2016 September/October InterConnection by NACM Connect

The InterConnection VOLUME 4



ISSUE 5



SEPTEMBER/OCTOBER 2016

Coming Soon! Credit Professionals Compensation Survey 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 relevent 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. Management Association of Downers Grove, IL, a firm specializing in secure compensation surveys ll be conductuing

the survey. We recognize the highly sensitive nature of this information and this way we can assure c o n f i d e n t i a l i t y. No staff member will see your responses. 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. ■

Emerging Leaders Program Gaining Steam It's just five months into our pilot Emerging Leaders Program and it's gaining momentum. July saw the first education/ social event held exclusively for this group, which entailed a gathering at the Sugar Factory in MB Financial Park, Rosemont, IL. About 15 young credit professionals attended the event which included an educational speaker on the topic of leadership. A second open event will take place during the holiday season.

Connect continue to provide an extremely valuable service to the credit industry including its work on Capitol Hill, the CMI as a leading economic indicator, and an extremely reliable source for the exchange of credit information. It is up to us to find the way in which these and the other important functions of the Association are

carried on, to create new ideas, and to ensure our deliveries are user-friendly for this generation. If you know of any person meeting the age requirements for the Emerging Leaders group and working toward a career in credit, please let us know so we can engage them in our future activities. ■

Plans are also in place for the three 2016/2017 Elite Members (the team that heads up the Emerging Leaders Program) to join the officers of the Board of Directors along with Phil Lattanzio, CCE and President of NACM Connect, and Susan Daniels, project manager for the Emerging Leaders initiative. The intent of this dinner is to give exposure to our up-and-coming leaders to the leaders of today. Open discussions about career paths in credit, getting to management and success through active participation in the association are but a few of the topics to be discussed at this special dinner. As the membership of NACM Connect ages, it is imperative to engage our younger members to sustain the viability of the Association. NACM and NACM

Some of the attendees at the ﬁrst Emerging Leaders event. (from left to right): Chan Bun, Klein Tools; Martine Dyer, CBA, Acco USA; Tom Barta, Uline Shipping Supply; Jacob Halvorsen, Feguson Enterprises; Shelby Cockcroft, Ferguson Enterprises; Lauren Bell, Uline Shipping Supply; Carlos Velazquez, CH Robinson; Brendon Misik, Potash Corp.

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 Emerging Leaders Program Gains Steam

GLR Credit Class Schedule

Coming Soon! Credit Professionals Compensation Survey

Institute of Credit Class Schedules

GLR/Indiana- Financial Statement Analysis GLR - Indiana Roundtable Discussions

Congrats to New Designees

GLR - Indiana Roundtable Discussions

Midwest/Wisconsin Photo Gallery

GLR - Ohio Fall Golf Outing

Illinois Construction Stuff & Stuff

GLR - Basic Financial Accounting

Try Our Credit Application Processing Services

Midwest/Illinois Fall Golf Outing

GLR - Ohio Photo Gallery

Midwest/Illinois - Roundtable Discussions

New Members and Representatives

Midwest/Wisconsin - Roundtable Discussions

Have You Asked Our Experts?

NACM Southwest Collections Giveaway Winners

Midwest/Wisconsin - Roundtable Discussions

What's in Your Greatest Hits Collection?

Midwest/Wisconsin - Roundtable Discussions

Midwest / Illinois Photo Gallery

Midwest/Wisconsin - Business Credit Principles Midwest/Illinois IOC Class Schedule

Credit Class Photo Gallery

2016 Exam Review Schedule

Advances in Digital Currency

Credit Reference Service

Caine & Weiner Collections Giveaway Winners

2016 Compensation Survey

Credit Group Meeting Calendars

Event Calendar

Gateway Region Baseball Event

Gateway Region Roundtable Discussions

Upstate NY - Roundtable Discussions

GLR Credit Conference Schedule

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. SEPTEMBER/OCTOBER 2016

PAGE 2

Education Digest

Institue of Credit (IOC) 2016 Fall 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

Mondays, 9/19 - 11/21

Business Credit Principles

Four-day, 9/19 - 9/22

Basic Financial Accounting

Wed., 10/5-12/14

Elkhart, IN Fitchburg, WI Grand Rapids, MI

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 Class Schedule 2016 Exam Review Class Schedule (Exam Dates are Below)

The 2016 Credit Conferences are almost here! September 14-15 Rochester, NY

October 19-20

Rolling Meadows, IL

October 25-26

Maryland Heights, MO

All Exam Reviews can be done via Teleconference.

Review Class

Review Date

CBA

Tuesday, October 11

CBF

Tuesday, October 4

CCE

Wednesday, October 5

November 9-10 Independence, OH

2016 Exam Dates and Paperwork Deadlines Application and Paperwork Deadlines

Exam Dates

September 12, 2016

Monday, November 7, 2016

THE INTERCONNECTION

SEPTEMBER/OCTOBER 2016 PAGE 3

News

Congratulations to our Newest Designees Zachary Cherry, CBA Roche Diagnostics

Amy Trevino, CCE McNaughton McKay Electric Co.

Tammy Louis, CBA BASF Admixtures

Kodi Leeman, CBA Roche Diagnostics

Brenda Golletz, CCE Morton Salt

Paige Johnson, CBA Briggs & Stratton

Trisha Miller, CBA Trinity Highway Products LLC

CBA Designees

Sarah Walker Buzzi Unicom USA Inc.

CBF Designees

Devon Andersen-Farmer, CBA Ferguson Enterprises

Darlene Traficanti, CBF AAR Corp.

Cindy Olimpio, CBA Ferguson Enterprises

Stu Boswell, CBF Mid-City Supply Company Inc.

Ben Whitehouse, CBA Ferguson Enterprises

See the 2016 Professional Designation class schedule on the website at http://www.nacmmidwest.org/chicago/ education.htm. Exam reviews can be done via phone conference. For more information please contact Lillian Novak, Vice President of Education, at 847.483.6478 or email lillian.novak@nacmconnect.org. â&#x2013;

CCE Designees

Lani Lindquist, CBA Hear the Home

Sherri Kratz, CCE Green Bay Packaging

Anita Ramer, CBA Robert Weed Plywood

David Feigenbaum, CCE Kichler Lighting

July 15

THE INTERCONNECTION

NACM Midwest/Wisconsin Member Appreciation Event

SEPTEMBER/OCTOBER 2016

PAGE 4

NACM Upstate New York rk CM w Yo e A N Ne renc 16 e 0 t 2 fe sta Con p U dit Cre

E R

C 8:15 – 9:15 a.m.

T I D

R E V

io arr

M t r o -15 irp

r A er 14 Y e t b s N tem che er, Sep chest Ro

Wednesday - September 14

It’s an Election Year – Do You Know Where your Economy Is? Opening Keynote Speaker: Chris Kuehl

9:45 – 11:00 a.m.

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

UCC’s, Consignments and Lessons Learned from the Sports Authority Bankruptcy – Cover Your Assets Jerry Bailey, NCS

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, NACM Connect

1:30 – 2:45 p.m.

Loose Lips Sink Ships Bruce Nathan, Esq., Lowenstein Sandler LLP

Executive Forum – Open Discussion Todd Fierstein, NACM Upstate New York

3:15 – 4:30 p.m.

Escheatment Mike Kenehan, BDO

Managing Minority Contractor Sales Chris Ring, NACM National Secured Transaction Services; Kevin Burke, CCE, Erie Materials

11:30 a.m. – 12:30 p.m.

8:30 – 9:45 a.m.

10:15 – 11:30 a.m.

1:00 – 2:15 p.m.

Thursday - September 15

Deep Dives into Ratios Ron Sereika, CCE, Coopervision Inc.

Utilizing Data to Help Reduce Collections and Automate Decisioning Bob O’Brien, Dun & Bradstreet

The Legalities of Social Media in Credit Tom Fawkes, Esq., Goldstein & McClintock; Brian Jackiw, Esq., Goldstein & McClintock

Boost Working Capital Through Automation of Your Credit Process Eric Lee, Bectran

Bankruptcy Update Bruce Nathan, Esq., Lowenstein Sandler LLP

Credit Case Study Ron Sereika, CCE, Coopervision Inc.

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

SEPTEMBER/OCTOBER 2016 PAGE 5

NACM Midwest - Illinois st we rence 6 1 d i 20 M M fe on C C A N dit Cre

E R

8:15 – 9:15 a.m. 9:45 – 11:00 a.m.

T I D

R E V

et u q n -20 Ba

Wednesday - October 19

The Co-Worker’s Challenge: Corporate Team Building Opening Keynote Speaker: SCOTTY GUNTHER Updates on Credit Card Surcharging Matt Fluegge, Vantiv; Scott Blakeley, Blakeley and Blakeley

AP and AR – Unrelenting Adversaries or Synergetic Partners Adam Kruis, US Bank

Financial Statement Analysis Tom Wuich, CCE

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, NACM Connect; Gina Calabrese-Sylvester, Executive Vice President, NACM Tampa

Utilizing Data to Help Reduce Collections and Automate Decisioning Bob O’Brien, Dun & Bradstreet

1:30 – 2:45 p.m.

Loose Lips Sink Ships Bruce Nathan, Esq., Lowenstein Sandler; Larry O’Brien, CCE, ICCE, Potash Corporation

Creating the Perfect Credit Policy Tom Fawkes, Esq. and Brian Jackiw, Esq., Goldstein & McClintock; Jeff Perlstein, Berlin Packaging

User Friendly Cash Flow John Jaeger, CCE

3:15 – 4:30 p.m.

