2016 March/April InterConnection by NACM Connect

The InterConnection VOLUME 4

ISSUE 2

MARCH/APRIL 2016

Announcing our Elite Members! In the September/October issue of the InterConnection we introduced our Elite Membership program, designed to help the Association get in touch with up and coming leaders and their particular needs. The committee working on this initiative is proud to announce that they have chosen four candidates that will go forward with the program, and the Elite Members for 2016-2017 are:

Chicago Annual Meeting and to meet as a committee for the first time in early April. Heading the committee are Erica White, CCE, Ferguson Enterprises and Patrick Nelson, ACCO USA, who was elected to the Board of Directors specifically to help launch the initiative

of getting in touch with this generation. Susan Daniels, Senior Marketing Coordinator will act as the Staff Liaison. As the year progresses we will keep the membership informed of the activities and achievements of this group. ■

• Chan Bun, Klein Tools • Martine Dyer, CBA, Acco USA • Brendon Misik, Potash Corp. • Melissa Rivera, M. Holland Co. These four individuals have been nominated by their supervisors with the blessing of their companies, and will be deeply involved in some of the Association’s initiatives for the coming year. Among other responsibilities they will serve on the Social Media Committee and help us to develop a membership program that will meet the needs of the up and coming credit professionals. To introduce these individuals to the Association leadership a reception was held for them with key members of the Association Staff and Board. Their next steps will be to attend the 2016

Announcing the NACM Midwest 2016-2017 Elite Members (l. to r.) Martine Dyer, CBA, Acco USA; Brendon Misik, Potash Corp.; Melissa Rivera, M. Holland Company and Chan Bun, Klein Tools.

2016 Board of Directors Candidate Slate Announced The NACM/Chicago-Midwest Nominating Committee in a meeting held on February 24, 2016, has recommended the following slate of officers and directors for the April 1, 2016 – March 31, 2017 fiscal year. The new Board of Directors will be installed during the NACM/ChicagoMidwest Annual Meeting taking place on April 21, 2016, at Meridian Banquet & Conference Center in Rolling Meadows, IL, beginning at 3:30p.m.

There is no cost for members to attend the business meeting portion of this event.

Treasurer Kurt Albright Uline, Inc.

2016-2017 NACM/Chicago-Midwest Board of Directors

Directors – Terms Ending 2017 Larry Durrant, MBA, CCE, ICCE UPM Kymmene, Inc.

Chairperson Larry O’Brien, CCE, ICCE Potash Corporation Vice Chairperson John Fahey, CCE Edward Don & Company

Brent Heizelman Mid-Kansas Cooperative Assn. Deborah Kelly, CCE Knaack Manufacturing Co. Continued on Page 5

2015-2016

Board of Directors

In This Issue Upcoming Events (cont'd)

Features Anncouncing our Elite Members!

Business Credit Principles Class (MI)

2016 Board of Directors Candidate Slate Announced

Economic Update Luncheon (OH)

Institute of Credit - Spring Schedule

Roundtable: Credit Reporting (OH)

Treasurer John Fahey, CCE Edward Don & Company

NACM Gateway Region Annual Meeting

NACM GLR - Credit Class Schedule

Barry Elms Tours NACM Connect

Directors—Terms Ending 2016 Kurt Albright Uline, Inc. Maryanne Calistro Coriant Denise Moller, CCE, ICCE Tate & Lyle Americas, Inc. Erica White, CBF Ferguson Enterprises

Roundtable: Whats New in Credit Reporting? (WI)

Illinois Construction Stuff And Stuff

Institute of Credit Schedule (IL)

NACM Midwest - Nebraska Annual Meeting

Seminar: Mechanics Liens and Bond Claims (IL)

Convincing the Principal to Furnish a Personal Guaranty

Business Credit Principles (NE)

NACM SW Collections Giveaway Winners

Roundtable: Credit Card ChargebacksFight or Flight?

NACM Upstate NY Annual Meeting

Webinar: Dedcuation Strategies for Protecting Profit Margins

New Members and Representatives

SAP Credit and A/R Users Group Meeting

NACM Midwest - Illinois Annual Meeting

Preparing for Tough Times in 2016

Chairperson Christine Alix, ICCE The Chamberlain Group Vice Chairperson Lawrence O'Brien, CCE, ICCE Potash Corporation

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 Judy Wagner, CCE, MBA Roche Diagnostics Corporation Patrick Nelson, MBA ACCO President Phillip J. Lattanzio, CCE NACM/Chicago-Midwest Secretary Kerry Jensen, CPA NACM/Chicago-Midwest Councilor Bill Lovitt, CCE, ICCE Klein Tools, Inc.

Editorial Staff

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

Caine & Weiner Giveaway Winners

Credit Group Meeting Calendars

Event Calendar

In June 2016, NACM will host the 120th Credit Congress & Expo at the magnificent Caesars Palace Las Vegas. Come be a part of this grand tradition of education, professional development and camaraderie among business credit professionals from around the world.

Upcoming Events Webinar: Documentary Letters of Credit

Webinar: Credit Applications - How to Develop One that Works

Business Credit Principles Class (MI)

Roundtable: Credit Reporting (MI)

Roundtable: Drowning in Deductions (MI)

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.

Visit creditcongress.nacm.org for registration and program details.

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.

THE INTERCONNECTION

MARCH/APRIL 2016

PAGE 2

Education Digest

Institue of Credit (IOC) Spring 2016 Quarter - 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 March 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.

C nnect. C llaborate. Inn vate.

CBA Course Schedule Business Credit Principles

Monday, 3/14 - 5/16

Rolling Meadows, IL

Business Credit Principles

Tuesday, 3/15 - 5/24

Dearborn, MI

Business Credit Principles

Thursday, 4/7- 6/9

Grand Rapids, MI

Financial Statement Analysis I

Monday, 3/14 - 5/16

Rolling Meadows, IL

Business Credit Principles

Monday, 5/16 - 5/19

Lincoln, NE

CBF Course Schedule Business Law

Monday, 3/14 - 6/6

Rolling Meadows, IL

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.

2016

NACM CONNECT Annual Meetings April 7

Missouri

April 12

New York

April 14

Nebraska

April 21

Illinois

May 11

Wisconsin

May 19

Indiana

May 24

Michigan

Exam Review Class Schedule 2016 Exam Review Class Schedule

All Exam Reviews can be done via Teleconference.

Review Class

Review Date

CBA

Thursday, June 23

CBF

Tuesday, June 21

CCE

Wednesday, June 22

2016 Exam Dates and Paperwork Deadlines Application and Paperwork Deadlines

Exam Dates

January 18, 2016

Monday, March 14, 2016

April 18, 2016

Sunday, June 12, 2016 (Credit Congress, Las Vegas, NV)

May 30, 2016

Monday, July 25, 2016

September 12, 2016

Monday, November 7, 2016

2016 Credit Conference

T I D E R C VE R FE NACM Upstate NY September 14-15 NACM Midwest October 19-20 NACM Gateway Region October 25-26 NACM Great Lakes Region November 9-10

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MARCH/APRIL 2016 PAGE 3

NACM Gateway Region Get speakers, schedules and details at www.nacmgateway.org

NACM Gateway Region Annual Meeting

C nnect. C llaborate. Inn vate.

April 7

Orlando’s Conference Center Maryland Heights, MO

2016

Registration Form - All payments must be made one week prior to the meeting. I would like to attend:

qEducational Sessions $199 members, $398 non-members

Meeting Location:

qNetworking Event

(Two coupons per person are valid).

qGateway Region

Free to all members (Open bar)

Orlando’s Conference & Banquet Center 2050 Dorsett Village Plaza, Maryland Heights, MO 63043

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

Designation(s) ___________________________________________________________________________________________________________ Company Name __________________________________________________________________________________________________________ Address_________________________________________________________________________________________________________________ City ____________________________________ State _________ Mobile Phone _____________________________

Zip____________________ Phone _________________________________

Do you accept text messages?

qYes qNo

Fax _______________________________

Email ___________________________________________________________________________________________________________________ q I am using _______ coupon(s) for this event. 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. 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.

Our Sponsors tm

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

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MARCH/APRIL 2016

PAGE 4

News

2016 Board of Directors Candidate Slate Announced (cont'd) Continued from page 1

David Sperduto, CCE VP Supply Corp.

Dawn Wallace Cook, CCE Newton Manufacturing

Rich Weiss, CBA Jaeckle Distributors

Directors – Terms Ending 2018 Ed Cohen, MBA North American Corporation

Councilor Chris Alix, ICCE The Chamberlain Group

Larry Grogan, CCE BP Products North America

President Phillip J. Lattanzio, CCE NACM/Chicago-Midwest

Larry Lipschutz, CCE, CICP French Gerleman

Secretary Kerry Jensen, CPA NACM/Chicago-Midwest

Erica White, CCE Ferguson Enterprises Directors – Terms Ending 2019 Rob Hanus Carhartt, Inc. Mike Hill, CCE Mitek USA, Inc.

