card information or leave information in a voicemail reduces the risk of a breach. While each company is responsible for a customer’s information, the customer must also act responsibly. “PCI compliance applies to all businesses, regardless of size, that accept credit cards,” Sereika said. “… PCI compliance for small businesses lessens the liability for your business when a data breach occurs.” ■ SEPTEMBER/OCTOBER 2019

PAGE 22

We Have the Solution! NACM Connect offers credit reporting products and solutions to help manage your business credit and assess associated risk. NACM CONNECT’S PREFERRED PARTNERS

DOMESTIC BUSINESS REPORTS AVAILABLE

INTERNATIONAL BUSINESS REPORTS AVAILABLE

CONSUMER REPORTS/ EMPLOYMENT SCREENING AVAILABLE

TransUnion | Experian | Equifax

FOR MORE INFORMATION, CONTACT YOUR REGIONAL REP: Chicago/Illinois Craig Smith, Director of Credit Solutions 847.483.6484 Northern Illinois, Wisconsin & Nebraska Nick Pokrifcak • 847.483.6469

Missouri, Michigan, Kansas Rich Steinkoenig • 314.677.2804 Indiana, South West Ohio (Cincinnati/ Dayton areas), Pennsylvania Jim Kelly • 513.795.1740

THE INTERCONNECTION

New York, Ohio: Eastern, Northern and Central areas Darren Greene • 740.324.7507 Supports all NACM Connect Members Paula Slyder, CGA • 937.401.2710 SEPTEMBER/OCTOBER 2019

PAGE 23

NACM Connect

Welcome New Members Stan Cavagnetto CCI Systems

e m o c Wel

Gregg MacQueen Coen Oil Company LLC Rhonda Cobb CountryMark

rs e b m e M New

Debbie West Crystal Lumber & Hardware LLC Audra Yacks Engineering Excellence Rob Hanus Honigman LLP Kevin Tretter Index Corporation Chris McFarlane West Walker Steel

AUTOMATE

THE CREDIT APPLICATION PROCESS

Use ARMS Automated Credit Application Portal (CAP) and Expedite Customer Onboarding & Credit Approvals  100% Paperless  Track Trade & Bank References in Real Time

 Customizable Forms  Backed by In-House Credit Investigation Team

FOR ADDITIONAL INFORMATION, CONTACT ROBERT AT ROBERTM@FDREPORTS.COM OR 1.800.789.0123 EXT 173 THE INTERCONNECTION

SEPTEMBER/OCTOBER 2019

PAGE 24

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

CAROL CREDIT COLLECTIONS • Handles Domestic and International Accounts • Builds relationships and resolves billing disputes • AR analyses and B2B collections • Processes financial transactions • Trained and managed staff

• Available for Temp-to-Hire and Direct Hire positions • Seeking opportunities in St. Louis area.

• Proficient in SAP, Oracle and Excel

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

KAT CASH APPLICATIONS / COLLECTIONS • Processes Credits/ Debits • B2B Collections (+150 customers) • Post lockbox Checks, EDI, ACH, Wire Credit Cards • Apply deduction for Damages, Freight, and Sales Taxes • Technical skills include SAP, Oracle, Excel and QuickBooks

• Available for Temporary, Temp-ToHire and Direct Hire positions • Willing to commute 15 miles from the Waukegan, IL. area

SAM SR. CREDIT COLLECTION ANALYST • Manages portfolio of Fortune 1000 corporate accounts • Handles research, analyses and risk mitigation • Negotiates security agreements, settlements and pay-out schedules • Produces all reconciliations and reports

• Bilingual Spanish • Available for Direct Hire • Seeking opportunities in the Chicagoland, 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

SEPTEMBER/OCTOBER 2019

PAGE 25

Caine & Weiner News

Caine & Weiner 2019 Quarterly Giveaways NACM CONNECT

Congratulations to the Quarterly winner: Actuant Corp, Menomonee Falls, WI; Kathy Groleau