International Credit Policy Larry O’Brien, CCE, ICCE, Potash Jacob Nygren, CTP/Treasury Strategies Corporation

11:30 a.m. – 12:30 p.m.

8:30 – 9:45 a.m.

IL 19 , r s e tob eadow c O g M n i l ol

an i d i R

te n e C

Optimize Your Cash Forecasting Process to Maximize Effectiveness

Thursday - October 20

Case Study John Jaeger, CCE

Dodging The Bankruptcy Bullet Bruce Nathan, Esq., Lowenstein Sandler

Reengineering a North American Receivables and Cash Application Process Andy Ai, PNC Bank

Combatting Overridden Credit Decisions Curt Rothlisberger, CCE, CICE, Ardagh Metal Beverage; Ed Stauber, Wolters Kluwer; Bill Lovitt, CCE, ICCE, Klein Tools

10:15 – 11:30 a.m.

Foreign Exchange Richard Keller, SVP, MB Financial Bank; Despina Margiori, VP, MB Financial Bank

Getting to Know the Illinois Mechanics Lien Act Norm Cowie, CCE, Paramount-EO

How to Make a Successful Credit Decision Based on Limited Credit Information Kevin Stinner, CCE, Crop Production Services

1:00 – 2:15 p.m.

Get off Your Buts! Tammy Cook, Renaissance Minds

Deep Dive into Ratios John Jaeger, CCE

Best Practices in Reviewing and Extending Credit Curt Rothlisberger, CCE, CICE, Ardagh Metal Beverage; Norm Cowie, CCE, Paramount-EO; Diana Sturgeon, Generation Brands; Brad Boyle, Peer Bearing

2:15 – 3:15 p.m.

Illinois isn’t Broken...It’s Fixed; and Other Observations Closing Keynote Speaker: DAN PROFT

NACM MIDWEST Illinois

Nebraska

Wisconsin

NATIONAL ASSOCIATION OF CREDIT MANAGEMENT An NACM Connect Company

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

SEPTEMBER/OCTOBER 2016

PAGE 6

News

Illinois Construction Stuff and Stuff By Norm Cowie, CCE

I was sitting in my attorney’s office one day when I noticed a slim book laying on the corner of his desk, its position an obvious open invitation to look inside. It was a book of attorney jokes.

Why am I talking about this, er, writing about this?

I looked up at him, and he was grinning at me, so I took the hint and randomly opened the book to a page that read, “What’s black and brown, and looks good on an attorney?”

(You’re writing a book?!)

I think that’s one of my favorite things about my attorney, he doesn’t take himself too seriously, plus he does a great job helping me protect our company. But he knows that attorneys on the whole are looked at with equal doses of respect, fear, loathing and contempt. That’s why there are so many lawyer jokes. Google ‘joke books about attorneys,’ and the page expodes with books: “The Lawyer Joke Book.” “The Politically Incorrect Book of Lawyer Jokes.” “Lowering the Bar: Lawyer Jokes and Legal Culture.” In the 1990’s, the head of the California Bar Association begged attorneys to stop telling the jokes, because they spread the jokes like a mosquito spreads the Zika Virus. Of course this makes sense, because when in a social situation if an attorney admits to practicing law, he or she will likely be bombarded with attorney jokes. If they get angry, they are accused of having no sense of humor. So they respond by not only joining in, but by telling more and better attorney jokes. Richard Herzfeld, a former attorney, wrote his own book, ‘The Ultimate Lawyer Quote Book,’ which has comebacks for attorneys to defend themselves from jokes. The example he gave in a Huffington Post article was, ‘Some wise guy asks, ‘What’s the difference between a dead snake in the road and a dead lawyer in the road?” He wants to say “Skid marks.” But before he can, someone quotes Richard Herzfeld: “No one makes books out of attorneys.”

Well, in my upcoming book …

Yes, I’m… (That’s so cool. I’ve been wanting to write a book, too). Um, yeah. (I haven’t written it yet, but I’m going to some day.) That’s awesome. Let me know when … (It’s going to be about a guy, someone like me, but not like me. You know what I mean?). Well.

But my attitude about attorneys comes solely from their actions. Over the years, I’ve butted heads with attorneys for owners and contractors; and in many of those cases I’ve witnessed firsthand how many of them try to bend the law to benefit their clients, sometimes with outand-out lies, distortions and misrepresentations. My attorney is currently having a back and forth letter war with a poo-poo head from a large prestigious law firm, who either doesn’t understand the lien law, or is purposely playing dumb. Another time, one attorney went back and forth with me, each time him trying to invent a reason why our lien was defective, and me using the actual Statutes to knock each attempt down. Our series of letters later made for an interesting and informative lien seminar.

(I’m sure it will be a best-seller).

So, yeah, I can be a little harsh about attorneys. And there are some wonderful attorneys out there.

My book?

But then there are others …

(No, mine. They’ll probably make it into a movie, too).

Oh, and the end of the joke above? A Doberman. ■

Great, I’ll be sure to watch it. In the meantime, I’ll get back to my article.

Norm, www.normcowie.com

Anyway, as I was writing in my upcoming book, “Illinois Mechanics Lien Statutes, and other construction stuff,” some of the wonderful people who are reading it for blurbs noted that in the book I’m pretty merciless about attorneys and judges (poo-poo heads). Of opposing attorneys, not mine, because of course my own is exemplary, and I’m sure yours is wonderful and smells delightful.

THE INTERCONNECTION

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.

SEPTEMBER/OCTOBER 2016 PAGE 7

NACM Connect ®

Securing Your Tomorrow ®

LienFinder

™

If you don’t like surprises...

START YOUR ONE MONTH FREE TRIAL TODAY!

You won’t be caught off guard with access to over 1 million projects. NCS created LienFinder™ because companies wanted to find out, without having to painstakingly search on their own, if there are liens on projects they supply with materials and/or labor. Now you can evaluate the creditworthiness of your customer and the parties within the ladder of supply with access to recorded documents vital to the construction industry.

“

LienFinder™ is an online database that captures construction project data nationwide, from hundreds of recording offices daily. Locate essential project information and avoid potential payment risks through the review of Notices of Commencement, Notices of Completion, Mechanic’s Liens, Releases of Lien, Payment Bonds, and more!

“

Why do you need LienFinder™? • Locate party information for the ladder of supply • Uncover potential payment risks on current and future projects • Monitor future lien activity on projects and parties

I found a lien against a current customer that forced them to come clean to me about why my company had not been paid. This information made it clear not to sell to them further until things were resolved. I can’t think of any other way I would have found that information without LienFinder – it just saved my company $75,000. Lisa Hourigan, Interline Brands, Inc., Collection Specialist

LienFinder™ is continually growing and contains: • Over 1.4 million projects • Over 3.5 million contacts • Over 1,000 counties spanning 44 states

Call 800-826-5256 to start your free trial

THE INTERCONNECTION

SEPTEMBER/OCTOBER 2016

PAGE 8

NACM Connect / NACM Great Lakes Region

Try our Credit Application Processing Services What is your usual procedure when you receive a new credit application? Do you have the time to contact the references provided on the application over & over again and wait for their response? Do you really want to reply on their handpicked references to make a credit decision? Are you short staffed due to cut-backs or vacations and wish someone could contact the references letting you know who provided the information? Let NACM Connect be an extension of your credit department. Send us your credit applications and we will contact up to four trade references & one financial institution. The responses from each reference will be returned to you & merged onto the National Trade Credit Report (NTCR). You will

Ease Your Workload

with NACM Connect’s

Credit Application Processing receive the full report which may include additional history contributed by NACM Let Us Contact theproviding you with a members nationwide, more thorough comprehensive picture References forand You of the applicant.

We will contact the references and forward the responses directly to you. The trade information will be merged onto the NACM National Trade Credit Report and you will receive the report, which may include additional payment history contributed from NACM members nationwide.

August 25 Pricing is as follows: Rush Processing

(24 hrs)

$25.00

For additional information regarding this service, please contact Paula Slyder the Credit Application atHow937-401-2710 or paula.slyder@ nacmconnect.org. ■ Processing Service Works

NACM Connect’s Credit Application Processing Department can assist you and your team to help streamline the process, reduce the cost of internal processing and provide you with a more thorough and comprehensive picture of the applicant. Fax the credit application to 937.228.6114 or email to businesscredit@nacmconnect.org.

We will contact up to …

4 Trade References and 1 Financial Institution NACM GLR/OHIO- Member Appreciation Event Regular Processing (4-5 business days) $20.00 Additional information subject to availability: Secretary of State

$5.00

UCC Records

$5.00

(up to the 5 most recent filings)

Legible applications submitted with accurate contact information will ensure a quick turnaround, saving you time to focus on other important department operations! Upon completion, trade reference information will be forwarded including those references that did not reply after three attempts.

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

NACM Connect

3005 Tollview Drive, Rolling Meadows, IL 60008 p 847.483.6400 f 847.253.6685 www.nacmconnect.org

THE INTERCONNECTION

SEPTEMBER/OCTOBER 2016 PAGE 9

NACM Connect

NACM Member Credit Card Acceptance Program Fast, reliable and more secure payment solutions National Association of Credit Management (NACM) members enjoy a distinct competitive advantage through their partnership with Vantiv and United TranzActions (UTA). As an NACM member, you’ll benefit from the combined expertise of Vantiv and UTA. We provide NACM members with exceptional benefits and many custom-designed features that make card payments more attractive to your customers and more profitable for you.

