2016 November/December InterConnection by NACM Connect

The InterConnection VOLUME 4

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ISSUE 6

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NOVEMBER/DECEMBER 2016

Credit Conference Calendar Continues in 2016 As of this writing, three of the four NACM Connect regional 2016 credit conferences are under our belt. This has been a particularly good conference season for us, thanks to the many committee members, attendees and speakers we were so fortunate to have this year. We began in September with the NACM Eastern Regional Conference in Rochester, NY. Chris Kuehl opened the conference with his thoughts on the economy and the possible effects of the upcoming election. Over the two-day event, 15 additional topics were presented by speakers ranging from the local membership to the West Coast, including all-time NACM favorites such as Bruce Nathan, Tom Fawkes, Brian Jackiw and Ron Sereika, to name a few. Kevin Burke, CCE and Director of Credit & Finance at Erie Materials commented, “The NACM Upstate New York’s most recent regional conference was a great mix of education and networking that provided local credit professionals a chance to see what NACM offers.” We know that many companies aren’t in a position to send their credit teams to Credit Congress every year, and the regional conferences are a great and more affordable way to get some of the same opportunities on a local level. The NACM Midwest Conference in Rolling

Meadows, Illinois saw record attendance once again this year. As our largest market, the Rolling Meadows conference is always the largest of the four NACM Connect offerings. This year we had over 175 credit professionals attend and participate in the 21 educational sessions offered. Several contests, raffles and exhibit hall entertainment gave attendees a chance to unwind after a busy day of learning, and many members went home with some great prizes from the raffles as well as the silent auction. With one more conference yet to come, the tallies aren’t finished yet for the amount of money raised to award scholarships in 2017, but thanks to the efforts of the committee, the generosity of our members and the many member donors we know we will hit our goal. A special thanks goes out to member companies Uline and Chamberlain for donating the prizes for the main raffle, $700 in American Airline and Marriott travel awards, a Weber grill and an Amazon Echo. The spirit of St. Louis was alive at the NACM Gateway Conference, held on October 25 & 26 in Maryland Heights, MO. Early feedback has been quite positive, especially for our keynote speaker, John O’Leary, a

motivational speaker who, as a boy, was burned over 100% of his body. His inspi-

rational message left many in tears and all recharged about the way they look at life and its blessings. Still to come – the NACM Midwest Regional Conference which will be held in Cleveland, Ohio on November 9 & 10. To bring the conference season full circle, Chris Kuehl will be our ending keynote in Cleveland two days after the election. If you are in the area I’m sure you won’t want to miss his remarks. Photos of the conferences can be seen on pages 13 - 15 of this newsletter. ■

Need Financial Assistance for NACM Connect Classes? Start planning now to apply for a Robert L. Vodraska Scholarship! Every year from January 1 through March 1 the NACM Connect Education Department accepts applications from its members for scholarships to be used during our next fiscal year, which in this case will be April 1, 2017 through March 31, 2018. The scholarship applications can be found in the January/ February edition of the Interconnection newsletter, or online at any of the NACM Connect websites. The Robert L. Vodraska Scholarship Foundation was established in 2009 to

assist credit professionals with the cost of continuing education, particularly for those whose companies do not pay for outside education. Since it's inception, we have awarded nearly $48,000 in scholarships to our members. Scholarships can be used for any of the NACM Connect sponsored classes, seminars, webinars, conferences, and annual meetings. Scholarships can also be used to cover National’s exam fees.

For classes, students must pass with a minimum of a grade of C or reimburse the Foundation. Courses must be successfully completed within one year of receiving the scholarship and each applicant is eligible for one scholarship per year. Applications are reviewed by and final disbursements of awards are granted by the NACM Connect Scholarship Committee. The Scholarship Foundation is funded through the activities of our members from cash donations to silent auction donations to selling raffle tickets. If you are interested in making a tax-deductible contribution, please contact Lillian Novak at 847.483.6478 or at lillian.novak@ nacmconnect.org. ■

2015-2016

Board of Directors

Chairperson Lawrence O'Brien, CCE, ICCE Potash Corporation Vice Chairperson John Fahey, CCE Edward Don & Company Treasurer Kurt Albright Uline, Inc. Directors—Terms Ending 2017 Larry Durrant, MBA, CCE, ICCE UPM Kymmene, Inc. Brent Heizelman Mid-Kansas Cooperative Association Deborah Kelly, CCE Knaack Manufacturing Company Dawn Wallace Cook, CCE Newton Manufacturing Company Directors—Terms Ending 2018 Ed Cohen, MBA North American Corporation Larry Grogan, CCE BP Products North America Larry Lipschutz, CCE, CICP French Gerleman Patrick Nelson, MBA ACCO Erica White, CCE Ferguson Enterprises Directors—Terms Ending 2019 Rob Hanus Carhartt, Inc. Mike Hill, CCE Mitek USA, Inc. David Sperduto, CCE VP Supply Corp. Rich Weiss, CBA Jaeckle Distributors

In This Issue Upcoming Events

Features Credit Conference Calendar Continues

NCS Lien Seminars

Need Financial Assistance for Classes?

Webinar - Credit Insurance

Institite of Credit Class Schedules

Webinar - OH & MI Lien & Bond

New Members and Reps

Webinar - Indiana Lien & Bond

New Team Member Welcomed

Webinar - Keeping Credit Relevant

NACM Midwest Golf Outing Photo Gallery

SAP Users Group Meeting

Financial Statement Analysis I

Illinois Construction Stuff and Stuff

Dissecting the NACM Connect Website

Collections Training Seminar

NACM Southwest Collections Giveaway

Gateway Region Open House & Toy Drive

Roundtable - Designations Matter

Roundtable - Technology in the Credit World

Roundtable - Credit/Collections Best Practices

Roundtable - Is 60 days the new 30 days?

Basic Financial Accounting Class

Great Lakes Region Credit Classes

Public Records Bulletin Services

Wisconsin Best Practices Credit Group

Thank you to Sponsors and Donors

Upstate NY Conference Photo Gallery

Midwest Conference Photo Gallery

Gateway Conference Photo Gallery

Improve Collecting Late Payments without Severing Customer Relationships

Institute of Credit Class Schedule

Credit Class Schedule and Class Photos

Roundtable - The Customer from Hell

The Unique Credit Risk of a Customer Filing a Second Chapter 11

Roundtable - Conversation with a CEO

Gateway Region Baseball Event Photos

NACM National Webinars & Teleconferences

Caine & Weiner Giveaway Winners

More Services for Data Contributors

Credit Group Meeting Calendars

Event Calendar

President Phillip J. Lattanzio, CCE NACM/Chicago-Midwest Secretary Kerry Jensen, CPA NACM/Chicago-Midwest Councilor Chris Alix, ICCE The Chamberlain Group

Editorial Staff

Editor Sue Daniels Senior Marketing Administrator Associate Editors Lillian Novak, CGA V.P. of Education and Marketing Margaret Krafft Marketing Coordinator

THE INTERCONNECTION

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 2016

PAGE 2

Education Digest

Institue of Credit (IOC) 2016/2017 Fall/Winter Schedule - Register Now Start the process of earning your professional designation and register today for the NACM Connect Institute of Credit (IOC) Quarter that begins in September/October of 2016. If you

would like more information, please contact the NACM Connect Education Department at 800.935.6226 or email Lillian Novak at lillian.novak@nacmconnect.org.

CBA (Credit Business Associate) Course Schedule Each of these courses fulfills one of the CBA certification requirements.

Financial Statement Analysis I

Four-day, 12/5 - 12/8

Omaha, NE

Basic Financial Accounting

Thu & Sat, 12/3-2/9

Columbus, OH

Basic Financial Accounting

Thursdays, 1/5 - 3/9

Rolling Meadows, IL

Financial Statement Analysis I

Mondays, 1/16 - 3/20

Elkhart, IN

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

Exam Review Classes 2016 Exam Review Class Schedule (Exam Dates are Below) All Exam Reviews can be done via Teleconference.

Review Class

Review Date

CBA

Monday, February 13

CBF

Monday, February 6

CCE

Tuesday, February 7

Exam Dates and Paperwork Deadlines Application and Paperwork Deadlines Monday, September 12, 2016

Exam Dates Monday, November 7, 2016

Monday, January 9, 2017

Monday, March 6, 2017

Monday, April 17, 2017

Sunday, June 11, 2017 (Credit Congress)

Monday, May 29, 2017

Monday, July 24, 2017

Monday, September 11, 2017

Monday, November 6, 2017

Web Seminar Schedule NACM Connect is now offering web seminars as part of our education and training initiative.

Webinar Topic

Date

Page

Supporting Better/Faster Credit Decisions with Better Information â&#x20AC;&#x201C; Trade Credit Insurance

Nov 8

The State of the Ohio / Michigan Lien and Bond Statutes

Dec 6

The State of the Indiana Lien and Bond Statutes

Dec 6

Keeping Credit Relevant in a Time of Finance Transformation

Dec 8

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NOVEMBER/DECEMBER 2016 PAGE 3

NACM Great Lakes Region M AC gion ce N 16 Re eren 20 tral f on Cen it C d Cre

F T I ED

8:15 – 9:15 a.m. 9:45 – 11:00 a.m.

Cro

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R E V la eve

t Sou

Cl 9-10 a laz OH ber

, vem ence o N nd e p e Ind

Wednesday - November 9

Teaching Staﬀ to Become Self-Motivated - Keynote Speaker: Susan Fee, Lakeshore Counseling Services Sales and Credit Working Together (Best Practices and Legal Considerations) David Feigenbaum, CCE, Kichler Lighting; Scott Blakeley, Blakeley & Blakeley

The Power of Portfolio Analytics and how it can help Credit, Sales and Strategy Bob O’Brien, Dun & Bradstreet

News from NACM National Chris Ring, NACM National; Robin Schauseil, CAE, NACM National

New Tools and Features of the National Trade Credit Report Phil Lattanzio, CCE, President & COO, NACM Connect Gina Calabrese-Sylvester, Executive Vice President, NACM Tampa

1:30 – 2:45 p.m.

Spotting and Reacting to the Warning Signs of Financially Distressed Customers: Dodging the Bankruptcy Bullet Bruce Nathan, Esq., Lowenstein Sandler PC

Updates on Credit Card Surcharging Matt Fluegge, Vantiv; Scott Blakeley, Blakeley and Blakeley

3:15 – 4:30 p.m.

Combatting Overridden Credit Decisions Panel: Caroline Perkins, CCE, Mickey Thompson Performance Tires; Susan Thomas, CBA, Eli Lilly & Co.; Larry LePage, CCE, Kirby Risk Corp.

Trade Credit Insurance Chris Baker, Euler Hermes

11:30 a.m. – 12:30 p.m.

8:30 – 9:45 a.m.

Thursday - November 10

Antitrust Traps for the Unwary: A Discussion of Lawsuits Impacting the Credit Grantor and a Practical Approach to “Meeting Competition” Wanda Borges, Esq., Borges & Associates

Deep Dive into Ratios Susan Thomas, CBA, Eli Lilly & Co.

Identifying Customers’ Red Flags Panelists: Caroline Perkins, CCE, Mickey Thompson Performance Tires; Curt Johnson, CCE, S. Abraham & Sons, Inc.; Michelle Norton, Moen Inc.

Using Social Media in the Credit Department Thomas Fawkes, Esq., Goldstein & McClintock; Brian Jackiw, Esq., Goldstein & McClintock

1:00 – 2:15 p.m.

Sales and Use Tax Audits – Emphasis on Ohio Matthew Stamp, JD, LLM, GBQ Partners, LLC

Championing Change Judy Wagner, CCE, Roche Diagnostics.

2:15 – 3:15 p.m.

That Was Fun-Now What? The Economy in 2017 - Keynote Speaker: Chris Kuehl, Armada Corporate Intelligence

10:15 – 11:30 a.m.

Indiana - Michigan - Ohio

Conference registration and details at www.nacmgreatlakesregion.org To opt out of further faxes contact susan.daniels@nacmconnect.org

THE INTERCONNECTION

NOVEMBER/DECEMBER 2016

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NACM Connect

NACM Connect New Members and Representatives New Members Christina Xu Anixter, Inc.

Lisa Tarvin Jason, Inc.

Taylor Lubbers Nucraft Furntiure Comapny

Sharon Napravnik Anixter, Inc.