According to the Association’s Constitution, members may contest the slate of Directors by submitting a petition of 25 regular (Full) Member names to the Secretary of the

Board by March 13, 2016. If you have any questions, please email lillian.novak@ nacmconnect.org. Members are also encouraged to devote the entire Annual Meeting day to the Association, as well as their career, by participating in four hour-long educational sessions scheduled from 9 a.m. – 3:15 p.m. The educational program will offer two tracks of learning, domestic and international credit. After the sessions, NACM/ChicagoMidwest President Phillip J. Lattanzio, CCE, will give his State of the Association address and you will also hear from the incoming and outgoing Chairs. This is also one of the premier networking events of the year - enjoy hors d’oeuvres and an open bar which will be available at this time. ■

Public Record Data is now available on the NATIONAL TRADE CREDIT REPORT Great Report Great Price Great Service

You’ve told us that at the very core of every solid credit decision is a thorough review of fresh trade line/trade payment information and that complete, accurate public record data can sometimes help fill information gaps. To meet the need for public record data, the NACM National Trade Credit Report proudly provides you with an option to access and purchase additional third party public record data. Contact our office at 800-935-NACM with any questions. We’re here to help.

By NACM members for NACM members

For $10 (plus the cost of the base report) you can view any bankruptcies, judgments, liens, UCCs, corporate data and officers associated with the business.

NACM National Trade Credit Report THE INTERCONNECTION

MARCH/APRIL 2016 PAGE 5

News

Barry Elms Tours Connect During the month of February NACM Connect hosted Barry Elms in several regions. As usual, Barryâ&#x20AC;&#x2122;s presentations were extremely well received and well attended. Following is a pictorial of the events.

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FEBRUARY 2016

MARCH/APRIL 2016

PAGE 6

News

Illinois Construction Stuff and Stuff By Norm Cowie, CCE

If you’ve been reading my articles lately (if yes, thank you! - if no, wha?..’), you know I’ve been ranting about the newest section of the lien law, Section 38.1, which allows liens to be replaced by bonds. My attorney thinks it’s a great thing, and owners and bonding companies love it because now there’s a nice convenient way to sweep irritating liens away, leaving the lien claimant faced with the daunting task of trying to get a bonding company to pay his/her lien. My prediction was this would kill the lien act. But I also discussed a solution. When the owner/GC requires waivers of lien prior to payment, the issuer of the waiver could issue a ‘conditional waiver.’ The owners/ GC would be required to accept this waiver, and then they would have to pay the issuer directly. This would require more check writing at the higher lien tier, but they wouldn’t have to worry about liens once they paid their subs. Win-win. I thought of this idea years ago, but after I wrote that article, I thought to myself, “Self, what are you waiting for? Were you hoping someone else would pick up the ball and run with it?” Well, yeah, maybe. But the sun was in my eye. So I decided to get off my duff and do something about it. I started by emailing my local State Representative, Margo McDermed. While her assistant was arranging a meeting, she cautioned me that Rep. McDermed, while willing to meet with me, didn’t think it would be possible to pass another lien law change so closely after another. I’m glad she warned me about this. I showed up for the meeting and after complimenting each other on our Subaru vehicles, McDermed picked up her phone and dialed. While it was ringing she said, “I’m not really an expert on lien laws, so I arranged a phone call.” She put the phone

on speaker and introduced me to “Ron.” At first, Ron seemed to think I was there to pick a fight about Section 38.1, but when I told him I wasn’t and that I understood it was law, but had an idea that would make 38.1 less necessary, we relaxed and had a nice knowledgeable discussion about the lien law, about what I was looking for, and how it impacted each tier of the lien law. I had no idea who he was, but Ron knew his stuff. I told him that NACM, which houses so many construction related suppliers, supported my proposal, and that I had a meeting scheduled the following week with the government relations committee of ASA (Association of Subcontractors and Affiliates). I told them other states like California (and Texas) have stipulations allowing conditional waivers. I also said I knew we just passed new legislation, but we followed changes in 2006 with more in 2007, and there were changes in the lien law in 2013, 2014 and 2015. So tweaking of the lien law is routine. Both Ron and Representative McDermed were impressed with this, but they wondered who might be against it. I said, ‘poo-poo heads, of course’, though I refrained from using my witty but admittedly juvenile nomenclature for people who passed the Bar on their way to racking up billable hours. But otherwise, the only downside would be owners/GCs/title companies writing direct checks to subs and suppliers. But this would be more than offset by a new transparency and a level playing field. By the time I was done, they were both sounding positive about the plan, and Rep. McDermed said she would take my proposal to Springfield to sound out the banking people. They asked me to get back to them once I learned if I had the support of the ASA. Ron warned me that we couldn’t expect anything to get done in March, but thought April might bring results. After we hung up with Ron, I asked Rep. McDermed who Ron was, and here’s

THE INTERCONNECTION

where it gets cool. He was Representative Ron Sandack, one of the three co-sponsors of the bill that brought us 38.1! Did I say, “!”? If not, let me repeat it here … ! The following week, I met with the Government Relations Committee of ASA (mostly attorneys - see, I can be mature), and they soon thawed to my idea as well, but cautioned that they wouldn’t be able to endorse my idea until they could review the actual language. But soon after the meeting, I was contacted by one of the committee members who wants to sit down with me to see if we can draw up the language for the bill. So readers, we have a shot at this thing. There’s precedent of other states using conditional waivers, support of NACM and ASA, and two legislators, one of whom successfully pushed through recent mechanics lien legislation. Hopefully next issue I can report more progress. ■ Norm www.normcowie.com

Norman Cowie, CCE is Director of Credit for Paramont-EO, Inc. Besides his regular column for InterConnection, he has written articles appearing in the Chicago Tribune, Cynic Magazine, Business Credit and the Herald News. 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 www.normcowie.com which features past NACM articles.

MARCH/APRIL 2016 PAGE 7

NACM midwest - nebraska Get speakers, schedules and details at www.nacmmidwest.org/omaha/home.htm

NACM Midwest-Nebraska Annual Meeting

C nnect. C llaborate. Inn vate.

April 14

Marriott Courtyard Event Center La Vista, NE

2016

Registration Form - All payments must be made one week prior to the meeting. I would like to attend:

qEducational Sessions $179 members, $358 non-members

Meeting Location:

qNetworking Event

(Two coupons per person are valid).

qNACM Midwest - Nebraska

Free to all members (Open bar)

Marriott Courtyard Event Center 12560 Westport Parkway, La Vista, NE 68128

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

Zip____________________ Phone _________________________________

Do you accept text messages?

qYes qNo

Fax _______________________________

NEBRASKA

NACM MIDWEST NATIONAL ASSOCIATION OF CREDIT MANAGEMENT An NACM Connect Company

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.

Our Sponsors tm

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

THE INTERCONNECTION

MARCH/APRIL 2016

PAGE 8

News

Convincing the Principal to Furnish a Personal Guaranty: Sell the Point that the Personal Guaranty May Not Create Preference Liability for the Principal By Scott Blakeley, Esq. For the supplier, credit scoring can be a key metric for measuring an applicant’s ability to honor terms. Where that corporate applicant who is a small to medium sized business does not score out, suppliers often request the principal of the business to furnish a personal guaranty to reduce the credit risk. But convincing the principal to furnish the guaranty is a challenge for the credit team, especially when the product or service they provide can be easily replaced. A court of appeals may have added a selling point to the credit team to convince the principal to furnish a personal guaranty: by doing so, the principal does not include his or her preference risk based on a PG. This Circuit Court’s decision is important for the credit team in negotiations to obtain a PG because it held that a corporate insider who personally guaranteed his corporation’s debt is absolved of preference liability where he waived his indemnification rights such that he was no longer a creditor of the corporation. Personal Guaranty The PG provides a second pocket to look to in the event the corporate customer fails to pay the invoices. In a supplier setting, the guarantor, as the case with the Court of Appeals decision, is commonly the owner or president of the customer, agrees in writing that if the vendor sells the corporate debtor on credit, the guarantor will guarantee the payment. This promise to pay by the guarantor is an inducement for the vendor to sell the debtor on open account and the guaranty creates a contract of secondary liability. A personal guaranty must be in writing. The guaranty should clearly state that the guarantor is personally guarantying the debt of the corporate customer (identified by full legal name as well as any fictitious business name(s)). The guaranty should also include, under the signature block line, the individual guarantor’s social security number and

home address. The creditor should also consider requiring the guarantor to notarize the guaranty. Preference Liability The Bankruptcy Code vests a trustee with far-reaching powers to avoid payments to suppliers and other creditors within 90 days prior to the bankruptcy filing, or within the previous one-year period for insiders as is the case here. A preference is defined expansively to include nearly every payment by an insolvent debtor 90 days prior to bankruptcy. The purposes of the preference laws are two-fold: (1) unsecured creditors are discouraged from racing to the courthouse to dismember a debtor, thereby hastening its slide into bankruptcy; (2) a debtor is deterred from preferring certain creditors by requiring an unsecured creditor that receives a greater percentage payment than in a chapter 7. The aim is that all similar creditors receive an equal distribution of a debtor’s assets. Court of Appeals Ruling This case saw the Ninth Circuit Court of Appeal discuss this hitherto unresolved issue of bankruptcy law: whether a corporate insider who personally guaranteed his corporation’s debt is absolved of preference liability to which he might otherwise have been subjected where he waived his indemnification rights against the corporation. Adamson Apparel, Inc., a clothing manufacturer, took out a loan from CIT. Adamson’s president and CEO personally guaranteed the debt. The guaranty agreement waived that right of the gurantor to have his company reimburse him for any amount that he was obligated to pay on the corporation’s behalf to settle with CIT. The company paid almost $5million in partial satisfaction of the debt, then filed for bankruptcy and the CEO paid the balance of over $3.5million from his personal funds.