Here are some of the companies we’ve helped: Savings: $4,100 Annual Card Volume: $400,000 Single Location Manufacturer Savings: $40,900 Annual Card Volume: $4.5 million 9 Location Steel & Building Materials Supplier Savings: $440,000 Annual Card Volume: $250 million Multi-Location Electrical Wholesale Company

Contact us today for a FREE consultation and fee analysis. Matt Fluegge Vantiv NACM Relations 608-834-2539 Matt.Fluegge@vantiv.com

Michael Williams UTA NACM Relations 786-264-7019 mwilliams@unitedtranzactions.com

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

THE INTERCONNECTION

SEPTEMBER/OCTOBER 2016

PAGE 10

NACM Connect / NACM Great Lakes Region

NACM Connect New Members and Representatives New Members

Lori Bolton Provident Distribution

Jenny Moore Indiana Oxygen Co., Inc.

Christine Davidson RAF Automation

Mark Fleming Nidec Motor Corporation

Michelle Cozad Samuel Pressure Vessel Group

Meelviss Torres Nucor Steel Connecticut, Inc.

Nancy Karr Simpson Strong Tie, Inc.

Shannon Stines Omron Healthcare, Inc.

Wanda McPhillips Stant USA Corp.

Ashley Blake Reco Equipment, Inc.

Samuel Hall CROPP - Organic Valley

Michelle Gutierrez WBBM-TV

Amy Wood Rumpke of Ohio, Inc.

Deanna Jonas Daikin Applied

New Representatives

Denise Wright De Carolis Truck Rental, Inc.

Elizabeth Michael Barrett Paving Materials, Inc.

Arlene Dabrowski Technical Consumer Products, Inc.

Lauren Graham Duncan Oil Company

Clay Williams Cargill Meat Solutions

Emily Sattler The Scotts Miracle-Gro Company

John Hoffert Formica Group

Frank Gerace D'Addario & Company, Inc.

Darin Ball Veritiv Operating Company

Lori Miller GLT Poducts

John Campbell Fabri-Kal Corporation

Brian Modlin Wurth Supply Service

Michael Heatherly Lesman Instrument Company

Richard Warner Herbruck Poultry Ranch

Amanda Hindenach Pioneer Steel Corporation

Joyce Snyder IEC Electronics Corp.

Virginia Litwin Amcor Rigis Plastics USA, LLC Beth Hernandex Beacon Roofing Supply, Inc. Sandy Roller BND Rentals Inc. Catherin Perhogan CBS Television Stations Imara Zahir Cequent Performance Products, Inc.

August 23

THE INTERCONNECTION

Andrew Rieck Sunderland Brothers Company

NACM GLR/Indiana Member Appreciation Event

SEPTEMBER/OCTOBER 2016 PAGE 11

NACM Gateway Region n M AC Regio ce N 16 en y 20 ewa nfer t o Ga it C d Cre

C 8:15 – 9:15 a.m. 9:45 – 11:00 a.m.

T I D

Orl

R E V

et u q n -26 Ba

25 s, MO r e ght tob i c e O d H n a l ary

's o d n M

t Cen

Tuesday - October 25

Today is Your Day. Live Inspired. - Opening Keynote Speaker: JOHN O’LEARY The Global Economy Ross Elford, First Vice President, Commerce Bank

Creating an Advantageous Partnership for Both Credit and Sales Kevin Stinner, CCE, Crop Production Services

News from NACM National Chris Ring, NACM National

New Tools and Features of the National Trade Credit Report Phil Lattanzio, CCE, NACM Connect

1:30 – 2:45 p.m.

Cave Without a Name – Teambuilding Exercise – Part 1 Cheryl Pinson, CCE, Bunge North America

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

3:15 – 4:30 p.m.

Cave Without a Name – Teambuilding Exercise – Part 2 Cheryl Pinson, CCE, Bunge North America

Electronic Documentation Thomas Fawkes, Esq., Goldstein & McClintock; Brian Jackiw, Esq., Goldstein & McClintock

4:30 – 5:30 p.m.

Reception and Networking Event - Hosted by the Exhibitors

11:30 a.m. – 12:30 p.m.

8:30 – 9:45 a.m.

Wednesday - October 26

Coloring your Success - Power of Persuasion Diana Crowe, IAB Inc.

Missouri and Illinois Mechanics Lien Laws Garry Seltzer; Kevin Seltzer, Seltzer & Seltzer L.C.

Prepping for Litigation Thomas Fawkes, Esq., Goldstein & McClintock; Brian Jackiw, Esq., Goldstein & McClintock

Build a Better Credit File – Make a Better Decision Larry Lipschutz, CCE, French Gerleman; Curtis Litchﬁeld, CCE, Land O Lakes; Cheryl Pinson, CCE, Bunge North America

1:00 – 2:15 p.m.

The Basics of International Credit John Gilsinn, VP of Enterprise Risk, Bunge North America; Wilma Grable, CICP, White Rodgers Division of Emerson; Jennifer Schwesig, Armstrong Teasdale

Managing Unclaimed Property Mark Paolillo, CPA, Ryan, Inc.; Susan Han, Ryan, Inc.

2:15 – 3:15 p.m.

Combining Personal Devices with Work - Closing Keynote Speaker: ROBERT MORKISZ

3:15 – 4:30 p.m.

Networking Hour

10:15 – 11:30 a.m.

Conference registration and details at www.nacmgateway.org

THE INTERCONNECTION

SEPTEMBER/OCTOBER 2016

PAGE 12

NACM connect - Dissecting the Website

Have you Asked Our Experts? On the NACM Connect home page as well as the home page of the Connect affiliates resides a link to your member benefit, Ask the Expert. Have you ever clicked on it? If you haven’t, you are missing out on absolutely free help and advice from some of the great credit minds. Topics covered range from all aspects of credit law to insurance and puts to liens and to escheatment, just to name a few.

In all there are sixteen experts, and more are being added all the time. They include names such as Wanda Borges (Antitrust), Bruce Nathan (Bankruptcy), Joe Carr (Escheatment), and Norm Cowie (Illinois Lien Law). Coming soon are experts in international credit and a link to Lillian Novak in case you can’t find the expert you need. She will tap into our resources to find you help.

Connect members, 2,500 of them, to ask any question you may have about credit except customer information. The NACM Connect websites contain a wealth of information and many of our products and services are free to members. Check out www.nacmconnect.org. From there you can easily navigate to any of the regional websites. ■

Also – don’t forget our free member surveys! We are happy to reach out to all the NACM

THE INTERCONNECTION

SEPTEMBER/OCTOBER 2016 PAGE 13

NACM Southwest Collections

Can the Same Be said About Your Collections Agency? NACM Great Lakes Region and its partner, NACM Southwest Collections, work seamlessly together to provide our members the best in collections services. See what NACM Great Lakes Region members say about their collections services:

"Our company has been VERY happy with the NACM Southwest Collectors, and their follow-up is superb!" "Claims submission is a breeze. Why wouldn't you let another pair of eyes look for what you may have missed?" "I love it when they SHOW ME DA MONEY!!!" We welcome the opportunity to discuss the benefits of using an agency with seasoned, well-trained collectors as well as the many other benefits NACM Southwest Collections has to offer. For details or to discuss the benefits of using NACM Southwest Collections please contact:

Dan Sears 937-401-2705 dan.sears@nacmconnect.org

NACM Southwest Collections Monthly Giveaway Winners Congratulations to the June and July winners of the NACM Southwest Collections and NACM Connect Monthly Giveaways. The winners for the Great Lakes Region are listed

below. The September giveaway is a $50 Coach gift card and the prize for claims placed in October is a $50 gift card to Crate & Barrel. Each claim you place with NACM

June Winners

$50 Cheescake Factory Gift Card Great Lakes Region Angie Crockett, Reliable Trailer Systems

September Giveaway

THE INTERCONNECTION

Southwest Collections during these months will be eligible for one entry into the drawings. Please support this important partner! â&#x2013;

July Winners

$50 Zappos Gift Card Great Lakes Region Amber Dixon,Tiffany Lawn & Garden Supply

October Giveaway

SEPTEMBER/OCTOBER 2016

PAGE 14

News

What’s in your ‘Greatest Hits’ Collection? By Larry Grogan, CCE

Recently I attended the “Happy Together Tour” concert at the Paramount Theatre in Aurora, IL. The 58 date tour swings by the Chicago area annually and I was so glad to be in the audience. It featured several artists from the 60’s including the Turtles (”Happy Together”), Chuck Negron from Three Dog Night (“Joy to the World”), Mark Lindsay from Paul Revere and the Raiders (“Kicks”), the Cowsills (“Hair”), Gary Puckett (“Young Girl”) and Spencer Davis (“Gimme Some Lovin”). One thing I noticed all the performers had in common was each had multiple ‘hits’ from their heyday nearly 45 years earlier and were joyfully recreating them with the help of an amazing backup band. Present day technology gave the concert an edge that the 60’s was incapable of delivering. Some interesting observations: the show appeared to be sold out – even the balcony seats were filled. For performers, most in their 60’s and 70’s, they each sounded darn good. They reminded me of how age need not separate us from our talents. Or even health as in the case of the Turtles’ Howard Kaylan (rolled out in a wheel chair and sang while seated) and Mark Volman (in remission from cancer). After hearing these artists, it struck me how the power of their hit songs favorably branded them for life! Then I realized there is a parallel here worth noting. In the same way these performers had ‘hits’, those of us ‘performing’ in the A/R and Credit arena, and in fact, in any profession, can achieve the same. How many of us have several ‘Greatest Hits’ albums by our favorite artists in our collection? What if we were to view our resume as our own ‘Greatest Hits’ collection? Ten to twelve carefully selected ‘best results’ or projects we completed for our employers, customers and our