Haether Duncan Jason, Inc.

Lori Arutunjan Reid Petroleum Corp.

Scott Lewis API Foils. Inc.

Kelsey Cassidy Jason, Inc.

Trish Galipeau Ryerson Canada Inc.

Laurie Anderson Funko, LLC

Taryn Wagers Jason, Inc.

Sandra Blane Ryerson Canada Inc.

Christin Zamecnik Convergent Technologies

Joseph Lange Joseph Lange

Beth Rieman Unverferth Manufacturing Co., Inc.

Terry Lange Industrial Distribution Group IDG

Patti Dykstra Curv Rite Aluminum Edging Systems

Mary Ann Dutcher LafargeHolcim US

James Miller West Corporation

John Hagan Linglong Americas, Inc.

David Edwards West Corporation

Steven Zhao Linglong Americas, Inc.

Jim Nugent West Corporation

Davis Ogilvie Anixter, Inc. Leonel Vargas Anixter, Inc. David Ross Arlington Masonry Supply, Inc.

Mike Hogan Credit Manager Peggy Wegner Elkay Manufacturing Co. Margaret Sarafiny Hellenbrand Inc. Sherilyn Lukas Hickey Freeman Tailored Clothing Adrian Grom Indorama Ventures Ed Buchanan Jason, Inc.

Carol Burke Materials Resources

Sue Hlady International Master Products, Inc. Christa Perello New Era Cap Co., Inc. Thomas Knabb Nisbet, Inc. Deb'e Turnbull Porter Wright Morris & Arthur

Rick Curtis Midwest Bankcentre

New Representatives

Brian Maruyama Nicor Gas Company

Mary Lichter Ace Metal Crafts Co.

Jaci Stone West Corporation

Lee Asher Northscape International

Stephanie Ried Alvogen

Wayne Hoffman Winthrop Supply Co Inc.

Carol Rickel Nova WIldcat Bulldog, LLC

Sherin Aly Anixter, Inc.

Jason Richmond Ruple of Ohio, Inc.

JustinElliott

NACM Connect Welcomes New Team Member Justin Elliott joins the NACM Connect staff as the Membership Consultant for the State of Michigan. In this role, Elliott will be responsible for new membership growth, retention and support in Michigan as well as serve as Group Administrator for the Detroit-area Industry Credit Groups. He looks forward to helping members through effective and efficient communication and partnership with the Association experts. An Accounting Major from Walsh University in Canton, Ohio, Elliott also holds a JDBusiness Transactions from the Thomas Cooley Law School in Lansing, Michigan. He has successfully spent the last twelve THE INTERCONNECTION

years in the banking industry in various roles including management, business development, private banking, business banking, business lending and treasury management. Elliott, originally from Wooster, Ohio, now resides in White Lake, Michigan with his wife and two step-children. He is an accomplished piano player and enjoys spending time with family, including their two dogs Lily and Lexie. He is excited to be joining our great team. Elliott can be reached at 248.607.6786 or at Justin.elliott@nacmconnect.org. â&#x2013; NOVEMBER/DECEMBER 2016 PAGE 5

NACM Midwest - Illinois

NACM Midwest Fall Golf Outing

SEPTEMBER 23 THE INTERCONNECTION

NOVEMBER/DECEMBER 2016

PAGE 6

News

Illinois Construction Stuff and Stuff By Norm Cowie, CCE Certain things can ruin your day. Like that pin-headed little jerk who passes you on the shoulder before a merge. Or the minor little fender-bender in the parking lot in front of the Hallmark Gift store, the little fender-bender being your fault … … or the bankruptcy notice you receive on the contractor … … who happens to owe you more than half a million bucks. Guh. The customer in question broke promises right up until filing, so you could say I wasn’t entirely taken by surprise. It was obvious the company was distressed because there were a few nsf’s in the months leading up to the bankruptcy. Which leads me to my first point. It’s a standard practice to exchange a waiver for a check, but keep in mind that when you are being paid by a check, you aren’t at that time receiving actual payment. A check is simply a written contractual promise to pay on a negotiable instrument. Yet the waiver you gave the customer … maybe, perhaps, generally or even lieutenantally… doesn’t have any such restrictions on it. It usually says something like, ‘… in consideration of such and such dollars, the receipt whereof is hereby acknowledged, does hereby waive and release any and all lien or claim…” In other words, the document you gave him immediately releases your rights, while the document he gave you simply promises his bank will pay you from funds that hypothetically he should have on account there. And that doesn’t always happen, does it? So exchanging a check for waiver can be risky. One way to fight this is by using restrictive language in your waiver like, “upon clearance of check,” which we started doing once we learned some of his checks could be dribbled. At the same time we also started making sure we gave him a waiver for every payment. I know this seems counter-intuitive, but it really was counter-counter intuitive. We THE INTERCONNECTION

could use the waivers to fight any preference claims with the ‘contemporaneous exchange’ defense allowed in bankruptcy. Furnishing waivers proved we released our rights at the time we received payment. Court cases have held that simply having lien rights at the time of payment does not satisfy contemporaneous exchange. You have to actually release the rights. We had five open jobs when the bankruptcy notice hit. We immediately sent lien notices on four of them, which were pretty cut and dried. Our lien notices were in time for us to easily obtain payment (well, it took some effort, but we didn’t have to foreclose, so we can say it was easy). If you’re wondering how we could lien these without violating the automatic stay from the bankruptcy, there is nothing that prevents you from filing your liens. You just can’t foreclose until you lift the stay.

ended up obtaining a satisfactory settlement. So remember: the lien law protects you if you protect yourself. Be smart with waivers, don’t miss your lien time, know your rights under the bankruptcy code, and always be careful when you’re pulling out of a parking lot at the Hallmark store. (Last thing: want to learn more about the lien law? Read my new book! It’s available now through NACM Connect at www.nacmconnect.formstack.com/forms/ book_order) Norm www.normcowie.com ■

However, the fifth job, hogging more than 90% of our balance, had some hidden land mines. It was on a large public university. We had one job account set up for the project, but when we pulled the invoices prior to sending our notice, it turned out our material was delivered to more than thirty. Different. Buildings. Argh! Thankfully I gave up caffeine three years ago, or this one might have spiked my pituary gland into convulsions of misery. But it turned out our material upgraded the entire electrical grid for nearly half of the entire university; so naturally, many different properties were involved. What this meant was we were able to lien all of the buildings under one claim for lien, as provided by Section 7 of the lien statutes, which says, “In the event the contract relates to 2 or more buildings on 2 or more lots or tracts of land, then all of these buildings and lots or tracts of land may be included in one statement of claims for a lien.” Boo-ya! The story had lots of twists and turns we won’t have space to discuss here, and it ended up taking two years of fighting a hostile trustee, the secured lendor’s sneaky-tricksty attorney and an ignorant poo-poo head judge, but we

k! oo e b Buy utsht $29.95 J

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. He also has seven 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 w w w. n o r m c o w i e . c o m w h i c h f e a t u r e s p a s t NACM articles.

NOVEMBER/DECEMBER 2016 PAGE 7

NACM connect - Dissecting the Website / NACM Great Lakes Region

The NACM Connect Websites – Log in for Information! complete with hot links to their emails and phone contact information. We make it that easy for you to communicate with your fellow NACM Connect members across the eight state area.

Are you taking advantage of the information available to you as a member of NACM Connect once you log into any of the websites with your unique access code? Firstly, and perhaps most importantly, logging into your Association’s website gives you access to the National Trade Credit Reports. You can search for reports on your customers or prospects, and purchase reports online. Before you purchase a report, there is an indication of the number of tradelines contained in that report, so you know beforehand if you are buying a report with information. As a reminder, the NTCR is a database built by NACM members across the country, and is only accessible to NACM members. Also, your NACM Connect Membership Consultant or Group Administrator can put you in touch with the submitter of any tradeline on a report, regardless of affiliate reporting. You get free reports with your membership – all you have to do to get a sample is log in.

A listing of Board Members and Committee Members are also available. Our Board and Committee members are happy to talk to any of our members about any questions you may have about the Association, or just to network in general. Contact information is included. You will also find back issues of the NACM Connect newsletter and past surveys. If you’d like a guided tour through our website or if you need to learn your access code, please contact your Membership Consultant or Leslie Harrison, Director of Membership at 847/483-6485, leslie. harrison@nacmconnect.org. ■ Behind the “For Members” tab, you will find a roster of all nearly 2,500 members,

NACM Southwest Collections Monthly Giveaway Winners Congratulations to the August and September winners of the NACM Southwest Collections and NACM Connect Monthly Giveaways. The winners for the Great Lakes Region

are listed below. The November giveaway is a $50 The Home Depot gift card and the prize for claims placed in December is a $50 gift card to Banana Republic. Each claim you place with

August Winner

$50 REI Gift Card Great Lakes Region Katie Donahue, Formica Corp.

November Giveaway

THE INTERCONNECTION

NACM Southwest Collections during these months will be eligible for one entry into the drawings. Please support this important partner! ■

September Winner

$50 Coach Gift Card

Great Lakes Region Michelle Chinavare, O&I Transport, Inc.

December Giveaway

NOVEMBER/DECEMBER 2016

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NACM Connect

r Eve

Closes November 11!

2016 Credit Professionals Compensation Survey Turn your knowledge into valuable credit industry data. Please participate.

Timeline

Survey distribution: October 11, 2016 Survey deadline: November 11, 2016 Results published: January 9, 2017

Pricing

Survey participants - $25 Non participants - $200

Questions?

Leslie Harrison, SPHR 847.483.6485

leslie.harrison@nacmconnect.org

NACM Connect is announcing the launch of their first Credit Professionals Compensation Survey. This survey will be the most comprehensive salary study in the Credit Industry, and will include information relevant to credit professionals including designations, certifications and emerging trends in Credit department hiring. The survey will provide detailed information covering compensation information for each credit department position benchmarked. The survey will be conducted/compiled by Management Association of Downers Grove, IL, a firm specializing in secure compensation surveys. We recognize the highly sensitive nature of this information and this way we can assure confidentiality. You will receive an email from the Management Association company inviting you to participate in the survey on October 11th. The survey will remain open for five weeks, and the deadline to participate will be November 11th. The results will be tabulated and are expected to be available for purchase on January 9, 2017 at a discounted rate of $25 to each participating member. Non-participating members can purchase a copy of the results for $200. The survey results are not available to non-members. This survey and its results will be exclusively for member companies of NACM Connect, an affiliate of the National Association of Credit Management.

NACM Connect 3005 Tollview Drive Rolling Meadows, IL 60008 P: 847.483.6400 F: 847.253.6685 www.nacmconnect.org

THE INTERCONNECTION

NOVEMBER/DECEMBER 2016 PAGE 9

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THE INTERCONNECTION

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NACM Connect / NACM Midwest - WIsconsin

Try our Public Records Bulletin Services Published every Friday, "The Public Records Bulletin" offers a synopsis of all commercial suits, liens, bankruptcies and judgments filed in 29 various counties throughout Northeastern Ohio, Mid Ohio, Southwest Ohio, Northern Kentucky, and Indiana. Both parties and amounts involved are listed when available. How much money could your company save if you had someone searching records in each courthouse alerting you to potential problem accounts? As a member of NACM GLR we'll do this for you! Whether your customer is a plaintiff or a defendant, you'll know about: • SUITS - signaling possible financial difficulties • LIENS - alerting you that further investigation is needed • JUDGMENTS - against your customers warning you to monitor the account closely.

• BANKRUPTCY FILINGS - helping you avoid costly credit extensions.

NACM Connect

Public Records Bulletin Services

The Public Records Bulletin will help keep you abreast of suits, liens and judgments involving your commercial customers. For more information, check the resource you wish to explore. If you're not certain which is best for you, email businesscredit@ nacmconnect.org for assistance.