SEPTEMBER

Place a collections claim with Caine & Weiner anytime during the month of September and become eligible to win a $150 Williams Sonoma 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

SEPTEMBER/OCTOBER 2019

PAGE 26

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

GROUP

MEETING LOCATION

September 9

National Leisure Living Credit Group

Holiday Inn Mart Plaza, Chicago, IL

September 11-13

National Manufactured Housing Credit Group

Homewood Suites, Denver, CO, 3-day

September 12-13

National Electrical Manufacturers Credit Group

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

September 12-13

National Underground Utilities Supply Credit Group

Hampton Inn Buckhead, Atlanta, GA, 2-day

September 12

National Paper Packaging Credit Group

AC Hotel, National Harbor, MD

September 19-20

National Construction Credit Group

Embassy Suites, Buffalo, NY, 2-day

September 19-20

National Architectural Metal & Glass Credit Group

Embassy Suites, Buffalo, NY, 2-day

September 19-20

National Auto Glass Credit Group

Embassy Suites, Buffalo, NY, 2-day

September 19-20

National Steel Mill Credit Group

Hilton Garden Inn Buckhead, Atlanta, GA, 2-day

September 19-20

National Metal Producers Credit Group

Hyatt Regency, Cleveland, OH, 2-day

September 26-27

National Metal Buildings & Components

Embassy Suites Downtown, Sacramento, CA, 2-day

October 9-10

National Water Products Credit Group

Embassy Suites Crabtree, Raleigh, NC, 2-day

October 10-11

Meatpackers of America

Intercontinental Hotel, Kansas City, MO, 2-day

October 10-11

National Garage Door & Operating Devices Credit Group

Hilton Garden Inn, Scottsdale, AZ, 2-day

October 14-15

National Professional Apparel Credit Group

Embassy Suites, Rosemont, IL

October 15-18

Home Healthcare, Nursing Home & Food Groups

Hilton Garden Inn, Philadelphia, PA, 4-day

October 17

National Firearms & Ammunition

Hilton Garden Inn, Baltimore, MD

October 17-18

National Lawn & Garden Credit Gorup

Marriott Downtown, Louisville, KY, 2-day

October 18

National Truck, Trailer & Waste Equipment Credit Group

NACM Connect, Rolling Meadows, IL

October 23-24

National Coated Paper Credit Group

Hilton Garden Inn, Pittsburgh, PA, 2-day

October 22-24

National Agricultural Credit Conference

Sheraton Fisherman's Wharf, San Francisco, CA, 3-day

October 24-25

National Tool & Accessories Manufacturers Credit Group

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

NACM Connect Illinois/Wisconsin Local Industry Credit Group Meetings DATE

GROUP

MEETING LOCATION

September 10

Masonry Credit Group

Ditka's, Oakbrook Terrace, IL

September 12

Northern Illinois Heating & Plumbing Wholesalers Credit Group

Ditka's, Oakbrook Terrace, IL

September 17

Electrical Distributors Credit Group

Ditka's, Oakbrook Terrace, IL

September 17

Metal Distributors Credit Group

Michael Jordan's, Oak Brook, IL

September 18

Institutional Credit Association Credit Group

Ditka's, Oakbrook Terrace, IL

September 19

Ad Media Credit Group

Hubbard Broadcasting WDRV, Chicago, IL

September 19

Builders Supply Credit Group

Greek Islands, Lombard, IL

September 26

Basic Material Credit Group

Ditka's, Oakbrook Terrace, IL

October 8

Electrical Distributors Credit Group

Ditka's, Oak Brook, IL

October 10

Northern Illinois Heating & Plumbing Wholesalers Credit Group

Devon, Oakbrook Terrace, IL

October 15

Floor Covering & Wall Tile Credit Group

Conference Call

October 15