communities that brand and differentiate us from other ‘performers’ in our field. What is a ‘hit’ anyway? In the pop music arena, it’s a song that has a memorable ‘hook’ that causes a person to want to hear the song again and again, often purchasing it so they could play it anytime they choose. The song would become an official hit if its level of sales drove it up the Top 40 chart. Although our employers don’t have a ‘Top 40’ per se, they do know ‘hit’- like results when they see them coming from a leader, individual contributor or a team. No matter where you are in your career, it might be worth investing some time in reframing how you see and document the results you achieve for your employer. For example, Bob* created a ‘hit’ when he took personal initiative to improve a frequently repeated key work process by eliminating several steps, fully documenting it and sharing it with his team. Time and money were saved and frustration was eliminated. It’s now part of his ‘greatest hits’ collection. Julie* created a ‘hit’ by earning her CBA designation. Although it was difficult to balance her work and personal life, she completed the necessary classes and added another ‘greatest hit’ to her collection. This also enhanced her personal brand and now she is in pursuit of her next designation. She learned than once her expertise increased, so did her passion for her work. Tom* looked back on his career and realized the last ‘hit’ he had was when he graduated from College five years ago. He had car insurance for his car, life insurance for his family but no insurance for his career. He realized he was ‘stuck’ in his current job and instead of having five years of experience, he really only had one year’s experience…

THE INTERCONNECTION

repeated five times! Tom decided it was time to get something ‘on the charts’ so he grabbed a copy of Brian Tracy’s book ‘Get Paid More and Promoted Faster’ and started to apply its principles to his current predicament. He set a goal to be among the top 10% in his field and began pursuing his CCE, aiming to complete the requirements within 3 years. Instead of waiting for things to get better at work, he made up his mind and took the initiative to cause things to improve. He soon became known as a regular ‘hit maker’ and eventually his new job role, bigger pay check and enhanced esteem led him to have not just a ‘Greatest Hits Collection: Volume One’ . But also a ‘Volume Two’! Are you like Bob, Julie or Tom? Perhaps you sell your current work role short and see it as boring work with a pay check rather than the ‘performing art’ it could be - where you have more opportunities to have hit after hit than any pop star could dream of! While only a few reach stardom in the world or sports or entertainment, each of us can become stars and ‘hit makers’ in our own right on our current jobs if we take the view than everything is improvable. It might be a tweak to a process or a form. Initiating a new policy or procedure. Coming up with a new, more effective response for overcoming a Customer’s objection for paying slow. Researching a new credit scoring tool or A/R software that other companies use but yours has never tried. It all changes when you decide to go the extra mile, in search of your next ‘hit’, to help your company and team perform better while at the same time, advancing your career and adding new distinctions to your personal brand. Some of us have had many ‘hits’ but perhaps we didn’t see them for what they SEPTEMBER/OCTOBER 2016 PAGE 15

NACM Midwest

NACM Midwest/Illinois Member Appreciation Event

August 12

W I N N E R S For more please visit our Facebook www.facebook.com/ConnectNACM THE INTERCONNECTION

SEPTEMBER/OCTOBER 2016

PAGE 16

News

‘Greatest Hits’(cont'd) were. What follows is a few brainstorm ideas - things you can do to create your next ‘hit’. Maybe the list will help you uncover hits you didn’t know you had? Either way, consider documenting your ‘hits’ for your annual performance review and your resume. When the time comes to move up the ladder in your current company or to grab the rung of one at another company offering a better opportunity, be sure to bring your greatest hit collection along with you. If you see it that way, share it and celebrate it that way, you too will be like the artists on the Happy Together Tour playing to people who love to hear what you accomplished, and who are always willing to enthusiastically promote or hire someone who is living their unique personal brand while creating more hits! Potential on the job ‘hits’: most of these ideas are outside of a typical job description: • S t a r t a b o o k c l u b a t w o r k where you lead a discussion on a top 10 business book. • Initiate a survey via NACM Connect on some topic of interest to your team. This is a free benchmarking tool that comes with your membership and is easy to do. • Job shadow someone in your organization to increase your knowledge of their role and their knowledge of your role. This is a great way to identify your next job move. • S h a r e a u n i q u e s t r e n g t h with your team or a team member. Example: Excel skills. • C o m p l e t e y o u r a n n u a l w o r k objectives & 2-3 additional objectives not on original list. • Participate in a NACM credit group or sell your company on joining

one if not already a member. It’s said ‘nothing happens until somebody sells something’.

• Join Toastmasters International to develop your leadership and speaking skills.

• Initiate a request to team leader on behalf of team to sign-up for a webinar.

• J o i n a n N A C M c o m m i t t e e (membership, business staffing, fall conference etc.)

• Document and/or improve a process (or form or template used in a process). • P r o p o s e a t e a m b u i l d i n g event. Example: sign up for ‘Feed My Starving Children’. • If your company has never asked for security from a high risk Customer, find a way to bring it to the table by researching and presenting options. Example: credit insurance, letters of credit, UCC filings, netting or corporate guaranty’s. • I n i t i a t e a r e q u e s t t o v i s i t a Customer. Lay out the objectives and justify the expense. • Develop & deliver a presentation to sales to show how credit serves their best interests & the interests of the company. Share how credit limits & order holds work. Potential ‘hits’ outside of work: assume ‘everything counts’. Because it does. • Turn your car into a ‘university on wheels’ by listening to self-development CD’s. • Vo l u n t e e r a t y o u r c h u r c h , community or political organization. • Mentor or network on behalf of an unemployed credit or A/R peer. • Sign-up with Junior Achievement to teach a class of grade schoolers about our economic system or to attend a career day at a high school and share what you do.

THE INTERCONNECTION

• Sign-up for a NACM class to begin or progress towards earning a designation. • Contribute an article to Business Credit magazine or this newsletter. • Read a credit or collections related article or book and share useful take away’s with your team. • Volunteer to lead a webinar on a credit or leadership topic you are passionate about. *Bob, Julie and Tom are fictitious persons used for illustrative purposes. ■

Larry Grogan, CCE, is a Credit Analyst with BP Products NA and previously held credit roles with D&B and Nalco Holdings. With over 25 years of credit experience, Grogan played a lead role in implementing credit score carding at BP and is past Chairman of the NACM Midwest Board of Directors. Grogan received a Bachelor of Science degree in Marketing from Bradley University and an MBA from Benedictine University. He is also a graduate of NACM's Graduate School of Credit & Financial Management at Dartmouth College. Grogan is currently on the faculty of NACM Connect’s Institute of Credit’and has taught classes, seminars and delivered on-site training on the topic of Financial Statement Analysis.

SEPTEMBER/OCTOBER 2016 PAGE 17

NACM Midwest

July 13

Summer 2016: Credit 102 Graduates!

Front row (from left): Timothy Mitchell (Medline Industries); Elizabeth Scheffler (Misumi USA, Inc.) ; Lenore Varey (Fellowes); Halina Jedlinski (Saputo Cheese USA); Shannon Ceballos (Prairie Material) Back row (from left): Terry Brennan (LaSalle Solutions); Carlos Velazquez (CH Robinson); Renee Rodriguez (Parksite); Felecia Urrutia (The Blommer Chocolate Co.); Victor Barraza (Nalco, An Ecolab Company)

August 3 Summer 2016: Credit 103 Graduates! Back row (from left): Victor Barraza (Nalco, An Ecolab Company); Timothy Mitchell (Medline Industries); Eric Brightwell (Edward Don); Rich Bellis, CCE (Instructor); Carlos Velazquez (CH Robinson); Front row (from left): Felecia Urrutia (The Blommer Chocolate Co.); Halina Jedlinski (Saputo Cheese USA); Elizabeth Scheffler (Misumi USA, Inc.); Marica Osslund (Saputo Cheese USA)

Credit 101, 102, 103 Series Upcoming 2016 Class Dates Credit 101 • October 5, 2016

Credit 102

Credit 103

• November 9, 2016

• December 7, 2016

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

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

$460 per class Non-Members

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

SEPTEMBER/OCTOBER 2016

PAGE 18

News

Advances in Digital Currency: What Does it Mean to the Credit Team in the B2B Space? By Scott Blakeley, Esq. Paper checks are losing favor as a payment channel in the B2B space as electronic payment forms continue to evolve as a payment preference. At the forefront of electronic payment channels is digital currency, which continues to make a media splash. While the B2B space has been slower to embrace electronic payment channel alternatives, digital currency is advancing in the B2C space. The B2B space generally follows advances in the B2C space with payment channels. The total market capitalization for digital currencies is approximately $4.04 billion. Highlighting opportunities with digital currencies, a Silicon Valley hedge fund has raised over $115 million from high profile tech investors to further build digital currency infrastructure. The speaks to the growing demand for a low cost payment channel that provides

supplier embracing a payment channel. Further, if digital currency is used less as a currency and more as an electronic means to transfer money, such as paying a supplier’s invoice, the B2B space will embrace this payment channel.

for near immediate transfers of payments, without the control of money center banks. But does all of the media coverage of digital currency prompt the credit team in the B2B space to gear up for this payment channel in the near term?

2013, the value of the digital currency Bitcoin has lost 80% of its value. Critics of digital currency see the drop in Bitcoin’s value as an inherent limitation with digital currency as there is no central currency issuer assuring the face value of the currency. Further, digital currency is also vulnerable to fraud.