For more information, contact businesscredit@nacmconnect.org

*The accuracy of the reports is not guaranteed. The contents are gathered in good faith and sent

to you by NACM GLR without liability for negligence in procuring, collecting, communicating, or failing to communicate the information so gathered. ■

NACM Midwest/Wisconsin Best Practices Credit Group

October 77 October NACM Midwest members in Wisconsin have a unique tool to help in the sharing of credit-related ideas and the implementation of best practices. The NACM Midwest Wisconsin Best Practices Discussion Group consists of credit managers looking to network and gain practical information in a relaxed yet professional setting. The group meets four times per year for lunch and each meeting consists of a speaker or topic selected by the group for discussion. The objectives of the group include determining improvements for their credit departments and organizations, analyzing how other organizations achieve high performance levels, and sharing ideas with colleagues from similar credit operations. The NACM Midwest Wisconsin Best Practices Discussion Group is open to all members of NACM Midwest. Members from all parts of

If you’re looking for new ideas for your credit department… if you’re looking to maybe learn an extra thing or two about credit best practices… or if you’re looking to network with other state credit managers on a face-to-face basis, then the Wisconsin Best Practices Discussion Group could be right for you.

Best Practices Credit Group members met with Speakers Brian Jackiw and Tom Fawkes from Goldstein & McClintock on October 7th

the state are welcome to join the group and participate. The next meeting of the group takes place on Friday December 16 at Lola’s Restaurant at the Osthoff Resort in Elkhart Lake. The topic will be “International Letters of Credit and Your Specific International Credit Questions”. The lunch meeting will start at 12 noon.

THE INTERCONNECTION

For more information on the group, or if you wish to join us at our December 16 meeting in Elkhart Lake,WI contact Frank Schetski at 414.232.4565 or frank@nacmconnect.org. ■

NOVEMBER/DECEMBER 2016 PAGE 11

NACM Connect

THANK YOU FOR YOUR SUPPORT!

E R

T I D

R E V

ur to o r n tio hei ecia s for t r p ! ap or our spons events w e s ho o s ferenc year' t t e s ree lik Con hi t t d s f l d ou so nd Bra ct w nors a ucces & e n do es on r s r • DunTA tell.com o M C uction n to th C s n Weine ns • U reditn der NA nt A butio o e i l r Si cont S p aine & sactio ing • C kymin

C • C d Tran Staff R) • S c , LL i t s C o e n s T r k a e u n tl (N c in Fu ns s r th A M Se st Bus eport u s o io r o C n ska Solut rp. NA idwe redit R MS o i F C D M C NA o. Home rd Co taffing . n B • rade C l A o I o ti To insey eaboa ness S l Corp . iv • ional T t c n n G nS o u Va Nat usi ationa ts Co ers cts A o B n m t E s rn u ba uc nt l rod . Le Midwe e Inte Prod e e P k l c n c e ng siv Si id B Buildi ols, In ucts ogres tack-O v a d o r S D n dia Klein T ng Pro al P ion r a u c i i a t oup Inc. n n r d a o G l h i r i G t c o u a e O p s, in io T leman .P./OX M-D B CM N c Cor berla esign d u A a A L er N p-V e Cham Zak D o h G f Troy, oods ect O c h C n S h AC Fre len o rting G Conn ies . T Brush p e r n o o H a p er CM eS NA Comp cast C oost c i r u f Sun nc. W Ma n, Inc. mily o I e a iek, Mo ex F n U Prim

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NOVEMBER/DECEMBER 2016

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NACM Upstate New York

NACM Upstate New York Credit Conference

Rochester, NY

2016-2017 Board of Directors (front row) Phil Lattanzio, CCE; Larry Grogan, CCE; Larry O'Brien, CCE, ICCE; Denise Moller, CCE, ICCE; Brent Heizelman, Debbie Kelly, CCE; Chris Alix, ICCE; Larry Lipschutz, CCE, ICCE; Erica White, CCE (back row) Kerry Jensen, CPA; Mike Hill, CCE; Patrick Nelson, MBA; Rich Weiss, CBA; Rob Hanus, Kurt Albright, Larry Durrant, CCE, ICCE.

Incoming Chairperson of the NACM Chicago/Midwest Board of Directors, Larry O'Brien, CCE, ICCE

SEPTEMBER 14 & 15 THE INTERCONNECTION

NOVEMBER/DECEMBER 2016 PAGE 13

NACM Midwest

NACM Midwest Credit Conference

OCTOBER 19 & 20

THE INTERCONNECTION

NOVEMBER/DECEMBER 2016

PAGE 14

NACM Gateway Credit Conference

NACM Gateway Region

OCTOBER 25 & 26

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NOVEMBER/DECEMBER 2016 PAGE 15

NACM Connect

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To make an online request for your consultation: info.vantiv.com/NACM

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NOVEMBER/DECEMBER 2016

PAGE 16

News

How to Improve Your Odds of Collecting Late Payments Without Severing the Customer Relationship By Greg Cohen, President, International Association of Commercial Collectors Even the best customers will sometimes pay late. But with skillful preparation, communication and documentation, you can decrease late payments, improve your odds of collecting on overdue accounts, and preserve or even improve your relationship with most customers. Here’s how:

Such a matrix might allow a new customer of less than 12 months with some on-time payments and an overdue balance of less than $10,000 to go on a 6- or 12-month payment plan, provided they agree to pay a certain percentage of the debt each month, for example.

Before the sale

Your company credit policy should be required reading for all sales and credit employees. But what about customers?

Employees, colleagues and customers are more likely to successfully meet expectations when they know and understand them. Your company needs a solid, updated credit policy and equally well-crafted credit and sales documents, including a thorough credit application. Your credit policy should establish payment expectations - including basics such as what documents must be completed by the customer before credit is issued, at what point in the transaction payment is due, and at what points the credit analyst should make payment reminder calls and turn an account over to a third party. Requiring every customer to fill in all fields on your credit application is a must, said Tony Terry, President of Continental Recovery & Filing Solutions. This information can prove vitally important if there is a payment problem in the future, he said, and the prerequisite itself is a screening tool. “Typically the accounts where somebody didn’t complete the applications are the ones that go south on you,” Terry said. “There are companies that we like to refer to as ‘professional debtors.’ Especially in industries such as food and beverage, where there are a lot of vendors and competition is stiff, principals who are put on a COD basis with one vendor will sometimes apply for credit with another.” Leaving off important information helps them do this. Credit analysts will benefit, and credit department efficiency will increase, if your credit policy includes a matrix of common situations that analysts in your industry face when seeking late payments, and a range of solutions they can offer without additional authorization, said Lee VandenHeuvel, President of Ross, Stuart & Dawson.

“Don’t assume customers know your policy. You have to communicate it clearly to them,” said Joe Batie, Chief Commercial Officer at Caine & Weiner. Consider creating a customer document that outlines your standard payment and credit policies, including time limits for reporting problems with goods or services. Confirm receipt, and make sure customers have easy access to those policies in the future. After the sale: Be friendly. Listen closely. Observe.

particular enterprise) several days prior to when payment is due, if it has not yet been received. “When you get the first invoice paid from a new customer, make a copy of the check they

paid you with and throw it in their file,” Terry advises. “Sometimes the banking information they put on a credit application is not from the same account they are paying you with.” With established customers, watch for pattern changes, all of which merit at least a phone call:

When a shipment or service should have been received, the customer's credit or sales representative should call to ensure that it did, and that the customer’s expectations were met.

• Payment comes in later than usual.

This call helps strengthen the mutually beneficial relationship between company and customer, and emphasizes the caller's role as an in-house advocate. If all is well, note that on the account. If there is a problem, note that and resolve it, or see that someone does, and check back in. Most customers will pay you on time. For those that don't, your notation that expectations were met and when will prove useful.

• Change in quantity. If a customer who is paying on-time bumps up the quantity of their order, hurray! They are doing well, and so are you. If a customer who is falling even a little behind their usual payment cycle does this, it can signal stockpiling because of a cash-flow problem. If a customer decreases their usual order, they may be planning to switch providers.

Especially with new customers, make a reminder call (or utilize other means of customer communication used in your

“You need to immediately contact the customer to find out what the reason is for the changing in their pattern,” said Thomas E.

THE INTERCONNECTION

• Payment comes in a different form than usual; a check or automatic transfer customer suddenly uses a credit card.

NOVEMBER/DECEMBER 2016 PAGE 17

News

‘Collecting Late Payments’(cont'd) Brenan, President and CEO of Altus Global Trade Solutions. “Verify what they are telling you and act accordingly.” Late payment. Now what? Before contacting your customer, research both the company and the industry. A failing company in a vibrant industry is a much different situation from a credit standpoint than a long-successful company with a good payment history whose industry is in a spiral. Gather the internal documents and account notes as well, and have them in front of you. Is there a personal guarantee of payment? If so, this is a very powerful tool of persuasion, and you should remind the customer that you have one. Understanding the customer's circumstances and knowing the account history shows empathy while also giving you authority. Next step: pick up the phone. How soon depends on industry – you want to act much more quickly when dealing with perishables, such as produce, for example. But know that the older a debt becomes, the less likely you will be to collect it. Written communication has its place, and you should send letters or email to back up agreements or when phone calls go unanswered. But phone calls are more personal and efficient, allow two-way communication, and enable you to both use and perceive tone. Remember that the majority of late-paying customers want to be current and preserve your professional relationship as much as you do. “You have to convey the message that you’re here to help, not to make life difficult. If you do the latter, you’ve lost the battle already,” VandenHeuvel said. “This really can be done in one sentence, ‘Our company has had a great relationship with your company, and my job is to make sure this relationship continues to thrive. What can I do to help?” Customers who pay late either can't pay or won't pay. The credit analyst's goal is to determine which and proceed accordingly. Customers who can’t pay When customers say they can’t pay, ask why. Your research may have already unearthed the reason: a downturn in the industry; a loss of a major customer; a change in business

ownership, even within a family; a fire or natural disaster. As a Louisiana-based businessman, Brenan has witnessed not only businesses themselves, but business lifelines such as delivery and the U.S. Postal Service, stymied by Hurricane Katrina and, more recently, major flooding. When negotiating with a customer who can't pay, be respectful and professional.

customer. They are not in collections, you can still fix this, and you might learn how to improve your own company along the way. Most often, the customer will tell you there is a problem with their order. It may be real, perceived or made up. You have to determine which. This is where documentation of the call after goods or services were delivered comes in. Do you have confirmation that they were satisfied? Educating customers on your credit policy has a role here too: Remind

“When you get the first invoice paid from a new customer, make a copy of the check they paid you with and throw it in their file.” Especially with a long- established customer, you may feel for them, and it’s ok – in fact good – to express that.

them that if there ever is a problem, they must let you know within a certain window, or else they are responsible for the cost.

Remember that kindness can literally pay off. A company in financial stress likely owes multiple vendors/suppliers money. Being kind and courteous makes it much more likely that your company will be the one to get the check.

As you listen to then investigate what the customer tells you, you may actually learn that your company is responsible, or partly responsible. The goods or services may not have been delivered as promised, for example. Or someone within your company may have made an unauthorized payment deal with this customer, or just given bad information about when payment was due.

Ask when they can make payment in full. If they cannot make payment in full within a reasonable time – and the analyst decides what's reasonable – suggest a payment plan. Consult the payment plan rules or matrix in the credit policy. Also trust your research and judgment. If this is a reliable customer in an industry that has slowed, but is expected to pick up – oil and gas for example – and they ask for more time than you are authorized to give, offer to advocate for that with your manager. Or if you are the manager, consider it. They will likely be a strong company again, and you have earned loyalty points. Conversely, if your research tells you this company is not likely to recover and/or if the customer balks at a payment plan, suggest a settlement, again consulting company guidelines and seeking approval to go beyond those guidelines if appropriate. Customers who won’t pay Let's acknowledge that customers who could pay, but won't pay, are the most frustrating. But don't express that to your overdue

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If you find any missteps within your company, your company must own them, and then fix them. Communicate what happened to the right people. Make sure everyone understands policy and where the system broke down, and fix it. Apologize to your customer and make it right with a new delivery, a credit or partial credit, as is warranted. If an analysist discovers that your company did everything right, but this is an otherwise fantastic customer and the disputed amount is small, it may be worthwhile to, with authorization, absorb some or all of the loss. If this does not apply: • Present your research to the customer. Be firm and specific - this is powerful. Ask again for payment in full. • If the customer still says they won’t pay, tell them it’s nothing personal, but they have a choice to make: pay in full now; agree to a payment plan or a settlement; NOVEMBER/DECEMBER 2016

PAGE 18

News deal with a collection agency and potentially court. Follow Up The two most important aspects of negotiating with someone who owes you money is to do what you say, and hold them to what they say with follow-up contact. • If no agreement was reached, and you said collections was the only alternative, send the account to collections. • If a payment plan or settlement was agreed to, follow up as soon as possible with an emailed or written copy of the terms. • In the days before the payment is due, if it has not arrived, call with a reminder. This lets people know you are serious and paying attention. If payment does not arrive on time, call, ask questions and listen to the reasons why. Some new information may inspire you to seek another exception for your customer. But a broken promise is never a good sign. And in most cases, this account should go to a collection agency. If the payment arrives on time, send an email confirming receipt and say thank you. You should still consider tightening terms, by requiring a cash-on-delivery or even pay-inadvance arrangement. Let your customer know that after the debt is payed, you will see that their company credit is fully restored.