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The creditors’ committee filed a preference action against the CEO, in his capacity as guarantor, to recover the $5million paid by the company, arguing that the CEO was a corporate insider who received a preference because he had guaranteed the debt from CIT. However, the CEO previously had waived his right to any indemnification for the funds he had provided. The Ninth Circuit held that, having waived his right of indemnification, the CEO had no claim against the company and thus could not be considered a creditor. The key point under discussion was that the waiver was not a sham waiver of indemnification: the CEO never filed a proof of claim in the bankruptcy case. Negotiating the Personal Guaranty The credit team appreciates that to obtain a PG may be as much a negotiation with its sales team and management, as with the insider. But the Ninth Circuit Court of Appeals ruling provides the credit team with another negotiating point with the insider. In order to induce insider to sign a personal guaranty, the credit team may advise principal that he/ she is not opening the door to insider preference risk, provided there is a waiver of indemnification rights from the corporation. ■ 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.

MARCH/APRIL 2016 PAGE 9

Collections News

THIS IS YOUR MONEY DEPRECIATING A U.S. Department of Commerce Survey

-5%

The value of your decreasing receivables

100%

-26% -35% -70% -90%

1 Month

3 Months

4 Months

6 Months

12 Months

Months Past Due

EvERyDAy THAT yOUR RECEivAbLE iS PAST DUE, iT LOSES vALUE. How do you

protect one of your companyâ&#x20AC;&#x2122;s most valuable assets?

Indiana - Michigan - Ohio

For more information on how we can collect for your company contact us today! Dan Sears 937.401.2705 dan.sears@nacmconnect.org

NACM Great Lakes Region | 41 White Allen Avenue | Dayton, OH 45405 | 937.401.2705 | nacmgreatlakesregion.com

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MARCH/APRIL 2016

PAGE 10

Collections news

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

are listed below. The March giveaway is a $50 Chili's gift card and the prize for claims placed in April is a $50 gift card to Barnes & Noble. Each claim you place with NACM

December Winners

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

January Winners

$50 Banana Republic Gift Card

$50 Nike Gift Card

Great Lakes Region Amanda Martinez, MarketLab Inc.

Great Lakes Region Lori Watters, Corrigan Moving Systems

March 2016 Giveaway

April 2016 Giveaway

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

Credit 102

Credit 103

• June 8, 2016

• March 9, 2016

• April 6, 2016

• October 5, 2016

• July 13, 2016

• August 3, 2016

• 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

MARCH/APRIL 2016 PAGE 11

NACM upstate new york Get speakers, schedules and details at www.nacmupstateny.org

NACM Upstate NY Annual Meeting

C nnect. C llaborate. Inn vate.

April 12

2016

Creekside Banquets Cheektowaga, NY

Registration Form - All payments must be made one week prior to the meeting. I would like to attend:

qEducational Sessions $199 members, $398 non-members

Meeting Location:

qNetworking Event

(Two coupons per person are valid).

qUpstate New York Region

Free to all members (Open bar)

Creekside Banquet Conference Center 2669 Union Rd, Cheektowaga, NY 14227

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

Zip____________________ Phone _________________________________

Do you accept text messages?

qYes qNo

Fax _______________________________

Email ___________________________________________________________________________________________________________________ q I am using _______ coupon(s) for this event. q Checkâ&#x20AC;&#x201D;Payable to NACM Connect and mail to: 3005 Tollview Drive, Rolling Meadows, IL 60008 q Credit Cardâ&#x20AC;&#x201D;Pay by phone upon receipt of invoice: 1-800-935-6226. q Please invoice me. 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.

Our Sponsors tm

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

THE INTERCONNECTION

MARCH/APRIL 2016

PAGE 12

Membership news

NACM Connect New Members and Representatives New Members Greg Haut Abbott Laboratories

Jake Gray David J. Joseph Co.

Jane Snow Graphic Arts Service & Supply

Tracy Woodall Ajinomoto Heartland, Inc.

Chastity Wilburn JPW Industries

Joseph Virant Kohler Company

Jordan Moltz Atlas Toyota Material Handling, LLC

Wendy Sadler Kitchen Suppliers, Inc.

Gary Mascetti Navistar, Inc.

Nancy Smith Barrett Paving Materials, Inc.

Peter Honigmann Lee Lumber & Building Material Corp.

Brittani Elliott-Goode Navistar, Inc.

Margaret Hornbeak Beretta USA Corporation Luke Brandonisio Bissell Inc Jennifer Whitcroft Bosch Security Systems, Inc. Cara Reynolds Bosch Security Systems, Inc. Letty Richards Bosch Security Systems, Inc. Tim Cummins Bruce Oakley, Inc. Carolyn Klahn Byrne Electrical Specialists Tanya Alexander Digi-Star, LLC Gary Paul

Tony Zalar Lincoln Electric Co. Terry Miller M Cooper Supply Company Diana Zendarski Mill Distributors Jamie Molargik ProBuild, LLC Debra Layman Sauder Manufacturing Co

Jason Nemic Nemic Industrial Supply Leah Helpern New Era Cap Co. Brittany Sands Schneller, LLC Dale Eastman Standard Electric Supply David Edwards West Corporation

Amber Branan Soprema, Inc. Richard Zink Southern Tier West Regional

New Representatives

A Credit Managers Poem A person knocked at the heavenly gate, with face all scarred and old. Then standing by the man of fate, requested admission to the fold. "What have you done," St. Peter asked, "to gain admission here?" "I have been a Credit Manager, sir, for many and many a year."

Lynn Sansone Gem Transportation, LLC

Sam Sakumar Akorn, Inc.

Jeff Gruszka GP;50 New York, Ltd.

Jim Rice BBC Distribution

David Dobosz Graybar Electric

Steve Tosh Business Backer (The)

The Golden Gate swung open wide as St. Peter touched the bell. "Come and choose your harp," he said. "You've had your share of hell."

Heather Hudson Hudson's Dairy

Ben Johnson Casey's Distributing, Inc.

- Author Unknown (but probably not a Sales Manager)

Jeff Fischer Jim White Group, Inc.

Tim Plummer Cengage Learning

(submitted by Bill Weilemann at Packaging Corporation of America)

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MARCH/APRIL 2016 PAGE 13

NACM Midwest - ILLINOIS Get speakers, schedules and details at www.nacmmidwest.org

NACM Midwest-Illinois Annual Meeting

C nnect. C llaborate. Inn vate.

April 21

Meridian Banquet & Event Center Rolling Meadows, IL

2016

Registration Form - All payments must be made one week prior to the meeting. I would like to attend:

qEducational Sessions $199 members, $398 non-members

qNetworking Event

(Two coupons per person are valid).