B2B Payment Channels and Their Costs Customers have payment channel choices, and the credit team must be abreast of payment developments to serve these customer preferences. Balanced with customer preference, the credit team must consider the expense to the supplier tied to the payment channel. The below chart sets out the expense tied to the payment channel. Does not include banking services such as lockbox and data keying. *Average cost associated from receiving remittance to applying cash. This will vary from company to company and specific operational practices. Digital currency is cheaper and fast than other payment channels, which are keys in measuring the

What is Digital Currency? Digital currency is an Internet based medium of exchange that allows for instantaneous transfers and payments. It is traded peer-topeer, not controlled by a central agency, and can be used to purchase goods and services. The advantage of digital currency for the credit team is that it is easily accessible, confirms transfers more quickly than other payment channels and allows invoices to be paid nearly instantaneously. However, since reaching roughly $1,147 in December

Transformation of Payment Channels? Digital currency has the potential to transform payment channels in the B2B space, much the way technology is transforming ride sharing (Uber). Reducing transaction costs and accelerating processing time makes suppliers more efficient with their quote to cash cycle. A key to widespread adoption of digital currency and this efficiency is its ability to act as a financial ledger to authenticate each transaction, the so-called blockchain. For example, Tomcar, a car manufacturer, shows how digital currency may apply in the B2B space. Tomcar uses Bitcoin merchant accounts to transfer payments from suppliers. Tomcar has found the

THE INTERCONNECTION

positives of digital currency, such as no cost and immediate transmission, outweigh the downsides noted. Regulation of Virtual Currency Increased regulation of digital currency may create more certainty and limit fluctuation. The Conference of State Bank Supervisors (CSBS) released a proposal for the regulation of the digital currency businesses. CSBS’s push for digital regulation covers record keeping, cyber security protocols, and transaction data standards. Additionally, Coinbase launched the first regulated exchange for Bitcoins in the U.S. to integrate digital currency. State financial regulators have begun to issue guidelines, but comprehensive regulation is evolving. Digital Currency: A B2B Payment Channel in the Near Term? The electronic payment channel is the most efficient and cost effective payment channel for suppliers in the B2B space. However, digital currency remains volatile as a currency and thus not reliable for credit teams. But digital currency is cheaper, faster and more secure that other electronic payment channels. Supporters of digital currency see its quality of a transparent ledger, the blockchain, is the basis to upend traditional payment channels. The question for credit teams is how quickly the problems with digital currency in the B2B space, unstable value and risk of fraud, are solved. Digital currency may be viewed by credit teams less as a currency and more as technology to swiftly pay invoices. Once technology addresses these issues, digital currency may be embraced by credit teams. ■ 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/OCTOBER 2016 PAGE 19

NACM connect

THE INTERCONNECTION

SEPTEMBER/OCTOBER 2016

PAGE 20

Caine & Weiner News

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

The September giveaway is a $50 Coach gift card and the prize for claims placed in October is a $50 gift card to Crate & Barrel.com. Each claim you place with

June Winners

$50 Cheesecake Factory Gift Card Omaha Denise Kephart, Lozier Corporation Wisconsin Kelly Alma, Green Bay Packaging Gateway Region Debbie Harper, Truck Centers Upstate New York Mary Beth Hanford, Perry’s Ice Cream Midwest Jordan Moltz, Atlas Companies

September Giveaway

Caine & Weiner during these months will be eligible for one entry into the drawings. Please support this important partner! ■

July Winners

$50 REI Gift Card Omaha Wisconsin Gateway Region Upstate New York Midwest

Mary Moore, Carlson Systems Rich Weiss, Jaeckle Distributors Dave Zahller, Tubular Steel Mary Beth Hanford, Perry’s Ice Cream Les Witzrek, Kuriyama of America

October 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

THE INTERCONNECTION

Todd Fierstein

Gateway Region Senior Manager, Client Services

847.407.2348

SEPTEMBER/OCTOBER 2016 PAGE 21

NACM Connect

Be Organized By segmennng and streamlining your Credit Management Operaaons to support the underlying company business, you achieve a more responsive, agile and eï¬&#x20AC;eccve credit organizaaon.

THE INTERCONNECTION

SEPTEMBER/OCTOBER 2016

PAGE 22

NACM Connect

Fortifying Your Credit Foundation: Back to Bankruptcy Basics Wednesday, September 21, 2016 10 am - 11 a.m. CT Cost: $99 members

WEBINAR

About the Webinar

In the presentation, Fortifying Your Credit Foundation: Back to Bankruptcy Basics, Jeff Cohen and Michael Klein of Cooley’s Corporate Restructuring and Bankruptcy Group will provide tips, tools and best practices that credit managers can put in place now to maximize future collections. Messrs. Cohen and Klein will discuss guidelines for evaluating potential credit counterparties and suggested ways to minimize exposure in bankruptcy, specifically with respect to outstanding receivables and potential preference liability. They will also address what you can do to enhance recoveries in the event that your credit counterparty files for bankruptcy. Use this information to get ahead of the next downturn.

During this 60-minute webinar you will: • Provide tips, tools and best practices that credit managers can put in place now to maximize future collections • Discuss guidelines for evaluating potential credit counterparties and suggested ways to minimize exposure in bankruptcy, specifically with respect to outstanding receivables and potential preference liability • Address what you can do to enhance recoveries in the event that your credit counterparty files for bankruptcy

About the Presenters

Jeffrey L. Cohen is a partner in the Corporate Restructuring & Bankruptcy practice group of Cooley, LLP, New York, NY. His practice is concentrated in the area of Chapter 11 bankruptcy reorganization and related litigation. He frequently represents unsecured and secured creditors, creditors committees and debtors in Chapter 11 cases, and is a certified bankruptcy mediator approved in Delaware, Southern District of New York and Eastern District of New York. In 2013 and 2014 Mr. Cohen was named one of the Super Lawyers of New York. He obtained his JD cum laude from St. John’s University School of Law in 2000 and his BA from SUNY Albany in 1997.

Michael Klein is an attorney in Cooley’s Corporate Restructuring & Bankruptcy practice. He focuses on both the transactional and litigation aspects of Chapter 11 bankruptcy reorganizations and liquidations. Klein frequently represents creditors’ committees and debtors in Chapter 11 cases, as well as Chapter 7 and 11 trustees, purchasers of assets, landlords, individual creditors and secured lenders. Regularly advises clients regarding a variety of contested matters, including, among other things, Rule 2004 investigations, postpetition financings, section 363 sales and plan confirmation issues. He has also devoted time to pro bono representations in the areas of bankruptcy and immigration law.

WEBINAR REGISTRATION

Participation points are available for this webinar.

Date Wednesday, September 21, 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?

qYes qNo

All payments must be made prior to receiving link for the webinar. qCheck—Payable to NACM Connect and mail to: 3005 Tollview Drive, Rolling Meadows, IL 60008

qCredit card—Pay by phone upon receipt of invoice: 1-800-935-6226. qPlease invoice me. qI’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.