• Payment plans should be done in writing. Follow-up prior to the due date to ensure adherence. • Try to get pre -authorized payments via ACH or credit card to avoid hassles and playing phone tag every month. Source: Caine & Weiner; Ross, Stuart & Dawson Twenty-two Items Every Credit Policy Should Include Remember, every credit department is unique. Your company's place in your market, your brand strength, your risk tolerance, your profit margin, your volume of orders, and many other factors, all impact what should be in your credit policy. So this list should be considered a checklist to get started. Here's what to include: • Your credit department's short- and intermediate-term goals. • Each person's credit granting authority. • How to respond to credit inquiries. • How and when to request updated trade references or financial statements from customers. • How work is to be prioritized.

• Ask for the balance in full.

• A specific collection strategy. One simple example might be to say that telephone calls are more effective than email in collecting past due balances because they are more direct and harder to ignore. Therefore, analysts should call rather than write whenever possible.

• Assume the customer has the money to pay. • Ask why and get proof.

• Customer payments may never be "creatively applied" or deliberately misapplied.

• Ask for more/offer less than you are willing to accept. • Never accept the first offer. Always counter-offer at a higher amount to get them into a discussion.

• O n - l i n e c r e d i t n o t e s s h o u l d b e comprehensive and comprehensible. In the long-term, more detailed credit notes save time.

• When giving concessions, get something in return.

• Credit analysts are expected to be tenacious, but always professional and business like.

Negotiating Tips

• Payment plans must be reasonable as defined by your company, not the customer. If a balance is $50,000, a $250-per-month plan doesn’t fly, but $2,000 per month might • Don’t be afraid to say no

• Sales and credit are teammates, not competitors. • Attention to detail is absolutely essential. • Broken payment commitments are a

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red flag and should be followed up on promptly. • That it is nearly always worth the time taken to confirm a payment commitment in writing. • The ability to reconcile disputed balances is an essential job skill for anyone wanting to pursue a career on the A/R side of credit. • Getting unearned discounts repaid is never easy, and requires tact and persistence. • Customers and salespeople expect the credit department to notify them of credit-holds immediately and preferably before the hold actually goes into effect. • Emotional outbursts have no place in a professional credit department. • Credit professionals cannot allow themselves to be drawn into arguments with salespeople or customers. • Credit specialists are expected to be and act like negotiators and not note-takers. • Credit specialists should try to maintain good working relationships with their counterparts in the customer's accounts payable department because in many cases the A/P department has a major role in determining what gets paid and when. • Broken commitments and bounced checks are dramatic indications that the customer is in severe financial trouble. • Extended payment proposals should be referred to senior credit management. ■ Source: Caine & Weiner

Greg Cohen is president of the International Association of Commercial Collectors (IACC). A credit and collections industry veteran of more than 20 years, he is also President and CEO of Caine & Weiner. NOVEMBER/DECEMBER 2016 PAGE 19

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NOVEMBER/DECEMBER 2016

PAGE 20

NACM Midwest

Credit 101, 102, 103 Series Upcoming 2016/2017 Class Dates Credit 102

Credit 101 • February 8, 2017

Credit 103

• November 9, 2016

• December 7, 2016

• March 8, 2017

• April 5, 2017

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

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$460 per class Non-Members

Visit www.nacmmidwest.org for more information and registration.

Fall 2016: Credit 101 Graduates!

OCTOBER 5

From left: Tara Isaac (Medela), Rachel Funk (Prairie Material), Rich Bellis, CCE (Instructor), Kara Zeimet (CHI Overhead Doors), Karen Wilson (The Blommer Chocolate Co.),

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NOVEMBER/DECEMBER 2016 PAGE 21

News

The Unique Credit Risk of a Customer Filing a Second Chapter 11 (Chapter 22) and Educating the Sales Team of the Risk By Scott Blakeley, Esq.

The sale’s team’s mission is to bring in business, whether new relationships or expanding existing relationships. Notwithstanding the sale’s team’s focus of bringing in the business, many suppliers are reconsidering the commission terms of the sale’s team. An emerging trend is to have the sale’s team’s commissions subject to a claw back should the customer fail to pay undisputed invoices. The reasoning for the claw back is that the sale’s team can be a source of information to assist the credit team with evaluating credit risk that the credit team may otherwise not have access. But the credit team must educate the sale’s team of credit risk they may not appreciate, including a customer’s second chapter 11. Recent Chapter 22 examples include Hercules Offshore, Fansteel, Buffets LLC (Chapter 33), Dex Media and SuperMedia (Chapter 33).

The trend of some company’s willingness to file a second Chapter 11 raises new questions–and poses new risks–regarding a supplier’s strategy (credit team and sale’s team collaboration) of credit sales to a company that is in Chapter 11, as well as one that has emerged from Chapter 11. Whether a sale of assets or an operating plan, the sale’s team must appreciate the supplier credit risk with each form of a debtor’s exit strategy from Chapter 11. A First Takeaway For The Sale’s Team: The Confirmed Chapter 11 Plan Does Not Guarantee Payment On Future Credit Sales A key tenet for the sale’s team is that even if a bankruptcy court confirms a Chapter 11 plan, the debtor’s projections of being cash flow can be missed, forcing the debtor to consider a second Chapter 11 to get the

A Second Takeaway: A Second Chapter 11 Filing Generally Stands The Bankruptcy Code does not expressly bar a company from filing a second Chapter 11, unlike an individual who files a Chapter 7 liquidation and obtains a discharge. Notwithstanding the Bankruptcy Code’s absence of a bar on Chapter 22, bankruptcy courts that first faced whether a business that filed a second Chapter 11 are eligible often dismissed the case, forcing the reorganized debtor to liquidate its assets under the confirmed plan or convert to Chapter 7 liquidation. These courts were concerned that allowing a debtor to undermine the provisions of a confirmed plan could result in suppliers cutting off the financially strapped debtor, especially those that had furnished goods on open account during the Chapter 11. These courts noted a second Chapter 11 p l a n t h a t i s confirmed could wipe out the priority supplier claims in the first plan, and the potential loss of priority status in the second case could dissuade suppliers from providing postpetition terms.

"...even if a debtor confirms a Chapter 11 plan, there is no guarantee the business will not revert to financial straits and file a second Chapter 11."

Supplier credit risk with a Chapter 22 is highlighted where a debtor negotiates with key suppliers in the first Chapter 11 that in exchange for early payment of 503(b)(9)(20 day) claims, the supplier continues to provide product on normal terms for the duration of the chapter 11 and after the debtor emerges from Chapter 11.

What are key takeaways the credit team can educate the sale’s team as to the unique credit risk of a customer emerging from chapter 11 and refiling? Chapter 11 Exit Strategy: Sale Of Assets Or Operating Plan—But Does It Make a Difference As To Supplier Credit Risk For A Second Chapter 11? A debtor’s exit strategy from chapter 11 can be through a sale of substantially all of the assets or an operating plan. The debtor may elect to sell all of its assets to a newly formed company, and that company may later be forced to file chapter 11, as was the setting for Fresh & Easy’s second Chapter 11 filing.

benefit of the automatic stay. With a proposed operating Chapter 11 disclosure statement and plan, it’s common for a debtor to submit a hundredplus pages of projections prepared by its accountants, and declarations detailing the debtor is new and improved. These pleadings are often supported by the creditors’ committee and the bank group, underscoring that the debtor ’s plan obligations to suppliers will be met. The bankruptcy court is to rule the plan of reorganization is “feasible”, which means the debtor is capable of meeting its debts. But a confirmed Chapter 11 plan, even supported with detailed projections showing profitability, does not guarantee payment of a supplier’s pre-Chapter 11 debts, nor credit sales to the reorganized debtor.

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The modern trend of bankruptcy courts, however, is to permit a company to file a second Chapter 11. These courts reason that creditors benefit more from a second Chapter 11, than liquidation alternatives under Chapter 7 or state law. Usually the two Chapter 11 filings are for different purposes, with the first Chapter 11 filing intended to reach a consensual plan of reorganization, while the second Chapter 11 filing is a liquidation. A Third Takeaway: Risks Posed To The Supplier As recent press reports indicate, even if a debtor confirms a Chapter 11 plan, there is no guarantee the business will not revert to financial straits and file a second Chapter 11. For debtors and suppliers to cooperate in Chapter 11, Congress created balances between the parties. This is NOVEMBER/DECEMBER 2016

PAGE 22

News / NACM Gateway Region

done, in part, by granting suppliers that sell post-bankruptcy on credit a higher priority of payment than prepetition unsecured creditors, should a debtor fail to pay. A second Chapter 11 strips the supplier of this priority. Likewise, the filing of a second Chapter 11 poses special risks to suppliers offered under the first Chapter 11 plan that allowed suppliers a more favorable payment on their unsecured claims for supplying the debtor on credit after the plan is confirmed. A second Chapter 11 filing treats these post-confirmation credit sales as the same priority as other unsecured creditors. As a reminder to the sale’s team, while the supplier may seek stricter provisions in a Chapter 11 plan governing the

liquidation of the debtor in the event of a post-confirmation failure, a second filing wipes away any stricter provisions. Thus, the issue is managing credit risk with continued sales. Balancing the interests of credit and sales can be a challenge with a customer that may be a source of substantial sales— even if recently emerged from Chapter 11. Given the number of companies that emerge from Chapter 11, only to refile, the sale’s team must respect the credit team’s evaluation of whether credit should be extended, both during and after the first Chapter 11. The credit team must educate the sale’s team of the unique credit risk with a Chapter 11 debtor, especially if their commissions are at risk if the debtor files a second time. ■

NACM Gateway - Member Appreciation Event

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Scott Blakely is a partner at Blakeley & Blakeley LLP, where he advises companies regarding bankruptcy, creditors’ rights and commercial law. He was selected as one of the 50 most influential people in commercial credit by Credit Today. He is a contributing editor for American Bankruptcy Institute’s Manual of Reclamation Laws and author of A History of Bankruptcy Preference Law, published by ABI. Scott has published dozens of articles in the area of creditors’ rights, commercial law, and bankruptcy and speaks frequently to credit industry groups regarding these topics throughout the country. He received the Credit Ambassador Award in 2013 from the NACM of Oregon.

SEPTEMBER 8

NOVEMBER/DECEMBER 2016 PAGE 23

NACM connect

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NOVEMBER/DECEMBER 2016

PAGE 24

Caine & Weiner News

Caine & Weiner Monthly Giveaway Winners Congratulations to the August and September winners of the Caine & Weiner and NACM Connect Monthly Giveaways. The winners for each region are listed

below. The November giveaway is a $50 The Home Depot gift card and the prize for claims placed in December is a $50 gift card to Banana Republic. Each claim

August Winners $50 REI Gift Card

Omaha Brian Chambers, Sysco Lincoln Wisconsin Dawn Combs, Uline Gateway Region Kevin Murphy, Interface Security Systems Upstate New York Pam Baker, Cutco Midwest Leena Kayani, Acco USA

November Giveaway

you place with Caine & Weiner during these months will be eligible for one entry into the drawings. Please support this important partner! â&#x2013;

September Winners $50 Coach Gift Card Omaha Wisconsin Gateway Region Upstate New York

Garn Brill, Airlite Plastics Kris Lanting, Batteries Plus Wendy Dougherty, Potter Electrical Signal Lisa Marconi, Superior Plus Energy Services

Midwest Mike Volpe, JS Paluch

December Giveaway

Your Best Choice for a Win/Win Relationship Did you know that 30% of any contingent fees you pay to Caine & Weiner for services goes to NACM Connect?