Free to all members (Open bar)

Meeting Location:

qNACM Midwest - Illinois

Meridian Banquet & Event Center 1701 Algonquin Road, Rolling Meadows, IL 60008

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

Zip____________________ Phone _________________________________

Do you accept text messages?

qYes qNo

Fax _______________________________

NACM MIDWEST Illinois

Nebraska

Wisconsin

NATIONAL ASSOCIATION OF CREDIT MANAGEMENT An NACM Connect Company

Our Sponsors tm

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

THE INTERCONNECTION

MARCH/APRIL 2016

PAGE 14

News

Preparing for Tough Times in 2016 By Larry Grogan, CCE

2016 is shaping up to be a tough year for Credit & Collections given various negative outlooks on the economy. Here are some brainstorm ideas across several Credit & Collection related topics that may prove to be helpful. If you find one or more you can champion into action great! If you have ideas that are working for you and your team that you would like to share, please do so by emailing me. Your ideas can form the basis of the next article in this space. Ideas for your consideration:

Collections

__Compile a list of Customer payment excuses. Develop well thought out, written responses to each and standardize them across the team. Why wing it when someone on your team may have a highly effective approach worth sharing and documenting. There are also many books on collections and negotiations. Applied psychology is good for Cash flow! __The collection department is a natural setting to offer incentives for achievement of individual and team goals. There are many metrics to incent including achievement of # of call/email contact goals, reduced aging percentages, DSO reduction, dispute resolution etc. Incentives underline the importance of key metrics and provide opportunity for recognition, celebration and some extra Cash to employees for a job well done. __ DSO: a mentor once told me if you make the right number of quality collection calls, DSO will take care of itself (focus on the process, not the metric) __Define the attributes of a ‘Quality Collection Call’: go back to the basics: establish rapport, probe excuses, reaffirm terms, confirm agreements, and differentiate yourself from other

callers looking for the same Cash. Have your team come up with a list… __Words matter. Have standardized language each collector uses when putting an account on credit hold and when releasing the order on a promise of payment (expectations/ consequences). Make the most of your leverage, keeping in mind the importance of causing Customer’s payment behavior to change for the long-term, not just for the immediate order __Keep numerical track of broken promises and consider a ‘three strikesyou’re out’ approach. When they reach that 3rd strike, call them and re-set the relationship by sharing their past history, getting an updated Credit Application, requesting financials

money is collected”. I help my company complete its sales by turning potential Cash in the form of Accounts Receivables into real CASH that can pay bills, expand the business and keep it competitive and thriving. 2) Every dollar I collect helps my company’s Cash flow and lessens its need to borrow. Less borrowing reduces interest cost and improves our bottom line profit.

“A sale is not complete until the money is collected”. and re-confirming terms etc. As one author put it, “tell them their future” if they don’t change their bad payment habits. The magic is in the counting. __Thank your Customer A/P contact when they pay on time or for keeping their promises. It’s something they probably don’t hear often. It reinforces their good behavior and they will remember you (and your company) favorably. __Background thoughts each collector might consider for greater effectiveness and purpose: 1) “A sale is not complete until the

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3) Every bad debt I prevent or minimize directly impacts and protects my company’s bottom line since bad debt hits our Income Statement 4) I’m not a tele-marketer selling to create obligations. The Customer has received our goods / services and I am calling them to live up to the obligation they created 5) Our Customers expect reliable delivery of products and I have Continued on Page 17 MARCH/APRIL 2016 PAGE 15

NACM Connect

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The Portfolio Risk Analysis tool will segment and identify high risk accounts within your customer base for review. Also benchmarks your customers risk and exposure compared to your industry.

Earns You Discounts on Credit Reports

A/R data contributors receive a substantial discount on NACM Connect credit reporting contracts.

Contributes to the Strength of Your Group and Industry

Data contributors have privileged access to use NACM Connect web-based Credit Reference, Portfolio Scoring and Account Monitor services.

Costs Your Company $0

Reporting data is easy, confidential, safe, secure and at no charge. A great way to support NACM Connect.

Puts $50 in Your Pocket

Each new A/R data contributor who begins electronic submissions will receive a $50 American Express gift card.

For more information, please contact your Group Administrator or Pat Speyer at 800-935-NACM or email pat@nacmconnect.org.

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MARCH/APRIL 2016

PAGE 16

News

Preparing for Tough Times in 2016 (cont'd) Continued from page 15

no problem with asking for and expecting reliable payment of Cash. I strive to keep it a Win/ Win. Credit Application __One author suggests changing form name to ‘Binding Credit Agreement’. Consider: ‘You signed our binding credit agreement’ sounds better than ‘You signed our credit application’. Different words convey different meanings. Credit References __Request form: some are so cluttered and seek too much information. Simplify the form and see if it improves response rate / timeliness of response __Request form: instead of noting ‘order pending’ on the form, consider noting ‘Your Customer’s order is on hold’. I recently received one that used this phrase and for some reason responded to it sooner. Words matter. __Re-check credit references when a material decline in payment performance is seen. Or pause and ask for 2-3 new references not provided on the original Credit Ap __ Keep track of who you provide credit references to and when needed, ask them to reciprocate __ New accounts: ask Sales who their primary vendor was before to see if they were included as a credit reference (probably won’t be). If it wasn’t, it could mean they were cut-off and are searching for a replacement supplier – coming to your firm out of desperation. These are sometimes the Customer who need their order shipped before you even have a chance to begin your credit investigation Credit Reports __ Use Credit reports to cross-check

accuracy of information on Credit Applications __Explore unlimited usage agreements with credit reporting vendors-especially as business conditions turn negative and it makes sense to step-up frequency of ordering reports and expanding use of their monitoring tools __ Have a back-up credit report supplier. Or two. Create a credit data decision tree noting preferred sources of credit data on public and private companies, keeping cost in mind. Reduce costs by not ordering reports on public companies but instead gather the free data available via sec. gov (financials), moodys.com and standarandpoors.com (credit ratings/ outlooks) and yahoo finance (stock prices) __ Give a new credit vendor a try. Actually, they are often more than willing to give you a free trial of their service. Risk Mitigation __ If you have never requested a Letter of Credit before from a high risk account, no worries. You ask and your Customer and their banker do the rest. In general, determine how much of your Credit Limit you want covered by the Letter of Credit. Ask Customer to provide one for that amount and for at least a one year period. __As an alternative, especially if Customer seems wary of providing a Letter of Credit, ask for a Cash Deposit to remain on their account indefinitely as a method of securing it. Some companies offer to pay a minimal interest rate to their Customers who are willing to do this

which have global exposure and could be in trouble – especially if they deal in commodities like oil, coal, aluminum or steel etc. __ Consider an internship program for kids attending college who are home from a winter or summer break. They could be sons / daughters of employees or just college kids at large. Put them to work on researching deductions, making collection calls you just can’t get to, or doing system clean-up work. You give them a great summer job and opportunity to use their PC skills and they, at reasonable cost, help you achieve improved results. Please feel free to share Credit & Collection practices that have worked well for you and I will organize them in the next edition. Thanks for reading! ■

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 and an MBA from Benedictine University. He is also a graduate of NACM's Graduate School of Credit & Financial Management at Dartmouth College. Grogan hes in the past been on the faculty of NACM's Institute of Credit and has taught classes, seminars and delivered on-site training on the topic of Financial Statement Analysis.

In General __ Pay especially close attention to public companies in 2016, many of

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MARCH/APRIL 2016 PAGE 17

NACM Connect

Ease Your Workload with NACM Connect’s

Credit AppliCAtion proCessing Let Us Contact the References for You

How the Credit Application Processing Service Works

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. Pricing is as follows: Rush Processing

(24 hrs)

We will contact up to …

$25.00

4 Trade References and 1 Financial Institution

Regular Processing (4-5 business days) $20.00

Legible applications submitted with accurate contact information will ensure a quick turnaround, saving you time to focus on other important department operations!

Additional information subject to availability: Secretary of State

$5.00

UCC Records

$5.00

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.

Upon completion, trade reference information will be forwarded including those references that did not reply after three attempts.

(up to the 5 most recent filings)

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

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MARCH/APRIL 2016

PAGE 18

Caine & Weiner News

Caine &Weiner Announces Greg Cohen as 2016 IACC President Caine & Weiner is proud to announce that Greg A. Cohen, President & CEO, has recently been elected to serve as President of the International Association of Commercial Collectors (IACC) for 2016. Cohen, elected by fellow association members, will serve as head of the Board of Directors and will provide guidance and strategic direction for the association. He has begun his year-long term as President when he was inducted in January 2016 at the annual IACC meeting, with record attendance. The recognition of Cohen as IACC President coincides with the strategic growth Caine & Weiner has experienced this past year as the company celebrates its 85th continuous year of service in the global credit and collection industry. As C&W President and CEO, Greg is responsible for the executive management, strategic

as one of the industry’s top international accounts receivable management firms. Greg has been involved in the credit and collection industry for the past 30 years and has previously served as the Vice President, Treasurer and member of the BOD of IACC, as well as served on the boards and committees of other trade associations and extensive service to local community organizations.

Greg A. Cohen, President & CEO, of Caine & Weiner elected as 2016 IACC President

initiatives and overall operations of the company. Under his leadership Caine & Weiner continues to be recognized

International Association of Commercial Collectors (www.commercialcollector. com/iacc/) is the largest organization of commercial collection specialists in the world. IACC is an international trade association, consisting of over 350 members located in more than 20 different countries. Since 1970, the association has been responsible for setting and enforcing the highest standards of conduct throughout the industry. ■

Caine & Weiner Monthly Giveaway Winners Congratulations to the December and January winners of the Caine & Weiner and NACM Connect Monthly Giveaways.