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

SEPTEMBER/OCTOBER 2016 PAGE 23

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

GROUP

MEETING LOCATION

September 1

Midwest Regional Food Suppliers Credit Group

Gateway Office, Creve Coeur, MO

September 9

Mid Missouri Construction Credit Group

Bartolino's, St. Louis, MO

September 16

Refrigeration & Warm/Cool Air Suppliers Credit Group

Bartolino's, St. Louis, MO

September 21

Electrical Distributors Credit Group

Bartolino's, St. Louis, MO

October 18

Midwest Regional Food Suppliers Credit Group

Gateway Office, Creve Coeur, MO

October 19

Electrical Distributors Credit Group

Bartolino's, St. Louis, MO

October 21

Refrigeration & Warm/Cool Air Suppliers Credit Group

Bartolino's, St. Louis, MO

NACM Midwest-Nebraska Local Industry Credit Group Meetings DATE

GROUP

MEETING LOCATION

September 21

Omaha Builders Credit Group

Teleconference

October 19

Omaha Builders Credit Group

Teleconference

NACM Upstate New York Local Industry Credit Group Meetings DATE

GROUP

MEETING LOCATION

September 8

Rochester Plumbing & HVAC Credit Group

Humphrey House, Rochester, NY

September 9

Buffalo Building & Construction Credit Group

Eagle House, Williamsville, NY

September 13

Western NY Food & Beverage Supply Credit Group

llio DePaolo's Restaurant, Blasdell, NY

September 15

Rochester Building Credit Group

Cerame's Restaurant, Rochester, NY

September 20

Central New York Building Credit Group

Spaghetti Warehouse, Syracuse, NY

September 27

Buffalo Plumbing & Electric Credit Group

Eagle House, Williamsville, NY

October 11

Western NY Food & Beverage Supply Credit Group

llio DePaolo's Restaurant, Blasdell, NY

October 13

Rochester Plumbing & HVAC Credit Group

Humphrey House, Penfield, NY

October 14

Buffalo Building & Construction Credit Group

Eagle House, Williamsville, NY

October 17

Albany Building Credit Group

Scarboroughs, Latham, NY

October 18

Central New York Building Credit Group

Spaghetti Warehouse, Syracuse, NY

October 20

Rochester Building Credit Group

Cerame's Restaurant, Rochester, NY

October 25

Buffalo Plumbing & Electric Credit Group

Eagle House, Williamsville, NY

THE INTERCONNECTION

SEPTEMBER/OCTOBER 2016

PAGE 24

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

GROUP

MEETING LOCATION

September 8

Northern Illinois Heating Wholesalers Credit Group

Weber Grill, Schaumburg, IL, IL

September 13

Masonry Credit Group

Ditka's, Oak Brook Terrace, IL

Electrical Distributors Credit Group

Ditka's, Oak Brook Terrace, IL

Ad Media Credit Group

WDRV-FM, Chicago, IL

WISCA

Parkers Restaurant, Downers Grove, IL

September 20

Metal Distributors Credit Group

Ditka's, Oak Brook Terrace, IL

September 21

Institutional Credit Group

Ditka's, Oak Brook Terrace, IL

September 15

Building Suppliers Credit Group

Brio, Lombard, IL

September 22

Basic Material Credit Group

Ditka's, Oak Brook Terrace, IL

October 11

Electrical Distributors Credit Group

Ditka's, Oak Brook Terrace, IL

October 13

Northern Illinois Heating Wholesalers Credit Group

Greek Islands, Lombard, IL

October 17

Midwest Roofing Credit Group

NACM Midwest, Rolling Meadows, IL

October 18

Floor Covering & Wall Tile Credit Group

NACM Midwest, Rolling Meadows, IL

Metal Distributors Credit Group

Mona Ami Gabi, Oakbrook, IL

Ad Media Credit Group

WBBM, Chicago, IL

October 20

WISCA

Ditka's, Oak Brook Terrace, IL

October 27

Basic Material Credit Group

Devon, Oak Brook Terrace, IL

TBD

Building Suppliers Credit Group

TBD

NACM Connect National Industry Credit Group Meetings DATE

GROUP

MEETING LOCATION

September 8

National Underground Utilities Credit Group

Homewood Suites Chicago Downtown, Chicago, IL, 2-day

National Paper Packaging Credit Group

Embassy Suites, San Diego, CA, 2-day

National Electrical Manufacturers Credit Group

Hilton Rosemont, Rosemont, IL, 2-day

National Manufactured Housing Credit Group

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

National Packaged Products Credit Group

NACM Midwest, Rolling Meadows, IL, 2-day

National Steel Mill Credit Group

Courtyard City Center, Portland, OR, 2-day

National Metal Product Producers Credit Group

Hilton Garden Inn - Inner Harbor, Baltimore, MD , 2-day

National Leisure Living Credit Group

Holiday Inn Mart Plaza, Chicago, IL

National Firearms & Ammunition Credit Group

Embassy Suites, Baltimore, MD, 2-day

September 22

National Metal Buildings Credit Group

The Mediterranean Inn, Seattle, WA

September 23

National Metal Recyclers Credit Group

Hyatt Place Grapevine, Dallas, TX

October 12

National Water Products Credit Group

Paris Hotel, Las Vegas, NV, 2-day

National Home Healthcare Suppliers Credit Group

Bourbon Orelans Hotel, New Orleans, LA, 2-day

National Meat Packers of America Credit Group

Embassy Suites, Kansas City, MO, 2-day

National Tool & Accessories Credit Group

Hilton Rosemont, Rosemont, IL, 2-day

National Nursing Home Suppliers Credit Group

Bourbon Orelans Hotel, New Orleans, LA, 2-day

September 15

September 19

October 13

National Coated Paper & Film Credit Group

Hilton Garden Inn - Inner Harbor, Baltimore, MD, 2-day

October 14

National Foodservice Distributors Credit Group

Bourbon Orleans Hotel, New Orleans, LA, 2-day

October 17

National Professional Apparel Credit Group

Hilton Garden Inn, Scottsdale, AZ, 2-day

October 18

National Construction Credit Group

NACM Midwest, Rolling Meadows, IL, 2-day

National Auto Glass Credit Group

NACM Midwest, Rolling Meadows, IL, 2-day

National Architectural Glass Credit Group

NACM Midwest, Rolling Meadows, IL, 2-day

National Christian Suppliers Credit Group

Hilton Garden Inn, Philadelphia, PA, 2-day

National Garage Door Credit Group

Four Points Sheraton, New Orleans, LA, 2-day

National Lawn & Garden Equipment Credit Group

The Galt Hotel, Louisville, KY, 2-day

National Truck/Waste Equiment Credit Group

NACM Midwest, Rolling Meadows, IL

October 20

October 21

THE INTERCONNECTION

SEPTEMBER/OCTOBER 2016 PAGE 25

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

GROUP

MEETING LOCATION

September 8

Michiana Building & Industrial Suppliers Credit Group

Conference Call

Indiana Wholesale Floor Covering

Conference Call

Michiana Credit Association Credit Group

Lucchese's, Elkhart, IN

September 12

Lumber & Building Materials Credit Group

Pietro’s, Grand Rapids, MI

September 13

Electrical/Industrial Trade Credit Group

TGIFridays, Kalamzoo, MI

September 14

West Michigan Heating Plumbing Wholesalers Credit Group

Brann's, Wyoming, MI

September 15

Cincinnati-Dayton Wholesale Electric Supply Credit Group

Century Inn, Cincinnati, OH

September 16

Fort Wayne Building Materials Credit Group

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

September 20

Automotive Suppliers Credit Group

Conference Call

Indiana Electrical Suppliers Credit Group

Blueberry Hill Pancake House, Indianapolis, IN

Michigan Electrical Supply Credit Group

Mojave Cantina, Clawson, MI

Indianapolis Building Trade Suppliers Credit Group

Blueberry Hill Pancake House, Indianapolis, IN

Metal Service Center Credit Group

Antonio's, Canton, MI

Plumbing & Heating Wholesalers Credit Group

Blueberry Hill Pancake House, Indianapolis, IN

Cleveland/ Akron/ Canton Food Suppliers Credit Group

Iacomini’s/Papa Joe’s, Akron, OH

Cincinnati Construction Suppliers Credit Group

Stonecreek Dining Company, West Chester, OH

October 4

Michiana Credit Association Credit Group

Lucchese's, Elkhart, IN

October 11

Electrical/Industrial Trade Credit Group

Pietro’s, Grand Rapids, MI

October 12

West Michigan Heating Plumbing Wholesalers Credit Group

Brann's, Wyoming, MI

October 13

Michiana Building & Industrial Suppliers Credit Group

Lucchese's, Elkhart, IN

October 18

Automotive Suppliers Credit Group

Conference Call

Indiana Electrical Supply Credit Group

Blueberry Hill Pancake House, Indianapolis, IN

Indianapolis Building Trade Suppliers Credit Group

Blueberry Hill Pancake House, Indianapolis, IN

Michigan Electrical Supply Credit Group

TBD

October 20

Cincinnati-Dayton Wholesale Electric Supply Credit Group

Century Inn, Cincinnati, OH

October 21

Fort Wayne Building Materials Credit Group

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

October 26

Metal Service Center Credit Group

Antonio's, Canton, MI

Plumbing & Heating Wholesalers Credit Group

Blueberry Hill Pancake House, Indianapolis, IN

Cleveland/ Akron/ Canton Food Suppliers Credit Group

Iacomini’s/Papa Joe’s, Akron, OH

Cincinnati Construction Suppliers Credit Group

Stonecreek Dining Company, West Chester, OH

September 21

September 28

October 19

THE INTERCONNECTION

SEPTEMBER/OCTOBER 2016

PAGE 26

Event Calendar DATE

EVENT

LOCATION

TIME

PRESENTER / INSTRUCTOR(S)

September 8

NACM Midwest - Northern Wisconsin Roundtable Discussion

Great Dane Pub & Brewing Co. Wausau, WI

12 p.m. – 2 p.m.

Nick Pokrifcak

NACM Gateway Region - Member Appreciation Event St. Louis Cardinals vs. Milwaukee Brewer

Busch Stadium St. Louis, MO

6:15 p.m.

__________________

September 12-14

NACM Great Lakes Region/Ohio - Toledo Credit 102

Toledo/Lucas County Public Library Toledo, OH

3:30 p.m. – 6:30 p.m

Amy Huebner, CCE Dave Condon, CCE

September 13

NACM Gateway Region Roundtable Discussion

Chris’ Pancake & Dining St. Louis, MO

8 a.m. – 9:30 a.m.

Staci Cima, CCE

NACM Great Lakes Region/Ohio - Columbus Credit 102

Star Leasing Columbus, OH

9 a.m. – 4 p.m

Tom Muter, CCE

September 14-15

NACM Upstate New York 2016 Credit Conference

Rochester Marriott Airport Rochester, NY

8 a.m - 5 p.m.

Various

September 14

NACM Great Lakes Region/Ohio - Cincinnati Credit 101

Cincinnati Container Co., Inc. Cincinnati, OH

9 a.m. – 4 p.m

Wanda McPhillips, CCE, CICP

September 15

NACM Great Lakes Region/Michigan - Detroit Credit 101

AK Steel Corp-Dearborn Works Dearborn, MI

9 a.m. – 4 p.m

Jan Spalding, CCE, CICP

NACM Great Lakes Region/Indiana - Fort Wayne Roundtable Discussion

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

9 a.m. – 11 am

James T. Young, Esq.

NACM Midwest - Wisconsin Business Credit Principles - 4 day

ABC Supply Fitchburg, WI

8 a.m. – 5 p.m

Rich Bellis, CCE

NACM Great Lakes Region/Indiana - Elkhart Financial Statement Analysis I

Baymont Inn & Suites Elkhart, IN

6 p.m. – 9 p.m

Jim Montague, CCE

September 20

NACM Midwest - Wisconsin Roundtable Discussion

The Point Burger Bar Milwaukee, WI

12 p.m. – 2 p.m.