NACM Connect members are encouraged to consider Caine & Weiner as their collection agency source. This is important to the association as it provides funding for our essential member services including:

EDUCATION l WORKSHOPS l PUBLICATIONS CREDIT CONFERENCES l NETWORKING EVENTS Terri Cramer

Upstate New York Region Regional Director, Alliance Partner

terri.cramer@caine-weiner.com

todd@nacmconnect.org

502.425-0308

Warren Northern

716.839.1200

Jim McGee

Midwest Region Manager, Client Services

Midwest/WIsconson/Omaha Region Assistant VP, Client Services

warren.northern@caine-weiner.com

jim.mcgee@caine-weiner.com

847.407.2330

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Todd Fierstein

Gateway Region Senior Manager, Client Services

847.407.2348

NOVEMBER/DECEMBER 2016 PAGE 25

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

GROUP

MEETING LOCATION

November 7

SAP Users Credit Group

NACM Midwest, Rolling Meadows, IL

November 8

Electrical Distributors Credit Group

Ditka's, Oak Brook Terrace, IL

November 10

Northern Illinois Heating Wholesalers Credit Group

Devon, Lombard, IL

November 15

Metal Distributors Credit Group

Ditka's, Oak Brook Terrace, IL

November 16

Institutional Credit Group

Ditka's, Oak Brook Terrace, IL

November 17

Basic Material Credit Group

Ditka's, Oak Brook Terrace, IL

Ad Media Credit Group

Cumulus, Chicago, IL

WISCA

Devon, Oak Brook Terrace, IL

November 21

Building Suppliers Credit Group

Weber Grill, Lombard, IL

December 2

Electrical Distributors Credit Group

Bob Chinn's, Wheeling, IL

December 8

Northern Illinois Heating Wholesalers Credit Group

Wildfire, Schaumburg, IL

December 9

WISCA

Gibsons Bar & Steakhouse, Oak Brook, IL

December 10

WI Benchmarking Credit Croup

Mill Street Garden, Plymouth, WI

December 12

Masonry Credit Group

Parker's, Downers Grove, IL

December 13

Metal Distributors Credit Group

Ditka's, Oak Brook Terrace, IL

Floor Covering & Wall Tile Credit Group

NACM Midwest, Rolling Meadows, IL

Ad Media Credit Group

TBD, Chicago, IL

Building Suppliers Credit Group

Greek Islands, Lombard, IL

December 15

NACM Connect National Industry Credit Group Meetings DATE

GROUP

MEETING LOCATION

November 1

National Ag Chem Credit Group

Playa Largo Resort & Spa, Key Largo, FL , 2-day

November 10

National Electrical Manufacturers Credit Group

Embassy Suites Riverwalk, San Antonio, TX, 2-day

National Suppliers to Windows Credit Group

Hapmton Inn & Suites, Columbus, OH, 2-day

National Circuit Board Suppliers Credit Group

Hotel Rex, San Francisco, CA, 2-day

November 15

National Home Centers Credit Group

Sheraton Sand Key, Clearwater Beach, FL, 2-day

November 17

National Consumer Products Credit Group

Sheraton Sand Key, Clearwater Beach, FL, 2-day

National Steel Mill Credit Group

Hilton Garden Inn, Scottsdale, AZ, 2-day

National Manufactured Housing Credit Group

Bourbon Orelans, New Orleans, LA, 2-day

National Paper Packaging Credit Group

Hilton Clearwater Beach, Clearwater Beach, FL, 2-day

National Metal Producers Credit Group

Hilton Garden Inn at Sea World, Orlando, FL, 2-day

December 9

National Metal Recyclers Credit Group

Hilton Clearwater Beach, Clearwater Beach, FL, 2-day

December 15

National Underground Utilities Credit Group

Sheraton Sand Key, Clearwater Beach, FL, 2-day

December 8

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NOVEMBER/DECEMBER 2016

PAGE 26

Credit Group Meeting Calendar NACM Great Lakes Region Local Industry Credit Group Meetings DATE

GROUP

MEETING LOCATION

November 8

Michiana Building & Industrial Suppliers Credit Group

Lucchese's, Elkhart, IN

Electrical/Industrial Trade Credit Group

TGIF Friday, Kalamazoo, MI

November 9

West Michigan Heating Plumbing Wholesalers Credit Group

Brann's, Wyoming, MI

November 10

Michiana Building & Industrial Suppliers

Le Peep, South Bend, IN

Indiana Wholesale Floor Covering

Conference Call

Lumber & Building Materials Credit Group

Pietro’s, Grand Rapids, MI

Automotive Suppliers Credit Group

Conference Call

Indiana Electrical Suppliers Credit Group

Blueberry Hill Pancake House, Indianapolis, IN

Michigan Electrical Supply

Mojave Cantina, Clawson, MI

Indianapolis Building Trade Suppliers Credit Group

Blueberry Hill Pancake House, Indianapolis, IN

Cincinnati Construction Suppliers Credit Group

UNO Pizzeria & Grill, West Chester, OH

Cincinnati-Dayton Wholesale Electric Supply Credit Group

Century Inn, Cincinnati, OH

Metal Service Center Credit Group

Antonio's, Canton, MI

November 18

Fort Wayne Building Materials Credit Group

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

November 23

Cleveland/ Akron/ Canton Food Suppliers Credit Group

Iacomini’s/Papa Joe’s, Akron, OH

Plumbing & Heating Wholesalers Credit Group

Conference Call

Michiana Building & Industrial Suppliers Credit Group

Le Peep, South Bend, IN

Michiana Credit Association Credit Group

Lucchese's, Elkhart, IN

December 13

Grand Rapids Electric Credit Group

Bonnie's Place, Grand Rapids, MI

December 14

West Michigan Heating Plumbing Wholesalers Credit Group

Brann's, Wyoming, MI

Cincinnati Construction Suppliers Credit Group

Pappadeaux Seafood Kitchen, Springdale, OH

Cincinnati-Dayton Wholesale Electric Supply Credit Group

Century Inn, Cincinnati, OH

Fort Wayne Building Materials Credit Group

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

Automotive Suppliers Credit Group

Conference Call

Indiana Electrical Suppliers Credit Group

Blueberry Hill Pancake House, Indianapolis, IN

December 21

Indianapolis Building Trade Suppliers Credit Group

Blueberry Hill Pancake House, Indianapolis, IN

December 28

Cleveland/ Akron/ Canton Food Suppliers Credit Group

Iacomini’s/Papa Joe’s, Akron, OH

November 15

November 16

November 17

December 8

December 16

December 20

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NOVEMBER/DECEMBER 2016 PAGE 27

Credit Group Meeting Calendar NACM Gateway Region Local Industry Credit Group Meetings DATE

GROUP

MEETING LOCATION

November 1

Catepillar Dealer Group Credit Group

Conference Call

November 4

Central Illinois Electrical Credit Group

Engrained Brewing Co., Springfield, IL

November 15

Midwest Regional Food Suppliers Credit Group

Gateway Office, Creve Coeur, MO

November 16

Electrical Distributors Credit Group

Bartolino's, St. Louis, MO

November 18

Refrigeration & Warm/Cool Air Suppliers Credit Group

Bartolino's, St. Louis, MO

December 7

Gateway Agricultural Group Credit Group

Gateway Office, Creve Coeur, MO

December 16

Refrigeration & Warm/Cool Air Suppliers Credit Group

Bartolino's, St. Louis, MO

December 20

Midwest Regional Food Suppliers Credit Group

TBD

December 21

Electrical Distributors Credit Group

Bartolino's, St. Louis, MO

NACM Midwest-Nebraska Local Industry Credit Group Meetings DATE

GROUP

MEETING LOCATION

November 16

Omaha Builders Credit Group

Enterprise Center, Omaha, NE

December 21

Omaha Builders Credit Group

Teleconference

NACM Upstate New York Local Industry Credit Group Meetings DATE

GROUP

MEETING LOCATION

November 8

Western NY Food & Beverage Supply Credit Group

llio DePaolo's Restaurant, Blasdell, NY

November 10

Rochester Plumbing & HVAC Credit Group

Humphrey House, Rochester, NY

November 11

Buffalo Building & Construction Credit Group

Eagle House, Williamsville, NY

November 15

Central New York Building Credit Group

Greenwood Winery & Bistro, East Syracuse, NY

November 17

Rochester Building Credit Group

Cerame's Restaurant, Rochester, NY

November 18

Benchmarking Credit Group

Cerame's Restaurant, Rochester, NY

November 21

Erie Building Credit Group

Ruby Tuesday, Erie, PA

November 22

Buffalo Plumbing & Electric Credit Group

Eagle House, Williamsville, NY

November 23

CNY Benchmarking Credit Group

Spaghetti Warehouse, Syracuse, NY

December 5

Ithaca Benchmarking Credit Group

TBA, Ithaca, NY

December 8

Rochester Plumbing & HVAC Credit Group

Humphrey House, Penfield, NY

December 9

Buffalo Building & Construction Credit Group

Eagle House, Williamsville, NY

December 13

Western NY Food & Beverage Supply Credit Group

llio DePaolo's Restaurant, Blasdell, NY

December 15

Rochester Building Credit Group

Cerame's Restaurant, Rochester, NY

December 19

Albany Building Credit Group

Scarboroughs, Latham, NY

December 20

Central New York Building Credit Group

Greenwood Winery & Bistro, East Syracuse, NY

THE INTERCONNECTION

NOVEMBER/DECEMBER 2016

PAGE 28

Event Calendar DATE

EVENT

LOCATION

TIME

PRESENTER / INSTRUCTOR(S)

November 7

SAP Credit and A/R Users Group Meeting

NACM Midwest Rolling Meadows, IL

8 a.m. – 4 p.m

Linda Hass

NACM Midwest/Illinois Exam - Professional Certification

NACM Midwest Rolling Meadows, IL

9 a.m.

NACM Connect Webinar Supporting Better/Faster Credit Decisions with Better Information – Trade Credit Insurance NACM Great Lakes Region 2016 Credit Conference

________________________

10 a.m - 11 a.m

Lee Fahrenz

Crowne Plaza Cleveland South Independence, OH

8 a.m. – 5 p.m.

Various

November 9

NACM Midwest/Illinois Credit 102

NACM Midwest Rolling Meadows, IL

9 a.m. – 4 p.m

Rich Bellis, CCE

November 16

NACM Midwest/Illinois Training - Collections

NACM Midwest Rolling Meadows, IL

9 a.m. – 4 p.m

Rich Bellis, CCE

NACM Great Lakes Region/Ohio - Cincinnati Credit 103

Cincinnati Container Co., Inc. Cincinnati, OH

9 a.m. – 4 p.m

Wanda McPhillips, CCE, CICP

NACM Upstate New York - Buffalo Lunch Roundtable Discussion

Original Pancake House Williamsville, NY

9 a.m – 10:30 a.m

TBA

November 17

NACM Upstate New York - Rochester Lunch Roundtable Discussion

International House of Pancakes Rochester, NY

9 a.m - 10:30 a.m

TBA

November 18

NACM Great Lakes Region/Indiana - Indianapolis Credit 101

Roche Diagnostics Corporation Indianapolis, IN

9 a.m. – 4 p.m

Judy Wagner, CCE, MBA

November 30

NACM Great Lakes Region/Michigan - Grand Rapids Credit 103

Barnes & Thornburg LLP Grand Rapids, MI

9 a.m. – 4 p.m

Curt Johnson, CCE

December 3

NACM Great Lakes Region/Ohio - Columbus Basic Financial Accounting

Viking Supply Net Columbus, OH

Wanda McPhillips, CCE, CICP

December 5

NACM Midwest/Nebraska Financial Statement Analysis – (4 day)

Lozier Corporation Omaha, NE

6:30 p.m. – 9:30 p.m (Thursdays) 9:00 a.m. - 12:00 p.m. (Saturdays) 8 a.m. – 5 p.m

December 6

NACM Connect Webinar State of the Ohio & Michigan Lien and Bond Statutes

________________________

10 a.m - 11 a.m

Chris Ring

NACM Connect Webinar State of the Indiana Lien and Bond Statutes

________________________

2 p.m - 3 p.m

Chris Ring

NACM Great Lakes Region/Indiana - Elkhart Credit 101

Mid City Supply Co. Inc. Elkhart, IN

4 p.m. – 6 p.m

Jim Montague, CCE

NACM Gateway Holiday Open House & Toy Drive

NACM Gateway Region Office Creve Coeur, MO

9 a.m. – 4 p.m

Rich Bellis, CCE

NACM Midwest/Illinois Credit 103

NACM Midwest Rolling Meadows, IL

9 a.m. – 4 p.m

Rich Bellis, CCE

NACM Gateway Roundtable Discussion

NACM Gateway Region Creve Coeur, MO

8 a.m – 9:30 a.m

Lillian Novak, CGA

NACM Great Lakes Region/Ohio - Columbus Roundtable Discussion

Star Leasing Columbus, OH

8:30 a.m–10:30 a.m

H. David Holsinger

NACM Great Lakes Region/Michigan - Grand Rapids Roundtable Discussion

Brann’s Steakhouse & Grille Grand Rapids, MI

11:30 a.m – 1:30 p.m

Beth Meekhof; Luke Brandonisio

NACM Midwest - Wisconsin Roundtable Discussion

The Point Burger Bar Milwaukee, WI

12 p.m. – 1:45 p.m.