The winners for each region are listed below. The March giveaway is a $50 Chili's gift card and the prize for claims placed in April is a $50 gift card to Barnes

December Winners

$50 Banana Republic Gift Card Omaha Darlene Korisko, Ballantyne Strong Inc. Wisconsin Linda Maslowski, Progressive Converting Inc. Gateway Region Jackie Greene, Springfield Grocers Upstate New York Glenda Wilcox, Brede Tool & Supply Midwest Pamela Scott, Med Couture (FKA Peaches Uniforms)

March Giveaway THE INTERCONNECTION

& Noble. Each claim you place with Caine & Weiner during these months will be eligible for one entry into the drawings. Please support this important partner! ■

January Winners $50 Nike Gift Card Omaha Wisconsin Gateway Region Upstate New York Midwest

Garn Brill, Airlite Plastics Kris Lanting, Batteries Plus Doris Nice, Walking Cradle/Mark Lemp Amy St. Hilaire, Southern Wine & Spirits Mike Volpe, JS Paluch

April Giveaway MARCH/APRIL 2016 PAGE 19

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

GROUP

MEETING LOCATION

March 11

Mid Missouri Construction Credit Group

Bleu, Columbia, MO

March 15

Midwest Regional Food Suppliers Credit Group

NACM Gateway Office, Creve Coeur, MO

March 16

Electrical Distributors Credit Group

Bartolino's, St. Louis, MO

March 18

Refrigeration & Warm/Cool Air Suppliers Credit Group

Bartolino's, St. Louis, MO

March 22

Gateway Agricultural Credit Group

Bartolino's, St. Louis, MO

April 13

Electrical Distributors Credit Group

Bartolino's, St. Louis, MO

April 15

Refrigeration & Warm/Cool Air Suppliers Credit Group

Bartolino's, St. Louis, MO

April 19

Midwest Regional Food Suppliers Credit Group

NACM Gateway Office, Creve Coeur, MO

NACM Midwest-Nebraska Local Industry Credit Group Meetings DATE

GROUP

MEETING LOCATION

March 16

Omaha Builders Credit Group

Teleconference

April 13

Omaha Builders Credit Group

Enterprise Center, Omaha, NE

NACM Upstate New York Local Industry Credit Group Meetings DATE

GROUP

MEETING LOCATION

March 8

Western NY Food & Beverage Supply Credit Group

llio DePaolo's Restaurant, Blasdell, NY

March 10

Rochester Plumbing & HVAC Credit Group

Humphrey House, Rochester, NY

March 11

Buffalo Building & Construction Credit Group

Eagle House, Williamsville, NY

March 15

Central New York Building Credit Group

Spaghetti Warehouse, Syracuse, NY

March 16

CNY - Albany Food and Beverage Supply Credit Group

Conference Call

March 17

Rochester Building Credit Group

Cerame's Restaurant, Rochester, NY

March 22

Buffalo Plumbing & Electric Credit Group

Eagle House, Williamsville, NY

April 8

Buffalo Building & Construction Credit Group

Eagle House, Williamsville, NY

April 12

Western NY Food & Beverage Supply Credit Group

llio DePaolo's Restaurant, Blasdell, NY

April 14

Rochester Plumbing & HVAC Credit Group

Humphrey House, Rochester, NY

April 18

Albany Building Credit Group

Scarboroughs, Allbany, NY

April 19

Central New York Building Credit Group

Spaghetti Warehouse, Syracuse, NY

April 20

CNY - Albany Food and Beverage Supply Credit Group

TBA

April 21

Rochester Building Credit Group

Cerame's Restaurant, Rochester, NY

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MARCH/APRIL 2016

PAGE 20

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

GROUP

MEETING LOCATION

March 8

Electrical Distributors Credit Group

Ditka's, Oakbrook Terrace, IL

March 10

Northern Illinois Heating Wholesalers Credit Group

Wildfire, Schaumburg, IL

March 15

Metal Distributors Credit Group

Ditka's, Oakbrook Terrace, IL

Institutional Credit Group

Ditka's, Oakbrook Terrace, IL

WISCA Credit Group

Parker's, Downers Grove, IL

Ad Media Credit Group

TBD, Chicago, IL

March 21

Law Firm Forum Credit Group

Barnes & Thornburg, Chicago, IL, 2-day

March 24

Basic Material Credit Group

Ditka's, Oakbrook Terrace, IL

March 28

Building Suppliers Credit Group

Greek Islands, Lombard, IL

April 11

SAP Users Group Credit Group

NACM Midwest, Rolling Meadows

April 12

Electrical Distributors Credit Group

Ditka's, Oak Brook Terrace, IL

April 14

Northern Illinois Heating Wholesalers Credit Group

Weber Grill, Schaumburg, IL

April 18

Midwest Roofing Credit Group

NACM Midwest, Rolling Meadows, IL

April 19

Metal Distributors Credit Group

Ditka's, Oak Brook Terrace, IL

April 20

Floor Covering & Wall Tile Credit Group

NACM Midwest, Rolling Meadows, IL

April 21

Ad Media Credit Group

WCIU-Weigel Broadcasting, Chicago, IL

WISCA Credit Group

Ditka's, Oak Brook Terrace, IL

April 28

Basic Material Credit Group

Devon, Oak Brook Terrace, IL

TBD

Building Suppliers Credit Group

TBD

March 17

NACM Connect National Industry Credit Group Meetings DATE

GROUP

MEETING LOCATION

March 10

National Paper Packaging Credit Group

Hilton Garden Inn Old Scottsdale, Scottsdale, AZ, 2-day

National Suppliers to Windows Credit Group

Hilton Garden Inn-Int'l Drive, Orlando, FL, 2-day

National Underground Utilities Credit Group

Hampton Inn Savannah Historic District, Savannah, GA, 2-day

National Christian Suppliers Credit Group

Flamingo Hotel, Las Vegas, NV, 2-day

National Manufactured Housing Credit Group

Hampton Inn, Myrtle Beach, SC

National Electrical Manufacturers Credit Group

Embassy Suites Orlando-Int'l Drive, Orlando, FL, 2-day

National Metal Producers Credit Group

Hilton Garden Inn Louisville Downtown, Louisville, KY, 2-day

March 24

National Metal Recyclers Credit Group

Hilton at the Arch, St. Louis, MO, 2-day

TBD

National Shortline Ag Credit Group

Teleconference

April 5

National Ag Chem Credit Group

Westin Pheonix Downtown, Pheonix, AZ, 2-day

April 13

National Water Products Credit Group

DoubleTree Campbell Centre, Dallas, TX, 2-day

April 15

National Truck/Waste Equipment Credit Group

Sheraton Sand Key, Clearwater Beach, FL

April 21

National Tool & Accessories Credit Group

Hilton Garden Inn Downtown Mag Mile, Chicago, IL, 2-day

National Steel Mill Credit Group

Embassy Suites, San Diego, CA, 2-day

April 25

National Professional Apparel Credit Group

Emily Morgan, DoubleTree Hotel, San Antonio, TX, 2-day

April 28

National Garage Door Credit Group

Marriott Courtyard Convention Center, Las Vegas, 2-day

March 17

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MARCH/APRIL 2016 PAGE 21

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

GROUP

MEETING LOCATION

March 8

Electrical/Industrial Trade Credit Group

Pietro's, Grand Rapids, MI

March 9

West Michigan Heating Plumbing Wholesalers Credit Group

Brann's, Wyoming, MI

March 10

Michiana Credit Association Credit Group

Luccheses, Elkhart, IN

Michiana Building & Industrial Suppliers Credit Group

Conference Call

Indiana Wholesale Floor Covering Credit Group

Conference Call

Indiana Electrical Suppliers Credit Group

NACM GLR - Indiana Office, Indianapolis, IN

Automotive Suppliers Credit Group

Conference Call

Michigan Electrical Supply Credit Group

Mojave Cantina, Clawson, MI

Indianapolis Building Trade Suppliers Credit Group

NACM GLR - Indiana Office, Indianapolis, IN

March 17

Cincinnati Dayton Wholesale Electric Credit Group

Century Inn, Cincinnati, OH

March 18

Fort Wayne Building Materials Credit Group

Don Hall's Gas House Restaurant, Ft. Wayne, IN

March 22

Lumber & Building Materials Credit Group

Pietro's, Grand Rapids, MI

March 23

Metal Service Center Credit Group