Nick Pokrifcak

September 21

NACM Connect Webinar Your Credit Foundation: Back to Bankruptcy Basics

________________________

10 a.m. – 11 a.m.

Jeffrey L. Cohen Michael Klein

September 23

NACM Midwest - Northern Illinois Roundtable Discussion

Original Omega Pancake House Mundelein, IL

12 p.m. – 2 p.m.

Nick Pokrifcak

NACM Midwest - Illinois Fall Golf Outing

St. Andrews Golf & Country Club West Chicago, IL

12 p.m.

__________________

NACM Great Lakes Region/Ohio - Cleveland Fall Golf Outing

Briarwood Golf Club Broadview Heights, OH

10 a.m.

__________________

NACM Great Lakes Region/Michigan - Grand Rapids Credit 101

The Highlands Golf Club Grand Rapids, MI

9 a.m. – 4 p.m

Curt Johnson, CCE

NACM Midwest - Wisconsin Roundtable Discussion

Perkins Restaurant Ashwaubenon, WI

8:15 a.m. – 10:15 am

Frank Schetski

October 4-6

NACM Great Lakes Region/Ohio - Toledo Credit 103

Toledo/Lucas County Public Library Toledo, OH

3:30 p.m. – 6:30 p.m

Amy Huebner, CCE Dave Condon, CCE

October 5

NACM Midwest/Illinois Credit 101

NACM Midwest Rolling Meadows, IL

9 a.m. – 4 p.m

Rich Bellis, CCE

NACM Great Lakes Region/Michigan - Grand Rapids Basic Financial Accounting

TBD Grand Rapids, MI

5:30 p.m. – 8:30 p.m

Curt Johnson, CCE

October 11

NACM Great Lakes Region/Ohio - Columbus Credit 103

Star Leasing Columbus, OH

9 a.m. – 4 p.m

Tom Muter, CCE

October 12

NACM Great Lakes Region/Indiana - Indianapolis Roundtable Discussion

Kirby Risk Training Center Indianapolis, IN

11:30 a.m. – 1:30 p.m.

Larry LePage, CCE; David Riddle, CBF; Frank Sebastian, CBA; Susan Thomas, CBA

October 13

NACM Great Lakes Region/Michigan - Detroit Credit 102

AK Steel Corp-Dearborn Works Dearborn, MI

9 a.m. – 4 p.m

Jan Spalding, CCE, CICP

October 14

NACM Midwest - Northern Wisconsin Roundtable Discussion

Great Dane Pub & Brewing Co. Wausau, WI

12 p.m. – 2 p.m.

Phil Lattanzio

October 19-20

NACM Midwest - Illinois 2016 Credit Conference

Meridian Banquet Center Rolling Meadows, IL

8 a.m. – 5 p.m.

Various

October 19

NACM Upstate New York - Buffalo Lunch Roundtable Discussion

Original Pancake House Williamsville, NY

9 a.m. – 10:30 a.m.

TBA

NACM Great Lakes Region/Ohio - Cincinnati Credit 102

Cincinnati Container Co., Inc. Cincinnati, OH

9 a.m. – 4 p.m

Wanda McPhillips, CCE, CICP

October 20

NACM Upstate New York - Rochester Lunch Roundtable Discussion

International House of Pancakes Rochester, NY

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

TBA

October 25-26

NACM Gateway Region 2016 Credit Conference

Orlando’s Conference Center Maryland Heights, MO

8 a.m. – 5 p.m.

Various

October 26

NACM Great Lakes Region/Michigan - Grand Rapids Credit 102

The Highlands Golf Club Grand Rapids, MI

9 a.m. – 4 p.m

Curt Johnson, CCE

September 19

September 28

THE INTERCONNECTION

SEPTEMBER/OCTOBER 2016 PAGE 27

NACM Gateway Region

Knock it Out of the Park at the

NACM Gateway Member Appreciation Event sponsored by

Thursday, September 8 What’s better than sitting at a ball park on a hot summer’s evening with a cold beverage and a hot dog? Not much. That’s why you need to join us at Busch Stadium to watch the St. Louis Cardinals play the Milwaukee Brewers.

Louis Cardinals vs. Milwaukee Brewers St.St.Louis Cardinals vs. Milwaukee Brewers NACM Gateway Region Member Appreciation Event Deadline: Thursday, August 25

Date

Location

Thursday, September 8, 2016

Busch Stadium Party Suite 313 700 Clark Street St. Louis, MO 63102

Time

6:15 p.m.

Cost

$40 per person*

(No coupons accepted for this event) *This event is open to NACM Gateway Region members only. No guests can be accommodated. Tickets will be available strictly on a first-come, first-served basis.

If you have any questions, please contact Rochelle Wilson at rochelle.wilson@nacmconnect.org or 314.677.2803 Name_______________________________________________________________ Member #___________________________________________________ Please write your name as you would like it to appear on your name badge.

Company_____________________________________________Address_____________________________________________________________________ City_________________________________________________ State _________________________ Zip___________________________________________ Phone ________________________ Fax _________________________E-Mail _______________________________________________________________ Mobile _________________________________________________________________________________ Do you accept text messages?

qYes qNo

Online registration is available on www.nacmgateway.org 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. Coupon—Limit one coupon per member company.

All payments must be received one week prior to meeting 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 e-mail info@nacmconnect.org.

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

SEPTEMBER/OCTOBER 2016

PAGE 28

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

September Roundtable Discussion

WAKE UP AND LEARN Breakfast Roundtable Meeting

More on Technology in the Credit World Moderator - Staci Cima, CCE

Tuesday, September 13 8:00 - 9:30 a.m. Location

Chris’ Pancake & Dining 5980 Southwest Avenue St. Louis, MO 63139

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

SEPTEMBER/OCTOBER 2016 PAGE 29

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.

Ways to Reduce DSO Buffalo - October 19th q Rochester - October 20th q

Technology in the Credit World q q

November 16th - Buffalo November 17th - Rochester

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

SEPTEMBER/OCTOBER 2016

PAGE 30

NACM Great Lakes Region

n CM NA egio nce 6 1 e R 20 tral fer n o Cen it C d Cre

E R

C 8:15 – 9:15 a.m. 9:45 – 11:00 a.m.

T I D Cro

e wn

R E V an l e v

t Sou

Cle 9-10 a z OH ber Pla m e, e c v n No ende ep 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

Utilizing Data to Help Reduce Collections and Automate Decisioning 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, Mike Thompson Tire Warehouse; 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 THE INTERCONNECTION

SEPTEMBER/OCTOBER 2016 PAGE 31

NACM Great Lakes Region

THE INTERCONNECTION

SEPTEMBER/OCTOBER 2016

PAGE 32

NACM Great Lakes Region - Indiana NACM Connect Institute of Credit - CBA Certification Course

Financial Statement Analysis I

Monday Evenings, September 19 – November 21, 2016

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.

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

Jim Montague, CCE

Registration Deadline September 5

REGISTRATION FORM Dates

Mondays, Sept 19 – Nov 21, 2016

Time

6:00 p.m. – 9:00 p.m.

Location

Baymont Inn & Suites 3010 Brittany Ct Elkhart, IN 46514

Cost*

$450, member (plus $115 textbook fee)

Only two coupons are valid per person.

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

Name____________________________________________________________________________________________________________ Company_________________________________________________________________________________________________________ Address__________________________________________________________________________________________________________ City________________________________________________ State _________________________ Zip ____________________________ Phone ___________________________________________

Fax __________________________________________________________

Mobile _______________________________________________________________________ Do you accept text messaging? □Yes □No Email ____________________________________________________________________________________________________________

Online registration is available on www.nacmgreatlakesregion.com 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) for this event.

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

SEPTEMBER/OCTOBER 2016 PAGE 33

NACM Great Lakes Region - Indiana

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

September Roundtable Discussion

PREFERENCE CLAIMS Moderator: James T. Young, Esq., Partner with Rubin & Levin

►

Understanding the initial documents received when the Debtor files a bankruptcy.

►

Documents sent to you from the bankruptcy court and their significance.

►

The importance of filing a proof of claim form.

►

Requesting relief from the Automatic Stay, abandonment, and adequate protection.

►

Understanding the scope of the Automatic Stay.

►

Preferences and avoidance claims and how to respond to them.

►

Reaffirmation agreements and exceptions to the discharge.

Thursday September 15th 11:30 a.m.–1:30 p.m.

Location: Don Hall’s Old Gas House Restaurant 305 E. Superior St. Fort Wayne IN 46802-1206

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

Cost per Meeting

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

SEPTEMBER/OCTOBER 2016

PAGE 34

NACM Great Lakes Region - Indiana

“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

October Roundtable Discussion NACM Professional Certification has helped us and how it will help you grow YOUR FUTURE! Come and learn how

Panel members: Larry LePage, CCE l l l l

David Riddle, CBF

Frank Sebastian, CBA

Susan Thomas, CBA

How did we get started in the credit industry Who influenced us to continue our education and achieve our designations A discussion and understanding of the NACM Career Roadmap How we earned points and CEU’s on the NACM Career Roadmap Please join us for an interactive discussion to learn from the professionals on how to move forward obtaining your Professional Certification.