Metal Distributors Credit Group

Ditka's, Oakbrook Terrace, IL

October 17

Ad Media Credit Group

WBBM TV, Chicago, IL

October 24

Basic Material Credit Group

Michael Jordan's, Oak Brook, IL

THE INTERCONNECTION

SEPTEMBER/OCTOBER 2019

PAGE 27

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

GROUP

MEETING LOCATION

September 10

Michiana Credit Association Credit Group

Lucchese's Restaurant

September 10

Electric Industrial Supply Credit Group

Main Street Pub, Kalamazoo MI

September 11

West Michigan Heating & Plumbing Wholesalers Credit Group

Brann's, Grand Rapids MI

September 12

Indiana Wholesale Floor Covering Credit Group

Conference Call

September 12

Columbus Wholesale Electric Credit Group

NACM Connect Conference Room, Dayton, OH

September 12

Lumber & Building Materials Credit Group

Pietro's, Grand Rapids MI

September 17

Automotive Suppliers Credit Group

Conference Call

September 17

Indiana Electrical Suppliers Credit Group

Becker Conference Room, Indianapolis, IN

September 18

Metal Service Center Credit Group

Antonio's, Canton MI

September 18

Indianapolis Building Trade Suppliers Credit Group

Blueberry Hill, Indianapolis, IN

September 19

Michigan Electric Supply Credit Group

Antonio's, Canton MI

September 19

Cincinnati Dayton Wholesale Electric Credit Group

Century Inn, Cincinnati, OH

September 19

Fort Wayne Building Materials Credit Group

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

September 25

Plumbing & Heating Wholesalers Credit Group

Blueberry Hill, Indianapolis, IN

September 25

Cincinnati Construction Suppliers Credit Group

Stone Creek Dining, West Chester, OH

September 25

Cleveland/Akron/Canton Food Suppliers Credit Group

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

October 8

Michiana Credit Association Credit Group

Lucchese's Restaurant

October 8

Electric Industrial Supply Credit Group

Pietro's, Grand Rapids MI

October 9

West Michigan Heating & Plumbing Wholesalers Credit Group

Brann's, Grand Rapids MI

October 10

Columbus Wholesale Electric Credit Group

NACM Connect Connect Conference Room, Dayton, OH

October 15

Indiana Electrical Suppliers Credit Group

Becker Conference Room, Indianapolis, IN

October 15

Automotive Suppliers Credit Group

Conference Call

October 16

Indianapolis Building Trade Suppliers Credit Group

Blueberry Hill, Indianapolis, IN

October 16

Metal Service Center Credit Group

Antonio's, Canton MI

October 17

Michigan Electric Supply Credit Group

Mojave Cantina, Clawson MI

October 17

Cincinnati Dayton Wholesale Electric Credit Group

Century Inn, Cincinnati, OH

October 18

Fort Wayne Building Materials Credit Group

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

October 23

Plumbing & Heating Wholesalers Credit Group

Blueberry Hill, Indianapolis, IN

October 23

Cincinnati Construction Suppliers Credit Group

U NO's Pizzeria & Grill, West Chester, OH

October 23

Cleveland/Akron/Canton Food Suppliers Credit Group

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

NACM Connect - Nebraska Local Industry Credit Group Meetings DATE

GROUP

MEETING LOCATION

September 10

Omaha Builders Credit Group

Teleconference

October 8

Omaha Builders Credit Group

Teleconference

THE INTERCONNECTION

SEPTEMBER/OCTOBER 2019

PAGE 28

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

GROUP

MEETING LOCATION

September 6

Mid Missouri Construction Credit Group

Bartolino's, St.Louis, MO

September 10