Antonio's, Canton, MI

Plumbing & Heating Wholesalers Credit Group

NACM GLR - Indiana Office, Indianapolis, IN

Cleveland/ Akron/ Canton Food Suppliers Credit Group

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

Cincinnati Construction Suppliers Credit Group

Romano's Macaroni Grill, Cincinnati, OH

Michiana Credit Association Credit Group

Luccheses, Elkhart, IN

Electrical/Industrial Trade Credit Group

TGI Fridays, Kalamazoo, MI

April 13

West Michigan Heating Plumbing Wholesalers Credit Group

Brann's, Wyoming, MI

April 14

Michiana Building & Industrial Suppliers Credit Group

Honkers Family Restaurant, Mishawaka, IN

April 15

Fort Wayne Building Materials Credit Group

Don Hall's Gas House, Fort Wayne, IN

April 19

Indiana Electrical Suppliers Credit Group

NACM GLR - Indiana Office, Indianapolis, IN

Automotive Suppliers Credit Group

Conference Call,

Michigan Electrical Supply Credit Group

Antonio's, Canton, MI

Indianapolis Building Trade Suppliers Credit Group

NACM GLR - Indiana Office, Indianapolis, IN

Cincinnati Construction Suppliers Credit Group

Stonecreek Dining Company, West Chester, OH

Cleveland/ Akron/ Canton Food Suppliers Credit Group

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

Meat Packers of America Credit Group

Embassy Suites, Fort Lauderdale, FL

Cincinnati Dayton Wholesale Electric Credit Group

Century Inn , Cincinnati, OH

Metal Service Center Credit Group

Antonio's, Canton, MI

Plumbing & Heating Wholesalers Credit Group

NACM GLR - Indiana Office, Indianapolis, IN

March 15

March 16

April 12

April 20

April 21

April 27

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MARCH/APRIL 2016

PAGE 22

Event Calendar DATE

EVENT

LOCATION

TIME

PRESENTER / INSTRUCTOR(S)

March 2

NACM Connect Webinar Documentary Letters of Credit

-----------

10:00 a.m. – 11:00 a.m.

Karen Pinkall

March 9

NACM Great Lakes Region - Ohio Lunch Meeting

Burntwood Tavern (Upper Room) Brecksville, OH

12:00 p.m. – 2:00 p.m.

Dr. Mark Sniderman

March 14

NACM Midwest - Illinois Business Credit Principles, Financial Statement Analysis I and Business Law classes (10 week classes)

NACM Midwest Rolling Meadows, IL

5:30 p.m. – 8:30 p.m.

Various

NACM Midwest - Illinois CBA, CBF and CCE Exam Date

NACM Midwest Rolling Meadows, IL

8:10 a.m.

___________________

March 15

NACM Great Lakes Region - Michigan Business Credit Principles (10 week class)

Carhartt Dearborn, MI

5:30 p.m. – 8:30 p.m.

Michele Donnelly, CCE

March 17

NACM Midwest - Illinois Seminar

NACM Midwest Rolling Meadows, IL

8:30 a.m. – 12:00 p.m.

Chris Ring

NACM Great Lakes Region - Michigan Credit 101

AK Steel Corp-Dearborn Works Dearborn, MI

9:00 a.m. – 4:00 p.m.

Jan Spalding, CCE, CICP

NACM Gateway Region Roundtable Discussion

Chris’ Pancake & Dining St. Louis, MO

8:00 a.m. – 9:30 a.m.

Debbie Harper

NACM Midwest - Wisconsin Roundtable Discussion

Perkins Restaurant Appleton, WI

8:00 a.m. – 9:45 a.m.

Nick Pokrifcak

NACM Midwest - Wisconsin Roundtable Discussion

Rodeside Grill Windsor, WI

12:15 p.m. – 2:00 p.m.

Nick Pokrifcak

March 30

NACM Great Lakes Region - Michigan Credit 101

The Highlands Golf Club Grand Rapids, MI

9:00 a.m. – 4:00 p.m.

Curt Johnson, CCE

April 5

NACM Great Lakes Region - Indiana Credit 102

Mid City Supply Co. Inc. Elkhart, IN

9:00 a.m. – 4:00 p.m.

Jim Montague, CCE

April 6

NACM Midwest - Illinois Credit 103

NACM Midwest Rolling Meadows, IL

9:00 a.m. – 4:00 p.m.

Rich Bellis

April 7

NACM Gateway Region Annual Meeting

Orlando’s Conference Center Maryland Heights, MO

9:00 a.m. – 5:00 p.m.

Various

NACM Connect Webinar Credit Applications - How to Develop One That Works

-----------

10:00 a.m. – 11:00 p.m.

Todd Fierstein, CGA

NACM Great Lakes Region - Michigan Business Credit Principles (10 week class)

S. Abraham & Sons, Inc. Grand Rapids, MI

5:30 p.m. – 8:30 p.m.

Curt Johnson, CCE

April 8

NACM Great Lakes Region - Indiana Credit 101

Roche Diagnostics Indianapolis, IN

9:00 a.m. – 4:00 p.m.

Judy Wagner, CCE, MBA

April 11

NACM Connect - All Regions SAP Credit and A/R Users Group Meeting

NACM Midwest Rolling Meadows, IL

8:00 a.m. – 4:00 p.m.

Linda Hass, SAP Consultant

April 12

NACM Upstate New York Annual Meeting

Creekside Banquet Center Cheektowaga, NY

9:00 a.m. – 4:00 p.m.

Various

NACM Great Lakes Region - Ohio Roundtable Discussion

Star Leasing Columbus, OH

12:00 p.m. – 2:00 p.m.

Darren Greene

NACM Midwest - Nebraska Annual Meeting

Marriott Courtyard Event Center La Vista, NE

9:00 a.m. – 4:00 p.m.

Various

NACM Great Lakes Region - Michigan Roundtable Discussion

The Elks Highland Golf Club Grand Rapids, MI

8:30 a.m. – 10:30 a.m.

Terry DeBruine

NACM Great Lakes Region - Michigan Credit 102

The Highlands Golf Club Grand Rapids, MI

9:00 a.m. – 4:00 p.m.

Curt Johnson, CCE

NACM Great Lakes Region - Ohio Credit 101

NACM Great Lakes Region Dayton, OH

9:00 a.m. – 4:00 p.m.

Tom Muter, CCE

April 21

NACM Midwest - Illinois Annual Meeting

Meridian Event Center Rolling Meadows, IL

9:00 a.m. – 4:00 p.m.

Various

April 22

NACM Great Lakes Region - Michigan Roundtable Discussion

Leon’s Family Dining Dearborn, MI

8:00 a.m. – 10:00 a.m.

Darren Greene

NACM Great Lakes Region - Michigan Credit 102

AK Steel Corp-Dearborn Works Dearborn, MI

9:00 a.m. – 4:00 p.m.

Jan Spalding, CCE, CICP

March 22

April 14

April 20

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MARCH/APRIL 2016 PAGE 23

NACM Connect

Wednesday, March 2, 2016 10 am - 11 am CT About the Webinar

Learn everything you need to know about the basics of Letters of Credit, including reasons for using Letters of Credit in international trade, Letter of Credit types, workflow, parties involved in the transaction and what securities you have and don’t have with a Letter of Credit. Find out more about how the Letter of Credit can help mitigate risks within the transaction, what standard ‘conditions’ must be included in every Letter of Credit, when amendments to the Letter of Credit are necessary and when they are not, as well as what typical documents are required in a Letter of Credit. During this 60-minute webinar you will learn how to: • Understand the different types of Letters of Credit • Learn the risks associated with Letters of Credit • Ensure compliant documents • Avoid discrepancies

WEBINAR

Documentary Letters of Credit

About the Presenter Karen Pinkall Karen serves as senior manager for the Global Trade Services Group at First National Bank of Omaha. In that role, Karen manages a team that oversees trade finance sales and operations for the bank. In addition to offering trade solutions to customers, Karen and her team conduct training to customers and bank professionals. Karen is a 1995 graduate of the University of Nebraska-Lincoln, where she received her B.A. in international affairs and a master’s degree from Florida State University. Prior to joining First National, Karen worked on the international trade desk at Wells Fargo Bank in Omaha, and managed two Omaha retail banking stores at Centris Federal Credit Union. In the community, she is a board member for Midwest International Trade Association, an organization that encourages the expansion of trade between the Midwest and foreign markets.

WEBINAR REGISTRATION

Participation points are available for this class.