Phil Lattanzio, CCE

NACM Connect Webinar Keeping Credit Relevant in a Time of Finance Transformation NACM Great Lakes Region/Indiana - Indianapolis Credit 102

________________________

10 a.m - 11 a.m

Phyllis Saavedra

Roche Diagnostics Corporation Indianapolis, IN

9 a.m. – 4 p.m

Judy Wagner, CCE, MBA

NACM Midwest - Wisconsin Roundtable Discussion

Perkins Restaurant Appleton, WI

8:15 a.m. – 10:00 a.m

Frank Schetski

NACM Midwest - Wisconsin Roundtable Discussion

Rodeside Grill Windsor, WI

12:00 p.m. – 1:45 p.m.

Frank Schetski

November 8 November 9 & 10

December 7

December 8

December 9

December 13

THE INTERCONNECTION

John Jaeger, CCE

NOVEMBER/DECEMBER 2016 PAGE 29

NACM Connect

If we could provide information that liens have been filed on your projects...

would you be interested?

LienFinder ™

People. Process. Performance. Collection Services Group | UCC Services Group | Construction Services Group | Education and Resources THE INTERCONNECTION

NOVEMBER/DECEMBER 2016

PAGE 30

NACM Connect

Bonus Materials! > OnDemand Videos > Case Studies > Live Q & A with NCS SEMINAR INFORMATION

2016 SEMINAR REGISTRATION AND INVOICE

November 15, 2016

COMPANY NAME________________________________________________________________________________________

8:30 a.m. – 4:30 p.m. Hilton Garden Inn Schaumburg – Schaumburg, IL

REGISTRATION WEB: www.ncscredit.com PHONE: 800-826-5256

PRICING NCS CLIENTS: $175 per session or $250 both sessions NON-CLIENTS: $225 per session or $300 both sessions Group rates available for 3 or more from the same company Act now – space is limited!

COMPANY ADDRESS_____________________________________________________________________________________ CITY_____________________________________ STATE______ZIP_______________________________________________ PHONE_____________________________________FAX________________________________________________________ EMAIL_________________________________________________________________________________________________ NUMBER ATTENDING_____________________________________________________________________________________ ATTENDEE NAME(S)______________________________________________________________________________________ Are you an NCS Client? __ Yes

__ UCC Seminar (8:30 a.m.-noon): __ NCS Client:_________(#attendees) @ $175 each = $__________ __ Non-Client:________ (#attendees) @ $225 each = $__________ __ Lien Seminar (1 p.m.-4:30 p.m.): __ NCS Client:_________(#attendees) @ $175 each = $__________ __ Non-Client:________ (#attendees) @ $225 each = $ __ Both Sessions: __ NCS Client:________ (#attendees) @ $250 each = $__________ __ Non-Client:________ (#attendees) @ $300 each = $__________ __ Lunch (12 p.m.-1 p.m.):________ (#attendees) @ $20 each = $___________ **Discounts: Register by October 18 and receive $10 OFF per session ($20 OFF the entire day!) Non-Clients, receive a $50 credit toward your first service request within 30 days of the seminar! Check made payable to NCS enclosed? __ Yes __ No (You must pay in advance to hold your reservation.) To pay by credit card, please fill in the following information: CARD TYPE: __ VISA

DISCOUNTS Register by 10/18 to receive $10 OFF per session ($20 OFF for the entire day)! SPECIAL FOR NON-CLIENTS: Receive a $50 credit toward your first service request within 30 days of the seminar!

__ No

Choose One:

__ MASTERCARD

__ AMERICAN EXPRESS

__ DISCOVER

CARD NUMBER________________________________________________________________EXP. DATE_________________ CARDHOLDER’S NAME___________________________________________________________________________________ CARDHOLDER’S ADDRESS (IF DIFFERENT THAN ABOVE)_________________________________________________________ SIGNATURE___________________________________________________________________DATE_____________________

Return the completed form with payment to: MAIL: NCS, Attn: Kristin Alford, P.O. Box 24101, Cleveland, OH 44124 FAX: 440-461-5413, Attn: Kristin Alford EMAIL: SecureYourTomorrow@ncscredit.com If you have any questions, please call us at 800-826-5256.

NACM

For a full refund or credit, cancellations must be received no later than one week prior to the seminar. However, substitutions for the seminar may be made at any time.

THE INTERCONNECTION

NOVEMBER/DECEMBER 2016 PAGE 31

NACM Connect

Tuesday, November 8, 2016 10 am - 11 am CT About the Webinar

WEBINAR

Supporting Better/Faster Credit Decisions with Better Information – Trade Credit Insurance

As with all insurance vehicles, trade credit insurance is a tool that protects your company from losses; in this case, losses due to your customer’s failure to pay their trade debt. Trade credit insurance, if used in the correct situations and structured in the correct way, can help save your company money resulting from these failures, but it can also help your company in many other ways. In this webinar, you will learn how to put credit insurance to work for your company. Whether large company or small, with sales domestically or abroad, you will see how trade insurance can: •Offer you the ability to grow sales safely both domestically and abroad •Protect your business from the risk of customer defaults and catastrophic loss •Reduce bad-debt reserves •Give you greater access to funding •Get you better ﬁnance options •Help you offer competitive terms

About the Presenter Lee Fahrenz

Lee Fahrenz is a Sales Vice President for Euler Hermes North America Insurance Company, part of the Allianz Insurance Group, where he has served for over 11 years. He has 30 years of sales and sales management experience in the fields of insurance, banking and finance. He holds professional affiliations with the American Management Association, Turnaround Management Association, National Association of Credit Managers Midwest, Association of Steel Distributors, Metals Service Center Institute, and Commercial Finance Association. Fahrenz holds a Bachelor of Arts from Gustavus Adolphus College in St. Peter, MN, where he majored in business.

REGISTRATION

Participation points are available for this webinar.

Date Tuesday, November 8, 2016

Time (Note your time zone) 11 a.m. — 12 p.m. ET 10 a.m. — 11 a.m. CT 8 a.m. — 9 a.m. PT

Cost (per connection) $99 - Member, $198 - Nonmember (Only one coupon will be accepted)

Name_______________________________________________________________ Member #____________________________________________ Company___________________________________________Address________________________________________________________________ City____________________________________________ State _________________________ Zip_________________________________________ Phone ________________________ Fax _________________________ Email _______________________________________________________ Mobile __________________________________________________________________________ Do you accept text messages?

Yes No

All payments must be made prior to receiving link for the webinar. Check—Payable to NACM Connect and mail to: 3005 Tollview Drive, Rolling Meadows, IL 60008 Credit card—Pay by phone upon receipt of invoice: 1-800-935-6226. Please invoice me. I’m using a coupon for this event. 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.

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

NOVEMBER/DECEMBER 2016

PAGE 32

NACM Connect

Tuesday, December 6, 2016 10 am - 11 am CT About the Webinar

WEBINAR

State of the Ohio & Michigan Lien and Bond Statutes

Construction credit is unique. From back charges, retainage, and the all important gathering and verification of job information, construction oriented credit managers need to be experts in maximizing the leverage provided by the lien and bond claim statutes. This session addresses the construction lien process on a State specific basis. From collecting job information through foreclosure, be prepared for a fast paced manager’s view of building the optimal construction credit department. Topics of the presentation: • Defining the Players - The Ladder of Supply • Liens and Bonds - A Defined Right • Preliminary Notice / Notice to Owner Laws • Who Do You Notify? • Managing the Process of Mechanic’s Liens • Construction Oriented Credit Applications • Collecting Job Information and Collection Efforts • Maintaining Lien Rights & Bond Claims for Public Construction

About the Presenter Chris Ring

Chris Ring is the National Representative for NACM’s Secure Transaction Services and he specializes in assisting credit professionals secure their receivables using Mechanic’s Lien Laws and Article 9 of the Uniform Commercial Code. Chris consults with companies on a daily basis leading them to ﬁnd the best way to use these credit tools to assure that they are in the best possible position to get paid. Since 2002, Chris has completed seminars on both Mechanic’s Liens and UCC Filings for companies, NACM Afﬁliate Credit Conferences, NACM Industry Credit Groups, CFDD Meetings and NACM’s Secured Transaction Services seminars. During Chris’ presentations, he demonstrates how to overcome objections from customers, sales reps and management to using these credit tools. Chris also actively solicits questions from attendees so all attendees can learn from the successes and struggles others have had while using these tools. In the end, Chris’ goal is to help you be the best credit professional you can be and have a little fun along the way.

REGISTRATION

Participation points are available for this webinar.

Date Tuesday, December 6, 2016

Time (Note your time zone) 11 a.m. — 12 p.m. ET 10 a.m. — 11 a.m. CT 8 a.m. — 9 a.m. PT

Cost (per connection) $99 - Member, $198 - Nonmember (Only one coupon will be accepted)

Yes No

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

NOVEMBER/DECEMBER 2016 PAGE 33

NACM Connect

Tuesday, December 6, 2016 2 pm - 3 pm CT About the Webinar

WEBINAR

State of the Indiana Lien and Bond Statutes

About the Presenter Chris Ring

REGISTRATION

Participation points are available for this webinar.

Date Tuesday, December 6, 2016

Time (Note your time zone) 3 p.m. — 4 p.m. ET 2 p.m. — 3 p.m. CT 12 p.m. — 1 p.m. PT

Cost (per connection) $99 - Member, $198 - Nonmember (Only one coupon will be accepted)

Yes No

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

NOVEMBER/DECEMBER 2016

PAGE 34

NACM Connect

WEBINAR

Keeping Credit Relevant in a Time of Finance Transformation Thursday, December 8, 2016 10 am - 11 am CT About the Webinar

This webinar will discuss the role of the credit and collections team in today’s fast paced, ﬁnance transformation focused environment. Credit and Collections departments, in order to stay relevant, need to change their way of thinking.

You need to understand the needs of your company and customers and align with your executive direction. This webinar will teach you the things you need to know, the tools you need to adopt and the strategy you need to apply to become a leader within your company. • • • • • •

Know your place on the balance sheet Align with corporate strategy The Credit Department as Customer Service Drive operational improvement Automation Essential for Success Dashboards and Analytics

About the Presenter Phyllis Saavedra Director, Order to Cash Solutions, Emagia Corporation Phyllis Miller Saavedra is currently Director of Order to Cash Solutions at Emagia Corporation. She has been working in the ﬁeld of Order to Cash for more than 20 years. Over the years she has held senior management roles in companies such as Saba Software, SanDisk, Novellus, Aspect and Cisco. Additionally she has extensive experience as a consultant in all areas of the order to cash lifecycle as well as multiple enterprise ERP implementations.

REGISTRATION

Participation points are available for this webinar.

Date Thursday, December 8, 2016

Time (Note your time zone) 11 a.m. — 12 p.m. ET 10 a.m. — 11 a.m. CT 8 a.m. — 9 a.m. PT

Cost (per connection) $99 - Member, $198 - Nonmember (Only one coupon will be accepted)

Yes No

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

NOVEMBER/DECEMBER 2016 PAGE 35

NACM Connect

The Staff Bonus that Pays for Itself. This holiday season, reward your staff members with the empowerment of membership in NACM Connect!

Limited Time Offer

2 Years For the Price oF 1

November 1 - December 31

For each staff member that becomes an Associate Member of NACM Connect the benefits received will outweigh the cost of membership: • Two Years for the Price of One for each Associate signed up during this period* • Additional coupons to use toward NACM Connect products and services per Associate* • Three free credit reports from the National Trade Credit Report database per Associate

($45 value)

For more information on how to take advantage of this offer, please contact your local Membership Consultant.