Midwest Regional Agricultural Credit Group

Il Bel Lago

September 17

Midwest Regional Food Credit Group

NACM Missouri Office, Creve Coeur, MO

September 17

KC Building Credit Group

Hereford House

September 18

Electrical Distributors Credit Group

Bartolino's, St.Louis, MO

September 20

Refrigeration & Warm/Cool Air Credit Group

Bartolino's, St.Louis, MO

October 10

Kansas City Builders Credit Group

TBD

October 15

Midwest Regional Food Credit Group

NACM Missouri Office, Creve Coeur, MO

October 15

Caterpillar Dealer Credit Group

Conference Call

October 18

Refrigeration & Warm/Cool Air Suppliers Credit Group

Bartolino's, St.Louis, MO

October 23

Gateway Electric Credit Group

Bartolino's, St.Louis, MO

NACM Connect - New York Local Industry Credit Group Meetings DATE

GROUP

MEETING LOCATION

September 10

Western NY Food & Beverage Supply Credit Group

Ilio DiPaolo's Buffalo,NY

September 11

Rochester Plumbing Credit Group

Conference Call

September 13

Buffalo Building & Construction Credit Group

Eagle House Buffalo, NY

September 16

Erie Building Credit Group

Ruby Tuesday's Erie, PA

September 17

Central New York Building Credit Group

Coleman's Syracuse, NY

September 19

Rochester Building Group

Cerame's Rochester,NY

September 24

Buffalo Plumbing & Electric Credit Group

Eagle House Buffalo, NY

October 8

Western New York Food & Beverage Supply Credit Group

Ilio DiPaolo's Buffalo, NY

October 9

Rochester Plumbing & HVAC Credit Group

Conference Call

October 11

Buffalo Building & Construction Credit Group.

Eagle House Buffalo, NY

October 14

Albany Building Credit Group

Scarborough's Albany, NY

October 15

Central New York Building Credit Group

Coleman's Syracuse,NY

October 17

Rochester Building Credit Group

Cerame's Rochester,NY

October 18

International Benchmarking

Sport O Kings Batavia,NY

October 22

Buffalo Plumbing & Electric Credit Group

Eagle House Buffalo, NY

NACM Connect - Pennsylvania Local Industry Credit Group Meetings DATE

GROUP

MEETING LOCATION

September 10

Food Credit Group

Bravo Restaurant, W Homestead, PA

September 11

Building Trades Credit Group

Matzoni's, Altoona, PA

September 17

Construction Credit Group

Bravo Restaurant, Cranberry Township, PA

September 18

Plumbing & Heating Credit Group

Walnut Grill, Wexford, PA

September 24

Electrical Suppliers Credit Group

Bravo Restaurant, W Homestead, PA

October 8

Food Credit Group

Bravo Restaurant, W Homestead, PA

October 9

Building Trades Credit Group

Matzoni's, Altoona, PA

October 15

Construction Credit Group

Bravo Restaurant, Cranberry Township, PA

October 16

Plumbing & Heating Credit Group

Walnut Grill, Wexford, PA

October 29

Electrical Suppliers Credit Group

Bravo Restaurant, W Homestead, PA

THE INTERCONNECTION

SEPTEMBER/OCTOBER 2019

PAGE 29

Event Calendar DATE

EVENT

LOCATION

TIME

PRESENTER / INSTRUCTOR(S)

September 9

NACM Connect Ohio – West Chester Roundtable Discussion

Uno’s Pizzeria & Grill West Chester, OH

11:30 a.m. – 1: 30 p.m.

Rob Folland

September 10

NACM Connect Ohio – Toledo Credit 101 (Class 1)

Toledo / Sylvania Township Branch Public Library, Toledo, OH

3:30 p.m. – 6:30 p.m

September 10

NACM Connect Illinois – Rolling Meadows The Mentor/Mentee Leadership Program

NACM Connect Rolling Meadows, IL

4:30 p.m. – 6:30 p.m.

September 11 & 12

NACM Connect Missouri – St. Louis NACM Connect Credit Conference

Orlando’s Banquet & Event Center Maryland Heights, MO

7:30 a.m. – 4:30 p.m.