Date Wednesday, March 2, 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. If you have any questions, 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

MARCH/APRIL 2016

PAGE 24

NACM Connect

WEBINAR

Credit Applications – How to Develop One That Works Thursday, April 7, 2016 10 am - 11:00 am CT (11am-12:00pm ET) About the Webinar

Do you know that with the proper credit application you can both help avoid third party collections and, if necessary, help your agency if an account does have to be placed? Why not do all you can up front to circumvent potential problems by attending this webinar and learning how to improve your application? In this webinar, Todd Fierstein will explain what should and shouldn’t be on your application, the importance of getting updated credit applications from your customers, important and correct verbiage and the best questions to ask on your application. Also learn the answer to this question: “Why do I need a credit application at all!?” During this 60-minute webinar you will learn: • How to develop a credit application that protects your company and asks the right questions to make more informed credit decisions. • How the credit application actually is a multifunctional document • How to get current customers to give you updated information

About the Presenter

Todd Fierstein has spent the last 28 years in the credit industry. His work experience spans from 10 years as Vice-President of NACM Buffalo to being the Assistant VP of Alliance Partnerships for a large International Accounts Receivable company. Todd’s primary field of expertise is Credit Applications and Credit Application Law. He has spoken on this topic for more than 10 years at over 100 seminars and businesses’. He has also spoken on Collecting Debt in Difficult Economic Times. For the past 15 years Todd’s experience has been for NACM’s across the country as well as Industry Credit Trade Groups. Todd is currently one of the most sought after speakers on Credit Applications and Credit Application Law. With 28 years as a Credit Professional Todd brings innovative insight to all of his presentations and seminars.

WEBINAR REGISTRATION

Participation points are available for this class.

Date Thursday, April 7, 2016

Time (Note your time zone) 11am — 12:00pm ET 10am — 11:00am CT 8am — 9:00am PT

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

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

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

MARCH/APRIL 2016 PAGE 25

NACM Great Lakes Region - Michigan

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 Michele Donnelly, 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

REGISTRATION DEADLINE: MARCH 7, 2016 Dates March 15 – May 24, 2016

(Tuesday evenings. No class on April 12)

Time 5:30 p.m. – 8:30 p.m.

Location

Cost

Carhartt

$450, member (plus $80 textbook fee)

5750 Mercury Drive

Only two coupons are valid.

Dearborn, MI 48126

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

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 _______________________________________________________________________________________________________

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 two coupons per member.

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

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

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

MARCH/APRIL 2016

PAGE 26

NACM Great Lakes Region - michigan As a member of NACM, my participation in the roundtables has provided valuable insight into the practices and experiences of other credit professionals in my area. Even though members include a variety of different industries, there is always some common ground in the field of credit. An open dialogue on relevant topics provides the perfect opportunity to share information and learn from other members—knowledge which you can immediately apply to your job.

–Ivana Greenwell, CBA Harris Corporation

2016 NACM Great Lakes Region

April Roundtable Discussion

NACM CREDIT REPORTING Moderator: Darren Greene, NACM Connect

Come and share your ideas and suggestions while networking with other NACM Connect members to find solutions to your credit reporting

issues and challenges

Getting calls from companies you never heard of selling credit reports?

Looking for more cost-effective credit report solutions?

Looking for information regarding credit reports and trends?

Using just one credit reporting agency for your credit reports?

Do you have situations where you can’t find any credit information on a company?

Looking for a one-stop shop for your credit report needs?

Friday, April 22 8:00 a.m. - 10:00 a.m.

Location: Leon’s Family Dining 23830 Michigan Ave. Dearborn, MI 48124

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

Cost per Meeting

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

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

q q q q

Indiana - Michigan - Ohio

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 or fax to 847.253.6241. You will be invoiced shortly.

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MARCH/APRIL 2016 PAGE 27

–Ivana Greenwell, CBA Harris Corporation

2016 NACM Great Lakes Region

April Roundtable Discussion

Roundtable discussion for credit professionals to discuss customer visit strategies that will encompass touch points beyond credits.

Help!

I’m Drowning in Deductions!! Understanding your Customer’s deduction process Understanding how other departments in your company function l The role of relationship building in regards to deductions l Learning to be proactive verses reactive to deductions l Being the liaison between your customer and your own company’s departments l You’ve already done the work, now just make sure you pass the information on l Fixing a reoccurring problem verses processing a single deduction l l

Moderator: Terry DeBruine, Bissell Inc.

Thursday, April 14 8:30 a.m. - 10:30 a.m.

Location:

The Elks Highland Golf Club 2715 Leonard Street NW. Grand Rapids, MI 49504

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

Cost per Meeting

q q q q

Indiana - Michigan - Ohio

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

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PAGE 28

NACM Great Lakes Region - michigan

Business Credit Principles Business Credit Principles is a 10-week course that 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: • • • • • • • • •

Instructor Curt Johnson, CCE

• • • • • • • • • • •

REGISTRATION DEADLINE: MARCH 31, 2016 Dates April 7 – June 9, 2016 (Thursday evenings)

Time 5:30 – 8:30 p.m.

Location

Cost

S. Abraham & Sons, Inc.

$450, member (plus $80 textbook fee)

4001 Three Mile Rd NW

Only two coupons are valid.

Grand Rapids, MI 49501-1768

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

Name_______________________________________________________________ Member #_______________________________ Please write your name as you would like it to appear on your name badge.

Fax ______________________________________________________

Mobile ___________________________________________________________

Do you accept text messages?

Yes q

No q

E-mail _______________________________________________________________________________________________________

q q q q

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

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

MARCH/APRIL 2016 PAGE 29

NACM Great Lakes Region - Ohio

Recession, Recovery, Expansion: Where Does the Economy Go From Here? Lunch Meeting

Dr. Mark Sniderman will talk about the evolution of the US economy in the aftermath of the Great Recession, with some emphasis on household and corporate balance sheets, financial markets, and select industries. He will also address some of the issues that are affecting the global economic conditions. Dr. Sniderman will provide his outlook for 2016-17, and provide insight regarding the Federal Reserve’s monetary policy strategy. He has designed a presentation that welcomes some questions during the talk, and encourages conversation after his formal remarks.

Wednesday, March 9 12:00 p.m. - 2:00 p.m.

Location: Burntwood Tavern (Upper Room) 8188 Brecksville Rd. Brecksville, Ohio 44141

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

Cost $35 members, $70 non-members. One coupon per person. 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

q q q q

Indiana - Michigan - Ohio

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

MARCH/APRIL 2016

PAGE 30

NACM Great Lakes Region - Ohio As a member of NACM, my participation in the roundtables has provided valuable insight into the practices and experiences of other credit professionals in my area. Even though members include a variety of different industries, there is always some common ground in the field of credit. An open dialogue on relevant topics provides the perfect opportunity to share information and learn from other members—knowledge which you can immediately apply to your job.

–Ivana Greenwell, CBA Harris Corporation

2016 NACM Great Lakes Region

April Roundtable Discussion

NACM CREDIT REPORTING Moderator: Darren Greene, NACM Connect

Come and share your ideas and suggestions while networking with other NACM Connect members to find solutions to your credit reporting

issues and challenges

Getting calls from companies you never heard of selling credit reports?

Looking for more cost-effective credit report solutions?

Looking for information regarding credit reports and trends?

Using just one credit reporting agency for your credit reports?

Do you have situations where you can’t find any credit information on a company?

Looking for a one-stop shop for your credit report needs?

Tuesday, April 12 12:00 p.m. - 2:00 p.m.

Location: Star Leasing 4080 Business Park Dr. Columbus, OH 43204

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.

q q q q

Indiana - Michigan - Ohio

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

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MARCH/APRIL 2016 PAGE 31

NACM Great lakes region

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

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

Cost: Members $189 (per class)

Non-Members $378 (per class)

2016 REGISTRATION FORM CREDIT 101

Please register me for:

Elkhart, IN: Indianapolis, IN: Detroit, MI: Grand Rapids, MI:

CREDIT 102

CREDIT 103

Mid City Supply Co. Inc., 940 Industrial Pkwy. Elkhart, IN 46516 (Conference Room)

qMarch 1, 2016

qApril 5, 2016

qMay 3, 2016

Roche Diagnostics 9115 Hauge Road Bldg H3 Indianapolis, IN 46256

qApril 8, 2016

qMay 13, 2016

qJune 24, 2016

qMarch 17, 2016 qSeptember 15, 2016 qMarch 30, 2016 qSeptember 28, 2016

qApril 14, 2016 qOctober 13, 2016 qApril 20, 2016 qOctober 26, 2016

qMay 12, 2016 qNovember 10, 2016 qMay 25, 2016 qNovember 30, 2016

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

qMarch 9, 2016

AK Steel Corp-Dearborn Works 14661 Rotunda Dr, Lobby A Dearborn, MI 48121 The Highlands Golf Club 2715 Leonard St. NW Grand Rapids, MI 49504

Cincinnati, OH:

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

Columbus, OH:

Star Leasing 4080 Business Park Dr. Columbus, OH 43204

qAugust 9, 2016

qSeptember 13, 2016

qOctober 11, 2016

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

qApril 21, 2016

qMay 12, 2016

qJune 23, 2016

Dayton, OH:

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

Company Name ______________________________________________________Address________________________________________________ City ________________________________________________________________________ State ______________

Zip______________________

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

qYes qNo

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

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.