Leslie Harrison Illinois

847.483.6485

leslie.harrison@nacmconnect.org

Frank Schetski l 414.232.4565 l frank.schetski@nacmconnect.org Wisconsin, Nebraska and Northern Illinois Kelly Hall Indiana

Justin Elliott Michigan

317.225.4281 l

248.607.6786

Jim Hugo l 440.658.3114 Ohio - Cleveland Jim O’Brien Ohio

937.402.2131

kelly.hall@nacmconnect.org l

justin.elliott@nacmconnect.org

jim.hugo@nacmconnect.org l

jim.obrien@nacmconnect.org

Rochelle Wilson l 314.677.2803 Gateway Region Todd Fierstein l 716.839.1200 Upstate New York

rochelle.wilson@nacmconnect.org

todd.fierstein@nacmconnect.org

*Price and additional coupons vary depending on number of Associate Members. Two years for the price of one promotion applies only to new Associate Memberships.

THE INTERCONNECTION

NOVEMBER/DECEMBER 2016

PAGE 36

NACM Connect

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

Linda Hass, SAP Consultant

Monday, November 7, 2016 NACM Midwest 3005 Tollview Drive Rolling Meadows, IL 60008

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

Non-Member Fees

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

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

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

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

 Beginner  Intermediate  Advanced

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

Please e-mail your discussion topics to themis.vlahos@nacmconnect.org. Fax this registration form to 847-483-6428 no later than Thursday, November 3, 2016. For more information, please contact Themis Vlahos, CCE at 800-935-6226, ext. 6428. Rooms are available at the Holiday Inn Rolling Meadows for $99 per night. Please call 847-259-5000 and mention NACM. THE INTERCONNECTION

NOVEMBER/DECEMBER 2016 PAGE 37

NACM Midwest - Nebraska NACM Connect Institute of Credit - CBA Certification Course

Financial Statement Analysis I

Monday, December 5–Thursday, December 8

Financial Statement Analysis I is a 10-week introductory course that provides you with a fundamental understanding of how to interpret accounting data presented in financial statements issued by corporations.

NACM Connect Institute of Credit

Four-Day Certification Course

The following topics will be covered: • Financial Statements: An Overview • The Balance Sheet • The Income Statement • Statement of Cash Flows • A Guide to Earnings & Financial Reporting Quality • The Analysis of Financial Statements

Instructor

John Jaeger, CCE

REGISTRATION DEADLINE: NOVEMBER 21, 2016* Date

Monday, Dec 5–Thursday, Dec 8

Time

8:00 a.m. – 5:00 p.m.

Location

Lozier Corporation 6336 John J. Pershing Dr. Omaha, NE 68110 (Near Eppley Airfield)

Cost*

$450, member (plus $115 textbook fee)

Only two coupons are valid.

$900, non-member (plus $230 textbook fee)

Hotel Accommodations: There are no rooms blocked for this session. Nearby hotels include: Country Inn - Carter Lake, Best Western Plus - Carter Lake, Hampton, Inn - Downtown Omaha.

Name________________________________________________________________________________________________________________ Company_____________________________________________________________________________________________________________ Address______________________________________________________________________________________________________________ City____________________________________________________ State _________________________ Zip ____________________________ Phone _______________________________________________

Fax __________________________________________________________

Mobile __________________________________________________________________________ Do you accept text messaging? □Yes □No Email ________________________________________________________________________________________________________________

Online registration is available on www.nacmmidwest.org q q q q

NACM MIDWEST

Check enclosed—payable to NACM Connect) mail to: 3005 Tollview Drive, Rolling Meadows, IL 60008 Credit card—Pay by phone upon receipt of invoice: 1.800.935.6226 Please invoice me. I am using ___ coupon(s).

Illinois

Nebraska

Wisconsin

NATIONAL ASSOCIATION OF CREDIT MANAGEMENT An NACM Connect Company

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

Cancellation Policy: Cancellations must be received in writing, via fax e-mail or mail, no later than two weeks prior to the event date to qualify for a full refund. Cancellations received later than two weeks prior to the event date do NOT qualify for a refund of registration fees. Sorry, phone cancellations cannot be honored. If you have any questions, please email info@nacmconnect.org. *Registration fees increase by $80 for members and $160 for non-members if registration form is not submitted two weeks prior to start of class.

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

NOVEMBER/DECEMBER 2016

PAGE 38

NACM Midwest

Wednesday, November 16

NACM Midwest Headquarters

│

3005 Tollview Drive

Instructor: Richard Bellis, CCE

has been a Credit Professional and Senior Manager for over forty years working for such companies as Polaroid Corporation, Platinum Technology, Robert Bosch Tool Corporation, Unilever and most recently, KeHe Food Distributors, Inc. He has taught Operations Management at the graduate level and has previously served on the Board of Directors for NACM Midwest. Richard currently is an instructor for NACM Midwest, teaching Credit Courses and is an active member of the Association of Credit Executives (ACE). His professional expertise is in the area of Credit and Collections, Cash Forecasting and Order-To-Cash processes with emphasis on organizational structure, policy and procedural improvements.

Rolling Meadows, IL 60008

A Guide to Proactive Collections Good collectors are proactive – they anticipate the responses and the attitudes of their customers before they make the collection call so they can act and react in a positive manner. In the morning session you will learn to be proactive by improving your skills related to collections. Through this interactive workshop you will learn to establish an effective routine, set collection call priorities and measure your collection effectiveness.

Morning session

Effective Credit Department Communications

Half day seminar:

q Morning Session (9 am–12 pm) q Afternoon Session (1 pm–4 pm) $149 - Member, $298 - Nonmember (one coupon per person)

│

Full day seminar: (lunch included)

$199 - Member, $398 - Nonmember (two coupons per person)

By definition “Communication” is the act or process of using words, sounds, signs, or behavior to express or exchange information or to express your ideas, thoughts, feelings, etc. to someone else. Important in both internal and external conversations, communicating in the right fashion will reap much more meaningful results. After this session you will know the attributes of good communication, types of communication, strategies for effective communications and the 7 C’s of Good Credit Communications.

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

Afternoon session

Registration deadline: November 2 Name_____________________________________________________________________________________________________ Company___________________________________________Address________________________________________________ City___________________________________________________ State _______________ Zip____________________________ Phone ________________________ Fax _________________________ Email ________________________________________ Mobile ___________________________________________________________ Do you accept text messages? q q q q

qYes qNo

Online registration is available on www.nacmmidwest.org

Check enclosed—(payable to NACM Connect) mail to: 3005 Tollview Drive, Rolling Meadows, IL 60008 Credit card—Pay by phone upon receipt of invoice: 1.800.935.6226 Please invoice me. Coupon(s)___ All payments must be received one week prior to meeting start 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.

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

NOVEMBER/DECEMBER 2016 PAGE 39

NACM Gateway Region 3rd Annual NACM Gateway Region

Open House & Toy Drive December 7th 4 pm-6 pm

u’re Invi ted Brin Join ga ! toy us to d ! o

NACM Gateway Region Office 12101 Woodcrest Executive Drive, Suite 145 Creve Coeur, MO 63141

nat e.

This holiday season help bring a smile to a child We’re welcoming NACM Gateway Region members with holiday treats on Wednesday, December 7th at the NACM Gateway Region office for our 3rd Annual Open House & Toy Drive. Donate a toy and receive a free drink ticket for an after-hours networking opportunity that night, 6:30 pm at Edgewild Bistro, 12316 Olive Blvd., Creve Coeur, MO 63141 You can help bring the joy of the holiday season to less fortunate children by bringing a new and unwrapped toy (which will be donated to Toys for Tots). This is a GREAT opportunity to help needy children and families, celebrate the holiday season and connect with friends and colleagues! Can’t make it? Feel free to drop off a donation at the office anytime before December 7.

What: Holiday Open House & Toy Drive When: Wednesday, December 7, 2016 4 pm–6 pm Where: NACM Gateway Region Office 12101 Woodcrest Executive Drive, Suite 145 Creve Coeur, MO 63141 Questions? Contact Rochelle Wilson at rochelle.wilson@nacmconnect.org or call 314.677.2800. THE INTERCONNECTION

NOVEMBER/DECEMBER 2016

PAGE 40

NACM Gateway Region

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

–Richard Steele Kellwood Company, LLC

2016 NACM Gateway Region

December Roundtable Discussion

WAKE UP AND LEARN

Professional Designations Matter An Introduction to the Credit Professional’s Future Breakfast Roundtable Meeting

Moderator: Lillian Novak, CGA

Wednesday, December 7 8:00 a.m. – 9:30 a.m. Location

NACM Gateway Region Office 12101 Woodcrest Drive Suite 145 Creve Coeur, MO 63141

Cost Per Meeting

$25 members, $50 non-members One coupon per person (Breakfast Included)

CEU points and CCE recertification points are available for each meeting. Name ___________________________________________________________ Company _________________________________________ Please write your name as you would like it to appear on your name badge.

Address____________________________________ City ______________________________________ State ________ Zip____________ Phone_____________________________________ Fax ______________________________Mobile ________________________________ Email______________________________________________________________________ Do you accept text messaging? qYes qNo

Online registration is available on www.nacmgateway.org q q q q

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

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

NOVEMBER/DECEMBER 2016 PAGE 41

NACM Upstate New York

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

–Richard Steele Kellwood Company, LLC

Eastern/Western New York

2016 Roundtable Discussion Series Moderator(s) to be announced.

Technology in the Credit World November 16th - Buffalo q November 17th - Rochester q

Please select each meeting you plan to attend. All meetings are from 9 – 10:30 a.m. Buffalo Location:

Original Pancake House 5479 Main St. Williamsville, NY 14221

Rochester Location:

International House of Pancakes 556 Jefferson Road Rochester, NY 14623

Cost per Meeting

$25 members, $50 non-members, one coupon per person is valid. Breakfast Included. CEU points and CCE recertification points are available for this meeting.

Name ___________________________________________________________ Company _________________________________________ Please write your name as you would like it to appear on your name badge.

Online registration is available on www.nacmupstateny.org q q q q

Email this form to registration@nacmconnect.org or fax to 847.253.6241. You will receive an invoice shortly.

THE INTERCONNECTION

NOVEMBER/DECEMBER 2016

PAGE 42

NACM Great Lakes Region - Michigan

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

–Richard Steele Kellwood Company, LLC

2016 NACM Great Lakes Region

December Roundtable Discussion

LUNCH AND LEARN includes lunch

Best Credit and Collection Practices of Successful Companies Moderator: Beth Meekhof - Superior Foods Co. and Luke Brandonisio - Bissell, Inc.

Thursday, December 8

Registration Deadline : Friday, December 2

11:30 a.m. - 1:30 p.m. Location: Brann’s Steakhouse & Grille 4157 Division Ave S. Grand Rapids, MI 49548

Credit Practices Tools you have and need for making credit decisions Collection Practices Personal guarantee Holding products Techniques of getting paid

Bring your suggestions/ideas on what you’ve seen that works and doesn’t work in the credit and collection field

Cost per Meeting

$30 members, $60 non-members. One coupon per person is valid. Lunch included. CEU points and CCE recertification points are available for this meeting. Name ___________________________________________________________ Company __________________________________________ Please write your name as you would like it to appear on your name badge.

Address____________________________________ City _______________________________________ State ________ Zip_____________ Phone______________________________________ Fax ______________________________Mobile ________________________________ Email______________________________________________________________________ Do you accept text messaging? qYes qNo

Online registration is available on www.nacmgreatlakesregion.com q q q q

Indiana - Michigan - Ohio

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

NOVEMBER/DECEMBER 2016 PAGE 43

NACM Great Lakes Region - Ohio Each roundtable permits me to interact with local credit managers and learn. I find this process to be invigorating, having new perspectives on common problems.

–Richard Steele Kellwood Company, LLC

2016 NACM Great Lakes Region

December Roundtable Discussion

Is “60 Days” the New “30 Days”? Moderator: H. David Holsinger - Johnstone Supply Co.

Wednesday December 7 8:30 am–10:30 am

Star Leasing 4080 Business Park Drive Columbus, OH 43204

CEU points and CCE recertification points are available for this meeting.

Cost per Meeting

$25 members, $50 non-members. One coupon per person is valid. Breakfast included. Name ___________________________________________________________ Company __________________________________________ Please write your name as you would like it to appear on your name badge.