September 12

NACM Connect Ohio CREDIT 101 (Class 2)

Toledo / Sylvania Township Branch Public Library, Toledo, OH

3:30 p.m. – 6:30 p.m

September 17

NACM Connect Ohio – Columbus Creating The Perfect Credit Policy Seminar

STAR LEASING CO. Columbus, OH

8:30 a.m. – 12:00 p.m.

Thomas Fawkes, Esq. & Brian Jackiw, Esq.

September 18

NACM Connect New York – Buffalo Roundtable Discussion

Original Pancake House Williamsville, NY

9:00 a.m. – 10:30 a.m.

Mike McSparron

September 18

NACM Connect Illinois – Rolling Meadows Emerging Leaders Roundtable

NACM Connect Rolling Meadows, IL

12:00 noon – 1:30 p.m.

Patrick Nelson & Brendon Misik, CCE,CICP

September 19

NACM Connect Indiana – Fort Wayne Roundtable Discussion

Don Halls Gas House Restaurant Fort Wayne, IN

11:30 a.m. – 1:30 p.m.

Chere Frettinger

September 20

NACM Connect Illinois Social Event – West Chicago Illinois Golf Outing

St. Andrews Golf & Country Club West Chicago, IL

12: 00 p.m.

September 24

NACM Connect Michigan – Grand Rapids Antitrust Implications for You and Your Company Seminar

Behler Young Co. Grand Rapids, MI

9:00 a.m. – 12 :00 p.m.

September 25

NACM Connect Michigan – Grand Rapids Credit 102

Behler Young Co. Grand Rapids, MI

9:00 a.m. – 4:00 p.m.

September 25

NACM Connect Michigan – Livonia Antitrust Implications for You and Your Company Seminar

Behler Young Co. Livonia, MI

9:00 a.m. – 12:00 p.m.

Wanda Borges

September 26

NACM Connect Wisconsin – Sheboygan Best Practice Discussion Group

Riverdale Country Club Sheboygan, WI

12:15 p.m. (Lunch)

Aaron LeHew

September 26

NACM Connect Ohio – Newport NACM Connect Ohio Member Social Event – BB Riverboat Cruise

Newport Landing Newport, KY

7:00 p.m. – 9:30 p.m.

October 8

NACM Connect Ohio – Toledo Credit 102 (Class 1)

Toledo / Sylvania Township Branch Public Library Toledo, OH

3:30 p.m. – 6:30 p.m.

October 9

NACM Connect Illinois – Rolling Meadows CREDIT 101 | Available through Live Videoconferening

NACM Connect Rolling Meadows, IL

9:00 a.m. – 4:00 p.m.

Richard Bellis, CCE

October 9

NACM Connect Ohio – West Chester Roundtable Discussion

Uno’s Pizzeria & Grill West Chester, OH

11:30 a.m. – 1:30 p.m.

John Hoffert

October 10

NACM Connect Michigan – Grand Rapids Roundtable Discussion

Brann’s Steakhouse & Grille Grand Rapids, MI

11:30 a.m. – 1:30 p.m.

Jessica Henderson

October 10

NACM Connect Indiana – Elkhart Roundtable Discussion

Welch Packaging Group Elkhart, IN

11:30 a.m. – 1:30 p.m.

April Prebys CBA

October 10

NACM Connect Ohio – Toledo Credit 102 (Class 2)

Toledo / Sylvania Township Branch Public Library Toledo, OH

3:30 p.m. – 6:30 p.m.

October 15

NACM Connect Ohio – Beachwood Letters of Credit Seminar

Omnova Solutions Inc Beachwood, OH

9:00 a.m. – 1:00 p.m.

October 16 & 17

NACM Connect Illinois – Rolling Meadows NACM Connect Credit Conference

Meridian Banquet & Conference Center Rolling Meadows, IL

7:30 a.m. – 4:30 p.m.

October 16

NACM Connect New York – Buffalo Roundtable Discussion

Original Pancake House Williamsville, NY

9:00 a.m. – 10:30 a.m.