Please Note:

• • • •

“No Shows” will be responsible for full amount Maximum two coupons will be accepted Classes subject to cancellation based on enrollment 0.6 CEUs available

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

Online registration is available at www.nacmgreatlakesregion.com THE INTERCONNECTION

MARCH/APRIL 2016

PAGE 32

NACM Midwest - wisconsin As a member of NACM, my participation in the roundtables has provided valuable insight into the practices and experiences of other credit professionals in my area. Even though members include a variety of different industries, there is always some common ground in the field of credit. An open dialogue on relevant topics provides the perfect opportunity to share information and learn from other members—knowledge which you can immediately apply to your job.

–Ivana Greenwell, CBA Harris Corporation

2016 Wisconsin

March Roundtable Discussions

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

q Fox Valley Tuesday, March 22

8 a.m. - 9:45 a.m (breakfast) Location: Perkins Restaurant 3030 East College Avenue (Hwy 441 at East College Avenue exit)

(Appleton, WI 54915)

q Madison

Tuesday, March 22

12:15 p.m. - 2:00 p.m. (lunch) Location: Rodeside Grill 6317 Rostad Circle (I-90/94 & Highway 19 exit)

(Windsor, WI 53598)

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

Cost per Meeting

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

q I am using a coupon for this event. q Check enclosed—(payable to NACM Connect) 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. 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 or fax to 847.253.6241. You will be invoiced shortly. THE INTERCONNECTION

MARCH/APRIL 2016 PAGE 33

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

2016 Class Schedule CBA Courses Course Description

Spring 2016

Business Credit Principles

Monday 3/14 - 5/16

Basic Financial Accounting

Summer 2016

Fall 2016 Monday 8/22 - 10/31

Thursday 6/16 - 8/18

Financial Statement Analysis I

Thursday 8/25 - 10/27

Monday 3/14 - 5/16

Thursday 8/25 - 10/27

CBF Courses Course Description

Spring 2016

Business Law

Monday 3/14 - 6/6

Summer 2016

Fall 2016

Monday 8/22 - 11/7

Credit Law

Evening Class Times: 5:30 â&#x20AC;&#x201C; 8:30 p.m. **No Classes on September 5, 2016 (Labor Day)

Professional Certification Program Test Dates Application and Paperwork Deadlines

Exam Dates

January 18, 2016

Monday, March 14, 2016

April 18, 2016

Sunday, June 12, 2016

Credit Congress, Las Vegas, NV

May 30, 2016

Monday, July 25, 2016

September 12, 2016

Monday, November 7, 2016

Classes are subject to cancellation based on enrollment.

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

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PAGE 34

NACM Midwest - illinois

Mechanic’s Liens and Bond Claims Using the Tools to Secure your Receivables and Get Paid

Construction Credit is unique. From back charges to retainage, and the all important gathering and verification of job information, construction oriented credit managers need to be experts in maximizing the leverage provided by the lien and bond claim statutes. This session addresses the construction lien process from a national perspective. From collecting job information through foreclosure, be prepared for a fast paced manager’s view of building the optimal construction credit department. About the Instructor:

Topics of Discussion: • Construction Credit is Unique/Justifying the Credit • Defining the Players - The Ladder of Supply • Liens and Bonds - A Defined Right • Preliminary Notice / Notice to Owner Laws • Who Do You Notify? • Managing the Process of Mechanic’s Liens • Construction Oriented Credit Applications • Collecting Job Information • Joint ChecksCredit Administration • Collection Efforts • Maintaining Lien Rights • Bond Claims for Public Construction • Managing the Three Critical Factors • Credit Administration, Collection Efforts, Maintaining Lien Rights • Federal Miller Act

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

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

REGISTRATION INFORMATION Location: NACM Midwest Headquarters Date: Thursday, March 17, 2016 3005 Tollview Drive Time: 8:30 a.m. – 12:00 Noon (8:00 a.m. Breakfast) Rolling Meadows, IL 60008 Cost: $149 per person for NACM members (One coupon per person) $298 per person for non-members Name_______________________________________________________________ Member #____________________________________ Company___________________________________________Address________________________________________________________ City____________________________________________ State _________________________ Zip _________________________________ Phone ________________________ Fax _________________________E-mail ________________________________________________ Mobile _________________________________________________________________ Do you accept text messaging? qYes

All payments must be made prior to the event. q q q q

qNo

NACM MIDWEST

Check enclosed - (Payable to NACM Connect) mailed 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 a coupon for this event.

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 one week prior to the class date to qualify for a full refund. Cancellations received later than one week prior to the class date DO NOT qualify for a refund of registration fees. Sorry, phone cancellations cannot be honored.

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

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MARCH/APRIL 2016 PAGE 35

NACM midwest - nebraska

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

Instructor John Jaeger, CCE

• • • • • • • • • • •

NACM Connect Institute of Credit

Four-Day Certification Course

REGISTRATION DEADLINE: MAY 6, 2015 Dates Monday, May 16—Thursday, May 19 Time 8 a.m. – 5 p.m.

Location Purina - Lincoln Operations Office 5500 North Cotner Blvd Lincoln, NE 68507

(Off Cornhusker Highway in northeast Lincoln under the large grain elevator)

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

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

Hotel Accommodations Please contact Frank Schetski (NACM Connect) at frank.schetski@nacmconnect.org for nearby hotel and rate information. Name_______________________________________________________________ Member #_______________________________ Please write your name as you would like it to appear on your name badge.

Fax ______________________________________________________

Mobile ___________________________________________________________

Do you accept text messages?

Yes q

No q

E-mail _______________________________________________________________________________________________________

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.

NACM MIDWEST Illinois

Nebraska

Wisconsin

NATIONAL ASSOCIATION OF CREDIT MANAGEMENT An NACM Connect Company

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

MARCH/APRIL 2016

PAGE 36

NACM GAteway Region

As a member of NACM, my participation in the roundtables has provided valuable insight into the practices and experiences of other credit professionals in my area. Even though members include a variety of different industries, there is always some common ground in the field of credit. An open dialogue on relevant topics provides the perfect opportunity to share information and learn from other members—knowledge which you can immediately apply to your job.

–Ivana Greenwell, CBA Harris Corporation

2016 NACM Gateway Region

March Roundtable Discussion

WAKE UP AND LEARN Breakfast Roundtable Meeting

Credit Card Chargebacks Fight or Flight? Moderator - Debbie Harper (Truck Centers)

Tuesday, March 22 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

q q q q

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

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MARCH/APRIL 2016 PAGE 37

NACM Connect

Deduction Strategies for Protecting Profit Margins Thursday, May 12, 2016 10 am - 11:15 am CT About the Webinar

In today’s business environment, companies are focused more than ever on profits and protecting their bottom line. Effective deduction strategy can either enhance or detract from your company’s current and future revenue. In this webinar, we’ll review strategies and techniques to minimize the negative effect of deductions and finding balance in our approach with our customers. We’ll also review deduction categories, applicable strategies for each group, and obstacles that prevent us from being successful. During this 75-minute webinar you will: • Learn the importance of developing measurements and strategies for dealing with deductions • Hear proactive approaches to reducing future deductions • Get tips for overcoming the greatest barrier to successful deduction management

About the Presenter

WEBINAR

The Bottom Line:

Diana Crowe Since joining IAB in 1995, Diana Crowe has served in many capacities, both in operations and corporate. She presently serves as Manager of Business Development. Diana holds a B.S. degree in Management. Along with her education, she has extensive experience in accounts receivable, including credit management, collections, and deduction experience in a multitude of industries. In addition to her operational experience, Diana has a strong background in training and Human Resources. She served as Corporate Trainer at IAB and also served as an online instructor for a Deduction Management Course offered through the Credit Research Foundation. Along with being a regular presenter at IAB’s annual meetings, she has provided on-site training in a wide variety of subjects for IAB’s clients and various trade groups.

WEBINAR REGISTRATION

Participation points are available for this webinar.

Date Thursday, May 12, 2016

Time (Note your time zone) 11 a.m. — 12:15 p.m. ET 10 a.m. — 11:15 a.m. CT 8 a.m. — 9:15 a.m. PT

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

qYes qNo

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

MARCH/APRIL 2016

PAGE 38

NACM Connect

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

Linda Hass, SAP Consultant

Monday, April 11, 2016 NACM Midwest 3005 Tollview Drive Rolling Meadows, IL 60008

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

Non-Member Fees

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

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

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

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

 Beginner  Intermediate  Advanced

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

Please e-mail your discussion topics to themis@nacmconnect.org. Fax this registration form to 847-483-6427 no later than Thursday, April 7, 2016. You can also register online at www.nacmconnect.org.

For more information, please contact Themis Vlahos, CCE at 800-935-6226, ext. 6428. Rooms are available at the Holiday Inn Rolling Meadows for $99 per night. Please call 847-259-5000 and mention NACM.

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MARCH/APRIL 2016 PAGE 39

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

The InterConnection

800.935.NACM

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