Online registration is available on www.nacmgreatlakesregion.com q q q q

Indiana - Michigan - Ohio

Email this form to registration@nacmconnect.org or fax to 847.253.6241. You will be invoiced shortly. THE INTERCONNECTION

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PAGE 44

NACM Great Lakes Region - Ohio

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

The following topics will be covered: • •

Introduction to Accounting and Business Analyzing Transactions

• • • •

The Adjusting Process Completing the Accounting Cycle Accounting Systems Accounting for Merchandising Businesses Inventories

•

Sarbanes-Oxley, Internal Controls, and Cash

• • • •

Receivables Fixed Assets and Intangible Assets Current Liabilities and Payroll Accounting for Partnerships and Limited Liability Corporations

•

Corporations: Organization, Stock Transaction, and Dividends Statement of Cash Flows

•

NACM Connect Institute of Credit

Instructor

Certification Course

Wanda McPhillips, CCE, CICP

Registration Deadline: NOVEMBER 15, 2016* Dates

December 3, 2016 - February 9, 2017** (Thursday evenings)

**Saturday classes: December 3, January 7, February 4 No class the week of December 26 and Thursdays - January 5 and February 2

Time

Cost

Location

Only two coupons are valid per person.

Thursdays 6:30 p.m. - 9:30 p.m. Saturdays 9:00 a.m. - 12:00 p.m.

$450, member (plus $390 textbook fee)

Viking Supply Net 2333 International Street Columbus, OH 43228

$900, non-member (plus $780 textbook fee)

Name_______________________________________________________________________________ Designation_________________________________ Please print name as you would like it to appear on your name badge.

Company___________________________________________Address______________________________________________________________________ City_______________________________________________________________________________________ State ________ Zip_____________________ Phone ______________________________________________________ Fax ______________________________________________________________ Email __________________________________________________________________________________________________________________________ Mobile ________________________________________________________________________________ Do you accept text messages?

qYes qNo

Online registration is available on www.nacmgreatlakesregion.com q q q q

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

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

NOVEMBER/DECEMBER 2016 PAGE 45

NACM Great Lakes Region

Credit 101, Credit 102, & Credit 103 Time: All classes are from 9 a.m. – 4 p.m.

(Continental breakfast at 8:30 a.m., lunch included with full day classes)

Cost: Members $189 (per class)

Non-Members $378 (per class)

2016/2017 REGISTRATION FORM CREDIT 102

CREDIT 103

qDecember 6, 2016

qFebruary 17, 2017

qMarch 27, 2017

Roche Diagnostics Corporation 9115 Hague Road, Building J (NEW Roche Forum Building) Indianapolis, IN 46256

qNovember 18, 2016

qDecember 9, 2016

qJanuary 20, 2017

AK Steel Corp-Dearborn Works 14661 Rotunda Dr, Lobby A Dearborn, MI 48121

qMarch 9, 2017

qApril 6, 2017

qMay 18, 2017

--------------------------

qNovember 30, 2016

--------------------------

Please register me for: Mid City Supply Co. Inc., 940 Industrial Pkwy. Elkhart, IN 46516 (Conference Room)

Indianapolis, IN: Detroit, MI:

Elkhart, IN:

Grand Rapids, MI:

Barnes & Thornburg LLP 171 Monroe Avenue N.W. Suite 1000 Grand Rapids, MI 49503

Cincinnati, OH:

Cincinnati Container Co., Inc. 5060 Duff Dr. (Upper Conference Room) Cincinnati, OH 45246

Columbus, OH: Dayton, OH:

CREDIT 101

qFebruary 8, 2017

qMarch 8, 2017

qNovember 16, 2016 qApril 12, 2017

Star Leasing 4080 Business Park Dr. Columbus, OH 43204

qApril 18, 2017

qMay 16, 2017

qJune 20, 2017

NACM Great Lakes Region Office 41 White Allen Ave. Dayton, OH 45405

qApril 11, 2017

qMay 11, 2017

qJune 8, 2017

Name__________________________________________________________________________________________Designation(s) ________________ Please print name as you would like it to appear on your name badge.

Company Name ______________________________________________________Address_________________________________________________ City ________________________________________________________________________ State ______________

Zip______________________

Phone ________________________________________________________ Fax ________________________________________________________ E-mail _____________________________________________________________________________________________________________________ Mobile ____________________________________________________________________________ Do you accept text messages?

qYes qNo

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

Check enclosed—(payable to NACM Connect) mail to: 3005 Tollview Drive, Rolling Meadows, IL 60008 Credit card—Pay by phone upon receipt of invoice: 1.800.935.6226 Please invoice me. I am using ___ coupon(s). Limit two coupons per person.

Please Note:

• • • •

Payment must be received one week prior to class start 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.

Email this form to registration@nacmconnect.org. You will receive an invoice shortly. Online registration is available at www.nacmgreatlakesregion.com

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NOVEMBER/DECEMBER 2016

PAGE 46

NACM Connect

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

CONNECT Institute of Credit

2017 Class Schedule CBA Courses Course Description

Winter 2017

Spring 2017

Business Credit Principles

Summer 2017

Monday 3/13 - 5/15

Basic Financial Accounting

Monday 8/21 - 10/30*

Thursday 1/5 - 3/9

Thursday 6/15 - 8/17

Financial Statement Analysis I

Fall 2017

Thursday 3/16 - 5/18

Thursday 8/24 - 10/26 Thursday 8/24 - 10/26

CBF Courses Course Description

Winter 2017

Spring 2017

Summer 2017

Fall 2017

Monday 3/13 - 5/15

Business Law

Monday 8/21 - 10/30*

Credit Law

Evening Class Times: 5:30 â&#x20AC;&#x201C; 8:30 p.m. *No Classes on September 4 (Labor Day)

Professional Certification Program Test Dates Application and Paperwork Deadlines

Exam Dates

September 12, 2016

Monday, November 7, 2016

January 9, 2017

Monday, March 6, 2017

April 17, 2017

Sunday, June 11, 2017 Credit Congress, Dallas, TX

May 29, 2017

Monday, July 24, 2017

September 11, 2017

Monday, November 6, 2017

Classes are subject to cancellation based on enrollment.

For more information on becoming a certified credit professional, please visit the NACM Midwest website at www.nacmmidwest.org, or contact Lillian Novak by phone at 800-935-6226,or via email at lillian.novak@nacmconnect.org.

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NOVEMBER/DECEMBER 2016 PAGE 47

NACM Midwest - Wisconsin Each roundtable permits me to interact with local credit managers and learn. I find this process to be invigorating, having new perspectives on common problems.

–Richard Steele Kellwood Company, LLC

2016 Wisconsin

December Roundtable Discussions

THE CUSTOMER FROM HELL!!! (How To Deal With The Worst of The Worst While Staying Professional And Keeping A Smile On Your Face!) Facilitator: Frank Schetski (NACM Connect)

q Fox Valley Friday, December 9

8:15 a.m. - 10:00 a.m (breakfast) Location: Perkins Restaurant 3030 East College Avenue (Hwy 441 at East College Avenue exit)

(Appleton, WI 54915)

q Madison

Tuesday, December 13

12:00 p.m. - 1:45 p.m. (lunch) Location: Rodeside Grill 6317 Rostad Circle (I-90/94 & Highway 19 exit)

(Windsor, WI 53598)

CEU points and CCE recertification points are available for this meeting.

Cost per Meeting

$25 members, $50 non-members, one coupon per person. Name ___________________________________________________________ Company __________________________________________ Please write your name as you would like it to appear on your name badge.

q q q q

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

NOVEMBER/DECEMBER 2016

PAGE 48

NACM Midwest - WIsconsin Each roundtable permits me to interact with local credit managers and learn. I find this process to be invigorating, having new perspectives on common problems.

–Richard Steele Kellwood Company, LLC

2016 Wisconsin

Milwaukee Roundtable Discussion

Conversations with a CEO How Credit Management Can Better Communicate With Upper Management Guest Presenter: Phil Lattanzio, CCE (CEO and President, NACM Connect)

Thursday, December 8 Cost per Meeting $25 members $50 non-members One coupon per person

12 noon – 1:45 p.m

Location: The Point Burger Bar 10950 West Good Hope Road Milwaukee, WI 53224 (Hwy 45 at Good Hope Road Exit)

CEU points and CCE recertification points are available for this meeting. Name ___________________________________________________________ Company __________________________________________ Please write your name as you would like it to appear on your name badge.

Online registration is available on www.nacmmidwest.org q q q q

Email this form to registration@nacmconnect.org. You will be invoiced shortly.

THE INTERCONNECTION

NOVEMBER/DECEMBER 2016 PAGE 49

NACM Connect

Open the door to a world of opportunity! NACM Connect is excited to offer the NACM National Webinars, a convenient way for you to continue your education by taking online classes. NACM National enables you to participate in Webinars instructed by industry leaders and professionals who offer extraordinary insight and knowledge in a wide range of topics that affect credit and collections professionals.

NACM National Professional Education Webinars and Teleconferences November/December 2016 Schedule Times are listed as Central Standard Time

TITLE

TYPE

DATE / TIME

PRESENTED BY

MEMBER PRICE

The Credit Manager’s Tool Box

Webinar

November 9 2 p.m.

Ron Sereika, CCE, CEW

$249

Minority Contractor Sales – Understanding and Mitigating Risk Associated with Accepting Orders

Webinar

November 21 10 a.m.

Shaun Papperman, CCE, CCRA, CICP Karen Hart, Esq. Kevin Burke, CCE

$249

My Customer Filed Bankruptcy: Now What?

Teleconference

December 14 2 p.m.–3:30 p.m.

Bruce Nathan, Esq.

$159

Want to Learn More About NACM National Webinars and Teleconferences Access updates, course descriptions and future topics at www.nacm.org

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PAGE 50

NACM Connect

More Services for the Data Contributors to National Trade Credit Report Contribute your A/R data to NACM Connect and you are eligible for these three services:

Account Monitoring ► Be

alerted when accounts have gone past due. alerted when an account has been reported by a credit group member. ► Be alerted when someone has reported them for bankruptcy. ► You set the criteria! ► Be

For example, you could set up an alert when one of your customers is $500 or more past due over 60 days with another member. When you see the “red flag” on your web page, check the credit report on your customer to receive more details. This is a FREE SERVICE available to data contributors only.* *If you pull a credit report on a customer, you will be charged for the credit report at your contracted price.

Credit Reference Service

Eliminates the workload of responding to credit reference inquiries. How it works: ► Companies with credit reference requests are directed to the NACM Connect website. ► After giving identifying information, the inquiring company can access limited data. ► Ability to monitor who is accessing your information and how often. ► You can set limits as to the number of references pulled each day by each company or block specific companies. Only 30 cents per inquiry!

Portfolio Risk Analysis Tool ► Free

monthly benchmarking & segmentation by statistical risk class. ► Compare performance against industry credit group(s), industry overall & entire group of NTCR participants. ► Drill down into details of specific customers at each credit risk classification and balances which can be exported to Excel. ► Create custom PDF presentation-worthy reports for management.

FOR MORE INFORMATION CONTACT YOUR LOCAL MEMBERSHIP CONSULTANT:

Illinois: Wisconsin and Nebraska: Upstate New York: Missouri: Indiana: Michigan: Ohio:

THE INTERCONNECTION

Leslie Harrison, leslie.harrison@nacmconnect.org, 847.483.6485 Frank Schetski, frank.schetski@nacmconnect.org, 414.232.4565 Todd Fierstein, todd.fierstein@nacmconnect.org, 716.839.1200 Rochelle Wilson, rochelle.wilson@nacmconnect.org, 314.677.2806 Kelly Hall, kelly.hall@nacmconnect.org, 317.225.4281 Janet Raap, janet.raap@nacmconnect.org, 616.257.3053 Paula Slyder, paula.slyder@nacmconnect.org, 937.401.2710

NOVEMBER/DECEMBER 2016 PAGE 51

NACM Gateway Region | NACM Great Lakes Region | NACM Midwest | NACM Upstate New York

The InterConnection

800.935.NACM

Stay Connected

For over 120 years, the National Association of Credit Management (NACM) has presented the Credit Congress & Expo to business credit professionals from across the country. Credit Congress is the largest annual gathering of business credit professionals in the United States. Visit creditcongress.nacm.org for registration and program details.