October 23

NACM Connect Michigan – Grand Rapids Credit 103

Behler Young Co. Grand Rapids, MI

9:00 a.m. – 4:00 p.m.

October 24

NACM Connect New York – Rochester The Reluctant Collector – Seminar

Rochester Marriott - Airport Rochester, NY

9:30 a.m. – 3:30 p.m.

Tim Paulsen

October 24

NACM Connect Michigan – Livonia Roundtable Discussion

Behler Young Co. Livonia, MI

11:30 a.m. – 1:30 p.m.

Jason MacDougall

THE INTERCONNECTION

Wanda Borges

Deborah Montgomery & Tammy Gabor

TBA

SEPTEMBER/OCTOBER 2019

PAGE 30

NACM Connect

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

INDIANA • MICHIGAN • OHIO CREDIT 101 MICHIGAN Grand Rapids

OHIO Toldeo

CREDIT 102

CREDIT 103

September 25

October 23

October 8 & 10 3:30 p.m. - 6:30 p.m. (Each Class)

November 12 & 14 3:30 p.m. - 6:30 p.m. (Each Class)

Behler Young Co. 4900 Clyde Park Ave. SW Grand Rapids, MI 49509 Toledo / Sylvannia Township Branch Public Library 3900 King Road Toldeo, OH 43617

September 10 & 11 3:30 p.m. - 6:30 p.m. (Each Class)

Illinois Classes – Also Available via Live Videoconference! Illinois Credit 101, 102 & 103 Classes

Registration Information

Credit 101

Class Time 9 a.m. – 4 p.m.

• October 9

Credit 102 • November 6

Credit 103 • December 11

Location

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

$460 per class Non-Members

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

SEPTEMBER/OCTOBER 2019

PAGE 31

Institute of Credit (IOC)

Institute of Credit

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

2019 Exam Review Class Schedule

Instructor

CBA

Thursday October 3

John Jaeger, CCE

Location

NACM Connect 3005 Tollview Drive Rolling Meadows, IL 60008

Time

5 - 8 p.m. CST

Tuition

$125 per class One Coupon Accepted

CBF Thursday September 26

CCE

Tuesday October 1

Available to participate via Phone Conference! 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, 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.

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

SEPTEMBER/OCTOBER 2019

PAGE 32

Illinois

Introducing a new Full Circle Mentor/Mentee Leadership Program. Designed for Members by Members, this unique program will be developed and structured based on the needs and desires of the participants.

DRIVEN BY YOU!

►

Improve Your Skills

►

Elevate Your Leadership Training

►

Inspire Younger Generations

►

Collaborate on New Ideas

►

Assist in Career Development

►

Build Relationship in Your Field

NEW PROGRAM

Join Us TUESDAY September 10

4:30 - 6:30 p.m. ► Set

the agenda for the next 3 meetings

(including what, where, when)

► Overview

of topics ► Q&A session Register online at nacmconnect.org/calendar/ First meeting held at: NACM Connect | 3005 Tollview Drive Rolling Meadows, IL 60008 Contact: Leslie Harrison, SPHR, CGA 847.483.6485 leslie.harrison@nacmconnect.org

THE INTERCONNECTION

FOR YOU BY YOU! SEPTEMBER/OCTOBER 2019

PAGE 33

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.

NACM Connect

$25

(One coupon per person, per meeting is accepted)

Wednesday,

September 18 | 12:00 p.m. – 1:30 p.m.

Best Practices in Credit

Each roundtable will be co-moderated by: 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! 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.

│ 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 nacmconnect.org While registering online, you will have the opportunity to choose your payment method. We are happy to take a credit card online or invoice you. You will also have the opportunity to apply coupons as allowed. Cancellation Policy: Cancellations must be received in writing, via fax, email or mail, no later than two weeks prior to the event date to qualify for a full refund. Cancellations received later than two weeks prior to the event date do NOT qualify for a refund of registration fees. Sorry, phone cancellations cannot be honored. If you have any questions, please email info@nacmconnect.org.