Wednesday, October 12 Registration deadline: October 6

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

Location: Kirby Risk Training Center 1348 West 16th St. Indianapolis, IN 46202

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

FAX THIS REGISTRATION FORM TO 847-253-6241 • YOU WILL RECEIVE AN INVOICE SHORTLY. THE INTERCONNECTION

SEPTEMBER/OCTOBER 2016 PAGE 35

NACM Great Lakes Region - Ohio

Golf Outing NACM Great Lakes Region - Cleveland

Briarwood Golf Club | September 23, 2016 | 10:00 a.m. DATE: Friday, September 23, 2016 PLACE: Briarwood Golf Club

2737 Edgerton Road Broadview Heights, OH 44147

TIME: 10:00 a.m. 1st tee off (registration begins at 9:00 a.m.) PARTICIPATION m $100 (Includes: green fees, cart, lunch on the course and dinner) OPTIONS: m $60 Golf and Lunch m $40 Dinner Only (Served at approximately 5:00 p.m.)

(Vegetarian options for lunch and dinner are available upon request only.)

ATTIRE: Collared shirts, slacks, shorts or skirts â&#x20AC;&#x201C; no cutoffs or denim. Registration deadline: Friday, September 9, 2016

Download a registration form (PDF format) or register online:

www.nacmgreatlakesregion.com

THE INTERCONNECTION

SEPTEMBER/OCTOBER 2016

PAGE 36

NACM Great Lakes Region - Michigan

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

Certification Course

Instructor

Curt Johnson, CCE

REGISTRATION DEADLINE: SEPTEMBER 21, 2016* Dates

October 5 - December 14, 2016

(Wednesday evenings/no class November 23)

Location TBD Grand Rapids, MI

Time 5:30 p.m. - 8:30 p.m.

Cost

$450, member (plus $390 textbook fee) Only two coupons are valid per person.

$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

SEPTEMBER/OCTOBER 2016 PAGE 37

NACM Midwest - Illinois

Fall Golf Outing NACM Midwest

Event Sponsored by

St. Andrews Golf & Country Club |

September 23, 2016 |

12:00 p.m.

DATE: Friday, September 23, 2016 PLACE: St. Andrews Golf & Country Club 3N441 Route 59 West Chicago, IL TIME: 12:00 p.m. FORMAT: 4-person scramble COST: $125.00 INCLUDES: Green fees, cart, scoring, dinner and prizes. ATTIRE: Collared shirts, slacks, shorts or skirts â&#x20AC;&#x201C; no cutoffs or denim. Registration deadline: Friday, September 9, 2016

Download a registration form (PDF format) or register online:

www.nacmmidwest.org

THE INTERCONNECTION

NACM MIDWEST Illinois

Nebraska

Wisconsin

NATIONAL ASSOCIATION OF CREDIT MANAGEMENT An NACM Connect Company

SEPTEMBER/OCTOBER 2016

PAGE 38

NACM Midwest - Illinois 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 Northern Illinois

September Roundtable Discussion

What’s New in Credit Reporting... And There’s a Lot! Guest Presenter: Nick Pokrifcak (NACM Connect)

Friday, September 23 12 noon – 2 p.m Cost per Meeting $25 members $50 non-members One coupon per person

Location: Original Omega Pancake House 10 East Maple Avenue Mundelein, IL 60060

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

SEPTEMBER/OCTOBER 2016 PAGE 39

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

What’s New in Credit Reporting... And There’s a Lot! Guest Presenter: Nick Pokrifcak (NACM Connect)

Tuesday, September 20 12 noon – 2 p.m Cost per Meeting $25 members $50 non-members One coupon per person

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

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

SEPTEMBER/OCTOBER 2016

PAGE 40

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

September Breakfast Roundtable Discussion

Is “60 Days” the New “30 Days”? Moderator: Frank Schetski (NACM Midwest)

Wednesday September 28 8:15 am–10:15 am

NEW GREEN BAY LOCATION: Perkins Restaurant 2800 South Oneida Street Ashwaubenon, WI 54304

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.

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

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

THE INTERCONNECTION

SEPTEMBER/OCTOBER 2016 PAGE 41

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 Northern Wisconsin

Wausau Roundtable Discussions q Thursday, September 8 12 noon – 2 p.m

What’s New in Credit Reporting (And There’s a Lot!) Guest presenter: Nick Pokrifcak, NACM Connect

q Friday, October 14 12 noon – 2 p.m

Conversations With a CEO

(How Credit Management Can Better Communicate With Upper Management) Guest presenter: Phil Lattanzio, President and CEO, NACM Connect

Cost per Meeting $25 members $50 non-members One coupon per person

Location: Great Dane Pub & Brewing Co. 2305 Sherman Street Wausau, WI 54401

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

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

SEPTEMBER/OCTOBER 2016

PAGE 42

NACM Midwest - Wisconsin

Business Credit Principles Business Credit Principles provides a fundamental understanding of business credit procedures and policy. This class will also give students information about credit investigation and evaluation along with an overview of legal issues affecting the extension of commercial credit.

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

Credit in the business world Credit in the company Organizing the credit department The legal environment of credit Credit policy and procedures Terms and conditions of sale Negotiable instruments The legal forms of business The uniform commercial code

Instructor Rich Bellis, CCE

• • • • • • • • • • •

Credit investigations Know your customer Making credit decisions International trade Financing and business insurance Business credit fraud Credit availability decisions Customer visits The credit-sales partnership Out-of-court settlements Bankruptcy code proceedings

NACM Connect Institute of Credit

Four-Day Certification Course

REGISTRATION DEADLINE: SEPTEMBER 9, 2016 Dates Monday, September 19—Thursday, September 22 Time 8 a.m. – 5 p.m.

Location ABC Supply 2901 Commerce Park Drive Fitchburg, WI 53719

Cost $450, member (plus $80 textbook fee) Only two coupons are valid.

$900, non-member (plus $160 textbook fee)

Hotel Accommodations There are no rooms blocked for this session. Nearby hotels include: Country Inn - Madison Southwest, Candlewood Suites - Madison/Fitchburg, Wyndham Garden Inn - Madison/Fitchburg. Name_______________________________________________________________ Member #_______________________________ Please write your name as you would like it to appear on your name badge.

Company_____________________________________________________________________________________________________ Address______________________________________________________________________________________________________ City____________________________________________ State _________________________ Zip ____________________________ Phone ___________________________________________

Fax ______________________________________________________

Mobile ___________________________________________________________

Do you accept text messages?

Yes q

No q

E-mail _______________________________________________________________________________________________________

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

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

NACM MIDWEST Illinois

Nebraska

Wisconsin

NATIONAL ASSOCIATION OF CREDIT MANAGEMENT An NACM Connect Company

Cancellation Policy: Cancellations must be received in writing, via fax e-mail or mail, no later than two weeks prior to the class 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

SEPTEMBER/OCTOBER 2016 PAGE 43

NACM Midwest - Illinois

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.

THE INTERCONNECTION

SEPTEMBER/OCTOBER 2016

PAGE 44

NACM Connect

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

CONNECT Institute of Credit

2016 Exam Review Class Schedule Instructor:

John Jaeger, CCE

Location:

NACM Midwest 3005 Tollview Drive - Rolling Meadows, Illinois Review classes are available to participate via phone conference.

Time:

5 – 8 p.m.

Tuition:

$125 per class (One Coupon Accepted)

Please check the Review Class you would like to attend:

CBA o Tuesday, October 11, 2016

CBF

CCE

o Tuesday, October 4, 2016

o Wednesday, October 5, 2016

REGISTRATION

For questions or more information, please contact Lillian Novak at 847.483.6478 or email lillian.novak@nacmconnect.org. Name_______________________________________________________________ (Please write your name as you would like it to appear on your name badge)

Member # __________________________

Company____________________________________________________________________________________________________ Address_____________________________________________________________________________________________________ City__________________________________________________ State _____________________ Zip _________________________ Phone _______________________________________________

Fax _______________________________________________

Mobile ______________________________________________________________

Do you accept text messaging?

Yes

E-mail ______________________________________________________________________________________________________

Online registration is available on www.nacmmidwest.org/chicago/ioc.html Payment Method

q Check—Payable to NACM Connect and mail to: 3005 Tollview Drive, Rolling Meadows, IL 60008 q Credit card—Pay by phone upon receipt of invoice: 1.800.935.6226 q Please invoice me. q Coupon—Limit one coupon per person. Cancellation Policy: Cancellations must be received in writing, via fax, e-mail or mail, no later than one week prior to the class date to qualify for a full refund. Cancellations received later than a week prior to the class date do not qualify for a refund of registration fees. Sorry, phone cancellations cannot be honored. For more information, please email info@nacmconnect.org.

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

THE INTERCONNECTION

SEPTEMBER/OCTOBER 2016 PAGE 45

NACM Connect

Non-Member Credit Reference Service Member side NACM Connect can take the workload of giving references off of you or your staff. When you sign up for this service, other companies may go to our website and receive a credit reference from your company in a safe and secure environment on a specific account. The inquiring company will be required to give complete information about themselves so you can monitor who is accessing your information and how often. You also have the ability to block access and set a limit as to the number of references pulled each day, by each company. From the memberâ&#x20AC;&#x2122;s side you can manage the references on a daily, weekly or monthly basis by using our online tools.

Select SET DAILY LIMIT

Set the number of references you allow per day and enter a Security Code.

Monitor who is searching for references

3. 4.

Enter a date range, then select create

THE INTERCONNECTION

SEPTEMBER/OCTOBER 2016

PAGE 46

NACM Connect

THE INTERCONNECTION

SEPTEMBER/OCTOBER 2016 PAGE 47

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

The InterConnection

800.935.NACM

Stay Connected