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

SEPTEMBER/OCTOBER 2019

PAGE 34

Indiana

September 2019 Indiana

WHAT MAKES A GOOD CREDIT REVIEW? Moderator: Chere Frettinger / OmniSource LLC

Thursday, September 19 Time: 11:30 a.m. – 1:30 p.m.

Location Don Halls Gas House Restaurant 305 East Superior Street Fort Wayne, IN 46802

• • • • •

What is the purpose? Risk Mitigation What are the components? What does the information tell you? What resources do you use?

Roundtable discussions are a great opportunity to review, discuss, question and learn best practices with credit professionals of countless experience and backgrounds,

Cost per Meeting

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.

One coupon per person is valid. Lunch included.

- Chuck Levy, CCE, Credit Manager, Fabick CAT

$30 Members, $60 Non-members

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

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

SEPTEMBER/OCTOBER 2019

PAGE 35

Indiana

October 2019 Indiana

COLLECTION STRATEGIES Moderator: April Prebys, CBA / Ferguson Enterprises, Inc.

Thursday, October 10

Collection Techniques and Strategies • Know the Prospect/Account and The Potential Dollar Value

Time: 11:30 a.m. – 1:30 p.m.

• Be Aware of the Payment History

Location

• Have an Airtight Credit App with Terms of Agreement, PG and Signatures

Welch Packaging Group 1020 Herman Street Bldg. #1020 Elkhart, IN 46516

• If It Doesn’t Feel or Smell Right, Don’t Offer Terms • If It’s an Existing Customer and They aren’t Paying Within Terms It’s a Great Time to Talk to Them About Expectations

Cost per Meeting

• Have A Defined Collection Policy and Process

$30 Members, $60 Non-members

• Talk in Specifics, Not Generalities. Leave Nothing for the Debtor to Assume • Handle Excuses Professionally

Collection Measurements • DSO • CEI • Average Days Delinquent

One coupon per person is valid. Lunch included. 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.

• Bad Debt to Sales

- 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

SEPTEMBER/OCTOBER 2019

PAGE 36

Michigan

October 2019 Michigan

CUSTOMER PORTALS Moderator: Jessica Henderson / BISSELL Homecare, Inc.

Thursday, October 10 Time: 11:30 a.m. - 1:30 p.m.

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.

Come join us to discuss how you and your company deal with customer portals! • Portal Entry • Payments and Remittance Information • Changes in Collection methods- i.e. less calls and emails? • Disputes and Dispute Processes • Benefits/Challenges • Sales, Operations and Collector Functions/Responsibilities 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.

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

SEPTEMBER/OCTOBER 2019

PAGE 37

Michigan

October 2019 Michigan

OPEN NETWORKING FORUM Moderator: Jason MacDougall, CBA/Behler Young Company

Thursday, October 24

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

Location

Behler-Young Company 31899 Glendale St Livonia, MI 48150

Cost per Meeting

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

COME JOIN US!! We are having an Open Networking Forum on a variety of topics that you bring to the table. 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

SEPTEMBER/OCTOBER 2019

PAGE 38

New York

2019 Eastern/Western New York

ROUNDTABLE DISCUSSION SERIES Payment Plan Ideas & Options Buffalo - August 21 Moderator: Anthony Mitchell, CBA Crop Production Services st

Benefits of NACM Buffalo - September 18th Rochester - September 19th Moderator: Mike McSparron Admar Supply

Letters of Credit & UCCâ&#x20AC;&#x2122;s Buffalo - October 16th Rochester - October 17th Moderator: TBA

Buffalo Location

Original Pancake House 5479 Main Street 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. 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

Please select each meeting you plan to attend. All meetings are from 9:00 â&#x20AC;&#x201C; 10:30 a.m. EST Attendance at this roundtable discussion is worth .15 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

SEPTEMBER/OCTOBER 2019

PAGE 39

Ohio

September 2019 Ohio

BEYOND IN-HOUSE COLLECTIONS: ATTORNEYS, AGENCIES, BANKRUPTCY Speaker: Rob Folland, Barnes & Thornburg LLP

Monday, September 9 Time: 11:30 a.m. – 1:30 p.m.

Location

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

Cost per Meeting

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

• When is it time to contact outside counsel? • What can outside counsel do to motivate payment on a large receivable? • When is bankruptcy a better option for creditors than go it alone with collection efforts? • Receiving payment on your claim after a bankruptcy filing? 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

SEPTEMBER/OCTOBER 2019

PAGE 40

Ohio

October 2019 Ohio

THE USE OF SOCIAL MEDIA AND THE INTERNET IN THE CREDIT AND COLLECTION DEPARTMENT Moderator - John Hoffert / Formica Group

Wednesday, October 9 Time: 11:30 a.m. – 1:30 p.m.

Location

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

Cost per Meeting

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

• Use as a Tool for Collection Activities • Use as a Tool for Credit Activities • What sites are the most commonly used? • What can they tell you about a customer ? • What are Red Flags to look for? 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

SEPTEMBER/OCTOBER 2019

PAGE 41

Ohio

October 2019 Toledo

CREDIT AND COLLECTION PRACTICES 101 Moderator: Susan Hartman Muska, Esq / Attorney at Law

Wednesday, October 30

• •

Registration Deadline: October 22

•

Location

• •

Master Chemical Corp 501 W Boundary Perrysburg, OH 43551-1200

• •

Time: 11:30 a.m. – 2:00 p.m.

What credit information do you have about your customer? Do you have enough information to assist in collection of past due receivables if the customer defaults? Learn about getting the right information "up front" -- How to gather the information and why it is important? When should an account be turned over to collection? What does it mean to "go legal", and what role do you play then? Was there an account that could/should have been collected, but wasn't, because of something you did not know then and would like to know now for the "next time"?

Cost per Meeting

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.

One coupon per person is valid. Lunch included.

- Chuck Levy, CCE, Credit Manager, Fabick CAT

$30 Members, $60 Non-members

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

SEPTEMBER/OCTOBER 2019

PAGE 42

Wisconsin

EASTERN WISCONSIN BEST PRACTICES DISCUSSION GROUP We understand that information in today’s credit world is vital. Participating in a Best Practices Discussion Group will provide you with credit-specific education, contacts in the local credit community and the opportunity to share ideas with fellow colleagues. About the Best Practices Discussion Group Unlike traditional credit groups, the NACM Connect Indiana Best Practices Discussion Group is not industry specific. Your entire company may attend each meeting including your associates, members of the credit department and even the CEO of your organization. Any NACM Connect member company is welcome to join the group. Each meeting will discuss best practices and no specific customers will be mentioned. About the Group Meetings Four times each year, the Best Practices Discussion Group will hold a roundtable discussion. Local meetings will be held in the Sheboygan/Kohler/Plymouth Manitowoc/Fond du Lac area. We will focus on various credit–related topics relevant to today’s business professional. NACM personnel, a member company or guest speaker will facilitate a lunch meeting.

Objectives of the Best Practices Discussion Group • Determine necessary improvements for your credit and/or accounting departments and organization.

Next Meeting Topic: The 7 Worst Practices in AR Guest Presenter: Aaron LeHew Esker Inc. Middleton, WI Date: Thursday, September 26 12:15 p.m. (lunch) Location: Riverdale Country Club 5008 South 12th Street Sheboygan, WI 53081 Information or to Register: Please contact Frank Schetski at frank.schetski@nacmconnect.org or 414.232.4565

• Analyze how other organizations achieve high performance levels. • Use gathered information to enhance your company’s performance.

THE INTERCONNECTION

SEPTEMBER/OCTOBER 2019

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The InterConnection

800.935.NACM

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